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Contrary to what the providers tell you, the correlation between commitment and great prices is a lot lower than the correlation between leverage and great prices. The provider sales teams get compensated in part on the basis of the commitments they secure. Commitments (unlike actual spend) are “bankable,” and a […]
You wouldn’t give an entire large enterprise network to a carrier with $1-2 billion in annual sales, but you could certainly give such a carrier a lot of business. The carriers in this category include tw telecom, PaeTec, XO, Level 3 and Global Crossing. They have issues-Global Crossing famously mistreated […]
If you ask a provider for a rate review or benchmarking clause you’ll get one. But the provider versions are worthless-what we call “we’ll talk” clauses. These don’t give you a right to money; they give you the right to a conversation. Under a real rate review clause, both sides […]
Your telecom carriers already charge both you and their subscribers for access to their networks. Are you ready for them to double-charge you for the same access? A debate is raging in Washington about so-called “net neutrality” rules. Reports in the mainstream press and blogosphere make it seem like just […]
Once less than 5%, carrier surcharges now total 20% or more. Like hotels, banks and car rental companies, telecom carriers have become adept at padding their bills through the addition of surcharges that can’t be negotiated and that they can change at will. New telecom managers and corporate IT bosses […]
Quick, which is better: (a) 50% off of $100 or (b) 25% off of $60? And before you dismiss the question as an insult to your intelligence-which it is-know that a surprising number of major enterprise buyers act as if the answer is (a). Any bright 10 year old can […]
October 2, 2024
October 4, 2024
October 10, 2024
October 17, 2024
November 19, 2024
