THE PULVER REPORT(TM)

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The November 17, 1998 Issue:

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In this issue:

- Heard on the Net
- IP Telephony JOBS 
- What COLOR is your IP Telephony Parachute?
- Firewalls and H.323 - A Call for HELP!
- 1999 NextGen Telco Trends: Numbering Plans and Settlement Services
- Level 3 and Bellcore Announce MGCP: The Media Gateway Control Protocol
- Bandwidth as a Commodity / Update on The Minutes Exchange
- November, 1998 IP Telephony Spot RATES
- SS7 Myth #1 - "My Product SUPPORTS SS7"
- IP PBX Marketplace HEATS up
- IP Fax Industry - Great Opportunities for 1999 and Beyond
- Enterprise Opportunities for IP Telephony
- IP Telephony Gateway User Group Meeting: December 10, 1998 at JFK 
- Update: Spring '99 Voice on the Net 
- Next Meeting of the IP Telephony MoU - December 11th at JFK Hilton
- Call for Discussants: Sophia Antipolis II - Issues Effecting the
Widespread Deployment of Gateways
- pulver.com 1998/99 Conference/Workshop Calendar 

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Heard on the Net

Company News
--------------

The past month has been a busy one in the IP Telephony Industry.
Some of the companies making news include: 

- Hewlett Packard and Lucent Technologies recently announced 
they plan to integrate Lucent's network solutions and HP's
telecommunications computing platforms to provide value-added 
voice services to data networks. They will accomplish this by
integrating elemedia's H.323 Gatekeeper software into the
HP Opencall Intelligent Network (IN) platform.
( http://www.hp.com ) ( http://www.lucent.com )
( http://www.elemedia.com )

- Selsius/ Cisco - Cisco purchased Selsius for US$ 145 Million. I knew
that Selsius had a cool product when it was first demonstrated to me
in my kitchen back in September, 1997. 
( http://www.selsius.com ) ( http://www.cisco.com )

- Lucent's IP Exchange System - Lucent Technologies recently announced
their own IP based PBX. Just as Lucent's entry into the IP Telephony
Gateway marketplace in September, 1996 was a significant milestone for the
industry at that time - this announcement by Lucent is just as
significant for the IP Based PBX (iPBX) industry in 1998.
( http://www.lucent.com )

- Vocaltec and Cisco announce plans for H.323 version 2.0 Interoperability 
between their IP Telephony products. Field trials are planned for Q4 
1998, with product availability expected in the first half of 1999. 
( http://www.vocaltec.com ) ( http://www.cisco.com )

- Bellcore and Level 3 - Level 3 and Bellcore recently
got together and merged IPDC and SGCP to create MGCP. 
( http://www.bellcore.com ) ( http:///www.level3.com )

- VIP Calling - VIP Calling recently has made a series of announcements 
related to the expansion of their business.
- US$ 10 Million dollar purchase of Cisco Equipment for their 
International Network
- IGC Netcom and VIP Calling announce co-operative Agreement for 
Minute Termination.
- DACOM International will terminate VIP Calling Calls into Korea

October, 1998 was a pretty busy one for the announcement of
Strategic Relationships. Some of the recent Strategic relationships
announced include:

- Access Power and Worldstar of Ghana
- VIP Calling and DACOM International
- Eicon and .comfax and Net2Phone
- FaxSav and GTC Telecommunications
- IDT and 1-800 Flowers
- Pulsecom and IPAXS
- IDT and Capcom S.A.
- OzeMail Interline with Teltran and Pacific Gateway Exchange
- PSINet and Wang
- Big Planet and Aplio 
- Shiva and Clarnet
- XACCT and Kenan
- Dialogic and Sun Microsystems
- Vocaltec and Fujitsu
- FaxSav and InfoCom Systems
- 01 Communique Laboratory and E-Tech
- Siemens and GRIC
- AT&T and Cisco

For daily news updates regarding the Internet Telephony Industry
please visit http://pulver.com/news

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IP Telephony Jobs

As I have written before, from time to time companies approach me
asking whether I know of any individuals well versed in some aspect
of IP Telephony to fill gaps in their management team. Many of these
companies like to use the Voice on the Net Conference as the venue
for meeting potential candidates. In order to help foster this activity,
we have created the IP Telephony Jobs website at http://pulver.com/jobs

