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To: bob zagorin who wrote (2168)	3/25/2004 11:46:45 PM
From: tech101	Read Replies (2) \| Respond to of 2772

Notes from Reading Current Analysis Report on Broadwing (BCI) March 24, 2004 Current Analysis is a subscription service, which is available at www.currentanalysis.com . 1. Mentions that BCI enterprise competitors are AT&T, MCI, Sprint, Verizon and SBC. Mentions that these competitors should stress their global reach when working with potential customers. 2. Mentions that BCI wholesale competitors are Level 3, Qwest, Wiltel and Global Crossing. 3. Claims that BCI differentiates itself from competitors on its competitive pricing, high-quality customer service and ability to provision rapidly. 4. Mentions that BCI has an initiative, called "Wedge" Sales Strategy. Approach is based on winning a small RFP with a large enterprise customer, with the goal of increasing the number of services to these customers. Largest customers are Bank of America, CNN, Avon and Mazda. BCI currently has less than 1% of enterprise market. Mentions that Tier 1 competitors should stress that they don't need a "wedge" strategy, since they already have proven themselves as full service providers. 5. BCI targets enterprise customers with 20 or more offices around the country. BCI is beginning its foray into mid-market enterprises. These companies are ones with 100 - 10000 employees and average monthly communications spending of at least $20,000. 6. Wholesale carriers are claimed to be 1/3 of BCI revenues. Mentions that BCI has less than 1% of wholesale carrier market, although it sells to an estimated 80% of North American Service Providers. 7. Thinks the Focal acquisition will reduce its reliance on incumbent LEC's for local fiber connectivity. 8. Mentions that Focal metro fiber exists in nine of the largest US markets, including New York, Dallas, San Francisco, Los Angeles, Philadelphia, Detroit, Chicago, Seattle and Washington DC. 9. Current Analysis lists BCI with a positive perspective in ATM, Data Network Services, Frame Relay, Local exchange and Private Lines. All other markets are listed as "neutral". Labels BCI as a 2nd tier carrier, with an emerging status in IP-VPN and Long Distance. All other markets are listed as "established". Current Analysis calls the momentum and Vision for all markets to be "neutral", except for Data Network Services, which is called "Neutral/Positive" and Private Lines, which are given the category of "Positive". 10. Feels the Covad relationship (BCI being a Covad DSL reseller) helps BCI achieve its goal of increasing its Metro Access. Of course, Focal acquisition helps BCI achieve that same goal. 11. Claims that even with Focal acquisition that BCI will have to invest in more metro fiber. Feels that if BCI does not invest in metro fiber , they will suffer from higher costs and slower provisioning times. Mentions that national competitors should point out that they don't need to buy metro assets, as they are already in place. 12. Thinks BCI needs to grow market share quickly and attain some operational profitability. 13. Does mention that "Broadwing does have a top notch optical network, solid core products and a dedicated customer list." 14. Mentions that BCI's MultiConnect has become one of BCI's most successful services. This is a point to multi point private line service, which provides enterprises with a service that looks and acts like a private line, but at a lower price. 15. Mentions that large enterprises should consider BCI in their RFP's, because of it's high quality network, customer service and lower prices. Also discusses that carriers should consider selecting BCI for diversification and redundancy. rbcpa.com