Channel Leaders Discuss Mega Mergers — Part I: Integration Status

By Khali Henderson Comments
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Continued from page 7

Managed services is a big piece of that business as well. We are doing a lot of internal training to get ramped up on that. We want to push that through the channel as well. We want to put the expertise in the field with trained [sales engineers] to help sell those  deals because customer are getting much more comfortable with the concept of virtualization.

We will do a lot with our fiber network. One of the nice things about being an ILEC and the cash flow we have is we are very aggressively deploying our fiber for enterprise solutions. Where there are build opportunities, we have a seamless way for assessing enterprise opportunities and getting those deals done.  We do those on a weekly basis. We think getting the large pipe out to the customer is the best way to secure them and put the  applications over that. That's a big focus.

Ethernet over copper as well. Intellifiber  [which PAETEC acquired from Cavalier in 2010] has a nice footprint for that. We are going to try and be competitive with that product as well.

Schuman: How are you coming along with network integration?

Gee: Obviously we are really early. The one thing that I would point out is Global Crossing at a layer 2 and 3 level was our international provider, so we had NNI connections. We are almost treating each other in the early stages as a preferred vendor per se. Those interconnects are at an optical level and an IP level, which is going to allow us to do private line Ethernet, private line Layer 2/3 VPN services. We are further along just because of our previous relationship with Global Crossing versus another acquisition we would do. It's going to be an 18- to 24-month process to get the entire networks integrated, but when we are talking about the scale — 45 countries, 450 international PoPs, 100,000+ route miles — that we added to the network , that's a large-scale integration.

Prinzi: Our network integration for all intents and purposes completed. We have merged all the networks together. As you may or may not know, One Comm had a substantial  fiber network in Northeast all the way into the Midwest. Deltacom had a substantial fiber network throughout the Southeast. Those network have been interconnected. We have layered the new Edge Network over the top to give the nationwide capability. We made some announcements two or three weeks ago that we beefed up the network and put in some new routes in the Western part of the United States.

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