Sometimes focusing on a few overlooked little things makes all the difference

Feb 25, 2014 by Mark Durrett

In business, we are always looking for the proverbial "silver bullet" - a unique capability that no one else has - that gives us a competitive advantage in the market place. Often this comes from a deep understanding of a customer's challenge and a will to think differently. To innovate. And, sometimes it's just dumb luck. Our CTO, Prayson Pate, can really wax poetic on innovation. In fact, you can read his latest thoughts on innovation in a recent Overtones blog post here.

This morning, we announced that Global Capacity – a US-based communications service provider – selected the Overture 6500 for their growing Ethernet service offering. You can read the press release on our website here.

Over the past couple years working with them, I have come to believe that Global Capacity has created a truly unique business model that combines interconnection and dynamic pricing. If you follow our space, you have most certainly seen the growth figures they recently posted. I am not at liberty to divulge the details of their secret sauce, but they appear to have executed on a few key concepts that solved critical operational challenges for their enterprise and service provider customers.

At Overture, we are proud to be playing a critical role in powering Global Capacity's innovative service offering. And, according to Mary Stanhope, their VP of product and marketing, we won that business because of our focus on enabling large scale E-Access interconnection. Here are her exact words: 

"Global Capacity’s unique One Marketplace interconnected architecture requires a Carrier Ethernet platform that can support our diverse requirements, including advanced VLAN tag manipulation, large scale service assurance, local switching, and high degrees of resiliency required for thousands of E-Access connections.”

“The Overture 6500 was the best product we found that could perform the complex provisioning, tagging and performance management features needed to deliver MEF-certified Ethernet to our growing customer base.”

I will - of course - go a step further and declare that there is really no other Carrier Ethernet solution in the market that could handle Global Capacity's requirements. And the reason? We created this platform based on our experience with another early adopter of E-Access connectivity where we gained a deep appreciation for a few complex challenges that come with this territory. I won't go into details here, but most of those details are included in the solution brief outlined on this page. These capabiliities had been largely overlooked by or arre simply out of reach of the other Carrier Ethernet solution vendors.

So, here we have two unique examples in Global Capacity and the Overture 6500. Each demonstrates that success can come from a focus solving on a few overlooked, yet critical, challenges. Together, they make a difference.

About the Author

D. Mark Durrett is the vice president of marketing at Overture Networks where he drives market initiatives and brand awareness for Overture’s Carrier Ethernet and Ensemble OSA™ metro edge solutions.  Mark is also the executive editor of CarrierEthernetNews.com, the only online news community for the Carrier Ethernet industry and is a global marketing co-chair at the MEF and a contributor to the Open Networking Foundation market education committee.  As an engineer, engineering manager, product manager and marketing executive, Mark has been designing and marketing communications equipment and network security software at industry pioneers such as Hatteras Networks, Covelight Systems, NetEdge Systems and Wandel & Goltermann for over 20 years.  Mark holds a BS in Electrical and Computer Engineering from North Carolina State University.

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