This means analog maintenance costs are skyrocketing, while performance issues and service gaps are mounting. At the same time, expert technicians are quickly retiring. In short, POTS lines have become highly unsustainable, and risky. Modern alternatives are far cheaper, safer and more compliant. CV: Is POTS replacement generally a tough sell, or are customers generally receptive to modernizing their environments? GS: (laughs) I could probably say this about most technology, but it depends. Many carriers have been steadily raising prices to encourage end users to move off copper, so in those cases, we often see significant cost savings right out of the gate. Also, in many cases companies will find several lines they don’t even use anymore. Those also can be eliminated, creating some savings. However, you really need to be strategic when approaching customers and position this as not just simply cost savings but future-proofing the services. When engaging with customers about POTS migration, there are three pain points to mention. First, we want to look for instances where the monthly costs on POTS lines have been steadily, or even dramatically, increased. That is low hanging fruit where technology advisors can deliver immediate value or even free up budget for other projects. Secondly, de-commissioning POTS lines is accelerating risk exposure. When copper goes, alarms and critical business operations may stop working without notice. And third, companies may be liable for unsafe and noncompliant environments where POTS lines performed critical life safety functions. CV: How much time is left to make money with POTS migration? GS: There are many different estimates, depending on who you talk to, but it is anywhere between 15 and 50 million POTS lines still in existence. According to the National Fire Protection Association (NFPA), 60 percent of U.S. alarm lines are still analog, while the National Elevator Industry says there are somewhere around 900,000 elevator POTS lines in use. So regardless, it is a lot. POTS lines won’t go away overnight. There is a lot of work to be done in the months and years ahead. However, the opportunity won’t last forever, and we are trying to help our technology advisors create a sense of immediacy within their customers. Competition is heating up, with many players racing to convert customers to new services. The next few years will be a big land grab. As such, we are urging technology advisors to act quickly and capitalize on POTS migration while it lasts. CV: How does Telarus simplify POTS replacement? GS: POTS migration isn’t always “swap and replace.” It requires careful planning and expertise. Customers have unique requirements in terms of life safety, scalability, security, compliance, uptime and so on. Telarus provides a deep portfolio of POTS replacement options, backed by a team of advanced solutions and sales engineering experts. By leveraging our resources and guidance, advisors can quickly accommodate customer needs, overcome challenges and ultimately drive more wins. CV: Are you seeing greater demand for POTS replacement in the midmarket or enterprise? GS: There is a big need for POTS replacement in both segments. Mid-market organizations tend to have fewer lines than enterprises but typically move faster. They also tend to have a harder time absorbing POTS costs compared to enterprises. On the other hand, enterprises present larger opportunities but are slower and more complex. Often, they don’t even know what they have in terms of POTS currently in their environment. In addition, many are multinational, which means dealing with multiple decision makers, carriers, regulatory frameworks and environments at once. In short, technology advisors should pursue POTS migration in both mid-market and enterprise accounts, while keeping in mind that needs, goals and timelines can vary. o Scan the QR code to download your free copy of Telarus’ new POTS replacement guide, which includes additional insights as well as a preview of its provider portfolio. Telarus is a Silver sponsor of CVxEXPO25. Stop by booth 4008 to meet the Telarus team and learn about how they support and empower technology advisors. POTS Replacement Quick Facts What? In 2019, the FCC deregulated copper lines, allowing suppliers to phase out support When? FCC Order 19-72A1 ordered the shift to the newer alternatives. Carriers have been taking advantage of this re-allocation and investing resources in other technologies. Why? The goal is to replace old infrastructure with modern technologies such as fiber and wireless to better support modern digital applications. Bottom Line Carrier are no longer required to cover the expense and burden of maintaining old copper networks. That burden has been passed on to the consumer. Source: Telarus’ “Copper Sunset: A Complete Guide to POTS Replacement 36 CHANNELVISION | FALL 2025
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