2010 Buyers Guide - Broadband Properties

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EDITORIAL DIRECTOR
Scott DeGarmo
PUBLISHER
Nancy McCain
nancym@broadbandproperties.com
Corporate Editor, BBP LLC
Steven S. Ross
steve@broadbandproperties.com
Editor
Masha Zager
masha@broadbandproperties.com
ADVERTISING SALES
Irene G. Prescott
irene@broadbandproperties.com
Marketing Specialist
Meredith Terrall
meredith@broadbandproperties.com
DESIGN & PRODUCTION
Karry Thomas
Contributors
Joe Bousquin
David Daugherty, Korcett Holdings Inc.
Richard Holtz, InfiniSys
W. James MacNaughton, Esq.
Henry Pye, RealPage
Bryan Rader, Bandwidth Consulting LLC
Robert L. Vogelsang, Broadband Properties Magazine
Broadband Properties LLC
PRESIDENT & CEO
Scott DeGarmo
SENIOR VICE PRESIDENT
CHIEF FINANCIAL OFFICER
Himi Kittner
VICE PRESIDENT,
BUSINESS & OPERATIONS
Nancy McCain
Audience Development/Digital Strategies
Norman E. Dolph
CHAIRMAN OF THE BOARD
Robert L. Vogelsang
VICE CHAIRMAN
The Hon. Hilda Gay Legg
BUSINESS & EDITORIAL OFFICE
Broadband Properties LLC
1909 Avenue G
Rosenberg, Tx 77471
281.342.9655, Fax 281.342.1158
WWW.BROADBANDPROPERTIES.COM
Broadband Properties (ISSN 0745-8711) (USPS 679-
050) (Publication Mail Agreement #1271091) is published
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Properties LLC, 1909 Avenue G, Rosenberg, TX 77471.
Periodical postage paid at Rosenberg, TX, and additional
mailing offices.
POSTMASTER: Please send address changes to Broadband
Properties, PO Box 303, Congers, NY 10920-9852.
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25542, London, ON N6C 6B2. Copyright ©2005 Broadband
Properties LLC. All rights reserved.
Editor’s Note
What Will A
Next-Generation
Network Cost?
Could a nationwide fiber buildout really cost
$350 billion, as the FCC said? Not likely.
In September, Federal Communications
Commission staff presented an
interim report on the National Broadband
Plan, which is due out in February.
Of the 168 slides in the report, a single
number was widely publicized: $350 billion
to provide 100 Mbps connections for
everyone in the United States.
The steep price, many people said,
eliminated fiber to the home as a national
broadband strategy and 100 Mbps connectivity
as a national goal. One publication
called the number “jaw-dropping.”
Our jaws dropped, too, but not because
we thought fiber was unaffordable.
A year ago, in an open letter to the
incoming administration, Broadband
Properties estimated the cost of a nationwide
fiber buildout at $150 billion. We
see no reason to revise that estimate.
David Russell, solutions marketing
director at Calix (www.calix.com) and
incoming chairman of the Fiber-tothe-Home
Council, recently traveled to
Washington to give the FCC more realistic
numbers on which to base policy.
Essentially, the FCC had assumed that
everyone in the United States lives in a
rural area. In fact, Russell pointed out,
more than three-quarters of unfibered
households are in densely populated areas
where they can be reached by fiber at
relatively low cost.
To construct a better estimate, Russell
used an FTTH cost model developed by
the consulting firm CSMG (www.csmgglobal.com),
which he extended to lowerdensity
areas. He eliminated 2.6 million
households in areas with five or fewer
housing units per square mile as being
unsuitable for FTTH. For the remaining
108.4 million unfibered households,
he estimated a total of $206 billion, or
a little less than $2,000 per household.
This averages $1,350 per urban and suburban
household (Verizon’s costs) with
rural per-household costs of $3,840.
Russell’s numbers are far more realistic
than the FCC’s. However, in trying to err
on the side of caution, Russell made several
assumptions that may have boosted
his cost estimate. First, he assumed Verizon’s
costs would be applicable to other
urban and suburban areas. But Verizon is
replacing long copper loops; millions of
homes are now very close to fiber and can
be connected at lower cost.
Second, some households will not
subscribe to fiber-based services even if
they are available, so we can subtract the
cost of connecting these nonsubscribing
homes (even if we include the cost
of passing all homes). Finally, $3,840 per
household in rural areas assumes an average
density of six homes per mile – but
six hpm is actually the minimum density,
once we exclude areas unsuited to fiber.
That’s why BBP is sticking to its $150 billion
estimate.
Even more important, the $150 billion
(or $200 billion or $350 billion) isn’t
all public investment. The vast majority
can be private. Although public subsidies
and other incentives are needed in
some areas, the drain on the public purse
shouldn’t be large.
By publicizing the $350 billion estimate,
the FCC has made universal fiber
broadband appear out of reach, potentially
setting back the goal of building
a next-generation infrastructure in the
United States.
Masha@broadbandproperties.com
2 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

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MFH2 or MFH3 capable property. Plus, an HD Access fee ($10/mo.), HD Receiver (H20, HR20 or greater), HD television equipment, and a qualifying programming package are required. Number of HD channels
varies by package. †† “Dolby” and the double-D symbol are trademarks of Dolby Laboratories. ^Based on Broadband Properties Top 100 Companies list 2009. INSTALLATION: Standard professional installation only. Custom
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to change at any time. Pricing residential. Taxes not included. Receipt of DIRECTV programming subject to DIRECTV Customer Agreement; copy provided at directv.com/legal and in first bill. ©2009 DIRECTV, Inc.
DIRECTV and the Cyclone Design logo are registered trademarks of DIRECTV, Inc. All other trademarks and service marks are the property of their respective owners.

Table of Contents
DEPARTMENTS
Editor’s Note . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
The Bandwidth Hawk . . . . . . . . . . . . . . . . . . . . . 6
BBP Marketplace . . . . . . . . . . . . . . . . . . . . . . . .80
Advertiser Index . . . . . . . . . . . . . . . . . . . . . . . .84
Calendar . . . . . . . . . . . . . . . . . . . . . . . . . . . . .84
Technology
2010 Buyers Guide to Broadband Technology | 32
Companies supplying the products and services needed to build
ultra-broadband networks and deliver advanced services.
Special Report: Broadband
and Economic Development
Broadband Is Good …
But International Mileage May Vary | 54
By Steven S. Ross ■ Broadband Properties
Professors, regulators and telecom executives discuss broadband
policy at Columbia University. Applying the lessons of one country
to others is difficult, they agree.
In a Remote County,
FTTH Is a Lifeline to the World | 62
By Masha Zager ■ Broadband Properties
Cook County, Minn., is becoming increasingly isolated. A proposed
countywide fiber-to-the-home network promises to make
the county again a good place to live and work.
The Impact of Genuine
Broadband on Australia | 64
By Centre for International Economics
The ambitious nationwide fiber network project in Australia could
give that country’s economy a significant boost, says a new study.
Broadband and the Economy:
The Big Picture – In Short | 67
A roundup of recent findings about broadband and economic conditions
worldwide.
Texas Cooperative Spurs Economic Growth | 71
By Steven S. Ross ■ Broadband Properties
GVTC, Texas’ largest cooperative, helps foster growth in the San
Antonio area with true business-quality broadband.
Opinion
To Make Business-Class Broadband
More Affordable, Open the Networks | 76
By Anthony Hansel ■ Covad Communications Company
What the nation’s largest competitive carrier told the FCC about
promoting business growth through broadband.
Broadband Apps
New Sources of Revenue For Service Providers | 78
By Masha Zager ■ Broadband Properties
What’s beyond the triple play? Here are two new directions: selling
tech support to customers and and selling IPTV “in the cloud” to
other providers.
IN THIS ISSUE
Provider Perspective
Do You Use Market Segmentation? Bravo! | 8
By Bryan J. Rader ■ Bandwidth Consulting LLC
Knowing what the Speedsters, Sports Fans, Slowskys and other
market segments are looking for will help you devise the right service
bundle for each group.
Owners Corner
Assessing the Value of a
Marketing Agreement | 10
By Henry Pye ■ RealPage and Mark Bershenyi ■ Archstone
Marketing agreements incur costs as well as revenues for property
owners. To evaluate an agreement, examine both sides of the ledger
with equal care.
Metrics
Standardizing Infrastructure Design | 12
By David Daugherty ■ Korcett Holdings
To deliver consistent Internet service across multiple properties,
owners must standardize their infrastructure. The process starts
with procurement.
Why We Need More Fiber
Telework Day Generates Savings in Virginia | 14
Thousands of employees stayed home to work for a day. They saved
time, money and gasoline – and got more work done. The number
one requirement for teleworkers is great connectivity.
Fiber Deployment Roundup
One Size Doesn’t Fit All | 16
By Masha Zager ■ Broadband Properties
Fiber-to-the-home deployers have many new options for configuring
networks – and that means more and better business cases for fiber.
– Digital edition bonus section: International Deployments –
Municipal FTTH Deployment Snapshot
LENOWISCO Planning District Commission
and Sunset Digital Communications | 26
Not long ago, Southwest Virginia was tobacco country. Today, it’s
home to a growing knowledge industry. What made the difference:
municipal fiber.
Property of the Month
The Residences at Oella Mill, Md. | 28
By Joe Bousquin ■ Contributing Editor,
Broadband Properties
A 200-year-old textile mill gets a new life as an upscale, fiber-wired
condo – and helps to revive an economically depressed town.
FTTH Conference Coverage
Highlights of the Houston FTTH Conference | 48
A BBP Staff Report
The broadband stimulus program and fiber to the home; telemedicine’s
vast potential; how providers successfully deploy fiber.
BUT WAIT…THERE’S MORE!
The Digital Edition of Broadband Properties now includes free onlineonly
bonus material. International news, extra photographs and
other features are now available to supplement the print edition. Visit
www.bbpmag.com/bbponline.php to see this month’s Digital Issue.
4 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Choosing the right
teChnology Can be the
hardest part of your job.
thankfully, it Can be
the least of your worries.
The service provider industry is always changing.
At any given time there are countless applications
emerging, all claiming to revolutionize the way
you do business. But do you really have the time
to investigate each one? How do you upgrade
your copper or fiber network to Triple Play,
without starting over? Shouldn’t you be able to
focus on managing your own business instead?
That’s why we’re here. We research all promising
technologies and offer objective advice based
on actual experience. We work with the best
suppliers to stay on top of the latest applications.
We provide scalable solutions because
you need options to satisfy your customers’
diverse needs. For decades, our nationwide
distribution network has been here to help service
providers build their businesses. Now, we’re ready
to help you build yours.
for triple play osp solutions and to request adC’s new publication, The Book on FTTX, visit graybar.com/adC

1101010010_THE_BANDWIDTH_HAWK_0101101011
Yes, Ultra-Bandwidth
Helps the Economy!
No economic model can prove (yet) that more bandwidth provides more
economic benefit. But common sense can.
By Steven S. Ross ■ Broadband Properties
This year’s annual economic development
issue coincides with the
Federal Communications Commission’s
effort to justify a greater government
role in bringing broadband to
more Americans – and teaching Americans
to use it. The National Broadband
Plan, required by last February’s stimulus
law, is due in February 2010.
Government must weigh costs
against benefits as best it can and measure
those costs and benefits against
other pressing uses for scarce resources.
Would you prefer broadband or better
health care?
Ultra-bandwidth advocates, including
me, assume there is little need for
detail about costs, benefits and competing
uses for bandwidth because the economic
payback for broadband in productivity,
new jobs and creation of entirely
new industries is immediate. That is, the
pie gets bigger no matter how you slice
it. Money makes money.
Besides, other countries are already
investing in broadband (as documented
in my report in this issue on a recent
conference at Columbia University).
Said FCC chief Julius Genachowski at
the FCC’s monthly meeting in November:
“This focus on broadband is a reflection
of a recognition that the U.S. is
lagging behind.”
By saying great detail is not needed,
I do not call for abandoning common
sense. At the Columbia conference,
policymakers worried that although
we know bandwidth is good, we do not
know for sure that a lot of bandwidth is
better. That’s because fiber to the home
About the Author
Write to the Hawk at steve@broadbandproperties.com.
has not been around long enough to
show a clear effect at the national level,
even though plenty of examples suggest
that FTTH attracts businesses locally.
But there’s better proof. Look what
happened in the last month alone:
• Cloud computing for the masses.
Google released the source code for
its Chrome OS. Instead of the operating
system’s having a browser, the
browser in Chrome OS is the operating
system. Most user data and
applications are encrypted and accessed
online. User devices depend
on networks for maximum utility,
even though they can operate off the
network – the small Linux-based OS
reinstalls on the user device at the
first hint of malware, too.
• More smart phones. Android, another
Linux-derived, open-source
Google product, has migrated from
a few phones available on the T-Mobile
network to Verizon and other
carriers. Smart phones put enormous
bandwidth demands on wireless
systems; thanks to the iPhone,
AT&T reports its data transmission
volume has increased 50-fold in just
two years.
• Comcast’s video acquisitions. The
cable provider moved to acquire content
from what were once broadcastoriented
networks, signaling a new
business model: Comcast is preparing
to move much of its content to
the Web, for a price.
Technical barriers still exist. Developers
for Android, for instance, complain
that the smart phones to which
they must tailor their apps vary in processor
speed, network speed, screen size
and color depth. Lightweight, cheap
(they’re talking $50) “smartbook” laptops
will add to the confusion. But I
usually travel with a pre-netbook Fujitsu
U810 laptop/tablet with a 1024 x 600,
6-inch screen and full (but tiny) keyboard.
I use it to take notes (it reads my
handwriting better than I can) and as a
phone (Skype, Vonage Softphone and
Google Talk).
Because its Vista OS takes seven
minutes to boot and four minutes to
shut down, and spends an enormous
amount of time updating itself, even a
limited Chrome OS would be a blessing.
I get the Wall Street Journal on paper,
but because I travel so much, I find myself
doing fully half my WSJ reading on
my year-old Android phone.
All this certainly improves my productivity.
I can edit images, and even video,
on the U810, and I can edit Microsoft
Office files on my phone. Yes, I have an
8.9-inch machine as well, and I crave an
even bigger screen in a lighter package.
In short, I want what only a ubiquitous,
speedy network can give – and the more,
the better. Don’t we all? BBP
6 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Provider Perspective
Do You Use Market
Segmentation? Bravo!
Bravo became an overnight success by catering to several highly specific
market segments. Private cable operators can follow the same approach.
By Bryan Rader ■ Bandwidth Consulting LLC
Not long ago, Bravo was a sleepy
channel at the bottom of the
cable lineup. Today, it is a “gotta
have” network across the United States.
How did it leap ahead of competitors
to go from a back-burner channel to a
front-runner? Its success is due to its new
president, Lauren Zalaznick, who took
over the channel in 2004.
Zalaznick divided her core audience
into five segments. As she explained to
SUCCESS magazine, “We put behavioral
modeling around these segments;
we thought about what they’d like to
see, what they like to watch, what they
do every day.”
By segmenting the audience, Bravo
created such hits as “Real Housewives,”
“Top Chef,” “Millionaire Matchmaker”
and “Flipping Out.” I know I’m not in
any of Zalaznick’s market segments, as I
haven’t seen these shows! But you have
to love her ratings success. Segmenting
helped create hit shows to attract each
audience. The same concept that worked
for Bravo will certainly work for us.
Market segmentation is not a new
concept, but it may be important for private
cable operators (PCOs) as we plan
for next year. Lately I hear a lot of talk
about one market segment. People are
frantic about customers who have cut
the cable cord, joined Netflix, bought
iPhones and do everything online. Their
entertainment is no longer centered on
the TV. It’s all about the Internet, and
that makes some people nervous.
But wait. This techno-savvy customer
does not represent every apartment
resident we serve. Not everyone has
dumped his or her TV for the Internet.
This group is only one market segment,
and operators should be aware of that.
What about everyone else? I’ll try
to identify our customer types, and I
encourage you to do this exercise with
your management team. It will help
your 2010 planning.
Speedsters are the market segment
transitioning to broadband only.
They are younger residents – twentysomethings,
college students, singles
with roommates, gamers and others.
They may no longer sign up for cable,
partly to save money, but they will pay
for top-shelf speed and quality of service
(QoS). We can customize a plan for
them around speed (maybe including
burstable speeds) and reliability.
The next group is Costco users, who
buy products in large quantities to capture
big discounts. They will buy video,
voice and data, but they expect big savings
for being good customers.
These folks load up on paper towels
and bottled water and take coupons
with them to restaurants. They offer a
great opportunity to sell a lot of services
in a “volume discount” way. Marketing
to Costco users should focus on convenience,
promotional savings and highquality
technical support. They can be
extremely loyal.
Sports Fans make up another segment.
This market segment is huge in
MDUs. These guys own the biggest
HDTV sets and are generally unavailable
on Sunday afternoons during football
season. Their buying decisions are
driven by sports programming and HD
quality. Do we carry the NFL Network?
Do we offer all the hockey games
on Versus? What about pay-per-view
events? These guys want it all and will
pay for it.
A key segment is International.
Lumping all nationalities into one category
may be problematic, but they do
share common demands and needs: international
calling plans; international
channels such Fox Soccer, TV Asia
and Univision; and patient, bilingual
customer reps for sign-up and support.
They provide great word-of-mouth, too.
Finally, there are Slowskys – the
people who say, “I just want it to work.”
Simple, straightforward, not too many
remote controls. Many of these folks prefer
a good analog lineup with a reasonable
broadband speed. In some MDUs,
this can be a very large segment. We
should package services just for them.
Segment your market and build packages
that suit each segment. It worked
for Bravo; it will work for us. BBP
About the Author
Bryan Rader is CEO of Bandwidth Consulting LLC, which he founded in 2007 to
assist providers with their performance in the multifamily market. Prior to starting
Bandwidth Consulting, he founded and ran private cable operator MediaWorks for
10 years. You can reach Bryan at bryanjrader@yahoo.com or at 636-536-0011.
Learn more at www.bandwidthconsultingllc.com.
8 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Owners Corner
Assessing the Value of
Marketing Agreements
When you evaluate a new marketing agreement for telecom services,
remember to consider costs and liabilities as well as revenues.
By Henry Pye ■ RealPage and Mark Bershenyi ■ Archstone
When owners enter into marketing
agreements for voice, video
or high-speed Internet, they
tend to focus on the upfront payments
and ongoing revenue shares or commissions
that providers offer. Until recently,
the costs related to owner responsibilities
were minor.
Today, however, failing to consider
these costs is a serious oversight. Owners
must not overlook the costs associated
with contractual obligations, particularly
wiring responsibilities and the
value of complimentary and discounted
services in the office and amenity areas.
In the last issue, we discussed the
quality of coaxial cabling in multifamily
communities and quoted an estimate by
Mike Kolb of Connexion Technologies
that the cost of rewiring coax ranged
from $225 per unit when all units are
rewired at once to more than $350 for
an individual unit.
The cost of rewiring twisted copper
is similar. Historically, service providers
didn’t expect twisted copper infrastructure
to do much more than carry
voice traffic. However, AT&T’s U-verse
and other DSL-based services, as well as
FiOS and certain direct broadcast satellite
systems, demand more than most
multifamily twisted copper wiring can
support without significant effort.
To cap their expenses, many providers
now place owner wiring specifications
in new marketing agreements. In most
cases, they specify Category 5e twisted
copper and Series 6 coaxial cables, which
existing communities are unlikely to
have. The cost of meeting these wiring
specifications may exceed the revenues
from any new marketing agreement.
Providers may shift wiring responsibility
to owners by inserting language
into agreements that limits or relieves
the provider’s ongoing responsibility.
More often, agreements require owners
to provide wiring suitable not only for
current services but also for undefined
future products and services. Unless
owners catch and challenge these provisions,
they may be contractually obliged
to rewire entire communities.
Given these potential liabilities,
an owner negotiating a new marketing
agreement must determine how the
community is wired, who will be responsible
for maintaining and upgrading the
wiring and how much maintenance and
upgrades will cost.
Free Service Has a Cost
The number, scale and cost of complimentary
and discounted amenityarea
and office services have also risen
steadily. Many new communities have
more than a dozen high-definition televisions
in their amenity areas, along with
complimentary wired and wireless highspeed
Internet access. Good broadband
connections are standard for any leasing
office and the average community uses
more than a dozen phone lines. As these
services increase, so does cost.
Although expanded-basic or other
analog tiers were once sufficient for most
amenity areas, cable companies’ transition
from analog to digital, as well as
new digital-only telco and satellite services,
are making set-top boxes essential
for amenity-area TV. The monthly cost
of these services can easily exceed $100.
Providing wired and wireless highspeed
Internet access in a community’s
amenity areas can cost more than $300
a month. Office broadband connections
may cost anywhere from $150 a month
for a commercial cable modem with
static IP to nearly $1,000 a month for a
T1 circuit. In addition, the average community
spends $700 or more per month
on office and other phone lines.
Thus, total monthly costs for voice,
video and high-speed Internet access
in amenity areas and offices typically
exceed $1,000 per month – which owners
should take into consideration when
they negotiate marketing agreements.
In summary, in order to ascertain
the value of any new marketing and services
agreement, owners must comprehensively
evaluate all revenues, costs and
liabilities. BBP
About the Authors
Owners Corner is written by Henry Pye and industry peers. Henry is vice president
of Resident Technology Solutions for RealPage (www.realpage.com). He can be
reached at Henry.Pye@RealPage.com. Mark Bershenyi is director of contracts for
Archstone (www.archstoneapartments.com). Mark can be reached at MBershenyi@
archstonemail.com.
10 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Faster
In the telecommunications industry, survival of the fittest is based on speed. Not only do providers need a contractor that
can create faster connections for end users, they also need a contractor who can build that infrastructure at the speed
necessary to accommodate outward growth and increasing demand for fiber networks.
Quanta Services is keeping pace. We literally laid the groundwork of the fiber optic network that we’re expanding today
by bringing fiber to the home, node and premise. Add in the experience of more than 14,000 employees working in all
50 states and Canada, and it’s safe to say nobody can mobilize faster or work more efficiently than Quanta Services.
Enlist the speed and strength of Quanta Services to get further, faster.
1360 Post Oak Blvd., Suite 2100 Houston, Texas 77056-3023
Tel: 713.629.7600 www.quantaservices.com NYSE-PWR

Standardizing Infrastructure
To provide successful next-generation Internet service in their properties,
owners must start in the procurement phase.
By David Daugherty ■ Korcett Holdings
This month, we discuss the need
for standardizing the logical and
physical design of premises infrastructure.
Remember that standardization
allows you to apply the basic problem-resolution
technique you learned in
high school: to make problem resolution
less complex, hold steady as many
variables as possible. Once you establish
standards, the installation, configuration
and cutover of new services becomes a
predictably reliable process. Standardization
also facilitates design maturity. As
you identify and eliminate problems, the
overall stability of the design improves.
Developing a Request
for Quote
As a property owner or manager, your
first and perhaps most important step in
deploying next-generation solutions is
the request for quote, or RFQ. The RFQ
is where you begin to educate would-be
service providers about the services you
want and how you want them to be deployed
and supported. Take as much
ambiguity out of the RFQ as possible,
and certainly don’t ask service providers
for proposals. If you ask any five network
engineers how to build a network,
you’ll be lucky to get only five different
designs. Requests for proposals (RFPs)
and RFQs are not the same.
If you are unfamiliar with the process
of assembling an RFQ, find a reputable
engineering firm to help you develop
your in-house design, deployment
and support standards. Byproducts of
these standards include the RFQ, network
design, service-level agreement
(SLA terms and conditions) and requirements
for ongoing support. Once you
have developed standards, you can issue
new RFQs quickly, and service providers
will eventually learn what to expect
from you. Each time you issue an RFQ,
your template will mature, vendors will
understand better how to respond, and
you will become better at judging how
realistic vendor responses are.
The advantages of a well-executed
RFQ include
• Less time required to assemble the
next RFQ
• Less time required for service providers
to respond
• Apples-to-apples comparisons of
competing service providers
• Clear, predictable responses from
service providers
• Much better chances of getting acceptable
service
• A repeatable business case from one
property to the next
• Economies of scale in purchasing
equipment
• Better chances of differentiating your
properties from your competitors’
• Establishment of maintenance and
support standards.
Of course, standards take you only so
far. Network physical attributes change
from one installation to the next: how fiber
is routed to the property, the location
of the main and intermediate distribution
frames, the condition of the existing
infrastructure, the local wiring codes and
labor laws.
Most competent construction companies
can easily manage these common
construction issues. However, because
builders are comfortable with these issues,
they tend to treat low-voltage infrastructure
just like any electrical wiring
job – which is how they run into problems.
Because low-voltage infrastructure
is a specialized field of expertise, be sure
to get referrals from people you trust before
hiring a low-voltage contractor.
Management and Support
Most RFQs emphasize products rather
than services. Builders or their consultants
focus on a project’s physical aspects
with little or no attention to long-term
management and support.
That’s a mistake. Your design, and
therefore your RFQ, must address questions
such as these: How is the network
monitored? What happens when a problem
occurs? How is the problem escalated
if not resolved? What information
is collected, and how is it used to manage
operations and support? What are
the metrics for success? Specifying these
requirements is how you and your vendors
establish and manage expectations,
and how the RFQ will become the foundation
for your managed-service agreement
with your service provider.
In the next issue, we will discuss the
site survey. From a metrics perspective,
this is where you set the baseline for
performance measurement. We will also
begin to explore various performance
measurements and how they relate to
resident satisfaction and ultimately to
the property’s ROI. BBP
See a sample RFQ at www.bbpmag.com
About the Author
David Daugherty is the CEO and founder of Korcett Holdings. He can be reached
at david@korcett.com. Korcett Holdings is dedicated to the development and deployment
of next-generation service solutions.
12 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

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Telework Day Generates
Savings in Virginia
A statewide experiment shows that telework is a triple win –
good for employees, employers and the environment.
On August 3, 2009, about 4,000
public- and private-sector employees
in Virginia stayed home
from work – or, more precisely, stayed
home to work. Compared with their
normal commuting days, they were happier
and more productive and, of course,
they generated much less pollution. The
public-private partnership Telework Exchange
(www.teleworkexchange.com)
compiled the findings from the day.
Telework Day was a statewide effort
led by Governor Timothy Kaine, who
issued the executive order encouraging
organizations and individuals to telework
from home or a remote location.
On August 3, teleworkers in Virginia –
2,286 federal and private employees and
1,765 state employees – saved $113,000,
avoided driving 140,000 miles and
avoided discharging 75.89 tons of pollutants
into the air. (About 200 workers
from other states participated as well.)
The participants who were Virginia state
employees represented nearly a third of
all state workers; most of the other twothirds
said they had work that could not
be completed out of the office that day.
Though about a fifth of the participants
had never teleworked before,
almost all participants had positive experiences
on Telework Day. A survey
showed that 78 percent of the teleworkers
encountered no difficulties, 96 percent
felt they had accomplished at least
as much as in a typical day at the office
and 69 percent felt they had actually accomplished
more.
Ninety-one percent of those surveyed
said they would be more likely
to telework again as a result of their experience.
They had a variety of reasons
for wanting to do more telework: Aside
from avoiding commute time and costs,
they felt working from home would allow
them to meet deadlines that require
uninterrupted work and would also help
them balance work and family responsibilities.
In addition, about half said their
employers were encouraging telework
and that telework was part of their organization’s
business continuity plan.
Employers, too, were pleased with the
day’s results. They said telework would
help their employees with work-life balance;
that it would help with recruitment,
retention and productivity; and that it
had a positive environmental impact.
The Potential of Telework
If all eligible employees in Virginia teleworked
one day per week for a year, the
Telework Exchange found, they would
collectively avoid driving 602 million
miles, avoid emitting 360,800 tons of
pollutants and save $807 million in
commuting costs. Over the course of a
year, this would equal a $1,822 annual
raise for every teleworker in Virginia
and save each person 46 hours of commuting
time per year.
What is needed to realize the potential
of telework, besides more executive
orders? Participants emphasized that
good connectivity was an important
element of successful teleworking. (See
box.) Other research bears this out: Michael
Render of RVA LLC has found in
his annual surveys that employees with
fiber-to-the-home connections telework
more often and more successfully than
those with other types of broadband
connections (or those who did not have
broadband connections).
Employers are more confident that
the speed and reliability of FTTH connections
will enable their employees to
be as productive at home as they are in
the office. BBP
Best Practices for Telework
Telework Day participants’ comments on what makes telework successful:
• Ability to connect to everything that is normally available at an office
desk.
• Connectivity to coworkers and clients.
• Full support and encouragement from agency or business leadership.
• Opportunity to plan telework and cover tasks that must be carried out
at the work site, such as direct consumer services.
• An environment conducive to working – quiet surroundings, ability to
connect to the network, etc.
14 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

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One Size Doesn’t Fit All
Creative fiber deployers and vendors work together to find the best tools and
methods for every fiber deployment – making more business cases possible.
By Masha Zager ■ Broadband Properties
When you’re a giant telephone company rolling out
fiber to 18 million premises (see “FiOS at Five,”
below), you have an easy time commanding vendors’
attention. The telco in question worked closely with
many vendors to develop or fine-tune the FTTH solutions
it needed – bend-insensitive fiber, indoor optical network
terminals (ONTs), one-pass drop cable solutions and vertical
distribution systems, to name just a few.
If you’re a rural telco or a municipality, vendors are
less likely to design fiber solutions specifically for you. The
good news is that off-the-shelf products are becoming more
varied and more configurable. Modular fiber-management
products allow deployers to tailor solutions (often with some
hand-holding from vendors) to suit their geographies and
markets. ONTs are designed for many applications – even
some applications, such as mobile backhaul, that few people
thought about until recently. Fiber is as compatible now
with cable back-office systems as with telco systems. New
products are being developed just to make other products
– such as IPTV middleware and billing software – work
together.
This month’s roundup of deployment stories includes
many examples of providers whose FTTH business cases
were made possible by new products and methods. This illustrates
the maturing of the industry as much as the march
of technology. After designing the first generations of products
for the simplest business cases (such as new single-family
home developments), vendors are finding that relatively simple
tweaks to their product lines will make fiber deployments
feasible where they weren’t before. As we look forward to a
fiber-connected world, that’s good news indeed.
– MZ
INDEPENDENT
TELCOS
Configuring Fiber Management for Rural Needs
Garden Valley Telephone Company
(GVTEL), one of Minnesota’s largest cooperatives,
is bringing broadband services
over fiber to a large, sparsely populated
area covering almost 500 route miles in
the northwest of Minnesota. Facilities
manager Randy Versdahl says, “The vast
terrain and rural locale pose a special
challenge because we’ll be running hundreds
of miles of fiber. But it’s necessary
because our customers deserve access to
the same kind of telecommunications
services available in large urban areas,
like IPTV and higher Internet speeds.”
GVTEL chose Clearfield’s modular
FieldSmart platform for fiber management
because it allows the company to
configure its fiber management to the
Vast, rural territories may pose special challenges
for the fiber-to-the-home deployer.
unique needs of its rural environment.
“One of the main concerns with any largescale
project is cost. Clearfield’s products
are simply less expensive to deploy and
operate than the competition’s,” says
Versdahl. “Additionally, it was important
to have a flexible and reliable long-term
solution that would protect future FTTP
deployments. Clearfield’s outside plant
cabinets allow us to make efficient use of
our existing fiber optic cable network as
well as plan for future growth.
“Plus, we just liked the way Clearfield’s
products looked,” he adds.
Even as cold temperatures settle over
the North Star State, Versdahl says the
installation is going well. “Our only real
concern now is making sure this stage of
the project gets done before the ground
freezes.”
Clearfield fiber management products
are also being used in several new
FTTH deployments by Arvig Communications
Systems (ACS) in Perham,
Minn. ACS, which owns several small
telcos and cable television systems,
serves more than 40,000 access lines
in northwestern Minnesota. ACS is
16 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

currently rolling out FTTH for approximately
2,000 homes, businesses and cellular
backhaul points, laying hundreds
of miles of fiber through the towns of
Perham, New York Mills, Osage, Osakis
and White Earth.
Director of network operations Andy
Klinnert calls Clearfield systems “clean
and simple.” He says, “Because distances
are always an issue in rural builds, we
want to eliminate electronics and the
need for power in the distribution network.”
Mentioning ACS’ earlier successful
experiences with Clearfield solutions,
Klinnert adds, “We’ve been particularly
satisfied with the Clearfield Fiber Cross-
Connect Cabinets. They’re environmentally
tight, so they’re dust free and rodent
proof. They’re also simple enough that
if someone opens the door, the product
is very intuitive when it comes to how
it works. … Of course, cost is always a
consideration. Clearfield products are efficient.
We think we’re saving money.”
Spring Valley Telephone (SVTEL)
also selected Clearfield products and
services for its new FTTH deployment,
citing lower costs and greater efficiency.
SVTEL, which provides telecommunications
services in west central Wisconsin,
launched the first phase of its project in
spring 2009.
SVTEL plant manager Steve Marek
says, “We want to address any and all
bandwidth requirements our customers
currently have and will have in the future.
It’s important that we have a competitive
advantage with our triple-play offering
of Internet, video and telephone.” Marek
says a benefit to the company is increased
landline business: “Our intention is to regain
customers that have given up their
landlines and opted for cell phones. The
triple-play option will bring them back.”
Being able to custom configure
Clearfield’s FieldSmart Fiber Management
Platform to SVTEL’s specifications
was critical to the company. It based its
decision to use Clearfield on the ability
to lower the costs of deployment – and
of ongoing network management. “We
were drawn to Clearfield’s Clearview
Cassette and its patch-and-splice design.
Because splicing is an integrated function
within the Clearview Cassette, we were
able to eliminate the use of fiber entrance
cabinets in the central office. This saved
us money – and space, which is huge,”
Marek says.
McDonald County Telephone
Company (MCTC) in Pineville, Mo.,
selected the Enablence MAGNM platform
for its network migration. MCTC,
which serves 4,000 subscribers in rural
Missouri, chose the MAGNM for its all-
IP/Ethernet access network with FTTH
capability, its cost and its ability to meet
subscriber bandwidth requirements.
The company’s goal is to move from
its broadband copper access model to
FTTH; this project should help service
up to 1,000 subscribers.
“McDonald County has an established
relationship with Enablence as a
user of its MAGNM-FX, and we found
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November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 17

