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The Sales PartnershipHow to win with tw telecom
Prepared for <Authorized Rep Name>
<Channel Sales Manager>
<Date>
Agenda
The tw telecom story
Network and Products Overview
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The tw telecom story
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tw telecom Advantage• Over 27,000 miles of fiber across 75 markets• Over 12,000 fiber connected buildings• Over 1000 connected LSOs• Over 300 connected Data Centers / Co-los
• Incorporated in 1998
• Largest Independent CLEC in the U.S. – not your direct competitor
• A proven, reliable and financially sound partner specializing in providing Ethernet connectivity for Metro and WAN applications
• Incorporated in 1998. Changed name to tw telecom in 2008
• Largest Independent CLEC in the U.S.
• Proven, reliable and financially sound specializing in providing Ethernet , VPN and Managed services for Metro and WAN applications
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A Fully Differentiated Asset
•Massive Local Optical Network
Connecting nearly 12,000 enterprise buildings
Largest competitive fiber based provider (lit buildings)
True fiber based alternative to the incumbent
We want to build to your customer
Robust off-net coverage across country and Int’l
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• 2010 Financial Results:• $1.273 Billion in Revenue• $463.6 Million in POSITIVE M-
EBITDA
• Enterprise Revenues have grown for 34 consecutive quarters and 6.3% for 2010 vs. 2009
• Financially Disciplined• EBIDTA Positive since 1999• Manageable Debt Structure• $476 Million Cash and Equivalents on
Hand
• Reduced revenue churn from 1.3% to 1.0% in 2010
Enterprise75%
Carrier & ISP22%
Intercarrier Comp
3%
tw telecom maintains a balanced revenue stream
While Data Revenue Grew 28%* 2010 over 2009tw telecom 3Q10 Results
*(1) Adjusted revenue for end of 3Q 2010 and 2009.
(2) For a reconciliation to GAAP related numbers please see the supplemental earnings information on the Company’s website, www.twtelecom.com.
tw telecom Value Proposition: Financial Stability
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The tw telecom Customer Experience
tw telecom’s commitment to customer service excellence is based on:• passionate people in local and national customer service roles• customer service choices personalized to your preferences• voice of the customer programs that help us capture customer feedback
and use it to improve the service we provide
With every customer interaction, we strive to Listen, Collaborate and Improve
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The tw telecom Network and Product Overview
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Our Ethernet Position• Leading & innovating with our Ethernet &
IP strategy• Growth engine for enterprise business• Taking share from the incumbents
• Leveraging our fiber footprint and connected buildings
• Nearly 12,000 fiber connected buildings can have Ethernet Services
• Delivering a differentiated value proposition
• Highlighting convergence• Delivering Data, Internet AND Voice over IP
• Industry Leader• 2010 MEF 9 & 14 Certification
• 10 Gig, Fractional 10 Gig, Long haul• 2006 Awarded “Best in Class” for metro
Ethernet Services -Atlantic ACM• 2005 Frost & Sullivan Award for product line
strategy leadership
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Ethernet Everywhere 1 to 10Gig!
ScalabilityTCO
InteroperabilityConvergence /
Visibility“Improved Speeds ‘n Feeds”
Transition and Evolution
MetroFrac 10Gig
InterMarket Gig+
CoS
EooM
FinishedE
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Converged Managed Services
Intelligent:
ConvergedMPLS Networks
Scalable:
Bandwidth & Applications
Managed:
SecureEnd-to-end
Management
Dynamic:
InnovativeFuture-Proof
New App Platform
Enhanced:
Portal Control
Cloud Services
BC DR
Converged Services is an end-to-end, managed solution delivering
robust PSTN calling features across the Enterprise
Distributed:
Multi-Site VPNCoS
New MarketsVirtual Presence
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Convergence
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tw telecom IP VPN Solutions
• MPLS Standards Based• RFC 2547 Compliance
• Fully Meshed Architecture• Entirely Scalable
• TDM - DS-1 to OC-12 (622 Mbps)• Ethernet to Gigabit (1,000 Mbps) Speeds
• Wide Applications Support• 5 Classes of Service supporting Best Effort to
Latency Sensitive Voice, Video
• Compliments Ethernet WAN (City-to-City) Solutions
• Business Class Capabilities• Branch Office Connectivity• Multimedia Support• VoIP
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IP/MPLS Core POP Dual core routers for
redundancy and diversity.
Separation of core and aggregation routers simplifies fault management.
Routers built for power, CPU, paths, redundancy (Dual philosophy)
Egress to minimum of (2) different markets protecting against WAN failure
Edge aggregation devices access both backbone routers
tw telecom PoP
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(EXAMPLE) Charlotte Network Overview
Route Miles of Fiber: 1,374 Core Backbone Fiber Count: 1,374 route miles and over
56,000 fiber strand miles On-Net Buildings: 740 System Platforms
Voice: Lucent 5Ess, Sonus SONET: Lucent OC-3, OC-12, OC-48, Cisco ONS 15454/15327,
OC-48 Ethernet: Dual Cisco 7609 Internet: Core Routers, dual Juniper T320, Core Switches, dual
7606 (GigE & 10GigE uplinks), Edge Routers, Juniper m10, m20 and m320.
Intercity Network The Carolinas fiber ring extends from Charlotte to
Greensboro/Winston-Salem, Raleigh/Durham and Fayetteville.
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tw telecom Product Portfolio
VoiceVoice
IP, Security & Data ServicesMPLS, Internet Access, Converged - Scalable to 10 Gig
One of the 10 most connected networks worldwide
IP, Security & Data ServicesMPLS, Internet Access, Converged - Scalable to 10 Gig
One of the 10 most connected networks worldwide
Ethernet Service Suite2M to 10G – Native Ethernet over Shared and Dedicated Platforms
Point-to-Point, Point-to-Multipoint, Multipoint Meshed
Ethernet Service Suite2M to 10G – Native Ethernet over Shared and Dedicated Platforms
Point-to-Point, Point-to-Multipoint, Multipoint Meshed
Private Line Transport, WavelengthsDS-1 to OC-192, 2.5 & 10 G Wavelengths
Dedicated or Shared SONET and WDM Infrastructure
Private Line Transport, WavelengthsDS-1 to OC-192, 2.5 & 10 G Wavelengths
Dedicated or Shared SONET and WDM Infrastructure
Market leading portfolio delivers next-generation platform infrastructure
Market leading portfolio delivers next-generation platform infrastructure
Direct peering with over 150 national and
international IP providers
Direct peering with over 150 national and
international IP providers
Regional optical networks offer market-to-
market connectivity
Regional optical networks offer market-to-
market connectivity
Providing Regional, National and International Services
Voice, SIP & LD ServicesVoice, SIP & LD ServicesAvailable in Market and in many OOM locationsAvailable in Market and in many OOM locations
Co-location & Infrastructure ServicesCo-location & Infrastructure ServicesAvailable in most marketsAvailable in most markets
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SUMMARY, QUESTIONS