Cbeyond Illustrates Channel Trend

Cbeyond's experience selling Microsoft applications and BlackBerry wireless services illustrates a trend in sales of telecom-related products. As it turns out, increased product complexity, and a broader range of new products, is leading to disproportionate sales results. To be specific, most of Cbeyond's application and wireless sales are made either by its direct sales force or by more-technical solution providers, rather than by Cbeyond's other channel partners.

That matches with what most service providers report: that IP services require more technical knowledge, and possibly more technology capabilities, than has been the case in the past. That portends changes in channel partners. Namely, more reliance on value-added resellers and value-added distributors, consultants and system integrators; less reliance on other partners.

Cord Cutters Now 14% of U.S. Adult Users

About 14 percent of U.S. adults are cord-cutters, using wireless-only voice, up from about 10 percent in 2006. The percentage of adults with landline phones also has dropped slightly to 79 percent from 81 percent over the same period, according to Harris Interactive.

Vonage: Better News

Vonage's financial performance in its most-recent quarter was better than it has seen in some time. Revenue was up 15 percent year over year and up four percent sequentially. The company reported positive operating income compared to a double-digit loss in the same quarter last year. Average revenue per user was up, both year over year and sequentially.

One might still question how well Vonage will do compared to cable VoIP customers, but the market is growing. According to Harris Interactive, VoIP use has increased to 15 percent of U.S. users.

Vonage also inked a deal with Covad allowing Vonage to offer a dual-play offer including 3 Mbps or 6 Mbps digital subscriber line service in addition to voice. It isn't immediately clear how many potential customers will want to use Covad's "voice optimized" access, but that will improve user perception of voice quality.

Vonage Holdings Corp. recorded revenue in its first quarter 2008 up 15 percent from $196 million in the first quarter 2007 and up four percent sequentially, driven by an increase in subscriber lines and higher average revenue per user. Vonage also reported a GAAP net loss of $9 million, down from a loss of $72 million in the first quarter 2007.

Adjusted operating income was $8 million in the quarter, a significant improvement from an adjusted operating loss of $58 million in the year-ago quarter.

Average monthly revenue per line in the first quarter 2008 was $28.85, up from $28.31 in the year-ago quarter and $28.19 reported in the fourth quarter 2007. Average monthly telephony services revenue per line for the quarter increased to $27.87, up from $27.36 reported a year ago and up from $27.42 sequentially.

On a per line basis, average direct cost of telephony services was $7.26, down from $8.03 in the year ago quarter and up from $7.11 sequentially.

Direct cost of goods sold was $22 million, up from $13 million in the year-ago quarter and $17 million in the prior quarter as the Company utilized a large portion of its remaining inventory of higher cost CPE devices. Direct marginn remained flat year-over-year at 65 percent.

Selling, general and administrative expense was $79 million, down from $91 million in the year-ago quarter, and flat sequentially.

Marketing expense for the quarter was $61 million, or 27 percent of revenue, down sharply from $91 million, or 46 percent of revenue, a year ago, and down from $63 million, or 29 percent of revenue, sequentially.

Marketing cost per gross subscriber line addition was $216 in the first quarter 2008, down from $273 in the year-ago quarter and $223 sequentially.

The company expects SLAC to increase in the second quarter, consistent with prior year seasonal trends. Vonage expects to gradually increase marketing expenditures in the second half of 2008 to accelerate growth but continues to expect the cost of acquisition to fall within $225-$250 for the full year 2008.

Vonage added 30,000 net subscriber lines in the first quarter 2008 and finished the quarter with more than 2.6 million lines in service.

Vonage also announced a relationship with Covad whereby Vonage will offer a DSL service to both residential and small business customers. The Company expects this new service, called Vonage Broadband, to be available to customers by the end of the year.

Average monthly customer churn increased to 3.3 percent in the first quarter 2008 from three percent in the fourth quarter 2007. The company says it believes it has improved customer service enough that lower churn will result, in the second quarter.

85.9 Million U.S. Social Networkers This Year

eMarketer forecasts that mobile social networking will grow from 82 million users in 2007 to over 800 million worldwide by 2012.

"This population will comprise current online social networkers who are extending their digital lives to mobile as well as a growing number of mobile-only social networkers," says John du Pre Gauntt, eMarketer senior analyst.

In fact, mobile might be the best way to interact with social networks, if you think about it. Since much social networking is about where you are and what you are doing, it makes sense that the always-with-you mobile is going to spur more-frequent interactions. It's somewhat akin to what happened with picture taking when mobiles routinely were outfitted with cameras. People started taking more pictures.

For example, MySpace recorded over seven million unique visitors to MySpace Mobile in the United States in the six months since launch. "It wasn't until we rolled out m.myspace.com that we got a sense of how powerful demand was for MySpace on cell phones," says Brandon Lucas, MySpace senior director.

As the user base grows, marketing and sales professsionals will start to pay more attention to how to take advantage of the sharing effects.

iProvo Sells Network to Broadweave Networks

Provo, Utah's citywide fiberoptic network has been sold to Broadweave Networks, a local company that hopes to make a business out of triple-play services where Provo had not been able to do so. The network, called iProvo, was the largest municipally-owned fiber-to-the-premises network in the United States, reaching all 36,000 residences and businesses within the city.

Up to this point, Broadweave has served the Traverse Mountain planned community of 8,000 homes and 4.5 million square feet of office and retail space across 3,000 acres in Utah's technology belt. So the acquisition gives Broadweave about four times more homes passed than it currently has access to.

Broadweave will purchase the fiberoptic network for $40.6 million, which is enough to retire outstanding bonds incurred by Provo to build the system.

Under the terms of the deal, which is subject to municipal council approval, the city retains a license to use the network to connect city buildings, schools, and power infrastructure. Broadweave will operate as a retail provider, rather than as a wholesale provider of transport to third parties and says it will put more emphasis on services aimed at business customers.

One might draw several conclusions from iProvo's experience so far. Some will argue that overbuilders are going to have a tough time competing against both cable and telephone companies offering triple play services.

Others will say the sale shows municipalities really should not be running communication networks. Some will point to other fiber access networks in the Salt Lake City and Provo regions and argue that neither wholesale nor retail strategies have worked well.

The issue is what Broadweave's new management thinks it really can do to improve financial performance. One of the salient features of most networks serving entire communities is that there is an 80/20 rule for revenue. A small number of neighborhoods actually produce most of the revenue.

In fact, some studies suggest that as few as five to seven percent of neighborhoods of 500 homes or so produce half the revenue created by an entire citywide network. And the same sort of thing is true for business revenue as well. So it might not be so easy to boost revenues.

Broadweave will gain some scale benefits, though the difference between 8,000 and 44,000 might not be as large as you might think. Programming contracts won't be noticeably affected. There might still be a need for two headends. Installers can only do so many jobs a day. Some marketing and other overhead can be spread over a wider base of customers, of course.

Still, operating cost savings are unlikely to change the financial picture all that much. Only significant new sales volume is going to change the current iProvo financial model.

$10 Billion Annual Mobile Enterprise App Spending

More than 90 percent of enterprise mobile applications spending is now focused on mobile email and messaging, but the percentage of spending on mobilizing other critical enterprise applications -- many of them broadband-optimized -- will increase rapidly over the next five years, according to Pike & Fischer. The research house projects 2012 spending on mobilizing such applications as customer-relations management and sales-force automation will exceed $10 billion annually.

Add Jangl to the Dead Company List

Jangl, the Internet phone company is being closed down, after efforts to find a buyer failed. Most of the team are joining Jajah.