Is The PBX Dead? UC Strategies Discusses

How's that for a hot topic? Anyone who has followed me for a while may recall a lively dialog I started at the end of 2008, with a similar question - is VoIP dead? That one sure had legs, and the PBX topic is really no different.

Well, that was the topic for this week's UC Strategies podcast, and if anyone should have qualified opinions, it's this group. Everyone has their own take on this, and the podcast is a great listen. I provided the opening comments, and there was lots of back and forth on the utility of a PBX. However, we're all pretty much of the same mind that the PBX as we know it is simply out of kilter with how the communications landscape is evolving.

You can access the podcast here, and while you're on the site, there's a nice related article from Dave Michels that you'll enjoy too.

Google Voice and the Bigger Picture

I've pretty much gone AWOL from blogging this week, as I'm fully immersed with the Smart Grid Summit, which you'll be hearing more about quite soon.

My last post was way back last Friday, where I commented on the Google Voice/Gizmo5 news. There's more to this development than meets the eye, and I think it has potential to truly disrupt the voice market even further than what's been done already.

I don't have any bandwidth to comment further today, but here's the next best thing. Fellow blogger Andy Abramson weighed in with a lengthy post today that speaks to a lot of what's been on my mind. He's been in this since Day 1, and gives a great history lesson about all the false starts in VoIP to date from the IM players and the cablecos.

Skype is a case unto itself, but otherwise, Google Voice now looks to be the next one to really get it right. Echoing Andy's post, yet again, the most important disruption is coming from outside the voice industry, and with Google's clout, this should be sending shock waves through telecom.

Andy was a thread that ran throughout my post last week, and he's done a great job here with his perspective on Google. He's got a pretty unique vantage point for this space, and I encourage you to give this post a read, let it simmer a bit and think about what it could mean to you or your business. We all use Google to varying degrees, and to pass this off as not being relevant would be a mistake.

One way or another, I'll find a way to add my two cents next week.

Telio - Still Going Strong

Telio is far from a household name in North America, but if you follow the residential VoIP market - or VoIP in general - they should be on your radar. I've been following them for years, and if this is news, here's what you need to know. They went public about the same time as Vonage, but let's just say the companies have gone in different directions. You can get a taste of this from my earlier posts, such as this one. Since this comparison post from 2006, the song has basically remained the same, and Telio keeps making money.

So, who is Telio? Well, if you do a Google search, you'll discover this is a Canadian fabric company whose website is under construction. Ok, well, let's try Bing. This search turns up a popular Greek restaurant on the the Upper West Side of NYC. Hmm - we're getting colder, not warmer.

If you dig a bit deeper, you'll eventually discover Telio Holding ASA, and that's where your search ends. A profitable VoIP operator based in Norway - who knew?

It's an old story for me, and you'll have to look at my older posts to get filled in, but basically Telio has got the right business model for OTT - over the top - VoIP, and with every passing quarter of profitability, they're proving that it can be done. And for what it's worth, they have some cool looking phones now and have made a strong push into video. I couldn't help noticing their latest phones on display at BroadSoft Connections last week.

I'm posting about them now as they announced their Q3 results a few days ago, and I'm determined to share this before the week is out. The results are not spectacular, and that's exactly what I like about this. They don't need an amazing quarter to get your attention and make you believe the worst is over. There never was any of this - they just continue posting steady growth - isn't that better?

In this economy, I'll take those numbers any day. Revenues are up, profits are up, the customer base is growing, and new markets are becoming established. They also mention making Deloitte's Top 50 Technology list for 2009. That listing hasn't been publicly announced yet, and I can't find it on the website, but I've followed Deloitte's industry lists for a while, and this wouldn't surprise me at all.

Vonage is still with us, but they're not so much in the public eye any more, and they're still struggling to find a niche for long term survival. The market has changed so much since their debut, and I'm not sure if that time will ever come. Telio, on the other hand, has stuck to its plan from the beginning, and they continue to execute with ongoing innovation, nominal marketing spend and a focused value proposition.

Perhaps most important is their ability to enter new geographic markets and grow their footprint. While markets like Holland and Denmark are pretty small, Telio has proven they can replicate their domestic model elsewhere. Just you wait - it's only a matter of time until they set their sights on bigger markets, and if they can scale successfully, Telio will be a company you'll have to follow, not want to follow. Just remember where you heard it first.

Why Skype Could Be Good News For Carriers

Last week I posted about Skype's keynote VON, given by their CSO, Christopher Dean. It was a pretty interesting talk, and it's clear that Skype is taking some big steps forward to serve the business market - not just by themselves, but in partnership with carriers.

It's an intriguing proposition, and I mentioned I'd write further about it in my Service Provider Views column. There's a fair bit to explore, and while putting this together, I decided to make it a 2 part writeup. So, Part 1 is running now on TMCnet, and you can read it here.

If you want to follow this to completion, I'll have Part 2 ready in early October, so watch for it then.

BroadSoft's Move Into Consumer Communications

Some noteworthy news from BroadSoft last week that I haven't seen much coverage of. Being at VON kept me too busy to post about this, but it may still be news to many of you. I was pre-briefed by BroadSoft prior to the announcement, but couldn't talk about it until the news, which came out on Wednesday.

Branded the "Consumer Experience", BroadSoft is building on their strong foundation of business end users to move into the residential market. With over 450 carrier customers in 71 countries, they have the critical mass and footprint to serve new markets, and for many of their customers this will open up new opportunities.

BroadSoft has had residential capabilities for some time, but they've never gone to this extent to position BroadWorks as a total solution for this market. Early on, the focus was on providing telephony, and enabling carriers to offer Vonage-style subscription services. Needless to say, the market has evolved considerably, and VoIP is just one element for today's residential offerings. BroadSoft is talking about enabling "the new consumer carrier", which translates into a ubiquitous communications experience, much like what we often hear for the emerging world of Telco 2.0 - multiple services over multiple devices and screens, anywhere, any time.

What I find most interesting about BroadSoft is their focus on the devices and multimedia communications. By shifting from telephony to communications, they enable carriers to sell a more comprehensive service. So, in addition to the telephone, BroadSoft now touches a wide variety of devices - TVs, PCs, set top boxes, video cameras (surveillance), Internet appliances (this is going to be a growth market), touchscreen devices, etc.

With BroadSoft's Xtended Web 2.0 capabilities, they're also reaching out to support social networking, which may be the stickiest mode of communication with consumers these days. And yes, we're talking both fixed and mobile devices, so pretty much any type of carrier can get in the game with BroadSoft.

