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<p class=MsoNormal><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>Greg, </span></tt><span style='font-size:10.0pt;
font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>How could Digium make the sale?</span></tt><span
style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>Do they have a "out of the box" consumer
product that runs on Dell boxes?</span></tt><span style='font-size:10.0pt;
font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>Sure they should/could build one, but they didn't.</span></tt><span
style='font-size:10.0pt;font-family:"Courier New"'><br>
<br>
</span><span style='font-size:10.0pt;font-family:"Courier New";color:#1F497D'><o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Switchvox runs fine on most Dell hardware. It’s simply a
matter of ensuring that the chipsets are compatible. Digium is a little more
picky about this than Sangoma, but I have used Digium hardware in Dell servers
w/out incident in the past. Yes, it requires some testing and engineering, but
surely this can be accomplished.<o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>> </span></tt><tt><span
style='font-size:10.0pt'>Besides, Fonality has an ongoing revenue model, Digium
doesn't.</span></tt><tt><span style='font-size:10.0pt;color:#1F497D'><o:p></o:p></span></tt></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p> </o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Switchvox can easily provide a per-seat, per-month, per –channel
licensing model, and the yearly support renewals for Switchvox certainly DO
provide a recurring revenue model. The industry is starting to shift to “Software
as a Service” models anyway, so this is something that could easily be
achieved w/ Switchvox.<o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>The game is not over yet, there are other companies
with strong distribution channels (HP, Cisco, Panasonic etc.)</span></tt><span
style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>But first they have to decide if they want to play the
game. </span></tt><span style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>Digium could do a Fonality type model, or a MySQL
model, but they have to do more than just sell cards!</span></tt><span
style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><span style='font-size:10.0pt;font-family:"Courier New";color:#1F497D'>></span><span
style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>3com just can't compete with Dell. How many small
business owners (or the VARS that sell to them) speak every day </span></tt><span
style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>to Dell and how many to 3com? Who has a bigger support
organization geared to the SMB market?</span></tt><span style='font-size:10.0pt;
font-family:"Courier New"'><br>
</span><span style='font-size:10.0pt;font-family:"Courier New";color:#1F497D'>></span><span
style='font-size:10.0pt;font-family:"Courier New"'><br>
</span><tt><span style='font-size:10.0pt;color:#1F497D'>></span></tt><tt><span
style='font-size:10.0pt'>I am cheering for Digium, but they need to move
faster....</span></tt><span style='font-size:10.0pt;font-family:"Courier New"'><br>
<br>
</span><span style='font-size:10.0pt;font-family:"Courier New";color:#1F497D'><o:p></o:p></span></p>
<p class=MsoNormal><span style='font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>All points I agree with. HP and IBM could be excellent partners
for Digium to go to market with using Switchvox, but they do have to move
quickly.<o:p></o:p></span></p>
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