Macario Joins Optimum Lightpath as SVP

Optimum Lightpath, a provider of Ethernet-based communication solutions for New York metropolitan area businesses, announced it has named John Macario as senior vice president of product strategy and management. Macario, who began this post in March, will report to Dave Pistacchio, executive vice president and general manager of Optimum Lightpath. “John’s deep enterprise telecommunications and […]

The Cable Guys: Where They Stand on the Indirect Channel

Cable companies are significant telecommunications network service providers. They are the incumbent telcos’ primary rivals for consumer triple-play spend, but they also have made inroads into the business markets on two fronts: high-capacity and alternative access services for medium and large businesses, and voice and data for small businesses. Most cablecos have one or both […]

The Cable Coverage Conundrum

Even the largest cablecos are not ubiquitous, serving a few states or even a few cities within each state. Because of cablecos’ spotty footprints, validating serviceability of prospective business accounts is critical. The process can be laborious and often ends in disappointment for the agent. “It’s absolutely a hassle. It’s probably no more of a […]

Cableco Executives Address Channel Strategies

The cablecos have come late to the channel party, but they are making a big entrance by providing an alternative supply for big bandwidth (i.e., Ethernet pipes) and the promise of a triple-play bundle for businesses. Hear from leading cable channel executives about their products, plans and partner programs in a roundtable discussion Monday at […]

Channel Partners: Hosted VoIP Show Me the Money?

Hosted VoIP seems like a great premise, especially for the SMB company concerned with the money and manpower it might take to run a converged network in-house. But some agents and other partners have grumbled that the demand isnt living up to its promise. Conversely, a number of focused service providers are touting their successes […]

The Problem With VoIP

Service providers continue to roll out offers for VoIP targeted to SMBs, hosted and otherwise. And many an analyst prediction has VoIP adoption by SMBs going into hockey stick mode in a couple of years. But the industry is not seeing the expected adoption. Given the hype surrounding VoIP for SMBs, its a bit like […]

VoIP Sales: Carriers Falling Down on the SMB Job; VARs, Cablecos May Win Out

Although many an analyst prediction has VoIP adoption by SMBs going into hockey stick mode in a couple of years, a new survey by consulting firm Savatar finds that looking doubtful. At the heart of the problem is a carrier sales strategy that is entirely disconnected from the needs of the SMB market, which is […]

Cablevision Sets its Sights on the Channel

Photo by Brian Stanton Cablevisions Joe Magliulo, Optimum Lightpaths Matt Grover and Cablevisions Kevin Potente are leading the cablecos efforts to boost commercial sales through indirect channels for its triple-play and metro Ethernet services. When you think of leading media and entertainment companies, Cablevision Systems Corp. is sure to come to mind. In addition to […]

A Winning Proposition

THE SALES CYCLE IS ALMOST a gauntlet: Between working hard prospecting for new business and finally getting the order, theres a long road fraught with any number of pitfalls. And maybe the most intimidating hurdle is the proposal. Fortunately, more automated and user-friendly tools are coming to the table to help channel partners do their […]

End-User Town Hall Gives Partners Inside Look

In the long tradition of community members gathering to hear different points of view, Channel Partners Conference & Expo attendees will learn what some top business administrators look for in their telecom vendors during the Telecom Town Hall general session. The event builds on the highly attended What Buyers Want panel held at the Spring […]

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