VARs hit DSL bootcamp: U S West marches out service to third parties

A third-party distribution program for MegaBit Systems service could turn U S West's DSL services into a household name.

Through an aggressive sales initiative that includes an intensive training camp, U S West is making DSL service available to small businesses across the nation by authorizing its 52 strategic agent firms to offer its branded MegaBit Systems.

"We already offer our services on our Web site and through our internal handlers, but many customers also prefer to do business with a value added reseller or a third party," said Pat D'Innocenzo, director of data products and alternate channel marketing at U S West. "MegaBit is just a tool in the arsenal."

If DSL services are not right for the customer, the strategic agents are authorized to offer the full array of U S West data products, including frame relay, ISDN and standard Internet service.

"This is a response to our customers in the way they prefer to buy services," D'Innocenzo said.

The company has waived installation and modem fees until the end of October. Strategic agents will receive special sales commissions.

U S West provides 31% of all the U.S.' DSL, according to TeleChoice's second quarter report.

"They are clearly the leader in terms of installs," said Eric Rasmussen, a consultant at TeleChoice. "This will give them a lot more coverage, especially to the small businesses that their sales force hasn't [reached] already. My only concern is that they aren't over-extending themselves. DSL is so popular. The wait that all customers have when installing DSL could get longer."