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“Peter possesses a keen sense and insight for turning telecom services and products into customers and dollars. He is passionate about this industry, his work and the people he serves. Visit his site, read his blog and sign up for his newsletter at marketingideaguy.com and you will discover what makes Peter a sought after marketing consultant.”

Cynthia de Lorenzi, CEO, Patriot Computer Group

The Trouble with UC Sales
On Rad's Radar
Monday, 23 January 2012 12:01

In a recent study, titled IDC MarketScape: Worldwide Unified Communications Voice Infrastructure 2011-2012 Vendor Analysis, IDC analyst Rich Costell wrote that "Customers still struggle to justify the deployment of UC and calculate its overall ROI." The conclusion: "educating potential customers is critical" to UC sales.

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"If you can't explain it simply, you don't understand it well enough." - Albert Einstein.

The transition to selling UC will need to be done with first educating the sales channels. I still hear cost savings as the first reason to sell VoIP.

Also, no two UC packages are similar. In fact, the whole term Unified Communications is garbage can term for everything. In the call center space, it seems to be better defined.

Unified Communications, for the most part, begins with a VoIP service and goes on to include text, SMS, chat, email, video, and conferencing. Then we add social media and collaboration. In some cases, we had integration with CRM and other software applications. This is a huge can of varying stuff - in a marketplace that barely has unified messaging, a single inbox for email and voicemail.

This kind of varying component mixture is more like stew and adds to the confusion to both the customers and the sales teams.

"Since there is no 'one size fits all' solution for UC adoption, customers have not only the advantage of having a variety of platforms to source their functionality but also the challenge of figuring out which solution is most appropriate for them," according to Rich Costello, senior research analyst, Unified Communications/Enterprise Communications Infrastructure.

When the product contains a large array of services selling it is daunting.

  • Where do you begin?
  • Where do you stop?
  • What will deployment look like?
  • Will the employees actually be able to utilize the benefits?
  • Who's going to manage this?
  • Will it integrate with Program X?
  • How will the integration work?
  • What policies will we need in place to structure all that communication across so many architectures (social, etc.)?
  • How much is IT involved?
  • Is there a business case for this move?

It goes without saying that the sales process for this is very different from selling telecom services. Education and training of the prospects and the sales teams will be vital for success.

Next week at ITEXPO, I will be moderator for a panel that will touch on this: Educating the Channel with Industry Standard Certifications on Wed., Feb. 1, 2012 at 2:30 PM.

Read more... [The Trouble with UC Sales]
 
VoIP Branding at its Best
On Rad's Radar
Monday, 23 January 2012 07:09
I was reading an article that began "specializing in telephone and network VoIP solutions for Fortune 1000 companies, government agencies, educational institutions and small and large businesses around the world." How exactly is that SPECIALIZING? That's Everyone.

Just so you understand: Avaya and Cisco are multi-billion dollar companies that still can not be all things to every business. It's is just not possible.

There was this little book by Chris Anderson called The Long Tail. The sub-title is that the future of business is to sell more of less. In other words, master niches. Fortune 1000, Government, Education, small biz - are all different niches. Each one has different buying signal, sales process, sales trigger, pain points, price points, and more. 

In VoIP, where there are thousands of competitors, build your brand in a niche - become best of breed in a vertical. (Read Seth Godin's The Dip.)

In other VoIP news, Vocalocity has acquired the customers of DigiTalk, located in Rutherfordton, NC. You could read the press release, but that single sentence is all of it.

 

Read more... [VoIP Branding at its Best]
 
Another Broadsoft Merger
On Rad's Radar
Saturday, 21 January 2012 07:19
In a surprise move (to me anyway), Megapath acquired IP5280 Communications, a Colorado ITSP. Both Megapath and IP5280 utilize Broadsoft, so that will make some of the transition easy. (And likely was a factor in the acquisition decision.) IP5280 had 1000 customers. Megapath, a combination of Speakeasy, Covad and Megapath, has 62,000. IP5280 has a dozen employees, all of whom were offered jobs with Megapath's 1,000 employees.

Megapath offers Hosted PBX service, but the Megapath portfolio has mainly been about transport and transit, including DSL, Ethernet and T1 in 4200 Central Offices. After the combo, Megapath did try to re-brand as a managed services provider. However, I think they are still mainly looked upon as a DSL shop. This merger will add some more voice cred and voice revenue. 

A little speculation: There are way too many VoIP Providers. Most do wholesale and retail - anything to drive revenue. Most are barely eking out a living. Most deliver poor service because they don't stick to doing one thing really well. More consolidation is needed. I wonder how that consolidation helps Broadsoft. It has to mean less licenses being sold in the short term and in the long term less licensing due to volume discounts, but I may be wrong.  

Read more... [Another Broadsoft Merger]
 
End Caps
On Rad's Radar
Saturday, 21 January 2012 04:49
This was the week that we learned that online protesting can work -- if enough people get involved and if you get the support of some powerhouse websites like Google and Wikipedia. It looks like SOPA was dropped and the vote on PIPA was delayed. (It is still alive due to Democrat lawmakers who are beholden to Hollywood like Florida Senator Bill Nelson. If he knew how to turn on his laptop by himself I could understand it, but come on!)

We don't really need any more copyright laws. If we did, would the feds have been able to fly to New Zealand to arrest the owner of MegaUpload? What was he arrested and renditioned for? Online piracy. 

Not for nothing, but don't we have more important things to be spending federal dollars on? We are a nation with lost priorities.

And yet another carrier joins the CLOUD: "US Signal recently released an Infrastructure as a Service (IaaS) product offering, what US Signal calls Managed Data Center. Customers have increasingly requested US Signal to host their applications, for financial reasons, scalability, security, and more."

