On Rad's Radar? - conferencing Archives

Vidtel Makes WebRTC Available with MeetMe

2013-01-31T16:48:06Z

WebRTC is an open-source application interface that allows real-time services like voice, video, and data sharing to work within a web browser. Vidtel's MeetMe and Gateway services both natively support WebRTC, empowering businesses to utilize video conferencing in entirely new ways.

VidTel's MeetMe service is an any-to-any cloud-based video conferencing service. To better explain that, it means that a customer can get video conferencing in the cloud, with no complex, costly bridges to maintain on-premise; even better, the Vidtel service also supports any-to-any, so in addition to supporting Cisco/Polycom/etc video devices, it also supports Google Talk, Skype.....and now, attendees calling in directly from a web browser via WebRTC.

So I had an (email) conversation with Alex Doyle, a long-time pal and the VP of Marketing at VidTel. Here's why this is blog worthy :), and why WebRTC in general, is important.

"Impediment Buster" - Doyle thinks historically, there have been a few key impediments to the take-up of video conferencing. End-point cost is high and management of video conferencing gear is complex and tricky. [High bandwidth circuit costs too.] Traditionally, Doyle says, "there's long development and R&D time in bringing out video end-points, and video has been relatively siloed. With WebRTC (plus cloud-based video conferencing), you can make the argument that these impediments have vanished - the bridge is in the cloud, and the "end-point" is just the browser. (There's not even an app or a plugin to download - unlike some of our competitors.)

"New Markets" - Doyle states that traditionally it's something that has been accessible only to the large enterprises - companies that could afford tele-presence rooms. With WebRTC and cloud based video, all of sudden there's an opportunity for the mid-market to benefit from video conferencing.

"Innovation and New Apps" - Doyle continues, "If you think about it, every HDX (health data exchange) on the market is basically the same thing. Building custom video end--points (like a tele-medicine "cart") is pretty expensive and takes a long time to get to market. But with WebRTC, if you think about it, the cost of building a new video app has been driven down to the cost of building a web page. Video suppliers can build custom apps like video interviewing, video health checkups, video consulting, etc as easily as they can build a web site. I think there's a huge opportunity here for innovation." So do quite a few pioneers in the WebRTC space, many of whom were at TMC's first WebRTC Conference.

I still think that video conferencing (like HD Voice and Cloud) is more hype than actual revenue. However, for a telecom agent or VAR, it takes multiple streams of income - and many tools in the toolbox - to make a successful business.

VidTel and ACT! teamed up.

It looks like service providers are starting to see video conferencing (and collaboration) is a must-have instead of a nice-to-have. PBX-Change launched miMeeting, a simple-to-use, feature-rich web and video conferencing tool organizations can use to host interactive and engaging online meetings, webinars, training sessions and events.

Everyone Uses Conferencing

2012-12-20T04:38:35Z

One of the first cloud voice services was audio conferencing. Audio and web conferencing are a big component of UC&C (unified comm and collaboration). I am as guilty as the next agent in not pushing enough of this product.

There are a lot of providers, including quite a few free ones. Apparently, politicians like using the free ones:

"During the 2012 election, both Presidential campaigns racked up millions of FreeConferenceCall.com minutes -- President Obama's campaign used over 1,000 FreeConferenceCall.com accounts and millions of conferencing minutes. Governor Romney's campaign also had multiple accounts and totaled considerable minutes of conference calls, although far less than the Obama campaign. This was the second consecutive national election where both presidential campaigns used FreeConferenceCall.com."

Cloudy Math

2012-12-11T03:10:14Z

There is a lot of talk about the big money that Agents and VAR's can make if they just switch over to sell Managed Services and Cloud Services. Here are some facts about cloud.

M5 had the highest ARPU (average invoice per customer) when ShoreTel bought them - at $2000. Most other cloud communications providers hint at lower ARPU - maybe around $1000 per customer. However, 8x8 and Cbeyond are public and their cloud ARPU sits at between $200 and $250.

When you examine the "cloud services" of many carriers, it is just Hosted Exchange, Sharepoint and maybe some backup. That's $9 + $10 + $20 = $39 per user per month. Add in a Hosted PBX seat at $30 and you are now at $69 per month. For 20 employees, that's not a bad billing invoice for Agents, but it is also an unlikely sale. What small business will pay $1380 per month for phone and email? A PRI at $550 plus maybe $100 for the PBX lease and $50 per YEAR for Google has you covered. Add in some Dropbox and Bingo!

