Channel Partners: Changing the Channel on T1

Now is prime time for channel partners to move on the carrier Ethernet services opportunity. And, if you’re thinking of taking the plunge, today’s “Adding Ethernet in the First Mile” session might give you the nudge you need.

Ken Mercer, senior vice president of Telecom Brokerage Inc., who will moderate the panel, said this interactive discussion will address the end-user benefits of Ethernet services, who’s using these services for what applications, over what kind of networks they are delivered and by what providers, the costs, the sales pitches and more.

Scott Charter, co-founder and managing partner of WBS Connect, said agents might be more comfortable selling T1 services, but the margins for such offers are shrinking. With end users’ exploding bandwidth requirements, added Charter, agents should consider expanding their portfolios to add Ethernet services. Charter noted that Ethernet is already a widely used technology in customer LANs and offers more potential for revenues given its ability to scale. Matt Grover, vice president of sales operations for Optimum Lightpath also will be on the panel. Grover said his company's agent program offers competitive rates with a monthly residential.

Today’s panel also features Glenn Moore, director of commercial marketing at Cavalier Telephone and TV, which currently doesn’t offer an agent program around Ethernet, but has been offering business customers Ethenet for LAN-to-LAN applications and faster Internet access since September. Rounding out the panel is Darren Wolner, a senior product at Time Warner Cable Business Class.