Ann: Macquarie Telecom signs wholesale supply deal with NBN Co, page-3

I don't think it answers your question, but an interesting article from todays Australian accessed via Google: Link.
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• 12:00AM June 29, 2018 Supratim Adhikari
• Technology Editor
  Melbourne
  The Australian

Macquarie Telecom will use the National Broadband Network to take on bigger rivals, as the junior telco looks to snare a bigger slice of the lucrative business communications market.
The six-year deal with NBN Co, valued at over $100 million, is a win for both parties as it gives corporate-focused Mactel a chance to finally compete with the likes of Telstra, Vocus and TPG Telecom as a tier-one telco.
Mactel CEO David Tudehope told The Australian the deal injects much-needed choice in the market for business customers.
“This NBN deal enables Macquarie to reimagine the industry and bring to life the NBN dream for business customers.
“We will bring the high-speed NBN broadband services to businesses all over Australia, rather than the narrow footprint served by the traditional telcos,” Mr Tudehope said.
Under the wholesale supply agreement, Mactel will not only offer its portfolio of services (voice, internet, data and software-defined networking) to business customers over the NBN but also give them the option to upgrade their connections to full fibre. The NBN is being rolled out via a number of access technologies, with the copper-reliant fibre-to-the-node (FTTN) technology unable to provide gigabit speeds.
However, NBN Co’s chief customer officer for business, Paul Tyler, said there were business-grade products available over FTTN that suited the needs of enterprise customers.
The agreement is the first meaningful step by NBN Co to work with business-focused telcos to start delivering high-speed broadband services to the enterprise market. Getting businesses on the NBN is crucial to the company meeting its long-term average revenue per user (ARPU) target of $52.
“There is no question that, going deeper into the business sector, this will deliver a big jump in ARPUs,” he said.
The network builder’s ARPU has been stuck around the $43 mark for the past 12 months, despite the increase in the number of homes connected to the NBN.
“The deal is a great proof point of what we can do; we have the reach, we have the products and we are connecting corporates,” Mr Tyler added.
NBN Co, which has over 420,000 business customers, offers a number of business-focused technology products and charges a higher price from the telcos to service enterprise customers.
In February, NBN Co announced that Telstra, Vocus and TPG Telecom had begun trialling its NBN Enterprise ethernet, which can deliver 1Gbps symmetrical speeds to business customers.
The company split its chief customer officer role to create a dedicated business sales and marketing department in June last year, in a bid to drum up more interest in its wholesale services for enterprise.
Mactel group executive Luke Clifton said the deal elevated the telco to tier one status.
“Using NBN’s infrastructure allows us to push our products into the outer metro and regional areas where it has been harder for us to compete,” he said.
“While the typical mid-market customer of ours has a facility in CBD areas they also have sites in regional areas like Newcastle and Wollongong (and) these are the areas we can now serve.”
Under the NBN model, telcos need access to all of the 121 points-of-interconnect (POI) to provide an extensive nationwide service. The POIs are the point where telcos plug in to the NBN and with big providers like Telstra, Optus, TPG and Vocus having fibre running into all 121 of them, smaller operators must lease capacity from the big four.
The NBN deal allows Mactel to gain direct access to all of the POIs and no longer depend on its competitors for access.
“The NBN will touch every business in Australia now or in the near future, those organisations which capitalise will have a future-proof investment through which they can meet today’s business needs, while securing long-term choice for their organisations,” Mr Clifton said.
Mr Tudehope said Mactel was committed to keeping all of its support staff in Australia with the telco positioning its customer service as a differentiator to the market. “Customer service will at last arrive for business grade NBN,” he said.
“We want to do the opposite of traditional telcos, quite simply where they zig we zag, when they offshore jobs we employ Australians for customer service, where they have complicated tricky plans, we offer simple pricing.”
Mactel shares closed yesterday up 33c, or 1.67 per cent stronger, at $20.33.