January 2009

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Video Crosses the Chasm

January 29, 2009

Video hasn't really hit mainstream yet, except as consumer entertainment in the form of pirated movies, Hulu and YouTube. As a communications medium such as video email, video phone and video conferencing (including tele-presence), it has not taken off yet.

When talking with consultants, coaches, and other work-at-home types, not a one of them wants to do video calling. They don't want to get dressed for it. The office space is too cluttered to be in the background.

Posted in technology, telecommunications, unified communications, video

Tagged: video, video conferencing : Related Tags: video email, video conferencing, video, email, communications

Sutus Delivers a Stimulus Plan of its own

January 28, 2009

Small Business wins as Sutus announces new lower pricing for 'Office in a box' technology

All-in-one Telephony and Data Communications vendor announces SOHO-grade pricing for award-winning Business Central device

January 27th, 2009, Vancouver, B.C. Sutus Inc., the company behind the Sutus Business Central™, a unique all-in-one device that combines all the Telephony, data and networking features required to run a modern-day office, today announced pricing that dramatically reduces the TCO (total cost of ownership) for small businesses. The new pricing opens the door for any small business, from start-ups to established, mature companies, to leverage the benefits of enterprise-grade advanced telephony and networking technology. The pricing, which makes the Business Central the most competitive small business solution on the market, starts from a MSRP of $2199 (USD).

The Sutus Business Central™ has been developed specifically for businesses of up to 25 employees and comprises a wide array of advanced telephony, data and networking functions. It includes a business-class phone system, file server, email server, router, firewall, wireless access point, VPN remote access server, and automated backups. It has the ability to simultaneously support both standard phone line and VoIP connections and comes with an array of business productivity features.

Shawn Chute, EVP of Sutus, said, "Now more than ever, small businesses need an affordable, reliable solution that meets their IT and communication requirements and can grow with them.

Posted in PBX, agents, channel, technology, telecommunications, unified communications, wi-fi

Tagged: hardware, ip-pbx, sutus : Related Tags: business central, sutus business, business central™, service business, advanced telephony, business

VAR's Optimistic

January 28, 2009

"Nearly one-third of VARs (value added resellers like Cisco certified IT shops) are planning to grow their businesses in excess of 15 percent in 2009", according to CRN.

The most interesting quote was not about the importance of Managing Cash Flow or How Goal # 1 is Finding new busines, it was this quote:

"When we asked them to rank what is most critical, they said "finding new business." Note the word "finding" because these are not organizations waiting around for Microsoft or HP to send them sales leads. Growth-oriented VARs in a down economy go out and find new customers."

Good agencies have a Lead Generation system in place. But one thing Agents ask for from their vendors (carriers) is Lead Gen.

The other point was keeping "up with changing technologies.

Posted in VAR, agents, channel, economy, sales and selling

Tagged: agents, cisco, economy, VAR : Related Tags: finding

Where's the Beef in Mobile VoIP

January 26, 2009

There are so many applications that you can add to cell phones to allow for some form of calling. For the life of me, I can't figure out how these would be mainstream - and how there could be a demand for hundreds of them.

Are people now trading in all of their calling cards for an app? All the penny pinchers that were using calling cards have a data plan on their phone that allows them to make VoIP calls?

I get that landline usage is way down as folks move to not only cellular only, but pre-paid cellular. But how much International dialing is being done on cell phones? Wouldn't the majority be migrating to Skype?

Even look at that market: the PC-to-PSTN market. Pulver's FWD was in the marketplace first (and won an FCC ruling with his name on it).

Posted in cellular, telecommunications, voip

Tagged: international, mobile, voip : Related Tags: calling cards, calling

IT Expo in a Week

January 26, 2009

I am looking forward to Miami Beach next week. I'll be leaving the chaos of Tampa in the midst of Super Bowl 43 on Sunday because flying out Monday was too expensive (and crazy). So I'll be in Miami Beach (staying at the host hotel, the Royal Palm) and watching the game at a neighborhood bar. If you are in town, ping me on twitter.

Posted in TMC, conferences, twitter

Tagged: IT EXPO : Related Tags: miami beach, tuesday

Where is Dan Morford?

January 23, 2009

For those agents out there that attend ACC Business training at Channel Partners Expo over the years, you will notice that Dan Morford is missing this year. ACC Business let him go during their layoffs in December. The good news is that MicroCorp hired Dan Morford as Product Manager of their Insite Inventory software application. As product manager, Mr.

