isp startup business plan

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Isp startup business plan how do you cite a dvd in apa format

Isp startup business plan

Demand for traditional broadband connections is surpassing conservative forecasts. The wireless market is even more exciting due to the significantly lower costs needed in terms of delivery infrastructure. Grassroots has targeted three distinct groups. The first is students, a market segment that uses the Internet the most and also have high expectations regarding the speed of the connection. The second group is professionals, people with disposable income, not a lot of excessive time on their hands, and a group that uses the Internet a fair amount, both personally as well as professionally.

The last group that will be targeted is techies. This group is the early adopters of any type of technology and spend incredible amounts of time immersed in Internet technology. Grassroots is a compelling business concept that leverages advances in technology and proprietary tools to offer a market need at below market prices. In addition to earning great margins with low infrastructure costs, margins increase as the customer base increases.

This exciting business plan has a high likelihood of success with Steve Teche responsible for the execution of it. The business will earn modest profits in year two, increasing exponentially in year three. Net profit is forecasted to be commensurate in years two and three. The most important thing to remember is that every customer must be satisfied with our services. Your business plan can look as polished and professional as this sample plan.

It's fast and easy, with LivePlan. If a service provider provides their services to customers for a period of 12 months and if the customers pay them Rs. So, after 15 months, the service providers will be able to get back their invested money and after that they will be able to get profits. The internet service providers will have to be careful about their business plan. They will need to understand the local business market before buying wholesale bandwidth and they will also need to understand the requirements of their customers.

The ISPs will have to consult with a legal consultant for their license procedure and ensure their company is registered and they have proper documents. Your email address will not be published. Notify me of follow-up comments by email. Notify me of new posts by email. Table of Contents. Leave a Reply Cancel reply Your email address will not be published.

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Contact us to discuss your project. Join the discussion! Chat with me the author and others interested in this kind of thing here: startyourownisp:matrix. Follow Along on Twitter syoisp. What is a WISP? And why might you want to build one?

Also defines some terminology. Costs What does it cost to build a wireless Internet Service Provider? Link to a Google Sheet that you can copy and customize. About Me Who am I? Why am I doing this? Step 2: Find a Fiber Provider : Find a building where you can purchase a fiber connection and use the rooftop to start your wireless network.

Step 3: Find Relay Sites : Extend your network wirelessly toward your customers. Step 4: Pick a Hardware Platform : Evaluate available options for wireless hardware. Step 6: Network Topology : Design your network topology to make your network reliable and scalable. Step 7: Build your Infrastructure : Install hardware for your fiber connection and your relay sites. We intend to generate a higher percentage of our revenues from our value-added data center services, which typically provide higher margins than our Internet access services.

We believe that value-added services are among the fastest-growing segments of the Internet marketplace. Our data center services provide a variety of options to our customers, and we work with their management and information technology teams to analyze their varied Internet service needs and choose the option that best addresses those needs. We have offered our co-location services since September , and as of December 1, , we had 36 co-location customers.

We have offered our managed application hosting services since September , and, as of December 1, , had six managed application hosting customers. We intend to emphasize our managed application hosting business in our marketing, and we have allocated greater resources to developing these services. The Internet service needs of middle market businesses, educational institutions, and governmental organizations differ significantly from those of the typical individual consumer because Internet access and related services are often critical to enterprise customers' businesses.

They demand dedicated, high-speed Internet access and knowledgeable, prompt and responsive customer support. When marketing our services, we focus on creating the best solution to meet our customers' needs and not simply promoting our technology. Compared to individual consumers, enterprise customers are usually less price sensitive and more willing to pay a premium for custom solutions that meet their needs.

As a result, we believe that providing services to enterprise customers generates greater revenues and higher margins per customer than servicing individual consumers. Enterprise customers seeking broader access to the Internet increasingly face significant technological challenges, in part because the Internet is an evolving and rapidly growing medium.

