In todays session, Hear from the buyers youve been trying to see: A distinguished panel of telecoms most important decision makers, service provider higher-ups give advice on providing buyers with the services they really want. This invited panel, led by Citynet Wholesales vice president of sales and marketing, Tom Payne, will address how consolidation affects carriers operations and what best practices are recommended in light of change.
Payne promises this talk-show-formatted Q&A session is not a sales pitch. These are the buyers from some of the top telecommunications companies, Payne explained.
Together, they represent more than 6 billion dollars in off-net buying. All of these folks have real telecom buying experience, in other words, they have negotiated contracts and actually ordered service, he said.
The panelists for the session are Todd Lechtenberg, vice president of network planning for McLeodUSA; Kelly McLellan, manager of business development and pricing for Citynet Wholesale; Ahmed Mokhtar, senior director of access planning for Level 3 Communications Inc.; and Desi Stoops, director of access marketing, product management and pricing enterprise and wholesale at Deltacom Inc. With the panels assistance, Payne intends to cover what products customers want, what makes a good or bad vendor and what customers needs will be in the future.
Panelist McLellan predicts the discussion will center around pricing trends, the effects of M&A activity and how new technology will affect the market.
I will be representing the smaller/regional carrier perspective on the market and the specific challenges facing a smaller competitor in the wholesale telecom space, McLellan said. I hope [session attendees] will understand a little better what influences the purchase decision, how price is not always the deciding factor and what vendors really need to focus on to win significant business in this industry.
If this event fails to bring a ton of excitement, I will be very surprised, Payne said.
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