Transcript Why TW Telecom Sales Presentation

The Sales Partnership
How to win with tw telecom
Prepared for <Authorized Rep Name>
<Channel Sales Manager>
<Date>
Agenda
The tw telecom story
Network and Products Overview
The tw telecom story
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tw telecom Advantage
• Over 27,000 miles of fiber across 75 markets
• Over 12,000 fiber connected buildings
• Over 1000 connected LSOs
• Over 300 connected Data Centers / Co-los
• Incorporated in 1998.
• Incorporated in 1998
Changed name to tw
telecom in 2008
• Largest Independent
CLEC in the U.S. –
• Largest Independent
not your direct
CLEC in the U.S.
competitor
• Proven, reliable and
• A proven, reliable and
financially sound
financially sound
specializing in
partner specializing in
providing Ethernet ,
providing Ethernet
VPN and Managed
connectivity for Metro
services for Metro
and WAN applications
and WAN applications
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A Fully Differentiated Asset
•Massive Local Optical
Network
 Connecting nearly 12,000
enterprise buildings
 Largest competitive fiber
based provider (lit
buildings)
 True fiber based
alternative to the
incumbent
 We want to build to your
customer
 Robust off-net coverage
across country and Int’l
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tw telecom Value Proposition: Financial Stability
•
2010 Financial Results:
• $1.273 Billion in Revenue
• $463.6 Million in POSITIVE
M-EBITDA
•
Enterprise Revenues have grown for
34 consecutive quarters and 6.3% for
2010 vs. 2009
•
Financially Disciplined
• EBIDTA Positive since 1999
• Manageable Debt Structure
• $476 Million Cash and
Equivalents on Hand
•
Reduced revenue churn from 1.3% to
1.0% in 2010
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tw telecom maintains a balanced
revenue stream
Intercarrier
Comp
Carrier & ISP 3%
22%
Enterprise
75%
While Data Revenue Grew 28%*
2010 over 2009
tw telecom 3Q10 Results
*(1) Adjusted revenue for end of 3Q 2010 and 2009.
(2) For a reconciliation to GAAP related numbers please see the supplemental
earnings information on the Company’s website, www.twtelecom.com.
The tw telecom Customer Experience
tw telecom’s commitment to customer service excellence is based on:
• passionate people in local and national customer service roles
• customer service choices personalized to your preferences
• voice of the customer programs that help us capture customer feedback
and use it to improve the service we provide
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With every customer interaction, we strive to
Listen, Collaborate and Improve
The tw telecom Network and
Product Overview
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Our Ethernet Position
•
Leading & innovating with our Ethernet &
IP strategy
• Growth engine for enterprise business
• Taking share from the incumbents
•
Leveraging our fiber footprint and
connected buildings
• Nearly 12,000 fiber connected buildings can
have Ethernet Services
•
Delivering a differentiated value
proposition
• Highlighting convergence
• Delivering Data, Internet AND Voice over IP
•
Industry Leader
• 2010 MEF 9 & 14 Certification
• 10 Gig, Fractional 10 Gig, Long haul
• 2006 Awarded “Best in Class” for metro
Ethernet Services -Atlantic ACM
• 2005 Frost & Sullivan Award for product line
strategy leadership
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Ethernet Everywhere 1 to 10Gig!
Metro
Frac 10Gig
InterMarket Gig+
CoS
FinishedE
EooM
Scalability
TCO
Interoperability
“Improved Speeds ‘n Feeds”
Transition and Evolution
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Convergence /
Visibility
Converged Managed Services
Converged Services is an end-toend, managed solution delivering
robust PSTN calling features across
the Enterprise
Enhanced:
Portal Control
Distributed:
Cloud Services
Dynamic:
Intelligent:
Converged
MPLS Networks
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Scalable:
Bandwidth &
Applications
Managed:
Secure
End-to-end
Management
Innovative
Future-Proof
New App Platform
Multi-Site VPN
CoS
New Markets
Virtual Presence
BC DR
Convergence
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tw telecom IP VPN Solutions
• MPLS Standards Based
• RFC 2547 Compliance
• Fully Meshed Architecture
• Compliments Ethernet WAN (City• Entirely Scalable
to-City) Solutions
• TDM - DS-1 to OC-12 (622 Mbps)
• Business Class Capabilities
• Ethernet to Gigabit (1,000 Mbps) Speeds
• Branch Office Connectivity
• Wide Applications Support
• Multimedia Support
• 5 Classes of Service supporting Best Effort to
• VoIP
Latency Sensitive Voice, Video
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IP/MPLS Core POP
tw telecom PoP
 Dual core routers for
redundancy and diversity.
 Separation of core and
aggregation routers simplifies
fault management.
 Routers built for power, CPU,
paths, redundancy (Dual
philosophy)
 Egress to minimum of (2)
different markets protecting
against WAN failure
 Edge aggregation devices
access both backbone
routers
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(EXAMPLE)
Charlotte Network Overview
 Route Miles of Fiber:
1,374
 Core Backbone Fiber Count:
1,374 route miles and over
56,000 fiber strand miles
 On-Net Buildings: 740
 System Platforms
 Voice: Lucent 5Ess, Sonus
 SONET: Lucent OC-3, OC-12, OC-48, Cisco ONS 15454/15327,
OC-48
 Ethernet: Dual Cisco 7609
 Internet: Core Routers, dual Juniper T320, Core Switches, dual
7606 (GigE & 10GigE uplinks), Edge Routers, Juniper m10, m20
and m320.
 Intercity Network
 The Carolinas fiber ring extends from Charlotte to
Greensboro/Winston-Salem, Raleigh/Durham and Fayetteville.
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tw telecom Product Portfolio
Providing Regional, National and International Services
Ethernet Service Suite
2M to 10G – Native Ethernet over Shared and Dedicated Platforms
Point-to-Point, Point-to-Multipoint, Multipoint Meshed
IP, Security & Data Services
MPLS, Internet Access, Converged - Scalable to 10 Gig
One of the 10 most connected networks worldwide
Private Line Transport, Wavelengths
DS-1 to OC-192, 2.5 & 10 G Wavelengths
Dedicated or Shared SONET and WDM Infrastructure
Voice
Voice, SIP & LD Services
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Co-location & Infrastructure Services
Market leading portfolio
delivers next-generation
platform infrastructure
Direct peering with over
150 national and
international IP providers
Regional optical
networks offer market-tomarket connectivity
Available in Market and
in many OOM locations
Available in most markets
SUMMARY, QUESTIONS
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