Enablence’s new solution the best fit for
our evolving needs,” says Ross Babbitt,
general manager of McDonald County.
“The MAGNM-20’s flexibility to scale
offers the most efficient service to our
customers and Enablence was able to
provide the services within hours of the
first installation, with no problems.”
Enablence announced two other customer
wins with independent telephone
companies, one in the Southeast and the
other in the North. Both companies,
which Enablence did not name, will use
the MAGNM platform for FTTH overbuilds.
One of them will use the indoor
version of Enablence’s E-1320 ONT.
Polar Communications, an independent
local exchange carrier (ILEC)
serving 12,000 subscribers in North
Dakota and Minnesota, is deploying
FTTH using the Occam Networks
platform. Polar had been pursuing a
fiber-to-the-node strategy, but as service
and operational requirements increased,
the company realized FTTN would not
keep up with future demand.
The solution, which began two years
ago and will continue with the current
Occam deployment, was a shift to
FTTP. To accommodate the expected
growth in last-mile traffic, Polar is also
deploying Occam’s 10 Gigabit Ethernet
aggregation solution. DSL continues to
play an important role in Polar’s broadband
network.
“Our long-term strategy is to continue
a steady FTTH build, and when
we are finished, go back and replace our
original FTTN infrastructure by extending
fiber to the home,” says David
Dunning, general manager and CEO
of Polar Communications. “Furthermore,
we have already purchased Occam
equipment to upgrade two larger
exchanges to GPON next year. We plan
to offer triple-play services to our subscribers,
and Occam access equipment is
a critical part of that strategy.”
Telcos Split Between
RF Video and IPTV
Cincinnati Bell, a large telco based in
Cincinnati, Ohio, selected Motorola’s
GPON, edge modulation, encryptor
and encoding solutions for deployment
in its fiber network, which will deliver
advanced triple-play services across
southern Ohio and northern Kentucky.
A new health care network in Ohio will facilitate
telemedicine, electronic medical record keeping
and regional health information.
Cincinnati Bell, which already uses
Motorola set-top boxes, serves subscribers
in both single-family and MDU
environments. “In selecting a nextgeneration
video network solution, we
looked for a partner with extensive fiber
experience, including the proven ability
to serve the MDU market,” says Darrick
Zucco, general manager, Fioptic Services
of Cincinnati Bell.
Cincinnati Bell’s fiber network will
run on Motorola’s AXS2200 OLT and
its 1 GHz-capable single-family and
MDU ONTs. These solutions inherently
support SCTE-55-1, or RF return path
functionality, for easy integration with
Motorola RF set-top boxes and headend
equipment.
Atlantic Telephone Membership
Cooperative (ATMC) also selected Motorola’s
GPON solution for deployment
in its fiber-to-the-home network across
greater Brunswick County, a resort area
of North Carolina. ATMC deployed
Motorola’s BPON equipment in earlier
FTTH projects and will continue using
that equipment; the GPON will be used
in new fiber deployments. The choice of
GPON allows ATMC to offer more-advanced
services while continuing to use
its RF video network and set-top boxes.
Allen Russ, chief executive officer
and general manager of ATMC, says,
“We support a mix of RF video delivery
over cable TV, BPON and now GPON
networks. Motorola has made the deployment
of residential and business
services over these different networks as
simple and as economical as possible –
all while protecting existing investments
in our RF video infrastructure and backoffice
operations.”
Middleburgh Telephone Company
(MIDTEL), which serves an area west
of Albany, N.Y., also selected Motorola’s
GPON solution to deploy throughout
its service area as it updates its current
hybrid fiber/coax (HFC) network. “We
see this as a great opportunity to deliver
the highest-quality video and broadband
services available today to our subscribers,”
says Jason Becker, Middleburgh’s
general manager. Middleburgh’s FTTP
network will run on Motorola’s OLT
and 1 GHz-capable single-family ONT.
Internet Protocol TV, or IPTV, is
gaining acceptance as an alternative to
RF video, and Microsoft Mediaroom
is increasingly gaining acceptance as
IPTV middleware. Two FTTH providers,
SureWest Communications and
Reservation Telephone Cooperative
(RTC), have selected the v.Allegro solution
set from 180SQUARED to implement
Microsoft Mediaroom middleware
for IPTV. The solution set includes a
variety of products and services to help
integrate Mediaroom with billing and
operating support systems and other
third-party applications, as well as utilities
such as Caller ID on TV and remote
PVR scheduler.
Brooks Goodall, RTC’s assistant operations
manager, says, “The ease of integration,
advanced management capabilities
and expert professional services
enabled us to go from initial planning to
full launch in a very short time frame.”
“Downtime Is Not an Option”
for Business
CityLink Telecommunications, which
provides FTTP services to residential
and commercial customers throughout
the western United States, announced
the successful launch of its point-ofpresence
site (POP) in Los Angeles. The
L.A. POP site, which is located in the
1 Wilshire carrier hotel and collocation
facility, enables connections to more
than 180 other providers. CityLink says
it is the first locally owned provider to
establish a 10 Gbps Ethernet pipe between
Los Angeles and its Albuquerque
data center.
The connection to the L.A. POP
is improving the speed and quality of
services for CityLink’s business clients.
David West, manager of the IT network
for the Verge Fund’s incubator building
in downtown Albuquerque, says, “With
the new link, I was able to immediately
see a 300 percent increase in my average
transfer rates.”
18 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

CityLink operates an open-access,
neutral fiber optic network and establishes
peering and transit connections
with major networks. Over the next few
months, it plans to expand its 10GigE
network with connections to Phoenix,
El Paso, Sunnyvale, Portland, Seattle,
Boise, Salt Lake, Denver, Chicago and
New York.
AboveNet, a competitive business
provider delivering fiber-based services in
15 top U.S. metro markets and London,
recently announced that it had deployed
network connectivity to enable CSS Studios
to collaborate among multiple locations
in Los Angeles and New York City.
AboveNet’s local area network
(eLAN) was configured for CSS Studios,
a subsidiary of Discovery Communications,
to help ensure the secure
sharing of high-definition audio and
video production elements. The eLAN
also speeds the transmission of large
post-production files at high data rates
between facilities and to the Internet for
delivery to clients. In addition to creative
production support, the connectivity
supports basic office applications, e-mail
and non-production Internet access.
Optimum Lightpath, a competitive
carrier in the New York metropolitan
area, announced that it is now serving
Nu-Age Managed Services. Optimum
Lightpath’s all-fiber Ethernet-based
voice and Internet solutions help Nu-
Age Managed Services deliver advanced
IT solutions to customers’ offices, maintain
always-on operations across its corporate
campus, and power its on-site
business continuity and disaster recovery
services, while saving tens of thousands
of dollars per year.
By deploying the Optimum Lightpath
network across the 100-acre corporate
campus known as the IBM Palisades
Conference Center, Nu-Age Industries
significantly increased its communications
bandwidth, added reliability and
reduced risk. It plans to add more bandwidth
within the next year.
Anthony Chillino, president of Nu-
Age Industries, says, “Our customers
rely on us as a one-stop shop for IT
hardware, software, managed services
and data center excellence. Our customers’
businesses are highly dependent on
constant communications, so downtime
is not an option.”
Horizon Telcom, a fiber-to-thehome
deployer in Ohio, is planning to
connect more than 120 local health care
facilities with fiber. The Southern Ohio
Health Care Network (SOHCN) will
use Enhanced ALTOS gel-free optical
fiber cables from Corning Cable Systems,
distributed by KGP Logistics. These are
lightweight cables designed for duct and
aerial installation, providing optical and
mechanical performance over a wide
temperature range.
The new fiber network will allow
area health care providers to participate
in telemedicine initiatives, community
health-record projects and the regional
health information organization. Use of
the network will also encourage sustainable
rural medical practices, collaboration
among health care providers and
emergency communications.
Between 60 and 75 percent of SOH-
CN’s 34-county area has no access to
broadband, making the already difficult
task of rural economic development even
more challenging. Small-business innovation,
telemedicine, and distance learning
opportunities remain out of reach for
a region that includes the state’s 10 poorest
counties and all of Appalachia Ohio’s
at-risk and distressed counties.
CenturyLink, now the largest of the
independent telephone companies, has
begun deploying fiber to wireless towers
for mobile backhaul throughout its
33-state footprint, using the new Calix
766GX, 766GX-R, and 765G-R GPON
ONTs. The ONTs can be installed in
existing huts at the cell towers or hung
directly on the tower; they can be used
Vendor Spotlight
180SQUARED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.180squared.com
Alloptic ..................................................www.alloptic.com
Calix ........................................................www.calix.com
Clearfield . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.clearfieldconnection.com
Corning Cable Systems ......................www.corningcablesystems.com
Enablence . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.enablence.com
KGP Logistics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.kgptel.com
Microsoft . .............................................www.microsoft.com
Motorola . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.motorola.com
Occam Networks ................................www.occamnetworks.com
OFS .................................................... www.ofsoptics.com
Tantalus Systems .........................................www.tantalus.com
U-reka Broadband Ventures . . . . . . . . . . . . . . . . . . . . www.u-rekabroadband.com
WBS Connect . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.wbsconnect.com
with the Calix C7 platforms that CenturyLink
has already deployed for other
applications.
Mobile subscribers’ demands for multimedia
and data services are overloading
today’s 3G networks, and the imminent
transition to 4G will require backhaul
rates of at least 100 Mbps. GPON-based
mobile backhaul solutions, which support
multiple T1 and gigabit Ethernet ports
and require no active equipment in the
field, give mobile operators a cost-effective
way to address demands for reliability
and service quality, while providing a
transition path for increasing bandwidth
requirements. According to Calix marketing
director Geoff Burke, ONTs can
be dedicated to individual mobile operators
or shared among carriers.
IDC analyst David Emberley says,
“As the future services of mobile operators
expand to include rich, interactive
applications like streaming video, telepresence,
gaming and other videocentric
applications, service providers like
CenturyLink will increasingly look to
GPON, with its high-bandwidth capacity,
as being best aligned to meet this
demand. With hundreds of thousands
of cell towers spread across North America,
and tens of thousands added every
year, this is a significant market.” A recent
New Paradigm Resources Group
(NPRG) report found that there were
more than 250,000 cell towers in North
America, less than 16 percent of them
fiber-fed. Major wireless players now
routinely offer exclusive long-term contracts
to service providers who invest in
pulling fiber to the cell tower. BBP
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 19

Medical Arts Radiology Uses Fiber Connection for Teleradiology
Medical Arts Radiology, one of the largest medical imaging
groups in Long Island, is improving its business processes,
going green and saving lives – all due to the fiber connection
from its telecom provider, Cablevision subsidiary Optimum
Lightpath.
Until recently, radiologists at Medical Arts had to wait for
faxes or film to arrive in the mail and for data to be sent over a
T1 line. Now the radiologists rarely print images and the facility
saves money on personnel time, paper, printing chemicals
and storage space for all the film. Less printing translates into
environmental benefits, too.
With a 1 Gbps fiber optic circuit and 20 Mbps Internet connection,
Medical Arts Radiology specialists can view scans
anytime, from any office, at home or on vacation. The doctors
can also market their expertise nationally and globally by offering
consultations and second opinions to other facilities
and hospitals.
“In our experience, you cannot perform modern radiology
with a T1 line. You have to have fiber,” says Dr. Pradeep
Albert, chief information officer of Medical Arts Radiology. “We
can view an image taken from any of our six offices and read it
anywhere we can access a PC or laptop. Our doctors can even
access the secure clinical records system and view patient information
on their mobile devices, such as iPhones and Black-
Berrys. Our business depends on Optimum Lightpath. We love
the product – it’s changed the way we do things.”
According to Dr. Albert, radiology has become such a specialized
profession that doctors specialize in reading images of
specific body parts. “We have superspecialists in every field,”
he says. “If a patient is imaged in the Patchogue office and the
expert for his problem is in the Huntington office, we want the
expert to look at the images and decide what to do with the patient.
If a radiologist wants a second opinion from an office 30
miles away, he can get it immediately and they can discuss the
diagnosis together. … we can say, ‘Give him some IV contrast’
or ‘Get him to the emergency room’ or ‘Get him into surgery
right away.’ The patient doesn’t know how far away the radiologist
is – it’s all seamless and just part of our regular work.
“Patients sometimes come from far away, so the doctor
who ordered the test might be in Connecticut, Florida, New
York City or Long Island, but he still wants to look at the images.
When the doctor picks up the phone and says, ‘I want to
know whether to operate,’ he can log on to the Web site and
we’ll look at the images together at the same time. The Optimum
Lightpath product makes it easy for us to do this. … To
reduce radiation, we’ll try to get the images faster to the referring
doctor so tests won’t be needlessly repeated.”
Technology That Saves Lives
Dr. Albert adds, “Last week someone came in for a pulmonary
embolism, which is a blood clot in the lungs that can be potentially
fatal. The patient seemed fine but we were able to
determine in minutes that the patient did in fact have PE. We
immediately printed out the films and sent him to the hospital.
Faster technology helps us make quicker decisions. In this
case, it meant the difference between sending someone home
to wait for a report, sending [him] to the ER to wait for hours as
[his] condition worsens or diagnosing [him] immediately and
getting [him] urgent care. It can mean saving lives.”
Dr. Albert says the practice has gone “totally paperless,”
changing its workflow for insurance verifications and medical
record keeping, and eliminating the physical mailing of images.
As a result of these efficiencies, the practice has been able to
grow organically from four to six offices without increasing its
administrative staff. In addition, he says, “We actually get to
spend more time with patients, and they spend less time in
the waiting room.”
Now that he can review images from anywhere, Dr. Albert
doesn’t have to spend so much time driving between offices.
“People don’t think of fiber and new technology as green, but
you’re really saving energy on multiple levels – all that driving
back and forth, and less transportation of material goods,”
he says.
Municipal
Fiber
Chattanooga Goes Live With FTTH
And Gets a Smart-Grid Grant
The Electric Power Board (EPB) in
Chattanooga, Tenn., launched its fiber
optic services to an initial 17,000 homes,
then quickly expanded into new areas
with an additional 10,000 homes. “With
the overwhelming response we’ve received,
we know that customers are anxious
for the opportunity to experience
our 100 Percent Fiber Optics network,”
says Katie Espeseth, vice president of
EPB Fiber Optics. “That excitement
in our community is the reason we are
working hard to make services available
to as many homes as possible, as quickly
as we can.” The network is scheduled for
completion by July 2010.
EPB was also awarded $111.6 million
in federal stimulus funding by
the Department of Energy toward the
buildout of its $226.7 million electric
utility smart grid.
The grant will not only speed up the
smart-grid buildout but also help EPB
provide smart meters throughout its
service area. The smart meters will be
integrated into the FTTH network. Advanced
metering technology, developed
20 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

in cooperation with Tantalus Systems Corp., will communicate
as many as 80 billion customer consumption data points
per year, giving consumers real-time information about their
electricity use and pricing options.
BVU OptiNet, the municipal fiber provider for Bristol, Va.,
announced that it had reached the 10,000-customer milestone.
BVU has been recognized for its service with the Broadband
Properties Cornerstone Award, the ICF Top Seven Most Intelligent
Communities and the National Association of Telecommunications
Officers and Advisors’ Community Broadband
Fiber Network of the Year award. BVU, now part of the Bristol
city government, is proposing to become an independent public
authority.
Sunset Digital Communications, which operates the fiber
optic network for the LENOWISCO Rural Area Network,
says it has entered into an agreement to acquire wholesale
bandwidth from WBS Connect. WBS Connect can purchase
Internet service in large quantities and resell it to service pro-
Deployer Spotlight
States with deployments
referenced in this article
Alaska
North American Telcos
AboveNet Communications
www.abovenet.com
Arvig Communications Systems
www.arvig.com
Atlantic Telephone Membership Cooperative www.atmc.net
CenturyLink
www.centurylink.com
Cincinnati Bell
www.cincinnatibell.com
CityLink Telecommunications www.citylinkfiber.com
Garden Valley Telephone Company
www.gvtel.com
Horizon Telcom
www.horizontel.com
Margaretville Telephone Company www.mtctelcom.com
McDonald County Telephone Company www.olemac.net
Middleburgh Telephone Company
www.midtel.net
Optimum Lightpath
www.optimumlightpath.com
Polar Communications
www.polarcomm.com
Reservation Telephone
Cooperative
www.reservationtelephone.com
Spring Valley Telephone
SureWest Communications
Verizon Communications
www.svtel.net
www.surewest.com
www.verizon.com
Other North American Deployers
BVU OptiNet
www.bvu-optinet.com
City of Staples, Minn.
www.staples.govoffice.com
DubLink
www.dublin.oh.us/econdev/dublink.php
Electric Power Board (Chattanooga)
www.epb.net
Lac qui Parle County Economic
Development Authority
www.lqpeda.com
LENOWISCO Rural Area Network www.lenowisco.org
MetroCast
www.metrocast.com
Rutland Redevelopment
Authority
www.rutlandvtbusiness.com
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 21

viders at lower rates than they could acquire the service, generating
savings that will be passed on to Sunset’s customers.
Sunset’s purchase of bandwidth from WBS adds a data
path to Atlanta that will complement its current connection to
Ashburn, Va. The redundant path also reduces the chances of
service outages – an important consideration for large companies
scouting for data center locations, as well as for local businesses
that rely on the Internet. Paul Elswick, president of Sunset
Digital Communications, says, “The ability to obtain this
kind of high-capacity connectivity is a huge leap forward for
the area. We actually had a vehicle accident the other day that
took down our Ashburn connection temporarily, and none of
our customers noticed. When problems are transparent to our
customers and their businesses, everyone wins. That’s the level
of service we want to provide.”
(For more information about Sunset Digital Communications
and LENOWISCO, see this month’s Municipal FTTH
Snapshot.)
The city of Dublin, Ohio, entered into an agreement with
DataCenter.BZ, a carrier-neutral data center, to bring dark fiber
from its DubLink system to the DataCenter.BZ facility in
Worthington, Ohio.
DubLink, a 120-mile system of underground fiber optic
conduits in the city’s business district, enables interconnectivity
between facilities on the fiber route. The network
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corporations time and money by providing a telecommunications
pathway on which businesses can lease space rather than
construct their own lines. The Dublin City Council authorized
the sublease of the city’s optical fiber, which will increase the
amount of available bandwidth in the region.
Businesses can now connect to carriers or use other services
at the DataCenter.BZ data center, including collocation, physical
security for IT equipment, Tier IV power, 24/7 managed
services, virtualization and cloud computing.
“Not only is this an economical way for companies to
privately connect to IT and telecommunication solutions; it
eliminates the restriction of bandwidth that is often created by
telecom carriers,” says Gordon Scherer, president of DataCenter.BZ.
“Utilizing dark fiber, businesses have complete control
over their bandwidth and can increase or decrease their speeds
based solely on the equipment they choose to operate.”
Connectivity at DataCenter.BZ also provides DubLink
with direct fiber-ring access to competing cell phone carriers;
cable TV companies; local, national and global telecommunication
carriers; Internet2; and IPTV providers.
In Vermont, the Rutland Redevelopment Authority –
a branch of the Rutland city government – plans to launch
a company to provide fiber-based telecom services to greater
Rutland County. After considerable debate, the city’s Board of
Aldermen took a significant step toward realizing the project:
approving, by an 8-to-1 margin, a motion to sign a letter of
intent to participate in Rutland Telecom. Several nearby towns
have already signed such letters of intent.
The community of Staples, Minn., won a Minnesota
Community Pride award for its fiber broadband initiative. In
this community of 3,100, the educational leaders, businesses,
nonprofits and city government all see broadband capacity as
key to economic growth and development and a means to ensuring
long-term survival of the community. The judges said,
“This is truly an opportunity to reinvent a low-income, rural
area by establishing the groundwork necessary to bring in new
people, new ideas, and new economic opportunities.”
Staples’ initiative involves installing fiber optic lines to bring
high-speed Internet to all homes and businesses in Greater Staples.
In February 2009, the first phase – installation of a direct
wireless system for those just outside city limits – went live. The
second phase will involve installation of the broadband backbone
linking the collaborating entities. Planners believe that the
community collaborative team approach in Staples is unique.
The Lac qui Parle County Economic Development Authority
(EDA) received a $25,000.00 grant from the Blandin
Foundation to prepare a Robust Broadband Network Feasibility
Study for an ultra-high-speed fiber optic network across Lac
qui Parle County in partnership with Farmer’s Mutual Telephone
Company. Lac qui Parle County EDA has retained the
services of U-reka Broadband Ventures to prepare the study.
“The Lac qui Parle EDA is very excited to explore the possibility
of bringing fiber-to-the-premises technology to all of Lac qui
Parle County. This network will be an economic development
driver and make us competitive locally, regionally and worldwide,”
says Pam Lehmann of the Lac qui Parle EDA. BBP
22 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

RBOC
UPDATE
FiOS at Five
Verizon Communications is celebrating the fifth anniversary of
FiOS, the largest fiber-to-the-home network in the United States.
After proving the concept in a pilot project in Texas, Verizon began
deploying FiOS on a large scale in fall 2004. Since that time,
the economies of scale enabled by the FiOS build, together with
Verizon’s pursuit of technical innovation, have been instrumental
in making FTTH deployment faster and more economical
for all providers. Verizon estimates that its deployment costs in
2010 will be only about half of what they were in 2004.
One of the technologies Verizon has pioneered during the
last three years is the use of bend-insensitive fiber in MDU
applications, and it continues adding new fiber products to its
tool kit. Fiber cable vendor OFS recently announced that Verizon
will use its EZ-Bend MDU drop cable, which promises up
to a 500-fold improvement in bending loss performance over
conventional single-mode fiber cables under the tight bends
found in MDU installations.
By the end of September 2009, Verizon served 3.3 million
FiOS Internet customers and 2.7 million FiOS TV customers
in 16 states (about 110,000 of these customers are in the territories
that are being sold to Frontier). FiOS Internet services
were available to 11.5 million premises, and TV services were
available to 10.9 million premises.
Over the past year, the number of customers grew by 49.2
percent for Internet and 67.7 percent for TV – a growth rate
faster than the number of homes marketed. As a result, take rates
have continued to rise; penetration is now at 28.5 percent for
Internet service, compared with 24.2 percent a year earlier, and
24.9 percent for TV, compared with 19.7 percent a year earlier.
Despite the rapid year-over-year growth, the third quarter
was somewhat slower than the second in terms of new customers
added; 198,000 FiOS Internet customers and 191,000 new
FiOS TV customers were added, compared with about 300,000
each in the second quarter. However, construction continued at
a rapid pace, with about 700,000 new premises passed by fiber
(compared with 650,000 in the second quarter), for a total of
14.5 million. The year-end target is 15 million premises passed.
From Suburbs to Cities
Verizon tested FiOS in Keller, Texas, a wealthy suburb of Fort
Worth, and its first commercial rollouts focused on similar
communities. After improving the technology for deploying
fiber in MDUs, Verizon began deploying fiber in large cities.
Winning a video franchise in New York City was a major step
in this transition from suburban to urban deployments; the
company is now building out in several major cities.
Recently, Verizon held a ribbon-cutting ceremony to launch
the FiOS build in Washington, D.C.; it expects to make services
available in some parts of the city by year-end. It also
debuted FiOS TV in Pittsburgh with more than 600 digital
channels, 122 of them in high definition.
The Evolution of FiOS Services
Since 2004, Verizon has transitioned FiOS from BPON to
GPON technology, introduced faster tiers of Internet service,
launched a video service, added new features such as wholehome
DVR, started its own local television channels, and
made the TV experience interactive with a variety of widgets,
or utility programs accessed from the TV.
This fall, the company introduced the KODAK widget,
which allows users to view photos and slideshows from
Kodak’s online digital photo service on their TV screens. In
the New York metropolitan region, subscribers have access to a
webcam widget showing road conditions. Viewers can zoom in
on specific roads or set favorites to display their regular commutes.
Future New York widget enhancements may include
cultural-event calendars, a taxicab “lost and found” listing,
public transportation schedules, alternate-side parking information
and school closures.
In the future, Verizon plans to make FiOS a control hub for
home systems controlling security, heating and air conditioning
and consumer electronics.
By the end of next year, Verizon should achieve its goal of
passing 18 million homes; it projects that it will achieve Internet
penetration of between 35 and 40 percent and TV penetration
of close to 30 percent. Considering falling deployment costs,
higher-than-expected take rates and rising revenues (average
monthly revenue per residential user for FiOS is more than $137,
about double the revenue for non-FiOS users), many observers
expect the buildout to continue beyond that point. BBP
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November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 23

Cable
Providers
MetroCast Deploys RFoG in Virginia
In its first major deployment of the
Motorola RFoG solution, regional cable
operator MetroCast Communications
will upgrade coaxial networks to FTTH
at select Virginia properties. MetroCast
is aiming to increase bandwidth capacity
for new digital and HDTV channels
and to provide video-on-demand, voice
and tiered broadband services.
Motorola says its all-fiber RFoG solutions
have proven cost effective and
easy to deploy, helping cable operators
expand their service offerings while
maintaining existing back-office operations,
video infrastructure and customer-premises
equipment.
Bill Lee, vice president of engineering
at MetroCast, says, “Evolving our network
simply and economically is important
to us. Deploying Motorola’s RFoG
solution helps us meet customer demand
for new and improved entertainment
and broadband services while laying the
groundwork for the future.” BBP
MTC Connects Rural Customers With RFoG
In the fiber-to-the-home world, telephone companies have
embraced telco-friendly GPON and active Ethernet technologies,
while cable companies experiment with the emerging
cable-friendly RFoG standard. Sometimes, though, the telephone
company is the cable company – especially in rural
areas exempted from telephone/cable cross-ownership restrictions.
When telcos upgrade their cable plant to fiber, they
face the same issues as traditional cable companies.
Margaretville Telephone Company (MTC) is a case in
point. As an incumbent local exchange carrier (ILEC) in New
York’s Catskill Mountain region, Margaretville offers DSL service
in 99 percent of its service area. In 1996, it bought a cable
TV company within its telco footprint and later expanded the
cable plant outside that footprint.
Nearby rural residents have been eager for MTC to expand
its cable plant still further. In most cases, cable is their
only broadband option – even wireless is not a viable solution
in mountainous areas where cell-phone reception is spotty.
About half of the homes belong to New York City residents
who spend weekends and vacations in the mountains; many
of these second-homers want to be able to to work from home
so they can spend more time in the country. “The real estate
folks and the local community depend on broadband in particular,”
says Glen Faulkner, MTC’s general manager.
Fiber in Low-Density Areas
Most of MTC’s cable footprint has about 22 homes per mile. But
the outlying areas whose residents were clamoring for broadband
service had only 10 to 15 homes per mile – and, due to
zoning restrictions, the density was unlikely ever to increase.
Faulkner says, “For a telephone company, there are mechanisms
to offset the costs of operating in high-cost areas. But in
cable, it’s pretty much a straight business model, so you can’t
always provide service to every customer.” For MTC to serve
customers in low-density areas, a different technology was
needed.
Fiber seemed to offer a possible solution because it allows
longer drop-cable lengths. “With coax, you have to build within
150 feet of each home because of the loss of signal,” Faulkner
explains. “But with fiber, you can run drops of 400 to 600 feet,
or more if you want to. … You just have to run [the fiber] up the
MTC completed its first FTTH trial in Bragg Hollow Valley.
valley and you don’t have to worry about the homes that are
400 or 600 feet up the road.”
Combining FTTH With Cable
To be practical, fiber equipment had to be compatible with existing
cable systems; MTC couldn’t run a second set of systems
just for a few outlying customers. In 2007, fiber equipment
compatible with cable back-office systems and set-top boxes
became available, and MTC made its first foray into fiber, trialing
Alloptic’s RFoG technology in a valley with about 10 homes
per mile.
By avoiding the lateral cable runs needed to get within
150 feet of each house, MTC could build out fiber for about 80
percent of the cost of coax. Connecting customers was more
expensive than with coax, because of the $300 micronode at
each house and the longer drop cable – “but you’re only deploying
that to customers, not to homes passed,” Faulkner
points out.
After testing different fiber-connection approaches, and
based on feedback from technicians in the field, MTC decided
to use connectorized drops at the poles – many of the poles
are inaccessible via bucket truck, making fusion splicing at
the pole difficult – and to fusion-splice fiber at the home so
24 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Aerial splice case where the connectorized drop is terminated.
Enclosure and Alloptic NID at the side of the home.
as to reduce the amount of slack on
the poles.
Based on the trial, MTC concluded
that fiber was economically
feasible in areas with fewer than 15
homes per mile; at densities above
15 hpm, coax is more cost effective.
This finding is based on the “homerun”
fiber topology that MTC chose.
Faulkner says dedicated fiber is more
future proof, because it will make upgrading
to “true fiber to the home”
easier. Although MTC expects RFoG
to provide sufficient bandwidth for
several years, dedicated fiber gives
the company the option of eventually
installing an OLT in the central
office to upgrade specific users who
need higher-bandwidth services
than RFoG equipment will support.
Feedback from the trial RFoG
customers has been positive; although
these customers receive the same services as neighbors
with traditional cable systems, they are pleased to have up-todate
infrastructure. They also appreciate the reliability of fiber.
Faulkner says, “We have not had a single failure of a fiber or of
the electronics to any of the customers.”
New Fiber Projects
MTC’s second fiber deployment will be in a nearby community,
Downsville, which had asked the company to extend service
OFS distribution cabinet where the dedicated fibers from
each home are terminated.
there when its own cable system became
obsolete. Faulkner says, “It was
never financially feasible to run a fiber
facility down there to help them,
but a few years ago we … facilitated
building fiber into the community
for a BOCES [educational cooperative]
network. Once you have that
down there, it becomes more financially
attractive.”
MTC obtained a video franchise
from Downsville this year and expects
to rebuild the town’s cable
facilities in the next few months,
using 1 GHz HFC in the village and
deploying fiber to the home in outlying
areas. The entire deployment will
be designed for eventual conversion
to FTTH.
Additional RFoG projects are in
planning stages; MTC has applied
for broadband stimulus funding
to extend cable services via fiber into several areas similar to
the trial deployment area. Now that the company has some
familiarity with deploying fiber, it is also considering upgrading
its telephone network to FTTH (either RFoG or PON) so it
can deliver video services to the less-populated areas outside
the cable network. “We’re different from a lot of the telcos in
the state who are trying to get into video service and have to
do population centers first,” Faulkner comments. “We will be
starting from the outside in.”
INTERNATIONAL
DEPLOYMENTS
New Zealand to build out 100 Mbps fiber to schools … First open GPON network in the
Netherlands … Fiber to the resort in St. Kitts … Green network initiative in Italy …
Read all of these stories and more in the digital edition at
www.bbpmag.com/bbponline.php
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 25

