Analog Lines, Cable POTS, LEC POTS (if the pricing works) and Wireless POTS with battery back-up. TDM Migration: Either through rate increases or decommissioning, no LEC or facilities-based CLEC wants to maintain TDM access such as PRIs or T1 DIA circuits. If you have end customers with these types of services, they are the most vulnerable to a competitor swooping in with faster and cheaper alternatives. You sold it when “O” was President – it is move it or lose it time. Cable Broadband: Cable companies are reacting to declining programing subscriptions – the world is going OTT. They are hitting back by offering wireless services and rolling out faster and cheaper broadband on coaxial and more fiber availability. For example, in 2020 we offered a 25M/5M broadband service for $110 and a 1G/35M for $650. Today the 25/5 is replaced by the 50M/15M for $115 and the 1G/35M is replaced by a 1.25G/50M for $345. Partners and end customers greatly benefit by utilizing CPs such as NHC with their ability to offer cable broadband, GPON and fiber DIA from every leading North American provider, all on one invoice, managed by one team. Upgrades may involve new equipment or IPs, but what do you say to a customer that’s leaving you because someone else offered to upgrade their service with double the bandwidth at half the cost? Fiber DIA & GPON: Thanks to the roll out of 5G and federal/state initiatives to build high-speed broadband, there is now tremendous availability of fiber access to end customers from GPON to DIA from the usual suspects and a host of new fiber providers. Consider in 2020, a 500M Ethernet DIA cost $1,680; that same fiber circuit sells today for $900, and using GPON would run under $200. Wireless Broadband & 5G: 4G LTE is available everywhere and should be used for backup of any mission-critical internet access circuit. C-Band 5G is becoming more available in the U.S. with unlimited broadband plans featuring the flexibility to combine with broadband and Ethernet services for true active/active solutions with SD-WAN. Once the C-Band spectrum is clear at the end of the year, the growth potential of 5G is unlimited. Churn is controllable and the secret sauce is account management. As a partner, you are the end customers’ account manager, but you’re not alone. Leverage the resources of the CP and your technology solutions distributor (TSD). TSD partners will work with their member partners to provide the resources to help manage their base. Regardless of how you accomplish it, it needs to be done. o Glen Nelson is a 40-year veteran of the telecommunications industry and is co-founder, VP marketing & business development at NHC, The Communications Stack Provider and one of the largest partnerexclusive network resellers in North America. 45 JULY - AUGUST 2023 | CHANNELVISION
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