Over 200 years ago the famous American explorers Lewis & Clark traveled
through the Pacific Northwest
in search of an easy
passage to the Pacific. This past week I passed the explorers' footsteps on
a quest of my own - to visit the intrepid telecom explorers of Seattle and
Portland - CTG3, Netstar, XO, New Edge and Integra.
Here's what I learned...
Netstar & CTG3
CTG3 are two related telecom
master agencies owned by
Dave Laskowski with his partner
Tony Cheng. Netstar is a hands on telecom
expense management ("TEM") company with a knack for getting
free press in newspapers, TV and radio
via their in-house marketing expert
Annie Cheng. Click the link below to watch a TV
story on how Netstar helps businesses save money. Contact Tony Cheng at
425-865-9811 if you'd like Netstar's help in getting a similar PR boost
for your own TEM marketing efforts.
Local Seattle TV news story about Netstar's TEM service
CTG3 is a primarily Qwest master agency that also enjoys the ability to
sell Qwest residential services which they do very well via independent
Internet service providers ("ISPs") throughout the local Qwest footprint
that take advantage of Dave's
hook up with CTG3 or Bandwidth Builders, contact Dave Laskowski at
We'll have more about Netstar, CTG3 & Bandwidth Builders after we finish
producing the video we shot at Dave & Tony's office.
Beating the local players on their own turf – that’s all XO is working on.
I met Tom
Gorey, XO’s Channel VP and the local XO channel team at the XO office in Seattle and learned
something I didn’t expect – how XO is
positioning itself as a local player in every US market so XO can beat the
local CLECs at their own game – on their own turf.
How do they do it? First, they put a local team in every market. Second,
they support the local channel partners as hard as they support the local
direct XO reps. Does this work for telecom agents and channel partners? It
must because all the master agents I speak to these days suggest that XO
has done what they've needed to do over the last several years to be the
"local CLEC to beat".
TA will have more on XO's local CLEC strategy over the next several weeks
after we publish the video we shot at the XO Seattle office. To get XO on
your team today contact
Dave Sambrook at 678-433-5742.
New Edge Networks
While some carriers and agents want to do everything for every class of
New Edge Networks wants to focus on their sweet spot.
I met with New Edge's Sales & Marketing VP
Greg Griffiths and his channel partner team at their Vancouver,
The perfect New Edge prospect? The nationwide multi-location business
putting an MPLS network together. New Edge is especially popular among
multi-location retailers and is focused on owning that market.
Many agents are upgrading their prospecting to only consider business
customers with three locations or more. These agents need to get to know
New Edge. Why? The last thing an agent wants to see is their nationwide
multi-location prospect considering a New Edge proposal that they did not
The other sweet spot for New Edge? Existing multi-location customers that
are trying to save money. New Edge has a solution that allows multi-site
customers to prioritize their critical business applications without
requiring that every location have a synchronous T1 pipe or better. Want
to save your prospect or customers money by converting their T1s to
business-class DSL? Call New Edge Networks. Want to know who you don’t
want to see competing against you? Think New Edge Networks.
TA will have more on the New Edge multi-location strategy over the next
several weeks after we publish the video we shot at the New Edge office.
To get New Edge working on your multi-location deals today contact
Senner at 877-689-5755.
Look for the great video TA shot at New Edge's office in the next week or
In their downtown Portland corporate headquarters I met with Trent
Anderson , VP of Marketing for Integra
Telecom, a CLEC that serves 11 states that roughly match the Qwest
I first ran into Integra a couple years ago as a CLEC competitor in a deal
I was working on. They came up big for me again last month when they gave
an impressive presentation at
WTG "Tee & Sea" event.
Whenever I run into a CLEC that looks to be a serious competitor in my
deals, like most of you, I make it my business to find both their sweet
spot and their weak spots so I can either lead with their solutions or
know how to compete against them.
Integra likely has many sweet spots that I hope to learn about but the one
that sticks out the most is the phone
system equipment solutions they bring to the table. In addition to
providing both local dial tone & wide area data and Internet connectivity
solutions, Integra also provides phone
This phone, dial tone & data/Internet combo makes Integra a triple threat
in the areas they compete. To start distributing Integra Telecom's
solutions today, contact their master agent WTG at
This past week makes the third time I've been to Portland and Seattle and still
no rain. The weather was unseasonably warm but most remarkable was all the
exceptionally pleasant people I met (a warm Spring after a cold winter?)
In any event I was quite struck by this water fountain I walked past in downtown
Portland since I'm from water-starved southern California.
Free flowing water fountains and public transportation? Is this
Shangri-La? Both Portland and Seattle are strikingly beautiful cities. If
you're looking for a place to visit I'd strongly recommend either. I'm
already looking for a reason to return myself.