Municipal FTTH Deployment Snapshot
LENOWISCO Planning District
Commission and Sunset
Digital Communications
This month’s featured municipal FTTH deployer is LENOWISCO Planning District Commission, which partners with
Sunset Digital Communications to bring fiber connectivity to southwest Virginia. The commission assists local governments in the
district with community development activities. Nearly a decade ago, it realized that broadband would be instrumental in transitioning
the area from a tobacco economy to a knowledge economy, and it has pioneered the use of FTTP for economic development.
Our thanks to Paul and Ryan Elswick of Sunset Digital Communications for providing the information for this profile.
– BBP Editors
Background
Network operator: Sunset Digital Communications Inc.
Public entity owning the network: LENOWISCO Planning
District Commission
Current/planned FTTP service area: Lee and Wise Counties
in Virginia and parts of northeastern Tennessee
Number of households and businesses in FTTP service
area: 28,000
Number of FTTP subscribers: 900
Competitive landscape: Comcast provides cable broadband
and Verizon provides DSL in some areas, but the
majority of the area is limited to dial-up or satellite.
Network Profile
Miles of fiber backbone: 350 built, 350 leased, with connections
to Ashburn, Va., and Atlanta.
Number of POPs: Sunset Digital offers “corridors of presence”
rather than points of presence. Because it runs
large bundles of extra fibers parallel to its backbone fibers,
Sunset has the capacity to break into the cable at
nearly any point along the backbone and splice a fiber
directly to a customer, minimizing the need to lay fiber.
This unique architecture is what allows Sunset Digital to
economically serve rural households and businesses.
Network architecture: Active Ethernet
Business model: The LENOWISCO Planning District Commission
owns the network. Sunset Digital builds, designs
and manages the LENOWISCO network, which it
leases from LENOWISCO and operates for the benefit
of the community. Sunset Digital sells connectivity (including
virtual private LAN services) directly to customers
seeking private connections; retail Internet access
is provided by a third-party provider, Clariti Media LLC,
which plans to begin offering television and telephone
services soon as part of a triple-play package.
Highest-tier Internet access speeds/cost: 100 Mbps
downstream/2 Mbps upstream for $99 per month. Businesses
have requested up to 10 Gbps service.
Year deployment started: 2001
Year services began: 2001
Years to complete buildout: The buildout has been in
progress for eight years due to ever-expanding plans.
Economic Development Impact
Several business were able to stay or expand within the region
because of broadband, including some home-based
businesses as well as larger ones, such as Crutchfield Electronics.
Other businesses located in the area because of the
broadband network, including OnePartner, an advanced
technology and application center and the only commercial
Tier-III data center in the United States, and Holston Medical
Group (HMG), whose electronic medical records are stored
at OnePartner’s data center. HMG takes advantage of the
data center’s capacity and connectivity to run virtual clinical
trials. In total, the network has attracted an estimated
26 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Municipal FTTH Deployment Snapshot
$50 million in corporate investments in the region
and 1,200 jobs.
Deployment Details
Aerial, underground, or both: Both, mostly
aerial.
Method for underground installation:
Plowed cable and conduit. Conduit uses
Emtelle blown fiber.
Method for connecting fiber: Field fusion
splicing
Splicing equipment: Fitel S175, S177, S122
Operating equipment
Central office electronics: Ciena (previously
World Wide Packets)
Fiber cables: OFS AllWave and EZ-Bend.
Fiber distribution cabinets/other OSP: DDB cabinets
with Clearfield fiber management equipment
Testing equipment: Fitel
Residential gateway: Ciena
Softswitch: MetaSwitch, through telephone partnerships
Network operation
Number of central office personnel: 11
Number of OSP personnel: 32
Number of CSRs: One
Trucks, trailers, other equipment: Eight large bucket
trucks, four bucket vans, one van, two splice trailers and
three reel trailers
Biggest challenge
Most of our competitors were started by large, better-funded
organizations. Sunset was started from scratch with no cash
flow of its own and no investment. Today, it is a self-sustaining
business with no significant debt. This has been our greatest
challenge and perhaps our greatest accomplishment.
Biggest Success
We are still here! We’ve surmounted the difficulties of providing
rural broadband connectivity, including securing funding,
navigating the challenging terrain and winning customers
in an economically depressed area, and we are able to
return more than $150,000 per year to the network owner.
Through a partnership with the LENOWISCO Planning
District Commission, Sunset obtained funding
from the Tobacco Indemnification and Community
Revitalization Program. The purpose of the
program was to redistribute tobacco settlement money
for economic development in areas whose major industry
had once been growing tobacco. LENOWISCO
leaders and Paul Elswick wrote grant applications and
secured money to lay the initial
fiber lines in their district. Sunset
was charged with making it
happen by laying the fiber and
providing Internet service.
After the funding was in
place, Sunset had to lay the fiber.
Using aerial and underground
installation, the technicians at
Sunset have been creative in using
new techniques to bring fiber
to the rural setting of Southwest
Virginia. Obtaining rights
of way was also challenging, but
after we entered into a partnership
with the power company,
trading fiber for its SCADA system
in return for rights of way,
we were able to realize dramatic
cost savings. We are now partnering
with this same company on a smart-grid project.
Some observers have been surprised at how enthusiastically
Appalachian residents have embraced the technology
Sunset has provided. Customers aren’t using broadband
just to surf the Internet; they are using it to better their lives
in this economically depressed area. In a survey of Sunset’s
most recent 271 customers, 29 percent said they used their
new broadband service either for distance learning – to
earn degrees that would make them eligible for better-paying
jobs – or in home-based businesses. These work-fromhome
employees and owners of cottage industries include
an interior designer using broadband to search for design
inspirations, people managing health insurance programs
for a national health insurance company, a person managing
orders for a national floral service over the Internet and
a toolmaker selling wedges for leveling mobile homes. Local
successes, along with large companies and government
entities that have shown interest in the network, have truly
changed the capability of Southwest Virginia to compete
in the world arena. BBP
Contact Masha Zager at masha@broadbandproperties.
com if you would like Broadband Properties to feature
your municipal fiber deployment.
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 27

The Residences at
Oella Mill, Md.
By Joe Bousquin ■ Contributing Editor,
Broadband Properties
This month, the spotlight is on Oella Mill, a historic rehab on the site of what once was America’s largest textile
mill. Renovated by Southern Management and wired with fiber by Verizon, the deployment represents cutting-edge
technology implemented in a centuries-old setting. Our thanks to Southern’s John Cohan and Verizon’s Glenn Hilley
for their assistance in preparing this article.
Time has never moved quickly in Oella, Md. A tiny hamlet
perched above the Patapsco River, just across the river
from historic Ellicott City and west of Baltimore, the
town has been tied to the textile industry since Colonial times
and didn’t have a modern sewage system until 1984. After
Oella’s historic mill, first built in 1808, shut down for good in
1972, the town languished for nearly three decades.
Recently, the pace of life has picked up considerably. The
village’s quaintness, along with encouragement from community
leaders, sparked new interest in redevelopment. One of
the largest projects has been the Residences at Oella Mill, a
147-unit luxury apartment community in the town’s old mill
building. Undertaken by Southern Management, a Vienna,
Va.–based firm with more than 25,000 units throughout the
mid-Atlantic, the project included a complete overhaul of the
mill, which was last rebuilt in 1918 after a fire destroyed the
original structure.
Amenities include designer kitchens with stainless-steel
appliances, concierge service, a two-level fitness center and
weight room, a billiards room and even a library with Wi-Fi,
printer and fax machine. The building’s exterior was left intact
to put its history on display, but the interior is a model of modern
luxury living, all the way down to the technology inside
the walls. Residents living on a site named for the first woman
to spin cotton in America now enjoy fiber-enabled triple-play
services from Verizon with data speeds up to 50 Mbps, ondemand
video choices and in-unit telephony options. On top
of all that, to ensure that residents get crystal-clear cellular reception
in their units, Verizon Wireless set up a 3G cellular
distributed antenna system within the building.
We talked to Glenn Hilley, Verizon’s manager of network
engineering in the Maryland and Washington, D.C., region,
28 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

and John Cohan, Southern Management’s director of marketing,
to find out more about bringing the latest in fiber optic
technology to a building whose foundation was built more
than two centuries ago.
Vital Stats
Greenfield or retrofit? The property underwent a complete renovation.
Verizon approached the property as a greenfield.
Number of residential units: 147
High-rise/mid-rise/garden style? Four-floor mid-rise
Time to deploy? About six weeks
Date service delivery started: December 2007. The building
opened to residents in June 2008.
Technology
Glenn Hilley provided the answers for this section.
How does fiber get to the property? Primarily via aerial poles,
which feed an underground main point of entry into the
building. Getting the fiber down the pole line through oldtown
Ellicott City was a big part of the job for Verizon. A
few of the poles had to be replaced, and additional poles
had to be moved at the property itself to route the fiber to
the building.
How is fiber distributed inside the building? The fiber enters the
building in the basement and then rises through metal conduit
to a series of utility closets on each floor. In each closet,
the fiber terminates at a Tellabs 621 MDU optical network
terminals (ONT), with each unit supplying 16 voice lines,
eight data lines and a video feed.
The ONTs, which are Ethernet enabled, interface with
coaxial and Cat 5 wire drops routed into each apartment
unit. When residents order service, a Verizon technician
energizes the coax and Cat 5 by running a series of crossconnects
from the ports on the ONT to the appropriate
telco and coax cables.
The configuration provides a 100 Mbps Ethernet data,
voice and video connection to each unit.
What is the FTTH technology? BPON
Whose equipment is used? We used electronics from Tellabs and
single-mode fiber optic cable from Corning.
What were the challenges of wiring this property? The property
was completely renovated; Southern Management gutted
the original structure and then built the new apartments
inside the old shell. By the time Verizon partnered on the
project, Southern Management had already completed the
wiring within the units, as well as the home-run wiring to
the utility closets. For that reason, Verizon opted to use the
Tellabs MDU ONTs, which is a little unusual for us. Typi-
Michels leads the industry in turn key construction of
broadband fiber optic communication networks across
the United States.
Directional Drilling
Trenching
Plowing
Cable Pulling and Blowing
Manhole and Conduit Construction
Aerial, Buried and Underground Construction
Splicing, Testing and Cutover of Copper, Coax and Fiber Optics
ISP Project Management, Design and Implementation
OSP Design and Project Management
Conduit Design
Surveying, Right-of-Way and Easement Acquisition
Drafting and GIS
Trust Michels.
We won’t leave you hanging.
www.michels.us 920.583.3132 Brownsville, WI
An Equal Opportunity Employer
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 29

cally, when we deploy FiOS, we use a single-family ONT to
get the fiber as close to the end user as possible. But in this
case, that would have meant tearing out some of the drywall
and pulling new fiber drops – we basically would have
had to renovate the renovation. That’s why we went with
the MDU solution here, which works well and provides the
same services that our single-family ONT would.
Have you provided wireless signals within the building? Yes. Residents
who choose FiOS receive a wireless router when service
is enabled, and free Wi-Fi is available in common areas.
In addition, a cellular distributed antenna system provides
3G service to the residents.
How much square footage did you have to dedicate to the network
inside the building? We used a combination of shared and
dedicated closets. In some cases, power and other utilities
took up much of the wall space Verizon needed to install
its gear. When that happened, Southern Management was
very accommodating in providing additional closet space
adjacent to the main utility closets so we could set up our
network. The closets are approximately 6 by 8 feet.
Services
Does the building have triple-play services? Yes
Can residents subscribe to IPTV? FiOS TV service is not IPTV,
though there are IPTV applications with the service –
video on demand, for example. The TV signal is a more
traditional cable application; however, the all-fiber network
is well positioned for IPTV as it becomes a more reliable
source of transmission in the future.
Does the network support IP systems for managing the property?
John Cohan: Southern oversees its internal processes through a
dedicated management system that runs over the fiber network,
and the on-site business office uses the fiber network
for WAN connectivity back to the corporate offices.
Do residents have a choice of service providers? Yes. Comcast is
the incumbent service provider in the area. However, according
to the on-site management team at Oella Mill, the
majority of residents have chosen FiOS service so far.
If residents have an issue or a technical challenge, whom do they
call? Verizon
Business
Who owns the network? Verizon owns the fiber-to-the-premises
network.
Was there a door fee? Door fees/marketing fees are negotiated
between Verizon and the owner based on many factors
associated with the agreement. The fees are proprietary
information.
Are services automatically included in the rent? No.
Who handles billing and collection? Verizon.
How are the services marketed, and by whom? Oella Mill has a
marketing agreement with Verizon, and Verizon works very
closely with Oella’s leasing agents. Verizon FiOS materials
are in the leasing office and a letter from Verizon in Oella’s
welcome kit introduces FiOS services to new residents. The
letter encourages residents to reach out to Julianne Winters,
Verizon’s local marketing account manager. The most
popular Verizon bundle at Oella has been the 25 Mbps
downstream/15 Mbps upstream data service, which comes
with Verizon’s high-definition video offering. A majority of
residents at Oella have HDTVs.
What has the return been on this implementation?
John Cohan: The return has been difficult to quantify, but
Southern’s goal has been to provide luxury apartment
homes in a unique, historic setting without skimping on
modern amenities. Giving residents a choice of fiber optic
data services ensures the community has the technology
30 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

amenities residents expect today and into the future. When
we talk to prospective residents, light bulbs go on when we
mention that we have the Verizon FiOS product.
Onsite Experience/Lessons Learned
What was the biggest challenge?
Glenn Hilley: Managing space allocations within the utility
closets between the power company, cable TV company
and Verizon.
Aside from that, the biggest challenge
was getting fiber down the pole
line to the community. The property
is a little way away from old-town Ellicott
City, and we had to do some
pole replacements and relocations to
get the fiber there. The main feeder
cables were on the other side of town,
so we had to string some pretty
lengthy distribution runs to get fiber
to the property.
What was the biggest success?
Glenn Hilley: Despite the short time
frame we had for getting the job done,
we were able to give the property
owner service when it was needed.
When the first customers moved in,
they were able to get FiOS, which is
always a good thing for us.
What would you say to owners who want
to deploy a similar network? What
issues should they consider before they
get started?
Glenn Hilley: Start partnering with your
chosen service provider as early in
the planning phase as possible. This
allows for the greatest flexibility of
designs and maximizes the number
of available options.
Come to us in the planning
stages before construction starts. We
have a lot more options if we can be
involved when owners are still laying
out their raceways and partitions. In
some cases, we can help with how
they’re going to do their wiring in
the building, and maybe save them a
couple of bucks by making sure we’re
all on the same page. Get the process
going as early as possible.
What is the property manager’s perspective
on this installation? Has it been a
success? What has been the response
from residents?
John Cohan: Installation was completed
prior to lease-up and prior to the
property manager’s arrival on site. Since the opening, almost
all residents have chosen Verizon as their provider,
and we’ve received very positive feedback.
Being able to offer these kinds of technology amenities
is critical. Our resident profile at Oella Mill is a fairly young
demographic that is just going to expect that the right amenities
be there. We really sweated the details to make sure
that we provided all the modern amenities residents would
expect, including the technology amenities. BBP
Think Forward. we do.
www.blondertongue.com
(800) 523-6049 ext. 555
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 31

2010 Buyers Guide
Buying for Ultra-Broadband
Builds and Services
The best places to buy equipment, software and services for delivering voice,
video, data and more.
Whether you are trying to differentiate a multifamily
property, deliver the benefits of broadband to
unserved or underserved communities, upgrade
obsolete networks with state-of-the-art equipment, increase
revenues by providing advanced services, meet customers’ insatiable
demand for bandwidth or attract new businesses to your
community, you’ll find the products and services you are looking
for in these pages. These vendors can help you plan and
execute your project and introduce you to new products that
make deploying networks and services faster, easier and less
expensive than ever before.
The 2010 Buyers Guide is for
• property owners and developers
• telecommunications service providers of all kinds
• municipal officials and advisors
• contractors, consultants, integrators and installers
• banks and other capital sources.
To increase bandwidth, broadband providers everywhere are
bringing fiber closer and closer to customers. Fiber-borne Ethernet
technology is making it easier for vendors to mix and match
copper technologies with fiber as well, especially on the side of
the network closest to customers – the first mile.
In the index table, featured suppliers are in boldface. This
guide is also online at www.bbpmag.com. Visit us there. BBP
About the Authors
Staff members participating in the production of this section
included Irene Prescott and Meredith Terrall.
Rural Broadband
Sessions Announced
Brought to you by the
Rural Telecommunications Congress
The RTC will host a one-day forum at the Summit to develop actionable solutions and
share practical knowledge about how to develop and use broadband for rural prosperity.
“Broadband for Rural Prosperity”
• Connecting Rural Leaders
• Organizing for Broadband
• Sustaining Rural Broadband
• Rural Broadband Policy
For complete details on the RTC one-day form, visit www.bbpmag.com.
April 26 – 28, 2010
InterContinental Hotel –
Dallas, Addison, Texas
The Leading Conference on Broadband
Technologies and Services
To Exhibit or Sponsor, contact: Irene Prescott at irene@broadbandproperties.com, or call 316-733-9122.
For other inquiries, call 877-588-1649, or visit www.bbpmag.com.
32 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Buyers
Guide
Company
2010 Buyers Guide
Industry Segments
PCO/MDU
FTTx
Wireless
Telcos
Cable TV
Hospitality
Municipality
Products
Outside Plant
Inside Plant
Wireless
Structured Wiring
Opto-Electronics
Network Service/Programming
Software
Design/Construction
Test Equipment
Headends
A ‘n D Cable Products Inc. 3 3 3 3 3 3 3 3 3 3
ADC Telecommunications 3 3 3 3 3 3 3 3 3 3 3 3 3 3
Advanced Media Technologies 3 3 3 3 3 3 3 3 3 3
Aeroflex 3 3
AFL Telecommunications 3 3 3 3 3 3 3 3 3 3 3 3 3 3
Aidi USA 3 3 3 3 3 3 3
Alcatel-Lucent 3 3 3 3 3 3 3 3 3
Alliance Fiber Optics 3 3 3 3 3 3 3 3
Alpha Technologies 3 3 3 3 3 3 3 3 3
Anritsu 3 3 3 3 3 3 3 3 3 3 3
Antronix 3 3 3 3 3 3 3 3 3 3
Artel Video Systems 3 3 3 3 3 3
AT&T Connected Communities 3 3 3 3 3
ATX Networks 3 3 3 3 3 3 3 3 3
BH Communications 3 3 3 3 3 3 3 3 3 3
Blonder Tongue 3 3 3 3 3 3 3 3 3 3 3
C9 Networks Inc. 3 3 3 3 3 3 3 3
Calix 3 3 3 3 3 3 3
Charles Industries, Ltd. 3 3 3 3 3 3 3
Clearfield 3 3 3 3 3 3
Connexion Technologies 3 3
Corning Cable Systems 3 3 3 3 3 3 3 3 3 3
CSI Digital 3 3 3 3 3 3
DIRECTV 3 3
Display Systems International 3 3 3 3 3 3
Fiberdyne Labs 3 3 3 3 3 3 3 3 3 3 3 3
Fiopt Communication Services Ltd. 3 3 3 3 3 3 3
Four Points Broadband 3 3 3 3 3 3 3 3 3 3
General Machine Products 3 3 3 3 3 3 3 3 3
Great Lakes Data Systems 3 3 3 3 3 3 3
JDSU 3 3 3 3 3 3
Michels Corporation 3 3 3 3 3
Multicom 3 3 3 3 3 3 3 3 3 3 3 3
Multilink 3 3 3 3 3 3 3 3 3
OFS 3 3 3 3 3 3 3 3 3 3 3
Optelian 3 3 3 3 3 3 3 3 3 3
Pace International 3 3 3 3 3 3 3 3 3 3 3
Power & Tel 3 3 3 3 3 3 3 3 3 3 3 3 3
Quanta Services 3 3 3 3 3 3 3 3 3 3 3
Seikoh Giken USA 3 3 3 3 3 3
Spot On Networks 3 3 3 3 3 3
Sumitomo Electric Lightwave 3 3 3 3 3 3 3 3 3 3
Telco Systems 3 3 3 3 3 3 3 3
Telkonet 3 3 3 3
TESSCO Technologies 3 3 3 3 3 3 3 3
The Light Brigade 3 3 3 3 3 3 3 3 3 3 3 3
Toner Cable Equipment 3 3 3 3 3 3 3 3 3 3 3
Verizon Enhanced Communities 3 3
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 33

2010 Buyers Guide
A ‘n D Cable Products
1460 Washington Blvd., Ste. A-102
Concord, CA 94521
P: 800-394-3008
F: 925-672-0317
Contact: Conrad Chompff
Email: sales@andcable.com
www.andcable.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Hospitality, Municipality
Products: Outside Plant, Inside Plant, Structured Wiring
Established in 1989, A ’n D offers cable management products;
copper Cat 5E, Cat 6 and Cat 6A cables; shielded cables; coaxial
cables; preterminated fiber cables; and fiber trunk cables. We
have developed a quick and easy cable-labeling system called
Unitag, a space-saving equipment rack bracket called RackOrganizer
and labor-saving custom Velcro Brand straps.
ADC Telecommunications
13625 Technology Drive
Eden Prairie, MN 55344
P: 800-366-3889
F: 952-917-1717
Contact: Chad Engel
Email: chad.engel@adc.com
www.adc.com
Industry segments:
PCO/MDU, FTTx,
Wireless, Telcos,
Cable TV, Hospitality,
Municipality
Products: Outside
Plant, Inside Plant, Wireless, Structured Wiring, Network
Services/Programming, Design/Construction, Headends
ADC provides the connections for wireline, wireless, cable,
broadcast and enterprise networks around the world. ADC’s
innovative network infrastructure equipment and professional
services enable high-speed Internet, data, video and voice services
to residential, business and mobile subscribers. ADC has
sales into more than 130 countries. Learn more about ADC at
www.adc.com.
Advanced Media Technologies, Inc.
3150 SW 15 th St.
Deerfield Beach, FL 33442
P: 954-427-5711
F: 954-427-9688
Contact: Rob Narzisi
Email: rnarzisi@amt.com
www.amt.com
Industry segments: PCO/MDU, FTTx, Telcos, Cable TV,
Hospitality, Municipality
Products: Outside Plant, Test Equipment,
Opto-Electronics, Headends
Advanced Media Technologies
(AMT) is the performance
leader among CATV
and broadband electronic
equipment providers. As a
value-added reseller of highperformance
products from many well-known manufacturers,
AMT targets emerging technology applications in broadband
with a complete line of products for CATV, IPTV, and FTTH.
In addition to providing expert in-house technical support for
RF and IP video distribution systems to cable TV companies
nationwide, AMT systems integration provides turnkey solutions
for digital TV headends, CMTS and VoIP deployment,
as well as design and on-site technical support.
AMT’s complete portfolio of broadband equipment includes
products from Motorola, Amino, Blonder Tongue,
Pacific Broadband Networks, EGT, RGB Networks, Adtec,
Drake, Olson Technology, Hitachi and Emcore.
AMT specializes in prebuilt headends ranging from small
DSS systems to fully digital high-definition headends.
Aeroflex
35 South Service Rd.
Plainview, NY 11803-0622
P: 800-835-2352
F: 516-694-2562
Email: info-test@aeroflex.com
www.aeroflex.com
Industry segments: Wireless
Products: Test Equipment
Aeroflex Incorporated is a multifaceted high-technology company
that designs, develops, manufactures and markets microelectronic
and test and measurement products. Our products
are in worldwide use supporting communication systems, networks
and automatic test systems. We have products that support
avionics, broadband, radio test sets, spectrum analyzers,
PXI, LTE and frequency synthesizers.
AFL Telecommunications
170 Ridgeview Center Drive
Duncan, SC 29334
P: 800-235-3423
Email: info@afltele.com
www.afltele.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Hospitality, Municipality
Products: Outside Plant, Inside Plant, Wireless, Structured
Wiring, Test Equipment, Network Services/Programming,
Design/Construction
AFL Telecommunications, headquartered in Spartanburg, S.C.,
offers fiber optic products, engineering expertise, integrated services
and content solutions for voice, video and data networks.
34 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

2010 Buyers Guide
For the FTTH market, AFL offers an “FTTH Made Easy”
program that consists of end-to-end system integration including
best-in-class FTTH and wireless platforms. Our product
portfolio includes PON and point-to-point electronics, RF and
IP video solutions, bandwidth management and FTTx business
modeling capabilities. AFL offers products that include
fiber management systems, optical splitters and wave-division
multiplexers, closures, NIDs, demarcation devices and fiber
optic cable as well as fiber fusion splicers, test equipment and
related accessories.
As a DIRECTV master system operator, AFL is authorized
to establish system operators and provide access to DIRECTV’s
programming and services. AFL’s expertise includes system
integration of both MFH-2 and MFH-3 solutions. For more
information, visit www.afltele.com or contact Kent Brown at
kent.brown@afltele.com or 864-433-8072.
AiDi USA
1250 45 th St., Ste. 355
Emeryville, CA 94608
P: 510-653-2500
F: 415-869-5377
Contact: Pat Chou, VP Sales & Marketing
Email: pat.chou@aidicorp.com
www.aidicorp.com
Industry segments: FTTx, Telcos, Cable TV
Products: Outside Plant, Inside Plant, Opto-Electronics,
Headends
AiDi Corporation is a global company that offers innovative,
high-value fiber optic products and services for FTTH,
metro and long-haul telecommunications. AiDi offers volumemanufactured
products and packaging services that require exceptional
durability and lifetime in the field. The company is
privately held, founded by industry pioneers with several U.S.
and international patents pending. AiDi is headquartered in
Japan with independent operating subsidiaries in China and
the United States.
Alcatel-Lucent
2301 Sugar Bush Road
Raleigh, NC 27612
P: 919-850-6191
Contact: Bhavani Rao
Email: Bhavani.rao@alcatel-lucent.com
www.alcatel-lucent.com/ftth
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Hospitality, Municipality
Products: Opto-Electronics, Software
Alcatel-Lucent is a global leader in broadband access, with cutting-edge
GPON and DSL solutions. The company is engaged
in more than 95 FTTx projects around the world, more than
80 of which involve GPON. Alcatel-Lucent has extended this
leadership by developing and driving the adoption of standards
through the Full Service Access Network and is one of the few
vendors to offer a comprehensive end-to-end triple-play solution
consisting of core routers, gateways and softswitches, integrated
and rigorously tested in a multimillion-dollar center.
Alliance Fiber Optic Products
275 Gibraltar Drive
Sunnyvale, CA 94089
P: 408-736-6900
F: 408-736-4882
Contact: Helen Chan
Email: hchan@afop.com
www.afop.com
Industry segments: FTTx, Telcos, Cable TV
Products: Outside Plant, Wireless, Test Equipment, Opto-
Electronics, Network Services/Programming
Alliance Fiber Optic Products (AFOP) designs, manufactures
and markets high-performance fiber optic components and
integrated modules. These include passive optical components
such as interconnect systems, couplers and splitters; thin-film
CWDM and DWDM components and modules; fixed and
variable optical attenuators; and integrated subsystems.
Based in Sunnyvale, Calif., the company serves communications
equipment manufacturers that deliver optical networking
systems to all three segments of the communications network:
long-haul, metropolitan and first-mile access. AFOP was
founded in 1995, has 800 employees and maintains manufacturing
and product development facilities in the United States,
Taiwan, and China.
Alpha Technologies
3767 Alpha Way
Bellingham, WA 98226
P: 360-647-2360
F: 360-671-4936
Contact: Nadia Boulos
Email: nboulos@alpha.com
www.alpha.com
Industry segments: PCO/MDU, FTTx, Wireless,
Cable TV, Municipality
Products: Outside Plant, Wireless, Test Equipment, Headends
Alpha Technologies Inc. develops
power conversion, protection
and standby products
for telecommunications and
broadband cable industries,
including custom, application-specific
power solutions.
Alpha Technologies offers
a complete portfolio of fiber-to-the-home powering options
with the FlexPoint line of 12Vdc single-family (SFU) solutions
and the FlexNet line of 48Vdc multiple-dwelling (MDU)
and small-office, home-office (SOHO) power supplies. Alpha
also offers solutions to simplify RFoG deployment, such as the
Integrated Fiber Enclosure (IFE). All Alpha’s powering solutions
are engineered to ensure reliability in the most demanding
environmental conditions while optimizing battery life
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 35

2010 Buyers Guide
and performance. In addition to product development, Alpha
Technologies provides installation and maintenance services to
support its global customer base. For additional information,
call 800-322-5742 or go to www.alpha.com.
passives, amplifiers, grounding hardware and more. Most are
available with patented CamPort auto-seizing F-connector
technology with over 2,000 grams of pull force. Taps include
E-Option, plug-in modules for integral signal conditioning.
Anritsu
1155 E. Collins Blvd., Ste. #100
Richardson, TX 75081
P: 972-644-1777
F: 972-671-1877
Contact: Laura Edwards
Email: laura.edwards@anritsu.com
www.us.anritsu.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Municipality
Products: Outside Plant, Inside Plant, Wireless, Test
Equipment, Design/Construction
Anritsu Co. is the
American subsidiary of
Anritsu Corporation, a
global provider of innovative
communications
test and measurement
solutions for more than
110 years. Anritsu provides
solutions for existing
and next-generation wired and wireless communication
systems and operators. Anritsu products include wireless, optical,
microwave/RF and digital instruments as well as operations
support systems for R&D, manufacturing, installation
and maintenance. Anritsu also provides precision microwave/
RF components, optical devices and high-speed electrical devices
for communication products and systems. With offices
throughout the world and approximately 4,000 employees,
Anritsu sells in more than 90 countries.
Antronix
440 Forsgate Drive
Cranbury, NJ 08512
P: 609-860-0160
F: 609-860-1687
Contact: Mike Horowitz
Email: mikehorowitz@antronix.net
www.antronix.net
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Hospitality, Municipality
Products: Outside Plant, Inside Plant, Opto-Electronics
Antronix is the market leader in providing active and passive
devices to the broadband industry. Recent introductions include
a line of integrated VoIP amplifiers and a family of devices
aimed at enabling MoCA in the home. Featured are fiber
nodes, retrofit taps that enable upgrades without resplicing and
a selection of splitters for use in NID boxes. Also available is an
extensive product lineup that includes line passives, subscriber
Artel Video Systems
330 Codman Hill Road
Boxborough, MA 01719
P: 978-263-5775
F: 978-263-9755
Contact: Lois Wisman
Email: lwisman@artel.com
www.artel.com
Industry segments: Telcos, Cable TV, Municipality
Products: Test Equipment, Opto-Electronics, Headends
Artel Video Systems develops, manufactures and markets highperformance,
broadcast-quality video transport hardware. For
more than 25 years, video service providers, telecommunication
companies, cable TV operators and broadcasters have
deployed Artel products in their most critical video transport
applications.
Artel’s product lines include the DV6000 digital video network
platform, DigiLink single-channel fiber transport and
the DL4000 multi-channel video transport platform. Artel
platforms provide reliable, error-free transport of all standard
video formats, including 3G-SDI, HD-SDI, SD-SDI, DVB-
ASI, ATSC and NTSC or PAL analog formats.
AT&T Connected Communities
2180 Lake Blvd., 11A57
Atlanta, GA 30319
P: 404-829-8895
Contact: Thuy Woodall
Email: tw5598@att.com
www.att.com/communities
Industry segments: Wireless,
Telcos, Cable TV,
Products: Wireless,
Structured Wiring
Delivering the Latest in Telecommunications and Entertainment
Solutions. As a leading global provider of advanced communications
services, AT&T, through its dedicated AT&T Connected
Communities organization, works closely with apartment
management and ownership groups, single-family builders
and developers to serve customer needs with the latest services
available. To learn more, visit www.att.com/communities.
ATX Networks
1-501 Clements Road West
Ajax, ON, Canada LIS 7H4
P: 905-428-6068
F: 905-427-1964
36 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