Posted in TEM, agents, channel

Tagged: acc, insite, microcorp, telecom asset management, TEM : Related Tags: product manager, microcorp, morford, agents, application, product

Top 5 Ways to Improve Agent Training

January 23, 2009

Agents are paddling like a duck in a pond to stay afloat. Always have been, but moreso now. Many companies are wondering how to get Agents to sell their services. (I get this daily). Here's some thoughts:

Agents spends all day just running their business and keeping customers happy.

Posted in VAR, agents, channel, sales and selling

Tagged: agents, channel partners, sales, var : Related Tags: figure service, agent training, clear concise, improve agent, agents, agent

Agents Need to Morph into a VAR

January 22, 2009

It is getting tough out there, as the news keeps repeating as nauseum.
Businesses are laying off and closing. If you can maneuver in this environment, then opportunity awaits. No I haven't been drinking. Let's examine things.

Layoffs means companies have to be more efficient and more productive with less.

Posted in TEM, agents, saas, unified communications

Tagged: agents, managed services, unified messaging, var : Related Tags: hosted email, means companies, managed services, layoffs means, technology needs, hosted

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Broadband Stimulus Bill details

January 20, 2009

More Broadband Stimulus Bill (and here at TMC) info from Stephen Ronan on the CyberTelecom listserv. (probably in response to the volume of comments from Tom Keatings blog!)

Can anyone provide a pointer to the bill at issue?

text of bill House Draft Report

The summary of the principal broadband provisions below:

1) $2.825 billion for loans, loan guarantees and grants to be administered by the USDA's Rural Utilities Service Distance Learning, Tele-medicine and Broadband Program. .... Those funds are for "open access broadband infrastructure in any area of the United States." However at least 75 percent of the area to be served by each funded project must be in "a rural area without sufficient access to high speed broadband service to facilitate rural economic development, as determined by the Secretary of Agriculture." ... Priority is given to projects "that provide service to the most rural residents that do not have access to broadband service" and to project applications from (or including) borrowers or former borrowers under Title II of the Rural Electrification Act.

Posted in broadband, economy, politics, telecommunications

Tagged: broadband, economy, law : Related Tags: broadband service, deployment grants, wireless broadband, broadband deployment, broadband stimulus, broadband

VoIP and the Economy

January 20, 2009

VoIP originally was sold as the answer to the next wave of cost savings for consumers and especially for small business. Business phone lines have always cost more than residential lines because, in theory, businesses use the phone line more often. (I guess, if you have 2 teenagers then that equals 1 small business).

Now that businesses are looking for ways to cut costs, analysts are predicting a rise in VoIP sales. Maybe.

Posted in PBX, agents, economy, sip trunking, telecommunications, unified communications, voip

Tagged: cellular, hosted pbx, sip phone, sip trunk, voip : Related Tags: makes sense, business, phone

Voice Traffic Today

January 19, 2009

Ten to fifteen years ago, LEC-based networks carried more than 90 percent of voice traffic. Today, that number has dropped to about 40 percent -- and it continues to fall quickly. A similar trend, in smaller numbers, finds users moving to Voice over Internet Protocol (VoIP). And, according to Frost & Sullivan, U.S. mobile phone penetration will practically double in the period spanning 2002 - 2012, from 45.7% to 87.4%. As wireless continues its momentum to become the pervasive technology for communications, Level 3 Communications® is prepared to deliver.

Posted in telco

Tagged: level3, voice traffic : Related Tags: voice traffic, traffic today, voice

TelePresence with WBS Connect

January 19, 2009

At the IT Expo West, WBS Connect had a great booth that was a Tele-presence suite - fully tricked out. I interviewed Scott Charter, managing partner of WBS Connect, at the show, but after reading IP Business magazine's write-up, I thought that mine would look like a rip-off.

The key component of the WBS TelePresence offering is that WBS is working on being vendor agnostic or the translator. Right now, Tangberg talks to Tandberg and Cisco to Cisco, but how does Tangberg talk to Cisco's rooms? Using H.264-SVC and WBS Connect as the translator. It's a great way to put all that transit to work.