By connecting all these pieces with a single platform, BroadSoft's carrier customers can now brand their services on pretty much every communications device used in the home, and if you walk around and count them all up room by room, that's a lot of exposure. I can't say for sure that BroadSoft is the only platform out there that can do all these things, but it's a much broader vision for residential services than what carriers typically have to choose from.

If Microsoft hasn't come to mind yet for a parallel here, it will soon. I've seen a very similar storyline from them - especially around the digital lifestyle - but they're coming at it from a software angle. I'd say this will not be as intuitive for consumers to understand compared to hearing it from their service provider. Like Microsoft, BroadSoft is positioning their solution in terms of the overall consumer experience, and this is the type of messaging that a carrier wants to hear that tells them BroadSoft understands their needs. There's a nice example of this on their website - it's an online slideshow titled "A Day in the Life of a Connected Consumer".

All told, it's about more choice for consumers, more devices to communicate with, and more ways to add value with personaliztion and integration with Web-based services. It's long way from VoIP, and another step forward for BroadSoft. I should add that it's in the market today, and the press release cites some success stories, so you might want to look at those for specific examples of how it's being deployed.

Nice Blog Recognition - Top 15 VoIP Blogs of 2009

Tippit Inc. has become one of the better-known sources of IP communications news and insights, and I've done a few things with them from time to time. One of their portals is called Focus.com, and yesterday I became aware of their list of Top 15 VoIP Blogs.

I commented earlier today that this list came out on August 5, but that's not correct. While I only found out about it then, it was published back in May - mea culpa!

Anyhow, I didn't see it before a few people pinged me to say congrats, and I'm very happy to be in such good company again. All the familiar names are there - Jeff Pulver, Andy Abramson, Rich Tehrani, Alec Saunders, Brough Turner, Irwin Lazar, etc., so no big surprises, really. Was nice to see my name in the #1 spot, but I wouldn't read too much into that (it's not in alpha order) - unless you'd like to!

I mentioned that it's nice to be back, as they last published a list like this in late 2007, and my blog was there as well. I've made a few other top blog lists along the way, but it's always nice to repeat from the same source. I'll take that as a sign people continue to follow me, and for that I thank each and every one of you. My job is to continue the dialog, and once again, thanks to Focus.com for the recognition.

New Venture - Smart Grid Meets IP

I posted the other day about a new venture I've been working on, and it's just about ready to go. It's been a busy few weeks on a few fronts, as I've been exploring some new avenues to grow my business.

For now, I can just tell you I'm about to launch a new venture with a couple of partners that's focused on the Smart Grid space. We believe there's a great opportunity waiting to happen at the intersection of energy and communications. Smart Grid is a big deal, not just to bring the massive infrastructure side of energy transmision and distribution into the 21st century, but also the whole new world of communications services that's going to open up, especially in the home.

To me, it sounds like telecom/VoIP all over again, as utilities need to bring IP and digital technologies into the fold, and with it a whole new business opportunity on many fronts. We think we're on to something good here, and feel the time is right to build the community as well as provide a forum to drive change and shape the future.

There's a unique opportunity to integrate the best of IP communications technologies with intelligent energy management, and we plan to be in the middle of it. This venture will be the bridge to bring these worlds together, and we think a lot of you out there will want to be part of it.

That's all I can say for now, but more detail will be coming very soon!

June Media Roundup

This is the first month in a very long time I wasn't cited in any articles. I spoke with the media a few times, but these ended up being for longer features which won't run until July or later. On the other hand, I was busier than ever producing original content in June, and on the whole I feel it was a pretty productive month in terms of keeping my profile out there and contributing my ideas to the industry.

I'll start with the most visible activity - my SIP Trunking webinar with Mitel. That took place on Tuesday, and just over 1,000 people registered. If you missed it, the archived version will be ready any day now, and will be accessible for 90 days. All registrants will receive a copy of the slides from Mitel, along with a companion white paper that I'm wrapping up just now.

- SIP Trunking - More Than Just Cost Savings


Next - TechTarget. I'm a regular contributor to their Ask The Expert feature, and they recently engaged me for some more extensive work. The outputs were published in late June, consisting of a white paper and a podcast. To access these you need to register on their site, but this just takes a minute.

- eGuide/white paper: Connecting and Leveraging VoIP Islands

- podcast: The Benefits of VoIP Islands


My regular bi-monthly Service Provider Views columns ran on TMCnet:

- Q&A with Telanetix - Why Hosted Services are Gaining Adoption

- What Service Providers and Auto Makers Can Learn From Each Other

June also marked my debut column on The Mark - Canada's answer to the Huffington Post:

- On the Future of the Automobile (and Telecom, Too)

Finally, I was cited in a press release about an Advisory role I've taken on with a U.K. consultancy, MeDe8 Group Ltd. You'll be hearing and seeing more about this over the next few months.

Q&A with Telanetix - a Different Kind of Service Provider

My latest Service Provider Views column is running now on TMCnet. This time my focus is on Telanetix, a pretty interesting hybrid that's doing just fine servicing SMBs with IP telephony and beyond.

The article is based on a Q&A I did with their CEO/Chairman, Doug Johnson, and has two main themes. First is the overall trend toward hosted services, and second is what makes Telanetix's approach different as well as effective.

In the spirit of my column, I'm focusing on Telanetix as an example of a new/different kind of service provider, and with today's technology, showing how they can compete very nicely against the incumbents. This is just one of many ways the status quo is changing in the service provider space, and to learn more, please give my article a read.

Numbers That Spell Traction - 1 billion, 750,000 and 30

I get a lot of press releases, but don't post about them very often, as I'm not a journalist looking for news stories. As an analyst, what I do look for, though, are trends - and sometimes I come across a few unrelated items that collectively tell me something. I may see these individually, scan them and make a mental note - but there's nothing that really jumps out for blogging.

Yesterday, three such items crossed my path. All were interesting, but nothing that I felt compelled to blog about. After seeing the third item, though, I noticed a few patterns that told me a broader story, so here we are. That's what analysts do, and that's why I blog. So - three announcements, three companies (four actually), three storylines, and one nice trend. Here are the storylines...

Jajah - I'll start with them, since their number is the biggest, and we all know how much people - esp the media - love numbers. At 5am today, they announced the completion of their 1 billionth call (is that a word?). I don't know about you, but a billion is still a big number for me. We're not talking minutes here - we're talking calls connected over the various Jajah platforms around the world.