2010 Buyers Guide
Contact: Ben Newell, Director of Sales
Email: support@atxnetworks.com
www.atxnetworks.com
Industry segments: PCO/MDU, Telcos, Cable TV,
Hospitality, Municipality
Products: Outside Plant, Inside Plant, Opto-Electronics,
Headends
ATX Networks is a global manufacturer of cable television
products from the headend to the home, including RF filters,
signal-management equipment (RF, L-Band, optical), headend
and MDU amplifiers, transmitters and receivers, fiber nodes
and upgrades, amplifier upgrades, pads/EQs, drop amps,
digital voice switches, audio and video deletion and insertion,
monitor and control equipment and test-signal generators.
Products: Outside Plant, Structured Wiring,
Test Equipment, Opto-Electronics, Software, Headends
BH Communications specializes in low-cost pay-TV control
systems for MDUs, hotels, hospitals, universities and prisons.
We have more than 20 years of experience in off-premises addressability
for the CATV industry. CableSoft, our addressable
control software, provides remote monitoring and control of all
CATV projects from any location, using TCP/IP or telephone
modems. We offer connect-disconnect and multi-tier remote
control of CATV services at unbeatable prices. We carry both
new and refurbished addressable gear from Electroline. BH
Communications also provides new and refurbished headend
equipment, line extenders, amplifiers, distribution passives and
test equipment.
BH Communications
29 Greenfield St.
Montreal, QC, Canada H9G2J9
P: 514-696-6820
F: 514-696-6820
Contact: Mitch Goldberg
Email: mitch@bh-communications.com
www.bh-communications.com
Industry segments: PCO/MDU, FTTx, Cable TV,
Hospitality, Hospital, Health Care
AMT 26966 Broadband_Ad_MECH:AMT 26966 10/30/09 2:58 PM Page 1
Blonder Tongue
One Jake Brown Road
Old Bridge, NJ 08857
P: 732-679-4000
F: 732-679-1886
Email: information@blondertongue.com
www.blondertongue.com
Industry segments: PCO/MDU, FTTx, Telcos, Cable TV,
Hospitality, Municipality
Stocking
Distributor for:
Fiber Equipment
at the speed of light.
AMT is your source for:
1310 Transmitters
1550 Transmitters
EDFA’s
RFoG Micronodes
1310/1550 Receivers
Couplers & Jumpers
System Types:
RFoG
PON
HFC
L-Band
Digital Video
Ethernet
Multiple Solutions. One Source.
®
3150 SW 15th Street | Deerfield Beach, FL 33442 | 888.293.5856 | 954.427.5711 | sales@amt.com www.amt.com
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 37

2010 Buyers Guide
Products: Structured
Wiring, Test Equipment,
Opto-Electronics, Design/
Construction, Headends
Blonder Tongue Laboratories
is a highly recognized technology-development
company
delivering solutions for digital
encoding (HD, SD, IP), digital
transport and broadband.
Founded nearly 60 years ago and rooted in the television distribution
industry, the company serves markets and businesses
that include government, hospitality, sports and entertainment,
airports, broadcasting/movie studios and education.
C9 Networks
341 Cobalt Way, Ste. 205
Sunnyvale, CA 94085
P: 408-746-0400
F: 408-730-9441
Contact: Letitia Huang
Email: letitia@c9networks.com
www.c9networks.com
Industry segments: PCO/MDU, Wireless, Cable TV,
Hospitality, Municipality
BRoADBAND pRopERTIES
MAGAZINE
Invites You to the Broadband Properties
Summit 2010
April 26 • 28, 2010
InterContinental Hotel • Dallas
Addison, Texas
The Leading Conference on
Broadband Technologies and Services
WHO SHOULD ATTEND?
Real Estate Developers • Property Owners
• Independent Telcos • Municipal Officials • Private
Cable Operators • Town Planners • Economic
Development Professionals • Architects and Builders
• System Operators • Investors • Utility Organizations
• System Integrators
Visit www.bbpmag.com and
secure your participation
today, or call 877-588-1649.
Products: Network Services/Programming, Software,
Headends
C9 Networks provides low-cost, user-friendly CMTS for data,
voice and video over IP for cable, MDU and hospitality operators
with DOCSIS 1.0, 2.0 and 3.0 CMTS solutions. In addition
to the standard mini-CMTS with one downstream, C9
also offers CMTS with two or four downstreams; the model
C4000 series provides bandwidth up to 160 Mbps using standard
1.1 and 2.0 modems for video over IP. This solution is
more cost-effective for IP video and IPTV than DOCSIS 3.0.
The CMTS servers (DHCP/TFTP/TOD), subscriber-provisioning
software and RF plant-monitoring tools are all integrated
into the CMTS to provide a single-box solution.
Calix
1035 North McDowell Rd.
Petaluma, CA 94954
P: 707-766-3000
F: 707-283-3100
Contact: David Russell
Email: dave.russell@calix.com
www.calix.com
Industry segments:
PCO/MDU, FTTx,
Telcos, Cable TV,
Hospitality,
Municipality
Products: Opto-Electronics
Calix is the world’s largest equipment supplier focused solely
on access and is North America’s most widely deployed fiberto-the-premises
solutions provider. The Calix Unified Access
Infrastructure allows providers to deploy any service over any
media type and protocol via form factors that fit their deployment
needs. The company has equipped many rural systems
and pioneered long-range OLTs.
The Calix C7 multiservice access platform enables the
deployment of legacy and advanced broadband services, including
GPON. Its E-Series includes Ethernet platforms for
delivering copper- and fiber-based services, including the new
revolutionary E7 Ethernet platform supporting both GPON
and active Ethernet, and its P-Series offers a broad portfolio of
optical network terminals for residential, business and MDU
deployments. All Calix products are managed by the Calix
Management System, which provides a single network view
and advanced management capabilities across an entire unified
access infrastructure.
Founded in 1999, Calix is headquartered in Petaluma,
Calif., with offices in Boston and Minneapolis.
Charles Industries Ltd.
5600 Apollo Drive
Rolling Meadows, IL 60008
P: 847-806-6300
F: 847-806-6231
38 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

2010 Buyers Guide
Contact: J. T. Charles
Email: mktserv@charlesindustries.com
www.charlesindustries.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Municipality
Products: Outside Plant
Charles Industries
supplies telecommunications,
ATV
and utilities markets
with a line
of outside-plant
environmenta l-
protection solutions
for fiber,
copper and wireless
applications. Charles Fiber Distribution Points (CFDP),
Pedlock Pedestals, Fiber Flexibility Pedestals (CFFP), Fiber
Cross-Connects (CFXC), CATV/Broadband Pedestals and
Multi-Purpose Housings (CMPH) lead the industry in performance
and value for nonmetallic buried distribution enclosures.
Charles Universal Broadband Enclosures (CUBE)
are customizable metallic cabinets for housing optical and
electronic equipment at cell sites, strip malls, business parks,
MDUs and other remote outdoor applications. Founded in
1968, Charles is an ISO 9000- and TL 9000-registered company,
with U.S.-based manufacturing facilities.
Clearfield
5480 Nathan Lane
Plymouth, MN 55442
P: 763-476-6866
F: 763-475-8457
Contact: Nikki Moen
Email: nmoen@clfd.net
www.clearfieldconnection.com
Industry segments: FTTx, Telcos, Cable TV
Products: Outside Plant, Inside Plant, Headends
Clearfield designs and manufactures the WaveSmart Platform
of powered optical signal products, including the WaveSmart
PowerNode 1550 EDFA and the FieldSmart Fiber Management
Platform, which includes its latest-generation FieldSmart
Fiber Distribution System (FxDS), FieldSmart Fiber Scalability
Center (FSC) and FieldSmart Fiber Delivery Point (FDP)
series. The FxDS, FSC and FDP product lines support multiple
panel configurations, densities, connectors and adapter
options, and are offered alongside an assortment of passive optical
components. Clearfield provides a complete line of fiber
and copper assemblies for inside plant, outside plant and access
networks. Clearfield is a public company.
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 39

2010 Buyers Guide
Connexion Technologies
111 Corning Rd., Ste. 250
Cary, NC 27518
P: 919-535-7342
F: 919-882-9338
Contact: Susan Knowles
Email: susan.knowles@cnxntech.com
www.cnxn.com
Industry segments: PCO/MDU, FTTx
Connexion Technologies customizes and manages state-ofthe-art
communications networks in single-family, multifamily,
high-rise, resort and hospitality properties nationwide. Its
award-winning networks optimize the communication experience
and value of properties for residents and property owners,
creating A Better Connection. Connexion Technologies is
not a service provider; rather, it selects and manages a portfolio
of providers that offer entertainment and communication
applications, including the best in enhanced television, telephone,
Internet and other services over Connexion’s providerneutral
networks. The company is based in Cary, N.C. It was
established in 2002 and serves properties in 28 states. Visit
www.connexiontechnologies.net.
Corning Cable Systems
800 17 th Street NW
Hickory, NC 28601
P: 800-743-2671
F: 828-901-5488
Contact: Stephanie Kosty
Email: stephanie.kosty@corning.com
www.corning.com/cablesystems
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV
Products: Outisde Plant, Inside Plant, Wireless,
Test Equipment, Design/Construction
Corning Incorporated developed the first optical fiber for communications
in 1970 and remains a world leader in specialty
glass and ceramics, creating and manufacturing keystone components
that enable high-technology systems. Corning Cable
Systems develops and manufactures optical cable, hardware and
equipment designed to make fiber-to-the-x (FTTx) deployments
faster, easier, more reliable and more efficient. In 2007, Corning
introduced its innovative ClearCurve product suite, based
on bend-insensitive optical fiber. ClearCurve solved historical
technical challenges for telecommunications carriers installing
fiber-to-the-home networks in multidwelling units and other
complicated deployments, and Corning continues to expand the
product suite with technological innovations.
Corning Cable Systems Evolant Solutions for Carrier Networks
deliver tip-to-tip product and service offerings for FTTx,
CATV and wireless applications, with preconnectorized solutions
revolutionizing the way FTTx networks are deployed.
Whatever your network needs, Corning has the solution.
CSI Digital
921 SW Washington Street, Suite 470
Portland, OR 97205
P: 503-715-2525
F: 503-274-7719
Contact: Lloyd de Bruin
Email: info@csidigital.net
www.csidigital.net
Industry segments: PCO/MDU, Telcos, Cable TV,
Hospitality, Municipality
Products: Headends
CSI Digital offers turnkey IPTV solutions to telecommunications
and cable providers. Its unique solutions enable telecommunications
companies to enter the video market or expand
their existing video service offerings. CSI Digital’s cable solution
enables cable operators to free up bandwidth and expand their
program offerings while offering all the features and functionality
of IPTV. Currently CSI Digital’s solutions are deployed in
locations from New York to Guam, either via satellite or terrestrially
over fiber from our headend. For more information, call 503-
715-2525, visit www.csidigital.net or e-mail info@csidigital.net.
DIRECTV
2230 East Imperial Hwy
El Segundo, CA 90245
P: 310-964-0530
Contact: Tony Schaffer
Email: atshaffer@directv.com
www.directv.com/MDU
Industry segments: PCO/MDU
Products: Headends
DIRECTV, the nation’s number one satellite television service,
presents the finest television experience available to more than
18.4 million customers in the United States and is leading the
high-definition revolution with more than 130 HD channels –
more quality HD channels than any other television provider.
Each day, DIRECTV subscribers enjoy access to more than 265
channels of 100-percent digital picture and sound, exclusive programming,
industry-leading customer satisfaction (which has
surpassed all national cable companies for nine years running)
and superior technologies that include advanced DVR and HD-
DVR services and the most state-of-the-art interactive sports
packages available anywhere. For the most up-to-date information
on DIRECTV, please visit www.directv.com.
Display Systems International
2214 Hanselman Ave.
Saskatoon, SK, Canada S7L 6A4
P: 877-934-6884
F: 306-934-6447
Contact: Whitney Lemke
Email: Whitney@displaysystemsintl.com
www.displaysystemsintl.com
40 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

2010 Buyers Guide
Industry segments: PCO/MDU, Telcos, Cable TV,
Hospitality, Municipality
Products: Headends
Especially popular with gated communities, multiple-dwelling
units and private cable, DSI offers an inexpensive and professional
way to display advertising, real estate, community bulletin
boards and tenant information on a local cable channel.
Our software can also be used in schools, restaurants, shopping
units, timeshares, museums, hotels and hospitals to display announcements,
menus, retail specials and guest information.
Also offered by DSI is LineUp, an inexpensive electronic
programming guide that allows the display of an on-screen
scrolling guide of current TV listings. LineUp gives customers
complete control of the look, logos, fonts, colors and information
displayed. Web listings have recently become available to
LineUp customers, giving subscribers access to an interactive
Web site where they can view channels for hours ahead. DSI
now provides programming data to set-top boxes and passive
guides. The data can be delivered with or without notes, ratings
and other custom features in a format selected by the customer.
Fiberdyne Labs
127 Business Park Drive
Frankfort, NY 13340
P: 800-894-9694
F: 315-895-8436
Contact: Peter Polus
Email: sales@fiberdyne.com
www.fiberdyne.com
Industry segments: PCO/MDU, FTTx, Wireless, Cable TV,
Municipality
Products: Outside Plant, Inside Plant, Wireless, Structured
Wiring, Test Equipment, Opto-Electronics, Network
Services/Programming
Fiberdyne Labs is a worldwide supplier of high-quality fiber
optic products, including termination boxes, preterminated
backbone cable, bulk cable, jumper cables and patch cords,
FTTH drop cables, CATV node entrance cables with bendinsensitive
fiber, WDM, CWDM and DWDM passive modules,
fiber splitters, attenuators, Ethernet media converters,
switches, Gigabit multiplex systems, SFPs, GBICs, CAT 5e,
Cat 6 patch cords and more. Fiberdyne Labs also offers nationwide
fiber characterization services.
Fiopt Communication Services Ltd.
708 24 Ave NW
Calgary, AB, Canada T2M 1X7
P: 403-452-9372
F: 403-206-7605
Contact: Bryan McIver
Email: bryan@fiopt.com
www.fiopt.com
Industry segments: FTTx, Telcos, Cable TV, Municipality
Products: Outside Plant, Inside Plant, Design/Construction
Based in Calgary, Alberta, Fiopt Communication Services is a
network planning, design and consulting firm specializing in
fiber-to-the-x (FTTx) networks. With services that enable clients
to move their projects from the drawing board to the field,
Fiopt helps owners realize their plans for deploying the next
generation of local access telecom networks. From feasibility
studies and network strategy to design and construction management,
Fiopt simplifies the process of deploying FTTx.
Four Points Broadband
11880 Pigeon Ave.
Montreal, Canada H1G5W6
P: 514-543-3017
F: 514-696-6820
Contact: John Ortu
Email: john@fourpointsbroadband.com
www.fourpointsbroadband.com
Industry segments: PCO/MDU, FTTx, Cable TV,
Hospitality, Hospital, Health Care
Products: Outside Plant, Inside Plant, Structured Wiring,
Test Equipment, Opto-Electronics, Headends
Four Points Broadband provides products and solutions for
HFC networks that include:
• Pacific Broadband Networks advanced optical transmission
products for Ethernet, GEPON, HFC, FTTx and RFoG
applications
• Viewteq Corp. solutions for digital and analog headends
and combining, amplifying or splitting networks
• Radiant Communications products for transport of data,
video and audio
• Tech Products’ Everlast for signs, tags and markers that are
UL-tested and will not fade for more than 40 years
• Myers Power for outside-plant cable network powering and
UPS
• Addressable tap systems for MDUs and hospitals as well as
refurbished CATV gear at drastically reduced prices.
General Machine Products
3111 Old Lincoln Hwy.
Trevose, PA 19053
P: 215-357-5500
F: 215-357-6216
Contact: Ted Clemens, Director of Sales
Email: info@gmptools.com
www.gmptools.com
Industry segments: PCO/MDU, FTTx, Telcos, Cable TV,
Municipality
Products: Outside Plant, Inside Plant, Structured Wiring,
Design/Construction
For more than 75 years, General Machine Products Company
(GMP) has been a global provider of products for the telecommunications,
power utility and cable television industries and
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 41

2010 Buyers Guide
the contractors that serve them. Product applications include
the placement of fiber optic, copper conductor and coaxial
cable both aerially and underground.
GMP aerial cable-lashing machines, Adams continuousduty
winches and fiber optic cable pullers are accepted as the
industry standard. GMP’s 1,100+ products also include cable
reels and aerial blocks, cable cutters, unique RJ plug-pressing
tools, fiber optic cable-blowing equipment and other specially
designed tools for the data, telecommunications and power
utility markets.
The company’s facilities include a 100,000-square-foot
manufacturing plant in Trevose, Pa., in suburban Philadelphia,
and a plant in Rutland, U.K. (its CBS Products Ltd. unit). Both
facilities are equipped with technologically advanced machine
tools and staffed by well-trained teams of craftspeople.
Great Lakes Data Systems
5954 Priestly Drive
Carlsbad, CA 92008
P: 800-882-7950
F: 760-602-1928
Contact: Sandi Kruger
Email: sandi@glds.com
www.gldscom
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Municipality
Products: Software
WinCable sets a new standard for cable billing and subscriber
management software. Digital and analog set-top boxes, conditional
access, satellite, cable modems, VoD and VoIP are all
managed directly from the WinCable system. GLDS also offers
Web-enabled customer self-care (including bill view, subscriber
self-upgrades, pay per view and credit-card payments).
• Designed for the requirements of private and municipal
cable
• Support for interdiction, FTTH, digital, VoIP and more
• Landlord/tenant billing options
Serving small and midsized operators, GLDS has implemented
its solutions for more than 300 cable systems in 49
U.S. states and 40 countries worldwide. Contact GLDS Sales
at 800-882-7950.
JDSU
One Milestone Center Court
Germantown, MD 20876
P: 381-353-1550
F: 240-404-1199
Contact: Bernie Tylor
Email: Bernie.tylor@jdsu.com
www.jdsu.com
Industry segments: FTTx, Wireless, Telcos, Cable TV,
Municipality
Products: Test Equipment
JDSU enables broadband and optical innovation in the communications,
commercial and consumer markets. JDSU is the
leading provider of communications test and measurement
solutions and optical products for telecommunications service
providers, cable operators and network equipment manufacturers.
JDSU is also a leading provider of innovative optical
solutions for medical/environmental instrumentation, semiconductor
processing, display, brand authentication, aerospace
and defense and decorative applications. More information is
available at www.jdsu.com.
Michels Corporation
817 West Main St.
Brownsville, WI 53006
P: 920-583-3132
F: 920-583-3429
Contact: Jerrod Henschel
Email: jhensch@michels.us
www.michels.us
Industry segments: FTTx,
Telcos, Municipality
Products: Outside Plant,
Design/Construction
A pioneer in fiber optic network
construction, Michels
continues to lead the way as
a premier national communications
contractor. Michels
serves all sectors of the communications
industry, from local telephone companies, broadband
and cable TV providers to the education and enterprise
sectors. Michels delivers seamless telecommunications design
and turnkey construction and implementation.
Multicom
1076 Florida Central Parkway
Longway, FL 32750
P: 800-423-2594
F: 407-339-0204
Contact: Todd Schaffer, Marketing; Scott Brietz, Sales
Email: todd@multicominc.com; scott@multicominc.com
www.multicominc.com
Industry segments: PCO/MDU, FTTx, Telcos, Cable TV,
Municipality
Products: Outside Plant, Inside Plant, Structured Wiring,
Test Equipment, Opto-
Electronics, Design/
Construction, Headends, VoIP
Services
QAM, 8VSB, ITU J.83 Annex
A and B – have you looked at a
spec sheet for a new modulator
lately? Our industry is experi-
®
42 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Connected
at the Summit
Get
Biggest and Best…
Expanded Multi-Housing Program
An Agenda Developed by Industry Leaders
MDU Co-Chairmen:
Summit Ever
April 26 - 28
Official Corporate Host
Dallas
Chris Acker
Director, Building Technology Services Group,
Forest City Enterprises, Inc.
Henry Pye
Vice President, Resident Technology Solutions,
RealPage, Inc.
Steve Sadler
Vice President, Ancillary Services,
Post Apartment Homes, L.P.
Event Co-Sponsors
Toward a Fiber-Connected World
The 2010 Advisory Panel of Property Owners Includes:
Brian McIntire
Director of Information Technology – Buckingham Companies
Cheryl Barraco
Director of Telecommunications – Avalon Bay Communities, Inc
Michael Halbrook
Ancillary Business Manager – Mid-America Apartment Communities
Jeffrey Bond
Vice President, Ancillary Services – Related
Jorge de Cardenas
Sr. Vice President Information Technology – American Campus Communities
Karen Seemann
Director Ancillary Income – Essex Property Trust
Kent McDonald
Director of Communications Services – AIMCO
Mark Bershenyi
Director of Contracts – Archstone Smith
Michael Burnette
Vice President, IT – Place Properties
Robert Bishop
Vice President – Riverstone Residential Group
Steve Merchant
Vice President of Revenue Strategy – Equity Residential
Terry Fulbright
Vice President, Director of Ancillary Services – UDR, Inc.
Woodrow Stone
Sr. Director, PMO – Pinnacle
Secure your seat today by calling 877-588-1649,
or visit our website at www.bbpmag.com

Get Connected…
At The Summit
Biggest and Best…
Summit Ever
Identifying the Value:
Multifamily Emerges from Recession
Future of Multifamily Design:
What Building Styles, Systems and
Applications will Dominate Tomorrow’s
Multifamily Community?
While it is still not clear when development will begin
anew, it is obvious that multifamily development will be
far different from the pre-recession status quo. The expert
panel will present views regarding the new post-recession
world of multifamily development.
• Henry Pye – Vice President, Resident Technology
Solutions, RealPage, Inc.
• Ron Nickson – Vice President of Building Codes,
National Multi Housing Council
• Maureen Mahle – SWA
• Chris Wood – Hanley Wood
Due Diligence: Evaluating an Existing
Multifamily Community
Better, faster, cheaper: How do providers and owners give
residents what they want for a price they want?
• Henry Pye – Vice President, Resident Technology
Solutions, RealPage Inc.
• Kent McDonald – Director of Resident Technology,
AIMCO
• Mike Kolb – Overbuild Specialist, Connexion
Technologies
Regulatory Update
Panelists will discuss changes in the regulatory landscape
and the impacts of these changes (or proposed changes)
on the multifamily industry.
• Cheryl Barraco – Director of Telecommunications,
Avalon Bay Communities Inc.
• Matthew Ames – Telecommunications Law,
Miller & Van Eaton
• James W. MacNaughton, Esq. – Telecommunications
Specialist, Law office of W.J. MacNaughton
(Confirmed and Invited Speakers as of 11-16-09)
Two Triple-Play Providers Serving
One Community
Residents demand choice. Providers are focusing on triple
-play services and actually appear to want to compete
with each other. On the surface, it sounds like paradise for
owners and residents, but what lies beneath the surface
(or behind the walls) may not be so pleasant. Although
providers are keenly aware of the cost of delivering their
product, owners may not be aware of their own costs
and obligations in providing their residents with digital
choices. This panel will dive below the pristine surface to
explain why some may find deeply buried costs.
• Steve Sadler – Vice President, Ancillary Services,
Post Apartment Homes, L.P.
• Mark Bershenyi – Director of Contracts,
Archstone Smith
• Lin Atkinson – General Manager,
National Accounts, AT&T Connected Communities
• William (Bill) Revell – Vice President, National
MDU Sales and Services Operations,
Comcast Cable
• Joseph Geroux – Director of Business
Development, Charter Communications
• Eric Fichtner – Executive Vice President,
Products and Services,
Connexion Technologies
4th Annual Legal Leaders Panel
Listen to the legal leaders for multifamily and service
providers discuss today’s hot issues. Gain valuable insight
into the terms and conditions in service and marketing
agreements that are relevant to today’s market.
• Mary Kane – Senior Counsel, Comcast
• Ian Davis – Lawyer, Munsch Hardt Kopf & Harr
• Art Hubacher – Lawyer, Costlow & Hubacher
• Matthew Ames – Telecommunications Law,
Miller & Van Eaton
Case Study: The Real Value of an Owner’s
Marketing Efforts for Providers
What is the value of on-site marketing rights and owner
assistance? Verizon will answer this question by reviewing
a number of FiOS-deployed communities with differing
degrees of on-site marketing and owner assistance.
• Daniel O’Connell – National Sales Director, Verizon
Enhanced Communities
Points of Demarcation: Have the Lines
Become too Blurry to See?
What does the “point of demarcation,” or “demarc,” really
mean? When is it appropriately applied? Has the demarc
reached the end of its illustrious life, to be replaced by another
all-defining term? Or are owners and providers gearing up
for yet another battle that is likely to leave them both weary?
• Daniel O’Connell – National Sales Director,
Verizon Enhanced Communities
• Mike Olson – DIRECTV
• Richard Holtz – CEO, InfiniSys
• Shannon Boyle – Director of MDUs and Single
Family Development, Cox Communications
What Is the Value in Bulk Services?
Critical to many multifamily verticals, bulk services are
constantly evolving. Providers and owners will discuss
current, near-term and future bulk services for multifamily
communities.
• Karla Martin – Senior Manager, Resident
Technology Solutions, RealPage Inc.
• Gregory McDonald – Director of
Telecommunications, Camden Property Trust
• Jerry Grasmick – Vice President, Dish Network
• Nathan Geick – MDU Division Director,
Suddenlink Communications
• Robert Grosz – Executive Vice President and
General Manager, Pavlov Media
• Ian Davis – Lawyer, Munsch Hardt Kopf & Harr
Case Study: Switched Digital Video
The what, why, when and how of Time Warner Cable’s
deployment of Switched Digital Video (SDV). What does it
mean to property owners, and how will it affect your common
areas, such as fitness centers and community rooms?
• Dave Schwehm – Senior Director, National Sales, Time
Warner Cable
Owner Discussion: Marketing Agreements
and Industry Trends
If you are dazed and confused by the latest version of a marketing
agreement or by the whiz-bang technology a provider
says you can’t live without, this is the session for you. We will
explore industry trends in the comfortable and protected confines
of an “owner only” setting. No glossy marketing material
or legalese will add to the confusion; we’ll have only honest
and frank discussion about the impacts on our industry and
our residents. This is an excellent forum for smaller owners
who may not have the in-house expertise to sort through a
confusing and often costly decision-making process.
• Steve Sadler – Vice President, Ancillary Services,
Post Apartment Homes, L.P.
The Value Proposition for the Consumer
Owners and providers get together to discuss current and
near-term service offerings that will provide value to the
owner’s residents and the provider’s subscribers. How can
provider offerings complement those of the owner?
• Steve Merchant – Vice President of Revenue Strategy,
Equity Residential
• Lin Atkinson – General Manager, National Accounts,
AT&T Connected Communities
• Michael Baer – Regional Sales Manager, Insight
• Tammy Gonzales –General Manager Commercial
Markets, Bright House
• Vin Lipinski – Vice President Business Development,
DirecPath
Providers Panel: What Do Providers Want From
Multifamily Owners, Managers and Builders?
Owners have often discussed the issues, both contractual
and operational, that affect their properties; now providers
will have a chance to discuss the multifamily market from
their perspective.
• Chris Acker – Director, Building Technology Services
Group, Forest City Enterprises Inc.
• Dave Schwehm – Senior Director, National Sales,
Time Warner Cable
• William (Bill) Revell – Vice President, National MDU
Sales and Services Operations, Comcast Cable
• Daniel O’Connell – National Sales Director, Verizon
Enhanced Communities
• Lin Atkinson – General Manager, National Accounts,
AT&T Connected Communities
• Mike Olson – Vice President of Sales, DIRECTV
• Eric Fichtner – Executive Vice President,
Products and Services, Connexion Technologies
Secure your seat today by calling 877-588-1649,
or visit our website at www.bbpmag.com
To Exhibit or Sponsor, contact: Irene Prescott at
irene@broadbandproperties.com, or call 316-733-9122

Get Connected…
At The Summit
Biggest and Best…
Summit Ever
Sponsors
Official Corporate Host
Exhibitors
Diamond SPONSOR
Platinum SPONSOR
Enhanced Gold SPONSOR
Gold SPONSOR
Special SPONSOR
Silver SPONSOR
DESIGN NINE
broadband architecture + engineering
SOLUTIONS. COMMUNICATIONS. TRANSFORMATION.
FEATURED SPONSORS
Media Sponsor
Research Sponsors
SOLUTIONS. COMMUNICATIONS. TRANSFORMATION.
Secure your seat today by calling 877-588-1649,
or visit our website at www.bbpmag.com
To Exhibit or Sponsor, contact: Irene Prescott at
irene@broadbandproperties.com, or call 316-733-9122

Get Connected…
At The Summit
Biggest and Best…
Summit Ever
Community
Special Summit Guest:
RURAL TELECOMMUNICATIONS CONGRESS
Sponsors of Rural TeleCon
Broadband for Rural Prosperity
Research
Broadband Properties welcomes the Rural Telecommunications Congress to
Summit 2010. RTC has been invited to hold its own event adjacent to the Summit.
RTC Mission Statement:
To advance the position of rural America with respect to telecommunications access.
RTC Background:
• 1997 — A group of concerned citizens, local and state government officials, consultants and
others begin meeting in Aspen, Colorado each fall to discuss how the Western states can
benefit from high speed broadband services. Concerns include the need for knowledge at
the grass roots level about applications for education, health, government, and the private
sector. The conferences attract 150 – 200 attendees.
• 2001 — Organizers reach out nationally, attracting attendees from the Eastern states.
The Rural Telecommunications Congress is formed, officers elected, by-laws written.
The RTC, with its exclusive focus on rural issues, immediately becomes “the national rural
telecommunications conference” to attend.
• 2002 — Conference in Des Moines draws well over 350 attendees, with
every state represented. Event features a Federal Resource Center and
nationally recognized speakers from industry and government. The
conference includes a large vendor convention hall and numerous breakout sessions.
• 2003 — Annual RTC conference is held in Washington, D.C., attracting nearly 400 attendees
from around the country and the world.
• Annual events continue to attract up to 400 — a worldwide network of practitioners,
advocates and technologists dedicated to the quality of life in rural communities.
Technology
Applications
— 2004 in Spokane, Washington
— 2005 Lexington, Kentucky
— 2006 Little Rock, Arkansas
— 2007 Springfield, Illinois
— 2008 Smugglers Notch, Vermont
To become an RTC member or learn more about RTC, visit: www.rtcconference.org/rtc
To register for the Summit or the RTC special event, visit: www.bbpmag.com
Secure your seat today by calling 877-588-1649,
or visit our website at www.bbpmag.com
Economic
Development
Healthcare
Honorary Summit Chairman
Tim Nulty
East Central Vermont
Community Fiber Network
Special Summit Chairman
The Hon. Hilda Legg
Vice Chair
Broadband Properties Magazine
START PLANNING NOW FOR SUMMIT 2010.
This year’s event will be at a new location – an excellent hotel in a vibrant
neighborhood full of superb dining and other attractions.
The InterContinental is convenient to the two main airports in Dallas –
DFW and Love Field – and adjacent to Addison Airport, ideal for private aircraft.
It’s the leading event for network builders and deployers.
The Summit is widely recognized as the number one venue for information
on digital and broadband technologies for buildings and communities.
Activities and Sessions Include:
• Newest Case Studies on How Broadband Spurs Economic Development • Applications to
Generate Profits for Network Operators • Awards for Today’s Leading Broadband Communities
• World-Class Keynoters • Evening Receptions and Networking Events
Programs now being planned involve:
• The latest broadband strategies of cities and communities • Lessons learned from others –
what to emulate and what to avoid • Sessions on getting your customers and
constituents on board with your plans. • Panels on increasing the ROI of your buildings.
• Roundtables on improving the appeal of your properties.
Who Should Attend:
Attendees include all those involved in the design and
development of communities, including:
• Real Estate Developers • Property Owners • Independent Telcos
• Municipal Officials • Private Cable Operators • Town Planners
• Economic Development Professionals • Architects and Builders
• System Operators • Investors • Utility Organizations • System Integrators
Register Early to Receive Major Discounts
Special Reduced Rates Now in Effect
Honorary Summit Chairman
The Hon. Graham Richard
Former Mayor and State Senator
National Broadband Champion
April 26 – 28, 2010 - Dallas
Online registration starts Nov. 1 * Prior to Nov. 1 call 877-588-1649
To Exhibit or Sponsor, contact: Irene Prescott at
irene@broadbandproperties.com, or call 316-733-9122