In addition, as new and more complex applications for the Internet are developed, we believe that even sophisticated users will increasingly encounter problems. We intend to continue providing superior customer support by hiring only customer support personnel who can demonstrate the ability to understand and manage our network.

We believe that our strong emphasis on the superior customer support provided by our network experts has resulted in a high level of customer satisfaction and significant subscriber growth from customer referrals. We intend to further develop our business by focusing on the core elements of our business strategy discussed above and pursuing the following key growth strategies:. We intend to build more data centers and POPs in the United States and pursue international opportunities.

We believe that having a number of widely distributed and networked data centers and POPs improves network performance and reliability. We intend to add data centers in the following metropolitan areas by the end of Washington, D. We intend to establish data centers in Las Vegas and Paris by the end of the first quarter of Before purchasing or leasing a new data center, we will evaluate the market opportunity in the proposed location by analyzing Internet usage statistics and specific economic criteria as well as pre-selling our services in that market.

For any given location we expect to require at least six months to select the appropriate site, construct or acquire the necessary facilities, install equipment, and hire the operations and sales personnel needed to conduct business at the site. We have already identified suitable sites for some of our proposed data center locations. We also intend to supplement the data center expansion by establishing POPs throughout the United States and at various international sites to aggregate and transport traffic to and from our planned data centers.

We intend to expand our marketing efforts to increase our customer base. We also intend to increase market awareness of our name and our commitment to reliable service and superior customer support. Therefore, while continuing to encourage referrals from existing customers, we are increasing print publication, radio, outdoor, and direct mail advertising and telemarketing in targeted metropolitan areas. We are pursuing strategic sales and distribution alliances in markets where there are substantial opportunities to attract new customers.

We believe that establishing relationships with businesses that provide products and services which complement our service offerings will permit us to use their expertise and market access, while lowering our costs of entering new markets. These relationships will also give us additional customer referrals and new solutions to offer existing customers.

For example, we currently obtain customer referrals through our Valued Internet Partner, or VIP program, in which we pay our partners a fee for referring new customers who ultimately purchase our services. We will also pursue strategic alliances with value-added resellers or other authorized partners through our Appian Way Affiliate Partner or AWAP program, which permits others to resell our services directly to customers in specified markets.

We intend to further expand our customer base by establishing additional distribution relationships with network integrators, value-added resellers, system vendors, consulting companies, and other ISPs. We will continue to consider acquisitions of strategically located operations and customer lists and associated customer accounts. In addition, we may consider acquisitions of businesses, including other ISPs, with complementary products, services, or technologies.

We may also consider acquisitions that can provide personnel who augment our team of network experts. We plan to pursue a long-term strategy of providing a complete portfolio of voice and data communications services. To achieve our goal, we plan to become a competitive local exchange carrier, or CLEC, which would permit us to provide voice and other data services to complement our current services.

We believe that technology advancements and customer preferences are driving the convergence of communications services toward service providers who can offer multiple communication services through a single network. We also believe that to remain competitive in the face of these changes, we must eventually become a single-source provider of voice and data communications services. We create tailored solutions for our customers based on their business and technical requirements, modifying these solutions as our customers' needs evolve.

Unlike many other ISPs that outsource their technical support to independent call centers, our highly reliable services are supported by our knowledgeable and responsive network experts, some of whom are the same professionals that implemented our network. Our primary services include dedicated Internet access, co-location services, and managed application hosting.

We also offer web hosting, e-mail services, and domain name services. Our customer contracts require us to provide our services for a one-year, two-year, or three-year term and contain, among other things, a limited service level warranty related to the continuous availability of service on a hours-per-day, seven-days-per-week basis, except for scheduled maintenance periods. This warranty provides a credit for free service for disruptions in our Internet access services. At the end of the term of a contract, a customer may elect to extend the contract's term on a month-to-month basis.

Any change or upgrade in service, however, typically requires a new contract for a new term. Our Internet access services are designed to deliver the ease of expansion, high availability, and performance required by moderate to high volume Internet operations that are central to a customer's business.