Posted in conferencing, tele-presence, video

Tagged: tele-presence, video conferencing, wbs connect : Related Tags: connect, cisco

A Very Online White House

January 19, 2009

If there was ever a demonstration of how a government could use Web 2.0 (user generated content), it has to be the Obama group. Here's 10 Online tools that the Obama Administration is using to connect to the People. I can see why he wants to keep his Blackberry.

Posted in Web 2.0, politics, social network

Tagged: obama, user-generated, web 2.0 : Related Tags:

Kushnick on the Broadband Plan

January 16, 2009

Bruce Kushnick of New Networks Institute released a response to the Deloitte & Touche report about New Jersey, Broadband Opportunity - Job Creation, Healthcare, Education.

The report states that Broadband is:

"essential for the State to achieve the level of employment and job creation in that state; "advance the public agenda for excellence in education, "improve quality of care and cost reduction in the health-care industry."

The report was written in 1991! Dubbed "Opportunity New Jersey" (a Verizon state), the Deloitte Report details how rewiring the state of New Jersey with fiber optics would be an economic boom and help health-care, employment and education. In fact, by 2010, 100% of New Jersey is supposed to have 45mbps bi-directional broadband, open to all competitors.

According to Business Week, the Obama Administration is planning on giving $20 to $30 billion in financial incentives, most likely aiding the incumbent phone companies, including ATT, Verizon and Qwest.

In fact, Qwest has just asked for a chunk of the financial incentives as well.

Some other plans, such as the Free Press proposal, want to deploy 'open broadband', but would add $30 billion in taxes by raising the Universal Service Fund, now a corporate slush fund of billions of dollars hard-wired to the phone companies.

Information Technology and Innovation Foundation's (ITIF) plan is incumbent-friendly. They want to simply throw money/perks and let's not worry about competition.

NNI's belief is one of those inconvenient truths --- America is 15th in the world in broadband because RBOC's have already received massive financial incentives state by state-- billions per state --- using the promise of broadband. And the money is still being collected today in the form of cost of service increases and other perks, yet services were never delivered.

Think of it as this, Kushnick writes: We hired a contractor to upgrade the roads.

Posted in broadband, communications, politics

Tagged: broadband, politics, rboc : Related Tags: financial incentives, networks institute, phone companies, broadband, state, billions

Broadband Stimulus Bill

January 16, 2009

There has been a deep discussion that started on Tom Keating's blog about the Broadband Bail-out plan (known in various circles as a Bell hand-out, Stimulus package, Information Highway Infrastructure Development Funding).

Attorney Jim Baller has more on the House Stimulus Bill:

$2.825B for USDA RUS, mostly for rural open access broadband grants, 50% to be awarded no later than Sept. 30, 2009; $2.825B to NTIA, including $1B for Wireless Deployment Grants and $1.825B for Broadband Deployment Grants for the deployment of basic broadband service or advanced broadband service; $350M to fund state broadband tracking initiatives; NTIA to develop and maintain broadband inventory map of U.S.; $1.85B for wireline to be split 75% for advanced broadband in underserved areas and 25% for basic broadband in unserved areas $1B for wireless to be split 75% for advanced broadband in underserved areas and 25% for basic wireless in unserved areas

definitions

"Advanced broadband service"=45Mbps/15Mbps; "advanced wireless broadband service" = 3Mbps/1Mbps; "basic broadband service" = 5Mbps/1Mbps FCC to define "unserved" and "underserved" Recipients must provide "open access" (except for providers of basic wireless broadband); bill also lists numerous preferences (text of bill)(House Report)

Coverage and reactions:

Wall Street Journal: "So much for the broad- band tax breaks" Declan McCullough: "Democrats sneak net neutrality rules into 'stimulus' bill" BroadbandCensus Telephony Online Broadband Reports Ars Technica Exchange NATIONAL BROADBAND STRATEGY "President-elect Barack Obama may want broadband for all, but it's not going to happen just with the $800 billion economic stimulus plan being debated in Congress right now...the economic stimulus package is meant to address very short-term goals, and should not be read as including provisions for addressing the long-term goal of universal broadband." [exchange mag]

BTW, a Draft UK government plan "will guarantee broadband coverage with minimum download speeds of 2 MB per second to every household that wants it." [Inquirer]

Posted in broadband, communications, economy, politics

Tagged: broadband, economy, politics : Related Tags: broadband service, advanced broadband, basic broadband, broadband stimulus, split advanced, broadband

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Charter and Nortel

January 15, 2009

Yesterday Nortel filed bankruptcy. I'm guessing it was a pre-packaged deal because of the way it went down. Seeking Alpha implies that the BK was due to a lack of urgency to turn the company around. Three CEO's that just didn't catch up to Cisco.

