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What to Buy and Who to Pick: The Tightly Linked Big Questions of IP Transformation

Posted by David Rohde

Apr 6, 2015 11:15:00 AM

The following is a guest post by David Rohde of TechCaliber Consulting, LLC.

It’s an axiom of enterprise telecom RFPs that you probably want to award some business to competitive providers to keep the big incumbents on their toes. And in the old days, throwing some intercity private lines or some outbound long distance minutes to Carrier X was a nice, tactical way to achieve this purpose without much operational risk.

But we do not live in tactical times. A massive strategic shift is well under way in the enterprise market. Business customers are procuring products and services that have to be stable in the new, all-IP network environment as the TDM-based Public Switched Telephone Network is about to be ripped out of the ground.

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Topics: Negotiate Enterprise Communications Deals, Enterprise Users, Ethernet, Cloud, Enterprise Market, IP Transformation

How to Minimize the Pain of Forced Service Migrations

Posted by Samantha Schultheis

Feb 14, 2014 2:00:00 PM

Forced migrations are common in IT, but you can avoid the worst by trading passivity for action ... plan and take charge. Trending in telecom today is speeding up the pace of migrations by replacing “incentives” with announcements that a service is going to be discontinued. However, customers still have a choice, they can move or they can go dark.

A forced service migration isn’t usually seen as a positive thing. What’s making them even worse is a new carrier tactic in which they insert provisions into contracts and service guides that make it impossible for a customer to migrate from a service that the carrier is planning to discontinue without either paying substantial termination fees or securing the carrier’s permission, which is conditioned on migrating to the carrier’s own substitute service at prices and terms that the carrier specifies.

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Topics: Network Services Procurement, Negotiate Enterprise Communications Deals

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