Monnie McGaffigan may have only become Sprint's (NYSE: S) Vice President of Wireline, International and Strategic Alliances in December 2010, but she's got plenty of experience to tackle the role.
Working for Sprint since 1987, McGaffigan previously held the role of regional VP of enterprise accounts, where she oversaw 500 of Sprint's largest revenue producing accounts that delivered $2.8 billion in annual revenue from wireline and wireless products.
In her current role, McGaffigan oversees Sprint's wireline platform strategy for capital investment and for providing sales and operations support. McGaffigan also drives the solution alliances and partnerships with hardware and software vendors including Cisco (Nasdaq: CSCO), IBM (NYSE: IBM) and Microsoft (Nasdaq: MSFT).
McGaffigan and her team have faced the ongoing challenge of illustrating to channel partners and even enterprise customers that while Sprint/Nextel may be known today as one of the most prominent wireless operators, the service provider hasn't completely abandoned its wireline roots.
Leveraging its global IP/MPLS and a growing metro network to deliver services such as traditional Ethernet and IP/MPLS VPNs, SIP Trunking, and Unified Communications (UC), Sprint's wireline unit had become somewhat overshadowed by the company's drive to see more wireless after purchasing the former Nextel in 2005.
That started to change in mid-2010 when Sprint decided to put a more concentrated effort on the wireline segment. This effort included having the wireline and wireless field managers support channel partners, meaning that wireline agents would be supported on wireless deals from the wireless channel sales organization.
Along with changing the way Sprint's wireline team deals with agents, McGaffigan has been developing a number of new UC services that leverage the strengths of both its wireless and wireline portfolio through partnerships with other providers such as Call Tower and Smoothstone. Each of these offerings is integrated with Sprint's wireline-based IP/MPLS and wireless networks.
Along with ramping up its UC capabilities, Sprint has been expanding its telepresence capabilities. In June, Sprint entered into a partnership with Tata Communications (NYSE: TCL) where it will extend the Indian provider's telepresence services to its enterprise customer base.
While McGaffigan and her team may have a lot work to do to get more enterprises and agents to think about Sprint as a sound wireline choice, her experience will likely help the service provider achieve those goals.