some acronyms from telecom that I use often

2. Incumbent Local Exchange Carrier
 AT&T and Verizon
 Regulated monopoly, common carrier obligations
 Carrier of Last Resort
 Subset of that: former Bells
◦ Cincinnati Bell
◦ RBOC = regional Bell Operating companies
◦ I refer to AT&T & VZ as the last RBOCs
 IOC (independent operating companies)
◦ CenturyLink, Windstream, TDS, Sprint/Embarq
◦ Frontier, Fairpoint, Hawaii Telecom
◦ Rural LECs (RLECs), like Hargray

3.  Competitive Local Exchange Carrier
 Have inter-connect agreement w/ILECs
 Some ILECs have CLEC operations to provide
revenue to businesses outside their ILEC
territory.
◦ CenturyLink, Windstream, CinBell
 CLECs could traditionally cross LATAs that
ILECs could not, so One Bill for Many Sites.
 VZ, ATT, TDS are ILEC, CLEC, MSO, cellco

4.  EarthLink
 XO
 Cbeyond
 MegaPath
 TelePacific
 Integra
 Level3
 Birch
 ANPI
 AlaskaComm
 Bresnan
 Sonic.net
 Broadview
 ACN
 AITech
 100s others

5.  multi-system operator (MSO) is an operator
of multiple cable or direct-broadcast satellite
television systems. (cableco)
◦ Comcast, TWC, Cox, Charter,
Cablevision, Bright House
◦ WOW! Is an overbuilder MSO
◦ DISH, DirecTV = DBS = direct
broadcast satellite

7.  NTCA
 Cloud Comm
Alliance
 Rural Wireless
 NRTC
 Competitive
Carriers
 USTelecom
 ANPI

9. Examples Types
 Microsoft partners
 Cisco VARs
 Avaya partners
 Agents
 Master Agents
 VAR
 MSP
 Inter-Connect
 VAD
 System integrators (SI)

10.  Independent sales organizations that sell for
carriers and service providers.
 Agents represent services from ILEC, CLEC,
now cable and ITSP and even cloud
companies.
 Only paid for performance.
 Agents can be direct with the carrier or sell
through a Master Agent.

11.  Organization with multiple direct contracts to
carriers and service providers (SPs).
◦ Act as middleware for Agent to SP
◦ Conduit for SPs to Agents
◦ Handle orders, commissions, marketing
◦ Agents are often referred to as Sub-Agents
◦ Work on co-marketing dollars, commission cut
 Examples: Telarus, Microcorp, WTG, TBI

12.  Value-added Reseller
 Typically sell hardware, install, support
◦ CAPEX model for cash flow
◦ Dealers for companies like HP, Cisco, Vmware
◦ Break/fix shops
◦ Typically handled LAN
◦ Now selling network services and cloud
 CDW
 Black Box

13.  Managed Services Provider
 A step up from VAR
 Have converted to a recurring revenue model
 Handle servers, desktops, VDI, backup, LAN
and router usually
 Adding network + cloud, scared of voice
◦ mindShift, Independence IT, Netwolves

14.  Value-added Partner
 Typically sell software, integration, support
◦ IBM partners
◦ Microsoft partners can fall under this heading
◦ Cloud Sherpas

15.  The original PBX sales channel
 Typically sell PBX, install, maintenance
◦ Avaya, Mitel, Shoretel

16.  Value Added Distributor
 Catalog distributor of IT hardware, software
◦ Tech Data
◦ Ingram
◦ SYNNEX
◦ Arrow
 TD owns TdMobility, a master agency for
cellular
 Ingram, TD have agreements with Masters