Bandwidth.com Offers Aggregated Approach To Carrier Relations

The communications service provider has developed a program that cuts through what many solution providers call carrier nightmare,shoddy support coupled with no visibility with orders and installations.

About three years ago, Bandwidth.com developed a system for buying bandwidth from carriers and now allows solution providers and customers to view the life cycle of the purchase, from order placement to installation and ongoing support.

An order placed through Bandwidth.com is installed within an average of 30 days, compared with an industry average of 45 days.

"We take the pain away," said Henry Kaestner, CEO and co-founder of Bandwidth.com, Durham. "The sales rep at a carrier is often inexperienced, and all they are about is closing a deal. Once they hang up, the SMB doesn't know where an order stands or how to find out why it's delayed."

The Web-based installation and pricing-tracking system is free to partners and also allows solution providers to private-label the service. Bandwidth.com is paid by carriers for connectivity services and shares a percentage with the partner. Partners stand to make a percentage of the monthly connectivity fee on a T1 line, which costs $875 a month, or on a T3 line, which costs up to $8,000 a month, he said.

"It's a great way for solution providers to stop losing business to carriers," Kaestner said. "Carriers have started selling hardware and professional services, which cuts into VARs' businesses. Now VARs can offer a full package, including connectivity, that they can get set up more easily and faster than if the customer or partner worked directly with the carrier."

Bandwidth.com is an agent for 15 carriers and has signed up 20 solution provider partners as of September. Alphanumeric Systems, a 24-year-old systems integrator, works with Bandwidth.com.

"We've tried working directly with telcos in the past, and it was a nightmare," said Tim Finnegan, security practice manager at Alphanumeric Systems, Raleigh, N.C. "Their programs were half-baked and not supported well. Bandwidth.com made it real easy to quote bandwidth for our customer."

Another benefit is the ability to service customers with multiple locations without dealing with multiple carriers, he said.