Verizon Business going after 'megadeals'

Carrier expands globally to specialize in IP, managed and integration services

Verizon Business is beefing up its ability to specialize in IP, managed and integration services in an effort to win more high-end business.

The carrier will double or triple its 1,000-strong "specialized services" workforce over the next few months to expand globally, and to broaden expertise in communications applications, Verizon Business officials said Monday in a Web conference update. The carrier is looking to land more "megadeals" -- those in excess of US$100 million -- with Fortune 100 multinational corporations, especially those outside the United States.

"We're working hard to expand the scale of our global business," said Wayne Huyard, Verizon Business executive vice president of global sales, later adding, "We want the capacity to do more and more megadeals."

One such deal, with a Dutch bank, was landed in the past year, he said.

Huyard said there are 5,000 such multinational corporations in Verizon Business' radar while the carrier is engaged with about 170 of them.

To engage more of them, Verizon Business is bulking up its communications applications expertise, especially around VOIP and IP telephony. The carrier is hiring developers specializing in applications like call management, collaboration and contact centers to augment its own internal efforts.

"There's a great opportunity for us in that in many different areas," Huyard said.

Early next year, Verizon Business will unveil an "integrated communications package," a collaboration application that serves as an administrative interface into the customer's communications experience -- phone, e-mail, IM, conferencing, etc. The package will run as a desktop client, Web interface or Microsoft Outlook plug-in, Verizon Business officials said.

The application builds on Verizon's iobi Enterprise, a two-year-old voice and text messaging management application. It adds audio and netconferencing, among other enhancements, to iobi for hosted IP Centrex services, says Nancy Gofus, Verizon Business chief marketing officer.

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