Mike Daniel's appointment as the VP of Carrier Sales for Integra Telecom's Electric Lightwave wholesale division came as part of a foundation the service provider began when it purchased the company in 2006 to build up its metro retail and wholesale fiber holdings.
Of course, Daniel is hardly a stranger to company transitions. Prior to his latest position, he oversaw Integra's Oregon operations as that region's Vice President. Earlier, he spent 10 years with Electric Lightwave before taking on a SVP role at Integra.
Integra has used the purchase of both Electric Lightwave and later Eschelon in addition to its own organic efforts bolster its ability to serve a larger group of wholesale and larger regional enterprise customers like hospitals.
Traditionally focused on providing services to small to medium sized businesses (SMB), Integra set a goal to "increase the focus on enterprise market segment and expand wholesale carrier business."
In 2011, the service provider committed $100 million to enhance its network holdings. As part of that budget, the service provider conducted 52 projects, 31 of which were to extend fiber into new buildings and 21 are capacity augments at existing on-net sites.
On the wholesale side, the service provider hired more employees on its account management in 2011 to increase its presence in the wholesale market.
Daniel's wholesale division offers a wide mix of services for service providers including: Ethernet (E-Line), optical private line (both traditional TDM and Ethernet Private Line), Dedicated Internet Access (DIA) and ISDN-PRI voice services.
Not surprisingly, a key aspect of the wholesale division is wireless backhaul. The service provider has over 180 wireless towers built, under construction or planned.
While Integra's wholesale division only makes up an estimated 12 percent of its revenue mix, having the support of new CEO Kevin O'Hara, a fiber-centric executive who helped found Level 3 Communications (NYSE: LVLT), Daniel has an even better chance of making Integra a larger household name in the rapidly consolidating wholesale services market segment.