Convergent TIEs in voice

Convergent Communications is beginning to turn its attention to the voice side of the telecom market, but in widely divergent ways.

Most recently, the company began offering Internet protocol voice service in eight markets while targeting 25 markets for rollout by the end of April. Separately, the company is launching a package service called Enterprise Network Services Telephony that lets enterprise customers outsource much of their voice networks. Convergent, which originally designed its network with a heavy emphasis on moving data, is making both moves partially because of its acquisition last year of TIE Communications.

Indeed, ENS, which was rolled out in two markets last week and will be available across all the company's markets by the end of April, is following a launch pattern based on former TIE offices.

However, both may not necessarily be packaged together depending on customer need.

"The [IP voice] packages are being designed in such a way to be attractive either as a stand-alone or bundled," said Bill Morrow, manager of sales support for Convergent.

Targeted at small and medium-sized businesses, ENS Telephony puts ownership of customer premises equipment in Convergent's hands and gives end users a single contact point for all telephony services. The goal is to transfer equipment-and in some cases dedicated personnel-cost and risk away from the enterprise. Convergent also is emphasizing the ability to upgrade equipment and includes moves and changes in its ENS Telephony contracts.

"We've built an offering that is based purely on a service requirement," said Peter Kopp, director of finance for ENS.

The same philosophy is directing the marketing of the company's IP voice service with an emphasis on "soft cost savings."

"If they're able to manage their accounts payable process with one vendor, they have a single point of contact," said Morrow.

* Technology from Norstar CICS and MICS

* Network design

* Installation of equipment and initial cabling

* Training of customer personnel

* Support and maintenance of contracted equipment

* Moves and changes of equipment

* Fixed-price equipment additions

* Ongoing customer care via ENS support services