The headlines to any of the positions posted to IP Telephony Jobs will
be reproduced in the Pulver Report. Here's our current batch:

- Venture backed Silicon Valley early stage start up in VoIP: VP Marketing
- Fortune 50 Telecom Company: VP of Sales - IP Telephony Products and Services
- GTE Internetworking: Area Sales Manager(s)
- GTE Internetworking: Senior Channel Manager
- GTE Internetworking: Product/Service Line Manager
- Ascend: Senior/Principal Software Engineers - VoIP
- AT&T: IP Telephony Product Manager
- Glocal Media Concepts: IP Telephony Product Manager
- ITXC: Billing Developer
- ITXC: Senior IP Telephony Service Platform Developer

If you are interested in pursuing any of these positions, just visit
the website for full details. If you would like to post a job opening,
the fee is US$500 per month per listing. Feel free to 
e-mail: jobs@pulver.com

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What Color is your IP Telephony Parachute? 

What Color is your IP Telephony Parachute? Quick - are you 100% sure
you know the business that you are in and the products and services that
your company is selling? What about the people directly responsible for 
selling these services and servicing your customers?

During the past three years as the IP Telephony Industry has been growing,
quite a few companies - both large and small - have been changing directions
as a means to stay ahead of the competition and in some cases have fallen
into classic traps which waste time and create distractions.

Sometimes it is an issue of Market focus. This has been the case for some
of the PC based Gateway vendors who write the software applications that
are Gateways and Gatekeepers. Are these vendors expected to be selling
the enabling software and rely on others to build the necessary equipment
or does the company themselves have to purchase PCs in bulk, configure the
machines and send the completed bundle out the door to help close a sale? 
Do these companies believe they are in the hardware or software business?

Sometimes it is an issue of Market Direction. "Do we focus on selling to
Carriers or to Enterprises?". While some companies may be able to do both,
many can't. These kinds of issues start to divide a company at the very time
when they need to be operating at peek efficiency in order to keep their
competition at bay while at the same time preparing for the next battle. 

The winners and the losers of the IP Telephony Industry will be those
companies which are best able to adopt to new challenges while being able
to stay focused and deliver solutions that their core customers are 
looking for. 

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Firewalls and H.323 - A Call for HELP!

As VON Technologies are deployed across multiple Intranets and LANs, 
Enterprise users will require immediate support of H.323 Gatekeeper router 
call setup. Service providers are finding that the lack of H.323 Gatekeeper 
support from the leading Firewall vendors have proven to be a showstopper 
for running H.323 across multiple IntraNets and LANs.

Ivar Plahte, Director of Telecom over IP, of Telenor Nextel writes:

"Currently, in our pilot project with our major Norwegian oil customer, the
missing support of H.323 GK router call setup across both Cisco's and 
Checkpoint's firewalls has proven to be a showstopper for running H.323 
across multiple Intranets/LAN.

The reason is that with direct PC-PC call setup you must configure the
firewall to allow ALL your PCs on the Intranet/LAN to accept direct 
UDP/TCP socket setup requests from ALL PCs on the Internet on the 
appropriate H.323 assigned ports. If you do this you may just as well 
remove the firewall.

On the other hand, if you consider the GK in the ISP domain a trusted
element, the PCs on the Intranet/LAN only needs to receive call setup 
signaling from this trusted GK, which pretty much removes the security 
risk."

In order for Multimedia Telephony to grow, the security problems which 
are referenced above should be handled by all of the leading firewall 
vendors. 

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1999 NextGen Telco Trends: Numbering Plans and Settlement Services

Look for NextGen Telcos to start announcing their own in-country numbering 
plans for IP Telephony Calls. To date I am aware that both Telenor 
Nextel and Glocalnet have been assigned their own numbering plans and I'm 
sure that quite a few other NextGen Telcos have applied for their own 
numbering plans as well.

