January 17, 2008

Cox Means Business

By Jim Barthold

OK, so it's pretty much a given that cable must refocus on its video business to kick free of the competitive hounds nipping at its heels, but that doesn't mean that the business of doing business with businesses has to be abandoned.

Cox Business, always a leader in that space, demonstrated that this week by quietly announcing that the Government Services Administration has approved it for a Schedule 70 program for high-speed Internet and advanced data services in the Hampton Roads cable system. This means Cox Business can support GSA local, state and federal government agencies with high-speed Internet and advanced data solutions across Norfolk, Virginia Beach, Chesapeake and the peninsula area. This follows an award Cox already received for its Northern Virginia system serving Fairfax County, Fredericksburg and Washington, D.C.

"It's like a hunting license," said Sheldon Green, public sector marketing manager for Cox Business. "They have prices that are listed, and you can sell at that price or lower the price on a case-by-case business."

The government - and other businesses - likes the fact that Cox, unlike most CLECs, owns its networks.

"The federal government's emphasis on continuity of operation is a sweet spot for us," Green said. "It's totally our services over our own network, so if they (LECs) go down, we're still up or vice versa, and that's what they're really looking for."

Size doesn't matter

Those who might buy service from Cox can range from a remote highway patrol station with two lines to a high rise with 400 lines.

"There's no discrepancy on size," said Green, who said it would be "tough to estimate" how much money Cox will reap from the deal since this is a first-time award. "Talk to me again next year, and I'll have a better handle on it," he advised.

- Jim Barthold