This isn't to discourage you. It's to put a pin in the hype balloon, which is starting to annoy me.

You will have to sell upmarket. There are 83K businesses in the US with 100-499 employees, according to the 2009 US Census (the last year data is available). With 1000 cloud service providers in the US that will be a fun Red Ocean to swim in.

There are only 17,500 business with more than 500 employees. That 's the spot you would like to sell in but you would need to be connected or a white elephant hunter.

That leaves Agents chasing 20-99 employees - since that is a majority of the businesses in the US. Let's call the average 40. If you sell that business the full boat: Internet, Hosted voice, email and backup - the ARPU is worth it. The sales cycle will be longer. The deployment will require more input and project management than Agents are used to. (In fact, it is more than most carriers have ever had to do!!!) Post-sales support will also be required. So overall, it is a lot more work for a stickier client with more ARPU than you are used to. Are you up for that challenge?

Let's go back to the 8x8 example at $256 of ARPU. That's about a 9 employee shop. So you sell them 8x8 voice, cable modem AND another broadband service (like DSL or 4G or fixed wireless). You offer them Google Apps for SMB via NeoNova for some small change. Add in some Mozy Pro back-up (or Carbonite or other backup service that pays you). Next you try to get the cell phones - there has to be a couple that are corporate owned -- for a few more dollars. Don't forget the 4G data plan.

So you wrapped up the Internet Access, mobility, voice, some DR (disaster recovery), backup, email and office suite. After that, what software do they use? How about Conferencing? Do you see? You have to grab the whole wallet (or you can't make much money).

It has to become a lot like McD's. What do they do? A call center hits you first in the drive-thru with, "Would you like to try our ______ special today?" No. "okay. Order when you are ready." But don't forget "Do you want fries with that? or can we Super Size that for you?" It sounds cheesy but you are going to have to do it.

CenturyLink, XO, MegaPath and quite a few other carriers offer transit, Hosted voice and cloud services. It will all be on one bill, with one carrier to blame, with one throat to choke. It makes it easier to sell --- check boxes on an order form or site survey.

You better hurry because the MSP's like MindShift and others are already out there doing this.

When you consider that Parallels AS platform allows hosting companies - like Intermedia.Net - to sell, bill and deploy these services (Hosted PBX, email, storage, office) with a click on an online order page, spend this month - the last month of 2012 - deciding what your plan is going to be for 2013. While I hate the hype, many of your competitors are already targeting your customers. Selling them a T1 will be easy after they sell them VDI or backup or Hosted PBX. Then what do you do?

Again, you have to do it but I wanted you to have a realistic view of what it was going to be like. You have vacuum up the services - all of them - heck, sell them office supplies if someone will pay you for it! Managed Print anyone ;)

Best Practices for Webinars

2012-10-30T20:09:56Z

Just finished moderating a webinar for Kontiki on Adding Live Video to All-Hands. It seemed like a good time to go over some best practices for webinars for speakers.

Do not use cellphones if possible. The feedback from the phone and the poor call quality diminish the speaker's impact.
Speakerphones are not a good idea due to background noise. I have been on a lot of calls with barking dogs, TV blaring, and other noises.
Remember that it is ultimately about the content and the user experience. Be as engaging as possible. That includes being energetic on the call. Monotone speaking will bore the audience.
Use polls, chat, Q&A to keep the audience listening actively.
Practice so that speakers have an idea how it will run and what they will be speaking to / saying.
Don't use slides with many bullets points!
Don't read the slides to the audience!!!!
Login to the platform early.
Have some notes on what you are going to say.
A hard copy of the slides is a good idea.

On the webinar, we discussed testing the platform beforehand and backing up everything (speaker, voice, Internet, platform) to mitigate any problems.

At the end of the day, for the stakeholders it is about a memorable experience for the user (customer, employee, audience member).

A Different Take on Conferencing

2012-09-27T15:42:20Z

What if you mixed WYDE Voice HD-Audio, BrainShark, Dropbox with GoToMeeting? Well, then you would have StartMeeting.com. StartMeeting.com offers audio and web conferencing with screen sharing, meeting recording and online meeting wall.

The HD Audio is via VoIP on the platform, but people can use a plain old telephone to dial-in. Those folks aren't living in HD.

