So, clearly, customers need a new buying strategy. Signing up with a single carrier just won't do. The only potential solution is to protect yourself by diversifying, or to set your expectations very low. Ask your business leaders if they prefer rock-bottom pricing or rock-solid stability -- they can't have both.
Of course, you'll pay more for reliability because you'll lose your volume discount and spend more on contract administration. But even if you don't need redundancy everywhere, at least protect your critical links by using multiple carriers, and shun managed services that tie you into a single transport provider. Also, avoid contracts that base discounts on large revenue commitments, unless you are certain you can meet the spending targets.
The telecom shakeout will ultimately create a stabler market, so the faster we can get the hopeless companies out of the mix the better. The question is, will carriers -- and their investors -- also take the long view and focus on delivering strategic value? Time will tell. Until then, shop wisely and prepare for the worst.
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