More than connections: NexTone builds framework for evolving ISPs, CLECs

Getting lost in the crowd is a service provider's nightmare, especially today as carriers strive to stand out. To do this, ISPs and competitive carriers must provide value-added services that no one else offers. Simply providing high-speed connectivity is no longer enough to maintain a customer base.

The trick to providing value-added services is being able to offer more for less money and less hassle. Being a one-stop-shop is every equipment provider's dream. To accomplish that goal, vendors are forming partnership programs with equipment suppliers and service providers to offer more complete solutions to small and medium-sized businesses, from services to financing.

NexTone Communications, a provider of system solutions that enable converged voice and data services via cable modems, DSL, ISDN, dial-up modems, fixed wireless and IP, seems to be on the right track. Its service provider partnership program, All for One, helps an ISP or competitive local exchange carriers (CLEC) make the transition to integrated communications provider faster, easier and cheaper.

The ISP or CLEC must purchase NexTone's equipment to participate in the program. But, All for One could be a plus for service providers that can't afford to spend the time or money to offer value-added services on their own, said Claudia Bacco, vice president of DSL consulting for TeleChoice.

NexTone's iVANi platform is the enabling element for the program. It consists of three pieces: iEdge, the customer premises equipment; iServer, which provides network and policy management from the central office or point of presence and enables unified messaging, virtual private networks and IP Centrex; and iMobile, which extends converged voice and data services to the PC. Together, the three components allow service providers to use different types of broadband access, including DSL and IP, to provide value-added solutions.

Counting technology providers, service providers and even a bank as partners, All for One may be a sign of what's to come with one-stop-shopping. Copper Mountain Networks, Jetstream Communications, MediaGate and MIND CTI have signed on as technology partners. Copper Mountain will provide DSL equipment and Jetstream will provide voice-over-DSL equipment. MediaGate covers unified messaging, and MIND CTI supplies billing, accounting and management capabilities.

As for service providers, Nexbell Communications will offer IP infrastructure and AboveNet Communications will provide Internet connectivity and co-location sites for high-bandwidth applications. Silicon Valley Bank signed as a financial service provider.

NexTone has covered most of its bases, but it doesn't plan to stop there. An undisclosed wireless ISP will join the program soon, and NexTone is looking for additional partners to offer more choices to their customers, said Dan Dearing, director of marketing for NexTone. "If an ISP comes to us, we can set them up with Nexbell and Copper Mountain to roll out IP and DSL services," he said. Doing it solo, "the ISP would have been burdened with interoperability and technical issues."

Service providers that can offer all of a customer's services over one high-speed connection will have to install fewer lines, wires and equipment, Bacco said. To offer additional services, more partnerships such as All for One will form, she added.

The program allows ISPs and CLECs to provide more than just an Internet connection or voice service to small and medium-sized business customers. It gives ISPs and CLECs access to technology and carriers that can enable the value-added services for them. "We wanted to make it as easy as possible for an ISP or CLEC to evolve, not only to provide data but also voice and fax," said Raj Sharma, president and CEO for NexTone.

"It's like a look book for service providers," Sharma said. "We give them the know-how, the technology and the service providers to help them."

Concentric Network, an applications infrastructure provider recently acquired by NextLink Communications, is testing the NexTone platform. As a company that provides networking infrastructure to providers, Concentric always is looking for a way to be different, said Jim Southworth, director of advanced network services and technologies for Concentric. "We have to be as much as two years ahead with technology and services in order to service our marketplace."

Because service providers such as Concentric must offer premium services with little effort to sustain their businesses, Concentric wanted to make sure the iVANi platform was easy to implement and "idiot-proof," Southworth said.

>From the perspective of Nexbell, aside from lining up customers, All for >One also puts together strategic partners for an end-to-end result that's >compelling from the partner and end-user standpoints, said Matt Beal, vice >president of engineering and technology for Nexbell. "Putting new packet >technology in the hand of the end user will accelerate our economics, >functionality and capabilities," he said, referring to the iVANi >platform's ability to offer IP-based services to customers.

Service providers and technology providers were looking for someone to put the entire picture together, said Barry Greenspan, vice president of new business development for Nexbell. It provides support for ISPs and CLECs and puts partners in touch with one another to close the gap on time to market and interoperability, he added. "It will help us speed the time to market by months, if not years."