Through our co-location services, we provide secure space to house customer-owned Internet equipment. Based upon their business and technical requirements, customers may select from shared cabinet facilities, exclusive cabinets, or custom-built rooms with additional security features.

All co-location facilities include dedicated electrical power circuits to ensure that we meet each customer's power requirements. Because the Internet operations of our co-location customers frequently require hardware and software upgrades, we give customers unlimited but secure access to their leased co-location space.

Additional space, electrical power, and Internet services can be tailored to meet our customers' needs. Our Trenton, New Jersey, data center houses the computers that operate the core functions of our business, including communications equipment, data storage and retrieval systems, security software and hardware, and related customer support. Our data center provides customers with a secure, climate-controlled facility that they cannot readily or inexpensively create at their own place of business.

The data center contains:. We intend to open new data centers in Washington, D. We believe our data centers will be an important factor in attracting customers and marketing our data center services. Our managed application hosting service, which we first introduced in September , provides a server for the customer's exclusive use to install any software application the customer chooses.

In addition, we will provide all required maintenance on the server hardware. This service, which is similar to the services being offered by computer service providers CSPs is targeted to businesses with high volumes of Internet traffic and with Internet-based applications and web services that are extremely important to their daily operations.

Unlike typical web hosting operations that host multiple customers' websites on a single server, we provide our managed application hosting services with only one customer per server. As a result, a customer need not be concerned about how its actions or applications might impact other customers' applications housed on the same server, or how its server might be affected by other customers' actions or applications.

Our managed application hosting services offer a suite of applications from leading software vendors that is designed to meet the Internet operations needs of middle market companies. We also offer proprietary e-commerce and web development software as additional options for our managed application customers. We presently offer these software products only in conjunction with our managed application hosting services.

We implement the applications selected by the customer in our data center, configure them to meet the needs of the customer, and package them with a server, security, Internet access, back-up, and operational support. A customer may also use software applications it obtains from others on the server we provide to the customer in our data center.

This multi-vendor flexibility enables our customers to select their own technical solutions and to integrate their Internet operations with their existing information technology. We offer our customers four different levels of managed application hosting service that range from simple to comprehensive solutions, each of which can be tailored to meet the specific needs of a given customer. In addition, our customers can augment their services with hardware or software that we provide or software that they purchase directly from others.

Ever think about using the Internet "on the fly" to look up information or send a quick e-mail? How many times have you not gone online because of the inconvenience of sitting down at your PC, turning it on, waiting for it to boot, clicking on an ISP icon, and waiting again for your modem to dial in and connect? But imagine simply picking up a device the size of a clipboard, switching it on, and being instantly online from the comfort of your couch, kitchen table, or backyard lounge chair.

What if you could access the Internet when you wanted, where you wanted, without using a PC or an appliance that competes with your TV program? Rather, it complements the PC as a single-application device, making it more convenient for Internet users to send or receive e-mail, chat, or browse websites instantly.

Its portability and ease of use delivers the ultimate Internet experience. It's designed with dual Universal System Bus USB ports to add peripheral options such as a keyboard, mouse, printer, or gaming input device. While there are no disk or floppy drives, and no PC Card slots, the design would support these items if a customer application needed to feature them.

Depending upon how clients choose a solution, it could use a coaxial cable Internet connection as well. The charging unit is an inconspicuous desktop cradle similar to those that come with cordless telephones. It has a range of up to feet from the base station, allowing freedom of mobility throughout a house, office, or even the immediate neighborhood. It will provide the Internet access of a PC in a product as portable and easy to use as a cordless phone.

There are still variables that will determine when such a device will find favor in a vast numbers of homes and offices around the U. Similarly, Internet services are very likely to evolve into either cable- or telephone-based access standards that will make persistent Internet connections possible. Most of our customers are middle-market businesses, educational institutions, independent hotels or chains, and governmental organizations, but our customer base also includes other ISPs and several larger companies.

