David Byrd : Raven Call
David Byrd
David Byrd is the Founder and Chief Creative Officer for Raven Guru Marketing. Previously, he was the CMO and EVP of Sales for CloudRoute. Prior to CloudRoute, He was CMO at ANPI, CMO & EVP of Sales at Broadvox, VP of channels and Alliances for Telcordia and Director of eBusiness development with i2 Technologies.He has also held executive positions with Planet Hollywood Online, Hewlett-Packard, Tandem Computers, Sprint and Ericsson.
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There is Nothing Neutral about Net Neutrality

Not surprisingly, the FCC, under its new chairman, Ajit Pai, is pursuing the elimination of net neutrality rules established by Tom...

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If Starting Today as an Agent

If I was starting my telecom agency today, what would I do? When I started in 1999, I was selling basically...

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The Rise of AI in Communications

Data, Data everywhere but not a byte to thinkData, Data everywhere buy why are the bytes not linked? As economical compute power...

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ITW - Will There Ever Be A Return To The Good Ol' Days?

International Telecoms Week (ITW) is where all the interconnect carriers come to work out minutes exchange pricing and routes.   Dialogic has had a...

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What The U.S. Tax Code can Learn From Ransomware

U.S. citizens in Little Rock Arkansas pay the same federal income tax as those in New York and Beverly Hills - even...

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Like Cars in the 1950s

Did you know that from 1920-1960 there were hundreds of US auto manufacturers? Then it collapsed to just 5 - Ford,...

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The Red Velvet Rope

Popular nightclubs have a red velvet rope next to the line outside. Outback Steakhouse did better when there was a line...

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There is Nothing Neutral about Net Neutrality

May 17, 2017

Not surprisingly, the FCC, under its new chairman, Ajit Pai, is pursuing the elimination of net neutrality rules established by Tom Wheeler, the prior FCC chairmen. This is consistent with the Yin/Yang practices of the two political parties, where policies swing from one end of the spectrum to the other, where each sees a problem from a different perspective. Pai is wrong to reverse the rules, however, modification could result in improvement.

Conceptually, net neutrality is simple.

Three Branding Lessons Courtesy United Airlines

April 19, 2017

Quite a few of the talking heads are discussing the latest situation with United Airlines as creating significant damage to their brand. I wonder if they understand that there are multiple dimensions to a brand. 

United’s brand, like most brands, is defined by static and dynamic elements. We will examine three dimensions of branding in this blog.

The Sales Killer is Ambiguity

April 6, 2017

Years ago, IBM created a sales technique that we refer to as FUD or Fear, Uncertainty, and Doubt. The tactic was not to promote sales, but to hinder or slow sales. At the time, IBM was not considered a technology innovator and its competitors often came out with products that were more advanced and cheaper. IBM's defense was to either delay the purchase decision until they could improve their product or create unease with making a vendor change for the buyer.

Multivariate Testing

March 23, 2017

Perhaps, the least discussed, least understood and possibly the most valuable form of marketing analysis are the multivariate techniques. Most marketing professionals emphasize and discuss A/B testing. It is applied to many outbound and inbound marketing tactics such as email subject lines, landing page titles, call to action text and buttons and various marketing automation campaigns. However, A/B testing does not address the more complicated marketing questions where the overall approach to audience receptivity is called into question.

Network Function Virtualization at IT EXPO

February 28, 2017

The second panel that I moderated during IT Expo was “How Network Function Virtualization (NFV) is Reshaping Managed Services in the 21st Century“. The panel members from Versa Networks, mTusker and Oracle, not surprisingly, were quite expert in their understanding of NFV. its current state as a product, industry participants, launch timing and potential adoption rates. NFV is closer to reality than I suspected as the standards and testing have proceeded in a deliberate fashion.

Marketing and Selling Hosted Communications in 2017

February 22, 2017

Hosted Communications with Unified Communications (UC) has been around for a number of years and, in most circles, it is considered an acceptable and useful solution. However, last week I listen to some continue to express difficulties that they had positioning and installing hosted communications and UC solutions. I certainly want to think the IT Expo panel participants from Xact Communications, Skyswitch, Sotel and CoreDial for providing their industry experience and expertise. Interesting, the bulk of the conversation was spent on subjects that for many of us have become old hat.

NFV, SDN, SON, VFN, SD WAN... Networking Alphabet Soup

February 6, 2017

NFV, SDN, SON, VFN, SDN; these things are confusingly complicated but point to one common and very simple future. A future leveraging the power of the cloud. A future where the user receives the benefit of new features and applications at a much faster rate, much cheaper, and with some level of customization so that every user experience can be unique. Moreover, with cloud oriented networks security can be increased so online and mobile transactions can be better monitored to ensure the identity of the user or purchaser.

Avaya Potential Bankruptcy is due to the Cloud

January 25, 2017

It was with great interest that I read the story of Avaya’s spending bankruptcy. The first thought that I had emanated from the summary of the story which stated that the owners of Avaya were having difficulty meeting the debt payments that they had incurred in purchasing the company. Avaya was purchased by Silver Lake and TPG Capital for $8.3 billion in 2007. The intent was to grow the company and take it public.

AB Testing should not be "Ready, Fire, Aim"

January 19, 2017

Although it seems that the world moves at a lightning pace, the best things are still done after some thoughtful research, planning and excellent execution. 

A/B Testing (also known as split testing or bucket testing) is a method of comparing two versions of a webpage, email or app against each other to determine which one performs better. For too many marketing people it has become an acceptable path to developing digital marketing and inbound marketing campaigns.


The simple concept behind A/B testing is to evaluate landing pages, emails and other digital lead generation elements by altering design, content or subject lines to improve conversions. After altering the lead generation elements, the conversion rates are compared and the best performing version is used to communicate with the larger number of prospects.

The Final Step to Marketing Excellence: Step Seven - Sales Qualified Leads

January 10, 2017

The Seven Steps to Marketing Excellence are:

  1. Strategy
  2. Product
  3. Markets
  4. Brand
  5. Communications
  6. Lead Generation
  7. Sales Qualified Leads

Sales Qualified Leads

The Marketing and sales funnel is most effective when buyers move from one buying phase to the next; inquiries to leads, leads to Marketing Qualified Leads (MQLs), MQLs to Sales Qualified leads (SQLs) and SQLs to closed business. 

Moving buyers through each phase requires more than cold calling, advertising or digital marketing alone. If the objective is to build robust and growing sales pipelines with sales qualified leads, then the information communicated must progress in depth and relevance as the buyers moves from the inquiry phase to purchasing. This is referred to as lead nurturing.

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