IP innovation not just a telco thing

Independent telcos have been aggressive in using next-generation technologies to compete as CLECs against larger incumbents in communities adjacent to their own footprints, but that path is also open to nimble cable operators such as Bresnan Communications. Operating in Montana, Wyoming and Colorado, in competition with Qwest Communications and others, Bresnan is now pushing ahead with an all-IP based voice and data solution, targeting small to mid-sized businesses and larger regional operations such as schools, hospitals and governments.

"Our value proposition when it comes to voice is, number one, we provide all of our access products – business lines, PRIs, T-1s – at 20% less than the incumbent," said Don Helms, vice president of commercial telephone operations for Bresnan. "Plus we have a strong local presence, a solid outside sales presence, and we provide good customer support."

Bresnan, whose hybrid fiber-coax network passes 600,000 homes and has 320,000 subscribers, began its commercial operations offering legacy TDM services but moved two years ago to a softswitch-based architecture using MetaSwitch technology. The IP network enables Bresnan to offer features such as simultaneous ring, find-me/follow-me and unified messaging, as well as hosted services, which appeal to many small businesses.

Over the past two years, Helms said, Bresnan has been creating the back office infrastructure needed to do consultative selling and service for its business customers. Part of the value the company offers today is the ability to match its solutions to customer needs, rather than just have customers pick from a menu of services.