June 2008 Archives

Virtual Private LAN Service - service for Virtual Private Networks By Thomas B. Cross - TECHtionary.com

The animated presentation can be found at: http://www.techtionary.com/podcasts/vpls/

Here is the translation of those acronyms into "no-tech" English. Virtual Private LAN Service allows customers to create VLANs-Virtual Local Area Networks in a metro network or global network using IP-Internet Protocol MPLS-Multi-Protocol Label Switching or VPNS-Virtual Private Network Service. In CEO talk, this means you can connect all the branches in the same city without costing a lot and cities elsewhere "almost" as easily. In the animated presentation, you will see the differences between VPLS and VPNS. There are many others including training, availability, diversity, DR-Disaster recovery, application such as hub-spoke versus mesh networking and others. Check with your provider as YMMV-your mileage may vary.

To begin with, let's see the basic concept behind LAN switching. LAN switching is a Layer 2 (Datalink) concept of switching rather than routing which takes place at Layer 3 (Network). In LAN switching all packets are "flooded" to all locations until they find their destination. Nice idea if you have only a few sites. Originally known as TLS-Transparent LAN-local Area Network Service, Metro-Ethernet, Ethernet Private Line and now often called VPLS-Virtual Private LAN Service, here are some reasons why you should consider this service.
First, it is easy-to-implement with plug-and-play installation.
Next, LAN Switches are cheap.
Third, VPLS provides very flexible BOD-bandwidth on demand options.
Fourth, it is a great solution for same-city customers with many locations.
Here are some reasons against: First, it doesn't grow or scale well to tens of sites and hundreds of users. Second, faster bandwidth doesn't provide QoS or solve flooding of packets due to large applications.

In Layer 3 routing, only the packets that are destined for the other location are sent. That is, packets are routed based on the destination IP address.
Here are some reasons for routing: First, it scales or grows essentially infinitely for customers with domestic and global locations.
Second, routing supports all kinds of IT systems new or legacy.
Third routing provides higher security.
Reasons against routing: First, there is a high cost with routing and routing will always be more expensive than switching.
Second, routing is complex to manage.
Third, routing requires very knowledgeable and technical staff.

I didn't forget VPLS, just needed a minute to get through the basics. VPLS uses MPLS to provide the "seamless" connections for VPLS. Shown in the presentation is the IP-Internet Protocol packet before and with the MPLS "label" attached or "tagged" on as it was originally called. MPLS consists of four elements, label bits, experimental bits, a stack bit and TTL-Time-To-Live bits which indicate the number of Label Switch Routers passed. Shown here is the "multi-protocol" part of MPLS and how it works with the other major networking protocols such as ATM, Frame Relay, Ethernet and others.

As shown in the presentation MPLS is used to connect locations and VLANS together.
In the next slide are the three key access topologies - ethernet-line for two sites, ethernet-LAN for three or more sites and ethernet-access for VPN/internet. This makes implementation and configuration of VLANS really simple.

WHY VPLS - Summary Here are a few business reasons: - Extends LAN infrastructure easily - Expands metro-net to global-net - Migrates Frame Relay to MPLS - Utilizes "pseudowire" approach - Needs "mesh" connections - Connect call centers via SIP - Provide DR-Disaster Recovery for data centers - Seeks greater customer (less carrier) control - Has multi- and broadcast traffic - Building a CDN-Content Delivery Net - Building an overlay multi-carrier network.

VPLS-Virtual Private LAN Service is going to be a great solution for any customer with more than location.

This presentation is also included in TMC University special course on Microsoft OCS-Office Communications Server at ITexpo.com. For more go here: http://www.tmcnet.com/voip/conference/west-08/tmc-university-microsoft-ocs.htm

This presentation is also included in online/onsite courses SIP 2.0c and for OCS-101 Office Communications Server per person (volume and site license discounts available). Discounts are also available to members of the SIP Forum and MS Partners. For customizing, special discounts, website animations, technical/sales training, technical writing and other services, go to http://www.techtionary.com or please call Tom Cross at 303-594-1694 or cross@gocross.com.