This is a good first step in empowering NextGen Telcos with "Equal 
Access". A great follow up step will be the widespread, multi-vendor 
availability of Carrier-Grade solutions which offer single-stage dialing 
and have the intelligence to detect and route: Voice Calls, Fax Calls and 
Modem/Data calls separately.

In 1999 I expect that some NextGen Telcos, as well as the "IP side" of 
established Service Providers / PTTs will announce their own Settlement 
and Clearing House Settlement services. This should create a boon for 
some software vendors.

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Level 3 and Bellcore Announce MGCP: The Media Gateway Control Protocol

At Fall '98 Voice on the Net, I had heard that the teams working on IPDC 
and SGCP would be getting together and would be formally announcing MGCP 
(sometime soon), which made a lot of sense to me, given the roots of each 
of these protocols. 

In fact, Level 3 and Bellcore recently announced they have merged what 
was IPDC and SGCP into what is now known as: MGCP - "Media Gateway 
Control Protocol". MGCP has been submitted to both the IETF and ETSI 
TIPHON working groups for review.

MGCP enables external control and management of data communications 
equipment operating at the edge of NextGen networks...the communication 
between: Media Gateways and Call Agents / Media Gateway Controllers.

The MGCP specification is available without a fee to both service providers 
and hardware and software vendors interested in implementing it in their 
networks and equipment. 

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Bandwidth as a Commodity / Update on The Minutes Exchange

In the new Digital Economy, it is just a matter of time before Bandwidth 
becomes a commodity which is traded by Wall Street brokers. Right now 
companies like Band-X ( http://www.band-x.com ) and Rate Exchange 
( http://www.ratexchange.com ) have been brokering bandwidth on the 
Internet since 1997.

After speaking with some of my friends who are still working on the 
Street, I'm willing to bet that within the next twelve to eighteen 
months some of the major commodity trading firms will strongly consider 
launching their own Bandwidth brokering desks.

When I used to work on Wall Street at Cantor Fitzgerald Securities, 
we relied on a private customer network which cost millions of dollars a 
year to maintain and support. 

By leveraging the power of the Internet - Min-X.com - "The Minutes Exchange" 
was able to launch what my peers on the street would call a 
"inter-dealer" brokering system - without the capital needed to supply 
private trading screens to each of the endpoints. By relying on the Net 
I was able to launch a private trading system where customers can directly 
enter their deals without needing to contact a broker to enter their deal 
information for them. 

The primary purpose of The Minutes Exchange is to help accelerate the 
growth of the IP Telephony Minutes marketplace by providing a forum for 
Buyers and Sellers of IP Telephony Minutes to get together and do business.

During the past month, I have found it very interesting watching the 
Minutes Exchange evolve and the trading screens become populated with IP 
Telephony routes. With special thanks to the Internet Telephony Service 
Providers (ITSPs) who have been providing price support for the trading 
screens, last week I was able to launch the first of the planned virtual 
trading screens, the "IP Telephony Minutes" screens up at 
http://pulver.com/min-x

Members of the Minutes Exchange are currently using IP
Voice equipment from the following vendors:
ACT Networks, Cisco, Clarent, Ericsson, Inter-Tel, Lucent, Nuera,
NeTrue, OzTel and Vocaltec.

The screens are presented with two views - (a) sorted by destination by 
vendor and (b) sorted by vendor by destination. Knowing the vendor of 
the equipment for IP Telephony is critical since there is very little 
interoperability between IP Telephony Gateway products that are currently 
in production.

The information which is entered for each listed deal includes: The 
Offering Price from the Seller and/or the Bid Price from a prospective 
Buyer. While QoS levels associated with the different routes / service 
providers are not currently being being objectively ranked yet, deals 
which are entered have their relative QoS indicated by having the 
deal originator specify the IP connection type to the Gateway: Public 
Internet, Leased Line or Private Peering.

There are two levels of user status at The Minutes Exchange: 
(1) Registered User of the Minutes Exchange. All that is needed is for 
somebody to completely fill out the information requested at 
http://pulver.com/min-x/register.html. 
(2) Members of the Minutes Exchange. Companies which wish to become 
Members of The Minutes Exchange need to first register, and then fill 
out a Membership Application at http://pulver.com/min-x/member.html .

