Add Value To The Equipment Vendor/OEM Relationship
BY VENKATARAMAN PRASANNAN
The convergence of telecom/datacom/Internet/wireless markets is
dramatically forcing equipment manufacturers to alter the way they do
business. The costs of sales are sky rocketing. The price of go-to-market
strategies is escalating with decreasing effect. Establishing brand
identity, building channels, managing press, and gaining customer mind share
is getting more expensive and difficult to execute.
Long gone are the days where each of the major telecom original equipment
manufacturers (OEMs) knew its place in the industry. Previously, each of the
big OEMs -- not to name any names -- had a specific market and a specific
market strategy. Now, as the battle lines get more and more blurred (thanks
to voice, video, and data "over everything" including IP, ATM,
frame relay, wireless, etc.), the industry watches as OEMs that previously
specialized in voice solutions are now adopting data product strategies and
vice versa.
As the markets come together in the giant telecom melting pot, many of
the larger OEMs are forced to buy their way into markets that were foreign
to them as little as 10 years ago. Pick up any trade publication and the
trend is evident. Company X (usually a large player in the voice equipment
market) is buying company Y (usually a small to large player in the data or
Internet market). This buying trend, paradigm shift, or whatever you want to
call it, not only changes the way OEMs do business, but also changes the way
their equipment suppliers do business.
COMPONENTS TO SUBSYSTEMS
OEMs are demanding more and more from their vendors. Most design wins in
today's telephony (telecom, Internet, datacom) market are based on multiple
components from a single supplier integrated into a specific OEM system. No
longer can a vendor specialize in just one single solution and expect to
beat out multiple vendors for the business. The converging market is
requiring multiple solutions (single board computers, chassis, DSP
resources, WAN connectivity, perfect-fit solutions, etc.) available in
various form factors (PCI, cPCI, motherboards, VME), from a single vendor
integrated into one application-ready subsystem. The quicker the OEM can
bring a product to market, the more competitive it is. This is where the
reliance on the equipment supplier comes into play, forcing them to change
the way they do business. A "building block" strategy is currently
being adopted by many of the vendors in today's telephony OEM market, and
for good reason. With building blocks, vendors put together the needed
components for an OEM system, thus decrease time to market and development
costs while enhancing reliability, performance, and functionality in their
products. Here are some examples:
- First and foremost, the building block strategy offers OEMs a
time-to-market advantage. By providing OEMs a complete system-ready,
out-of-the-box (minus the installation of the application software)
solution, vendors can offer the OEMs a product they can bring to the
market much quicker.
- Secondly, OEMs have to deal with the burden of legacy products. Large
OEMs have an installed base of legacy products draining some of their
vital resources. This makes focusing on the integration of new products
slow and time consuming. As more and more startups find their way into
the competitive marketplace, OEMs are scrambling to stay ahead of the
learning curve and be the first to bring their Internet telephony or
other solutions to market.
By going with the "building block" approach, OEMs can also
realize economies of scale in dealing with a single manufacturer instead of
multiple manufacturers. Why should the OEM shop around when looking for DSP
technology, when it can get this from the same manufacturer that supplies it
with chassis, algorithms, WAN technologies, and Intel-based CPUs? Instead of
going through a variety of manufacturers for hardware, algorithms, protocol
stacks, Intel CPUs, and more, OEMs can stick with a single company which
manufactures all of the needed components into an integrated system. Simply
put: This saves time and money.
FROM VENDOR TO PARTNER
Until recently, OEMs integrated their own equipment internally. They were
able to get some, but not all of the components for their embedded solutions
from outside manufacturers. What they couldn't get externally, they had to
design and develop internally. This situation led to problems with
proprietary equipment, slow development times, system compatibility issues,
and long-term maintenance and support of custom systems. All of which meant
time and money to both the OEMs and their customers.
However, the convergence of technology, time-to-market and other factors
have pressured OEMs to seek better, more integrated design solutions. As a
result, OEMs turned to outsourcing as a means of coping with growth and
time-to-market considerations.
Today, OEMs are looking to their equipment manufacturers to do more than
just develop and manufacture. They are also looking to the manufacturer to:
Integrate the system, provide quality assurance testing, provide project
management, and offer pilot manufacturing.
In doing this, OEMs can realize a quicker time to market since the
integration, agency, and environmental certification process is being done
at the manufacturing level.
The OEM has now turned the vendor into a partner or a virtual division of
the company.