Here comes the next-generation of CENTREX or what we as old telephone folks called it CENTRal office EXchange service. Oh, the memories. Now the game gets serious with the full power of Microsoft entering the telephony business. Microsoft Solution for Hosted Messaging and Collaboration (HMC) 4.5, a fully hosted unified communications solution with Nortel, and new hosted email offerings from Concentric. Here are key highlights of the announcement:

- Microsoft HMC-Hosted Messaging Collaboration Version 4.5 offers service providers a robust platform to deliver integrated, streamlined communications services to SMBs. A number of partners are working to enhance the HMC 4.5 platform, including BroadSoft Inc., Ensim Corp., ExtendASP, implement.com, Nortel, Parallels, Planet Technologies and Sylantro Systems. These partners have built solutions which range from delivering advanced voice capabilities to empowering end customers with hosting automation tools, as well as developing consulting practices for solution deployments, upgrades and further innovation/customization.

- Nortel is delivering HMC 4.5 resulting in a fully hosted carrier solution that delivers a unified communications experience to SMBs.

- Concentric, a large-scale e-mail service provider is deploying Microsoft Hosted Exchange to combine the productivity benefits of Microsoft Exchange Server 2007 and Microsoft Office Outlook with its enterprise-class applications hosting platform. Concentric will offer new hosted e-mail service offerings for small and medium-sized enterprises.

If you are looking for an end-game for traditional telephony, then here you go.
Maybe it's time for the game to change anyway! I still miss my "crossbar" switch. If you are interested in CENTREX and telephony, you can still see all that at http://www.techtionary.com including images of traditional and next-generation crossbar switches.

osi-blog.swf

To understand the OSI-Open Systems Interconnection model one needs to understand that models and standards are used in all industries to create the means to work together called interoperability or in this case, communicate together whether for voice, video, data or any other media. The OSI model touches IT, VoIP/SIP, Security, jacks, cables and every other aspect of our lives, so understanding it in the information technology world is as important as breathing.

Starting with the Physical Layer 1, shown here are the tracks that railroads use to support the trains and boxcars. In the telecom world the tracks are DSL-digital subscriber lines, business lines and trunks, T-1-Transmission Layer One circuits and optical fiber circuits that support streams of digital bits.

Moving up to Layer 2, the Data link layer is where trains, boxcars or in the telecom world, packets are formed. There are literally hundreds of types of data packets such as Ethernet, Frame Relay, ATM, and SCADA as there are types of railroad boxcars. Each data packet format was created for a unique function. In this analogy, we want to show that the train or box car carries the data from one destination to another.

Before we move ahead, let's review two key concepts - routing versus switching
In switching all packets are "flooded" to all locations until they find their destination device. Originally known as TLS-Transparent LAN-local Area Network Service and now often called VPLS-Virtual Private LAN Service, here are some reasons why you should consider this service for your customers: First, it is easy-to-implement with plug-and-play installation. Next, LAN Switches are cheap. Third, VPLS provides very flexible BOD-bandwidth on demand options. Fourth, it is a great solution for same-city customers with many locations. Here are some reasons against: First, it doesn't grow or scale well to tens of sites and hundreds of users Second, faster bandwidth doesn't solve flooding of packets due to large applications.

In routing, only the packets that are destined for the other location are sent. That is, packets are routed based on the destination IP address.
Here are some reasons for routing: First, it scales or grows essentially infinitely for customers with domestic and global locations. Second, routing supports all kinds of IT systems new or legacy
Third routing provides higher security. Reasons against routing: First, there is a high cost with routing and routing will always be more expensive than switching. Second, routing is complex to manage. Third, routing requires very knowledgeable and technical staff.

Now back to the OSI Model, using train metaphor, one key but subtle point is that the packet carries the data without knowledge of the location of its ultimate destination. The knowledge about what routes to take comes from Layer 3 or the Network Layer where routing occurs. Simply, a router supports different protocols or train cars, different routes and different speeds or bandwidth. Importantly, the Network Layer 3 provides routing functions that determine how, when and if a data packet will be sent at all. Again, without going into all the details about firewalls, firewalls operate primarily at Layer 3 controlling incoming and outgoing IP-Internet Protocol packet transmission.

Transport Layer 4 is used to provide reliable confirmation of the packet. Much like when you sign for a FedEx or UPS package, you are confirming receipt of the package. This type of confirmation or protocol is the function of TCP-Transmission Control Protocol which you will see in detail in a few minutes. However, like normal first class mail, UDP or User Datagram Protocol guides the IP-Internet Protocol packet to its destination without confirming receipt.

