Part II: A simplified experience

FierceTelecom: So at the end of the day it's easier for smaller carriers to work with someone like Mammoth to get necessary access circuits?

Worthen: Look at the turmoil going on in the RBOCs. Take a look at CenturyLink's acquisition of Qwest. We pick up a lot of business when it's left on the table by these larger companies--period.

FierceTelecom: One of the other industry shifts that went on in 2010 was ongoing consolidation amongst a number of competitive and Tier 2 providers, including CenturyLink's proposed acquisition of Qwest Communications. As a reseller of Qwest's DSL service, how does this marriage affect Mammoth?

Worthen: I think we'll start doing more business with regional providers or dark fiber providers. Qwest is by far our largest vendor. They actually take a lot of smaller opportunities because they are short staffed in their nationwide product so they'll toss those over the fence to us. It's a great relationship we have, and the fact that we can do business with a larger company and interpret that for our smaller customer is really where people are coming to us.

FierceTelecom: Mammoth had a number of its own network upgrades throughout 2010. Can you shed some light on those upgrades and what value they bring to you and your customer base?

Worthen: We're facilities-based, meaning that we'll stick our own racks in and light our own fiber or we'll accept a finished product and put it into a mux or a switch. We'll operate POPs in places such as Seattle, Wash. and Denver, Colo. In 2010, we doubled the capacity on that ring and we're making a major upgrade it on it this year as well. We also added a POP in Atlanta, Ga. to better serve a couple of our customers down there. One of the significant upgrades we also made was in Albuquerque, N.M. so we could serve a phone company down there. Then, we just added a number of racks across our network to support overall private line and DSL growth.

FierceTelecom: One of other banner customer wins in 2010 was with dash Carrier Services. How big of a deal was that for Mammoth and your use of CWDM?

Worthen: The dash opportunity was unique. We had known them for a long time through a few iterations. Over the years, they realized that we had data down really well and they had voice down pretty well. They do wholesale voice and we do wholesale data so it's a great relationship where we do a lot of cross marketing and we talk to each other's customers from time to time. In this environment, even though voice, data and Ethernet exchanges have made great strides, the bottom line is you can't bring your own broadband to a voice connection and expect 100 percent success. There's many times their customers will say they need connectivity to the dash network. We had a DS-3 between us initially and rather than upgrading a GigE, we lit our own fiber between the two of us from our location in the Qwest CO and their location at the Level 3 POP in Denver. We purchased a dark fiber lease and lit it with CWDM so whenever we need another GigE or an OC-12, we just put in a small form pluggable (SFP) and upgrade it. It's a nice product to have considering that relationship is so reciprocal.