Then this morning DSL Reports is discussing how Charter is preparing to file for BK as well.

At Christmas, we saw Level3 escape the BK plunge, when the stock hit a low of $0.57 before jumping back up to $1.60 after the S&P release. Now hoovering at $1.

Posted in cableco, economy

Tagged: BK, cableco, economy : Related Tags:

Is Verizon Serious About the Channel?

January 14, 2009

In my opinion, NO. With all the information that you must provide them in order for the Verizon system to do "Segmentation", it is too cumbersome. Segmentation is the process through which they decide if the company is VZT, VZB, wholesale, carrier, etc.

If your customer is delivering a circuit to another business, the process goes up in smoke. It's resale.

Everything about dealing with Verizon is a PITA.

Posted in agents, channel

Tagged: agent, channel partners, verizon : Related Tags: verizon

A Day of Collaboration

January 13, 2009

Tech Data and Fonality Inked a distro deal.The bloggers like VAR Guy made it sound like Tech Data was going into managed services under the whole UC umbrella. It's just one more set of SKU's for Tech Data's IP PBX category.

New Edge Networks announced Voice Connect as an extension of its MPLS service to deliver VoIP to end offices with QOS. "Voice Connect services include Hosted IP PBX, SIP Trunking and enterprise class features, with a variety of service options for locations requiring only a few voice lines to supporting the needs of large corporations."

Grandstream's GXE502X IP PBX and AireSpring's SIP Trunking Services Achieve Interoperability. Inter-Op is key because SIP Trunk is a spec not a standard.

Posted in PBX, VAR, channel, telecommunications, voip

Tagged: airespring, channel partners, fonality, ip-pbx, new edge networks, tech data : Related Tags: voice connect, services, voice

Dave's Advice to Agents

January 13, 2009

Dave Rusin, CEO at AFS, has some advice on his blog for agents (or on xchange). I agree with this one point: "If I were an agent of any sort, I would focus on carriers that have competitive sustainability." However, when Mr. Enterprise CTO wants a quote from CLEC ABC, then as an agent we get one. That's how an agent stays in the picture.

Dave, you have never been an agent - and I would suggest that you haven't been an outside salesperson in the current climate.

Posted in agents, sales and selling

Tagged: agent, agents, channel partners, fiber : Related Tags: agent, sales, agents

New FCC Chair Coming

January 13, 2009

Julius Genachowski will be Obama's nominee for the FCC. For 9 reasons that he might be the right guy, see Fred Wilson's blog.

Posted in FCC, politics

Tagged: fcc, politics : Related Tags:

Another look at AFS

January 12, 2009

After spending much of 2H09 campaigning for ILEC Forbearance because he claims that the CLEC model has failed in the US, American Fiber Systems' Dave Rusin is interviewed by TMC's Rich Tehrani (video).

My problem with Dave is that he acts like he is CEO of a major telecom company. But according to Inc., AFS is only a $40M company with about 150 employees. It's a fiber only company. No voice.

Posted in TMC, fiber, telecommunications

Tagged: fiber, forbearance, strategy, TMC : Related Tags: fiber optic, metropolitan fiber, fiber, network, company, buildings

VoIP: Dead or Alive?

January 12, 2009

I'm coming late to this discussion (here and here and here), but I'll still offer my opinion. VoIP isn't Dead; it got lazy.

We have been talking VOIP and Converged for a while. We have zoomed past the point where VoIP will save you a lot of money.

Consumers use their cell phone for long distance calls, not that the average consumer had a domestic LD bill greater than $25 in the last 2 years. (International is another story).

Posted in Marketing, apps, voip

Tagged: voip : Related Tags: marketing message, phone, voice, calls, international

Subsidized 3G Netbooks

January 12, 2009

AT&T and Dell and ASUS have brought you the subsidized 3G networks. According to DSLReports.com, Dell is offering the Inspiron Mini 9 for $99 With 2 Year Ma Bell Contract.

"Acer is offering an Aspire One for $99 (normally $500) to users willing to sign a two year contract for any AT&T data plan of $60/month or higher. Now, rather unsurprisingly, Dell is also offering their new Inspiron Mini 9 netbook for $99 (after $350 mail in rebate) if you sign up for the same AT&T plan

Will mini PC's replace Smart phones? Why didn't PC makers add a 3G chipset to laptops so a similar subsidy? Why isn't Sprint all over this?

