Cablefax The Magazine - July 2010 - 10

COMMERCIAL SALES TEAM OF THE YEAR
MIDSECTION CONNECTION: Powell and Midcontinent hunt small, medium and large customers with the Northern Plains Network.
Midcontinent Communications
Midcontinent has raised the bar for what it means to
provide high-speed Internet to small businesses.
The operator has become known for offering a wide
array of options for small- and medium-size businesses
and recently launched a high-speed network for commercial
customers. " As Congress is looking at how to
improve the success of small businesses through broadband
deployment in smaller areas, Midcontinent is an
example of a company doing that, " says NCTA VP Lisa
Schoenthaler, the association's point person for rural
and small system operators.
Despite a sluggish economy, Midcontinent has maintained
its strong track record for commercial sales,
logging double-digit revenue growth (12%-22%) each
year for the last five. That's largely because Mark
Powell, the company's VP of Business Solutions,
integrated the advertising group and commercial sales
group in 2005. The result was a management structure
comprised of four regional managers who focus on
selling to small and medium-size businesses.
But Midcontinent is going after larger game, too. In
early 2009 it launched the Northern Plains Network, a
10
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high-speed fiber-optic network that links major cities in
those two states and Minnesota. The high-end network
has allowed Midcontinent to expand beyond smaller
businesses and land commercial accounts with enterprise
customers such as banks, government agencies
and medical facilities, according to Powell.
" The new network is really the next revenue stream, "
he says. " Having access to that level of customer that,
quite frankly, we would never have dreamt of going to
visit is huge. "
Next up is Metro Ethernet. Powell says customers can
use that service to create their own private networks to
ride on top of the existing Northern Plains Network.
Fast Facts
\ Midcontinent serves some 200K customers in the Dakotas
and Minnesota and is jointly owned by Midcontinent
Media and Comcast.
\ Launched in 2009, the high-end fiber optic Northern
Plains Network connects some 240 communities in the
Dakotas and Minnesota.
July 2010
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Cablefax The Magazine - July 2010

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