Deregulation energizes telecom marketing

Synergy: The word got a workout last week in the wake of two deals between energy and telecommunications companies.

In the first announcement, AT&T will expand its reach into the consumer market by partnering with EnergyOne, a nationwide branded energy marketing company.

EnergyOne, created by Kansas City-based UtiliCorp United Inc. and Philadelphia-based PECO Energy Co., will market AT&T services to its 3.4 million residential customers. AT&T Solutions, the interexchange carrier's professional services subsidiary, will set up and manage the venture's integrated national call center and billing system.

The EnergyOne concept could be termed "customer comfort," said Raymond Saleeby, managing partner for the energy and utilities industry at AT&T Solutions. AT&T will market its long-distance and WorldNet Internet service and eventually local service under the nonexclusive deal.

Sprint also unveiled its six-month co-marketing test of packaged energy and communications services with NorAm Energy Management Inc., the unregulated affiliate of a natural gas distribution company. Sprint's effort will help business customers boost their productivity, said Margery Tippen, vice president of small business channel management for Sprint Business.