As a way to build relationships, trust and credibility with customers, if you talk about problems and how to solve them as opposed to products and what they can do, people are a lot more attentive to that. The best thing you can hope to aspire to in test and measurement when you are in the trenches enabling other people to succeed, is to be a trusted advisor.

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Juniper's participation underscores their culture of participating in proof-of-concept for emerging communications technologies.

165

It's not just the deep knowledge about the technical specs or functional attributes of IMS people are thirsting for. It's the more pragmatic, pre-planning domain knowledge they want.

88