By Peter Radizeski, President of RAD-INFO

Here is a recent conversation I had with an ILEC:

Me: "I want to get a quote for 10MB DIA."

ILEC: "Well, our DSL only goes to 6MB. Maybe we could bond them."

Me: "Is this Ethernet point-to-point?"

ILEC: "There are routers that do that."

Me: "Let's try again. If I buy a DS3 is it point-to-point?"

ILEC: "If you buy a private line, yes."

Me: "Do you have an Ethernet product like that?"

ILEC: "No. You need a router."

Me: "OK, then your Ethernet product is like Frame Relay. Drop - Cloud - Drop. Thank you."

It's just amazing to me that they think the channel is going to be uneducated.

Peter Radizeski is president of RAD-INFO. He is a former member of the PHONE+/Channel Partners Conference & Expo Advisory Board.