At this point I'm currently working on the launch of the second virtual
trading desk - the "Switched PSTN Minutes" desk. Carriers and Telecom 
resellers interested in putting asking prices on our Switched PSTN Minutes 
trading screens, after applying for Membership in the Minutes Exchange 
just have to download our Min-X Pricing Excel spreadsheet from 
http://pulver.com/min-x/pstn.XLS and email it back to pstn@pulver.com

I'm currently targeting our 2nd virtual trading desk for Switched PSTN 
Minutes to be going live during December, 1998.

Please feel free to drop by http://pulver.com/min-x if you are interested 
in buying or selling Minutes.

----------------------------------------------------------------------------
November, 1998 IP Telephony Spot Rates 
source: The Minutes Exchange ( http://pulver.com/min-x )

(Prices are in US$ Dollars)

Terminating IP Telephony 
Country Spot Rate 
===========================================================

Brazil .15
China .29 
Hong Kong .06
Jordon .30 
Latvia .14 
Malaysia .10
Singapore .10 
South Korea .20
Switzerland .12
Taiwan .20

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SS7 Myth #1 - "My Product Supports SS7"

These days it is hard to find a vendor in the IP Telephony Industry who
doesn't plan on supporting SS7. This is the good news. But when a
customer is evaluating different products and is looking to find out if a
given product supports SS7 - it isn't enough for a prospective customer
just to ask if a product supports SS7 - the question to ask the vendor
is more like "whether the SS7 stack in a particular product is used in a
network interconnected with a particular carrier's network." The answer
it will vary by central office switch and application.

According to Mona Johnson, Executive Director, Intelligent Network
Forum ( http://www.inf.org ) - "The issue is more complex than asking how
many versions of SS7 there are in a country. The network switch used
(Lucent, Nortel, Siemens, Alcatel, Motorola, etc.) will affect the SS7
flavor, as will the particular application SS7 is being used for. Carriers
will conduct testing and certify a particular interconnection, but there's
not necessarily a formal vendor certification process." 

Jeff Lawrence, CEO of Trillium Digital Systems ( http://www.trillium.com )
recently dropped by my office on Long Island and while talking to him,
while he wasn't sure if Brazil had 13 or 14 versions of SS7 - he did
confirm that local in-country homologation issues for SS7 are real and
should not be taken lightly. 

For those of you not familiar with Jeff's work, Jeff is the CEO and
co-founder of Trillium Digital Systems, one of the leading providers of
communications software solutions for computer and communications equipment
manufacturers. His company has licensed its source code to many of the
leading companies involved in the telecommunication industry. 

For those of you interested in Intelligent Network (IN) issues, you may 
want to consider attending the INF Workshop, "The Intelligent Network and 
Internet Protocol" on January 25-26, 1999 in Orlando, Florida which 
pulver.com is sponsoring. Details regarding the meeting are available on 
the INF Website - http://www.inf.org

--------------------------------------------------------------------------
IP PBX Marketplace Heats up 

The recent purchase of Selsius for US$ 145 Million by Cisco, and Lucent's 
recent announcement of their own IP Based PBX their "IP Exchange Systems"
has brought additional attention to a portion of the IP Telephony Industry 
which I believe will start to gain significant momentum during 1999.

In 1999, IP based PBX solutions should start to become scalable and typical 
installations will be between 500 - 2000 seats. Look for IPBX (Incumbent PBX) 
vendors without an iPBX (internet PBX) strategy, to start reacting to 
having their very existence threatened and will take steps which reflect 
their reactions to living in a "disrupted" world.

A few months ago I started tracking IP Based PBXs on the Gateway page at 
pulver.com - http://pulver.com/gateway. For those of you tracking IP 
based PBX vendors, in addition to Selsius ( http://www.selsius.com ) and 
Lucent ( http://www.lucent.com ) I'm aware of: NetPhone - 
( http://www.netphone.com ), Shoreline Teleworks - ( http://www.shoretel.com ), 
NBX - ( http://www.nbxcorp.com ), Praxon - ( http://www.praxon.com ) ,
Calista ( http://www.calista.com ) and 
Touchwave - ( http://www.touchwave.com ).