Each company gets a "Wall", which is like a customizable billboard. The Wall allows for links and files for people to download, like a sales brochure, all the time.

StartMeeting is beginning a soft roll-out of its new free cloud-based online presentation service called StartMeeting Studio. Like BrainShark or Jing, Studio allows users to create an Audio/Visual presentation without having to host a conference call or online meeting -- and then share the presentation anytime, anyplace (including social media).

These are great sales tools for a small business. At least, 5000 people think so, since that is how many created accounts in a week.

Right now the meeting is recorded in flv and the audio only is recorded in mp3, which immediately makes it better than many others. You can share recordings via email, facebook, twitter and G+.

Agents can sell via promo codes that are traceable - even to track customer upgrades and sub-agents.

StartMeeting, which is a sister company of FreeConferenceCall.com, is offering customers the audio and web service for significantly less than similar services. Prices for screen sharing start at $19.95 per month for a 50 participant capacity compared to $49 for 15 participants at GoToMeeting.

While price is a factor, the really easy to use interface is the reason to convert.

Channel Moves

2012-09-05T17:49:39Z

Zayo decided to keep the AboveNet channel intact with Angelo Germani in charge. Zayo announced that zColo's products and services will join Ethernet, Wavelength and IP products for sale via channel partners.

Windstream is partnering with Lifesize (a division of Logitech) for HD Videoconferencing equipment. Paetec has long offered equipment for lease to SMB to go with services.

Windstream has hired Anne Brogan, formerly at NITEL, as National Channel Manager, just about 6 weeks after the channel head, Dan Sterling, was let go and Jeff Howe assumed his duties. Good Luck, Anne!

CloudTC, the Android based IP desk phone that debuted at StartupCamp a couple of years ago, has rolled out to the Channel.

West IP (formerly Smoothstone) has a really cool new website. Luv the madness screamer! With the website revamp comes MediaCloud, a Microsoft Lync offering.

8x8 is going global - to Canada and the UK, according to UC Strategies. A lot of that info was covered in these two blog posts - CMO interview and Agent interviews.

The timing on this announcement couldn't be better: RadioShack launches MVNO service! They are so good at customer service that they have become a service provider. Lucky for them, telecom - much like airlines - has a very low bar for customer care. Oh, they answer the phone and quote you policy but that's about it. RS will fit right in.

Once upon a time, OC-192 networks were the way to measure a network's manhood. Now it is 100G. XO rolled out 100G nationwide.

IRONY of the Day: The guy I wrote about that thought Agents work part-time, just got a new gig as a channel manager. I guess that part-time agency plan went down the tubes. I just hope he works full-time as a channel manager - just not as MY channel manager.

If you will be at the CPExpo next week in Orlando, let's meet up. The TCA is holding its 4th year Anniversary on 9/11 at 7:30 in Orlando. Register here. See you there!

The Alternate to Cloud

2012-08-15T20:09:00Z

For Agents that just don't want to go cloud, there are some alternatives. In my latest book, SELLECOM 2: Selling Cloud Services, there are a few products that Agents can sell that still fall inside the Replacement services umbrella. T1, broadband, cellular, voice are all replacement services for the transactional agent. That road is bumpy. It won't take much for you to make some extra revenue.

One way is SIP Trunking. Everyone offers it. Find someone you like and trust and sell that, although if you are reading this blog, you probably are selling SIP Trunking already.

Next up is Conferencing. Web, audio and video conferencing are coming of age. Most companies use some kind of conferencing, you just have to get in the habit of asking about it. It's as easy as asking them if they use Webex. Then go into your pitch about quoting them a cheaper rate. You will see a couple of conferencing companies with booths at CPExpo in Orlando in 3 weeks.

Another easy one is efax. If you are selling VoIP, what do your customers do about faxing? One answer is efax from you.

One more quick one for your customers is email. Hosted MS Exchange, Blackberry Enterprise Server, Office 365, Zimbra, Zoho and Google Apps are all answers to the email question. Almost all of them pay you a commission through a vendor. (Google doesn't.) Zoho just rolled out email marketing into their suite of services. J2 bought Landslide.com to create CRM with email marketing. J2 also sells efax. Faxbetter.com is owned by my pal and is always looking for partners to sell 50+ numbers. The efax and email space are a nice little sale that will make you money.

Now to hit two bigger options that may be considered SAAS, but them conferencing, efax and email are all cloud services too. Just most folks don't look at it that way.

