Channel Leaders Discuss Mega Mergers — Part I: Integration Status

By Khali Henderson Comments
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Continued from page 5

Gee:  I would definitely agree with the statements that have been made. For us, the challenges and opportunities are ahead of us because we are in the early stages at this point. We have been focusing our time on what we call "Day One planning," "Day 100 planning," so we have an inter-operating model so our sales forces can work with our partners and customers effectively. We are right now trying to flesh out our organization so we can have an effective approach toward you — one channel management, one sales engineering,  one support organization. We are very close to that. That's where our focus has been. All the other opportunities and challenges will come after the fact.

Schuman: What is the product set going to look like going forward?

Gee: If you had a relationship with Global Crossing or Level 3, I wouldn't expect any drastic changes out of the gate. What we are looking at is reach. I will use an example of a flagship product for both: IP VPN. If it was heavily international, Global Crossing would win. If it was domestic, Level 3 was well positioned. Oddly enough, our third-party vendor that Level 3 used when we had to go international was Global Crossing. If you bring the solutions together — and since we have NNIs established in many locations around the world — bringing that to bear we think is a huge win. Each company had a little niche area. Global Crossing did CaaS collaboration and Level 3 has security and DDOS protection products. Those will come to bear if you didn't have a relationship with one team or the other. We will have to see what flushes out. Much like we are figuring our what our org is going to look like, the product teams are talking and figuring out the go-forward strategy for the different product lines.

Prinzi: We are going to see significant changes very shortly. We are moving to an all-IP platform. Our focus will be on multilocation customers with MPLS as the underlying product and we will be layering in services and or applications over the connectivity to the customer. The connectivity will have class of services. Then, we are planning on connecting all of the IT services types of acquisitions that we have made over the last three to four months into that network so that customers can get to cloud services, managed security, secure email services over a private VLAN type of connection or an MPLS connection right into the data center that's housing those applications or services. We will be bringing all of that infrastructure on net. We will be moving away from the traditional CLEC products, but east of Mississippi we will still sell integrated T1s and SIP trunks. Many of those products are replacements for old TDM products.  But the real focus going forward is going to be on regional or national companies with multiple locations. Voice will become another application on the customer's IP network.

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