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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
Nice Folks at FusionTel
On Rad's Radar
Monday, 28 September 2009 13:46
Lots of parties last week at Channel Partners Expo. It seems like it is almost 2003 again. So back to the Delano we went with FusionTel. FusionTel wanted to make a splash by having a party at the Delano. It worked about 60 people showed up at 4:30 to have a few drinks and chat.

I got to start a conversation with their President, but we didn't get to finish it. I did get to chat with Stacy Conrad, Senior Director of Partner Sales, about agents selling their Hosted VoIP service. The latest story is about an agent who sold their service.

The vertical was Healthcare. Fusion was sold because the customer, who is based in Massachusetts, was opening a new site in California and needed the combo pack - phones and Internet service. The agent presented the customer with the concept of trying Hosted VoIP instead of buying the traditional phone service and on-premise PBX. 

The value proposition that FusionTel presents is lower up front cost (CAPEX) as well as enhanced features. But the sales trigger was likely the ability for the receptionist in Mass. to also answer calls for Cali. and transfer calls for free via extension dialing. This freed the company from needing a receptionist in CA. 

"We differentiated ourselves by our expertise, our professional on site installation, and our competitive pricing," Stacy Conrad remarked.
Read more... [Nice Folks at FusionTel]
 
Telecom Billing Issues
On Rad's Radar
Friday, 25 September 2009 12:22
I moderated a panel on Telecom Billing Issues at Channel Partners this week. It was a full room. Apparently, one or two people thought it was too hard on the carriers (or I was too hard on a carrier). 

If you have been in telecom for more than a year (and have any voice customers) then you know that there are billing issues. Heck, even on simple IP or transport bills there are errors and surprises. And by surprises I mean line items that aren't obvious.

One carrier in the audience to offense to some of the panel discussion, but what it boils down to is that they don't charge what it costs to deliver a minute of service. The numerous extra line items (other than legitimate federal, state, county and city taxes and USF fees) are just ways to make a profit - but confusing the customer. As I said on the panel, if it actually costs 4 cents to deliver a call, why not just charge 4 cents instead of quoting 1 cent then adding $80 in additional charges? 

Airlines are the only ones nickel and diming the consumer.
Read more... [Telecom Billing Issues]
 
Thoughts about UC
On Rad's Radar
Friday, 25 September 2009 05:40



Just some rambling thoughts on UC as I prepare for a session at Broadsoft Connections. Comments?
Read more... [Thoughts about UC]
 
Pouring Billions
On Rad's Radar
Monday, 21 September 2009 10:33
The WSJ has an article titled, "AT&T, Verizon Still Pouring Billions Into Mobile Networks". It notes that cellcos have already spent billions upgrading their networks to 2.5G and 3G -- and now will spend billions more on 4G.

In addition, both companies are also dumping billions into International routes, domestic broadband networks, and their respective triple play networks, U-Verse and FiOS. 

On top of that, both companies have been acquiring companies, like Alltel and Centennial. Ummm, how are they not toppled over in debt? 

These companies have felt intense pricing pressure from cable companies as well as T-Mobile and Sprint. Customer Acquisition and Retention costs have to be high, even as ARPU remains about the same. Debt costs more right now. Wireline income has been declining for at least 4 years.

Where's the money coming from?
Read more... [Pouring Billions]
 
Hulu Killed the TV
On Rad's Radar
Wednesday, 16 September 2009 06:47

As stated previously, as telcos spend billions to deliver TelcoTV to the masses, the masses decided they don't want it.

The cellular companies want to deliver some kind of TV content exclusively to their uses. This makes no sense because these guys bitch a storm when you actually use your EVDO/High speed Internet card, but streaming video to my handset is fine? Schizophrenic much?

Also, these same companies - ATT and VZW - are building out telco TV networks and 4G networks. Can you say redundant billions?

Why they didn't just stick with the satellite TV partnership instead of their current play is beyond me. On top of all this fiber and VDSL deployment, there are head-ends, set-yop boxes, ONT's, and disappointed customers everywhere. Plus they have to fight with cable for access rights to sports networks. Oh, and DirecTV and DISH have sweet DVR software. Others not so much.

But does it matter? No. Because people are moving to the Internet as their home entertainment network. Hulu, NetFlix, DirecTV, Joost, and so much more.

So it becomes a fight to be the best dumb pipe to the home - at an ever increasing customer acquisition cost due to a flat market that requires taking customers from each other. 

Here's the latest Report: TV Networks Should Be Afraid -- Very Afraid -- of Hulu. Even the TV Networks are in trouble. They will need exclusive content to keep viewers, because Content is still King.
Read more... [Hulu Killed the TV]
 
But It's In the Tariff!
On Rad's Radar
Wednesday, 16 September 2009 05:49
I've been trying to order Dry Fiber out of the AT&T Southeast FCC Tariff # 1 for over a month.

The Service Inquiry used to be manual paper - now it is a system called NSS. No idea how to access that system. 

I tried to order it through the Channel. It is not on the commission schedule so my Channel Manager wrote me, "We need to concentrate on products we get paid for, dry fiber is not one of those products."  So nevermind helping the customer.  Or sell product and bring in some revenue. Or that the customer has a huge spend with AT&T already. (Or that I just need an SI done - nothing more).

Product Management indicated that AT&T is no longer offering the Dry Fiber product. "The product was removed once the merger between AT&T & Bellsouth took place." But that is erroneous as the following filings will prove.

BellSouth filed to discontinue Dry Fiber service in July 2007 (see letter PDF here). Then AT&T filed with the FCC to withdraw its Section 63.71 application seeking to discontinue its provision of Dry Fiber service in Jan. 2008 (see letter PDF here). It currently is written into the FCC Tariff # 1 as 4-strand fiber transport (see PDF Tariff here).

Next it's over to the CLEC side of the house where the Wholesale account rep says that she only handles UNE. The other Wholesale rep handles FCC tariff items, but not a word out of her yet. 

My big problem is that this service is listed in the tariff. It shouldn't be that hard to order service. 

Next step for the client is a phone call. Either to call a telecom attorney (either Kris Twomey or Jonathan Marashlian); or to call the FCC Wireline Competition Bureau (202) 418-1500.
Read more... [But It's In the Tariff!]
 
Why Use Social Media?
Marketing Idea Guy
Wednesday, 16 September 2009 04:42
UTB Social Media Seminar from Zack Koczanski on Vimeo. From the Upper Tampa Bay Chamber of Commerce and BOSS Social Media seminar: Does Your Business Belong in the Game?

Read Full Article
 
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