Multiple PCs are immediately connected through your DSL and Internet service-this alone may drive the household to a premium rate service faster. If you offer IP and managed services, you may be able to sell or manage a firewall. Once you've entered the household as a provider of high-speed data, you have the opportunity to offer voice. There's no magic in this formula. Look at how incumbents have expanded their original voice mail offering to accommodate smart households-multiple mailboxes, individual greetings.
Incumbents understand the single most important aspect of the residential market.
It's not just one line, to just one person. It's shared access for the entire household. David Piscitello is president of Core Competence, Inc. , a network consulting firm and founder of The Internet Security Conference . Incorporated All Rights Reserved.