New Wholesale DSL Provider Rolls Out Services

Posted: 12/1999 New Wholesale DSL Provider Rolls Out Services A new facilities-based wholesale provider of broadband communications services, including digital subscriber line (DSL), has rolled out services in markets in Texas. Pontio Communications Co. Inc., Austin, Texas, has access to more than 1,500 dedicated fiber route miles and more than 150 collocation facilities in central […]

Creating an Effective Sales Compensation Program

Posted: 10/1999 Creating an Effective Sales Compensation Program By Mark A. Stiffler In today’s competitive marketplace, you face many challenges retaining qualified salespeople. One of the biggest challenges is creating a sales compensation plan that motivates and properly rewards your company’s best people. Many company executives believe having a good sales compensation plan is primarily […]

The Big Picture of Bell Long Distance Entry

Posted: 08/1999 The Big Picture of Bell Long Distance Entry By Kim Sunderland The Bell companies’ plans to get into the long distance marketplace don’t include just in-region provision, according to analysts with the Strategis Group, Washington, who say the Bells will hook up with interexchange carriers (IXCs) to help build their one-stop shops. "The […]


Posted: 12/1998 Score! For Network Plus, Telecom is No Spectator Sport By Ken Branson It was the risk and reward, Rob Hale Jr. says, that got him started. He was 23 and a year out of Connecticut College, working in sales for the former MCI Communications Co. It was a good job and he was […]

AT&T-BT Venture Adopts Carriers’ Carrier Strategy

Posted: 09/1998 AT&T-BT Venture Adopts Carriers’ Carrier Strategy By Khali Henderson As part of their global venture, AT&T Corp. and British Telecommunications PLC (BT) have announced plans to become "the industry’s pre-eminent ‘carriers’ carrier,’ providing wholesale transborder services to telecommunications companies and Internet service providers (ISPs) around the world. Despite AT&T’s poor reputation among domestic […]

Follow the Yellow Brick Road

Posted: 07/1998 Follow the Yellow Brick Road Looking for a High-End Revenue Multiple? Put on Your Ruby Slippers By Casey Freymuth Illustration by Mike Ritter Roll-up strategies among interexchange carriers are generally the same and sound like this: Carrier A wants to achieve a high-end revenue multiple by becoming a Tier Two carrier ($100 million […]

Excel ‘Switches’ Strategy

Posted: 03/1998 Excel ‘Switches’ Strategy Deal with DSC Facilitates New Moves to Switch-Based Services, Attracting Business Customers By Peter Meade Excel Communications Inc.’s $30 million deal with DSC Communications Corp. is declarative of the meteoric long distance carrier’s big push into new markets. While the Dallas-based service provider’s rapid ascent to becoming the nation’s fifth-largest […]

Resale Energizes Power Company Entry into Retail Telecom Markets

Posted: 03/1998 By Khali Henderson You probably heard about energy giant Williams Companies’ splashy January 1998 re-entry into the telecom business. But, you probably haven’t heard about Delmarva Power & Light Co.’s entry into local and long distance services businesses in Delaware and parts of Maryland, New Jersey and Pennsylvania. Last fall, the company’s subsidiary, […]

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