2010 Buyers Guide
encing an upheaval of new terminology, applications and technology.
How do you keep pace? Here’s the good news: You don’t
have to! Multicom’s experienced sales engineers have proven
track records for providing the product and service solutions
you need, when you need them. With 13,000 products from
more than 270 of the world’s major manufacturers in stock, we
provide not only the answers to today’s most challenging questions
but also the products to implement the most sophisticated
projects. Look to Multicom when you need reliable information
– and the products and experience to back it all up.
Multicom will also design your distribution system, provide
a complete priced bill of materials and then rack, balance and
crate your headend for a complete plug-and-play solution. For
cable operators planning triple-play services, Multicom’s affiliate
company Mconnect offers a quick and easy solution to enhance
existing video and data offerings with a high-quality voice service.
In business since 1982, Multicom is a full-line stocking distributor
and manufacturer of products used for the end-to-end
integration of television, data, voice and security over fiber, coax
and copper. For competitively priced products and services, call
us at 1-800-423-2594, e-mail us at multicom@multicominc.
com or visit our Web site at www.multicominc.com.
Multilink
80 Ternes Ave.
Elyria, OH 44035
P: 440-366-6966
F: 440-366-6802
Contact: Matt Ternes
Email: mternes@multilinkone.com
www.multilinkone.com
Industry segments: PCO/
MDU, FTTx, Wireless, Telcos,
Cable TV, Municipality
Products: Outside Plant, Inside
Plant, Structured Wiring
Multilink is a designer, developer
and manufacturer of
products for voice, data, video
and CATV applications. Multilink
manufactures fiber optic products, including preconnectorized
housings and cable assemblies, splice closures, slack
storage devices, cable markers and tags, fiber-node cabinets
and environmentally controlled enclosures. Additional products
include MDU steel security enclosures, plastic demarcation
boxes, plastic and steel moldings designed for copper and
fiber distribution in buildings and FTTx products.
OFS
2000 Northeast Expressway
Norcross, GA 30071
P: 1-888-FIBERHELP
Contact: Fernando Constantino
Email: ofs@ofsoptics.com
www.ofsoptics.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Hospitality, Municipality
Products: Outside Plant, Inside Plant, Wireless,
Design Construction
OFS, a designer, manufacturer
and supplier of optical
fiber products and solutions,
can help “Fiber-connect your
community” with a highperformance
FTTH portfolio
that includes well-known
brands such as the comprehensive, end-to-end FOX Solution
(Fiber Optics to the X), ultra-bend-insensitive EZ-Bend Optical
Cables, V-Linx Spool & Play Solution for MDU deployments
and all-dry optical cables.
OFS’ innovative FTTH solutions help deliver fiber directly
to homes, businesses and MDUs and support high-quality
revenue-generating services such as HDTV, online gaming and
video on demand that can increase ROI and property values.
OFS’ ultra-bend-insensitive EZ-Bend Cables are the ideal solution
for MDU and in-home wiring applications, and can be
routed around sharp corners and stapled using the same simple
practices and installation tools used for copper service cables.
Available in riser, plenum, LS0H and indoor/outdoor versions,
EZ-Bend Cables are free of heavy metals and RoHS compliant.
Other OFS solutions include state-of-the-art FITEL fusion
splicers and tools; bend-optimized AllWave FLEX ZWP fiber;
AllWave FLEX jumpers and fanouts; and all-dry Fortex and
AccuRibbon cables. OFS can also help optimize your network
design with its OptiCost FTTH Modeling services.
Optelian
2121 New Market Parkway SE
Marietta, GA 30067
P: 770-690-9575
F: 770-690-9506
Contact: Tom Dell
Email: info@optelian.com
www.optelian.com
Industry segments: FTTx, Wireless, Telcos, Cable TV,
Municipality
Products: Outside Plant, Inside Plant, Wireless, Test
Equipment, Headends
Optelian, a trusted designer and manufacturer of optical transport
systems, serves some of the world’s largest network operators.
With more than 200 customers and 85,000 wavelengths
installed, the company is known industrywide for its exceptional
product quality, speed of delivery, superior customer
support and custom design capabilities. Since 2002, Optelian’s
portfolio of optical solutions has enabled telecom, multiservice
operator (MSO), utility and enterprise customers to expand
their fiber capacity so they can increase capabilities, costeffectiveness
and efficiency. Optelian’s sales and marketing
organization is located in Marietta, Ga., with in-house
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 43

2010 Buyers Guide
development and manufacturing based in Ottawa, Ont. For
more information, visit www.optelian.com.
Pace International
3582 Technology Drive NW
Rochester, MC 55901
P: 1-800-444-PACE
F: 507-424-4979
Contact: Sam Schell
Email: sams@paceintl.com
www.paceintl.com
Industry segments: PCO/MDU, Telcos, Cable TV,
Hospitality, Municipality
Products: Outside Plant, Inside Plant, Structured Wiring,
Test Equipment, Design/Construction, Headends
Pace is an automation and procurement specialist with expertise
in supporting communication systems in commercial environments
worldwide. As an authorized hardware and content
distributor for DISH Network, the company offers complete
solutions for MDU and commercial operators. Pace carries
the industry’s most recognized products, along with its own
lineup of DISH Network–approved installation materials, sold
under its own brand name, MVP. Complete solutions from
Pace include system design, technical support, SBCA certification,
“Built, Balanced, and Burned” analog and QAM headends,
tool kitting, billing and 24/7 customer support. Founded
in 1972, Pace International operates from its headquarters in
Rochester, Minn., and through facilities in Denver, Colo., and
Ningbo, China. For more information, visit www.paceintl.
com or call 1-800-444-PACE (7223).
Power & Tel
2673 Yale Ave.
Memphis, TN 38112
P: 800-238-7514
F: 901-320-3082
Contact: Keith Cress
Email: marketing@ptsupply.com
www.ptsupply.com
Industry segments: FTTx, Wireless, Telcos, Cable TV,
Hospitality, Municipality
Products: Outside Plant, Inside Plant, Wireless, Structured
Wiring, Test Equipment, Opto-Electronics, Headends
Power & Tel offers the complete product solution to today’s
communication service provider. As your need list grows –
FTTH, IPTV, VoIP, central office/headend, OSP, wireless,
customer premises, home networking, testing – we have the
product and solution portfolio to build your entire network.
Remember that Power & Tel works where you work. So whether
it is our wide-ranging inventory or our people and service
capabilities, we are focused on meeting your everyday needs.
Allow our extensive distribution network to be your inventory.
Allow our team to be a contributing partner in your success.
Quanta Services
1360 Post Oak Blvd., Ste. 2100
Houston, TX 77056
P: 713-629-7600
F: 713-629-7676
Contact: Walt Donovan
Email: wdonovan@quantaservices.com
www.quantaservices.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Municipality
Products: Outside Plant, Inside Plant, Wireless,
Design/Construction, Headends
Quanta Services provides
services to the telecommunications
industry from inception
to implementation
to ongoing enhancements.
Quanta’s experience in
broadband, telephony and
data technologies, coupled
with its inside- and outsideplant
capabilities, enables the company to seamlessly handle all
phases of a network’s life span.
Quanta takes telecom systems across the nation to businesses,
campuses and homes, through fields, mountains, forests
and towns large and small. From engineering, route selection
and right-of-way procurement to trenching, installation,
testing, product positioning and marketing, Quanta’s scope
of telecommunications network services covers projects from
start to finish.
Seikoh Giken USA
4405 International Blvd., Ste. B109
Norcross, GA 30093
P: 770-279-6602
F: 770-279-8839
Contact: Sarah Poe
Email: sales@stg-usa.com
www.SeikohGiken.com
Industry segments: FTTx, Telcos
Products: Outside Plant, Inside Plant, Design/Construction,
Headends
Seikoh Giken Company: Global Solutions in Optical Precision.
Established in 1972, the Seikoh Giken Company continues
to expand and build upon the core technologies of precision
micromachining and optical processing, with the goal of providing
products that meet and exceed market needs.
Today, Seikoh Giken – Fiber Optics Product Division provides
precision interconnectivity solutions for optical networks
and manufacturing environments. For FTTx installations, we
supply the Splice-On-Connector, premium patch cords, adaptors,
attenuators, FerruleMate/HandiMate connector cleaners
and the RepairMate restoration polisher. For OEM production,
we offer ferrules, connectors, high-volume polishers, metalized/AR
coated fibers and isolators.
44 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

2010 Buyers Guide
Spot On Networks
55 Church St., Suite 200
New Haven, CT 06510
P: 203-523-5207
F: 203-773-1947
Contact: Oliver Oetterer
Email: ooetterer@spotonnetworks.com
www.spotonnetworks.com
Industry segments: Wireless
Products: Wireless, Structured
Wiring, Network Services/
Programming, Software,
Design/Construction
Spot On Networks provides aggressively
priced high-speed wireless
Internet services to multifamily
residents throughout their apartments and community areas.
Wi-Fi technologies and state-of-the-art equipment increase the
community’s value to residents. A secured and monitored network
provides the property an advantage by differentiating it
from others. Spot On partners with the country’s leading property
owners, developers and managers, offering pricing choices
to meet their needs: increasing and maintaining occupancy
and raising renewal and sales rates. Spot On’s superb customer
service allows management a worry-free environment. Reap
the benefits of the amenity that your residents will use daily.
Sumitomo Electric
Lightwave
78 Alexander Dr.
Research Triangle Park, NC 27709
P: 800-358-7378
Contact: Customer Service
Email: info@sumitomoelectric.com
www.sumitomoelectric.com
Industry segments: PCO/MDU, FTTx, Telcos, Cable TV,
Hospitality, Municipality
Products: Outside Plant, Inside Plant, Structured Wiring,
Test Equipment
Sumitomo Electric Lightwave
(www.sumitomoelectric.com)
manufactures and tailors fiber
optic products specifically
designed to lower the cost of
deployment for FTTX, Premises,
MDU, and Access and
Enterprise networks including
fiber optic cable, termination
solutions, fusion splicers
and accessories, splitters, and
passive products. As the leader in optical ribbon fiber technology
and first-to-market innovations, Sumitomo introduced the
industry’s first ribbon drop cable and the first and most popular
handheld splicers. Featured also are the Lynx Splice-On
Connector and the industry’s only dual-heater fusion splicers
that improve splicing efficiency by over 80 percent. Sumitomo
also manufactures the environmentally green FutureFlex Air-
Blown Fiber LAN infrastructure, adopted by the Pentagon,
DFW Airport, Maricopa County, Arizona Cardinals Stadium,
Johns Hopkins University, ESPN, CNN, the Mayo Clinic and
others. Visit www.futureflex.com.
Telco Systems
2 Hampshire St., Ste. 3A
Foxboro, MA 02035
P: 781-551-0300
F: 781-255-2344
Contact: Gail Pierce, Inside Sales Director
Email: sales@telco.com
www.telco.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Hospitality, Municipality, Business Services
Products: Opto-Electronics
Telco Systems’ multiservice
Carrier Ethernet access and
demarcation solutions enable
service providers to deploy
highly reliable and manageable
Ethernet services to both
business and residential subscribers.
The company’s active
Ethernet FTTH solution
allows service providers to offer fully integrated triple play including
IPTV, VoIP and ultra-fast broadband up to 100 Mbps
or even 1 Gbps per customer. These cost-effective solutions enable
providers to improve their competitiveness, achieve operating
efficiencies, address the demand for faster Internet service
and pursue new revenue-generating opportunities.
Telkonet
20374 Seneca Meadows Parkway
Germantown, MD 20876-7004
P: 240-912-1800
F: 240-912-1839
Contact: Jeremy Griesbach
Email: sales@telkonet.com
www.telkonet.com
Industry segments: Wireless, Hospitality
Products: Wireless, Structured WIring
Telkonet and EthoStream provide clean technology solutions
for high-speed Internet access (HSIA), customer support and
in-room energy management, all from one integrated, Webbased
management platform. The Telkonet iWire System delivers
reliable HSIA using powerline communications (PLC) that
leverage existing internal electrical wiring, providing Internet
access at electrical outlets without new wiring. EthoStream
Gateway Servers (EGS) deliver standards-compliant, wireless
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 45

2010 Buyers Guide
HSIA and enable real-time remote monitoring and management
of a property’s HSIA and ISP. Telkonet’s stand-alone and
networked in-room energy-management systems eliminate the
wasteful heating and cooling of unoccupied rooms, reducing
HVAC usage while ensuring occupant comfort.
TESSCO Technologies
11126 McCormick Road
Hunt Valley, MD 21031
P: 800-472-7373
F: 410-527-0005
Contact: Suzanne Borneman
Email: borneman@tessco.com
www.tessco.com
Industry segments: Wireless, Telcos, Cable TV, Municipality
Products: Outside Plant, Inside Plant, Wireless,
Test Equipment
TESSCO Technologies is a value-added provider of the product
solutions needed to design, build, run, maintain and use
wireless systems. TESSCO is committed to delivering, fast
and complete, the product needs of wireless system operators,
program managers, contractors, resellers and self-maintained
utility, transportation, enterprise and government organizations.
As Your Total Source provider of mobile and fixedwireless
network infrastructure products, mobile devices and
accessories, and installation, test and maintenance equipment
and supplies, TESSCO assures customers of on-time availability
while streamlining their supply-chain processes and lowering
inventories and total costs. To learn more, please visit
TESSCO.com.
The Light Brigade
837 Industry Dr.
Tukwila, WA 98188
P: 206-575-0404
F: 206-575-0405
Contact: Gina Lynd
Email: gina@lightbrigade.com
www.lightbrigade.com
Industry segments: PCO/MDU, FTTx, Wireless, Telcos,
Cable TV, Hospitality, Municipality
Products: Outside Plant, Inside Plant, Test Equipment,
Opto-Electronics, Design/Construction
The Light Brigade offers multiple training options for fiberto-the-user
(FTTx) installations. In addition to courses customized
to clients’ specific needs, the four-day FTTx/PON
for Installers and Planners course provides the knowledge and
skills required to meet the unique testing, documentation, and
troubleshooting requirements of FTTx networks, and offers
the new Fiber Optic Technician–Outside Plant (FOT-OSP)
certification. The FTTx/PON computer-based training module
is a self-paced CD with 300 pages of content, video clips,
animations, interactive design studies and quizzes. In 2010,
The Light Brigade will expand its FTTx training options with
new courses and certifications.
The Leading Conference on
Broadband Technologies and Services
April 26 – 28, 2010
InterContinental Hotel – Dallas
Addison, Texas
“Business gets done here!
From the moment I arrived, that’s what
it was all about.”
– Matt Springer, Executive Vice President of
Mergers and Acquisitions, Connexion Technologies
To Exhibit or Sponsor, contact: Irene Prescott at
irene@broadbandproperties.com, or call 316-733-9122.
For other inquiries, call 877-588-1649,
or visit www.bbpmag.com.
Toner Cable Equipment
969 Horsham Road
Horsham, PA 19044
P: 800-523-5947
F: 215-675-7543
Contact: Sales Department
Email: info@tonercable.com
www.tonercable.com
Industry segments: FTTx, Telcos, Cable TV, Hospitality,
Municipality
Products: Outside Plant, Inside Plant, Test Equipment,
Opto-Electronics, Design/Construction, Headends
Toner Cable Equipment is a manufacturer and full-line stocking
distributor of cable television equipment since 1971. Our
services include custom-built headends, FTTx, technical sales
staff, same-day shipping and television system design assistance.
Our products include modulators, processors, satellite
receivers, HD encoders, Edge QAM modulators, multiplexors,
46 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

2010 Buyers Guide
character generators, fiber optic equipment, equipment cabinets,
RF amplifiers, coax cable, taps, splitters and connectors.
Our extensive in-stock inventory of more than 100 manufacturers
includes companies such as Blonder Tongue, Adtec,
Contemporary Research, Drake, Olson Technology, Pico Macom,
Force, Ortel, CommScope, Pacific Broadband Networks,
Times Fiber, Blankom, Sadelco and Middle Atlantic Products.
Call for free catalog.
Verizon Enhanced
Communities
One Verizon Way
Basking Ridge, NJ 07920
P: 866-638-6066
Contact: Daniel O’Connell
Email: Daniel.p.oconnell@verizon.com
www.verizon.com/communities
Industry segments: FTTx
Products: Network Services/Programming
Verizon Enhanced Communities is Verizon’s business unit dedicated
to serving single- and multifamily residential, mixed-use,
and commercial multitenant properties with broadband, video
and advanced communications. Verizon’s fiber-to-the-premises
infrastructure delivers Verizon FiOS Internet, TV and phone
services over the most advanced all-fiber-optic network obtainable.
FiOS can help increase your property’s profitability and
add to its long-term viability. Verizon makes it easy, providing
custom installation with dedicated management and engineering
teams and ongoing customer service. Learn how to
enhance the value of your community at www.verizon.com/
communities.
This guide can also be found online
at www.bbpmag.com
800.882.7950
www.glds.com
Digital • VOD • VoIP
Data • Hotel PPV
Cable Billing
Billing & Provisioning
Over 300 Satisfied Operators
Lowest Total Cost Solutions
FTTH, Voice, Video & Data
Friendly, Expert Support
®
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 47

FTTH CONFERENCE COVERAGE
Highlights of the Houston
Fiber-to-the-Home Conference
Speakers at the September 2009 FTTH Conference shared
their experiences building and operating fiber-to-the-home
systems and explained why FTTH is critical to the future of
the United States.
A BBP Staff Report
RUS Official: United States Needs
A Next-Gen Network
The United States cannot maintain
world leadership without a
next-generation broadband infrastructure,
a Department of Agriculture
official told the FTTH Conference. Jessica
Zufolo, deputy administrator of the
USDA’s Rural Utilities Service (RUS),
said in a keynote address that there were
many challenges and cost barriers to providing
universal access to high-speed facilities
as envisioned in the American Recovery
and Reinvestment Act (ARRA),
that the high costs of rural investment
had deterred some carriers, but that the
investment was critical for the country.
Zufolo cited a report from the USDA’s
Economic Research Service (discussed in
the December 2008 issue of this magazine)
showing that employment growth
and earnings were higher in areas that
obtained earlier access to broadband.
Though RUS programs are technology
neutral, Zufolo said, more than
90 percent of the broadband loans the
agency has made in the last two years
have been for fiber to the home. More
than $500 million will be available
for rural broadband in this year’s farm
bill, in addition to the funds available
through the broadband stimulus
program. In fact, RUS has become the
seventh-largest bank in the United
States, she said, and is an extremely costeffective
loan administrator.
Zufolo said she saw the agency’s mission
as similar to that of its predecessor,
the Rural Electrification Administration
(REA), in the 1930s. The REA was able
to stimulate economic activity in areas
badly hit by the Depression.
Despite these historical parallels, the
broadband stimulus program currently
under way is an “unprecedented project,”
Zufolo said, due to its scale and timetable.
She said the agency had learned a great
deal from the first funding round (which
was oversubscribed by a factor of seven
and for which awards have not yet been
made) and planned to make changes in
the second funding round. Definitions of
such statutory terms as “remote,” “rural,”
“unserved” and “underserved” were controversial
and may be reviewed. “Everything
is on the table,” Zufolo said.
Zufolo encouraged all audience
members to work with RUS in making
Although the RUS is technology neutral, most
of its recent broadband loans have financed
fiber-to-the-home projects.
broadband universally affordable and accessible
throughout the United States.
Large Carriers and
the Broadband Stimulus
Program
In a separate panel discussion, Eric
Reed of Verizon and Kathleen Franco
of AT&T discussed the extensive broadband
infrastructure investments made by
their companies, neither of which has applied
for broadband stimulus funding.
Both speakers said they supported
the objectives of the stimulus program,
as long as public funds were directed to
unserved and underserved areas, rather
than adding competition in areas already
well served by broadband.
Reed discussed the need to encourage
broadband adoption, another goal
of the broadband stimulus program. He
said a large percentage of U.S. residents
had access to broadband but did not use
it, either because they could not afford
it, because they were intimidated by the
technology or because they required
more education.
To promote broadband adoption,
Franco suggested extending the Universal
Service Fund’s Lifeline program to
cover broadband for low-income people,
and extending the USF high-cost program
to cover broadband. BBP
48 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

FTTH CONFERENCE COVERAGE
Telemedicine Essential to
Expanding Health Care
Health care providers and corporations
are counting on telemedicine
to improve health care
access while controlling costs, Phillip
Robinson, CEO of St. Joseph Medical
Center in Houston, said in a keynote address
to the FTTH Conference.
St. Joseph Medical Center was a
troubled, inner-city nonprofit hospital
when a group of about 100 physicians
purchased it in 2006 and turned it into
a for-profit organization. Since then, the
hospital has added many new programs
and services; in the past year it has seen
double-digit growth in nearly all service
lines.
Robinson said the hospital’s new
owners have reinvented the organization
Lafayette, La. – a city of 125,000
halfway between New Orleans
and the Texas border – endured
one of the longest and bitterest fights
of any municipality seeking to build its
own fiber-to-the-home network. The results
seem to have been worth the effort.
In February 2009, five years and several
lawsuits after the FTTH project was proposed,
Lafayette Utilities System (LUS)
began serving its first customers with
voice, video and data. Its prices are 20
percent below the competition’s, and the
services it offers are superior.
LUS director Terry Huval told the
FTTH Conference that 70 percent of
Lafayette households and 80 percent
of businesses have expressed interest in
signing up for LUS’ services. However,
the utility’s business case is based on a
conservative 50 percent take rate, and
the actual break-even point is 23 percent,
even if the system’s electronics are
upgraded every seven years.
through the use of technology, especially
in their corporate health programs.
Bringing Medical Care to
Offshore Workers
Telemedicine, including video consultations
with doctors and the use of
broadband-enabled diagnostic equipment,
allows corporations in the shipping
and offshore drilling industries to
cost-effectively deliver medical care to
workers who have infrequent access to
doctors. Telemedicine is also useful for
screening psychiatric patients for hospital
admission – on-screen interviews are
less threatening to agitated patients –
and for diagnosing stroke patients, who
must be evaluated very quickly if they
Municipal Fiber in Lafayette
100 Mbps for All –
No Computer Needed
Because LUS is a municipal electric utility,
it is laying fiber along its own power
line routes, 40 percent of which are underground
and 60 percent are aerial.
Construction is still in progress, and the
system is expected to be complete by the
middle of 2011.
The LUS system is based on a GPON
architecture. A headend delivers signals
to 13 optical line terminals (OLTs) at
electrical substations. Each OLT is connected
to eight local conversion points
and 288 customers, with a 1 x 32 bandwidth
split. The optical network terminals
(ONTs) at the customer premises
connect to electric meters and battery
backup devices.
Residential customers can purchase
up to 50 Mbps symmetrical Internet
service and business customers up to
100 Mbps; all customers receive 100
Mbps symmetrical bandwidth for communication
within the network. The
company offers several standard service
bundles and encourages customers to
build their own bundles as long as the
monthly subscription is at least $44, the
amount required to cover the expense of
building out fiber to the customer. Customers
can mix and match video offerings
to meet their needs – for example,
using a digital set-top box and DVR
are to be treated successfully with clotbusting
drugs.
The hospital recently launched a
partnership with telemedicine provider
MedConcierge to deliver services to the
overseas employees of its corporate clients.
This program will allow employees
to see their regular doctors via videoconferencing.
“We’ve had a great response
from our corporate clients,”
Robinson said. “I think there will be
great demand for these services, and I’m
proud to be the first to provide them.”
Robinson said that, whatever approach
is taken in health care reform,
telemedicine will be essential in expanding
health care services to people whose
needs are currently unmet. BBP
with one television and getting analogonly
services on the others. A TV Web
portal allows residents to obtain basic
Internet access without a personal computer
by plugging a keyboard into the
set-top box.
Challenges for a
New Service Provider
Huval said getting multiple vendors’
equipment to interoperate has been a
challenge due to finger-pointing and the
“blame game.” Saying that the lack of
support by some vendors had shocked
him, he warned the audience, “Demand
unambiguous performance requirements
in your contract.”
Another challenge has been obtaining
video programming – a difficult,
costly and time-consuming process.
Huval suggested that municipal broadband
providers form a video buying
cooperative, much as small telcos and
cablecos have done, to leverage their
buying power.
Finally, LUS’ struggles with the incumbents
are not yet over. Even though
the city prevailed in its lawsuits, Huval
said that “attack ads, bad faith and subterfuge
are too often the norm.” Despite
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 49

past and current challenges, Huval said
the utility’s customers have responded
with enthusiasm.
Benefits for the City
Voice, data and video service quality are
uniformly excellent, and customers say
they are saving up to $60 per month.
One customer wrote, “I am excited to be
able to support my community-owned
system in this way. This system will help
bring economic development and keep
more of our dollars in Lafayette’s economy.”
The local press has been equally
supportive, saying, “We believe LUS
Fiber will mean more good-paying jobs
FTTH CONFERENCE COVERAGE
and a better quality of life for the people
of Lafayette.”
Even before the FTTH project, LUS
provided fiber connectivity to major
businesses, health care providers, university
facilities and government agencies.
This institutional fiber network
was instrumental in attracting a call
center that employs 600 residents. Now,
the economic development authority is
preparing to track the FTTH system’s
success in bringing additional jobs to
the city.
The city also benefits from highspeed
connectivity in terms of education
Louisiana Telco Markets FTTH
To Businesses and Residents
About 60 miles east of Lafayette,
in Gonzales, La., the rural
telco EATEL found itself in the
middle of a building boom early in this
decade. To accommodate rapid population
growth fueled by exurban spillover
from Baton Rouge, EATEL began
building out fiber to the home in 2004.
Displaced Gulf-Coast residents fleeing
the twin hurricanes of 2005 accelerated
the area’s growth. Today EATEL
has 18,000 FTTP customers – one of
the largest fiber deployments by a Tier 3
company – and by next year it will have
fiber available to 42,000 homes, about
94 percent of its service area.
Trae Russell, EATEL’s communications
manager, told the FTTH Conference
that EATEL has worked closely
with the Ascension Parish Economic
Development Corporation to leverage
its network as a business advantage and
said there were “definite signs” that the
network was attracting new business.
On its Web site, the economic development
authority lists “an advanced digital
and fiber optic network to support dataintensive
activities” as a major advantage
of moving to the parish.
Fiber connections also help existing
businesses compete more effectively. Because
small and medium-sized businesses
make up a critical customer segment for
EATEL, the company has taken a leadership
role in the business community,
organizing seminars to help its business
customers become more competitive.
“These customers are competing with
the big-box stores,” Russell explained.
For its business customers with high
bandwidth requirements, EATEL offers
high-speed, symmetrical-bandwidth
Internet packages. For businesses that
have lower bandwidth demands but still
require reliable, value-priced broadband,
EATEL emphasizes discount pricing.
Branding Fiber
In the residential sector, Russell said, the
company’s marketing strategy is to use
the fiber network as its competitive advantage.
“Make it sexy,” he said. “Tie cool
apps to fiber (video on demand, caller ID
on TV, unified messaging, interactive
gaming). And keep branding fiber.”
EATEL advertises its network as
“100 percent fiber, 100 percent awesome,”
emphasizing that its Internet
service is dependably fast, unlike cable,
and has far higher upstream speeds than
cable. Local TV content, especially
hunting, fishing and high-school sports,
is another selling point for residential
customers and a good way to differentiate
the company from its national competitors.
As a local company, EATEL
and energy conservation. All the public
schools are connected to the system, and
students receive educational video programs
from Louisiana Public Broadcasting
and participate in real-time videoconferences
with students in California.
Connecting fiber to electric meters
gives LUS the opportunity to install a
smart-grid system, which is scheduled to
be funded this year. The system will provide
real-time usage information to customers,
as well as outage management
and electrical demand management capability
for the utility itself. BBP
EATEL keeps a waiting list of households that
want to subscribe to FTTH services.
also engages the attention of local media
more effectively.
Pre-marketing fiber is a useful strategy,
Russell said. Before building fiber
into a new portion of its territory,
EATEL adds customers to a waiting
list by offering discounts and assuring
customers they will be connected
sooner than their neighbors who haven’t
preregistered. The waiting list helps the
company decide where to build next and
where to proactively place drop cables.
After passing a neighborhood with fiber,
the company shifts its marketing efforts
to personalized letters, door hangers,
yard signs and other traditional methods
of signing up customers. To maintain
relationships with existing customers,
EATEL keeps them informed about
community events by using social media
such as Facebook and Twitter.
Responding to the Downturn
In the last two years, EATEL has encountered
a series of challenges: The real
estate market slowed down, cable competitors
slashed prices and Hurricane
Gustav wreaked $2 million worth of
damage on the company’s plant. During
the economic downturn, EATEL has
increasingly focused its marketing mes-
50 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

FTTH CONFERENCE COVERAGE
sage on value. For example, to discourage
customers from dropping their landlines,
EATEL emphasizes that land lines
provide more reliable 911 service – even
getting an endorsement of this statement
from the local sheriff.
In response to the construction slowdown,
EATEL launched a realtor incentive
plan to help capture a higher percentage
of whatever new development was
occurring. “We didn’t get much traction
with that in 2006, but now realtors are
more interested,” Russell said.
Realtors can earn commissions for
helping sign up new FTTH customers
and, especially, for upselling them to
higher service tiers.
Another strategy for the company is
adding new revenue streams based on
FTTH connections, including wireless
in-home networking, home security and
VoIP. EATEL is currently researching
other potential new services.
EATEL even turned Hurricane
Gustav into a competitive advantage –
and not only because the underground
Marketing Fiber Services for Success
As a traditional rural telco in central Tennessee, Twin
Lakes Telephone Cooperative once had a traditional
approach to marketing: “If they want something,
they’ll call us.”
That approach doesn’t work today, Jonathan West, the company’s
assistant general manager, told the FTTH Conference.
Because captive audiences aren’t captive anymore, telcos must
proactively sell their services, especially if they want to recoup
the costs of investment in next-generation services.
Twin Lakes built out fiber in its service area because its copper
plant was aging and in need of an upgrade, and the company
thought fiber would be less costly to maintain than new
copper. In addition, customers were demanding more bandwidth
for Internet access, high-definition video and other new
services, and a fiber network would position the community
better for future needs and for economic development.
“We couldn’t deliver all of this over copper,” West said.
“Everyone wanted more than we could deliver.”
Today, Twin Lakes offers telephone, high-speed Internet
access and business services over its FTTH network, and it is
actively planning for IPTV, wireless and security services. It is
also launching a competitive subsidiary that will build fiber-tothe-home
networks outside its traditional service area. Through
a new program, the company is seeking alliances with valueadded
resellers so it can enlarge the scope of its offerings.
Internal and External Marketing
To realize the potential of its new FTTH network, Twin Lakes
decided to market the network to both employees and customers.
The company hired two new marketing specialists, who
have worked to get everyone on board with the new technology.
Internally, the company publishes a newsletter to keep employees
informed, and has invested in staff training.
To get the word out to customers, Twin Lakes began sending
customer service reps into the field along with the FTTH
construction crews to presell the new network and new services.
The company also works with builders and developers,
explaining to them how fiber connections help sell houses. It
makes presentations to the Chamber of Commerce highlighting
its investment in the community, offers tours of its central
office and maintains presences on Facebook and Twitter.
lines in the newer parts of its service
area were unaffected by the storm. It
responded quickly to repair damaged
plant and offered credits to customers
who were without service.
Following the hurricane, EATEL
launched a well-received campaign to
educate customers about attaching their
battery backups to emergency generators.
With automatic failover to a generator,
customers will no longer lose
telephone service even during extended
power outages. BBP
In contrast to EATEL’s Russell, who advocates “branding
fiber,” West focuses on selling the services rather than the medium.
He said upselling is critical; staff are trained not simply
to take orders but to make sure customers buy all the services
they need. Twin Lakes uses mystery shoppers to find out
whether its sales reps upsell appropriately. It also markets proactively
to cell sites and other high-bandwidth users. As a result
of all these efforts, West said, Twin Lakes’ sales of broadband
services have greatly exceeded expectations. BBP
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November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 51

