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Driving Down Successful VAR Truck Leads

By Dan Baldwin, Sales Director, ATEL Communications Inc. In addition to selling telecom solutions directly to ATEL house accounts, I also help ATEL recruit successful VAR partners as ATEL subagents. Finding successful VAR partners to become subagents is no easy trick. VARs who already know about selling network services are already doing it. Those that […]

Has It Been That Long?

DOING ANYTHING WORTHWHILE FOR 20 years is remarkable, isnt it? This year, PHONE+ will mark two decades covering the communications industry. (Yes, its been that long.) This achievement is all the more noteworthy given the instability of the newly competitive market. I use the term newly on purpose since the past 20 years spans the […]

Judy Reed Smith

THEN: In 1987, Judy Reed Smith had a new doctoral degree and “a job with three gray-haired experts doing strategy consulting.” Her first telecom project, for a major international incumbent telco, was to information from sales person to installation. “We found the information was re-keyed through seven different software systems before provisioning was complete,” she […]

Ernie Kelly

THEN: In 1987, Ernie Kelly was working for the Communications Satellite Corp. (COMSAT) as director of government relations. AT&T was the big boy on the telecom block, doing everything it could to bully and intimidate competitors, he recalls of that year. NOW: Today, he is a self-employed consultant in the telecom industry, a role that […]

Show Your Voice, Vote “Members Choice” at TAvote.com

2007 “Members Choice Awards” Voting Launched by TelecomAssociation By Dan Baldwin, Telecom Association President Calling all agents, channel partners and solutions providers: Which telecom and technology vendors have earned the right to call themselves the “Members Choice” for 2007? Once per year, the telecom agent, solutions provider and channel partner members of TelecomAssociation (TA) tell […]

Time Warner Telecom Starts Xspedius Channel Integration

Integration of Xspedius Communications LLCs channel partner program with that of Time Warner Telecoms is under way now that Time Warners acquisition of the CLEC is complete, although executives are not able to divulge many details. Through the end of the year, operations will remain business as usual, said Graham Taylor, senior vice president of […]

Don’t Keep Your Head in the Sand!

If you are in the channel and you are not taking the time to understand the current regulatory environment or more importantly, the pending regulatory environment, you are doing your company a disservice. There are many issues that are being debated in Congress, the FCC and the state PUCs that, ultimately, will impact the way […]

ROUND TABLE

… On the various aspects that should be considered in a rewrite of the Telecommunications Act of 1996… We need to move away from the franchising concept and let communities encourage video competition.Jim DeMint, Republican senator from South Carolina, at NARUC, regarding his bill, the Digital Communications Act of 2005 The states need to be […]

Lucent Announces New Blade Access Platform

Lucent Technologies Inc. has announced a new kind of access device, the Multimedia Access Platform 1400, that uses an ATCA (advanced telecommunication computing architecture) chassis to offer unprecedented flexibility for operators to use multiple access technologies. Blades in the new chassis can support DSL, FTTP, gigabit Ethernet and WiMAX access, giving network operators the ability […]

OEN Builds All-IP, 1gbps Network for Triple Play Plus Services

Competition in Houston is going to heat up quickly for incumbent cable TV company Time Warner Cable. Startup Optical Entertainment Networks (OEN) has built an all-IP, fiber-to-the-home network in Houston over which it expects to offer a wide variety of voice, video and data services to 1.6 million households by the first quarter of 2006. […]

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