Cogent's Sprint Fiber Deal
Former Manager at Cogent Comunications
inpractise.com/articles/cogents-sprint-fiber-deal
Former Manager at Cogent Comunications
The executive has 25 years telecommunications experience and is a Former Manager at Cogent, now selling wholesale services at Windstream.
Interview Transcript
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Smart people buy dumb pipes; I’ll undercut anyone by 50%. That’s the mantra of the business. You said it’s not a price competitive market, which is really interesting. If it’s more architecturally based and the customer are building networks and not just buying a commodity, like IP transit, how much does his negative basis matter? That’s one of my questions. Yes, you have a great cost structure; yes, you can offer the lowest price, prices that others don’t want to touch. But maybe your routes suck.
Keep in mind the kind of customers we are dealing with. We’re talking about the Amazons and the Googles. That is a different mindset compared to a regional wave customer or smaller end customers. That is not the general rule, because price does matter to a certain degree. At the same time, some of the largest content providers are not getting waves for a dirt-cheap price, compared to the market. They are paying $2,300, $2,400, which is very much the market price. It’s not extremely low and it’s not high.
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