Ben Edmond may have only joined FiberLight as the provider's Senior Vice President of Sales and Marketing in March 2008 after running consulting firm Telecom Inventory, but his history with the company runs deep.
During the telecom heyday, Edmond worked for Xspedius Communications (formerly ACSI Network Technologies/e.spire) for over eight years. Founded in 1993-three years before the landmark FCC 1996 Telecommunications Act--ACSI built out a 30 market competitive telecom network primarily in the Southern half of the U.S.
Today, Edmond's role is no less challenging. He currently oversees a national carrier and enterprise sales team in 15 metro markets, not to mention conducting daily operations in customer and account development and service in addition to managing all customer proposals, and pre- and post-sales activities.
Some of the hot areas Edmond said FiberLight is pursuing include Ethernet access and wireless backhaul. Just this past week, FiberLight won a contract to provide wireless backhaul services to Clearwire in Washington, D.C., Maryland, Texas and Florida.
"A significant amount of investment is going on in wireless backhaul and FiberLight is no different than the other carriers out there and participating where we can understand that the economics don't always make sense and pick areas that do make sense to leverage our fiber networks," Edmond said. "We feel we have a nice competitive advantage in the fact that we have such a broad reach in the markets."
Hand in hand with wireless backhaul and wholesale overall is Ethernet, of course. Understanding that it's an IP-centric world its wholesale carrier customers are providing their customers access as a more cost effective mechanism to deliver services such as IP/VPNs and VoIP.
"Some of the trends are to look at Ethernet from a point-to-point environment, which has been around for some time, but also get into the Ethernet-NNI (network to network interconnection)-based services where carriers take an Ethernet port as a hub and put multiple customers on it feeding back into that hub," Edmonds said.
To serve those needs, FiberLight's plan throughout the rest of 2010 and into 2011 is to expand the network into new areas to serve its wholesale carrier and large business customer's needs.
In addition to expanding its current Maryland network by more than 105 route miles, FiberLight began a challenging build--one where they will have to use advanced boring equipment because they "are going to hit 40,000 PSI rock"--from Culpeper, Va. to Charlottesville, Va.
"The reality is it's a good time to be in the business, and there are real business reasons to expand the network both financially and from a long-term perspective with expansions in Virginia, Texas and Florida," Edmond said. "We'll continue those trends in 2010 and 2011 with a focus on how do we better support the demand that the wholesale and big bandwidth buyers are pushing our way."