Telecom Expense Management is finely coming into its own. Many master agencies - like PARTNERIQ by TBI, INSITE from Microcorp - are offering TEM. Your typical medium sized business problem has more than one contract for telecom. Multi-location businesses have a number of circuits at each location. TEM allows for the centralization and organization of billing and contract data. If you sell it, you end up being the outside telecom department for that business. Isn't that what you want? That's always been my goal.

The final thought for Agents is MDM, mobile device management. There are so many reasons to offer MDM. "One laptop is stolen every 53 seconds! 70 million smartphones are lost each year, with only 7 percent recovered."

"MDM is in essence software that secures, monitors, manages and supports mobile devices deployed across mobile operators, service providers and enterprises and its s main objective is to provide a high level of security on a mobile communications network, while supporting multiple devices and continuing to reduce cost and downtime," writes TMCnet. TDMobility and MetTel are just a couple of vendors that offer agents and VAR's the MDM service to sell.

TEM and MDM offer "a complete view of customer spend, billing; Inventory and trouble ticket management." They are a way for you to differentiate yourself from other agents and other sales teams, while increasing your own profitability per account.

We hear a lot of talk about cloud - and technically these are cloud too - but you have to add to the catalog of services you offer today to become a trusted advisor. TEM and MDM are just two ways to have a value based conversation with your customers.

Eat Your Own Dog Food

2012-06-28T17:44:27Z

On yet another call from a service provider yammering about its features - in pure marketing spin. How about who exactly is buying your stuff and why? A Buyer Profile perhaps.

Why are we using GoToMeeting for this call if you are such a great UC provider?

#Irony

If you don't eat your own dog food, how do expect others to buy it or sell it?

Easier to Use

2012-06-14T18:14:26Z

"Collaboration, mobility and social networking are hot topics for enterprises, but the complexity of unified communications technology is contributing to low adoption rates, according to CompTIA's second annual Unified Communications and Collaboration Market Trends study." [source] The whole idea of technology is to make life easier for users, not more complicated. That's why in tech sales, the benefits and uses are stressed, not the features.

VoIP Supply has put out some guides to help businesses understand and adopt video conferencing. Why do you think Skype, SightSpeed, Vidyo and G+ Hangout are used for video chat or three-way video calling? Easier to use!

Hosted PBX is kind of the same deal as Hosted UC. If their current system isn't broken, why switch?

One reason Cbeyond cut its direct sales staff (and hired new ones) was because old telco sales people sell on price and just replace stuff. Hosted PBX, UC, Video Conferencing and CLOUD are all about new ways of doing business - altering business processes. That is a different type of sale.

Tidbits About the GC-L3 Combo

2012-05-29T16:57:28Z

I sat through a 65 slide presentation from Level3 about the integration of Global Crossing. The stats are nice for trivia night. Maybe someday CVX will hold a Telecom Jeopardy so I can use this trivia to win prizes.

Level3 holds the original VoIP patent.
Technical Emmy for "Outstanding Achievement in Technical/Engineering Development.
Global Crossing (GC) was one of the first sub-sea cable operators.
GC was the first to market IP-VPN back in 2001.
GC was the 1st carrier to deploy global MPLS network in 2001.
GC has 140 SONUS VoIP switches throughout global VoIP backbone
First global provider with IPv6 natively deployed. (I thought it was NTT)
100,000 inter-city miles of fiber.
700 cities in 70 countries.
Approx. 170 metro networks.
344 IP-VPN core routers.
99.99% SLA.
L3 can LNP 86% of the NPA-NXX in the US.
Certified Microsoft Lync Nomadic E-911 Partner.
They left off: direct connect to Amazon AWS.

Level3 is THE Internet backbone. The GC ASN (AS3549) is going away. The GC network will be used for IP-VPN and MPLS and the L3 network (AS3356) for Internet.

The second half of the presentation was about the GC-L3 Conferencing options. Level3 has an extensive catalog for conferencing options, including Event services (like for earnings calls for public companies); web meeting; video center; webcasting and streaming. Webex and on24 are partners. There is a buy rate - and it looks very good. A lot of the conferencing is a result of Level3's vast VoIP network, CDN system, WAN optimization service, and video streaming operations. When you combine all that running an audio bridge for an earnings call or a video conference is simple.