Voxbone/Nimbuzz - this is a twofer announcement between companies that now have a good reason to be working together. I got word of this from Voxbone yesterday, who announced that Nimbuzz has selected to provide local inbound numbers for mobile callers. Both companies are leading the way for mobile VoIP, and together they have some pretty attractive disruption for the incumbents. Each has their own story to tell, but basically Nimbuzz is growing real fast - 750,000 new signups per month - as claimed in the press release, so this is not a small thing. I've been closer to Voxbone, who has made their own mark with iNum and local inbound numbers world-wide.

Together, they now have a mobile VoIP solution that's not built around WiFi - or 3G for that matter. Users of Nimbuzz would now be contacted when outside of these networks and given the option for Nimbuzz to make a call over their IP network for much less than the cost of a conventional cellular call. Sooner or later you just knew something like this would come along, and has the right combination of saving money, being very accessible and easy to use. What's not to like - unless you're an incumbent mobile operator?

Calliflower - last but not least, here's where the number 30 comes in. I've written about Iotum's Calliflower conferencing platform before, and clearly they're on to a good thing. Yesterday they announced Calliflower is now available in 30 countries (and 100 cities). Aside from having more of a 2.0 look and feel than other conferencing platforms, Calliflower's main point of disruption is their flat rate pricing model. Taking advantage of low cost IP-based transport, they've made conferencing affordable for a broader range of the market, which plays especially well in countries where telecom rates and tariffs are still quite high. Again, what's not to like, especially from a home-grown Canadian company. And just to make sure you truly understand what makes their model so attractive - esp compared against "free" conferencing services, Alec Saunders - their CEO - does a great job explaining this in a recent blog post.

There you go - 1 billion, 750,000 and 30. Huge orders of magnitude between any of these, but they're all big in their own way. Each story is different, but they all support the same conclusions - voice is alive and well, VoIP is alive and well (anybody want to pick that thread up again?), innovation is alive and well, and small companies with funny names can still be very disruptive in the name of progress. That's worth posting about, don't you think?

Connecting and Leveraging VoIP Islands - New Content on TechTarget

I've been a regular contributor to TechTarget's Ask The Expert series on their Unified Communications portal for some time. These are usually short responses to questions that require much greater explanation, but since it's basically free advice, that's what you get.

TechTarget recently approached me about doing a more in-depth analysis on a topic that's getting a lot if interest from their readers - VoIP islands. This term has been around for a while, and with the recent advent of SIP Trunking, it's become more topical. We did this in two pieces - a three-part written narrative and a companion podcast.

It's taken some time, but everything is finally published now and I have the green light to post. So, if you're interested in how VoIP islands and SIP Trunking are connected, I welcome you to read the eGuide and listen to the podcast. You may need to register with TechTarget first, but that just takes a moment. And if you have a chance, please let me know what you think.

Time Magazine's Top 10 Tech Failures - Vonage?

Here's an item that's bound to get a few people going. Top 10 lists are everywhere, and we all know their real purpose is to start a conversation since people rarely agree on these things. On that count, Time Magazine has succeeded. They just came out with a new list - "10 Biggest Tech Failures of the Last Decade". How can that NOT get your attention, right?

I don't normally read Time, but two paths led me here. First was Andy Abramson's post from today. He and I basically agree, and I'll amplify his thought a bit in a moment. The second is my son Max, who for some reason has recently started reading Time. Great to see him following the news of the world, since - like most teenagers - he doesn't read the local paper and hardly watches TV. Your guess is as good as mine as to why he'll pick one form of mainstream media over another, but at least he's reading. That's definitely another topic --- but not now.

Anyhow, their top 10 list is an attention-grabber, and includes some expected flops like Vista, Iridium, satellite radio, and yes, YouTube. Hard to argue with these, but seeing Vonage on that list certainly caught my eye.

I totally agree with Andy that Vonage was a disaster as an investment story, but we would both strongly disagree it was a tech failure. This is how these top 10 lists suck you in - we can't resist when winners and losers are identified in the media. Tech has been a dirty word on Wall Street lately, so we love reading about "failures". Reading over the criteria that define's Time's list, there's a disconnect to me between a company or a product failing and the technology itself failing.

Would Vista be considered a failure? As a product, probably - but Microsoft is doing just fine as a company(arguably), and no one would dispute how successful their desktop OS has been. Sirius XM - no argument there. The company is not a success and satellite radio has not taken over the world. The underlying technology isn't really the story here - it's really about a new business model to monetize radio. On and on we go - it would fun analyzing each one of these, but that's not why I'm doing this.

Let's just move on to Vonage. Has the company been a failure? I'd have to say yes, and you don't have to look far for supporting evidence on a financial basis. Sure, they're still operating, and they just shifted their marketing strategy to voice quality instead of price. It's probably too little too late, but at least they're trying. Has the product been a failure? I would say no. Today, Vonage is a solid, mainstream residential VoIP service. It's not the best, it's not the cheapest, and it's not the most cutting-edge.

However, it's got great brand recognition, a track record, a critical mass of customers, and for consumers, it works pretty well. That's not a failure in my books. As far as pure-play VoIP offerings go, they're pretty much the last one standing in the U.S. While they've probably peaked in terms of subscribers, they wouldn't still have 2.6 million customers - in spite of all the nasty litigation and value-priced Triple Play bundles out there - if the product was not fundamentally sound.

This brings me to the third aspect that defines "failure" - technology. Here's where I would object the loudest and longest. I've followed Vonage longer than almost anybody (and am on record as one of their staunchest supporters). This is where I think Time has got it wrong. When Vonage went public, they owned the residential VoIP market, and had over 50% share for a long while. There is absolutely no doubt they did more than anyone to build the foundation for VoIP in the U.S. I've long called Vonage the Kleenex of VoIP - the two words are synonymous. Without Vonage, we wouldn't have a consumer VoIP market, and guess what, they've outlasted CallVantage.

When Vonage started making noise in 2004, the RBOCs - as they were called then - got very nervous as the media was trumpeting the likes of Vonage as the successors to dinosaur telcos that would make them obsolete. This led AT&T to engage in an aggressive marketing campaign to compete head-to-head with their CallVantage service. A price war ensued, with the incumbents hoping this would drive Vonage out. It failed, and ultimately, AT&T was acquired by one of its offspring - SBC - for an embarrasingly low amount of money. It's a much different story today, but at the time, it sure looked like Vonage was going to kill the telcos. Fast forward to today, and you could argue that VoIP has failed as a technology because for all its effort, Vonage, barely has 3% of the market.

