Do customers and prospects ask advice about what industrial communications network to use?
A. Yes. Customers ask what industrial communications network to use. Generally, there seems to be a good understanding of where current networks fit into a customer’s architecture. Networks, like ControlNet, DeviceNet and EtherNet/IP are well understood in the market today. However, as customers look at new installations, they often are interested in understanding where the technology is moving to. This often shapes their decisions about which networks to use as they move into the future. What percentage of customers and prospects are undecided or change their choice of networks after exploring options? Most customers understand what networks fit into the space they are looking for. A small percentage may change their choices based on application needs. Some of the criteria that cause reconsideration include cost, power availability on the wire, performance, capacity, diagnostics capabilities and ease of configuration (both software configuration and physical configuration). A major co
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