At Layer 5, the Session Layer additional functions provide for maintaining the connection, in simple terms, logging in and logging off functions.

At Layer 6, the Presentation layer, data is being organized and processed for "presentation" to the user.

At Layer 7, the Applications layer, the user interface and data input such as typing your email or submitting figures in a spreadsheet or database is controlled. As you can see each layer has unique and distinct functions. And for the record, error checking is done at every layer. That is, quality control checks are needed to make sure that the cables are plugged in corrected at Physical Layer 1 all the way up to the Applications Layer 7 where you see and touch the data.

In summary, the OSI model is more than an architecture or framework for IT and communications but a way of life in organizing systems and services efficiently and effectively.

This and more than 3,000 other tutorials can be found at: http://www.techtionary.com.
This presentation is also included in TMC University special course on Microsoft OCS-Office Communications Server at ITexpo.com. For more go here: http://www.tmcnet.com/voip/conference/west-08/tmc-university-microsoft-ocs.htm


This presentation is also included in online/onsite courses SIP 2.0c and for OCS-101 Office Communications Server per person (volume and site license discounts available). Discounts are also available to members of the SIP Forum and MS Partners. For customizing, special discounts, website animations, technical/sales training, technical writing and other services, go to http://www.techtionary.com or please call Tom Cross at 303-594-1694 or cross@gocross.com.

Security Planning Guide for VoIP-SIP-ITP Networks
This is a special CTA-Colorado Telecommunications Association Convention Seminar by Tom Cross entitled "SIP: Threat or Opportunity."
The seminar will be presented Monday, July 28, 2008 from 1:30 to 4:30 p.m. at the Estes Park Holiday Inn and Convention Center. The price is $99 per student, payable in addition to your CTA convention registration. Go to http://www.colotelecom.com

Security Checklist provides the means for customers planning, implementing and expanding to "get security smart" with guidance, ideas and tools. With fifty concepts for review, the SIP Security Checklist is vital to anyone doing VoIP/SIP for network solutions and premise-based implementations.

"SIP Security Checklist is vital to every organization as VoIP/SIP is new and new approaches to security are important to understand how and where attacks will come from. Coupled with the Troubleshooting Guide and QoS primer, the SIP/OCS courses are without peer from any source." noted Paul C. Daubitz - President - ATI-TeleManagement (a professional management consultancy).

"Frankly providers of SIP network solutions and those with premise equipment such as Avaya, Cisco, Microsoft, Nortel and others have largely left SIP security planning to the customer to figure out. VoIP/SIP attacks are also increasing but product vulnerabilities are also on the rise with a report this week by Cisco that 'Cisco Unified IP Phone models contain multiple overflow and denial of service (DoS) vulnerabilities.' The SIP Security Checklist is not just a do-it-once review but a planning guide for ongoing daily security protection," noted Matt Jolly CTO.

This special executive seminar will provide a business and technical guide to Session Initiation Protocol, the signaling technology that is revolutionizing the way communications services are provided. For details, and a course outline visit http://www.techtionary.com/techu/cta.

NOTE: Registration is separate but can be billed with your CTA Event billing.
For further information contact Tom Cross at 303 594 1694 or cross@gocross.com.

TECHtionary.com today announced an executive briefing "road show" on SIP: "Thread or Critical Business Tool" in Denver next week. Some of the key seminar highlights are:
- Top-10 Critical Technologies to SIP, Steps to Successful SIP Implementation,
- Diagnosing & Tools for Troubleshooting SIP Networks with more than 30 Common Problems and Solutions,
- SIP Technology - Indepth,
- SIP Security - "Best Practices,"
- Reality Check 50-Point Comprehensive SIP Security Checklist,
- SIP Security Architectures, - SIP Class of Service & Quality of Service,
- SIP Applications and Future Outlook,
- Microsoft's OCS-Office Communications Server "Game Plan" with IM-Instant Messaging, Web conferencing, desktop video conferencing, media gateways and telephony, and other topics.

For complete details, course outline, go to: http://www.techtionary.com/sip/roadshow/ "This intensive executive briefing is vital to all organizations evaluating SIP/VOIP solutions and a must-attend for an organization using Microsoft platforms," noted Tom Cross - CEO TECHtionary.com.
The next date for the course is: June 26-27 - Denver - Westin Westminster

For complete details, course outline, pricing and other options, go to: http://www.techtionary.com/sip/roadshow/ Course is $495 per person. $395 per person for SIP Forum-Full members and MS Channel Partners. Group discounts and other options are available. Course is free for registered channel partners - terms and conditions apply - go here for details http://www.techtionary.com/techu/. This course is available for onsite delivery anywhere onsite, online or via webseminar.