Sure, that's laughable, but if you don't think VoIP is the future of telephony - not just residential - then you probably think Iridium, Vista, HD DVD, and the rest of Time's top 10 list still have a chance. Vonage may have topped out as a market player, but they've long conceded that the cablecos now own the consumer VoIP space. While most of the growth in consumer telephony is wireless, there are still around 90 million landlines out there in the U.S., and there's no doubt that VoIP is going to become dominant there. And guess what - once we get LTE, WiMax, 4G etc. up and running, VoIP will do to mobility what's it's done to landline. I could go on, but I'm sure you get the idea. So, thanks Time for getting my attention, and next time, please be more careful - or consistent - in making these choices.

MetaSwitch Forum - Day 2

Today was a bit more hands-on for customers with several vendor-specific breakouts and the Expo showcase opening up. New Board member Kevin DeNuccio opened with a keynote outlining major trends impacting telecom. It set the stage for big picture issues that I know customers were talking about throughout the day. I'll be touching on some of these myself in tomorrow morning's panel on consumer VoIP. Am really looking forward to that.

Otherwise, the big story today was a couple of MetaSwitch announcements. First was a series of new features as part of their Version 7.0 release. Lots of Google-based widgets that give their CommPortal more of a Web 2.0 look and feel.

Second was the launch of the Innovators Community. I really like this one, and represents their formal entry into the third party apps space. Any vendor with an appreciable customer base and partner ecosystem needs to be doing this now, and along with the news, there's a dedicated website to support the community. You need to register first, but here's the link. Judging by the heavy traffic around the MetaSwitch demo setups today, interest was justifiably high.

Kevin DeNuccio's keynote



Polycom's VVX 1500 media phone



Expo showcase activity

Next Stop - MetaSwitch Forum 2009

The MetaSwitch Forum is one of the best customer events going, and I'm really looking forward to attending again this year.

UPDATE - due to a late scheduling change, I'm going to be moderating one of the panels now. It's on Thursday morning, and is about one of my favorite topics - strategies for succeeding with VoIP in the consumer space. Most of MetaSwitch's customers are Tier 3 operators, many of whom are in rural markets. The competition may not be as intense as in larger centers, but it's still a factor, and VoIP is relatively new for consumers. Should be an interesting session, and you can learn more about it here:

Time to Raise or Fold? Consumer Telephony Strategies in a Down Economy

It says a lot in this economy for companies like MetaSwitch who are still willing and able to do events on this scale in Las Vegas. The important thing is that they value their customers, and they use this forum not just as a way to show it on an individual basis, but also to build community. All customer events strive to do this, but there's no doubt in my mind it's very real here.

The forum is also a great way to showcase their latest solutions as well as their technology partners, such as ADTRAN, Acme Packet, Aastra, Occam Networks and many others. Am very much looking forward to getting all the updates and spending time with the MetaSwitch team - as well as their partners and of course the customers.

Customer events are usually pretty closed, and I'm one of only a handful of outsiders attending, so if you follow MetaSwitch, you'll want to keep tabs on my blog.

Aside from the business aspect of the forum, MetaSwitch always runs a fun event. It will be pretty hard to top last year's New Orleans forum, but I think we'll do just fine in Las Vegas.

VoIP-News Webinar Now Archived

The VoIP-News webinar I presented on the other day drew a lot of interest - a couple of hundred - and we certainly could have gone on beyond the hour we had.

If you missed it, or had to drop out early, the archive is now available - just follow the link here - and once you register there, you'll have access to the replay.

To give you a flavor of who we had on the call, here are the results of a poll question of the audience:

Are you planning to deploy a VoIP system in your organization?

Already have a VoIP system 35.8%
In process of implementing a VoIP solution 3.7%
Planning to implement VoIP 11.0%
Evaluating VoIP 23.9%
No plans to implement VoIP 25.7%

It's pretty much what I'd expect - some have VoIP, some have no plans, and some are looking into it. Overall, though, 3 out of 4 have VoIP on their radar, and that's the news that I'm looking to hear.

MyAlltop - Personal Websites Now Launched - I Got Mine

Am sure Guy Kawasaki will be familiar to many of you, and last year he launched an interesting blogging venture called Alltop. It's best described as a digital magazine rack, where you can quickly scan the latest post headlines from the top blogs on a particular topic.

Alltop covers a whole range of topics beyond tech. There are lots of lifestyle categories, and I find some of these just as interesting as the tech stuff. One of the tech categories is VoIP, and I'm glad to say that my blog is included there.

Yesterday, Alltop launched the next iteration of Alltop - MyAlltop. In the spirit of social networking and personal portals, each Alltop contributor can now have their own webpage where we round up our own personal favorite blogs from across the spectrum of blogs covered by Alltop. I've only explored a fraction of all the Alltop blogs, but I've listed my favorites, and you can see them on my personalized Alltop webpage. It's mostly VoIP and telecom, but I have some Red Sox and Judaica, and others will come over time. There's also a Facebook link, so if you're in my group of contacts, you'll be hearing about MyAlltop there.

So, if you want to know what I'm reading and following, MyAlltop is one way to stay connected.

Google Voice - VoIP is Alive and Well

I don't jump on news items all that much, but today's Google Voice story is a good one, and is a great validation for my position that VoIP is far from dead. Followers of my blog would be familiar with that topic, which I wrote about in a favorable light in December, but sparked lively debate on both sides of the dead or alive argument about the state of VoIP.

I've been trying to get this post out all day, but project work is keeping me busy, plus I've been fielding a handful of media calls about Google Voice. So what's the fuss?

You should start first with the media - Fierce VoIP and the San Fran Chronicle, then move on to the blogs, namely GigaOm and Andy Abramson. Andy has to be particularly happy since he was an early backer of GrandCentral and they were one of his many clients to have successful exits - very nice.

I was happy to be contacted about this story by the media, as I've followed GrandCentral for some time, and wrote about their being acquired back in 2007. This morning I was cited on the BBC's coverage of Google Voice, which was also picked up by Negocios. That one's in Portuguese - I've got no idea what they're saying, but I'm in there! The SF Chronicle called about this yesterday, but the timing didn't work out, so I missed that one - sorry Verne.