The Internet service needs of our target customers differ significantly from those of typical individual consumers. Enterprises often view their Internet access and related services as critical to their business. They demand dedicated, high-speed Internet access and knowledgeable, prompt and often highly technical customer support.

When marketing our services, we focus on creating the best solutions to meet our customers' needs and not simply promoting our technology. We work with our customers' management and information technology teams to analyze their Internet needs and create solutions to specifically address those needs. Compared to individual consumers, enterprise customers are usually less price sensitive and more willing to pay a premium for creative solutions crafted to meet their needs.

As a result, we believe that providing Internet services to enterprise customers generates greater revenues and higher margins per customer than servicing individual consumers. As of September 1, , we had customers. We provide service to a number of enterprises, including:. We sell our services through a consultative approach developed by our management team based on their cumulative business experience. We use local technology-oriented sales personnel to understand individual customer needs and make the proper recommendations regarding tailored Internet-based solutions.

The local field sales staff is supported by our in-house tele-sales staff based at our corporate headquarters in Chicago. We refer to our employees who use the telephone to directly market and sell our services as our tele-sales staff. We use our tele-sales staff or our CAP partners, discussed below, to complete sales to smaller customers and to target customers in markets where we do not have field sales staff. In addition, we hire independent telemarketing firms to generate business leads.

To support our sales efforts, we have also begun a new advertising and media campaign to build awareness of our name and quality of service. We intend to expand our field sales force, further develop our indirect distribution channels, and use telemarketing firms to increase sales leads and grow our customer base.

Our field sales force consists of technically competent, locally based, and experienced Internet sales representatives. These individuals have strong Internet technical backgrounds and understand the local telecommunications tariffs as well as the needs of their local business communities.

In general, members of our field sales staff pursue leads generated by our telemarketing campaign and our outdoor advertising efforts. Our field sales personnel also make "cold calls" on potential customers. Most larger sales are closed by a field salesperson who visits the customer. We believe that this localized approach allows us to provide better solutions for our customers' needs. We are looking to staff a phone room to contact smaller potential customers in the geographic areas we serve as well as potential customers in new markets.

We expect our tele-sales staff to develop the interest of large customers and close sales to small customers without requiring a face-to-face meeting between the customer and a member of our field sales force. We are developing relationships with partners, including value-added resellers, network integrators, and web design companies, to use the expertise of their established sales organizations to help increase our sales.

As an example, our Valued Internet Partner or VIP program is an agency relationship that offers referral fees to VIP partners who bring us sales opportunities that ultimately result in sales of our services. We intend to expand the VIP program into each new market area we enter.

Also, our Appian Way Affiliate Partner program AWAP program allows authorized partners to resell our services and maintain a direct relationship with customers in their local markets. In markets we have not identified as a high priority for our network expansion, we forward leads directly to our AWAP partners so they can arrange a visit to the customer.

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The wireless market is even more exciting due to the significantly lower costs needed in terms of delivery infrastructure. Grassroots has targeted three distinct groups. The first is students, a market segment that uses the Internet the most and also have high expectations regarding the speed of the connection. The second group is professionals, people with disposable income, not a lot of excessive time on their hands, and a group that uses the Internet a fair amount, both personally as well as professionally.

The last group that will be targeted is techies. This group is the early adopters of any type of technology and spend incredible amounts of time immersed in Internet technology. Grassroots is a compelling business concept that leverages advances in technology and proprietary tools to offer a market need at below market prices.

In addition to earning great margins with low infrastructure costs, margins increase as the customer base increases. This exciting business plan has a high likelihood of success with Steve Teche responsible for the execution of it. The business will earn modest profits in year two, increasing exponentially in year three.

Net profit is forecasted to be commensurate in years two and three. The most important thing to remember is that every customer must be satisfied with our services. Your business plan can look as polished and professional as this sample plan. It's fast and easy, with LivePlan. Don't bother with copy and paste. We intend to add data centers in the following metropolitan areas by the end of Washington, D. We intend to establish data centers in Las Vegas and Paris by the end of the first quarter of Before purchasing or leasing a new data center, we will evaluate the market opportunity in the proposed location by analyzing Internet usage statistics and specific economic criteria as well as pre-selling our services in that market.

