Feature Article

February 11, 2013

T-Mobile USA Gunning for B2B with Renewed Enthusiasm

T-Mobile USA's acquisition of MetroPCS, a new LTE network build and new CEO are invigorating the company's business to business (B2B) efforts. Company officials are planning to leverage all of its assets to continue to grow B2B.

"For us, it's about being a challenger, the un-carrier," said T-Mobile USA Senior Vice President, B2B Frank Sickinger. "We're bringing a fresh perspective and fresh services to the market."

T-Mobile already provides service to nine out of 10 Fortune 500 companies, with its network covering over 220 million U.S. residents today in 230 different markets with 42 Mbps HSPA+ service. Out of its 33 million branded customers, six million are corporate/private sector and private sector customers.

Acquiring Metro PCS gives the company more spectrum for its LTE migration, along with additional spectrum handed over by AT&T as a part of its breakup fee for not acquiring T-Mobile. With $4 billion dollars of investment (including AT&T's breakup fee money), T-Mobile expects to have LTE services available to 100 million points of presences (POPs) by the end of the first half of 2013 and 200 million pops by the end of 2013.

John Legere became CEO of T-Mobile USA in September 2012, wooing the media with blunt talk about his competition and dealing with Apple. Legere's previous position was as CEO of Global Crossing, a B2B company that had its own turn-around issues .

"John's background is very much into B2B, further supporting what we're doing," Sickinger said. "With John's sponsorship we've created a true business unit [at T-Mobile USA] for B2B. Sales, marketing, channel management, also the operational components for B2B are all in one business unit. We can focus on what customers need, it's the right decision to grow share in the marketplace."

Unique features T-Mobile is providing to business customers include data plans tailored to the needs of the customer to provide "predictable outcomes" when it comes to billing and Wi-Fi calling for affordable international calling.

HD voice, while in its early stages, is also providing a unique differentiator in the market. T-Mobile announced its rollout of HD voice in January at International CES 2013.

"We're really excited about HD voice," Sickinger said. "All the feedback I'm getting, the clarity is really great, it takes us to a new level. We sell more smart phones to our base of customers than other carriers. HD voice is a great complement to the devices these folks have or will have in their hands shortly."

T-Mobile also boasts the advantage of having access to a "true multinational" core of mobile services and pricing in Europe through its parent/majority owner Deutsche Telekom.

"It's a really really great time for T-Mobile," Sickinger concluded." We're not satisfied at number four in the market place and will continue earning customer business. We're changing the industry, growing market share, and seeing us take what is rightfully ours given our network footprint."

Edited by Allison Boccamazzo

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