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“Peter possesses a keen sense and insight for turning telecom services and products into customers and dollars. He is passionate about this industry, his work and the people he serves. Visit his site, read his blog and sign up for his newsletter at marketingideaguy.com and you will discover what makes Peter a sought after marketing consultant.”

Cynthia de Lorenzi, CEO, Patriot Computer Group
A Mammoth Ethernet Movement
On Rad's Radar
Thursday, 17 February 2011 06:57
Mammoth.png

A podcast with Mammoth Networks CEO Brian Worthen talks with me for about 16 minutes about the deman for Ethernet. (The article mentioned in the podcast is here.) Brian concludes that It is the solution that the client is looking for. Our job is to deliver the solution that the customer wants. (We also talk a little about DSL and its future).  See Brian at the Service Provider Summit in Orlando on March 23-25, 2011.
Read more... [A Mammoth Ethernet Movement]
 
Level3 Channel Update
On Rad's Radar
Wednesday, 16 February 2011 12:24
Level3

Yesterday on its partner call, Level3 rolled out Level 3 Business Partner University. Most carriers that I have spoken with understand that educating the Channel is the key to revenue growth. "This training platform was designed to make these self-service modules easier to use with the information that you need to successfully sell Level 3 services - all at your own pace.

MPLS, SIP, Cloud, UC, Convergence - all of these changes are coming at VAR's and Agents at a time when they are still trying to survive the recent economic onslaught.

At the TCA, education is our main mission. Every month we have at least one peer to peer call to share, teach and learn. These calls are well received, which leads me to believe that Agents are looking for quality education opportunities.

Level3 is not the only carrier with a university program. Megapath has been doing MPLS University for a couple of years. Level3's will include modules around DIA & HSIP; TDM Voice; SIP Trunking; and MPLS VPN. Each module will have a test with a passing grade of 80%. This will be part of a soon to launch certificate program.  It will be interesting to see how that works.

Read more... [Level3 Channel Update]
 
ILEC News
On Rad's Radar
Wednesday, 16 February 2011 11:45

CenturyLink will be reselling VZW as an authorized agent.

Why AT&T will not be buying Echostar: Echostar has been on a tear buying up bankrupt assets of BDSD and Terrestar; then Move Networks; and now Hughes. It's too big to merge with Ma Bell. And Ma can't afford to wait over a year for that merger to be approved. Much better to strengthen the partnership to market cell/satellite bundles.

Minnesota postponed granting access to CenturyLink/Qwest merger.

National Broadband Map comes out tomorrow (2/17/2011)

Masergy, a network reseller specializing in MPLS, filed its IPO.

early Bird Special! ITEXPO Austin for just $99!
Read more... [ILEC News]
 
Keyon Marches On
On Rad's Radar
Wednesday, 16 February 2011 06:37
Keyon Communications Holdings was the stalking horse for the CommPartner assets, but they lost that bid. (Probably for the better, because by all the noise I hear from service providers CommP is having issues.)

Keyon bought WREC of Nevada for integration into the rural Nevada WiMax network that Keyon is building with stimulus funds. [Details here.]Then Keyon bought ERF Wireless of Texas for $3M plus 100K of stock.

Keyon also sold its Colorado wireless network, Grand Junction, to Skybeam for $261K, according to a SEC filing.
Read more... [Keyon Marches On]
 
Satellite Merger
On Rad's Radar
Monday, 14 February 2011 05:05
Echostar.jpgGary Kim writes that Echostar is buying Hughes Communications Inc. A majority of Hughes is owned by investment firm, Apollo Management IV, which, according to the BizJournal already approved the deal. Of course, the FCC has to approve the deal too.

BTW, already there is a hungry lawyer in Florida ready to sue Hughes over the deal for not getting a better deal.

Echostar is in a bidding war with Phillip Falcone's Lightsquared over two bankrupt companies, BDSD and Terrestar. These three wins would give Echostar a dominant place in satellite TV, broadband and manages services associated with its primary business of set-top boxes and Satellite Services.

This news comes right after Echostar acquired Move Networks, an adaptive streaming company for OTT Video. These are big moves for Echostar but Hughes has a Channel that sells its satellite (wireless) broadband services to businesses and a dealer network for consumers. How will this acquisition affect those Channels? No idea yet. 

DISH, currently a separate spun-off company from Echostar, has a dealer network as well that sells and installs satellite TV service. It will be interesting to see how all this comes to play. Certainly, the bundle opportunity looks good, but how many MDU tenants or home owners will want 3 satellite dishes on their roof? 
Read more... [Satellite Merger]
 
Agent Podcast: Evan Gillman
On Rad's Radar
Friday, 11 February 2011 06:29
transitbroker.gif

A 22 minute conversation with my fellow agent, Evan Gillman of TransitBroker in NYC. We talk about the TCA's certification program (CTP), the value of the agent, carrier consolidation, energy brokerage, and Cogent.  I know that it is a long call, but worth the listen.
Read more... [Agent Podcast: Evan Gillman]
 
Two More Acquisitions
On Rad's Radar
Wednesday, 09 February 2011 11:34

According to a letter to PAETEC employees, "Earlier today, we announced plans to acquire XETA Technologies, Inc. which will dramatically expand our capabilities to serve customers with unique, equipment-based solutions nationwide. XETA is very similar to Quagga (or what we used to call PAETEC ISG), providing innovative solutions to enterprise customers while delivering exceptional customer service."

PAETEC is using this $61M acquisition to boost its Managed Services business to the enterprise space. But at the same time they are worrying the Channel. VAR's already had concern about Quagga, but now that PAETEC seems to be going deeper into the hardware space, VAR's are beginning to worry.

It's not just PAETEC either as Cbeyond Cloud Services will be chasing customers that its partners typically chase. You will have to a be a savvy Channel partner in 2011. Or pick your vendors better.

When you consider that PAETEC is closing its buy of CavTel, doesn't this make you shake your head? PAETEC grabs Quagga for VAR and Enterprise; then they grab fiber with CavTel - and the SMB space. Now XETA, the CAR and Enterprise space again. Maybe the Rochester Telecom Kings aren't sure what 2011 will bring. Certainly with CenturyLink integrating Qwest, there is a chance to grab Enterprise, but Level3 is better suited for that business. And in this buying spree, I don't hear anything Cloud. Sure, CavTel had data centers and PAETEC built one but where's the buzz words around these acquisitions? The Street likes to hear buzz words.

Last week, privately there was speculation about IP5280 since their presence at ITEXPO quietly disappeared. Apparently, the Rocky Mountain regional Broadsoft-based ITSP was busy acquiring the Hosted VoIP and Internet services business accounts of RockyNet. Much needed consolidation in the Hosted VoIP space. No idea what the numbers were although the press released mentioned that this 'increases IP5280's customer base by over 15%" if revenue went up accordingly that amounts to a $825K deal based on INC5000 notes.
Read more... [Two More Acquisitions]
 
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