Infinera has been unable to secure a Tier 1 service provider for its DTN platform. I have sold optical networks to Tier 1 clients in many countries. Infinera was rarely mentioned or considered. When I asked, I always got the same answer: “We are a Tier 1 Service Provider that deals with Tier 1 Equipment Vendors.” In other words, Infinera is too small. What has changed?
Most of the bullets listed by "BEF" in that Fool article describe an unfair sales environment within the biggest telecoms that favors the incumbent equipment vendors.
The only thing Infinera can do is help their Customers win market share away from the telecoms that avoid the Company out of ignorance, prejudice, politics, or one-sided goals. Customers like that they don't need.