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Interview with Steven Curtis, Vice President of Sales and Service, Americas

Q. Telco Systems just launched a Price/Performance challenge.  Can you tell us how this program came about? A. As with many of my ideas, it started with our customers. I have assembled a team that is very consultative in their approach and really tries to address the needs of the customer, which has been very successful for us.

Perhaps the defining moment however was when we were working with one of our partners in Canada on an RFP.  Having reviewed our information and that of our competitors, they commented that we had the best solution and price.

Q. Do you have any examples of how customers have realized better investment value by using Telco Systems’ solutions?

A. Sure, a few.  Recently we competed against a Tier One Manufacturer at a major MSO in the US.  It was the typical David versus Goliath.  In the end, the MSO found that our Aggregation and Demarcation system, in conjunction with our mediation management platform, was ideally suited to their needs…and naturally it was less expensive.

Telco Systems also beat out two Tier One Manufacturers at a major CLEC with our 10GigE aggregation switch.  Not only were we much cheaper, but the fact we were able to respond to a few additional features and deliver these quickly really helped win the deal.  You just don’t get that from the Big Guys unless you are Verizon or AT&T.

Lastly, there is Douglas County PUD.  Ben Carter had reviewed our FTTH solution and found that independently our gateway and aggregation switch offered the features and quality he was looking for.  During the bid process, he was also able to recognize capital investment savings. The greatest value to Ben and Telco Systems however is in the overall solution and the partnership we have formed.

Q. What kind of responses are you getting to the promotion?

A. The response had been tremendous.  I think the look and feel is a little more edgy than what people have seen from Telco Systems in the past, and they appear to like it.  I also think that customers are more money conscious today and they are getting tired of paying too much from the Big Guys and not receiving the support they really desire.

And for the folks that are filling out the form only to win free gift, please remember that you need to go through the challenge first.  Also for those that are entering simply to entertain us… thanks, we’ve enjoyed your creativity.

Q. What can participants expect after they submit their challenge request?

A. A prompt reply from one of our sales representatives and/or sales engineers who will listen to their needs and look for ways to help…okay and try to sell.  This is not intended to be a hardcore sales pitch.  It’s simply a way to have some fun and look for that ever elusive win-win scenario everyone talks about.

Q. How long do you plan to run the promotion?

A. Until our customers and prospects stop responding so favorably.  We’re having fun with it and it appears that they are as well.  We’ll know when it’s time.