Study Data Doesn't Mean Much Sometimes

Peter : On Rad's Radar?
| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

Study Data Doesn't Mean Much Sometimes

"Two technologies, namely mobility and Unified Communications and Collaboration (UC&C), are significantly transforming the work patterns in organizations, " writes ReportBuyer. The release goes on to talk about mobile converging with UC&C and BYOD to create mobile UC&C plus security. There is a specific market for mobile UC&C and BYOD. It is not an SMB problem. It is a public company problem (see SONY). It is an Enterprise and Government problem.

When you look at who is buying MDM (mobile device management), it is enterprise, government, unions and public companies worried about security leaks.

You can drape some productivity over this, but that isn't the sales trigger. If you want to talk about productivity and how UC&C can solve it, you have to do deep discovery about project management, virtual employees, 1099 (contractors and consultants), communication flow, document management. Those problems will shine a light on the benefits of UC&C.

Maybe robots will replace salespeople. See here and Lowes. The robots will need to be programmed to ask discovery questions. Then add some AI around keywords in the replies that would trigger probing questions in response. But if you are going to hire robots, why not try training your salespeople now instead. Provide them with sales triggers, benefit talking points, discovery questions and buyer behavior.

You can't send them to fight in the market against PBXs, Lync, and the other 2000 players without proper tools and training.

This study above, just points out how we got here - to the early adoption phase of mobile UC&C. It is about as significant as this study:

"The Global Telecommunications Services market is on track to reach $2.15 Trillion in 2014 - a 1.3 percent increase over the previous year. Wireless growth has continued to outpace fixed wireline services as consumers and businesses shift more of their communications to mobile applications. CMR projects that Wireline carrier revenue will grow at an average rate (CAGR) of 0.8 percent over the next five years, while Wireless revenues will grow 3.3 percent annually."

Meanwhile another study points out that Private Line is declining, so I don't know what part of Wireline revenue is increasing. My thought was that almost all telecom growth was in wireless and managed wi-fi/WLAN.

All these studies and data are based on revenue projections and ignore the customer - the buyer, the reasons they buy. That is where the tires meet the road.

Related Articles to 'Study Data Doesn't Mean Much Sometimes'
Featured Events