If you are familiar with additional iPBX solutions, please feel free to 
email me so I can add the company to my personal watch list.

-------------------------------------------------------------------------
IP Fax Industry - Great Opportunities for 1999 and Beyond

Fax on the Net '98 took place in November, 1998 in Amsterdam. Copies of
the slides from Fax on the Net '98 are available at http://pulver.com/fax98

Looking at the IP Fax Industry as compared to the IP Voice Industry,
QoS concerns are no longer a significant issue, the IP Fax Industry 
has no real reason to worry about an overbearing threat of regulation and
interoperability between equipment vendors is not an issue either.

In other words, the technology works and now is a great time for service
providers to consider offering high-end IP Fax services.

IP Fax is the first of the "X over IP Services" that Service Providers
have started rolling out. Over the next 6-12 months look for PTTs and
Service Providers to start launching new IP based Fax services. 

--------------------------------------------------------------------------
Enterprise Opportunities for IP Telephony

Back in October, 1998 I produced a two day workshop in London entitled 
"IP Telephony Solutions for the Enterprise". Presentations from that 
workshop are available up at http://pulver.com/solutions. 

After speaking with the Enterprise delegates who attended Fall '98 VON 
and the delegates who attended the workshop in London I confirmed my 
feeling that opportunities for IP Telephony in the Enterprise really is 
huge, but right now one of the biggest competitors for sales into the 
Enterprise is ignorance.

I believe that the Sales Channels which vendors will choose to use to 
sell IP Telephony products into the Enterprise are critical choices. 
When dealing in a "Disrupted" environmnet, I'd suggest looking to new 
(and different) sales channels.

Once an Enterprise decides to go forward with IP Telephony, one of the 
biggest issues facing deployment within the enterprise is the mindset of 
"Best Efforts" telephony vs "99.9999%" reliability. 

Will CLECs be the ones who sell IP Telephony solutions to the Enterprise or 
will IT/IS departments decide that they want to take advantage of these 
enabling technologies to control their future investment in Telecom and 
do things themselves?

>From my perspective, the best opportunities to sell IP Telephony
solutions to enterprises exist when the established Telecom manager 
leaves and responsibility for Telecom shifts to the IT/IS department. 

----------------------------------------------------------------------------
IP Telephony Gateway User Group Meeting: December 10, 1998 at JFK 

On December 10th at the JFK Airport Hilton in New York pulver.com 
will be holding a meeting for owner/operators of IP Telephony Gateways at 
a workshop which we are calling the "IP Telephony Gateway User Group 
Meeting".

This one day meeting is a forum targeted towards current owners/operators 
of IP Telephony Gateways, as well Service Providers who plan to be 
deploying these technologies over the next 6-9 months to get quick 
updates from: IP Telephony Gateway Vendors, IP Telephony Accounting/Billing 
Solutions and IP Telephony Clearinghouse and Settlement companies. 

While I'm currently tracking 49 vendors who are selling Gateway products, 
for this workshop I invited the eight vendors who had customers 
represented on The Minutes Exchange ( http://pulver.com/min-x ). As 
such, I have invited speakers from: Vocaltec, Cisco, Clarent, Lucent, 
Inter-Tel, Nuera, Ericsson and NeTrue to discuss their Gateway/Gatekeeper 
products. I've also invited: Portal, Amdocs, Mind CTI, Kenan to talk 
about their IP Telephony Billing Solutions, and I invited: ITXC, Transnexus, 
AT&T Global Clearing, GRIC and Arbinet to talk about their Clearing House 
and Settlement services.

Bruce Jacobs from Fisher Wayland will be giving a year-end recap on 
current Regulatory Issues.

Seating for this workshop will be limited to 75 people. If you are 
interested in attending, I would suggest registering early to assure 
yourself a seat. More information is available at http://pulver.com/iptel98

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Update: Spring '99 Voice on the Net

Spring '99 Voice on the Net will be taking place April 13-16, 1999 at the
Rio Hotel in Las Vegas. I am currently reviewing the submitted speaking
proposals and will be posting a draft of the conference schedule the week of
December 14, 1998 up at http://pulver.com/von99 

Just as a reminder, November 18th is the final date for the Call for Speakers.