Yesterday, TCA held its monthly agent webinar with Netwolves presenting on Managed Services. With most of the telcos offering Managed Servcies, we at TCA thought it was time to give an overview of what Managed Services are from carriers, who is buying them and how does an Agent sell them. How does an Agent start that conversation with the prospect about managed services? The webinar was recorded and TCA members can play it back at any time.

Nemertes Research predicts a shortage of colocation space in the U.S. beginning this year. That is likely because some colo space is being used for PAAS and IAAS. Also, some colo houses don't want to sell colo any more because there is more cash in xAAS. (Or so they say.) I have seen that trying to find single rack colo slots are getting more difficult. Personally, I thought that when Amazon, Facebook, Google and others built their data centers, a lot of space would be opened up in other data centers. 

The other issue with colocation is that Equinix, InterNAP and now Savvis have cut the channel out of selling their space. Other data centers - like Vegas' SwitchNAP - are difficult to deal with. That kind of affects colo sales, too.  Luckily, ViaWest and TELX are still agent friendly.

Code 42 Software, a cloud backup service named Crashplan, got $52M in funding from Accel Partners. It seems a massive amount of funding for an online backup company.

Is 5G around the corner? Heck, most of the US is still in 2.5G-3G land.   

Read more... [End Caps]
 
Woes: AT&T, Spectrum, Yahoo, RIM
On Rad's Radar
Tuesday, 17 January 2012 12:16
How badly does AT&T need spectrum now that the T-Mobile deal is dead? According to analysts (who are likely just trying to get press and pump up some stocks so they can make short term gains), AT&T has to make a move soon.  T-Mobile does too.

I find this interesting because AT&T and T-Mobile are sitting on spectrum that they have not deployed. If you needed it that bad, you would use what you have - at least for now.

Let's look at Clearwire as a 4G wholesaler. Clearwire has a ton of spectrum - not all of it deployed obviously, because they need money badly to operate what they have deployed and to build out the rest of their nationwide network. T-Mobile could partner with Clearwire for 4G.

T-Mobile could also outsource their 4G network to someone like Nokia Siemens (NSN). 

There is also Lightsquared. Oh, wait. The DOD kind of put the nix on that idea.

That must be why the analysts are bullish on DISH - and AT&T buying DISH. As a bonus, AT&T gets satellite TV and Blockbuster. That must be to counter Verizon buying Netflix.

MetroPCS and Leap are still in play in the bankers world of M&A. In the past, these two have had failed merger attempts, but this is a new dawn. Meanwhile, MetroPCS, which wanted to buy leftovers from the AT&T-T-Mobile merger, is saying that they could use Clearwire spectrum, too. Well, sign a wholesale agreement, Mr. Lindquist.

Today, we have both the FCC and CTIA stating that consumers will require 500 MHz of spectrum for bandwidth usage in the future. What they are really saying is that all spectrum will belong to 4 companies for all reasons - radio, TV and cell. You watch.

Comcast bought NBCU. Most MSO's own sports channels like MSG and YES. If Clear Channel, the mouth of Bain Capital's former managing partner (Romney), goes BK in 2014 as predicted, it won't be long before the radio, TV, news and cell are all owned by 4 companies: ATT, VZ, Comcast and Cox. That's my prediction by 2015.

in other news:

Jerry Yang, Yahoo's co-founder, has quit all positions at the company. This move comes as Wall Street is rattling sabers about selling yahoo off in pieces - even though PayPal's Scott Thompson just signed on for the top job at the struggling search company.  Thompson has a big job on front of him. Let's hope that Yahoo! isn't the next Kodak.

Another troubled company, RIM, maker of my Blackberry, reportedly is in talks to sell to Samsung, HTC, or anyone.

Oh, yeah, one more rumor: Sprint merging with T-Mobile after buying Clearwire.

Read more... [Woes: AT&T, Spectrum, Yahoo, RIM]
 
What is it with Agents and the Web?
On Rad's Radar
Monday, 16 January 2012 07:48
When I skim through telecom websites, it is pretty obvious that most telecom companies - agents, masters, VAR's, carriers, ITSP's, ISP's - don't really give the web any love.

The websites are rudimentary - many without an update in the last two years. A majority are filled with marketing buzz speak that does not clearly (and concisely) tell the audience what they do or sell. Why? You have 8 seconds to load a page and tell your story before people bounce. Page views are a nice statistic to chart, but at the end of the day, it is all about leads.

Another thing: what's with Agents not having a Linkedin profile at all or a partial profile? LinkedIn gets indexed by Google nicely. Having a complete profile (with picture) gives you access to possible prospects and partners.

We live in an age where everyone Googles you. If they do, what will they find? If your prospects find incomplete or useless information, you lose credibility. No sale without credibility.

It strikes me as funny that people selling INTERNET, don't appreciate Internet marketing.

Read more... [What is it with Agents and the Web?]
 
Thought of the Day
On Rad's Radar
Friday, 13 January 2012 11:00

In what other business industry would make it so flaming difficult to give revenue to?

CenturyLink just issued Channel Rules of Engagement (part II): "CenturyLink Channel Alliance, in conjunction with the Savvis Alliances partner program, has developed Phase II of the Savvis-CenturyLink Rules of Engagement (ROE). The attached Phase II ROE document identifies six unique customer types and outlines business rules for each selling scenario." Don't ask because I am still scratching my head to understand it.

AT&T has made it incredibly difficult to sell services in the former RBOC areas - SBC, Ameritech, BellSouth, etc. Even for its own direct reps.

VZB is renewing its commitment to the Channel and is revamping its Verizon Indirect Sales Partner (VISP) program.

It's kind of like an abusive relationship sometimes. "Honey, I'm sorry I hit you and kicked you out of the house. I won't do it again. I promise."

Read more... [Thought of the Day]
 
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