Level3 uses the term IP-VPN and MPLS inter-changeably. It was confusing for me since VPN and MPLS are not the same technology. Oh, well, what's in a name. "IPVPN is the marketing name for MPLS."

I do have clients on Level3 experiencing network issues. Every integration that L3 goes through, they mess with the network while they shut down routes and routers to consolidate. This issue is giving Cogent a chance to take market share, while also opening up opportunities for other carriers like InterNAP and AS3561. It would be a great time for Sprint to flex its IP Network muscles, but all's wireless on the AS1239 front.

L3 has put in place Partner Integration Specialists to aid Agents in interfacing with the correct quoting tool, product people, and the like. Take advantage peopel! I would also say jump on the webinars to learn about the new offerings that can get you into bigger accounts. Smart WAN and website optimization are not for SMB.

L3 offers a direct connection to Amazon AWS for clients. Now, L3 offers SIP Trunking for Microsoft Lync: "As Microsoft® Lync® continues to gain market share in the unified communications (UC) space, we are seeing strong funnel growth and implementations around Microsoft Lync-based deployments in both our direct and indirect sales channels. Level 3 views this as a lucrative sales opportunity for our agents." Think Enterprise clients. According to this study, UC interest is in the Enterprise space.

So Many Conferencing Options

2012-05-29T16:54:19Z

Just Google web conferencing to see 18 million results. This list of web conferencing is extensive but far from complete. Conferencing is starting to look like the VoIP space -- a bunch of people jumping in to get a piece of the action. Join.me, StartMeeting.com, Freeconference.com, Yuuguu.com, G+ Hangout, skype and so many more in the no cost variety. These no cost providers compete against the big guns like PGi, Intercall, Cisco's Webex, The Conference Group, Citrix's GoToMeeting, and on24.

As an aside: BigMarker.com is a different concept. More like G+ Hangout, BigMarker is about community collaboration.

One thing for agents to think about: IF there are hundreds of providers out there in any sector, then there IS demand for conferencing - video, audio, web. You should try to grab a piece of it.

If you wanted tips on selling conferencing, the TCA had a panel of conferencing channel execs give pointers in October of 2011. TCA members can watch it on-demand from the archives.

In the video conferencing space, it is becoming a buffet - wholesale, white-label, reseller, and retail; hardware and appliances; gateways and translators for interoperability; smartphone apps and softphones; API's; recording; and webcasting. I guess since airline travel is getting more expensive (and more of a PITA), video conferencing use is increasing. Moreover, with companies cutting the workforce for "synergies", the stranded employees have to do more and more (with less and less). Technology has to provide some productivity gains - the holy grail of cloud communications (of which, video conferencing is one component). Add to that the price of entry for video conferencing has dropped significantly. Sure you can buy a $100K telepresence room, but even $500 laptops come with decent webcams. Smartphones even have high resolution cameras that make video conferencing possible (if there is a strong enough 3G/4G connection and you have enough bandwidth left under the cap).

While video conferencing will not replace face-to-face or a live handshake, it definitely has its use during the sales process.

Polycom Gets Some Cash

2012-05-11T17:22:31Z

So Polycom announced that they will "divest its enterprise wireless voice solutions business to an affiliate of Sun Capital Partners, Inc. for gross proceeds of approximately $110 million in cash." I was confused by this until I realized it is a sliver of their business and represents DECT and Wi-Fi handsets only.

Polycom is in the process of remaking themselves from a hardware IP Phone company to a video conferencing solution provider. This was a way to get some cash and start selling off pieces of the business that don't fit that focus.

Yet Another Video Conf Start-up

2012-03-23T18:01:15Z

Garrett Smith from VoIP Supply wrote, "This service isn't all that new or different from the half dozen or so that already exists. There's either going to be a lot of M&A in video communications OR a lot of companies not making it." Garrett was referring to this TechCrunch article, Blue Jeans CEO Looks To Beat His Two-Time Acquirer Cisco With Low-Cost Video Conferencing. Krish Ramakrishnan says, "It's only a $700 million market." Yet he received $23.5 million in funding already. Why?

When you look at what Skype (and of course all the copycats) have done to the international long distance market, you have to wonder how the video conferencing market survives. I say that because it is rare that I ever participate in a video conference. In the last year there have been three video calls - one on Skype and two on G+ Hangout.

