Frontier gets enterprise wins in MPLS, VoIP, 911

When Frontier Communications’ impending purchase of network assets from Verizon closes a few days from now, the carrier is expected to get a leg up in the enterprise market. But even without that boost, Frontier demonstrated significant strength with its announcement today of 10 important enterprise wins.

Several of these wins — including Penn Foster and First Columbia Bank, both based in Pennsylvania -- involved multi-location connectivity based on MPLS. Several others — including Bulloch County School District in Georgia — were focused on voice over IP. Another involved a 911 system in New York’s Fulton and Montgomery counties.

Steve Crosby, senior vice president of government and regulatory for Frontier, said he believes the company won much of the new business based on its local focus. Customers, he said, like the fact that “the folks you see day 1 are the folks you’ll see on day 365 — you won’t have a rotating group of people.” The same person that makes the sales pitch will continue to be available to the customer, he said.

The new Frontier wins were skewed toward educational and governmental organizations — two markets Crosby said have seen a boost from stimulus programs. Many organizations in those markets are in need of upgrades to their communications systems, which in many cases have been neglected over time, he said.

Crosby added, though, that he is seeing a rebound in communications spending among commercial enterprises, as well. He expects the acquisition from Verizon to benefit Frontier enterprise customers because it will give the carrier more power in negotiating prices with equipment suppliers.