FTTH CONFERENCE COVERAGE
Cable Operator Deploys Fiber to the Home
When Sunflower Broadband, a rural cable provider
serving northeastern Kansas, was ready to deploy
fiber to the home in 2006, it examined all the available
FTTH strategies. In the end, the company selected several
different strategies for different applications.
For its first deployment, which targeted business customers,
Sunflower Broadband chose BPON technology. GPON would
have been preferable, according to engineering manager Timothy
Templeton, but Verizon, which was beginning its GPON
deployment at the same time, had placed such large orders that
GPON chips weren’t always available for smaller companies.
By 2007, Sunflower was able to upgrade its business network
from BPON to GPON.
RFoG for Residential Areas
For residential customers, Sunflower’s strategy was to deploy
fiber only in new developments, except for two neighborhoods
it overbuilt with fiber to compare with similar hybrid fiber/
cable (HFC) neighborhoods. Sunflower chose RFoG for its
residential build, a new technology that was compatible with
its existing infrastructure. At rural densities of 10 to 30 homes
per mile, fiber was actually 10 percent less expensive to install
than copper, and operating expenses were also lower. Because
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Sunflower had a large inventory of set-top boxes and modems,
RFoG’s support for this equipment was a plus.
Fiber has other advantages, too, Templeton said. Longer
drop-cable lengths add flexibility to network planning. The
absence of active equipment in the field means fewer points of
failure, making the overall system more reliable. Finally, the
relatively clean RF return path makes deploying DOCSIS 3.0’s
advanced features easier – which means the company can offer
higher data speeds and transition to IPTV in the future, once
the content providers it deals with allow IP transmission.
Fiber also had its downside, especially with the first generation
of RFoG: Network interface units at the customer premises
could not be remotely monitored, and there was no reliable
method for powering the network.
Lessons From the Deployment
Although the company began by using unconnectorized drop
cables, it soon found that crews had difficulty splicing cables in
cold and wet weather and were incurring expenses for protecting
splices from bad weather. To simplify the installation process,
Sunflower has increasingly used preconnectorized drops.
Because cable company headends are often farther away
from customer premises than PON standards allow, Sunflower
Broadband, like some other cablecos, typically deploys
RFoG using remote OLTs in aboveground, environmentally
hardened hubs in the field. A single fiber serves 256 customers;
to split the fiber, the company employs cascading couplers, or
taps, which use the 1550 nm wavelength more efficiently than
other methods.
For residences within 10 to 15 km of the headend, Sunflower
decided to eliminate the remote OLT altogether and
deploy a direct-feed architecture instead, using off-the-shelf receivers,
transmitters and lasers. “We had to define the distances
very carefully, or we’d lose light, especially on the return path,”
Templeton said. The resulting system, however, is low cost and
highly reliable.
GPON for Student Housing
Once GPON equipment was readily available and working
well for business customers, Sunflower began to consider
whether GPON would also make sense in residential applications.
It concluded that GPON, even though more expensive
than RFoG, could cost-effectively provide services in student
housing (Lawrence is home to the University of Kansas). The
company now supplies some student housing communities
with GPON-based data and voice services, though for now it
continues to deliver video over coax.
Sunflower Broadband has plans to build out still more fiber
to the home, and it applied to both RUS and the National Telecommunications
and Information Administration (NTIA) for
a fiber-to-the-home project under the broadband stimulus program.
This “Fiber to the Prairie” program, if funded, will bring
broadband services to underserved rural areas in two Kansas
counties. BBP
52 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

FTTH CONFERENCE COVERAGE
Four Stimulus-Funding Applications
RUS and NTIA rules “throw providers a bone,”
giving them opportunities to serve rural towns if
they also connect the outlying areas.
The complex rules and definitions
in the NTIA-RUS broadband
Notice of Funding Availability
(NOFA) left service providers scratching
their heads in puzzlement. Were their
service areas remote? Rural? Unserved?
Underserved? Should they apply for
loans or grants? RUS, NTIA, or both?
To apply in the first funding window,
providers had to answer these questions
quickly and choose strategies that would
give them a competitive leg up.
Geoff Burke, marketing director at
Calix, explained at the FTTH Conference
how four Calix customers crafted
their funding applications to meet these
complex requirements, yielding insight
into what the funding agencies were trying
to achieve.
Service Provider 1, a Midwestern
CLEC, originally planned to build out
fiber to two towns of 7,500 and 2,500
households respectively. Although SP1
considered these communities unserved,
they were mostly served according to the
NOFA’s low broadband threshold (768
Kbps/256 Kbps). To become eligible for
stimulus funding, SP1 proposed to cover
only about 1,800 homes in the original
target communities, adding about 550
more homes in six small outlying areas.
It constructed the service area somewhat
artificially, stringing census blocks
together so the overall area would have
less than 40 percent broadband penetration
and thus qualify as “underserved.”
To get additional points for over-20
Mbps service, it selected a GPON architecture.
Burke commented that SP1’s
apparent gerrymandering was precisely
the result the agencies were hoping for:
The NOFA, he said, “threw [SP1] the
bone” of the town, a viable territory, so
as to bring broadband to the unprofitable
outlying areas.
Service Provider 2, a Midwestern
cooperative with both incumbent and
competitive territories, saw an overbuild
opportunity in a town of about 900
homes. As in the first case, part of the
town was served with broadband (by the
NOFA standards) and part was not. SP2,
however, included the entire town in its
proposal by extending the borders of
the proposed service area far outside the
town – far enough for the unserved/underserved
area to make up 75 percent of
the total square mileage; it also selected
GPON to provide over-20 Mbps service.
Meeting the 75-percent standard qualified
SP2 for a 50/50 loan/grant combination.
Again, this achieves the agencies’
goal of bringing broadband to outlying
areas that would not have been viable
without the anchor of the small town.
Service Provider 3, a Midwestern
cable television company serving an urban
area, originally planned to expand
its service area out into the suburbs with
fiber-to-the-home infrastructure. Based
on the NOFA, it skipped over the closein
suburbs to select exurban, fringe areas
containing about 5,000 households that
could qualify as rural and underserved.
Although this territory had no anchor
town, its relative proximity to SP3’s urban
territory made it a feasible choice.
SP3 chose GPON because it could support
RF video.
Service Provider 4, an Eastern
CLEC serving an urban area, was looking
to expand its service to nearby urban
areas. When the NOFA was issued,
this provider changed its plans entirely.
Instead, SP4 proposed a middle-mile
project to bring fiber backbone from
its original service area to two adjacent
counties. It then proposed leveraging
the middle-mile project to pick up 1,000
rural, underserved households along the
way and deliver GPON-based services
to them. BBP
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 53

Broadband Is Good…
But International Mileage
May Vary
The Federal Communications Commission (FCC) is looking for a bright
economic line to justify broadband investments. The line is there, but
guidance on the details is lacking.
By Steven S. Ross ■ Broadband Properties
Many nations in widely varying
situations have decided
that broadband is good for the
economy, but predicting the precise benefits
of advanced broadband services is
difficult, said conferees at the Columbia
Institute for Tele-Information (CITI)
Annual State of Telecom Conference in
October.
• Although studies confirm broadband’s
value, the relationship between
enhanced bandwidth and enhanced
benefits is hazy. Raul Katz,
director of business strategy research
at CITI, said, “We do know there is
an [economic] effect that is positive.
We don’t know if there are diminishing
returns for large amounts of
broadband. Economic models tend
to give you an early bump that then
tails off. … We know that when we
move from dial-up to DSL, etc., we
get a bump.”
• Simply passing a household with
available bandwidth does not guarantee
its adoption by individuals and
families.
• Different countries’ approaches to
network regulation and subsidies are
complex and often imperfectly understood
beyond their borders.
• Even when policies are well understood,
other countries cannot replicate
them. Jonathan Liebenau of the
London School of Economics said,
High-powered opening panel. Left to right: Scott Wallsten, FCC; Matthias Kurth, German Federal
Network Agency; Derek Wyatt, Member of Parliament, U.K.; Bernard Benhamou, French Ministerial
Delegate on Internet Usage; Andrew J. Haire, Singapore IDA; Patrik Sandgren, Sweden’s Post and
Telecom Agency; Cezar Alvarez, Brazil’s Head of Cabinet.
“We tried to replicate the U.S. findings
in the U.K. It doesn’t work and
it was naive to think it would work.
Important details differ on [economic]
multipliers. Also, the traderelated
leakage [funds that end up in
other countries to buy equipment,
for instance] is quite different. Thus
the U.K. gets less effect than does the
U.S. Good productivity can replace
work and create unemployment [for
example, in the tourism industry and
in IT]. The positive effect is greatest
in operating but less-than-mature
networks.”
• Residential broadband does not
increase productivity very much,
Leonard Waverman, dean of the
About the Author
Steve Ross is corporate editor of BBP LLC. You can reach him at steve@broad
bandproperties.com.
54 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Country
Stimulus
Investment
(USD Million)
Jobs Expected
From Stimulus Investment in Telecom Networks
Network Deployment Jobs Estimate
Direct Jobs Indirect Jobs Induced Jobs Total (Direct +
Indirect) /
Direct
Multipliers
(Direct + Indirect
+ Induced) /
Direct
$6,390 37,000 31,000 60000 128,000 1.83 3.42
Switzerland ~$10,000 ~80,000 ~30,000 NA ~110,000 1.38 NA
Germany $47,660 281,000 126,000 135,000 542,000 1.45 1.94
United Kingdom $7,468 76,500 134500 211,000 NA 2.76
Australia $31,340 NA NA NA ~200,000 NA NA
Source: Raul Katz, CITI
Haskayne School of Business in Calgary,
said. “Maybe it helps B-to-C
commerce,” he added. He used firstdifferences
regression to try to tease
out causation from his 15-country
data set, and didn’t see much effect.
• Heather Hudson, professor of telecommunication
at the University of
San Francisco, looked at telecom’s
role in rural and less-developed
countries’ development. She showed
a fiber trench being dug in Tanzania,
where 37 of the 130 administrative
centers are now connected by fiber,
thanks to a Chinese-funded project.
“But what is the quality of service?”
she asked. “And what is the sustainability
after the one-time funding
goes away?”
• Wireless is an important component
of any national bandwidth enhancement
plan, but alone it cannot handle
the bandwidth, reliability and
security that business demands. In
the United States, AT&T Wireless
has had trouble keeping up with the
50-fold growth in wireless data traffic
brought about by the iPhone. The
inadequacy of the spectrum assigned
to mobile communications also imposes
physical limits on bandwidth
growth.
• Wireless can be a useful wedge to entice
those on the far side of the digital
divide to make their first leaps
onto the Internet.
What is not hard to predict is bandwidth
demand. Said Robert Pepper, vice
president for global technology policy
at Cisco, “By 2014, just 50 U.K. homes
will generate as much traffic as the entire
U.S. Internet backbone in 1995.”
Hurdles for
Broadband Policy
CITI founder Eli Noam noted that as
part of its economic stimulus program,
“Australia wants to create a state [network
company] and then privatize it,”
at a total cost of $23 billion, or about
$5,000 per home. But, Noam asked,
“How does the monopoly set its wholesale
prices, stay technologically advanced
and privatize while keeping prices low?
This is a very ambitious plan with no
clear end points.”
Korea, Noam noted, has a stated goal
of 100 Mbps per household, but dominant
telco KT “is guaranteeing only 1
Mbps and [providing] … closer to 2–3
Mbps.” The Korean government wants
a 30 Mbps guarantee, but to do that
requires a peak capacity of 1 Gbps, he
said. “So when you hear 1 Gbps there,
it is not real.”
Japan has the highest broadband
penetration and lowest economic
growth among OECD nations. Korea
also has low productivity growth and
high broadband penetration, one questioner
noted. But what if Japan and Korea
didn’t have broadband? Would their
economic growth have been even lower?
Said one Japanese scholar, “Japan is an
information society but [the Japanese]
do not have a [historical] context to
make software. Now Japan is exporting
$5 billion worth of software a year; expect
it to be $20 billion in 2020.”
Confusion was not limited to other
nations. “In this administration, there
are so many czars it is like a Romanov
family picnic,” Noam quipped. Scott
Broadband Impact as a Percentage of GDP
In Europe, 2006-2007
Source: MICUS
Advanced-knowledge sociees
EU 27
Large industrial economies
Quickly developing economies
Less developed broadband
0.47%
0.63%
0.71%
0.70%
0.89%
0.00% 0.10% 0.20% 0.30% 0.40% 0.50% 0.60% 0.70% 0.80% 0.90% 1.00%
The impact of broadband is greatest in the most advanced countries; 70 percent of net job creation
related to broadband is due directly to innovation.
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 55

Wallsten, economics director of the
adoption group for the FCC’s Omnibus
Broadband Initiative, said that to
achieve gains in productivity and in
adoption of information technology by
various business sectors, “you need a
mix of infrastructure and organizational
investments.” That is, one cannot simply
budget for fiber and hope for the best.
Hudson noted that, even in the
United States, telemedicine has not always
been sustainable because insurance
companies would not pay for remote
consultations; Medicare does reimburse
such consultations now.
“The government has tradeoffs [in
spending limited funds] and thus cannot
[afford to] make mistakes,” Wallsten
said. He added that the government
would try to increase wireless spectrum
either by allocating more or by making
secondary markets work better. (There
are opportunities for increasing the
amount of spectrum that changes hands
in third-party transactions.) Wallsten
also admitted that the Universal Service
Fund, which is intended to make
telecommunications affordable for lowincome
and rural residents, “is not sustainable
at all – it is voice-only and is
a high tax, [yet there is] a large digital
divide and the biggest gap is by income.”
This tax is counterproductive, he said.
The FCC is scheduled to issue a new
universal service funding plan in February,
but despite prodding from Noam,
Wallsten would not offer details. He said
only that separate groups are working on
the smart grid, telemedicine, broadband
adoption rates and so forth.
Matthias Kurth, president of Germany’s
Federal Network Agency
(roughly equivalent to the chairman of
the FCC in the United States), said that,
in his country, “the goal is 1 Mbps universal
service” with a “second step [to]
50 Mbps by 2014.” But, he noted, the
economic pathway to that goal, even at
this late date, is not well marked.
Said Kurth, “Norway has great
[broadband] penetration but the usage
is poor. We believe we should not kill
the private sector; there is necessity for
public investment, but only in [rural]
areas that cannot have competitive private
investment.” Kurth also notes that
in Germany, as in much of Europe, governments
strive to be neutral between
fixed and wireless options. “We cannot
predict where [fixed/mobile convergence]
is going,” he said, adding that the
economic impact of different broadband
technologies was also hard to predict,
except in broad generalities.
UK REACHES ACROSS DIVIDE
Derek Wyatt, a member of the British
Parliament and co-chair of its All Party
Communications Group, asked, “What
are we going to do about the 30 percent
[in the U.K.] who have not taken
up broadband?” Wyatt said he expected
Parliament to enact a commitment to
achieving universal 2 Mbps broadband
by 2012. He called that “rather low
and rather late,” citing a new PricewaterhouseCoopers
(PwC) study for a
government-funded nonprofit organization,
Digital Inclusion, whose mission is
reducing the digital divide in the U.K.
(The full report is online at www.raceonline2012.org.).
PwC estimated the
economic benefit of getting everyone in
the U.K. online at as much as £22 billion
(close to $40 billion).
PwC estimated that more than 10
million adults in the U.K. have never
used the Internet – and that 4 million
of that group are “socially excluded,”
that is, not working. Of these 4 million
adults, 39 percent are over 65 years old,
38 percent are able to be in the workforce
but are unemployed and 19 percent
are in families with children. PwC
NTIA Administrator Says
Government Has Broadband Role
National Telecommunications and Information Administration (NTIA) Administrator
Lawrence Strickling reported on the status of broadband planning efforts in
the United States, citing “the importance of broadband to our economic development;
the commitment of the [Obama] administration to Internet assurance [access
to the Internet]; and the role of telecommunications in creating a transparent
and connected government.”
The current economic crisis, he said, “has led to cutbacks in innovation, counteracted
by the stimulus package.”
The situation requires more than funds for deployment, he said. NTIA also seeks
to “promote building blocks of innovation [with the] largest increase in R&D, new
infrastructure, education [and an] advanced technology ecosystem that includes
providing all Americans with access to broadband.” He added that the broadband
access mapping effort had not attracted a lot of interest, although four grants (for
mapping in California, Indiana, North Carolina and Vermont) had been awarded.
Strickling noted the “last mile/middle mile tension” among grant applications
for the first round of stimulus funds. “If we focus public dollars on the middle mile,
how certain are we that last-mile providers will materialize? What about connecting
anchor institutions like schools and libraries?
“We’re trying to avoid funding bad projects. ... [We’re looking for a] comprehensive
community approach to fund public/private partnerships, anchors, commitments
to engage end-user services, [and ways to] provide lessons for other
projects down the road.
“On the adoption side we have $250 million at least. These are one-time deals,
not a subsidy program. Can we spend a dollar once and get people to adopt?” He
cited the latest Pew Research Center surveys suggesting that this strategy can work;
Pew found that half the people not adopting are unfamiliar with the technology.
Strickling admitted that the need to get money out quickly has somewhat
trumped the desire to coordinate funding to address various national needs. “We
joined the USDA [rural] and NTIA [urban, underserved] programs, and are also
working with others like health [programs] – but the programs are different,” he
said. “The health folks have not picked their communities and seem to be on a later
schedule than us.” The Department of Energy, on the other hand, handed out its
smart-grid grants before the broadband funding started.
56 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

assigned little of the positive predicted
impact to direct economic growth, however.
It calculated that
• The 1.6 million children in digitally
excluded families could increase
their lifetime earnings by £10.8 billion
(about $20 billion – by far the
largest impact).
• Digitally excluded households are
missing out on average savings of
£560 million (close to $1 billion) per
year from shopping and paying bills
online.
• The most economically disadvantaged
families are missing out on savings of
over £1 billion (roughly $2 billion) in
the prices of items they buy.
• Unemployed adults who get online
for training or job search – or almost
anything else – could increase their
lifetime earnings by over £12,000
each (about $20,000, a surprisingly
small amount).
• If 3.5 percent of the digitally excluded
unemployed could find work by using
employment Web sites, the U.K.
economy would grow by an estimated
£560 million (close to $1 billion).
• Internet-savvy workers can increase
their lifetime earnings by an average
of over £8,000 ($13,500).
• Government could save at least £900
million ($1.5 billion) a year in customer
contact costs if all digitally excluded
adults got online and made just
one electronic contact per month.
Wyatt said, “We don’t have enough
trained volunteers to reach the 4 million
families who are not online. We are
thinking of giving them a netbook and
a free connection [to the Internet] for a
year.” But even that might not work. The
educational outreach centers in the U.K.
are often in pubs and village halls, Wyatt
said, and “many of the 4 million not online
cannot read and write.”
Framework for assessing economic benefits of greater digital inclusion in the U.K.
FRANCE SEES GOVERNMENT
FUNDS NECESSARY
Bernard Benhamou, ministerial delegate
on Internet usage for France’s Ministry
of Higher Education and Research and
the State Secretariat for Digital Economy,
said that inclusion is a European
priority. In France, he said, 96 percent
of connected people use broadband. Although
mobile phones are changing the
way users – especially new users – use
the Internet, the potential for economic
growth justifies government involvement
in FTTH. “Fiber optics in France is supposed
to cost 40 billion euros [about $60
billion, or about $3,000 per household],
so the market cannot do all of this.”
Benhamou said the government is
“working on the next evolution of the
Internet to be used by objects – not
just phones, computers and televisions.”
Little of that effort, if any, is reflected
in estimates of future economic benefits,
he said.
Benhamou also noted that in Europe,
there is “more planning for smart metering,
more work with smaller enterprises
to conserve energy.” That, in turn, leads
to higher calculations of economic benefit
for broadband network connections.
Singapore and Beyond
Andrew J. Haire, deputy director general
(for telecoms and post) for Singapore’s
Infocomm Development Authority, said
that when he arrived in Singapore about
10 years ago, interest in network infrastructure
development was huge. As late
as 2004, however, broadband in Singapore
meant mainly DOCSIS – “and we
knew it would be outstripped,” he said.
“But about five years ago, [interest
shifted] to services … and we are now a
service-oriented market.” Singapore has
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 57

Impact of digital inclusion on education for children in the U.K.
about 2 million households and is the
second most densely populated nation
in the world, after tiny Monaco. It is
also a worldwide Internet hub. “We had
200,000 Gbps of international bandwidth
connectivity by 2007; it has doubled
in the past two years,” Haire said.
The government of Singapore felt
that bringing more bandwidth to end users
would be economically justified and
launched a next-generation broadband
project. It is ahead of schedule with the
project, which will bring 1 Gbps to 100
percent of Singapore households by the
end of 2012. Each home gets two dark
fibers.
The idea was to jump-start the private
sector with public funds. “We put
$650 million USD on the table. If you
Lawrence Strickling, NTIA Administrator.
are the incumbent and the government
puts money on the table, you have to
take it or the money funds a competitor.
We asked for universal coverage by
2015, with no control on an existing
licensee. Singtel offered to break themselves
up to qualify for the bid,” Haire
said. The government money is at most a
20 percent capital subsidy for the build,
but that was enough (in a project that
kicked off before the global economic
downturn) to make the idea attractive
to private investors.
Singapore decided to apply different
regulation to four network layers:
• wholesale passive layer
• active electronic layer
• retail broadband services
• end user services.
“The rationale is
that the active and passive
layers have different
risk factors,” said
Haire. “We see more
competition at the active
layer.”
Patrik Sandgren, of
Sweden’s Post and Telecom
Agency’s Strategy
and Communication
Department, reiterated
his country’s preference
for public/private partnerships.
The government
has documented
more growth in cities
with FTTH than
elsewhere, perhaps due
to the wide variety of services available
on open-access FTTH networks rather
than to raw bandwidth per se. In fact,
Sweden’s central government pushes
communities to adopt broadband so
that the government can deliver services
to them more easily.
A new Swedish broadband strategy is
due by year-end (Sweden has been waiting
for the European Union to issue its
new IT agenda, which was still due at
press time). The whole country has mobile
broadband, and FTTH passes about
35 percent of households. Only 4,400
Swedish households have no broadband
access, and 117,000 households have
broadband with speeds below 2 Mbps.
Cezar Alvarez, who as head of President
Lula da Silva’s cabinet is responsible
for Brazil’s broadband plan, said
that in Brazil, too, bandwidth follows
money. The impoverished Northeast is
not as well served as the more prosperous
South and Southeast, which have
57 percent of Brazil’s population but 81
percent of the connections.
Nevertheless, Brazilian incumbent
carriers provide broadband service free
to almost all the nation’s 55,000 public
schools, as a condition of their licenses.
The government expects this schoolbased
broadband to help address the
digital divide by increasing all children’s
familiarity with the Internet.
Models for Public-Private
Partnership
Dan Reingold of CITI asked, “Everyone
assumes that public funding is a
stimulus to private funding, but are you
crowding out private money or disincentivizing
it by putting too much supply on
the market, or competition, or too much
regulation?”
A. Reza Jafari, chairman of the International
Telecommunication Union
Telecommunication Standardization
Sector (ITU-T) and CEO of E-Development
International, said that the developing
world can teach the developed
world about public-private partnership.
“Private companies do not get money
without restrictions,” he said. “They
share the risk and the reward.”
Jafari also noted that thinking
changes. “We kept saying that if you
58 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

don’t own it, you can’t control it. In the
United States, everyone had their own
messaging system. But you can create an
incentive to encourage interoperation
and sharing and thus save money and
create a new economic model.”
Carlos Lopez Blanco, director of
Telefónica’s International Office, noted
that there is a 1 billion euro ($1.5 billion)
stimulus package in the European Union
for next-generation networks. “We may
not need a revolution in regulation, but
certainly [we need] a big change,” he said.
“We see a critical role for mobile broadband.
We need to make investments in
cost-effective ways. It is difficult for us [in
Spain] to understand why public funds
should be used for FTTx in Paris!”
Lorenzo Pupillo, executive director
for public and economic affairs at Telecom
Italia, said he saw a “significant economic
growth impact” for broadband
deployment, citing a World Bank report
(see “Broadband and the Economy: The
Big Picture in Short” in this issue). In
June, Italy issued a plan calling for 1.47
billion euros ($2.2 billion) in broadband
spending, including 800 million euros
in public funds. The bill passed, but no
money has been appropriated yet.
Lisa Rosenblum, senior vice president
for regulatory and legal affairs at Cablevision’s
telephony and data services division,
said, “We are in a competitive market [in
New York, New Jersey and Connecticut],
and it has all been private money. We
spent $5 billion, and Verizon and AT&T
are overbuilding us. So is there really any
need for public resources to be invested
here? Early on we said maybe a 20 percent
tax credit is a good idea, but can it be
justified in a market like ours?
“Targeting aid is OK. We serve the
Bronx and Brooklyn, which are economically
challenged, and we see high adoption
rates because the value and triple
play has improved so much.” But Cablevision,
she admitted, is “partnering with
the city on its stimulus proposal, going
into schools to push adoption.”
BROADBAND’S IMPACT IN EUROPE
Martin Fornefeld of MICUS Management
Consulting, a German consulting
firm, discussed a study on broadband
impacts in Europe that he co-authored
Impact of digital inclusion on employment and education for adults in the U.K.
for the EU Commission in 2006–7. He
suggested that previous studies often
looked in the wrong place, at the impacts
on telecom itself. But, according
to the MICUS report, the broader economy
gains more than three euros for every
euro earned by telecom companies’
broadband operations.
The report also says that the impact
has been greater in Europe’s advanced
knowledge societies (0.89 percent extra
GDP growth since 2006 in Scandinavia,
Austria, the Netherlands and Belgium)
than in central Europe (0.47 percent)
or even in quickly developing countries
such as Portugal, Ireland and the Czech
Republic (0.63 percent).
To arrive at that conclusion, MICUS
used mainly data collected by the European
Commission and by Eurostat on
development of broadband infrastructure,
readiness of the population to use
broadband-based technologies, IT skills,
affinity toward new technologies in general,
and even awareness of broadband’s
benefits. MICUS also looked at the integration
of broadband-based services
into companies’ processes. Two regions,
Cornwall (U.K.) and Piedmont (Italy)
were also examined in close detail.
Just four years after Cornwall started
its Actnow program, it has experienced
10 percent more annual growth and 7
percent more productivity growth per
year in business services than in the rest
of the U.K. Two years after the start of
the WI-PIE program in the Piedmont,
Italy reported 9 percent progress per
year, on average, in regional broadbandrelated
economic indicators.
Unfortunately, the study cannot distinguish
between FTTH and other, less
capable, broadband technologies such as
ADSL, VDSL, cable modem, wireless,
satellite and broadband over powerline.
But the data from Europe clearly show
positive impacts on productivity, growth
and employment levels.
There are so many variables – the
report covers 27 national governments –
and so short a baseline (FTTH has been
commonly deployed in Europe for only
three years and ADSL for five) that teasing
out an answer to the key question, “If
broadband is good, is a lot of broadband
better?” is not possible. Europe loses 1.3
million jobs a year in traditional sectors
of its economy while gaining 1.4 million
in dynamic sectors. The difference,
more than 100,000 jobs a year, increases
European GDP by about 82 billion euros
($150 billion) a year, or 0.71 percent.
That’s certainly a lot of cash, but small
compared with the overall economy.
The results do suggest that money
devoted to improving businesses’ broadband
adoption rates is well spent.
Where does this leave us? Wishing
for more subnational, fine-grained studies
of the kind performed in the United
States, suggested Nico Grove of the Munich
School of Management, and placing
educated bets on broadband funding
generally and FTTH in particular.
Bets are bets – not a sure thing. But
the downside seems minimal and the
upside almost unlimited. BBP
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 59

Brazil and the Digital Divide
CITI chair Eli Noam.
%
Households
TV
Mobile
Phone
PC
Internet
More than $32,500
10.7% 99.8% 95.7% 82.2% 74.5%
(10X minimum)
More than $16,250 (5 to 10X) 17.2% 99.2% 89.0% 55.6% 43.5%
More than $6500 (2 to 5X) 37.6% 96.0% 75.1% 23.1% 14.9%
More than $3250 (1 to 2X) 19.6% 95.0% 57.9% 7.1% 3.6%
Less thn $3250 (Less than 1X) 14.5% 88.7% 41.9% 4.7% 2.7%
Full sample
96.7% 72.3% 29.9% 22.7%
(47,983 households)
Source: Mario Ripper
Household annual income correlates strongly with Internet connectivity. Note the particularly sharp
falloff below 5X minimum household income.
Telecom Investment Per Capita
(Not Including Internal Corporate WANs)
Source: OECD 2009
300
250
200
USA
Japan/Korea
EU-15
Germany
US$
150
100
50
2003 2004 2005 2006 2007
Per capita telecom investment in the United States is high compared with
other OECD countries.
Left to right: Dan Reingold, CITI (standing); A. Reza Jafari, ITU-T chairman
and CEO of E-Development International; Carlos Lopez Blanco, Telefónica;
Lorenzo Pupillo, Telecom Italia; Lisa Rosenblum, Cablevision; Ellen Blacker,
AT&T; Reinhard Wieck, Deutsche Telekom.
Bob Atkinson, CITI, standing; Raul Katz,
CITI; Jonathan Liebenau, London school
of Economics; Martin Fornefeld, MICUS;
Leonard Waverman, University of Calgary;
Chris Boam, Verizon; Heather Hudson,
University of San Francisco.
Estimated economic benefits of improved
educational attainment through greater
digital inclusion of children.
Source: PwC analysis
60 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Impact of digital inclusion on
health and well-being.
Potential service transformation benefits of
digital inclusion for the public sector.
Potential service transformation benefits of
digital inclusion for the citizen.
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 61

