Wednesday, September 25, 2019

This Week in Telecom

So Consolidated Comms is a roll up of SureWest, Fairpoint and some other IOCs. They are almost a billion dollar ILEC.  "Revenues totaled $333.5 million, compared to $350.2 million for the second quarter of 2018, a decline of $16.7 million. After normalizing for the sale of the Virginia properties in July 2018, revenue declined $15.3 million or 4.4 percent for the quarter." [source] Even they are experiencing a revenue decline.

This week Digerati, a holding company in Texas, has acquired Nexogy. Nexogy was a UC provider in Miami that originally ran a Broadsoft then switched to netsapiens. Digerati acquired Florida's T3 Comms last year (2018).

Then you have Hargray in SC and Georgia. Hargray was an IOC out of Hilton Head that has expanded through acquisitions and fiber deployment. Hargray has acquired two MSPs - iTech in 2013 and Infinity Network Solutions this month - and 3 colocation facilities in the Southeast. These transactions have given them a managed services and data center practice.

Hargray has acquired two cable systems - Plantation Cablevision in Georgia’s Lake Oconee region in 2015 and Kingsland Cable last month. Other purchases have included the Alabama assets of USA Communications, specifically a cable footprint in Pell City and the surrounding area in 2019; aDark Fiber Systems in Jacksonville, FL; and Gerogia's ComSouth, an IOC.

Hargray has been powered by Private Equity money - first by Quadrangle Capital Partners in 2007; then in 2017, an investment group led by The Pritzker Organization acquired Hargray from QCP. Hargray has grown into a regional communications company with over 2,000 route miles of fiber serving more than 80,000 customers, including most cellcos.

Why the story about Hargray? Well there are 700+ IOCs in the US. Many are struggling due to USF dependence and competition from WISPs, cablecos, satellite and cellcos. Some whine; others like Hargray and IDS in Florida, pivot, strategize and go get it.

Granite Telecom announced that they hit $1.5B in revenue with no debt. Granite was a UNE-P reseller when the TRRO decision came down in 2004. Granite moved quickly to shore up commercial contracts with the ILECs to replace the UNE-P with resale. In 2004, Granite served 200K lines of Verizon. They were VZ's largest wholesale customer. They also have a long standing wholesale arrangement with AT&T that was renewed in 2017. Today, they have 1.75 million voice and data lines under management. At just $55 per line per month that is $1.15 B in revenue.

How do they do it? Well, focus. They mainly sell copper - POTS and PRI - to multi-location customers, and they have a GSA contract. They have a strong, charitable culture and often get voted best place to work. They are a sales company, not a network operator.

To drive revenue you have to have a plan and execute it on revenue.

Tuesday, September 03, 2019

Thoughts for 3Q 2019

A few interesting CEO articles:

Do you know what your Value Proposition is? That is mainly what providers have been hiring me for in 2019: help them figure out the Value Proposition. A USP (unique sales proposition) is similar to a value proposition. Here are some examples. Other terms for it include Positioning and Laddering.

There are so many choices that you want to position yourself in your prospect's mind as different than the rest. That is what the Value Proposition is.

BTW, mass market means average. The biggest CLEC died with just 81K customers. So aim to be the best and most profitable service provider in your region. The minimum viable audience by Seth Godin.

I am speaking at SkySwitch Users Conference in Orlando at the end of October on white label UCaaS.

I am also speaking at Channel Partners Evolution in DC on 9/10 and will be attending Cloud Comms Alliance on 9/11-12.

Thursday, May 30, 2019

Books to Read in 2019

These are some old books but when you want to guerrilla market without a fancy budget, the ideas in these books are timeless.

Guerrilla Marketing by Jay Conrad Levinson
201 Great Ideas by Jane Applegate
101 Ways to Promote Yourself 
Off the Wall Marketing Ideas
Dan Kennedy is the Direct Marketing king (Robin Robins learned from him.) His best book is the NO BS Guide to Direct Marketing.
Seth Godin's books are all gold in my opinion. His newest is This Is Marketing. This book is going on the trip. The others above are on my shelf since I used them before and saw that so many folks are struggling with FTTH marketing.