For any given location we expect to require at least six months to select the appropriate site, construct or acquire the necessary facilities, install equipment, and hire the operations and sales personnel needed to conduct business at the site. We have already identified suitable sites for some of our proposed data center locations. We also intend to supplement the data center expansion by establishing POPs throughout the United States and at various international sites to aggregate and transport traffic to and from our planned data centers.

We intend to expand our marketing efforts to increase our customer base. We also intend to increase market awareness of our name and our commitment to reliable service and superior customer support. Therefore, while continuing to encourage referrals from existing customers, we are increasing print publication, radio, outdoor, and direct mail advertising and telemarketing in targeted metropolitan areas. We are pursuing strategic sales and distribution alliances in markets where there are substantial opportunities to attract new customers.

We believe that establishing relationships with businesses that provide products and services which complement our service offerings will permit us to use their expertise and market access, while lowering our costs of entering new markets. These relationships will also give us additional customer referrals and new solutions to offer existing customers. For example, we currently obtain customer referrals through our Valued Internet Partner, or VIP program, in which we pay our partners a fee for referring new customers who ultimately purchase our services.

We will also pursue strategic alliances with value-added resellers or other authorized partners through our Appian Way Affiliate Partner or AWAP program, which permits others to resell our services directly to customers in specified markets. We intend to further expand our customer base by establishing additional distribution relationships with network integrators, value-added resellers, system vendors, consulting companies, and other ISPs.

We will continue to consider acquisitions of strategically located operations and customer lists and associated customer accounts. In addition, we may consider acquisitions of businesses, including other ISPs, with complementary products, services, or technologies. We may also consider acquisitions that can provide personnel who augment our team of network experts. We plan to pursue a long-term strategy of providing a complete portfolio of voice and data communications services.

To achieve our goal, we plan to become a competitive local exchange carrier, or CLEC, which would permit us to provide voice and other data services to complement our current services. We believe that technology advancements and customer preferences are driving the convergence of communications services toward service providers who can offer multiple communication services through a single network.

We also believe that to remain competitive in the face of these changes, we must eventually become a single-source provider of voice and data communications services. We create tailored solutions for our customers based on their business and technical requirements, modifying these solutions as our customers' needs evolve. Unlike many other ISPs that outsource their technical support to independent call centers, our highly reliable services are supported by our knowledgeable and responsive network experts, some of whom are the same professionals that implemented our network.

Our primary services include dedicated Internet access, co-location services, and managed application hosting. We also offer web hosting, e-mail services, and domain name services. Our customer contracts require us to provide our services for a one-year, two-year, or three-year term and contain, among other things, a limited service level warranty related to the continuous availability of service on a hours-per-day, seven-days-per-week basis, except for scheduled maintenance periods.

This warranty provides a credit for free service for disruptions in our Internet access services. At the end of the term of a contract, a customer may elect to extend the contract's term on a month-to-month basis. Any change or upgrade in service, however, typically requires a new contract for a new term. Our Internet access services are designed to deliver the ease of expansion, high availability, and performance required by moderate to high volume Internet operations that are central to a customer's business.

Through our co-location services, we provide secure space to house customer-owned Internet equipment. Based upon their business and technical requirements, customers may select from shared cabinet facilities, exclusive cabinets, or custom-built rooms with additional security features. All co-location facilities include dedicated electrical power circuits to ensure that we meet each customer's power requirements.

Because the Internet operations of our co-location customers frequently require hardware and software upgrades, we give customers unlimited but secure access to their leased co-location space. Additional space, electrical power, and Internet services can be tailored to meet our customers' needs. Our Trenton, New Jersey, data center houses the computers that operate the core functions of our business, including communications equipment, data storage and retrieval systems, security software and hardware, and related customer support.