In a Remote County, FTTH Is
A Lifeline to the World
For Cook County, Minn., fiber to the home represents the best hope for
keeping isolated communities viable.
By Masha Zager ■ Broadband Properties
If there were a prize for the most remote
area in the United States, Cook
County would be in the running.
About 5,000 people, or four per square
mile, live in this northeastern corner of
Minnesota, with Ontario to the north
and Lake Superior to the east. There is
only one town – the county seat, Grand
Marais – and only one industry, tourism.
Half the county is under water, ninetenths
of the dry land is owned by the
federal or state government and winter
temperatures routinely drop to 30 below
zero. The closest city of any size, Duluth,
is more than 100 miles away.
The Internet was slow to reach Cook
County. Until 1995, when community
members founded a cooperative ISP, not
even dial-up service was available. Today,
except for small pockets of wireless
and DSL access, most of the county still
has no broadband, and the condition of
the telephone network is so poor that
dial-up speeds are often limited to 10 to
20 Kbps. The Minnesota Ultra High-
Speed Broadband Task Force called
Cook County the most underserved
county in the state.
No Broadband, No Visitors
Despite the cold and the remote location,
Cook County residents were able
to eke out good livings, because the
county’s spectacular scenery and its
recreational opportunities – kayaking,
climbing, hiking and more – drew summer
visitors. But as the world became
more connected, the costs of isolation
grew steeper and the county’s economic
future began to look bleak.
According to county IT director
Danna MacKenzie, hotels, inns and
Without broadband, the residents of Cook
County are becoming increasingly isolated.
lodges report that guests are no longer
willing to stay in places without broadband,
and that college students will not
take summer jobs if it means losing touch
with the world. The owners of these accommodations
cannot participate in online
booking systems, offer video tours,
order goods online or do their banking
online. As commerce moves to the Web,
they are increasingly shut out.
Second-home buyers, too, hesitate to
buy in the area. Local realtors say many
sales have fallen through when potential
buyers learned they could not obtain
broadband. For example, a pair of Mayo
Clinic doctors looking for a summer
home showed interest in a Cook County
house until they realized they could
never work remotely.
Cook County natives who have
moved to the Twin Cities often inquire
about returning to the place where they
grew up, now that their employers – insurance
companies or other large corporations
– have seen the benefits of telecommuting
and are willing to let them
work from anywhere. “I get calls about
that frequently,” MacKenzie says. “It’s increasingly
common in the last two years.”
She has to tell them they can’t do it.
No Broadband, No Services
The residents of Cook County are becoming
more isolated while the rest of
the country becomes more connected.
In-person services that they once took
for granted are disappearing. The state
government is consolidating health care
services to save costs, which means that
residents (and visitors) will have to drive
more than 100 miles each way for anything
more than a routine medical appointment.
The state is also centralizing
the courts, making access to the legal
system more difficult for residents.
The antiquated telephone network is
cutting people off from the world and
making life more difficult and dangerous.
Local businesses lost 21 days of
telephone service last spring, MacKenzie
says – three weeks when they couldn’t accept
reservations, issue permits, or even
call 911. During a recent forest fire, the
Forest Service could not secure enough
bandwidth for emergency cell phone
coverage for first responders. The local
clinic has trouble communicating medical
records to its satellite offices and had
to locate its H1N1 flu vaccination clinic
in one of the few broadband-enabled
About the Author
Masha Zager is the editor of Broadband Properties. You can reach her at masha@
broadbandproperties.com.
62 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

areas because the CDC requires that records be kept online.
“Just a couple of years ago they came around with paper folders,”
MacKenzie says.
The media, too, are abandoning Cook County. The regional
newspaper terminated home delivery last year. Broadcasters
failed to rebuild in the area after the conversion to
digital signals. Without over-the-air television news, residents
have no access to emergency information or information about
weather-related closings.
Even the few high-speed links with which Cook County
compensated for its isolation are becoming obsolete.
MacKenzie reports that an acquaintance with a medical emergency
waited over an hour to get advice from the Duluth hospital
about stabilizing treatment, because of the time needed to
transmit medical images.
Innovative education and health programs also require upgraded
connections. For 10 years, Cook County Higher Ed
(a private agency, despite the name) has partnered with community
colleges and universities to provide distance education
for nurses and hospitality managers, but today, as MacKenzie
puts it, “Our one T1 line doesn’t quite cut it.” Similarly, a pilot
program for remote psychotherapy succeeded as a proof of concept,
but the quality of the video was so poor that the program
cannot be expanded without more bandwidth.
Fiber to the Rescue
When Cook County officials realized a countywide fiber-tothe-premises
network would enable residents to continue living
and doing business in the county, they began planning to
build one. Earlier this year, they completed a feasibility study
(as reported in the April issue of this magazine) and conducted
a survey in which 90 percent of residents said they would subscribe
to a local telecom provider and another 8 percent said
they would consider subscribing. Business owners also strongly
support the FTTP initiative. In a November referendum, voters
approved a sales tax to help pay for the network and authorized
the county to construct a telephone exchange.
In August, the county applied for an RUS grant under the
ARRA broadband-stimulus program to finance those portions
of the network that are in completely unserved areas; as of this
writing, RUS had not ruled on the application.
The project will be carried out through a public-private
partnership. The county will own the infrastructure; Arrowhead
Electric, a local electric cooperative, will build and operate
the network; and Boreal Access, the local ISP cooperative,
will provide the video, voice and data services.
More Bang for the Buck
“I really believe we will see a bigger bang for the buck than the
average,” MacKenzie says. “It will make all these services accessible.”
Cook County Higher Ed will finally be able to upgrade
its distance-learning programs. Other educational services will
benefit, too, including the program that helps keep alive Anishinabe,
the language of the local Grand Portage Indian tribe.
The school district will be able to train high-school students in
videography, giving them a salable skill and allowing them to
produce local content for the network’s video service.
The local public radio station will use the network to alert
residents about evacuating the area during forest fires. The
clinic will expand its electronic medical records system to remote
locations, including the Grand Portage Reservation. And
residents with medical emergencies will be able to get real-time
help from the hospital in Duluth without waiting in anguish
for medical records to download.
With high-speed broadband available throughout the county,
the tourist industry should rebound. MacKenzie expects to see a
rise in telecommuting, and she hopes the area will attract young
entrepreneurs who want to start home-based tech businesses and
also go rock climbing and kayaking on the weekends.
Unlike many municipalities, Cook County isn’t looking for
a lot of economic development – residents don’t want to spoil
the character of the place. It needs just enough to keep the
region alive.
MacKenzie says, “People sometimes make the argument
that you have to make choices” – meaning that those who
want to live in a remote and beautiful place should expect to
give up certain perks of civilization. “That’s true to a certain
extent,” she says. “But this community is a treasure for all of
Minnesota. Some people need to be living here to provide services.
The people who visit here want medical and hospitality
services. We just need to maintain a balance so it can remain
stable.” BBP
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November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 63

The Impact of Genuine
Broadband on Australia
Australia’s next-generation network could add 1.4 percent to the country’s
gross domestic product, according to a forecast by a private consulting firm.
Broadband competition would improve the cost-benefit ratio for the public.
This article is excerpted from a report by
The Centre for International Economics
(CIE, www.thecie.com.au), an
economic consulting firm in Australia. A
longer version was presented at the Broadband
World Australia 2008 conference.
Since this report was first published, the
Australian government has revised its National
Broadband Network proposal to include
100 Mbps fiber-to-the-home access
in most parts of the country.
Widespread access to and use of
genuine broadband – that is,
fast and accessible broadband
– is touted to provide substantive benefits
to the economy. The OECD expects
broadband to replicate, or even exceed,
the economic gains from the use of such
previous general-purpose technologies
as steam, rail, electricity and information
and communication technologies
(ICT). These gains are derived from increases
in labor productivity and, more
important, multifactor productivity.
There are also costs associated with
broadband. While the investment cost
of broadband technologies is more apparent
to and more easily understood by
the public, a bigger and hidden cost that
could hamper the benefits of genuine
broadband is the cost of an imperfect
market structure and insufficient competition
in the provision of broadband
services.
Over a period of 20 years, the economic
cost of less competition and
higher prices that reflect some degree of
monopoly power could be three to four
times more than the initial cost of providing
the broadband facility.
This article summarizes findings
of research conducted by the CIE on
the impact of genuine broadband for
Australia and some recent preliminary
analysis.
Genuine Broadband Access
What differences to Australia’s economy
can be expected from widespread access
to and use of “genuine” broadband?
What distinguishes genuine broadband?
For the CIE, genuine broadband
means Internet access and use that is
fast (at least 12 Mbps with an upgrade
path to go faster over time), accessible,
always on, affordable and in widespread
use. Given existing technologies, it is
likely that genuine broadband is the
stuff that is provided by a network with
near-universal coverage drawing on an
optic fiber backbone.
First, it is central to note that the
gains from genuine broadband arise not
only from making it, but from using it.
Although investment in ICT and broadband
generates an economic stimulus,
much of this is felt in the phase where
equipment is purchased and facilities are
constructed.
Broadband facilities, of course, are
only a proportion of the overall ICT
spend, and it is notable that ICT itself
accounts for only a few percentage
points of total economic output (there
are few hard estimates, but somewhere
between 3 and 5 percent of gross domestic
product, or GDP, would probably be
a reasonable estimate).
The large and lasting impact of
genuine broadband arises from its use.
Genuine broadband is a general-purpose
technology (GPT) that enables transformation
of economic processes. Many
households are already experiencing
broadband use and are learning how it
makes communication, entertainment
and other activities easier and cheaper.
Many, if not most, businesses are already
64 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

using broadband. What is more interesting
is how businesses are changing the
way they conduct business. Broadband
enables deeper engagement in e-commerce,
reshaping business and industry
supply chains and products. The OECD
views that broadband will replicate and
possibly even exceed the economic gains
from the use of previous GPTs including
ICT at large.
Substantive economic impacts will be
reflected in productivity changes – that
is, improvements in labor productivity
where genuine broadband services make
work easier, and, more important, multifactor-productivity
(MFP) gains where
broadband reduces friction in many supply
chains in the economy. MFP is more
valuable than labor productivity because
it makes the whole system work better.
There is already some empirical evidence
about these gains from ICT in general
and genuine broadband in particular.
The CIE has recently been using its
detailed economywide models to evaluate
the impacts of broadband and other
technological changes and how differences
in commercial structures may
alter the outcomes. The model used is
the Monash Multi-Regional Forecasting
(MMRF) model, also used by key
economic agencies including, most
recently, the Australian Government
Treasury when estimating the impact
of combating greenhouse-gas emissions.
These models look at the long-term impacts
after all the direct shocks, changes
in prices, exchange rates, employment,
investment, multipliers and other flow
effects are taken into account.
A key input to the analysis is the
extent of productivity gains. After conducting
an exhaustive study over several
years, the Productivity Commission
recently reported evidence that ICT
investment generated a multifactor productivity
gain of between 0.15 to 0.2 per
cent per annum over the 1990s. If the
OECD is correct, genuine broadband
alone could stimulate a similar gain in
coming years; it would be reasonable to
expect an MFP gain of around 1 percent
over the medium term (say five to
six years). If adoption is slower than expected,
then these gains would take longer
to be realized. The MMRF model
A general-purpose technology, broadband
changes the way businesses conduct
their business. It deepens engagement in
e-commerce and reshapes supply chains.
has been used to see what the economywide
implications would be from this
productivity improvement in the medium
to longer term.
Broadband to Lift Australia’s
Output by 1.4%
The MMRF simulation results show
that genuine broadband offers gains
over most economic indicators. GDP
would rise. An increase of around 1.4
per cent is projected after about five
to six years. This is equivalent to $15
billion [all amounts are in Australian
dollars] in terms of GDP in 2007–08.
Prices would fall – by around half a percent.
The Australian economy would be
more competitive and export more, and
investment would grow.
The industry results point to a structural
change in the economy. Retail and
wholesale activities will be smaller than
otherwise, reflecting direct sales and supply
chain consolidation. Other activities
grow as they offer greater value to customers
(such as health, education and
recreation). Residential building grows
by a lot, reflecting Australia’s penchant
for real estate and the family home.
BIGGER COSTS ARISING FROM
IMPERFECT COMPETITION AND
HIGHER PRICES
The second main thread of this article is
about the investment cost. This is not a
discussion about the cost of broadband
technologies or difficulties in estimating
what it might be. These possible costs
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 65

would most likely be dwarfed by other
factors, especially market structure and
competition, or the lack of it.
A key market structure factor is
the extent and nature of competition
between wholesale and retail levels in
the supply chain. Alternative market
structures include vertical integration;
the opposite, where there is separation
between wholesale (network) and retail
ends of the market; and some hybrids in
between. These different market structures
also imply differing approaches to
regulation.
In general, competition makes a difference.
Although the introduction and
maintenance of competition through
regulatory arrangements, including
third-party access to infrastructure,
particularly network infrastructure, in
industries such as electricity, water and
gas, aviation and others has not been
perfect, there is compelling evidence
that it has brought significant economic
gains to Australia. This is reflected in
lower prices for services, sustained investment
in provision of services and
sustained growth and employment.
Without competition in the access network,
the monopoly telecom provider would charge
higher prices, increasing the cost of the nextgeneration
network. In effect, the community
would pay for the network many times over.
Less competition in the provision
of genuine broadband services can also
be expected to make a difference. The
CIE recently undertook an analysis of
the economic cost of differing market
structure, competition and regulatory
arrangements for the proposed National
Broadband Network (NBN). The analysis
showed that a market and regulatory
structure that permitted the exercise of
market power through vertical integration
and allowed the operator to obtain
a relatively high rate of return on equity
(“north of 18 percent,” in terms of the
debate currently in Australia) would
lead to a loss of GDP of around 0.36 per
cent given a network cost for the NBN
of say, $15 billion.
Relative to the size of GDP this year,
this has a value of around $4 billion and
is about a quarter of the benefit expected
to be gained from use of genuine broadband.
The losses would be larger in proportion
to the actual cost of the NBN.
The real cost of failing to obtain substantive
competition where it could exist
in provision of genuine broadband is
that the economic activity foregone due
to having a higher-cost economy would
equal the cost of the initial network in
five to six years or so. When considering
that the NBN would be in use for 20
years or more, this suggests that the real
cost would be three to four times higher
than the initial network cost. With less
competition, the community would pay
for the network many times over.
Summary
• Widespread access to and use of
genuine broadband would expand
economic activity – an increase of
around 1.4 per cent of GDP could
be expected after about five years.
• Structural changes will also be required.
Some industries will be bypassed
while others will expand, reflecting
income effects.
• The benefits will be lower with less
competition and there would be
higher prices for genuine broadband.
• With less competition and with
prices that reflect a degree of monopoly
power that provides high returns
to shareholders, the economywide
loss of value would equal the initial
network cost every five years or so.
This means that over a 20-year operational
life the economy would pay
a cost roughly equal to three to four
times the original cost. BBP
66 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Broadband and the Economy:
The Big Picture – In Short
A roundup of recent findings about the relationship between broadband
and economic conditions worldwide.
Broadband’s Benefits Rise With Use
Two new studies show that broadband’s
economic effect isn’t a
straight-line function. Rather,
the more widespread and heavily used
broadband is, the more important it becomes
to the economy.
Pantelis Koutroumpis, a Ph.D.
student at the Imperial College Business
School in London, compared the
growth rates of European Union countries
over the middle years of this decade.
Koutroumpis won an award for his
work at last year’s Biennial International
Telecommunications Society Conference
in Montreal.
Koutroumpis tried to capture what he
calls the “two-way relationship between
growth and broadband infrastructure” –
that is, to find out both how economic
growth creates demand for broadband
and how broadband infrastructure creates
growth. He found, of course, that
wealthier, better educated and more urbanized
countries have more demand for
broadband services. But independent of
this, he found that adopting broadband
boosted a country’s overall economic
growth: Every 1 percent increase in the
broadband penetration rate increases
economic growth by an average of 0.038
percent.
Given that broadband penetration
in Europe increased by 27.5 percent over
the three-year period studied (therefore
increasing growth by 1.05 percent) and
the overall economy grew by about 12
percent, broadband adoption accounted
for close to 10 percent of Europe’s economic
growth over the period.
Broadband’s Critical Mass
When he looked more closely at countries
that have different levels of broadband
penetration, Koutroumpis found
that broadband adoption had the most
impact in the countries that already
had the highest broadband penetration.
Once broadband penetration reached
about 50 percent of households, a “critical
mass” effect made broadband even
more valuable. In high-broadband
countries such as the Netherlands and
the Scandinavian countries, broadband
adoption boosted the economy by about
1 percent per year; in countries with
low broadband penetration, broadband
adoption boosted the economy by only
about half a percent per year.
Koutroumpis says, “Put simply, once
more than half the population has access
to broadband, returns to the economy at
least double, when compared to countries
with lower broadband access. This
has important implications for regulators
and policymakers in the developed
and developing world.”
Broadband Needs
an Ecosystem
Another study to examine this relationship
is “Economic Impact of Broadband:
An Empirical Study,” published
by economic consulting group LECG
and commissioned by Nokia Siemens
Networks (available at www.connec
tivityscorecard.org/images/uploads/me
dia/Report_BroadbandStudy_LECG_
March6.pdf).
Like Koutroumpis, the LECG authors
found that broadband’s impact
varies among countries. In their view,
impact varies according to how well
societies use their broadband capacity.
Businesses more dependent on IT benefit
more from their broadband connections.
In countries using a lot of technology,
every percentage point increase
in broadband penetration increases productivity
by about 0.1 percent. In the
United States specifically, the growth in
broadband penetration between 1999
and 2007 appeared to account for about
one-eighth of productivity growth over
that period.
Impact on GDP of Future Increases in Broadband Penetration
In Countries With High Technology Use
(Millions of 2000 US Dollars)
Country
1 Percentage
Point Increase
5 Percentage
Point Increase
10 Percentage
Point Increase
France 1,769 8,846 17,692
Finland 157 783 1,567
Germany 2,023 10,115 20,229
Sweden 274 1,368 2,736
UK 1,845 9,225 18,451
US 11,528 57,640 115,280
Source: LECG
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 67

Broadband is the new essential infrastructure. Access to broadband does not guarantee
[success, but] lack of access to broadband will guarantee economic decline.
This means that if broadband penetration
increases by just one more
broadband line per 100 individuals,
the impact on gross domestic product
(GDP) could range from $32 per person
in Finland to nearly $40 per person in
the United States. If the United States
can improve its broadband penetration
rate by 10 broadband lines per 100 individuals
– matching the rates already
achieved in some parts of Northern
Europe – the spillover into the wider
– Susan Crawford, Special Assistant to the President
for Science, Technology, and Innovation Policy
economy could generate $120 billion of
additional GDP, or $400 per person.
However, countries such as Spain,
Greece and Portugal, with low levels of
information technology use, appear to
derive no productivity benefit at all from
broadband. The LECG results suggest
that in order to be an effective enabler of
productivity, broadband requires a welldeveloped
information and communication
technologies (ICT) ecosystem.
The authors argue that policymakers
should focus more on users of broadband
infrastructure. For broadband to
become more effective, countries must
invest in improving overall ICT skills
and in lowering the costs of adopting
technology and restructuring business
models around technology.
The study supports the findings of
LECG’s earlier index of overall connectivity,
the 2009 Connectivity Scorecard:
Useful connectivity, according to the
authors of the Scorecard, depends not
just on the number of people connected
to a network or infrastructure but also
on how well those connected people use
the network or infrastructure.
In other words, broadband productivity
is about more than simple broadband
connectivity. BBP
Measured by the Burger Standard,
Latin America’s Broadband Gap Costs Jobs
In “Estimating Broadband Demand and Its Economic Impact
in Latin America,” Raul L. Katz of Columbia Business School compares
the prices of broadband with McDonald’s hamburger prices
and finds that broadband costs too much in Latin America. Lack
of competition, Katz says, has raised broadband prices and suppressed
demand for broadband. Most Latin American countries
don’t have the number of broadband lines appropriate for their
per-capita income. His conclusion:
Despite the enormous progress in the past two years,
the region seriously lags in penetration when considering
the needs emerging from the economy. … According to our
analysis, Latin America currently exhibits a broadband gap
equivalent to 11 million lines – an increase of 41 percent over
the current 26 million lines.
If the gap were to be addressed, 378,000 additional jobs
could be created. This allows us to conclude emphasizing
the countercyclical potential that broadband has to fight the
current economic crisis.
Americans Turn to the Internet
For Help Coping With Recession
Some 69 percent of American
adults – fully 88 percent of Internet
users – have gone online to get
help with recession-related personal economic
issues and to gather information
about national economic problems, according
to the Pew Internet & American
Life Project. About a third of that group
have posted comments about the recession
online in blogs, on social networks
or on Twitter.
“Internet users are on a dual quest in
this recession,” says Lee Rainie, director
of the Pew Internet & American Life
Project and co-author of a recent report
based on a nationwide phone survey.
“They are seeking highly practical advice
about how to survive. And they are going
online to gain understanding of what
went wrong, and what policies might fix
the economy. In many cases, the Internet
is also a pathway to contributing
ideas – and rants – about hard times and
a source of expert commentary.”
Here is what this group of Internet
users, whom Pew Internet calls “online
economic users,” have been doing online
in the past year:
• Comparison shopping – 67 percent
of online economic users
• Understanding the recession – 52
percent
• Seeking a new job – 41 percent
• Searching for cost-saving coupons –
40 percent
• Researching the costs of everyday
items – 27 percent
• Looking for ways to supplement
their earnings – 27 percent
• Seeking advice about protecting
their personal finances – 25 percent
• Improving their skills to qualify for
68 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

etter jobs – 25 percent
• Selling personal items on auction sites
or classified-ad sites – 23 percent
• Researching unemployment benefits
– 22 percent
• Researching the value of their houses
– 18 percent
• Checking reviews of financial companies
and professionals – 17 percent
• Finding information about getting
loans – 13 percent
• Finding information about filing for
bankruptcy – 3 percent
Researchers at LSE Enterprise Ltd.
and the Information Technology
and Innovation Foundation estimated
that a £5 billion ($8.3 billion)
investment in broadband would create
or retain these jobs for one year:
Although the Internet’s role is very
important – for broadband users, the
Internet is the top source of information
on personal coping strategies during
the recession – these users tend to
rely on a variety of sources. For example,
broadcast media outpace the Internet
as sources of news about national economic
affairs.
And the most Internet-savvy individuals
rely on their own personal networks
of friends and family to help navigate
the recession and contextualize the
material they find online.
“The best way to understand these
online Americans is that they are networked
individuals using networked
information,” argues Aaron Smith, research
specialist at Pew Internet and
co-author of the report. “Theirs is not
an ‘either-or’ world of single information
sources. Many aggressively forage
among a variety of sources and communicate
with a range of people as they try
to navigate some rough seas.” BBP
Jobs Created by Broadband Investment in the UK
Job Type Total Jobs Small Business Jobs
Direct 76,500 22,500
Indirect/Induced 134,500 37,000
Network Effect 69,500 34,500
Total Jobs 280,500 94,500
Source: The UK’s Digital Road to Recovery, by Jonathan Liebenau,
Robert Atkinson, Patrik Kärrberg, Daniel Castro and Stephen Ezell, April 2009
Municipal Fiber Systems
Boost Economic Development
Excerpted from “Municipal Fiber to the Home Deployments:
Next Generation Broadband as a Municipal Utility,” Fiber-to-the-
Home Council North America, October 2009, based on research
by Michael Render of RVA LLC (www.rvallc.com).
There is evidence that municipal FTTH systems positively
impact local economic growth. Many FTTH cities attribute the
success of efforts to retain and/or facilitate the expansion of
businesses at least in part to the lure of their local FTTH communication
infrastructure. Examples include informationintensive
companies such as Google, MSN and Yahoo. Specific
examples of large employers moving to communities in part
because of the local FTTH system have been noted by many
FTTH cities. The chart lists new business relocations that were
attributed in part or in full to availability of FTTH as the community
communication infrastructure.
According to community leaders interviewed, the attracted
companies believe that local fiber-to-the-premises systems allow
them to do business more efficiently online with less cost.
The availability of redundant fiber services from local providers
is often also mentioned as a plus, as is the prospect of being
able to expand quickly to nonadjacent buildings while still
being tied together via a virtual private network. The ease of
employees working from home is often mentioned by relocation
decision makers as a positive factor.
RVA consumer research has shown that FTTH subscribers
work from home significantly more often than those with DSL,
wireless or cable modem connections, because of the speed
and reliability of their connections. (There are even documented
cases of important employees having dedicated fiber
lines between home and office in municipal FTTH cities.) Finally,
interviewees noted the importance of improved quality of life
for employees thanks to the availability of high-bandwidth
video and Internet services to nearby homes and schools.
Many municipalities also report an increase in home-based
businesses because of FTTH – with many of these businesses
bringing in revenue from outside the region. Specifically mentioned
were examples of businesses requiring very high bandwidths
for tasks such as scientific consulting and video editing.
Municipalities Reporting Plants
Locating In Part Because of FTTH
Auburn, Ind.
Cooper Tire expansion
Bristol, Tenn.
Media General
Bristol, Va.
Northrup Grumman, CGI
Chelan County, Wash.
Yahoo
Douglas County, Wash.
Sabey Corporation
Grant County, Wash. MSN (Microsoft), Ask Jeeves, Intuit
Independence, Ore.
Metal fabrication companies
Kutztown, Pa.
Film production companies
LENOWISCO, Va.
Data centers
Mason County, Wash.
Louisville Slugger, Sims,
technology and engineering firms
Morristown, Tenn.
Colgate Palmolive
Powell, Wyo.
Alpine Access Virtual Call Center
Windom, Minn.
Trucking companies
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 69

World Bank: Broadband’s Effect
On Worldwide Economic Growth
Excerpted from “Information and Communications for Development
2009,” by Mohsen Khalil, Philippe Dongier and Christine
Zhen-Wei Qiang, The World Bank Group, available at http://www.
worldbank.org/ic4d.
Broadband has considerable economic impact at all levels
of individuals, firms and communities. Individuals increasingly
use broadband to acquire knowledge and skills to increase
their employment opportunities. Where broadband has been
introduced in rural areas of developing countries, villagers
and farmers have gained better access to crop market prices,
training and job opportunities. In developed countries and
urban areas in developing countries, an increasing number
of individuals build up social networks through broadbandenabled,
peer-to-peer Web-based groups that facilitate economic
integration and drive development. Blogs (Web logs,
or online diaries), wikis (Web sites where users can contribute
and edit content), video sharing sites and the like allow new,
decentralized and dynamic approaches to capturing and disseminating
information that allows individuals to become
better prepared for the knowledge economy.
Access to broadband supports the growth of firms by
lowering costs and raising productivity. Realizing these performance
improvements, however, depends on firms’ ability
to integrate their technological, business and organizational
strategies. When fully absorbed, broadband drives intense,
productive uses of online applications and services, making it
possible to improve processes, introduce new business models,
drive innovation and extend business links.
A study involving business and technology decision makers
in 1,200 companies in six Latin American countries
– Argentina, Brazil, Chile, Colombia, Costa
Rica and Mexico – showed that broadband deployment
was associated with considerable improvements
in business organization, including
speed and timing of business and process reengineering,
process automation, data processing
and diffusion of information within organizations.
Firms in the media, export and other
information-intensive sectors have benefited
most from integrating broadband into their
business processes. Clarke and Wallsten (2006),
in a study of 27 developed and 66 developing
countries, found that a 1-percentage-point increase
in the number of Internet users is correlated
with a boost in exports of 4.3 percentage
points. Increases of 25 percent or more in
the efficiency of claims processed per day have
been documented by U.S. insurance companies
that have adopted wireless broadband (Sprint
2006). Other industries that have benefited significantly
include consulting, accounting, marketing,
real estate, tourism and advertising.
Local communities around the world have
realized considerable economic gains and
new opportunities from broadband services. Studies from
Canada, the United Kingdom and the United States find that
broadband connectivity has a positive economic impact on
job creation, community retention, retail sales and tax revenues.
In rural areas of developing countries, communities
have recently begun to launch broadband services and applications
that give local populations access to new markets and
services. Facilitating information exchange and value creation
between buyers and sellers of agricultural products, which
has improved income and livelihoods in rural areas, is a prime
example of this. Previously, such opportunities were available
only in the largest or wealthiest localities.
According to a recent World Bank econometric analysis of
120 countries, for every 10-percentage-point increase in the
penetration of broadband services, there is an increase in economic
growth of 1.3 percentage points. This growth effect of
broadband is significant and stronger in developing countries
than in developed economies, and it is higher than that of
telephony and Internet. The impact can be even more robust
once the penetration reaches a critical mass.
Because broadband networks have the potential to contribute
so much to economic development, they should be
widely available at affordable prices and should become an
integral part of national development strategies. Currently,
though, few people in developing economies have access to
broadband networks. In 2007, an average of less than 5 percent
of the population of low-income economies was connected
to broadband networks, and that was mostly in urban
centers. In this light, developing countries are missing a great
development opportunity.
Growth Effects of Information
and Communications Technologies
The y-axis represents the percentage-point increase in economic growth per 10-percentage-point
increase in telecommunications penetration.
70 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Texas Cooperative
Spurs Economic Growth
New fiber and old-fashioned ideas about being a fearless first mover in a
competitive marketplace have given GVTC – and its home counties – a big
edge in tough times.
By Steven S. Ross ■ Broadband Properties
Who knows more about the
economics of telecommunications
and the value of fiberto-the-home
deployments – Wall Streetbankers
or the ranchers and other local
businesspeople who serve on the board
of GVTC, the largest telephone cooperative
in Texas? Judging by GVTC’s
performance, one would have to go with
the ranchers.
Using mainly its own current cash
flow, GVTC has built fiber out to about
two-thirds of its 32,000 customer/members
in a 2,000-square-mile service area
that sprawls across 11 counties north
of San Antonio. The build, which uses
mainly Calix equipment, started in
2004, just six months after Ritchie Sorrells
was hired as president and CEO.
The area, fed by Texas oil wealth,
San Antonio’s high-tech companies and
a large military presence, has been somewhat
insulated from (although hardly
immune to) the nationwide economic
downturn. But GVTC’s presence clearly
has also helped. Telcos, especially local
telcos, tend to work hand in glove with
local economic development authorities.
GVTC takes cooperation a step further,
providing much of the funding for the
Kendall County Economic Development
Corporation (whose CEO, Dan
Rogers, spoke at the 2008 Broadband
Properties Summit; see the report on his
speech in the sidebar).
“Dan Rogers came two years ago to
run the Economic Development Corporation
[EDC],” says Jeff Mnick, vice
president for sales and marketing for
Jeff Mnick (left), GVTC vice president of sales and marketing and Ritchie Sorrells, CEO.
GVTC. “We are not only a leader in
Kendall County economic development,
we’re a leader in every chamber [of commerce]
there is. One of our managers is
starting up an economic development
operation in Bulverde. That’s his job,
and because we have that exposure to
economic development in a leadership
position, people are looking to us to take
the ball downfield.”
Benefiting From Economic
Development
What’s the benefit to GVTC? “We look
at the metrics, the internal rate of return,
but we expect the business,” says
Sorrells. “We’re not going to hold anyone
hostage, but we’re going to ask for
the business, and we’re going to ask for
it in a focused way.
“To illustrate, we saw an opportunity
in Boerne, where as a CLEC we
already had an HFC [hybrid fiber/coax]
network, to overbuild to the business
community with fiber optics and focus
on the business community.
“We recognized that this would provide
a differentiator for Boerne. As a
About the Author
Steve is corporate editor of Broadband Properties. See his blog, “Take it to the Bank,”
at www.bbpmag.com. He can be reached at steve@broadbandproperties.com.
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 71

Left to right: Sanford Nowlin, communications specialist; Bryan Geiger, manager, network operations
center; Tom Zanoli, product manager, Internet; Kris Whitman, manager, network engineering.
prospective company [choosing a location],
you are looking for differentiation,
and we felt that a fiber network provided
by one of the best companies in the industry,
GVTC, could provide the impetus
for companies to select Boerne.
After two years, I am proud to say, after
competing against Time Warner, Windstream
and Verizon in one of the most
competitive areas in the country … we
have a 70 percent market share.”
As part of the partnership with the
economic development group, GVTC
provides a large conference room – it can
hold 30 people – next to its own storefront
in Boerne. Says Sorrells: “I was told
that last month the leadership in Boerne
used that conference room an average
of two times a day. So think about this.
They come to a GVTC facility – not just
managers from prospective businesses;
this is the leadership of Boerne – and
they come to our building, our conference
room, branded GVTC, and it has
all the amenities and services including
videoconferencing, provided by GVTC.
We’re helping the leadership of Boerne
to succeed.”
Time Warner Cable is actually the
big competitor in the area, says Mnick.
Verizon is not serving much broadband
there, because it uses old voice lines originally
installed by GTE. Nevertheless,
GVTC’s actions are an example of the
national “Verizon Effect” documented
by researcher Michael Render of RVA.
Some 90 percent of small telco FTTH
deployments are close to the Verizon
footprint or close to other large competitors’
ultra-broadband networks.
FINANCIAL STRENGTH
GVTC’s annual revenue is about $60
million, and the balance sheet showed
close to that much in cash and marketable
securities at the end of 2008. Thus,
it has a strong story to tell when it competes
for business against the likes of
Time Warner Cable (which will have
about $18 billion in debt as it completes
GVTC network operations center.
its split from Time Warner). Sorrells
notes that GVTC does not “have to go
out and attract capital,” and this positions
the company to play long-term.
“We’re really no different from anyone
else,” Sorrells says. “At the end of
the day, we have to make money, and
at the end of the day, we have to meet
an expectation that to some degree was
created under a totally different set of
circumstances. … We used to be a monopolistic
company; if you wanted to do
business with us, you had to do it under
our terms because the [state utilities]
commission set the rates.”
For GVTC, the new fiber-borne business
is critical. Like other telcos, GVTC
continues to see an erosion in access
lines – from about 43,000 at the end of
2007 to about 42,000 by mid-2009. But
all the loss is within its ILEC footprint
(41,500 to 39,500). The CLEC business
is growing, almost doubling in the same
period to more than 2,500 lines.
About half of all access-line customers
take a 1.5 Mbps DSL offering, and
fewer than 1,500 customers were using
dial-up Internet services by mid-year. But
both tiers are quickly losing ground to
GVTC’s higher-speed offerings. Enrollment
in the 5 Mbps tier went from just
over 4,000 premises to nearly 7,000 in
the first six months of 2009; in the same
period, enrollment in the 8 Mbps tier
nearly doubled, reaching about 2,500.
72 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

