How: Approaches to Marketing and Sales | Rick Gallahers MPLS Training Guide: Building Multi Protocol Label Switching Networks

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In order to be successful, MPLS marketing must utilize a multi-pronged approach: market the technology, market the service, and market the hardware.

The technology: MPLS is a new technology that has received a lot of negative press and predictions; as such, there is a technology stigma to surmount in marketing it to potential buyers. Service providers must be convinced that MPLS is a revenue-ready technology that will improve their bottom line figures.
The service: MPLS provides enhanced performance at a reduced cost. The trick here is to prove it.
The hardware: To market MPLS hardware, it must do whatever the service providers and end users demand of it. It must be reliable, it must have some interoperability, and it must have a good track record of life-cycle support.

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