New Public Seminar Course Schedule for New CompTIA Security+ (2008 Edition) Certification Prep
Get Prepared Now for New Security+ Exam Coming in October

TECHtionary.com today announced public classroom "exam cram" sessions for the new CompTIA Security+ (2008 Edition) Certification Prep Course. "CompTIA will be using the 2008 Security+ version starting in October, this class will get you ready for the new version," noted Tom Cross. "Other Security+ course providers are developed by and taught by instructors who do not have Security+ certification," Cross added and course developer who holds Comptia Security+ certification and Pearson Vue Certified Test Administrator and other certifications. Here is the current schedule of public courses:

- July 14-16 - Denver - Westin Westminster

- August 11-13 - Denver - Westin Westminster

- September 21-24 - Denver - Westin Westminster

- October 13-15 - Denver - Westin Westminster

- November 3-5- Denver - Westin Westminster

- Denver 8-10 - Denver - Westin Westminster

Fees are $1495 per person. Military, DoD, federal, state, local and educational discounts are available. Group discounts are available. Compare to other courses which are twice the price. In addition, students will have access to the online version for six month afterward and access to private tutoring at no additional charge. Private classes are also available for five or students. To register email cross@gocross.com or call 303-594-1694.
For complete course outline, go to: http://www.techtionary.com/press/security/

New CompTIA Security+ (2008 Edition) Certification Prep Course

Critical Course for DoD 8570 Program - Onsite & Online Available Now

BOULDER - June 13 - TECHtionary.com today announced a new CompTIA Security+ (2008 Edition) Certification Prep Course. Available onsite starting July 1 and online shortly afterward, this course covers the key critical areas for security planning, risk, management and implementation. Some of the course major topic areas include: systems security, network infrastructure, access control, assessments & audits, cryptography, organizational security and other topics. In addition, "we have added a number of practical tutorials to help students really understand the practical areas of network, IT, VoIP/SIP, business security and resiliency," noted Tom Cross TECHtionary CEO and course developer who also holds Comptia Security+ certification. "In addition, this course is critical to any DoD 8570 program which includes any full- or part-time military service member, contractor, or local nationals with privileged access to a DoD information system performing information assurance (security) functions -- regardless of job or occupational series," Cross added.

Professionals can prepare for testing through the use of the many iPod/iPhone format tutorials to learn on the go and anytime they want to whether waiting at the airport or a customer's office, driving down the street or riding on the bus/train/plane," Cross added. As a leading security expert Matt Jolly said, "The TECHtionary Security+ course takes training to a new higher level. For example, there is nothing like the animated security tutorials available anywhere or from anyone. For the channel partner or customer, this course provides critical insights for successful implementation and management. For the security administrator, the tutorials and easy to use interface speeds learning allowing viewers to grasp complex concepts faster than ever before. With this course, security providers can rapidly accelerate the learning process for their channel partners which in turn accelerate revenues. Now is the time for users and providers alike to make this security course an integral part of their business operations."

For a complete course outline, go to: http://www.techtionary.com/press/security/

For more information and booking, call Tom Cross at 303-594-1694 or cross@gocross.com. Tom Cross also writes a blog for TMCnet available at: http://blog.tmcnet.com/cross-talk.

Proven to Speed Sales, Reduce Costs & Increase Customer Satisfaction

BOULDER – June 11 – TECHtionary.com today announced a new series of podcast tutorials with a dozen titles. These podcasts are available in Flash (.swf), Quicktime-iPod/iPhone (.mov, .mv4) and audio (.mp3) multi-media formats. “These tutorials make advertising, sales training, marketing communications, technical and channel partner education available on the most-widely used devices in the world such as Apple’s iPod/iPhone,” noted Tom Cross CEO TECHtionary.com. “It gives access to users who are time-constrained, mobility-driven and performance-pressured in today’s ruthless business world. Professionals can learn on the go and anytime they want to whether waiting at the airport or a customer’s office, driving down the street or riding on the bus/train/plane,” Cross added. 

