New Pharma Deal Drives PlanetOne to Add Lightower Fiber Networks to its Portfolio

Master agent PlanetOne Communications of Scottsdale, Arizona, has announced a partnership with Lightower, the Boxborough, Massachusetts-based provider of all-fiber network services, with a footprint in the mid-Atlantic, Chicago area and Northeast.

PlanetOne enters this agreement for the opportunity to sell its clients Lightower’s Ethernet, wavelengths, dark fiber, Internet access, video transport, private networks and SONET services and solutions.

Lauren Shapiro, president of PlanetOne, tells Channel Partners that as a master agent, her company is typically sought after by networking vendors. This time, however, they reached out to Lightower after one of their agents brought in a six-figure opportunity from a global pharmaceutical client.

“This was about the time of the Fibertech merger, and Lightower was perfectly suited to meet this client’s requirements,” Shapiro said.

Announced in April and due to close after regulatory approval in Q3 2015, Lightower’s merger with Fibertech of Rochester, New York, brings the provider’s inventory to 30,000 route miles of fiber and access to nearly 13,000 commercial buildings. It also extends Lightower’s infrastructure further into the Midwest.

David Fagan, Lightower senior marketing vice president, added that his company already had network installed at the pharma client’s headquarters, and was adding capacity to meet their planned new locations. Planet One’s agents will be brought up to speed on Lightower’s offerings through webinars, access to “Lightower University” and the support of dedicated channel managers and the company’s CTO, he said. Co-marketing efforts will also take the form of joint events, co-marketing materials and product spotlights.

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