The total number of Internet customers
grew from more than 24,500 in
January 2008 to nearly 27,000 in June
2009. Bandwidth traffic per customer
doubled in the same 18 months, growing
from an average of about 0.015
megabytes per second to nearly 0.03.
To handle the flow and provide greater
reliability, GVTC turned its 1 Gbps fiber
backbone into two self-healing 10
Gbps rings (the route, roughly, is between
Interstate 10 and state Highway
281, radiating out of San Antonio). No
new fiber was laid; the extra bandwidth
comes from upgraded electronics and
wave-division multiplexing. In fact, the
1 Gbps ring remained in place.
The technical staff says that there was
no field work involved at all, even as customers
were gradually cut over to the 10
Gbps service. Everything was handled
inside the central offices. The work took
months, however, as customers received
new IP addresses for their VLANs and
other activities.
A strategy for the long term
Sorrells came to GVTC from the Houston
area after spending 26 years with
Alltel. “The board recognized that things
were changing and the board committed
itself to sustaining the co-op longterm,”
says Mnick. “They made a commitment
to compete, to do what it takes
to change the culture to create value and
really sustain ourselves long-term. They
wanted to be in control of their communication
provider and, to their credit,
they recognized a fundamental shift in
leadership was necessary.”
Today GVTC derives little revenue
from mobile operations, and gets more
than half its revenues from federal and
state subsidies and intercarrier payments.
Says Sorrells: “Six years ago, you did not
have to be real smart to realize things
weren’t going to be the same in the future
… what with wireless substitution and
the fact that you know the subsidy is not
going to grow. We have to create value
and replace lost revenue long-term. This
is where the board got it.”
“This board cherishes the value,
senses the value, of being local, of being
in control. One thing I like, at the
end of the day, is that our customers feel
fortunate that they are served by a company
like GVTC,” says Sorrells. “We
separate ourselves with great customer
service. That’s our differentiating value.
But we also have price and reliability of
the network, which complements that
spirit of customer service.
“Customers want options, choices.
Also, from a value proposition we have
to be connected to our community. We
have to be the leader that we are. We
have to demonstrate that.”
BRAND RECOGNITION
Sorrells admits that many of the residents
and businesses in the GVTC footprint
are new to the area and have never heard
of GVTC. “We have to be better marketers
than Time Warner,” he says. “Think
about this. You move here from Houston
or Provo. Everybody has heard of Time
Warner. You are going to be asked to go
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 73

with a provider that you never heard of.
A provider that is a co-op.
“Co-ops have a perception of being
not progressive. So we need to get to the
customer first. We have nine sales channels.
If you interface with a customer,
you have a quota. It is an expectation
here at GVTC. If you are a technician
or CSR or service center rep, you are expected
to ask for the business.”
How did Sorrells rally the troops?
“His coming here was my confidence
in him and what he wanted to do,” says
Mnick. “We were not just going to sit
here as a me-too company and just try to
hold off a Time Warner onslaught or try
to compete with Verizon [on copper].
He put us in a position to win … not
just to stop the bleeding but to reverse
the effect of what we were losing prior to
his coming on board.
“We were one of the first co-ops to
put an outside sales force together. We
were doing it before BellSouth. We were
not going to just put out direct mailers
and sit back. My background was
in the CLEC end of the business. We
had to scratch and fight against the incumbents.
As a CLEC manager, I was
battle-worn. And many of our managers
are from CLECs.”
“Fear is a great motivator,” says Sorrells.
“We compete against Verizon in
Boerne. They are the incumbent. We
GVTC customer service center.
had to seize the opportunity, or the window
would close. We saw that in 2004.
So we had to change the culture and
seize the opportunity. We had to do the
overbuild and do it right then.”
NEXT MOVES
GVTC is also quickly overbuilding its
older network. “We have an overbuild
strategy in our brownfields where we had
copper and have a 60 to 70 percent penetration
of homes that have computers,”
said Sorrells. “Some 23 percent of the
homes in our service area do not have a
computer. We got out there quickly with
broadband and now we are adding speed
and TV. Lots of people in the area have
satellite TV, so the urgency of the customer
for change is not there. We have
to come up with better services.
“The fact that we are active in the
community makes people in our area
want to buy from GVTC, but sometimes
they have to work through [long-term]
contracts with other providers. They are
not just going to wait in line for us until
the contract expires unless we promote
to them. We do mailers, telemarketing,
we have two stores, door-to-door sales
staff and telephone sales.”
Sorrells noted that marketing to
greenfields was easy, “but now we are
seeing second-generation home ownership
in what was a greenfield two years
ago. We no longer have a relationship
with the builder, but we have an investment
in the equipment at the side of the
house. How do we get a relationship with
that second homeowner when we had a
single-source partnership with a builder
before? And we’re competing at a disadvantage.
The electric company, CPS, has
a relationship with a third-party vendor
for broadband, and we’re so small compared
to their footprint that we don’t get
to represent ourselves in this area.”
Early on, GVTC had to explain the
advantages of fiber to developers. “Today
they are asking for it to a greater degree
as they see the value long-term and
that it helps sales,” says Mnick.
Mnick notes, however, that MDUs
aren’t GVTC’s niche. “The Time Warners
of the world will cable it for free,
pay the builders, pay door fees, and we
can’t afford that. We need a return on
investment, and they want the market
share at any cost. The problem is that
the customer loses because the customer
is not getting a discount. The guy in the
MDU pays double the price of the guy
in a subdivision.”
It all comes back to the economic development
effort. “The fact that we are
involved in the EDC gets us in front of
the owners and developers, and we are
winning some of the MDU business –
we just won two of them,” says Sorrells.
Mnick adds, “We have not approached
any of these MDUs with price.
We talk about value and future-proofing,
but we are not interested in ‘free
this, free that.’”
The future? “So many public companies
are driven by quarterly results and
what the Street has to say about those
results. I find concentration on those
results is very short-sighted and a detriment
to the services we try to provide,”
says Sorrells. “Obviously at GVTC we’re
all about the long term … our strategic
purpose is to stay in business … we’re
planning today to be in business 20
years from now.”
“We’re looking at CLEC opportunities,”
says Mnick. “We have three subdivisions
in the planning stage that were
ready go when the economic downturn
hit. They total nearly 9,000 lots.”
What will you bet that GVTC gets
there first? BBP
74 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Rural Success
This excerpt is from the Broadband Properties Summit 08 Coverage in Dallas, Texas that ran in our June 2008 issue on pages
27-28. The entire article can be found at the following link: http://www.bbpmag.com/2008issues/june08/BBP_June08_Summit
Overview.pdf.
Dan Rogers, CEO of the Kendall County Economic Development Corporation, lauded the local telephone company, GVTC
– the largest telephone cooperative in Texas and an early fiber deployer. Its service area spans 2,000 square miles and 11
counties, and includes more than 32,000 members with approximately 42,000 access lines. GVTC is willing to work with
him to promise fiber to relocating or growing businesses. “If you don’t have a provider that will work with you, either find
one or change your outlook,” he said.
Rogers said the county, just outside San Antonio, is growing fast. “What’s critical for us is not being eliminated by corporate
site selection committees,” he said. “Quality of life is necessary to attract businesses, and the business community is looking
to all the utility providers to help. If I don’t have fiber, I’m eliminated – not just fiber to the business, because the executives
are commuting to San Antonio and want to work from home because of gas prices. Fiber allows throughput and security.”
“To us in small-town America, fiber is becoming the most important thing,” Rogers noted. “Advanced technology compan
ies and medical companies are look ing for fiber.” He cited three examples:
• A small software company relocating from Houston – “we were able to get them because we had fiber. Otherwise they
would have gone to San Antonio.”
• A software company in Boerne [in Kendall County] would have had to move to San Antonio, but they stayed because of
fiber. Their big client is FedEx.
• An aerospace company in Boerne asked for a package to compete with four states. It was the largest project in the history
of Kendall County, and they won it. The company is moving into a new facility with fiber.
Downspout Raceway
Hide your cabling in plain sight
Crown & Cove Molding Systems
When ordinary raceway won’t do
www.GoMultilink.com
Sales@GoMultilink.com
440.366.6966
R
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 75

OPINION
To Make Business-Class
Broadband More
Affordable, Open the Networks
The nation’s largest competitive carrier argued before the FCC for a 100 Mbps
national broadband network – and for competitive cost-based access to
copper, HFC and fiber local loops. These steps, it says, will make American
businesses more competitive in the global economy.
By Anthony Hansel ■ Covad Communications Company
Small businesses are the engine of
innovation and job creation in the
United States, creating between
60 and 80 percent of net new jobs this
past decade. They employ half of all private-sector
employees and create almost
half of nonfarm gross domestic product.
They produce more than 13 times more
patents per employee than large firms
and employ approximately 40 percent of
tech workers in the United States. Many
of the great success stories of the last
decade were recently small businesses,
including such notable companies as
Google, Yahoo, Amazon and eBay.
Unfortunately, most small businesses
in the United States lack reasonably
priced access to business-class broadband
services. According to a 2004 survey conducted
by the Small Business Administration,
only 4 percent of small businesses
purchased T1 broadband services, the
primary entry-level business-class broadband
service. It is safe to assume that percentage
has increased since then, but even
so, nearly all small businesses continue to
rely on best-effort, consumer-class broadband
services, which use shared networks
and do not provide the quality of service
(QoS) that businesses need to compete in
the global economy.
Cost continues to be the key factor.
The average price for a T1 connection
in the United States remains very
high, at around $500 per month. That
makes business-class broadband services
unavailable for most small businesses.
American companies need robust datatransmission
services to compete in an
interconnected marketplace – and the
speeds that support many applications
today probably will not support the most
transformational applications tomorrow.
Covad recently filed comments with
the Federal Communications Commission
arguing that the agency could
dramatically increase small businesses’
access to reasonably priced businessclass
broadband through a two-pronged
approach: (1) Leverage existing assets,
including copper; and (2) encourage innovation
and competition.
The Continuing Need
for Copper
Nearly all small businesses are already
connected to copper last-mile facilities.
These existing copper connections are
currently the primary broadband medium
for small business customers, and
will continue to be so for the next several
years.
Fiber serves only about 12 percent
of United States businesses, generally in
the cores of large cities. With a focused
national buildout plan, fiber will not be
broadly available to most small businesses
for at least three to five years. Without a
national buildout plan, that time frame
could instead be measured in decades.
Cable providers have historically focused
their network deployment in residential
areas, leaving many businesses
without access to cable-based broadband
services. For businesses that do have access
to the cable plant, the cable companies’
best-effort services do not provide
business-class QoS. It is therefore vitally
important to preserve the legacy copper
plant and to give a wide range of companies
the option of providing innovative
services to small businesses over the legacy
copper on the basis of total element
long-run incremental cost.
Copper is a proven medium for providing
business-class broadband services
About the Author
Anthony Hansel is assistant general counsel of Covad Communications Company,
a national facilities-based provider of data, voice and wireless telecommunications
solutions for small and medium-sized businesses. For more information, see www.
covad.com.
76 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

to small businesses. T1s and bonded T1s
provide broadband service at speeds ranging
from 1.5 to 12 Mbps, with guaranteed
QoS, for less than $200 per megabit
in markets that have competitive alternatives.
Moreover, Ethernet over copper is
an emerging technology that provides
business-class broadband at speeds ranging
from 1 to 20 Mbps. With these technologies,
existing copper can be used
to dramatically expand business-class
broadband to small businesses, without
the need to wait several years for nextgeneration
networks to be deployed.
OPINION
To enable transformative applications, nextgeneration
broadband should offer speeds of at
least 100 Mbps and high quality of service.
Promoting Competition
and Innovation
The FCC should expand competitive
access to business-class broadband for
small businesses and oversee the buildout,
on an open-access basis, of a nextgeneration
broadband network by 2015.
The agency can foster innovation and
competition by providing reasonable
wholesale open access over the ILEC
next-generation fiber and hybrid fibercopper
networks using an actual-cost,
rate-of-return pricing methodology.
Competition is a key prerequisite for
universal broadband.
Wholesale open access is essential to
the widespread deployment and adoption
of broadband. As one of the first companies
to deploy retail DSL services in the
United States, Covad can attest firsthand
to the importance of competition. The
incumbent carriers did not deploy retail
DSL until after competitive carriers such
as Covad entered the market.
Competition ensures innovation,
which in turn accelerates the availability
of next-generation broadband for
American consumers and businesses.
One need only examine the broadband
world before the advent of competition.
In short, there was no broadband. The
incumbents possessed DSL technology,
but chose instead to deploy higher-priced
services to businesses and to ignore the
residential market.
Other countries are moving ahead aggressively
with unbundling and buildout
programs for broadband that rely heavily
on partial public funding and wholesale
open access. Those countries are leaders
in broadband deployment, including
next-generation deployment. Their experiences
provide useful lessons for the
United States – and, equally important,
provide a benchmark for the standard to
which the United States will be held in a
competitive global marketplace.
Japan ranks first in the world in the
percentage of broadband lines served
by fiber, with 48 percent. By contrast,
the figure for the United States is 4 percent.
Japan has achieved this high level
of next-generation broadband with aggressive
unbundling requirements, including
copper loops, collocation and
fiber loops. Even with fiber unbundling
requirements, the Japanese incumbent
NTT has invested $200 billion in its
next-generation network and plans on
offering fiber-based services to 50 percent
of its footprint by 2010. Japan also
supplements private capital with public
funding in the form of subsidies, tax incentives
and low- or zero-interest loans.
South Korea ranks second in the
percentage of broadband lines served
by fiber, with 43 percent. The country
achieved this high level of fiber penetration
with copper-loop unbundling
requirements as well as government
grants, loans and tax incentives. As with
Japan, South Korea is rapidly deploying
broadband, including next-generation
broadband, using a combination of unbundling
and public funding.
Australia recently announced plans
to publicly fund a next-generation
broadband network, offering 100 Mbps
connections to 90 percent of its locations
and wireless broadband to the remaining
10 percent. The network is expected
to cost $30 billion. Although the Australian
government will be the majority
shareholder, the government will partner
with private capital and – significantly
– will offer wholesale services over the
network on an open-access basis.
Finally, Sweden has been active in
deploying next-generation broadband,
particularly at the municipal level.
For example, the City of Stockholm
and Stockholm County Council built
a dark-fiber system, which they lease
on a wholesale open-access basis. Sweden
ranks third in the percentage of
broadband lines served by fiber, with
20 percent. This is another example of
the effectiveness of open-access models,
combined with partial public funding,
in encouraging the construction and
adoption of next-generation broadband.
The Long View
Next-generation broadband has the
potential to be transformative. To enable
the transformative applications, the
buildout should offer broadband speeds
and QoS that are an order of magnitude
higher than those currently available to
most Americans. The next-generation
network should offer speeds of at least
100 Mbps by 2015. In addition to the
100 Mbps, the next-generation network
should guarantee each location at least 20
Mbps with video-level QoS. Many of the
transformative applications – including
high-definition videoconferencing, distance
learning and telemedicine – involve
two-way video, which requires a guaranteed
data stream. Even with significant
compression, which can lead to ghosting
and other quality issues, a two-way highdefinition
video stream currently requires
between 1 and 10 Mbps. A business or
family will undoubtedly want more than
one video stream, so 20 Mbps is a reasonable
minimum target for guaranteed
video-quality bandwidth.
As a result of the deployment of this
21st-century network, consumers will
benefit immensely from the innovative
products and services developed in a
competitive broadband market. American
small businesses will benefit from
higher-speed and lower-cost businessclass
broadband, enabling them to utilize
these technologies for innovation
and to cycle savings back into the economy
through job creation and consumer
spending. This innovation and economic
growth will in turn allow the United
States to maintain its competitive position
in the global economy. BBP
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 77

R E V E N U E - G E N E R A T I N G A P P L I C A T I O N S
New Sources of Revenue
For Service Providers
Customer tech support and hosted IPTV services are two promising new
directions for network operators looking to expand their service offerings.
By Masha Zager ■ Broadband Properties
Service providers adding new
services to their portfolio can
approach the subject in one
of two ways. They can ask either
“What do our customers
want to purchase from us?” or “How can
we leverage our existing network plant
and equipment?” The two questions may
lead to very different answers.
Focusing on demand for services,
providers see customers looking for
help with their networked devices. The
technology that has become critical to
households and businesses is formidably
complex. Customers who had no trouble
getting computers to work with printers
may be baffled once their computers
have to talk to Wi-Fi routers, game controllers,
TVs, iPods and cameras.
“Telephone companies and MSOs
find that they’re being blamed for problems
far more often than is their fault,”
says Ted Werth, founder of tech support
firm PlumChoice (www.plumchoice.
com). Werth estimates that in about 40
percent of customer calls about slow Internet
service, the true problem is unrelated
to the Internet connection. He says,
“Companies are faced with a choice: Do
you send them somewhere else and let
them continue to be upset, or do you try
to solve their problems for them?”
Many providers, tired of dealing with
frustrated and angry customers, now offer
to solve their customers’ problems –
for a fee. They find that the benefits of
offering support services include not just
revenues but also customer loyalty.
Nearly all of them, even large telcos
and MSOs, outsource the job to companies,
such as PlumChoice, that keep
Many customers need help getting their
digital devices to work together. Solving their
connectivity problems is an opportunity
to win customer loyalty.
trained technicians on call around the
clock, 365 days a year. Outsourcing
makes sense in this situation, Werth says,
because it lets providers bring support
services to market faster and at lower cost
than building an in-house solution.
A Trusted Source
Although customers may not be delighted
about paying for support, Werth
says, they are very happy about getting
their problems resolved rather than being
“thrown to the wolves.” As far as
the customers are concerned, they are
receiving help from their service providers
– in most cases, they don’t know the
support technician is from a different
company. They may be charged for the
support calls on their regular monthly
bills or pay by credit card. (Generally,
subscription-based support shows up on
phone or cable bills, and one-time calls
are paid by credit card.)
PlumChoice’s U.S.-based workforce
is equipped with secure, encrypted connections
and records every conversation
and every keystroke. Using weekly
reporting and feedback, the company
continually evaluates and trains its technicians,
keeping customer satisfaction
levels high. Because technicians can
remotely resolve the vast majority of
problems – software and interoperability
issues, viruses, incorrect configurations
– service costs are reasonably low.
In the rare cases where customers need
on-site service, PlumChoice can send
technicians – either its own employees
or those of its partners – to any home
or small business in the United States,
while maintaining the continuity of the
service experience.
Small and midsized businesses are as
likely as households to buy remote technical
support services from their Internet
providers. Even companies with dedicated
IT staff find on-call support useful.
Werth says, “Eventually, even a company
with someone capable [at IT] runs into a
situation where they need more resources
or special skills, and they look elsewhere
for help. They want to use remote services
where they can be effective, and use onsite
staff if there’s wiring involved.”
Werth says, “We’ve learned a lot over
nine years about how to do this in a
About the Author
Masha Zager is the editor of Broadband Properties. You can reach her at masha@
broadbandproperties.com.
78 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

R E V E N U E - G E N E R A T I N G A P P L I C A T I O N S
secure, effective way. A technician can damage someone’s computer,
lose the connection or do other big disservices to the
customer, so customers really do want to make sure they buy
service from a trusted brand. … People don’t trust offshore service
providers. They’re more likely to trust a service if it’s coming
from their telephone company or cable company – those
companies are committed to customer satisfaction.”
IPTV Service in the Cloud
When providers focus on leveraging the bandwidth or equipment
they already have, they may discover a different set of
opportunities, such as retailing new, bandwidth-intensive services
or wholesaling services to other providers.
Application vendor 180SQUARED (www.180squared.com)
recently created a new wholesale opportunity: an IPTV managed
cloud service. 180SQUARED announced Cirrus Managed
Cloud Solutions at the Telco TV show in November; at the same
time, it announced its first customer win for the solution – MBO
Video, a regional network operator based in Oklahoma.
Amir Littman, 180SQUARED’s vice president of business
development, explains that IPTV middleware programs, such
as Microsoft Mediaroom, are not designed for sharing. “The
middleware doesn’t know which telco you [the subscriber] belong
to,” Littman says. If a small telco shares its headend facilities
and middleware with other nearby telcos, all the subscribers
will appear to belong to the same system.
Because 180SQUARED’s Quantum Site Technology can
keep the data from different providers separate, multiple telcos
can share an IPTV middleware installation while each of them
integrates the middleware to its own back-end billing and operational
systems and offers customers its own branded and
customized experiences. After the host company has installed
the IPTV middleware for the first time, it can turn up an additional
provider on the system in less than a month for about
one-tenth the cost of installing it on a new platform.
Reselling IPTV Is Icing on the Cake
Littman calls the arrangement a win-win situation: “From
MBO’s perspective, they’re growing their business – it’s icing on
the cake. From the renter’s perspective, they get access to IPTV,
which, if they only have 500 or 600 subscribers, they couldn’t
have afforded. They can be up and running for less than half a
million dollars, and they don’t have to manage the operation.
They still get to interface with the system and manage their own
subscribers and devices – but the servers are managed in someone
else’s facility. For a provider with less than 1,000 subscribers,
it’s a very attractive offering.”
Providers can sell managed cloud services in one of two
ways: for transport only or for transport and content. Littman
foresees more demand for transport-only offerings. Many small
providers that have already negotiated content deals and begun
offering IPTV would transition to up-to-date middleware if
they could afford it; managed cloud services will make such an
upgrade affordable.
Hybrid models are also possible – for example, a telco could
buy most of its content from the IPTV host provider while
adding a local sports channel (with local ads) of its own.
Entering the Hospitality Market
The Cirrus solution also enables telcos with IPTV to enter the
hospitality market for the first time. “Hotels have always been
out of reach for telcos,” Littman says. “They have a different
model, with real-time billing events” – that is, a pay-per-view
transaction must appear on the hotel bill the next morning,
rather than a month later.
But if a telco partitions an IPTV site for a hotel, the hotel
can integrate its own storefront and billing system to the IPTV
middleware. With the “big two-way pipe in IPTV,” a hotel can
even add credit-card or PayPal processing facilities to the storefront,
allowing guests to pay for video transactions privately instead
of having them appear on the hotel bill. “This will change
the dynamics [of hotel video sales],” Littman says, explaining
that today, many business travelers are deterred from buying
content that they wouldn’t want to appear on their company’s
hotel bill. “From the hotel or motel’s perspective, they’ll be
printing money,” he says.
Littman envisions small regional IPTV service areas developing
across the country. A telco implementing IPTV in its
own territory can easily expand to serve five or six smaller independent
providers nearby, as well as the hotels and motels
within its own market. However, there is no distance limitation
on cloud services. “Theoretically, it could be anywhere in the
world,” Littman says. “The model could evolve over time.”
BroadBand ProPerties
Magazine
Invites You to the Broadband Properties
Summit 2010
April 26 • 28, 2010
InterContinental Hotel • Dallas
Addison, Texas
The Leading Conference on
Broadband Technologies and Services
WHO SHOULD ATTEND?
Real Estate Developers • Property Owners
• Independent Telcos • Municipal Officials • Private
Cable Operators • Town Planners • Economic
Development Professionals • Architects and Builders •
System Operators • Investors • Utility Organizations
• System Integrators
Visit www.bbpmag.com and
secure your participation
today, or call 877-588-1649.
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 79

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Marketplace
To reserve space in this section and LEVERAGE the power of your advertising via print, digital, and multimedia exposure in
the global market, contact Irene Prescott at 316-733-9122 or email irene@broadbandproperties.com.
80 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

BROADBAND
PROPERTIES
Marketplace
To reserve space in this section and LEVERAGE the power of your advertising via print, digital, and multimedia exposure in
the global market, contact Irene Prescott at 316-733-9122 or email irene@broadbandproperties.com.
Verizon FiOS:
Top-rated broadband service in America.
Period.
Find out if FiOS is available for your multifamily community.
Single Family | Multiple Dwelling Unit | Business
1.800.366.3891 | www.adc.com/carrier
Contact Verizon Enhanced Communities
866.638.6066
www.verizon.com/communities
Verizon FiOS services not available in all areas. ©2009 Verizon.
®
Connecting
the fibers of the world...
Hiawatha Broadband Communications Inc.
builds fiber-to-the-premise networks and
provides voice, video and data services to
rural American communities.
A Broadband Properties top 100 broadband company.
www.hbci.com
From design to deployment...
Through its Total Access Program SM (TAP), Corning Connected
Community (CCC) and FTTxpert® Program, Corning Cable
Systems offers seminars,extended warranties,online technical
assistance and hands-on training to support every aspect of an
FTTH deployment.Whether you are a contractor,service provider
or consultant, Corning Cable Systems has a program for you.
www.corning.com/cablesystems/ftthprograms
© 2009 Corning Cable Systems LLC
FTTxpert ®
Program
Everyone benefits when
you’re wired for DIRECTV.
Whether you’re a property owner or
a tenant, find out why over 50 million
Americans enjoy DIRECTV every day!
For more information on
why your building should
have DIRECTV, call
888-342-7288.
November/December 2009 | www.broadbandproperties.com | BROADBAND PROPERTIES | 81

BROADBAND
PROPERTIES
Marketplace
To reserve space in this section and LEVERAGE the power of your advertising via print, digital, and multimedia exposure in
the global market, contact Irene Prescott at 316-733-9122 or email irene@broadbandproperties.com.
Providing the
industry’s leading
Windows-based
billing, subscriber
management,
and provisioning
solutions.
800-882-7950
760-602-1900
www.glds.com • sales@glds.com
Building broadband
networks, one community
at a time.
cnxntech.com
919-535-7329
THINK
FORWARD.
.
Let Greenfield Communications using the technology
of Alcatel-Lucent and DirecTV bring a full suite of
communication services to your property including
Telephone, High-speed Data and HD cable TV.
949-248-8898
www.egreenfield.com
82 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Ad Index
Calendar
Advertiser Page Website December
ADC 5, 81 www.graybar.com/adc
Advanced Media Technologies 37, 80 www.amt.com
AFL Telecommunications 13, 80 www.afltele.com
Alpha Technologies 35 www.alpha.com
Atlantic Engineering 80 www.atlanticengineering.com
Anritsu 36 www.us.anritsu.com
AT&T Inside Back Cover , 80 www.att.com/communities
Blonder Tongue 31, 82 www.blondertongue.com
Broadband Properties 23, 32, 38, 42A–H, 46, 51, www.broadbandproperties.com
Summit 2010 52, 63, 79, 84
Calix 1, 80 www.calix.com
Charles Industries 38 www.charlesindustries.com
Connexion Technologies 17, 82 www.connexiontechnologies.net
Corning Cable Systems Back Cover, 81 www.corning.com/cablesystems/
ftthprograms
Design Nine 82 www.designnine.com
DirecTV 3, 81 www.directv.com
Display Systems, Int’l 39 www.displaysystemsintl.com
General Machine Products 22 www.GMPtools.com
Great Lakes Data 47, 82 www.cablebilling.com
Greenfield Communications 82 www.egreenfield.com
Hiawatha Broadband 81 www.hbci.com
Michels 29 www.michels.us
Montclair Fiber Optics 82 www.montclairfiber.com
Multicom, Inc. 47, 81 www.multicominc.com
Multilink 75 www.gomultilink.com
OFS 9 www.ofsoptics.com
Quanta Services 11 www.quantaservices.com
RVA, LLC 80 www.RVALLC.com
Spot On Networks 73 www.spotonnetworks.com
Sumitomo Electric Lightwave 15 www.sumitomoelectric.com
Telco Systems 7 www.telcosystems.com
Toner Cable Equipment, Inc. 83 www.tonercable.com
Verizon Enhanced Communities Inside Front Cover, 81 www.verizon.com/communities
MARK YOUR
CALENDAR
The Leading Conference on Broadband Technologies and Services
April 26 – 28, 2010
InterContinental Hotel – Dallas
Addison, Texas
“… our experience at the show this year was tremendous! You and your team did a great job recruiting
top notch attendees during a tumultuous market. My sales team set meetings with key retrofit targets and
managed to engage potential future developer partners of which we were previously unaware.”
– Carter Steg, Executive Vice President,
Corporate Sales and Marketing, Connexion Technologies
To Exhibit or Sponsor, contact: Irene Prescott at
irene@broadbandproperties.com, or call 316-733-9122
For other inquiries, call 877-588-1649, or visit www.bbpmag.com
9
FTTH Council Telecom Service Providers Workshop
Hilton Atlanta Downtown
Atlanta, GA
www.ftthcouncil.org
866-320-6444
January 2010
19 – 22
International Builders Show
Las Vegas Convention Center
Las Vegas, NV
202-266-8409
www.buildersshow.com
26 – 29
NATPE Market & Conference
Mandalay Bay Resort
Las Vegas, NV
310-453-4440
www.natpe.org
february
22 – 23
NAA Student Housing Conference & Expo
Mandalay Bay Resort & Casino
Las Vegas, NV
703-518-6141
www.naahq.org
march
23 – 25
OFCNFOEC
San Diego Convention Center
San Diego, CA
202-416-1975
www.ofcnfoec.org
April
10 – 15
NAB Show
Las Vegas Convention Center
Las Vegas, NV
202-429-5300
www.nabshow.com
26 – 29
Broadband Properties Summit
InterContinental Hotel – Dallas
Addison, Texas
877-588-1649 • www.bbpmag.com
June
24 – 26
NAA Education Conference & Expo
Ernest N. Morial Convention Center
New Orleans, LA
703-518-6141
www.naahq.org
84 | BROADBAND PROPERTIES | www.broadbandproperties.com | November/December 2009

Connected Communities
How they use it is up to them. How you profit is up to you.
OFFER AT&T CONNECTED COMMUNITIES,2 and your tenants get to customize their ideal
mix of voice and Internet connectivity, with superior options that include U-verse TV
solutions and complimentary access at thousands of Wi-Fi locations. And you’ll profit from
our competitive commissions program. Visit att.com/communities to find out how offering
greater flexibility can also flex your income. Stretch.
att.com/communities
Watches sports. Blogs about sports.
All at the same time.
Out for coffee now, recording shows for later.
Runs her business from her PDA.
© 2009 AT&T Intellectual Property. All rights reserved. AT&T, the AT&T logo and all other AT&T marks
contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies.
Subsidiaries and affiliates of AT&T Inc. provide products and services under the AT&T brand.

From concept to completion ...
Corning is with you every step of the way.
Through its Total Access Program sm (TAP), Corning Connected Community (CCC) and FTTxpert Program,
Corning Cable Systems offers seminars, extended warranties, online technical assistance and hands-on
training to support your FTTH deployments. Whether you are a contractor, service provider or consultant,
Corning has a program for you. www.corning.com/cablesystems/ftthprograms
FTTxpert
Program
© 2009 Corning Cable Systems LLC