These are in the luggage. [What? It's an 8 and one-half hour flight each way!]

The Algebra of  Happiness by NYU Professor Scott Galloway
Unshakeable: Your Financial Freedom Playbook by Tony Robbins
I Will Teach You to Be Rich by Ramit
Everything Is F*cked: A Book About Hope by Mark Manson

In case you didn't read these in 2018 - go here for 4 more suggestions.

Or read any of my books HERE.

Monday, May 20, 2019

Residential Fiber Marketing: Do You Need TV?

The best data I have seen on broadband and TV has come from Cable One (top 10 MSOs), since the CEO there declared 3 years ago that it was going to de-emphasize TV and focus on broadband.

When Cable One acquired NewWave cable in 2016, they released this data. 428k homes passed, 23.5% video penetration, 25.8% broadband penetration. Overall Cable One has a 31% broadband penetration of homes passed.

Light Reading reports, "Cable One's strategy to focus on broadband and de-emphasize pay-TV continued to play out in Q1 2019, as the operator saw its average revenue per unit (ARPU) reach an industry high among its US peers. ... A residential broadband ARPU of $70.80 in Q1 made Cable One the first publicly traded US cable operator to eclipse the $70 mark, according to Craig Moffett, an analyst with MoffettNathanson."

Cable One's average data usage at the end of Q1 was 290 gigabytes per month.

4 Reasons TV is Changing & Declining:

  1. The term cable is becoming extinct [HERE]
  2. Comcast and Cox have added Amazon Prime and Netflix as a channel.
  3. Hotels now have channels on the TV to login to Netflix, Amazon and Hulu to reduce the TV costs for the company.
  4. "The firm said that about 31 million U.S. consumers, 12% of the adult population are Cord Nevers (CNs)." [source]

It isn't about the triple play as much as it is giving your customers options and value -- and explaining that value.  Choice & Value.

Gigabit penetration nationwide is just 6%, but it gets them to buy higher speeds.

  • Do you customers have a computer? Tablets? Alexa? Hardware-as-a-service, folks!
  • Do you rent Apple TVs or Roku?
  • If you sell fixed wireless, do you offer HDTV antennas?
  • If you sell voice, do you block Robocalls?


Business or home wi-fi is very important. Comcast knows it.

U.S. broadband households now have an average of 9.1 connected devices,” said Brad Russell, Research Director, Connected Home, Parks Associates.


Charter re-branded as Spectrum. Cable One is re-branding as Sparklight. Verizon has FiOS.

  • Do you have a product brand?
  • Did you have a service launch plan for your fiber?
  • Are you using CRM?
  • What tactics are you using to reach customers? List them.
  • How are you tracking each campaign/tactic?

Pew Research data on household demographics - Home broadband use by income [here]

About 65% or more than 164 million adults in the United States play video games, according to a new video game demographics report from the Entertainment Software Association (ESA). [source]

TELEHEALTH:"Nearly a quarter (22%) of physicians have used telehealth to see patients, and a new telehealth forecast suggests that 61% of doctors will use it by 2022." [source]

Microsoft's Airband Program is looking for partners. AT&T's FirstNet wants more rural partners.

Tuesday, May 07, 2019

Rural Broadband News Links

It’s Microsoft vs. Comcast in infrastructure push to expand rural broadband - but a big mapping problem. Microsoft is still pushing its White Spaces Plan at the FCC.

On the map: Microsoft has its own map that it uses for Airband Project.

There are many parties involved in broadband mapping including the FCC, the NTIA (part of the Dept of Commerce) and the USDA. There are many lobbying bodies sticking their nose in, most notably NTCA. The others include Connected Nation, WIA – The Wireless Infrastructure Association, ITTA – The Voice of America’s Broadband Providers and CCIA.

It looks like only about 2% of the households are without broadband. [FYI, In 2018, there were about 127.59 million households in the United States.] "The last two percent of U.S. housing locations, as shown by the U.S. Federal Communications Commission National Broadband Plan and Broadband Availability Gap analysis, are the areas where the geographically-produced digital divide is most acute," as reported by Gary Kim. BUt then it depends which map/data is used, right?