Posted in Marketing, cellular

Tagged: cellular, marketing, mobile : Related Tags: offering

Effect of Broadband on the Economy

January 12, 2009

Many pundits and pols are pushing the National Broadband Strategy to stimulate the economy. Let's look at the effects of Broadband on the Economy:

First, there is the Lake County Florida case: "Our econometric model shows that Lake County has experienced approximately 100% greater growth in economic activity - a doubling - relative to comparable Florida counties since making its municipal broadband network generally available to businesses and municipal institutions in the county. ... The Bureau of Economic Advisors estimates that for each $1 invested in broadband, the economy benefits nearly $3."

In another report, Measuring Broadbandʼs Economic Impact - Final Report Prepared for the U.S.

Posted in broadband, economy

Tagged: broadband, economy : Related Tags: effects broadband, broadband economy, broadband california, growth employment, california counties, broadband

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Customer Retention is Job 1 for Agents

January 12, 2009

I blogged to my clients this morning that they need to be spending their time on customer retention as much as on acquisition. Then I got my Monday morning email that stated:

CUSTOMER RETENTION - If you aren't talking to your customers about renewing their contracts - trust me the Direct Sales force of Qwest, Verizon and AT&T ARE. All three carriers are using their Direct Teams to mine Agent accounts. - It cost more to get a new customer versus maintaining and growing your existing base.

HOW TO UPSELL IN A DOWN ECONOMY - Agent Quote - " If I'm not helping my customers with all their telecom needs, then someone else will." With it being the start of a new year now is the time to set up appointment with your top 25 customers and discuss their business and how you can help them. Don't assume they don't do conference calling because almost every business does these days. If you aren't talking to them about it, someone else will. Same holds true with wireless, disaster recover, data back up and collocation. Yearly audits are essential.

Posted in agents, sales and selling

Tagged: agents, selling : Related Tags: customer retention, customer, customers, retention

The Road Ahead: Telecom Agent Keynote

January 9, 2009

I was lucky enough to be chosen to give the keynote for TMC's Telecom Agent Day at the Internet Telephony East Expo in Miami Beach on Feb. 3.

The Road Ahead: So you want to know what tomorrow has in store? Come to this session to hear all about the opportunities that are waiting just ahead. The speaker will address the trends and the recent activity in the market and come away with a plan for addressing the challenges ahead.

So I would like to know what YOU think is coming down the pike. I spoke with Dan Goodwin at ATC this morning who expressed that agents need to be experts and on top of their game to be able to handle the constant change in this industry.

Posted in TMC, agents, conferences, expo, telecommunications

Tagged: agents, expo, TMC, trends : Related Tags: telecom agent, ahead, telecom, agent

Bell-Head versus Net-Head

January 7, 2009

Discussing the economy on telecom sales today in some parts of the South, I was led to the following: Bell-Head versus Net-Head. What, you ask. Another way to ask it is Why can some folks sell TDM/POTS/PRI and why can some people sell VoIP?

VoIP is just an application, like UC, voicemail, and conferencing. That's Net-Head thinking.

Posted in agents, sales and selling, voip

Tagged: centrex, sales, tdm, telecommunications, voip : Related Tags: phone system, system, people

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Aastra's New Line of Phones

January 5, 2009

Aastra has a new line of SIP phones out. They sent me one to test. The Aastra 9480i CT (35i CT) offers advanced features, mobility and security in
a standards-based, carrier-grade IP screen telephone. Utilizing the very popular
Aastra 480i CT design, this powerful includes an integrated WDCT cordless mobility handset.

Posted in technology, voip

Tagged: aastra, sip phone : Related Tags: aastra, advanced, screen, mobility, features, phone

Asset Management for Money

January 5, 2009

There has been buzz around TEM since 2006. In an economic downturn (kind of like we are experiencing now), telecom expense management can play a real role. Hand-in-hand with auditing, TEM is a way to get the attention of the prospective buyer. Personally, I have a distaste for the "I'll save you money pitch", but its what resonates with most people.

Today, businesses have to do more with less - including less people.

Posted in TEM, agents

Tagged: telecom asset management, tem : Related Tags: companies, company

On Rad's Radar?

January 2009