How does the OSI Model apply to Software & Telecom Sales??

     The Open Systems Interconnection model is what governs our daily connections to the outside world. From YouTube, Video Calls and Instagram all these applications are governed by the seven layers this model encompasses. I’m going through the layers that we interface with normally and how it applies to sales, telecom and society. 

Layer 7 – The Applications Layer 


    We all know what an application it. They live on our phones, we access them to share content with friends and family. Examples on a daily basis are Instagram, Facebook, Adobe and Microsoft Office (excel, word, outlook). There are other business applications that sales professionals go out into the world and try to help businesses with such as AWS or Amazon Web Services. Microsoft System Center, SharePoint and communication applications such as Cisco Jabber and WebEx. A ton of money is made and invested in these productized applications to help us live a more comfortable life personally and professionally.  

Layer 3 – The Network Layer 

    The Internet in a nutshell. Every router and network switch and server is connected by this network layer or the internet. Data is transmitted across the vast network globally so that we can research new shoes only available in the U.K. as an example. The internet is a crowded place when it comes to the massive amounts of data being transferred over it. In telecom sales you have many different providers of the internet and I’d call it sub-providers of it. The main providers have teams of sales people working with their customers in those regions and cities. Not all providers are created equal though as the quality of their network is directly correlated to how updated their network gear is and how they maintain the network over time. If the network is neglected you’ll feel it as a consumer and business by the tune of sorry quality of service, buffering, broken up call quality and simply taking forever to transfer a file.  

Layer 2 – The Data Link Layer 

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    This layer is where our network switches lives and layer 2 means connecting two “nodes” together. Or simply an office building to a datacenter. Or two office buildings connected to each other. In telecom sales you have the option to purchase from your provider a layer 2 service or transport service from them. This will allow you to connect your offices together at a monthly charge but the provider maintains the network switches for you. This allows your business to operate more efficiently cost wise. You have different flavors of layer 2 service, you can also connect more than two offices as well or you can have a dedicated “wave” service here. Again many of the major fiber providers offer this service and have teams to go out into the respective marketplace of business to sell it. As in the network layer the provider must maintain the gear on their network to make sure they’re providing the best quality of service for their clients.  

Layer 1 – The Physical Layer 


We all know what this is. The HDMI cable connecting your TV to your cable box. The Ethernet cable connecting your phone to the phone plug on the wall. The physical fiber glass in the ground connecting office buildings to other buildings and datacenters all across the world. You can buy these items in retail stores for you home and from fiber providers that can actually lease your business fiber glass. In telecom sales not many providers will lease dark fiber to businesses but some will. Dark fiber is for the technically capable companies that want to manage their own network, essentially eliminating the need of the provider to manage it for the customer. If you can put your hands on the hardware and cords connecting them it’s the physical layer of the OSI model. Let me know what you think! 


Daniel Macias – Fiber Sales Professional