tw telecom - Mike Rouleau, Senior VP of Business Development - Top 10 BSPs

tw telecom may have a new look after it retired its former namesake Time Warner Telecom last year, but what hasn't changed is its dedication to a converged service strategy. 

This converged service strategy, as Mike Rouleau, Senior VP of Business Development for tw telecom, describes is a three-part strategy to help business owners get more functionality from one common pipe.

"Our strategy has been focused on how can we consolidate and collapse their backbones and give customers a converged network where they don't have to have parallel networks," he said. "Give them more scalable bandwidth through Ethernet technology and give them more managed service to help free up some of the capacity they have in their business whether it is simple network capacity or IT resources." tw telecom's strategy has been resonating with various vertical market segments, including healthcare, education, finance, and increasingly government, with network wins from the Air Force.

One of the major service selling points in tw telecom's service portfolio is Ethernet. As its business and wholesale carrier customers migrate from legacy Frame Relay and ATM-based services, they are leveraging Ethernet and its ability to scale rapidly as an access mechanism for various services including disaster recovery and access to MPLS-based network services. "We have really tried to focus on Ethernet to deliver that bandwidth to a customer," Rouleau said. "What we have seen is continued growth in 100 Mbps and higher services, including 1 Gbps to 10 Gbps connections as a lot of customers are focused on data center connectivity."  

tw telecom's Ethernet efforts are paying off. According to a recent Vertical Systems Group report on U.S. Ethernet retail ports sold, Time Warner Telecom came in third on the analyst firm's list--trailing only, gasp, AT&T and Verizon. But as customers look to open offices in other regions, tw telecom is following suit by expanding its international service base. 

In August, tw telecom expanded its IP/VPN into 64 new countries by adding more MPLS network connections. Rouleau points out that it's not the provider's intention to build out to every location, but rather complement its current network through other carrier partnerships to fill needs that aren't in its 75 market footprint.
"Our strategy internationally is to build a stable of providers that can deliver cost effectively on their own network an MPLS service out to that customer location," he said. "Some of the things we're doing differently with our international Network to Network Interconnection (NNI) strategy are really carrying through the five classes of service through a carrier partner and making sure they're able to deliver those five classes of service so it looks the same on the customer end."

tw telecom - Mike Rouleau, Senior VP of Business Development - Top 10 BSPs