On April 13th we will be offering five pre-conference workshops:

- The NextGen Telco Summit
- Spring '99 Fax on the Net
- IP PSTN/Gateways, Gatekeepers and IP Billing Solutions 
- Building the IP Central Office
- IP Telephony Billing Summit

At the Rio Hotel the exhibit floor is 10,000 sq ft and we have room
for 130 booths. As of this date - November 17th the exhibit floor
is over 70% full. If you are thinking about exhibiting and have not
yet contacted the office for a contract - please feel free to drop by
http://pulver.com/von99/exhibit.html and fill out the exhibitor form.

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Next Meeting of the IP Telephony MoU - December 11th at JFK Hilton

The next meeting of the IP Telephony MoU will be held on Friday, December 
11th at the JFK Airport Hilton which is located at JFK Airport. The 
meeting is scheduled to run from 10:00 AM - 4:00 PM.

Meeting Location:
------------------
JFK Airport Hilton
138-10 135th Avenue
Jamaica, New York 11436-2102
Tel: 1/718/322-8700 
Fax: 1/718/529-0749 

Based on the feedback received to date, items which I have on the agenda 
include:

* Update on ETSI TIPHON Activities
* Update on the SGCP / IPDC work
* Update on VoIP Forum Activities
* Presentation on emerging Network traffic standards focused on
providing QoS such as MPLS

If you are planning on attending the meeting, please feel free to email 
additional items that you would like to have added to the agenda.

You can register for the meeting from the MoU website at 
http://pulver.com/mou/register.html

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Call for Discussants: Sophia Antipolis II - Issues Effecting the
Widespread Deployment of Gateways 

I'm looking for Discussants to join us for a day and a half no holds barred 
meeting which is tentatively scheduled for February 17/18 1999, 
in Sophia Antipolis, France (near Cannes) for a meeting which will be taking
place in the World Congress Room at ETSI Headquarters.

This time around the theme is "Issues Effecting the Widespread Deployment of
Gateways" and I'm looking for a balance of Service Providers and Equipment
vendors who are interested in participating at this meeting.

If you are interested in participating in this meeting or would like to
nominate somebody that you know to participate, please feel free to 
contact me directly using email.

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pulver.com 1998/99 Conference/Workshop Calendar

December 10 - IP Telephony Gateway User Group Meeting - JFK Hilton, NY
( http://pulver.com/iptel98 )

December 11 - IP Telephony MoU meeting - JFK Hilton, NY
( http://pulver.com/mou )

December 10/11 - Minutes Exchange Dealer Meeting - JFK Hilton, MY
( http://pulver.com/min-x )

January 16-18, 1999 - PTC '99 - Hilton Hawaiian Village, Honolulu, Hawaii.
pulver.com will be exhibiting and attending PTC '99. If you are planning on
attending and would like to schedule a meeting with Jeff Pulver, please e-mail:
ptc99@pulver.com 

January 25-26, 1999 - The Intelligent Network Forum and pulver.com is
holding a Demo and Workshop, The Intelligent Network and Internet Protocol
in Orlando, Florida ( http://www.inf.org ) 

Feb 3-4 '99 - Internet Telephony Solutions for Call Centers - Dallas, TX
during Call Center '99 ( http://www.callvoice.com/ccus99/home.html )

February 17-18, 1999 - Sophia Antipolis II - "Issues Effecting the
Widespread Deployment of Gateways". 

April 13-16 '99 - Spring '99 Voice on the Net - At the Rio Hotel in
Las Vegas, Nevada.
( http://www.pulver.com/von99 )

*** June 21-24 '99 - Voice on the Net Europe '99 - Helsinki, Finland. 

Sept 27-30 '99 - Fall '99 Voice on the Net - Atlanta, GA 

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Please send your comments and feedback regarding this issue of The Pulver
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for future issues would be greatly appreciated.


Jeff Pulver Tel. +1.516.753.2640 
The Pulver Report Fax. +1.516.293.3996
November 17, 1998
(c) 1998 pulver.com, Inc. http://www.pulver.com/reports

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