As a leading technical expert Matt Jolly said, “TECHtionary media animations provide a “pictionary” approach to many common support questions for customers who speak any language.  This reduces the number and length of calls reducing provider’s expenses considerably. Next, it gives providers the ability to scale their business cost-effectively while maintaining even increasing customer satisfaction.  In addition, TECHtionary animations provide the means to train agents and customers alike rapidly and easily. These been proven to reduce the delay in decision-making on the part of the customer, thereby accelerating revenues and reducing the customer sales cycle.”
 
Here is a list of the multi-media tutorials available: 
 
- SIP “How It Works”
- SIP Basics
- SIP Event Notification
- SIP Trunk Replacement
- SIP & QoS-Quality of Service
- SIP Applications & Future Outlook
- SIP & TCO-Total Cost of Ownership
- SIP Disaster Planning
- SIP Virtual Tie-Lines
- SIP Security
- SIP SRTP-Secure Real-time Transport Protocol
- SIP “Open Standards”
 
Tutorials are available for customizing. All these tutorials are part of OCS-101 and SIP Essentials 2.0c available in the onsite and online courses. The online version is $299 for SIP 2.0c and for $499 as part of OCS-101 Office Communications Server online version per person or less with discounts. Discounts are also available to members of the SIP Forum. Join and support SIP Forum activities at www.sipforum.org.
 
Special Events Announcement: 
 
All these tutorials are available as part of:
- TMC University - One-day Introduction to Microsoft OCS - Tuesday, September 16, 2008
SIP-Tips Podcast - SRTP-Secure Real-time Transport Protocol – Voice Authentication and Encryption 
By Thomas B. Cross – Techtionary.com
 
This tutorial is designed to help understand some of the inner workings of key issues related to SIP-Session Initiation protocol. The details of the SIP session, such as the type of media, codec, or sampling rate, are not described using SIP. Rather, a SIP message contains a description of the session, encoded in some other protocol format. One such format is the SDP-Session Description Protocol (RFC 2327).   Within the SDP message are descriptions such as Session Description Protocol Security Descriptions (SDES) for authentication and encrypted media streams used with SRTP-Secure Real-time Transport Protocol (RFC-3711). 
As shown in the animated tutorial, SRTP is referred to as a "profile" or extension of RTP/RTCP and provides security services for both protocols.   SRTP is also a "bump or shim (wedge) in the stack" referring to the OSI-Open Systems Interconnection Model implementation. That is, SRTP resides between RTP-Real-time Transport Protocol and RTCP-Real-time Transport Control Protocol found Application Layer 7 and UDP-User Datagram Protocol in Transport Layer 4. 
SRTP works by intercepting or "bumping" RTP packets and then forwards an equivalent SRTP packet on the sending side, and intercepts SRTP packets and passes an equivalent RTP packet up the stack on the receiving side.   The “key” to SRTP is the Authentication Tag and the Master Key Identifier. The Authentication Tag provides authentication of the RTP header and payload. That is, if both encryption and authentication are applied, encryption is applied before authentication on the sender side and conversely on the receiver side. The MKI-Master Key Identifier identifies the master key from which the session key(s) were derived that authenticate and/or encrypt the particular packet. SRTP uses two types of keys: session keys for the content and master keys like the lock on your door.
 
One example of authentication is MD5-Message Digest 5 which is a 128-bit "digital code." MD5 is one of many "hash" algorithms used in SSH-Secure SHell, SIP-Session Initiation Protocol, Java and other systems. Other hash algorithms include CRC-Cyclic Redundancy Check and SHA-1 Secure Hash Algorithm.    Hash comes from "corn-beef hash" or ground up beef which is created from private or public encryption creating unreadable code characters with a nonce (time stamp or other randomly generated code or word).
 
This free presentation is produced and presented by TECHtionary.com and is available in Adobe Flash (.swf), Quicktime (.mov), audio-only (.mp3) and iPod/iPhone (.mv4) formats for download at: http://www.bizcastingonline.com/educate/media/podcasts/strp for the next week.
 
