Spirit Communications Deploys EoC to Expand Footprint

CEN Feature (Sep 8 2011) Metro Ethernet

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   Embracing the technological advances that have led to ever increasing Carrier Ethernet capabilities, Columbia, S.C.-based Spirit Communications recently deployed Ethernet-over-copper (EoC) across its primary markets in order to broaden its customer base.

   To date, the CLEC has made a name for itself by providing carrier-grade services to large businesses and state and government offices. However, because Spirit wanted to expand its base and develop an even denser mixture of customers, the company sought out a new means of expanding its footprint,  said Grey Humprhey, executive vice president of Sales for Spirit.

   In a significant start towards achieving its immediate business goals, Spirit has already deployed Metro Ethernet EoC offering in about 20 local serving offices (LSOs). Long term, the company has plans to equip about 20 more LSOs, while planning to continue to serve its anchor tenants via Carrier Ethernet-based fiber connections. According to Humphrey, “in addition to placing new, small-to-medium business customers on our roster, EoC technology enables us to connect them to large CLECs that have footprints outside of Spirit’s area.”

   While a key driver behind the Metro Ethernet EoC offering was to increase revenues, another big driver behind the downmarket push has been the the direct experience and influence of CLEC’s president and CEO Robert Keane. Humphrey  says that Keane’s background and extensive working knowledge of EoC was garnered in his position as president and COO at Cavalier Telephone, in Virginia, which was recently purchased by PATEC.

   "Having Robert onboard was a very important differentiator in our ability to pursue our EoC offering,” Humphry said. “From his previous career experieces, he brought firsthand, strategic knowledge about how best Spirit could implement this new service.”  

   Right place, right time

   Even though many small to medium-sized businesses are struggling in today’s economy, Spirit’s expansion  is being met with success. Despite the economic downturn, new customers are being added daily, and the sales teams are meeting their targeted numbers.  This is even more remarkable in a business environment where the CLEC faces stiff competition in all its markets.

   Spirit is holding its own thanks in part to being in business since 1985, says Humphrey. The company became a CLEC in 1993 and now ranks among the 30 largest private companies in South Carolina, with regional offices in Greenville, Charleston and Charlotte, N.C.  What’s more, Spirit is owned by the independent telcos and cooperatives of South Carolina, which have been serving the state for a very long time.

   “Spirit is a very well established business and we work hard to provide exceptional service for a very impressive list of customers ,” says Humphrey. “Because we share with potential smaller business customers how we service our larger accounts, and explain, in detail, the types of networks we run for them, we find that our business proposition for EoC is being viewed with greater confidence.”

   Spirit provides and manages South Carolina’s MPLS network for state agencies, universities, K-12 schools and county governments. It also provides IP telephony services over the network and manages the state’s PBX.

   
   

    

    

    

    

    

    

    

    

    

    

    

    

    

    

    

    

    

    

    

    

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