Finally, Wired got my take on Google Voice this afternoon, but it's not running yet. The article running there now on Google Voice is from yesterday, and the updated story should be posted any time now. I'll revise this post once it's up.

UPDATE - the Wired article referenced above has now been posted. I figured it best to leave the link for the earlier article, and now provide the link to today's Wired article that I was cited in.

As mentioned, this is good move for Google, and really helps make their Google Apps suite more sticky, and with GC's voice rec piece, it could be an important driver in bolstering their mobile search capabilities. It makes them a more interesting alternative to Skype, but I'd say it's more of a threat to Microsoft and even IBM/Lotus for business users. There's enough here to keep you busy for a while, but if you still have questions, please drop me a line!

Upcoming Webinar - Communications Strategies for a Recession

Just a quick plug for a webinar I've been invited to present on, coming up on Wednesday, March 18. It's being produced by VoIP News, and is titled "Optimizing Your Communications in a Recession". The title is pretty self-explanatory, and I'll be joined by Qwest Business and ADVODA Communications.

I'll be presenting the independent analyst perspective on the various IP and SIP-based communications tools available today, as well as how they can be used for maximum benefit in tough times.

The webinar is free, and runs for an hour, starting at 1pm EST. You can read more about it as well as register here. I hope you can join us!

Jajah's 2009 Telecom Industry Issues Index Published

I've got some industry research to share with you that was published yesterday. This is my second post about news coming from MWC - was hoping to post yesterday when it ran, but some minor production glitches needed fixing before I could do that.

Jajah recently engaged me to conduct some research on their behalf about what's on carrier's minds going into 2009. The finished product is called the 2009 Telecommunications Industry Issues Index, and the press release around it was distributed yesterday at MWC.

It's not a major piece of research, but we learned some interesting things about the role innovation and service creation plays for carriers, and how incumbents are struggling to deal with the market shift from wireline to wireless, as well as the threat posed by the Googles of the world. I'd sure love to do this research on a larger scale next time around, but I think it's pretty clear that carriers have a lot on their minds right now, and of course, Jajah has some ideas about how to address some of their challenges.

You can download the report from Jajah's website, and I'll soon be posting it to mine. Give it read, and let me know what you think.

January Media Roundup

I've got a backlog of posts that I'll get to over the next few days. They're not time-sensitive news items, and I still think you'll find them of interest. Until then, here's my roundup of January media citings. It was a pretty busy month for me, and I expect to see more of the same for February.

- 2009 telecom/tech trends outlook - Backbone Magazine

- VoIP's outlook - TMCnet

- IT Expo preview/spotlight on JAA with Rich Tehrani - TMCnet

- Nortel's customer prospects - Tech Media Reports

- Nortel's partnership prospects - Fierce Telecom

- Interview with Greg Galitzine about SIP Trunking - TMCnet

- Outlook for Rogers Communications - ITWorld Canada

- 2009 Canadian telecom outlook - Tech Media Reports

- 2009 Canadian wireless operator outlook - Tech Media Reports


Circle ID picked up a post of mine about one of Nortel's bright spots, and it had some pretty strong readership:

- Nortel... the Good News: Web.Alive


I contribute Ask The Expert writeups for Tech Target's Unified Communications portal, and had one piece posted in January:

- Are we too late for VoIP?


Finally, as usual, I wrote two articles for my Service Provider Views column on TMCnet:

- Jaduka - Another Take on the Platform Play - Q&A with Jack Rynes

- VoIP: Definitely Not Dead Yet, the Sequel


Some of the above pieces require log-ins or subscriptions, and if this is problematic, let me know, as I have soft copies on file.

Is VoIP Dead? The Sequel - My Latest TMC Article

For some of you, this issue is dead and gone, and beaten to death. Maybe so, but I still believe the flavor of VoIP that I'm seeing a lot of is very much alive and kicking in 2009. Some of this may just be arguing semantics, but the dialog that flowed from my last TMCnet article back on December 29 sure was interesting, and I've since felt obliged to follow this up and clarify things.

My latest Service Provider Views article ran today on TMCnet, and all that's left for me to do here is steer you to the link.

Give it a read, and tell me whether this changes your thinking or not. My position hasn't changed, and in fact, I've updated it with some developments that have come since my last article. Let's see where this goes...

Truphone - Helping Keep VoIP Alive and Well

In my most recent Service Provider Views column, I identified a number of companies that typify the innovation taking place now in VoIP that I think will make this an exciting space in 2009. One of them is Truphone, and readers of my blog will know that I?ve followed them for some time.

Yesterday I had a chance to speak with their new CEO, Geraldine Wilson, and it was great way to get a first hand update on what they?re announcing this week and next. Between Macworld and CES, they are playing on some big and important stages, and this alone should tell you that VoIP is far from dead.

Even casual followers of Truphone understand what they?ve done to advance mobile VoIP, and how they were the first VoIP application available to iPhone users from the App Store. That alone makes them worth watching. We all know that mobile VoIP will become mainstream sooner or later, so there?s nothing really groundbreaking there.

The more interesting news that will be announced during these two events has to do with broadening the scope of how we communicate with smartphones, and making them even more relevant to our everyday lives. While the focus is on the iPhone and iTouch, it's just a matter of time until these capabilities become true value-adds for smartphones as a category. I've always viewed smartphones as pocket-sized PCs rather than telephones, and Truphone is making some big strides now for extending the desktop experience to your mobile world.

First, is the introduction of IM on the Apple devices. This capability will be launched now for Skype and Google, and in time, they will add MSN and Yahoo. Using a touchscreen to tap out an IM is not my idea of time well spent, but my son Max would just love it. The IM feature is important for a couple of reasons. Aside from being a quick, convenient way to communicate, it's habit-forming, and cheaper than SMS. This is something that many Apple fans I'm sure will pick up on right away. This leads to my second point, which is presence. Wow. With IM, Truphone adds presence to the iPhone and iTouch. That's a cornerstone Web/Voice 2.0 feature, and with presence, communication becomes a much more powerful aspect of using these devices. This opens the door to all types of presence-enabled applications that I'm sure will turn up in the App Store very soon.

Second, is the ability now to move between an IM session and a voice call on these devices. This is where I think Truphone makes things very interesting, and more importantly, this is where they can make some money. It doesn't take much to see how appealing this combination can be - start out doing IM with your friend, and then deciding on the fly you want to talk instead. All in the same session - that's great.

