Case Study

Business.Spectrum.com

Founded in 2004, XtraNET is a telecommunications consulting organization that works to maximize the value of telecom assets for medium-sized businesses. XtraNET has participated in the Spectrum Business Partner Program almost since its inception.

Ayaz Surka, one of XtraNET’s founders and the current owner, hails from a strong engineering background. He has sold numerous fiber deals with Spectrum Business since XtraNET joined the Channel Partner Program.

Multi-Location Fiber SolutionSpectrum Business’s Pairing of Fiber and Coax Creates ‘Dream’ Combination

The Opportunity & ChallengePiedmont Community Action (PCA) is a non-profit organization that strives to give more than 50,000 low-income individuals and families a “hand-up”—not a handout—towards self-sufficiency. Headquartered in upstate South Carolina, the agency aims to provide opportunities and to build hope for low-income residents to improve their lives and contribute to their community.

Surka had worked with PCA prior to founding XtraNET. In late 2012, PCA’s IT vendor contacted Surka to ask for his assistance with finding solutions for three main challenges:1. The connectivity between PCA’s five locations was slow

and cumbersome.2. The call quality on PCA’s IP phones was very poor.

Often, PCA staff would hang up the IP phones and call one another on their cell phones.

3. PCA desperately needed more bandwidth. For instance, as part of a grant, children in PCA’s after-school programs received iPads, but the kids weren’t able to use the iPads because PCA’s existing T1 infrastructure couldn’t support them.

Here was the final challenge:The new solution couldn’t cost any more thanwhat PCA was currently paying.

Spectrum Business Services Sold & Savings Headquarters:Layer 2 Network, WAN with 10Mbps InternetBranch locations:2 – 10Mbps Fiber Layer 2 WAN back to HQ2 – 5Mbps Ethernet over Coax Layer 2 WAN to HQResulted in: 250% increase in bandwidth50%+ productivity gain25%+ reduction in cost

“If you haven’t sold Spectrum’s fiber solution, take the leap and just do it. One, it’s the most cost-effective—

even from a fiber standpoint; two, it travels on a different infrastructure down the highway: cable and fiber on one side, and telcos on the other. So, it’s a great option as a redundant connection, and you can start by selling fiber

as a back-up solution.” – Ayaz Surka

Case Study

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Spectrum Business is a unit of Charter Communications, Inc., one of the nation’s leading broadband communications companies. Leveraging the national reach of our parent company’s existing network, we provide business customers with reliable, secure,

The Spectrum Solution“When I heard what PCA needed, Spectrum came to the top of my mind,” said Surka. “This isn’t the first time that I’ve proposed a fiber/coax combination. The big advantage that Spectrum has is this: they offer a combination of high-speed, high-availability fiber and low-cost access in the coax network. This combination—along with being able to leverage those two with the client needing a WAN—made it a dream combination.” Spectrum delivered a huge increase in bandwidth:• Three connections were increased from 1.5Mbps to

10Mbps.• The three remaining connections were increased from

1.5Mbps to 5 Mbps.

The Spectrum solution also allowed PCA to redeploy the IP phones, which were working so poorly with the T1 lines that the phones were barely being used, and turned them into DID numbers on the PRI. This allowed PCA to eliminate some existing phone lines, which contributed to large costs savings.

The ProcessOverall, the sale and installation went very smoothly. Spectrum’s sales engineer was able to intelligently explain the coax piece of the solution, which was key to making the client feel comfortable with the proposed solution.

Going from a T1 infrastructure to Layer 2 fiber made the transition easier because there were two systems in place simultaneously. PCA then was able to easily switch to the Spectrum system once everything was tested and working properly. Because everything was executed electronically, solutions were implemented quickly.

The ResultsShortly after the Spectrum service was up and running, Surka talked to the CEO of PCA, who praised the speed and connectivity gains. “He said he was delighted not to have employees complaining that their Internet access is slow and that they can’t hear people on the phone,” recalled Surka.

Surka said PCA estimates that they’re enjoying productivity gains of at least one-half and monthly cost savings of almost 30 percent.

“It was a win-win overall,” Surka said. “PCA has already recommended us to two other prospective clients.”

Multi-Location Fiber SolutionSpectrum Business’s Pairing of Fiber and Coax Creates ‘Dream’ Combination

“Five years ago, if you would have told me that I would be selling and advocating for Spectrum, I would have told

you, ‘No way,’ but in the last three years, Spectrum has developed a solid Channel program. I am extremely happy

with the level of support that we receive on the pre-sale and post-sale. Spectrum’s Channel Partner Program has

been doing it right from day one. They make it easy for us to sell Spectrum’s services.”