GTT's Calder: 'We're the attacker' when competing with Tier 1 telcos

Rick Calder, CEO of GTT

GTT sees nothing but growth on the horizon as it pursues task orders via the General Services Administration (GSA). And now, with a seat on a Defense Department contract, the provider can compete with AT&T, CenturyLink, Level 3, and Verizon in the government IT space.

GTT was invited in late 2015 to participate in the U.S. Department of Defense's DISA (Defense Information Systems Agency) services contract to compete for contracts worth up to $4.3 billion. The new contract is focused on providing telecom network solutions and services that support the transmission requirements of DISA's enterprise-level infrastructure.

Through this win, GTT is lined up to compete with AT&T, CenturyLink, Level 3, and Verizon, which also can participate in DISA service task orders.

Rick Calder, CEO of GTT, told FierceTelecom that the service provider has the potential to shake up the status quo of a market traditionally dominated by Tier 1 carriers like AT&T and Verizon.

“I hazard to guess the other large players are worried about us,” Calder said. “Most of the other seven bidders were the traditional bidders that were there already and we’re the new player and the only player that has global assets.”  

Calder said that unlike the traditional players, GTT has no existing legacy revenue to maintain.

“We think we’re well positioned once the IDIQs [indefinite delivery/indefinite quantity, a contracting term] begin rolling out,” Calder said. “We have almost no share today so it’s not as if we’re looking to protect the existing base, so we’re the attacker.”

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The DISA contract is only one element of GTT’s growing public service momentum. Earlier this month, GTT was awarded an Information Technology Schedule 70 contract with the GSA. Schedule 70 is the largest contract acquisition vehicle in the U.S. federal government, providing government agencies with direct access to products and services from over 5,000 industry partners.

Calder said getting a seat on the GSA Schedule 70 schedule will enable it to expand its public services revenue base.

“On the heels of winning the global services contract last year for the Department of Defense, which addresses services outside of U.S., we felt now was the time to take that government team and spend a little more time on domestic agencies,” Calder said. “We do think we now have a nice hunting license to win some business from the domestic civilian agencies.”