 when it will be removed unless you are part of the TECHtionary dealer program where there is no expiration. Podcast tutorials, animations and online courses are free to channel partners – see terms and conditions at http://www.techtionary.com/techu/
SIP Road Show, go to: http://www.techtionary.com/sip/roadshow/ Courses are free for registered channel partners - terms and conditions apply - go here for details http://www.techtionary.com/techu/
This course is available for onsite delivery anywhere onsite, online or via webseminar. This presentation is also included in TMC University special course on Microsoft OCS-Office Communications Server at ITexpo.com. For more go here:http://www.tmcnet.com/voip/conference/west-08/tmc-university-microsoft-ocs.htm
This included in online/onsite courses SIP 2.0c and for OCS-101 Office Communications Server per person (volume and site license discounts available).   Discounts are also available to members of the SIP Forum and MS Partners for $99 per student during June. For customizing, special discounts, website animations, technical/sales training, technical writing and other services, go to http://www.techtionary.com or please call Tom Cross at 303-594-1694 or cross@gocross.com
 
Economic Stimulus Package - SIP/VoIP - Quit Whining and Get On With It
Benefits of UC-Unified Communications Outweigh Delays or Risks
By Thomas B. Cross – Techtionary.com
 
Surveys say anything you want them to say.   In one of the latest surveys on VoIP/SIP it presented the “same old issues” with different percentages.  In regard to implementing VoIP/SIP, this survey said, “Some interviewed said high upfront cost of conversion is the reason to wait. Few would argue that the cost of email is not significant but the vast improvements in productivity, increased speed of business and critical business tool are without question. Regarding price, get over it – VoIP/SIP is indeed, in most situations more expensive but UC-unified communications is "priceless." That is, the user benefits extend the capabilities of email is many new ways. With new features found in OCS-Office Communications Server and other systems may be the most profound since the invention of the telephone and certainly far more pleasant than the “interrupt-driven” behavior we have in our offices today. Some of the other key benefits shown in the animated tutorial are to reduce complexity, cut costs, save time, enhance communications and the lower overall TCO-total cost of ownership. See the animated tutorial for the visual explanation:
 
Others said problems from a SPOF-Single Point of Failure, security, or increased network costs are the reasons to wait.” All good reasons to do nothing but no good reason to not do anything. The first issue I want to address is SPOF.    The animation explains the need for multiple redundant and diverse routed network solutions. See the animated tutorial for the visual explanation: 

You should have multiple redundant and diverse solutions without regard to VoIP/SIP; you should have them already as part of your disaster recovery program. Now for a humorous sidebar and contest.
 
Contest – In class I tell the true story of a “gotya” even with multiple levels of redundancy. Long ago, there was an unmarked building near the state of Colorado capital building in Denver which as you know is called the “mile high city.” This small building was one of the control centers for the western electrical power grid operated by the major electric utility in Colorado. The building had multiple communications network connections as well as up to three levels of lighting, air-conditioning, radio and other types of redundant systems for both the systems and the people. Of unique importance were triple levels of power protection with a direct feed to the city power generator, multiple aerial feeds and of course a UPS-uninterruptable power supply battery system and diesel powered generator. Now to the point of the story, one day there was a thunder storm which knocked out the aerial power, the generator was offline for maintenance and so the UPS turned on and fifteen minutes later the diesel generator went into operation. Around thirty minutes later the diesel generator died. Why did it die? This story is a lot more fun to tell in class because I give cool prizes for the answer and no one so far in telling this story to thousands of students has got it right. I was going to give you the answer but decided that I will give the winners, if any, free access to all our online classes and of course, public recognition in this blog. While this may not be the greatest prize, it will show others you have a good mind. 
 
Meanwhile back at the VoIP/SIP installation ranch. Next in regard to the issue of voice quality which keeps coming up over and over again. If people were so darn concerned with voice quality, then why do they talk so much on their pitiful cell phones which by definition may or may not voice and absolutely little or no quality. Lastly, from our research, one of the aching problems is the choice of either providing the user with a deskset hardphone or a PC softphone. Eliminating hardphones and going to softphones is, according to our survey, the greatest challenge usually overcome by UC/UM-Unified Communications Messaging. Remember the only person who really wants change is a "wet baby" so understand "pushback" is more about all the other IT changes you are "pushing" at them, than VoIP/SIP and a softphone. Go easy on the folks they are scared enough about losing their job.
 
So what are you really waiting for, it’s time for you to do your job now. VoIP/SIP systems are really cool, it will give you something to “crow about” and add more to your resume as there are more and more jobs for SIP implementers, managers and engineers.
 
If you are still afraid, take one of our classes and get really smart.
 
