2018 Negotiating Network & Infrastructure Deals Summit

Speakers

November 9, 2017

Andrew Brown
Mr. Brown is a partner in Levine, Blaszak, Block & Boothby, LLP (“LB3”) and Chairman of TechCaliber Consulting, LB3’s telecommunications consulting affiliate. His practice focuses on the representation of medium and large companies in both their strategic planning and contract negotiations for telecommunications products and services and related technologies. He has been involved in some of the largest enterprise communications deals negotiated on behalf of clients such as Merrill Lynch, General Motors, United Air Lines, DuPont, and Aetna. On behalf of LB3’s clients, Mr. Brown regularly negotiates agreements with the major telecommunications providers for global voice and data services, which often include VPNs and MPLS-based data network services, managed services (including hosting), encryption technology and other security services, global remote access services, and related software license agreements. He has also negotiated numerous enterprise agreements for local and wireless services, as well as agreements for the provision of air-to-ground communications for the commercial airline industry. Read More

D.E. Boehling
Ms. Boehling has over a quarter century of experience advising clients on wireline and wireless telecommunications and technology agreements with AT&T, Verizon Business, CenturyLink, Level 3, Sprint, Orange Business Services, Telstra, SingTel, Tata, ChinaTelecom, BT, TelMex, Bell Canada, Telecom Egypt, and other major domestic and international telecom and technology providers. The scope of these deals ranges from standard transport – such as IPLs, Ethernet access, MPLS, IP voice (SIP trunking), telepresence, VPLs, call centers, and unified communications services – to more cutting edge services such as SD-WAN.  Ms. Boehling also advises on the full range of cloud-based services contracts, whether a stand-alone application or resold by a transport provider. She works extensively with multi-national corporations to structure deals that reach beyond the U.S. borders, helping them to understand and mitigate the risks and regulatory issues that may arise when combining transport services with customer software (such as Microsoft Lync) to satisfy customer telecom and technology needs and when sharing services among or providing value-added services to related entities. Read More

Kevin DiLallo
Kevin DiLallo is a partner in Levine, Blaszak, Block & Boothby, LLP, where his practice focuses on telecommunications and IT procurements, particularly involving mobile services and related matters, as well as on privacy and telecommunications regulatory and policy matters. Mr. DiLallo has negotiated custom network service arrangements, national wireless service agreements, local services deals, equipment purchases, and telecommunications outsourcings on behalf of large enterprise users of telecommunications services.  He also spent several years negotiating wireless system sale, finance, and construction agreements on behalf of a major wireless switch vendor and its finance arm.  He has been deeply involved in federal and state regulatory issues affecting the information technology (“IT”) industry, principally Internet, digital television (“DTV”), and other video matters.  In recent years, Mr. DiLallo’s practice has focused on mobile services issues, both transactional and regulatory.  Mr. DiLallo has pioneered enterprise mobile services agreements, in-building Distributed Antenna System Agreements, mobile marketing agreements, and agreements for mass notification systems, mobile content, and applications, all on behalf of large users. Read More

Laura F.H. McDonald
Laura F.H. McDonald is a partner in the firm of Levine, Blaszak, Block & Boothby, LLP. Ms. McDonald represents large enterprise users in a variety of telecom matters focusing on the negotiation of custom and complicated network service agreements and helping customers transition to new services, data center environments, and/or providers. Ms. McDonald works closely with all members of the enterprise client team—legal, procurement, engineering, and operations—to enable clients to create comprehensive solutions and contracts, assess their needs and risks, and help streamline the procurement of telecom and data services. On an ongoing basis, she works with clients to strengthen their procurement processes, maximize their contract leverage, and identify risks that can reduce savings. She helps enterprises navigate the complex regulatory structure surrounding their transactions, and frequently speaks on demystifying the myths customers encounter in negotiations. She also assists users in resolving disputes with carriers and, when necessary, arbitrating and mediating disputes before the FCC and other forums. And she has been involved in a number of regulatory proceedings representing large users. Read More