With these two capabilities, Truphone has made some huge communities - Skype and Google - much more relevant to iPhone and iTouch users. Those buddy lists and address books will become much more valuable, not just for Apple users but the service providers carrying these sessions. It's a big deal for Truphone, but to me, it's an even bigger deal for Apple, as it validates the power of the smartphone, not just for communicating, but for community building. Neither Skype nor Google have yet to effectively extend their respective communities to the mobile world, but Truphone now makes that possible for them. I'm sure both are thrilled!

An interesting sidebar to watch will be how this impacts the behavior of iTouch users. With Truphone, they now have less of a reason to carry a cell phone. Since the iTouch really only works with WiFi for voice, it won't be a total switchout, but I'll bet it will be enough to catch the media's attention. That said, I don't see this cannibalizing iPhone sales, but you never know.

Looking ahead, the next frontier for me would be federating these capabilities across IM communities. Let's say I IM a Skype contact and escalate that to a voice call. Then my presence indicator tells me another contact on Google is available, and I've decided I want to patch that person into my Skype call. Ultimately that defeats the purpose of having distinct communities, but it sure would be a powerful feature to have.

eComm 2009 Updates

Lee Dryburgh has been busy over the holidays, and I wanted to update you on two items in particular, both of which are posted on the eComm blog.

First is the charity appeal he's just launched for the Shelter Network. In its purest form, this is a noble effort to raise money for homeless people in the San Francisco area. That's the simple part. Lee is an engineer, and nothing is simple for him, so there's more to the story. This initiative is tied into two other concepts - raising awareness/selling tickets to eComm 2009, and testing the effectiveness of social media to support causes like this.

There's a lot to consider here, and that explains why Lee's blog post about this is so long. I'm doing my part by blogging about it now, and hopefully a few of you will keep the thread going, especially if you regularly use social media tools. I do not, so this is as far as it goes for me. Anyhow, it certainly is a worthy cause, and if you want to support our eComm community, this is a very nice way to go.

Second is yet another go-round of the VoIP-dead-or-alive debate that started with my TMC article last Monday. This conversation has taken a life of its own the past few days, and even Jeff Pulver has waded in a couple of times. Well, one of these posts caught Lee's eye and yesterday he countered with a post of his own, essentially inviting Jeff to support and even speak at eComm.

Interesting, huh? Why Lee would use a public forum to do this, and why he - or anyone for that matter - would post about a conference on a Sunday - at the end of the XMas break to boot - is totally beyond me, but it did not go unnoticed.

There has been some dialog around this, and it will be interesting to see if Jeff puts any effort behind Lee's request. As a member of the eComm Advisory Board, I'd love to see Jeff help bring more community around eComm, but we all know it's not so simple. Just like seeing Carl moderate at the ITExpo, this type of outreach really gets your attention, and if you could put a host of issues aside, there could be a lot of upside for everyone. That's a pretty big "if", but hey, it's Day 1 of 2009 in the working world, and hopefully we've all made resolutions to make the world a better place.

VoIP's Prognosis - Depends Who You Ask/What Sources Work For You?

When I published my latest Service Provider Views article on TMCnet on Monday - "I'm Not Dead" - I didn't give it much thought once it went live. My articles get comments here and there, but nothing like this.

Andy Abramson and Alec Saunders picked up on it first, and from there, it sure has hit a nerve. Over the past couple of days, the premise as to whether VoIP is dead or alive has taken a life of its own in the blogosphere, and there are clearly fans on both sides. Alec has done a great job keeping this dialog going, and I'll point you to his post from Wednesday night that has a very helpful roundup of links to the most noteable commentary, including Jeff Pulver (yes!), Om Malik, Ken Camp, Ted Wallingford, Andy Abramson, Garrett Smith, Lee Dryburgh, as well as our posts - his and mine - that ran on Circle ID.

Since then, I'd like to add a few other voices to the mix - Stuart Henshall, Lee's more extensive comments on the eComm blog, Jazinga's Shidan Gouran (on his brand new blog - welcome!), and Israeli colleague Moshe Maeir from Flat Planet Phone Company.

Lots to think about there, and with this post being a day or two removed from most of the recent commentary, I'm not so sure there's much connection any more with my article. I find it really interesting how these conversations evolve in the blogosphere, and that everyone has an opinion, and people take sides very quickly. From what I can tell, I'm the only person in this mix whose views were presented in the form of a published article. Everything else has been blog posts, and it sure is interesting to see how organically and virally conversations evolve in this medium.

Before moving on, I just want to pass a hat tip on to Andy Abramson. He was the first to cite my article, and that's when this whole thing started to pick up momentum. My blog is not as widely followed as others cited above, and more importantly, I don't think bloggers follow the industry media all that much any more. So, if not for Andy, I'm not so sure any of these conversations would be happening.

So, for me, this is an interesting sidebar to whether you think VoIP is dead or alive. Most bloggers I follow are much better informed about our space than the media, and all the threads I've read on this topic have valid points of view. But they're not getting published in the mainstream, and I see two problems stemming from that.

First, the mainstream is missing out on some valuable insights from people who are really in the know. Of course there are tons of journalistic issues around this, but that's another conversation.

Second, the blogosphere can be insular and self-selecting, so we're often just talking amongst ourselves. Am not sure if there's an indifference towards the trade press from bloggers, but I do wonder if there's an unhealthy disconnect out there between these two camps. Yes, there are journalists/editors who blog, but most bloggers are not from this world.

By the way, I'm not taking sides here - am reflecting more on how the process of getting and staying informed is changing in the Internet world, and how it's different for everyone. I don't have the answers at hand for these issues, but I think they're important, and probably warrant a forum for separate conversation. That's another thread I'd like to keep going in 2009.

My Take on 2008 - VoIP's Not Dead Yet

Everyone's doing their year-end review thing now, and in true fashion, I'm late to the party. All the mainstream pubs did their thing last week - year in review, top 10 stories, 2009 predictions, etc. I'm not a news guy, so I don't have much to add there, so I don't bother. Besides, I have to make a living doing these things, so I'm not going to spend all day blogging about where I think things are going.

However, I do have a few things coming this week. I have a year-in-photos review in the works so you'll know where I've been in 2008, and this has a lot to do with what I'm seeing in the IP communications space for 2009.

I've also just published my latest Service Provider Views article, and that will serve as a pretty good proxy for my contribution to the year that was. If you're a Monty Python fan, I think you'll like it. More importantly, if VoIP is in your lexicon, you should find this of interest.