SIP Road Show, go to: http://www.techtionary.com/sip/roadshow/ Courses are free for registered channel partners - terms and conditions apply - go here for details http://www.techtionary.com/techu/. This course is available for onsite delivery anywhere onsite, online or via webseminar. You can also go to http://www.techtionary.com for more information.

This presentation is also included in TMC University special course on Microsoft OCS-Office Communications Server at ITexpo.com. For more go here:
http://www.tmcnet.com/voip/conference/west-08/tmc-university-microsoft-ocs.htm
The Sale’s Managers Endless Agony
Solutions for Resolving the Never-Ending Hire-Fire Cycle 
By Thomas B. Cross – Techtionary.com
 
For anyone in sales, the ultimate challenge is to predict, manage to and grow revenues. That’s easy to say. The sales “ramp slope” (think of a ski slope in reverse) is both enigmatic and frustrating. The “perfect day” of ramp slope is when revenues ramp to 100% of forecast and beyond rapidly. The “perfect worse case storm” of sales ramp is 0% and continues forever. Somewhere in between these “perfect” situations is where sales execs, managers and C-level’s live. The perpetual “hire-fire” cycle continues unabated unless there are also other solutions. We think there are other options.”  See the animated tutorial for the visual explanation:
 
Is the challenge so problematic that there is no solution? We recommend two options.  
 
First, aside from quality HR screening in the hiring function, we think that effective, focused and timely sales training can have the most significant positive impact on revenues. With regard to technology sales and management skills, our new CTM-Communications Technology Manager, VoIP Business Executive and SIP Technology Executive courses are designed to “weed out the meek.” Translated, this means that IF the sales exec or channel partner does not complete these courses successfully, they are not authorized to sell - end of story.
 
In other words, if you don’t pass the drivers license exam, you don’t get to drive. If you don’t pass the pilots exam, you don’t get to fly. So why let people sell who don’t have the right answers and are not even aware of what they don’t know?   They are wasting thousands of dollars of time and risking possible good client relationships when they don’t know what the need to know and fall into that category so aptly referred to as “loose cannons”. Doug Green, Editor and Publisher of Telecom Reseller News, the leading channel partner as well as enterprise publication said it best, “you can’t sell what you don’t know.” So don’t waste any money or worse, irreplaceable time, on people who don’t know or what they clearly should know.   
 
Second, create and build tools to educate and inform customers instead of waiting for internal execs and channel partners to help educate the client for you. In other words, build tools that customers can “sell themselves” on your products. The days of traditional selling are over and there is a critical need to build compelling exciting tools that don’t rely on the “hand waving” and “charm school” of the sales person. We know this works. We have built animated selling tutorials for channel partners that according to Mark Sharp, CEO of Vimenture “reduce the sales cycle by two weeks.” These same tools can also increase your sales close rate percentage by a significant amount. You have just illustrated one of the more obvious problems no one ever wants to attack” noted Peter Meyer Executive Sales Advisor. He added, “There is an eternal gap between the hiring, training and firing. This repeats again and again forever. The key is determined and continuous training of the existing sales staff to continue on the upward revenue trend with, with new tools as those like TECHtionary has produced.”   This means you can sell more and sell it faster. The bottom-line for this program is – wasting money is one thing but to waste time is another.    So, get going today. We can help. Email us, we can send tutorials that are proven to work.
 
Not wanting to be the last person on the block to have a say in what is going to be said, I thought I better say something.  First, I love my iPhone and even AT&T a bit.  My use of the iPhone is to demonstrate sales and technical tutorials that I have created in Flash.  To get them on my iPhone, I start with Flash and publish them in Quicktime (.mov).  Then import the Quicktime tutorial into iTunes which converts .mov to .m4v iPhone/iPod video formats.  Candidly, the easiest part is the iTunes conversion because Adobe still doesn't understand how to publish in Quicktime.  

Once the tutorials are in iPhone/iPod formats they are great for customer presentations, sales tutorials and even travelogues. About the only thing I want is a longer battery life which is not bad now but would like it to go the distance without a recharge. Saying that, plugging the iPhone into my laptop and charging it eliminates the need to have a separate charger for the cell phone. 