Colleen Boothby
Colleen Boothby is a partner in the firm of Levine, Blaszak, Block & Boothby, LLP, where she provides counsel and strategic advice on a wide variety of regulatory, business, and litigation matters to enterprise customers and providers of communications and information technology products and services. She has represented numerous companies (including IBM, Microsoft, First Data, and GE Capital Communication Services) and associations (including the Ad Hoc Telecommunications Users Committee, the Internet Access Coalition, the Clearing House, the High Tech Broadband Coalition, and the Information Technology Industry Council ) in state and federal matters. Ms. Boothby joined Levine, Blaszak, Block & Boothby, LLP after ten years with the Federal Communications Commission where she served as the legal advisor to the Common Carrier Bureau Chief, legal advisor to the Deputy Bureau Chief for Policy, Deputy and Associate Chief of the Tariff Division, and staff and senior supervising attorney in the Tariff and International Facilities Divisions of the Common Carrier Bureau. Ms. Boothby’s expertise covers a broad range of subjects. Read more

Stephen J. Rosen
Steve Rosen is a partner at Levine, Blaszak, Block & Boothby, LLP. Mr. Rosen’s practice focuses on federal and state regulation of wireless and wireline telecommunications and information services—including the taxation of these services—and on the negotiation of contracts for the purchase and sale of goods and services by small enterprises Regarding his tax and fee work, Mr. Rosen, while representing enterprise clients, was responsible for prosecuting lawsuits in federal district court and the Court of Federal Claims and for bringing the associated appeals that contributed to the IRS’s decision in May 2006 to stop applying the federal excise tax on communications (“FET”) to long distance and wireless calls. Leveraging his success on behalf of enterprise clients he also obtained FET refunds on behalf of numerous providers of prepaid telephone cards. In addition, Mr. Rosen assists enterprise clients in obtaining refunds of misapplied state and local taxes and fees on telecom services. Read more

Marc A. Lindsey
Marc Lindsey is a partner in the firm of LB3. Since joining LB3 in 1998, Mr. Lindsey has negotiated outsourcing, cloud computing, managed services (including managed security services), software licensing, system development and maintenance agreements on behalf of large enterprise clients, including many of the Fortune 100; assisted large telecommunications users in the negotiation of network service agreements; and structured Voice over IP (“VoIP”), and other managed voice and data network services transactions. Mr. Lindsey also helps Fortune 500 corporations and other major companies assess and mitigate risks arising out of their adoption and use of new Internet-based technology products and services. Read more

 

Larry York
Larry York is a Project Director at TC2 who specializes in transformational change at large enterprises in an era of major transition to all-IP-based networks. Larry’s extensive background at carriers, enterprise users, and more than 17 years consulting with some of the world’s most recognized brand-name multinational companies enables these organizations to recognize major, ongoing cost advantages and permanently positions them to procure services from multiple vendors in IT network communications. Larry’s clients also gain access to global best practices for cost reduction solutions with market-leading commercial arrangements. Based in Minneapolis, Larry leverages core skills in benchmarking, rate reviews and global procurements. He utilizes insider experience managing large negotiations at two of the three largest U.S. telecom suppliers to develop business case support required by account teams to obtain “leading edge” proposal support from supplier executive management. Read more

Jack Deal
Jack Deal is a Managing Director at TC2 based in Baltimore, Maryland. Jack has more than 30 years of leadership, negotiations, technical, and financial experience in the telecommunications and professional services industries. Jack directs consulting engagements covering every phase of strategic sourcing for fixed line, wireless and managed equipment services, from developing the initial strategy through final negotiations. He specializes in complex multinational engagements that include leading carrier technologies such as MPLS, IP trunking, and large-bandwidth Ethernet access provided by global suppliers. Jack is also one of TC2’s project leads for wireless services, and has extensive experience managing large-scale mobility sourcing initiatives for enterprise buyers. Read more

 

Mark Sheard
Mark Sheard is Managing Director of TC2 UK. Based in London but working globally, he has a successful track record of delivering benefit from multi-million dollar programs. On deals ranging from a few hundred thousand to hundreds of millions of dollars, Mark is recognized for his innovative thinking and ability to assess commercial situations and develop solutions in the client’s interest. The results are typically 6-, 7- or 8-figure annual savings and enhanced services. An exceptional negotiator, he extracts maximum benefit for the client through leveraging his technical and commercial insight, detailed commercial modeling and analysis, clarity in requirements development, and a constructive yet determined approach to finalizing a deal.With over 30 years working experience in networking and information systems, Mark is intimately familiar with all the key elements of telecommunications and managed services procurement. Mark is frequently called upon for his expertise in complex multi-region or global deals. Read more