Basically, I think VoIP is going to be huge in 2009, but not for reasons you may think. I'm trying to draw attention to smart companies doing cool things, like Voxbone, Fonolo, Jazinga, Vayyoo, Phone.com, Calliflower, Mobivox, Jajah, Vidtel and Truphone. They're taking VoIP to the next level, and if you're not watching them now, you better be in 2009.

The article went live on TMCnet this morning, and fellow blogger Andy Abramson has posted a nice piece about it already. Would love to hear your thoughts!

Avaya Canada Analyst Day

Yesterday I attended Avaya Canada's analyst day here in Toronto. I participated last year, and it was good to gauge their progress since then. The local analyst community is pretty small, so it was a very friendly session.

For most of us, the main attraction was meeeting the new head of Avaya Canada, Gerard Baglieri. For what it's worth, he goes by the title VP/GM, so I really can't say CEO. Maybe Avaya's culture is more egalitarian than most, and maybe it's just a Canadian thing. Anyhow, Gerard is from NY, and during my 1:1 session, he strikes me as being very capable and focused, so don't let his title fool you.

I attended Avaya's global analyst event a few back in Boston, and for those of us who were there, most of yesterday was familiar territory. As such, I don't have much news to report, other than the fact that Avaya Canada seems very well aligned with the corporate storyline.

They did address some of the structural differences and dynamics of the domestic market, and how their plans to expand the channels up here will be more challenging. The difficulty with Canada is that the SMB market is more heavily skewed towards the very low end of the scale, and these businesses are often not a good fit for Avaya's offerings. Of course all vendors face that problem here, but it's fair to say Avaya will have to be more aggressive in Canada than the U.S. to achieve their stated target of driving 85% of their sales through channels within the next 3 years. Gerard has a tall order ahead, and time will tell.

We saw a variety of presentations throughout the day, and they all reinforced the core themes we saw in Boston - namely, Avaya feels they are ready now to become the #1 player, the company is now very focused on two main markets - Unified Communications and Contact Centers, and the overall business strategy is to become more channel-centric.

I elaborated on this further in my Boston post and elsewhere, and will say again that there's a good story here. Yesterday's session had both analysts and media, so there was some public coverage in the trades. I can steer you to one of these if you care to read more.

To wrap up, here are a few photos from yesterday...

Gerard Baglieri



Todd Abbott - he presented in Boston - was nice to see him come up to Toronto for this



Amir Hameed talking about contact centers



Colleague Ronald Gruia from Frost checking out the bat-phone, with a bit of a halo around him. He's special, but not that special! :-) He just happened to be standing close to the overhead light, although it sure looks like he's radiating brilliance....





Technorati tags: Avaya Canada, Jon Arnold

Vidtel Launches Today!

Been trying to get this post out all day. Scott Wharton is one of the few people I know in this space going back to 2001 when I started at Frost & Sullivan. He had a great run at BroadSoft, and it was surprising to hear him make the jump to his own startup this summer. Not only doing a startup for the first time, but moving from the East coast to the West coast to do it. That takes commitment, and he's done it on a shoestring.

His company is called Vidtel - gee, can you guess what the business is? - and today was the official launch. It's a bit like having a baby, so first off, congratulations Scott! You've got a good team behind you, about 100 trials going, the technology is ready now, the service is economical now, and maybe most importantly, video is hot. We're way beyond worrying about how we look on video now, and this isn't the 1964 World's Fair.

Sure, most people are camera-shy, but in the world of iPhone, Flckr, YouTube, Facebook, etc., it's not such a big deal any more. There's no shortage of people ready, willing and able to get onscreen at the drop of a hat. More importantly, Vidtel is about making an everyday experience - talking on the phone - a better experience. There's no shortage of friends and family-based situations where adding video to the mix would be welcome. Vidtel understands this, and the website does a nice job of explaining many of these scenarios and how they would appeal to different segments of the market.

To be clear, Vidtel is a consumer offering. It's not the videophone service that Packet8 was marketing to SMBs. This is a mass market concept, much like Vonage was in 2005. However, prices have come down, and video service like Vidtel is very affordable. The big BUT, of course, is how are you going to get customers? Scott's too savvy to fall into the Vonage trap of spending recklessly to acquire subscribers - especially in today's economy.

He'll start slow and virally, and will establish a loyal customer base and demonstrate proof of concept. That's what I'd be doing. It's not an expensive service to launch, and I'm sure the business can carry itself early on with a modest base of customers. After that, it's all about branding and scale - both of which can be addressed with capital and some sound management decisions.

I'm a fan - I have been ever since he told me about it. I'll soon be a beta user as well, and I'll be reviewing it once I've had some time to use it. Aside from spending time on Vidtel's website, I should add that Scott has a nice blog of his own, so if you want his personal take on how Vidtel came to be, you should read his post about it.

Again, congrats to you and your team, Scott, and it's great to see a startup like this come to life.

Technorati tags: Vidtel, Jon Arnold, Scott Wharton

Microsoft Canada Analyst Day

I spent most of today attending Microsoft Canada's analyst day here in Toronto. It was led by Sean Seaton and his team, and they sure covered a lot of ground. Sean is the Director of their Communications Sector, and just about everything they talked about was of interest to me.

Today Microsoft touches every facet of communications, and the opening vision statement sums it up pretty well: "to create experiences that combine the magic of software with the power of Internet services across a world of devices."

That covers pretty much everything, and Microsoft is working very hard to straddle the worlds of software and the Web - while at the same time, steering very clear of anything to do with hardware.

We saw a series of presentations covering desktop applications, Windows Live 3, mobility, the workplace, entertainment, and Mediaroom. On its own, each of these is very interesting, but together you have tip your hat to Microsoft for being so strong in so many places.

To me, though, the strongest story was the service provider market, where they really are becoming an important player. I'd say that was the core focus for most of us in the room, so we were a pretty attentive audience. I've seen much of this before in their Telco 2.0 presentations, and written about it in some of my Service Provider Views columns.

I'm going to leave it at that for now, but will touch on many of their service provider themes in my next column, which should run on Friday. So, you'll have to come back to hear the rest of the story.

Oh - kudos also to High Road Communications for pulling this event together and hosting it at their downtown offices. They always do a good job and I'd say Microsoft is being well served by them.