So, Steve rock on, the iPhone is indeed the greatest techtool I have ever had.  And, if you want to see some animated tutorials for the iPhone/iPod, go to http://www.techtionary.com
Most importantly, understand your opponent has more time, is more focused and is more eager to attack you. While SIP brings advancement in VoIP call connections, SIP faces the same security attacks as other IP protocols such as HTTP-Hyper Text Transfer Protocol and SMTP-Simple Mail Transport Protocol such as:
- Malformed message attacks
- SPIT-SPam over Internet Telephony
- Buffer overflow attacks
- VOMIT-Voice Over Misconfigured Telephony
- DOS-Denial-of Service attacks (overload, part SYN, FIN)
- Eavesdropping
- Masquerading (Trojan Horses) as a phone, user, server, as a customer
- Calljacking - hijacking
- RTP/RTCP session teardown attacks
- RTP/RTCP malformed messages
- RTP/RTCP buffer overflow attaches
- RTP play-out or Media spamming
- X-rated voice and video "crosstalk"
- SDP changing CODECs attacks
- Injection of malicious RTP packets into existing RTP flows and other known and yet to be created attacks. 
 
The animated tutorial helps explain how the process works. More indepth discussion and analysis can be found in the course. Hacker comes from the term hack which is slang that software programmers use to describe writing computer programs. Cracker comes from safe/vault crackers to break/crack into a vault safe. White Hat Hacker is a good or trusted programmer and Black Hat is a bad or untrusted disgruntled person whose desire is to cause injury or disrupt computer systems. Grey Hat is a programmer of uncertain intent.
 
This free presentation is produced and presented by TECHtionary.com and is available in Adobe Flash (.swf), Quicktime (.mov), audio-only (.mp3) and iPod/iPhone (.mv4) formats for download at: http://www.bizcastingonline.com/educate/media/podcasts/security for the next week when it will be removed unless you are part of the TECHtionary dealer program where there is no expiration. Podcast tutorials, animations and online courses are free to channel partners – see terms and conditions at http://www.techtionary.com/techu/
This presentation is also included in TMC University special course on Microsoft OCS-Office Communications Server at ITexpo.com. For more go here:http://www.tmcnet.com/voip/conference/west-08/tmc-university-microsoft-ocs.htm
The National Electrical Code (NEC) has published by the National Fire Protection Association (NFPA), details advisory safety considerations for electrical wiring. NEC Article 800 Communications Cables describes the process of these different cable types. Most network cables have some sort of basic UL rating. The most common is PVC-PolyVinyl Chloride cable which is designed to not burn but will produce smoke and heat. To be sure, all cabling has printed on the outer jacket details about the product. The basic types of CAT-category TP-twisted pair cable are CAT-5/5e up to 100 MHZ (remember megahertz is not necessarily equivalent to MBS-mega bits per second), CAT-6 to 250 MHZ (used in up to 622 MBPS installations and CAT-7 (600 MHZ).
 
Aside from the speed rating, application rating is more critical. Here are the key types:
CMP (R-733, R-753) - The 'P' in CMP is for Plenum. Cables meeting type CMP requirements are suitable for installation in ducts, raceways and plenums without the use of conduit. These cables are designed for fire resistance and low-smoke and toxin producing characteristics. NOTE: Some sources indicate that CMR is not suitable for hot (above 104F) and high UV-Ultra Violet light plenum situations, however, there are manufacturers of UV-rated CMR (Beldon 1300A) of CAT5. 
CMR (R-731, R-751, R-756) - The 'R' in CRM is for 'Riser'. Riser type cables are engineered to prevent the spread of fire from floor to floor and are designed for vertical shaft applications. However, avoid more than 25 lbs (pounds) of pulling-tension in either CMP or CMR.
CM (R-732, R-752, R-757) - These are cables for general building wiring. CM cables are used in areas other than plenums and risers. These cables are resistant spreading fire and pass the UL 1581 Vertical Tray Flame Test.
 
Recommendation: check with your professional cabling provider, review their plan in detail prior to installation and then audit as once the cable is installed, ceiling/office disruption may not be possible or timely. That is, in order to achieve full Category 5e performance and 100TX compliance, all components must be Category 5e compliant and terminated properly according to EIA/TIA-568 TSB-36 and TSB-40 guidelines and tested with proper cable-certifying equipment. 
Some of the most common problems in VoIP installations is poor grounding, improper cable fastening, excessive bending and stretching, inadequate proximity to electrical power cables, fluorescent lighting (minimum one foot) and three feet for HVAC-heating ventilating air conditioners, water fountains, soda machines, space heaters, desk fans and similar devices.
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