Challenges

---

The overall challenge in a difficult economy is how to sell a service or hardware when companies are sinking. The answer is that you must prove a business case. Will the capital expense (CapEx) be offset in greater efficiency, improved operational cost, and saved operational expense (OpEx)?

Other challenges lie in selling to service providers. Existing service providers that offer Frame Relay and ATM services have a relatively high margin. They are reluctant to risk moving these accounts from their high margins to a new technology.

---