Trying to get inside a customer’s head and figure out what they want is a challenge in every industry, whether you’re selling designer purses or tandem and peering services. 

So how does a company like XConnect (News - Alert) -- a provider of neutral, trusted, secure Interconnect 2.0 services -- figure out what its carrier customers want?

Mark Benisz, VP Americas for XConnect Americas, Inc., recently sat down with TMCnet editors to discuss the topic at TMC’s (News - Alert) Norwalk, Conn., headquarters. The company, which has headquarters in London, plus offices and facilities in the United States, Europe and Asia, provides ENUM and peering services to more than 100 communication service providers in more than 20 countries.

Customers include major MSOs, PTTs, carriers and mobile operators.

“Legacy carriers are reluctant to move away from CABS-based models,” Benisz told TMCnet. “But a smaller MSO, they’re more flexible, dabbling into [new territory].”

XConnect prides itself on figuring out works best for each client – whether it’s just traffic management, billing support or figuring out the answer to the question “How can I get a Sprint PCS call to a Skype (News - Alert) end user?”

And as with any other industry, trying stay abreast of trends presents another big challenge. Just ask Benisz: “Is there demand for HD yet? When will carriers be able to charge for the service?”

“The answer is ‘I don’t know,’” he told TMCnet. “The truth is, we’re in the business of peering. From our revenue perspective, it doesn’t matter. This is just one part of a peering package we can offer.”