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Local Resellers Slide Over to the Internet

Posted: 06/2000 Local Resellers Slide Over to the Internet Even the Die-Hards Back Away By Ken Branson A little more than a year ago, UniDial Communications Inc. (www.unidial.com) and Bell Atlantic Corp. (www.bell-atl.com) announced what they said was the biggest local service resale deal ever: a $300 million, five-year deal with discounts much deeper than […]

Agency Channel: Do You Turn Cold Calls Into One-Call Closes?

Posted: 05/2000 Do You Turn Cold Calls Into One-Call Closes? By Marilyn Dooley So, when was the last time you made a cold call and turned it into a one-call close? I asked myself that question the other day and, well, … if truth were told, the answer was not what it should be. Nor […]

Lampooned Telemarketing Still Effective

Posted: 03/2000 Lampooned Telemarketing Still Effective By Liz Montelbano Just the word "telemarketing" is enough to make anyone who’s ever been disturbed by a phone solicitor on a Saturday morning or over his dinner plate recoil in horror. For telecom companies, however, the fact remains: Telemarketing is a viable sales channel. It’s happening. It works. […]

White Pine, FVC.COM to Offer Wholesale Web VideoServices

Posted: 02/2000 White Pine, FVC.COM to Offer Wholesale Web Video Services BY CHARLOTTE WOLTER Internet video software pioneer White Pine Software Inc. (www.wpine.com) and corporate video communications provider FVC.COM (www.fvc.com) will develop and market together broadband IP video solutions for service providers and enterprises. The companies will work on Internet protocol (IP) video communications solutions […]

Sprint Debuts on Broadway: Enter, Reselling

Posted: 01/2000 Sprint Debuts on Broadway: Enter, Reselling By Ken Branson If you can make it in New York, the old saw says, you can make it anywhere. At least Sprint Corp. (www.sprint.com), having entered the local service market in the state of New York as a CLEC, thinks that Albany, Buffalo, Long Island and […]

Telecom Companies Make Inc. 500 List

Posted: 12/1999 Telecom Companies Make Inc. 500 List By Liz Montalbano Five percent of the companies named to this year’s Inc. 500 list, the magazine’s guide to America’s fastest-growing private companies, are in the telecom industry. While the companies vary in composition from vendors of switching and cable equipment to fiber optic manufacturers and software […]

Vodafone, Bell Atlantic Make Nice in $70 BillionWireless Deal; GTE Goes Along

Posted: 11/1999 Vodafone, Bell Atlantic Make Nice in $70 Billion Wireless Deal; GTE Goes Along Once they fought over AirTouch. Now, AirTouch is them, and they are AirTouch. Bell Atlantic Corp., New York, and Vodafone AirTouch PLC, Newbury, England, have decided to merge their wireless operations into a new, and yet unnamed, wireless giant in […]

Is Local Resale a Sinking Ship?

Posted: 05/1999 Is Local Resale a Sinking Ship? Voyagers Prefer Facilities; Hope Floats in UNE-P By Ken Branson Illustration by Ben Folkertsma It looked like a plan in 1996 when Congress passed the Telecommunications Act: The incumbent local exchange carriers (ILECs) had networks, but couldn’t sell beer on a troopship; competitive companies–brand-new–had no networks, but […]

Long Distance Peddlers No More –Part Three

Posted: 05/1999 Long Distance Peddlers No More –Part Three By Kieren McCobb Survival of long distance sales agents hinges on the incorporation of local and data services into the product mix. Agents must be network service providers, not peddlers of long distance. So how does one start and operate an agency with a broadened focus […]

Realizing Their Own Worst Nightmare

Posted: 05/1999 Realizing Their Own Worst Nightmare By Ernest B. Kelly III Anyone who knows regional Bell operating company (RBOC) mentality knows that one thing they greatly fear in local service competition is the unbundled network element (UNE) approach and, in particular, the UNE platform, also known as the UNE-P. Next to losing customers outright […]

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