The concept of “build a network and customers will come” is not coming back to the mainstream of the telecom industry. Service Providers are maintaining a success based approach of service delivery. Capital commitments need to be justified to provide fiber access to any and every building that a provider’s network backbone passes. Enough revenue to capture the carrier’s interest and meet an aggressive payback window—is now a requirement. Service Providers that have survived the recent challenges faced by the telecom industry employ a multi-faceted sales strategy which provides a wide variety of services and utilizes higher layer service strategies. Success, even in the face of competition will follow if there is enough demand for those services.

© 2005 Optical Society of America

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