Our data center provides customers with a secure, climate-controlled facility that they cannot readily or inexpensively create at their own place of business. The data center contains:. We intend to open new data centers in Washington, D. We believe our data centers will be an important factor in attracting customers and marketing our data center services. Our managed application hosting service, which we first introduced in September , provides a server for the customer's exclusive use to install any software application the customer chooses.

In addition, we will provide all required maintenance on the server hardware. This service, which is similar to the services being offered by computer service providers CSPs is targeted to businesses with high volumes of Internet traffic and with Internet-based applications and web services that are extremely important to their daily operations. Unlike typical web hosting operations that host multiple customers' websites on a single server, we provide our managed application hosting services with only one customer per server.

As a result, a customer need not be concerned about how its actions or applications might impact other customers' applications housed on the same server, or how its server might be affected by other customers' actions or applications. Our managed application hosting services offer a suite of applications from leading software vendors that is designed to meet the Internet operations needs of middle market companies. We also offer proprietary e-commerce and web development software as additional options for our managed application customers.

We presently offer these software products only in conjunction with our managed application hosting services. We implement the applications selected by the customer in our data center, configure them to meet the needs of the customer, and package them with a server, security, Internet access, back-up, and operational support.

A customer may also use software applications it obtains from others on the server we provide to the customer in our data center. This multi-vendor flexibility enables our customers to select their own technical solutions and to integrate their Internet operations with their existing information technology.

We offer our customers four different levels of managed application hosting service that range from simple to comprehensive solutions, each of which can be tailored to meet the specific needs of a given customer. In addition, our customers can augment their services with hardware or software that we provide or software that they purchase directly from others. Ever think about using the Internet "on the fly" to look up information or send a quick e-mail?

How many times have you not gone online because of the inconvenience of sitting down at your PC, turning it on, waiting for it to boot, clicking on an ISP icon, and waiting again for your modem to dial in and connect? But imagine simply picking up a device the size of a clipboard, switching it on, and being instantly online from the comfort of your couch, kitchen table, or backyard lounge chair.

What if you could access the Internet when you wanted, where you wanted, without using a PC or an appliance that competes with your TV program? Rather, it complements the PC as a single-application device, making it more convenient for Internet users to send or receive e-mail, chat, or browse websites instantly. Its portability and ease of use delivers the ultimate Internet experience. It's designed with dual Universal System Bus USB ports to add peripheral options such as a keyboard, mouse, printer, or gaming input device.

While there are no disk or floppy drives, and no PC Card slots, the design would support these items if a customer application needed to feature them. Depending upon how clients choose a solution, it could use a coaxial cable Internet connection as well.

The charging unit is an inconspicuous desktop cradle similar to those that come with cordless telephones. It has a range of up to feet from the base station, allowing freedom of mobility throughout a house, office, or even the immediate neighborhood. It will provide the Internet access of a PC in a product as portable and easy to use as a cordless phone. There are still variables that will determine when such a device will find favor in a vast numbers of homes and offices around the U.

Similarly, Internet services are very likely to evolve into either cable- or telephone-based access standards that will make persistent Internet connections possible. Most of our customers are middle-market businesses, educational institutions, independent hotels or chains, and governmental organizations, but our customer base also includes other ISPs and several larger companies.

The Internet service needs of our target customers differ significantly from those of typical individual consumers. Enterprises often view their Internet access and related services as critical to their business. They demand dedicated, high-speed Internet access and knowledgeable, prompt and often highly technical customer support. When marketing our services, we focus on creating the best solutions to meet our customers' needs and not simply promoting our technology.

We work with our customers' management and information technology teams to analyze their Internet needs and create solutions to specifically address those needs. Compared to individual consumers, enterprise customers are usually less price sensitive and more willing to pay a premium for creative solutions crafted to meet their needs. As a result, we believe that providing Internet services to enterprise customers generates greater revenues and higher margins per customer than servicing individual consumers.