The low cost folks like Skype, Google, Vidyo, Apple's Facetime, even Webex is going to dilute that market. As more employees work remotely and mobile, some video chat will increase, but not likely through Cisco, Lifesize, or Avaya gear. More likely through the low-cost consumer services that make it easy for people to use.

In my experience, G+ Hangout was much easier to use than Skype or Webex due to no software download needed. Any gmail account or Gchat account means I can invite you and lets go. How does it get easier than that, Krish?

What a Crazy Monday

2012-03-19T18:02:05Z

So Zayo is buying AboveNet for $2.2B.

Avaya bought RADVision for $230M. Conferencing is making a lot of noise. As David Byrd points out, "It is clear that video conferencing is growing in importance in the market.... is the market big enough to support them and others attempting to stake out market share. Vidyo, ooVoo, Skype, Polycom, ShoreTel and others are all battling it out to deliver video conferencing either as a desktop offering or major telepresence in conference rooms." Byrd forgot Google, who has made video chat with G+ Hangouts stupid easy. Easier than Skype, since there isn't any software to download.

AT&T quietly settles the iPhone data cap case. Quietly because they don't want a rash of these lawsuits, even if it only costs $900 to settle. Will there be a rush to the small claims courts?

This headline killed it this morning: "Bernstein Downgrades Sprint, Notes Bankruptcy Risk". It being Sprint's stock, which dropped. Is Sprint in risk of BK? Not in the near term (2012 or 2013). Maybe in 2014 if it has to pay Apple for unused iPhones. See Bernstein thinks that the iPhone 5 which will utilize the 4G network will hurt Sprint who doesn't yet have a nationwide 4G network. Why not? Sprint just opted out of the LightSquared deal that the federal government all but kaboshed. Clearwire can't get it's act together. (Even with a deal with NetZero for free 4G data!) Bernstein stated that Sprint didn't have spectrum for 4G, which isn't true, since Clearwire has Sprint's spectrum combined with others to have a big chunk in most markets. Also, with roaming agreements in place, Sprint can use AT&T or other 4G carriers, although that will be costly. Sprint has a Brand isuue. Not to mention an under-utilized fiber network. BTW, CNET has a story about the 4G spectrum issues.

LightSquared has chosen to yell at the FCC and demand replacement spectrum. LightSquared said that the FCC action violates its constitutional property rights. What a bunch of BS!! The DOD said you can't use the spectrum. Period. You don't OWN the spectrum. You have a license to USE the spectrum - as it was deemed in said license. The LightSquared spectrum was licensed for satellite usage, not terrestrial broadband usage. "LightSquared's spectrum holdings (between 1525MHz and 1660.5 MHz) are close to the GPS satellite signals," reported ARS. And even more about the challenge that LightSquared faces from the Laws of Physics. LightSquared has offered to swap spectrum with the Dept. of Defense.. Corporate welfare clowns annoy me.

Creditors Want Zenith Infotech to Liquidate

An Interview with StartMeeting

2012-03-19T17:40:38Z

I had a long talk with Greg Plum, new VP of Channel Development at start-up, SmartMeeting.com at ITEXPO East. He agreed to a short interview.

What's the special sauce for StartMeeting?

StartMeeting incorporates components of web conferencing that have become familiar and trusted, while introducing some new features, including fully integrated toll, toll-free, and HD VoIP audio options, custom greeting and on-hold music, and a fully customizable meeting wall for meeting hosts, all at price points well below the industry.

Why should agents and VARs choose to sell StartMeeting over other web conferencing options?

StartMeeting offers a simple, intuitive, and effective communications solution. Our aggressive pricing, starting at $19.95 per month for a 50 seat license, coupled with a reliable, fully-integrated, audio bridge, will get a prospect's attention. Our differences, including HD audio, social platform integration, and our customizable meeting wall, will make them loyal, long-term customers. Since ease of sale is paramount to the agent, our proprietary provisioning system affords the agent 80 pricing scenarios, paying commissions ranging from 25% to 35%, all via a promo code matrix. It doesn't get any easier than this.

Name one sales trigger for web conferencing.

When a prospect tells an agent they are using ANY web conferencing solution, the agent should recognize this as an opportunity to win this prospect as a customer and save them money by offering StartMeeting. This could also be used to get the attention of a seemingly impervious prospect. Agents can now show them something different... Disruptively different.

CALL TO ACTION: StartMeeting will be offering free demo accounts to agents and VAR's.