Cable & Wireless is taking a page out of the old book of how to sell into the Enterprise. Resellers, which is the same way Level3 and just about everyone else will do.
But, it's not just about "selling in" as it is really about "selling through." Which means getting someone to sell your product is nice, but enabling them to get the customer to say yes is when it really counts.
The announcements we're seeing, and which I'm reporting on tend to be mostly "selling in" stories that the trade press and even the online dot.com type of news outlets cover. These same type of stories are what built up the so called Internet economy.
But what's lacking today in traditional journalism is commentary, opinion and viewpoint, with some exceptions. Why? Because the publishers need the advertising dollar. Many of those reporters have the skill and understanding. They don't get the latitude to be opinionated. So, for "news" look in the regular places. For insight, that you can't afford unless you hire the analysts who are clued in by the companies they cover, look here and here.