The FCC has yet another program to give USF moneys to rate-of-return carriers:

"The FCC said today that it has made new offers of broadband support to 516 rural carriers. The new FCC broadband support offers target more than one million homes and businesses and are based on the ACAM (alternative Connect America) cost model. The offers went to rate-of-return carriers that previously rejected or weren’t eligible for ACAM broadband support. ... If a carrier accepts a new offer, it will receive funding over a period of 10 years and will be required to meet specific build-out milestones over that time." [telecomp]

Fun Fact:
Charter: Broadband-Only Users Average 400 GB of Monthly Data Usage
Comcast said median usage is around 200 gigabytes

Saturday, May 04, 2019


You've published 2,280 entries with 173 comments on TMC from Feb. 21, 2008 to Sept., 2017. This was after a year blogging on Virgo.

On this blog (NSP Strategy) I have published 3,939 posts going back to June 2004.

I have 121 posts on my newest blog

That is 6,340 posts in 15 years.

There have been numerous articles in magazines like Internet Telephony, Phone+, Cloud Computing and Channel Vision (where I still publish).

It is now 5 books. The original sold over a thousand copies: SELLECOM: 101 Ideas for Marketing in the Telecom Jungle. It was published in January 2008 after 15 months of work. It is still available in paperback or eBook, but it is dated. The industry just isn't the same 11 years later.

LIT Buildings was a guide for selling into lit buildings.

Setting the Sail was my first eBook in 2010.

The one that my friends call the coloring book was published in paperback in 2015 and is still selling strong. It was one of the first books written on how to sell cloud services.

My favorite is Secrets of Channel Managers in 2014. This was done on Amazon via the now defunct createspace platform, which was easy to use. was the publishing platform I started on. This book took 9 months to produce, but it took over ten years of experience to make possible.

Fifteen years of writing. It all started with just one article.

Podcasts, webinars, worksheets, workshops, training sessions, talks, panel moderation and keynoting - I have tried it all. It has been quite the journey of 20 years, 100+ client companies, 6000+ articles and 5 books.

Wednesday, May 01, 2019

What Am I Up To?

From the Mailchimp email:

This year I have been working with a couple more UCaaS providers on messaging, Value Proposition and improving their channel sales program.

Most of my consulting has been with ISPs, CLECs and VoIP Providers.

It turns out that many tech firms need help with marketing and that starts with the Value Proposition. A Tampa based MSP brought me to assist in creating the Value Proposition. Also, two SaaS companies just contracted for the same thing.

Would you be interested in working on your Value Proposition?

Slide deck to explain the Value Proposition. But in a nutshell Value Proposition is what makes you special. It answers Why Should I Buy from You?

What Else am I Doing? 

A large organization is bringing me to observe and report on the org as a whole. Sales, channel messaging, internal communications and service delivery are the areas that I will be observing. Culture plays a piece of this as well.

I have done this for three other providers over the years. Not everyone wants to know what they are doing worng and how they can improve it. What can I help your business with? This is my 20th anniversary in telecom. I have worked with over 100 service providers in some capacity. That's a good amount of stored knowledge that you get to leverage. Call me. Let's talk.

NEC asked me to speak at their partner event in Orlando in June. I would like to do more of that.

Do you need bandwidth or circuits? Because I am still an active telecom agent quoting and provisioning 50+ carriers including AT&T, VZ, GTT, cable, Zayo, HE, Cogent, FiberLight, Crown Castle (FPL) to name a few.

Be Social With Me

Social: follow me on social media.

I post a lot of news on twitter @radinfo that I don't have time to blog about or post elsewhere.  You don't have to join twitter to read the tweets.

I try to post broadband news (especially USF/CAF info and other impactful stuff) on this Facebook group

I still blog here and on I still have a column in Channel Vision magazine.

NEC invited me to speak to their partner community in June at their event.

Do you need bandwidth or circuits? Because I am still an active telecom agent quoting and provisioning 50+ carriers including AT&T, VZ, GTT, cable, Zayo, HE, Cogent, FiberLight, Crown Castle (FPL) to name a few.