Monday, October 09, 2017

Tidbits (Part 2466)

Some interesting articles this week.

Why does Verizon care about telephone poles?

Verizon to discontinue more interstate DS0 services in 7 states. No more Copper! VZ plans multi-stage all-fiber network transition.

Even Frontier is turning from copper. Frontier Testing New Fixed Wireless Services

Frontier and Google fighting for 3.5 GHz spectrum rules.

Will Broadband rates double soon?

Why aren't cable or the cellcos treating like a common carrier? This opinion discusses the cellcos owned by LECs. The Cure to the Common Carrier

Meet Verizon Wireless' New Chief Customer Experience Officer, Scott Zimmer:

"In the competitive mobile space, it takes a concerted effort to build the customer experience. Verizon Wireless recently took it a step further when it brought in Scott Zimmer to serve in a new position as its Chief Customer Experience Officer. According to Scott, customer experience definitely creates a competitive advantage over other companies. Verizon’s goal is to go above and beyond to build brand loyalty and brand love so that customers prefer the company for reasons beyond it just having the best price. Its perspective and practices can help companies in all industries."

Randall Stephenson says his wireless carrier (AT&T) will use targeted advertising to change the TV market and lower prices for consumers.

Wednesday, September 27, 2017

The Ransonware Threat Grows

Two separate reports on Ransomware:

About 5% of all small and medium-sized businesses were affected by ransomware in 2016, paying more than $301 million to ransomware attackers during the year, according to Datto's State of the Channel Ransomware Report.

In a report commissioned by Cisco Systems and Dimension Data, Cisco’s 2017 Mid-Year Cyber Security Report, found that nearly 50 percent of businesses around the globe experienced at least one cyber attack in 2016, and, of those, 39% were ransomware attacks. In the US alone, the number of attacks rose 300% from 2015 to 2016.

News Tidbits (Part 2465)

C Spire takes aim at AT&T with launch of fixed wireless services starting at 25 Mbps. "Regional telecom operator C Spire said it will launch fixed wireless services in eight initial markets in Mississippi, with more to follow. The company told FierceWireless it is using “multiple technologies and spectrums depending on the options available in any given area,” and that it expects to eventually cover 200,000 consumers and businesses in the state with the technology." [Fierce]

Sprint wants to remind people that it still has that LD fiber network [source]

CenturyLink to extend broadband to 3M homes by end of 2017, offer fixed pricing [source]

Friday, September 22, 2017

Bundle Tidbits (Part 2464)

A decent article on the value of a winning Bundle [article].

A couple of examples of bundles I am seeing.

Microsoft Office 365 and Nimble CRM Cloud Bundle [Channele2e] ZOHO released Zoho One to complete.

CenturyLink uses managed Wi-Fi platform to upsell SMB services. "CenturyLink has added another product to its business services portfolio. They have introduced Business WiFi, with the help of Cisco's Meraki technology. CenturyLink will be targeting the SMB that would like to offer its customers WiFi with an easy cloud-based way to manage it.

ADTRAN sells Managed Wi-fi too. Something you might want to add to your own portfolio.


Are You Texting Your Customers? Why you should be.

Thursday, September 07, 2017

Book Sale: Coupon Today Only!

I find it funny how much my book, SELLECOM2: Selling Cloud Services, sells for on Amazon used.

Or you can go to, save 20% today with the coupon code below.

Friday, August 25, 2017

Sweating the Small Stuff

"If you’re a Communications Service Provider (CSP) trying to differentiate your brand in today’s highly competitive market, the little things do matter – a lot." A statement I agree with. (The article talks about mining your customer data to satisfy them better - and retain them!)

As an industry we push Technology, not Solutions. VoIP/SIP/UC, SD-WAN, MPLS and T1 are all technology that we push as a product. Even DSL!!

Hard to solution sell and get away from price when we:
Make Tech a Product; not packaged as a Solution;
Fail to perform basic product marketing;
Don't brand our service offerings.
Bundle the same as the Duopoly.

We talk about the price of the car (the tech) but never what it is like to actually own it. What does service look like? What does the deployment look like? How much hand holding?

Monday, August 21, 2017

Pricing and Packages

Good article about Bundling. They all look the same. They all suck for the buyer. Have you noticed that we don't have Quad-play yet (tv, broadband, phone and cell)?  I can't believe there isn't a bundle of Netflix, broadband and 4G hotspot with a tablet. No one thinks outside the box.

That's your job! Don't Bundle! Package your products in a way that stands out.

Remember to keep Product-Market fit.

The article talks about bundle discounts. It isn't about saving money so much as it IS about increasing ARPU (average revenue per customer) and lowering churn. (The more services that a customer has of yours, the less likely they are to leave due to the pain of switching.)

This ISP is billing on usage! "Montana-based broadband provider Mid-Rivers Communications has taken a contrarian approach to broadband pricing, adopting a usage-based rather than a speed-tier approach."

Friday, August 18, 2017

A Look at the INC5000 List (2017 version)

The INC5000 List is out!

Some CARRIERs that made the list:

Bandwave Systems is run by Tom Azelby with $4.3m in revenue in 2016.

Broadsky Networks is at $3.2m

Unitas Global made the list at $22m. Not bad on $10.6m in investment money.

Tierpoint is a data center company that bought the old Windstream data center business for $575M. It is run by a PE firm and the fine folks who used to run SuddenLink (now Altice). Revenue is $349M.

Atlantic Metro Comm is at $16m

Hudson Fiber is at $21m.

NITEL is at $82m; up from $72.8m.

JAB Wireless was a WISP roll-up that became RISE Broadband, a company doing $160m in revenue.

Last year, Masergy was at $254M. Now $293m.


Momentum Telecom is at $95M (this is after the Alteva acquisition for $28.7m).

The list still contains many VoIP providers.

Lightspeed Voice in Florida is just one of over 2000 Hosted VoIP companies operating in the US. They are at $2.9 million; up from $2m last year.

Clarity Voice is at $4.4M; $4.0m last year.

NexVortex is up a cool million to $15m. nexVortex announced the acquisition of Northwest Vox. is up to $11.5m.

TeleQuality is at $24m tackling the healthcare vertical.

PBX inter-connect, Tele-Data Solutions in NJ is doing $3.6m. 3-Year Growth of 54%.

Another PBX shop, VOX Network Solutions, who sells Oracle, Polycom and Avaya, is at $43.2m.

VoIP Innovations has a new CEO in David Walsh and is running $15.5m in rev.

BROADVOICE made the list at $48m, up from $42m last year.

Evolve IP is at $66.5m, up from $59m last year.

Last year, Star2Star hired Gary Testa from Polycom with the vision of an IPO in 2017. Testa is gone. Michelle Accardi is now President and Chief Revenue Officer. The 2013 revenue was $33M. 2015 was $52.7M. 2017 is $58m.

Quite a few of FISPA members made the INC5000 list including JMF Solutions at $2m; IdeaTek at $2.3m; Intelliwave at $3.8m; Altaworx at $3.8m; and GeoLinks at $8.8m

Hunt Telecom is off the list because they were acquired by UNITI.

Mammoth Networks at $25.7m; up from $21.5M!

Last year's INC5000 list post on TMC.