February 12, 1998
The economics of the Computer telephony (CT) industry are based on its value-adding
structure. It's not as efficient as the PC industry, but it's getting there. Companies
such as Brooktrout, Dialogic, and Natural MicroSystems market what are called
system-resource modules boards which provide functions such as voice processing and
multiline fax.
Their OEM customers add application-level software to create systems which solve
end-user business problems such as information-service and voice mail systems. If you look
inside those two value-adding layers you will see further sub-layers. Each is built on the
"efforts of others" since each adds value to the basic computer, usually a PC,
and its operating system, usually Windows NT or UNIX. But what about the system-resource
modules? Is there room for further value-adding efficiencies there?
Most certainly. The resource-module vendor will purchase the DSP (digital signal
processor) from TI, for example, and, perhaps, add an embedded operating system such RMX
or QNX. However, with a few exceptions, that's as far as it goes. One of the notable
exceptions is the PowerFax M-Series multiline "fax board" from Commetrex.
Some have said (arguably) that the PowerFax M-Series is the best line-up of multiline fax
system-resource modules on the market, yet it was only announced by Commetrex in 1Q97, and
its competitors have been working on their offerings for years. How can that be?
Commetrex built on the efforts of others in this case Natural MicroSystems that's how.
In 1993 Commetrex took advantage of Natural MicroSystems's open-architecture
DSP-resource board (at that time it was VBX) and ported its fax-modem code to the board
and NMS's ME/2 software environment to create a software product which allowed NMS's
customers to add fax by adding software. No hardware was needed. The two companies have
worked together ever since to continue development. Today Commetrex markets the result as
MultiFax; NMS markets NaturalFax.
But even though Commetrex continues to port MultiFax to other "voice boards",
helping to usher in the age of media-integration, there remains a viable market for a
multiline "fax board" dominated by Brooktrout Technologies and the Gammalink
division of Dialogic. Each of them offer a range of products with from 1 to 12 fax ports
per board, with approvals in many countries. Gammalink advertises the most approvals of
any fax-board vendor placing the number at 35 countries. But wait, on its Web site NMS
lists 35 countries where its "voice boards" are approved. What if Commetrex took
the NMS boards, removed, the voice functions, and added its MultiFax software? In addition
to approvals in 35 countries, what would it have?
The PowerFax M-Series, a comprehensive product line of fax boards based on NMS's
Alliance Generation DSP-resource boards and CT Access software environment with the
following key features:
- 4- and 8-line loop-start, ground-start, and DID boards
- 24-ports integrated with a T1 interface on one board
- 60-ports on one MVIP board (with DSP daughter board)
- 14,400 bps transmit and receive
- ECM/MMR/BFT
- Comprehensive call control
- Inherent caller ID
The M-T1 is twice the density of Gammalink's highest density board. And it will be some
time before there is another 60-port fax board. But how can Commetrex put twice the number
of ports on one board as Gammalink, use half the number of chips, and charge less per
port? The reason is simple.
Commetrex has developed the DSP code that implements the fax modems, putting four ports
on each of the 6 DSPs on NMS's AG-T1 board. On the other hand, Gammalink must purchase a
fax modem from Rockwell for each port: 12 chips for 12 ports vs 6 chips for 24 ports.
So, the value-adding interface that exists between Commetrex and Natural MicroSystems
has resulted in a product line that has taken four months to develop. And it competes with
product lines that have taken over four years to develop.
That is the advantage of value-addition.
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