Integra Telecom Concentrating on Enterprise, Wholesale Markets

By Josh Long Comments
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COMPTEL PLUS — As part of a strategy to zero in on growth in the enterprise and wholesale markets, Integra Telecom this week introduced E-line Ethernet Private Line and Ethernet Virtual Private Line services.

The services are tailored for customers that want to transmit large amounts of data and obtain the security associated with Ethernet, said Bryan Adams, senior product manager of Ethernet services with Integra Telecom, in an interview this week at the COMPTEL PLUS Spring 2011 Convention & Expo in Las Vegas.

The products will be available April 1 for carriers and in late April or May for enterprise customers, Adams said. In a prepared statement, Integra Telecom Chief Marketing Officer Steve Zimba said enterprise customers will be able to connect their locations together and enable cloud-based services.

Adams said Integra Telecom will offer the Ethernet services in increments of one megabit ranging from five megabits per second to 10 Gbps.

Integra Telecom has ramped up hiring over the last six months and is investing more than $100 million this year in capital expenditures, said John Nee, Integra Telecom’s vice president of Corporate Communications.

The company also has new leadership after naming Tom Casey CEO last month. Casey has served as chairman of the company’s board since 2009 and will remain a director. He has replaced Dudley Slater, who co-founded Integra Telecom and served as its chief executive for 13 years. Slater remains on Integra’s board of directors as vice chairman.

Casey, who most recently served as president and CEO of Germantown, Md.-based Current Group LLC, oversees a company with about 2,200 employees and 120,000 business customers in 11 states.

Since its founding 15 years ago, Integra Telecom has largely made a name for itself serving small and medium-sized business customers in the Western United States. The small and medium-sized business markets still comprise the lion’s share (64 percent) of its monthly revenues. 

But the Portland, Ore.-based telecommunications provider is focusing on growth this year in the enterprise and wholesale markets, Nee said.

The company is striving to woo enterprise clients in the vertical markets of education, engineering, medical, finance and the government sector.

Brian Lippold, executive vice president and chief operating officer for Integra Telecom’s wholesale and national accounts division, said the company landed a contract about three months ago with the U.S. Department of Veterans Affairs. Integra Telecom’s government clients also include the U.S. Department of Defense and U.S. Department of Justice.

Solidifying a contract with the federal government is not an easy or a quick sale. It takes between a year and 36 months to land a good-sized agreement, said Lippold, who joined Integra Telecom in September and has more than 20 years of telecom management experience.  

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