Cox Communications was one of the first MSOs to recognize the significant growth opportunity of delivering triple play services to commercial customers and set up a separate subsidiary, Cox Business, to make it reality. Since cable plant is not ubiquitous in commercial areas, serving business customers often requires extending the cable plant from the current network end point to the business premises using either HFC or FTTP. For potential customers not on the network, it often took weeks to determine if the commercial plant extension was economical.
Scope of Work
Cox Business outsources the process of designing commercial plant extension to TrueNet Communications in a number of markets including Phoenix and Las Vegas. Designers complete the network design including a primary cost estimate and determine if the project meets the required budgetary ROI. If the project does meet the required ROI and is built, TrueNet documents the results in GNIS.
In the past, each new business connection to the network was evaluated on its own merits resulting in uneven results and delays in delivery of service. Working closely with Cox, TrueNet developed an innovative new business customer budget model that significantly improved business market success rates and ROI. Each new project now begins with a market analysis and field survey which determines market potential by pinpointing other commercial businesses in the area who might become Cox Business customers if the network extension was built.
Results
The new process has significantly shortened the average amount of time required to on-board a commercial customer, improved overall business market penetration and improved the ROI for every new business customer added.
