Tellabs gaining traction with new IOC program

Tellabs said its new FiberDirect Solution Purchase Program has surpassed the 100-customer mark.

The program, geared specifically at Independent Operating Companies (IOCs), includes three levels based on minimum purchase levels. Among the program's participants are Farmers Telephone Cooperative, West Kentucky Rural, Golden Belt Telephone, El Paso County Telephone and Mid Century Telephone.

Tellabs has always sold into the IOC market but with the acquisition of AFC, the company picked up what has been a traditional supplier of access equipment to independents.

"Most of [those in the program] are existing ex-AFC customers," said Steve McCarthy, executive vice president of global customer sales and service at Tellabs. "They had great success deviling their access solutions to the market."

Among the biggest questions many IOCs had when Tellabs purchased AFC was whether the company would continue supporting its small telco customers. McCarthy said the program is part of the answer. The program gives IOCs special pricing levels, increased warranty terms and training credits depending on their purchase levels.