WHERE CHANNELS FIT INTO THE MIX OF THINGS
The same factors driving vendors to modify their product strategy are
forcing channels to alter their approach to services. In the past there were
several channel segments that brought value to the OEM. Sales channels such
as manufacturer representatives supplied information on vendor components.
Fulfillment channels in the form of distributors supplied immediate access
to these components. Value-added channels provided various levels of system
integration with these components. Today, as OEMs increasingly look for
total system solutions, their needs are exceeding the capabilities of
component channels. These changing needs are dictating the channel to focus
on providing an array of services.
"In order to meet the needs of today's OEM, channels must augment
the subsystem product offering of vendors with services targeted at three
areas -- design, manufacturing, and support," says David Paul,
president, Trilogic Systems. "Vendors who are moving from a component
to a subsystem approach make the design stage of an OEM program easier, but
there are very few OEM systems comprised from the offerings of a single
vendor. This is where the channel partner fits into the vendor-OEM
mix."
In today's market, a good channel partner will leverage their design
services experience in selecting and integrating products from a number of
relevant vendors. This includes CPU, I/O, packaging, and operating systems
expertise in open system architectures based on PCI, cPCI, and VMEbus.
"Design services are only the initial area of focus," adds
Paul. "Manufacturing services related to getting OEMs to volume are
becoming the more important responsibility of the channel."
Handling material management, assembling, and testing at the system level
is paramount to a channel's role for the new generation of OEMs. Support
services are the final component of a channel's service equation. Support
includes offering safety agency approval assistance, 7x24 technical support
(phone and onsite), and other professional services related to the OEM's
deployed system. Working with the vendor-OEM partnership, the channel plays
a critical role in bringing today's OEM to market as quickly as possible.
Venkataraman Prasannan is the director of marketing for the
Telecommunications Division of RadiSys Corp. He has over 11 years telecom
and datacom experience and is a frequent lecturer and author on computer
hardware for the telecommunications industry. RadiSys designs and
manufactures computer-based building blocks that are used in a wide variety
of electronics systems, from telecommunications equipment to medical devices
to robotics applications. For more information, visit the company's Web site
at www.radisys.com.
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A Proven Strategy
For Success
I recently had the opportunity to talk to Dwight Justice, sales manager
for Trenton Technology, Inc., in the cozy exhibitor lounge at a recent
trade show. We discussed the new trend toward bundled solutions in
industrial computing, and why Trenton has chosen to avoid extending its
product line into this realm. Instead, the company will stick with the
basic offerings it is best at delivering: Rugged, reliable hardware with a
focus on durability and superior service.
� Laura Guevin
Q. Some industrial computer manufacturers have recently
decided to bundle development platforms on top of their hardware in an
effort to attract VARs and VADs. What do you think about this new trend,
and will it have an impact on your market strategy?
A. As one of Intel's seven original Applied Computing partners,
our focus is on engineering and manufacturing capabilities. For us, it's
really a matter of what we can supply on our boards to help customers
build their platforms. As a single-board computer vendor, we want to
supply components. We're not geared toward the end-user market, so much as
the middle-tier market. We have no plans to bundle a system solution with
our boards.
Q. How important is industrial computing for voice-over-data
networks and the future of next-gen networking?
A. Voice-over-IP vendors are becoming a large percentage of our
business, and there's a greater demand for boards that can handle this
technology. Industrial computers and single board computers are perfect
for these markets. They offer advantages like greater number of slots,
high availability/uptime, and better thermal characteristics. For these
reasons, more and more companies are turning to this technology. There's
lots of buzz about CompactPCI, although it doesn't seem like many
customers are buying it yet. (Trenton announced a new CPBI CompactPCI
single board computer in early March, 2000.) CompactPCI is also more of a
play for the telco switch and communication industries. I think companies
will start getting into it, although there are plenty of reasons not to. Crystal,
for example, has a good argument against it.
Q. What do you see as important trends and advances in
industrial computing and how will they impact voice applications running
over data networks?
A. Vendors in this market have become more responsible as a
result of the many Intel alliances. There also seems to be a trend toward
the Linux operating system, although Windows is still the leading OS we
deal with by a long stretch. Unix-based OSs would be next in line.
I think there will be some thinning out of competitors in this market
as well. Quicker time to market will also be a factor, and that's where I
think our proven strategy will come into play. You can't beat reputation,
and that's a Trenton strength.
Trenton's industrial processor boards and backplanes are the
backbone of some of the nation's most prominent OEMs and system
integrators, and are integral components in computer telephony, imaging,
instrumentation, communication, and industrial environments. For more
information, visit Trenton's Web site at www.trentonprocessors.com
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