As of September 1, , we had customers. We provide service to a number of enterprises, including:. We sell our services through a consultative approach developed by our management team based on their cumulative business experience. We use local technology-oriented sales personnel to understand individual customer needs and make the proper recommendations regarding tailored Internet-based solutions.

The local field sales staff is supported by our in-house tele-sales staff based at our corporate headquarters in Chicago. We refer to our employees who use the telephone to directly market and sell our services as our tele-sales staff. We use our tele-sales staff or our CAP partners, discussed below, to complete sales to smaller customers and to target customers in markets where we do not have field sales staff. In addition, we hire independent telemarketing firms to generate business leads.

To support our sales efforts, we have also begun a new advertising and media campaign to build awareness of our name and quality of service. We intend to expand our field sales force, further develop our indirect distribution channels, and use telemarketing firms to increase sales leads and grow our customer base.

Our field sales force consists of technically competent, locally based, and experienced Internet sales representatives. These individuals have strong Internet technical backgrounds and understand the local telecommunications tariffs as well as the needs of their local business communities. In general, members of our field sales staff pursue leads generated by our telemarketing campaign and our outdoor advertising efforts. Our field sales personnel also make "cold calls" on potential customers.

Most larger sales are closed by a field salesperson who visits the customer. We believe that this localized approach allows us to provide better solutions for our customers' needs. We are looking to staff a phone room to contact smaller potential customers in the geographic areas we serve as well as potential customers in new markets.

We expect our tele-sales staff to develop the interest of large customers and close sales to small customers without requiring a face-to-face meeting between the customer and a member of our field sales force. We are developing relationships with partners, including value-added resellers, network integrators, and web design companies, to use the expertise of their established sales organizations to help increase our sales.

As an example, our Valued Internet Partner or VIP program is an agency relationship that offers referral fees to VIP partners who bring us sales opportunities that ultimately result in sales of our services. We intend to expand the VIP program into each new market area we enter. Also, our Appian Way Affiliate Partner program AWAP program allows authorized partners to resell our services and maintain a direct relationship with customers in their local markets.

In markets we have not identified as a high priority for our network expansion, we forward leads directly to our AWAP partners so they can arrange a visit to the customer. We provide service and technical support 24 hours a day, every day of the year and invoice the partners at a reduced rate, allowing them to profit from the resale of our services.

We use the Internet as another source to generate sales. Our tele-sales staff handles many inquiries regarding our services received via e-mail, either closing the sale or passing the leads to our field sales force. We are internally developing systems and applications that will allow us to receive, accept, and implement sales electronically via the Internet.

We will begin a telemarketing campaign in March using an outside telemarketing firm that we pay on an hourly basis. We also compensate the firm with performance-based bonuses. We create a sales script used by the telemarketers and train all telemarketing personnel. Our telemarketing program seeks to generate leads from small to medium-sized businesses that are pre-qualified for our services in our market areas.

We may establish an internal telemarketing department to ensure the quality of our sales efforts. We enter into strategic marketing and reseller alliances with partners to bundle and sell our services with those of the partners. For example, our agreement allows us to resell Potter's unique national dial-up service—MIA—bundled with our Internet access service. In addition, MIA jointly funds our marketing efforts for national dial-up services in geographic areas where this service can be offered.

MIA also promotes our services as one of a dedicated number of its Internet access referral partners. As a component of our marketing efforts, we plan to invest aggressively in building the Appian Way Communications Network brand.

We will begin an outdoor and radio advertising campaign in the markets we currently serve. We intend to increase customer awareness of us and our services through an integrated marketing plan, which combines online and traditional advertising in business and trade publications, trade show participation, direct mail, and public relations campaigns. In addition to other national, regional, and local ISPs, our current and prospective competitors include long distance and local exchange telecommunications carriers, cable television operators and their affiliates, satellite, and wireless communications companies and providers of co-location and other data center services.

We also anticipate that if we offer services as a CLEC, we will face new competitors that already have established a market presence for local telecommunications access.

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