Taking Care of BUSINESS.(marketing cable-modem Internet access)
Multichannel News, July, 1999 by WALTNER, CHARLES
Cable operators explore opportunities for high-speed data, telephony and video services in the commercial market. THE QUESTION FOR GABLE OPERATORS THINKING about selling high-speed-data services or telephony to businesses is not how to market these services -- it's how hard to market them.
Cable-modem access, in particular, presents operators with the pleasant dilemma of marketing a service for which there is plenty of demand, but few marketing or sales resources. The business market is foreign territory for cable companies, operators wisely noted, and demand or not, it will take them a while to get their bearings. MSOs realize that to successfully market and sell cable-modem access, telephony and other telecommunications services to businesses,...
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