Gary Bolton is the President and CEO of Fiber Broadband Association, an organization that prides itself on being the largest trade association in the Americas dedicated to all-fiber-optic broadband. Gary and co-host Rich have been on and off colleagues at various companies. On today’s episode, these two men recount the cash cow product that led them to create a completely new market category.

Quotes

• “We’ve got to create a market category. If we can create this market category, we can define and own that space, and then everybody else in the industry will be basically competing on our terms.” (08:01-08:13)

• “So now, this category is being tracked, based on our definition, our terms. We've basically created the haul of all the roles in the playing fields.” (11:26-11:38)

• “You get the analyst, you start to introduce this term. So, now when they're interviewing service providers, you're interviewing other competitors in the vendor market. But what it did is it allowed us to change the narrative with our sales team. So, rather than coming in and saying 802.3AH, they can come in and talk about Mid-Band Ethernet.” (13:10-13:32)

• “I think by saying it was the new cash cow, it really provided an opening, so we had some sex appeal.” (21:10-21:16)

Links

Hatteras Network Cash Cow: https://www.youtube.com/watch?v=zvXDFEKVdD8

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