Aside from this, we had a recurring distraction running all day wondering if the BCE privatization deal was going to fall apart. It was a very ugly day, as the stock fell 34% in value, driven by concerns over a negative opinion by KPMG regarding BCE's ability to meet the solvency requirements for the deal. Canada's financial sector hasn't been shaken to it core like the U.S., but the magnitude of this deal is enough to undermine confidence in our entire telecom sector. That's another post in itself, but I'll hold off until the dust settles around BCE. Phew.


Technorati tags: Microsoft Canada, Jon Arnold, BCE

magicJack - the Saga Continues - be Careful Out There

I first posted about magicJack back in June, and I've never had a post with legs like this. I don't generate tons of comments like uber-bloggers do, but for some reason this post keeps finding people, and I think it's a sign of the times.

If magicJack is new to you (yes, that's a small "m" - part of its charm I guess), then just read my post, and you'll have the story. Basically, it's a USB gadget that gives you "free" VoIP. The company/inventor behind the product is more interesting than the product itself, and that's what my post focused on.

Aside from the post itself, the comments tell you what people really think about this thing. Just when it looks like the world has moved on to other can't-miss ideas, I get another magicJack comment last night - here's an excerpt:

I am completely shocked at how Dan Borislow has misrepresented his product, and his "free, 30 day trial" which is nonexistant. I ordered 2 on the trial, just to have my credit card immediately charged. I went to their chat window customer service, and they refused all phone numbers to reach anyone at an administrative level. They charged my creditcard without my authorization, after they sent me an email stating it would not be charged for 30 days. They then refused to reverse the charge. I will not accept their delivery, I will file a complaint with the Federal Trade Commission, and look into a class action lawsuit against this company, as it seems thousands have been scammed by this company's blatant misrepresentation.

Oooh. Not a happy customer, and he has more to say - check it out for yourself.

I'm always happy to get comments, but this one sets off red flags for me. First of all, magicJack is still around. They are either the real deal and must be doing something right - or, there are still loads of people out there reading mass market advertisements who will jump sight unseen at the prospect of saving some money. Unless magicJack has changed its stripes - which is doubtful based on the above comment - there's a lot of fine print that prospective buyers should be reading and understanding before placing an order.

You don't need me to tell you how bad things are out there, and telecom is not immune. What worries me is how attractive the promise of magicJack is to people trying to save money any way they can. Nothing wrong with saving money in tough times, but magicJack is hardly a straight up proposition. It may seem that way if you're not careful, but Paul's comment from yesterday is a reminder that it's not.

His parting thought says it all for me...

The moral of the story is don't trust a phone company that tells you they do not have a phone number you can call if you have a problem with billing or anything else. A phone company with no phones sure sounds fishy...


The allure of FREE is pretty strong these days, and generally you get what you pay for. Clearly magicJack is still attracting interest, and based on some of the comments I've had, they do have happy customers. However, for a product I have concerns with, I tend to put more stock in what people like Paul are saying.

In short, caveat emptor. Free can be a beautiful thing, but everything comes with a price, even VoIP!



Technorati tags: magicJack, Jon Arnold, VoIP

SaaS Model for VoIP - Ari Rabban's View in IP Convergence TV

I haven't had much to report lately for the IP Convergence TV portal, although the video interviews I conducted at the recent IT Expo have now been posted there as well.

In addition, however, I do regular outreach with industry thought leaders to contribute Guest Opinion articles to the portal. The most recent piece comes from long-time colleague Ari Rabban, who should be familiar to my regular readers. Ari's been in VoIP as long as anybody, going back to the early days of VocalTec. He's currently the CEO of Phone.com, an interesting VoIP startup I've talked about previously.

Phone.com is a great example of a VoIP SaaS solution, and they have pretty cool offerings for both residential and SMB environments. I've used the SMB service a bit, and it's great having an 800 number to give out to people.

In today's economy, SaaS makes a lot of sense, and Phone.com looks to be in the right place at the right time these days. I'm sure we'll be hearing more good things in due course, and until then, I encourage you to give Ari's article a read. It was posted earlier today on the IPCTV portal, and is also runing now on the Phone.com blog.

Let me - and Ari - know your thoughts, and if you like it, you should sign up for the service!


Technorati tags: IP Convergence TV, Jon Arnold, Phone.com, Ari Rabban, VoIP

Mitel's News - Managing in Tough Times

In a sign of the times, Mitel held an analyst roundup call this afternoon to update us on some important and timely developments. It was organized on short notice - today - and I guess they felt it necessary to get some clarity out there in advance of VoiceCon next week.

The call was quite short - about 15 minutes, and I couldn't make it, but got a debrief right after from Mitel's Kevin Johnson. I don't often do newsy items like this, but I think it's telling about the precarious state of the telecom market, and of course, the economy in general.

In short, Mitel is reducing headcount, although the number was not disclosed. This is a private company, after all, so they are not as obliged as public companies to elaborate. What they did say was that two senior, high profile management members were effected, and they're well known to the analyst community. It's not clear if the names should be public at this time, so I'll just leave it at that.

It's never good news to hear about cuts, especially with people you know. One of my long time colleagues at BroadSoft was part of their recent cutback, and many companies are rightfully seeing the need to cut costs now in anticipation of a slowdown in new business.

Mitel was clear about this, and emphasized how this is particularly true for the SMB market, which is core to their business. SMBs are by nature cost-conscious, and in tough times will stop spending pretty quickly.

While Mitel isn't the only vendor cutting back, they're a pretty big player in the SMB market, and if you're looking for a canary in a coal mine signal, this is a pretty good one. Don't be surprised if you start hearing similar stories pretty soon from their competitors. Signals have been pretty strong about cuts at Nortel, and everyone is facing similar challenges right now.

That said, the call was not all gloom and doom. This is nothing like the implosion happening in the auto sector right now. That's downright scary. The good news was that Mitel will be launching their UC solution at VoiceCon next week, and this is probably the best and most public showcase for how well things have gone with the Inter-Tel acquisition.

I won't be at VoiceCon I'm afraid, but you won't have to look far to hear how the launch is received from those who will see it first hand. For the overall sake of the IP telephony space, I sure hope it's a hit.


Technorati tags: Mitel, Jon Arnold, Unified Communications, VoiceCon

Next Stop - Dallas and the Korean Tech Showcase

Got a short trip coming up tomorrow - am flying to Dallas - a place I've only been to once before.

I've been invited by KOTRA - the Korea Trade-Investment Promotion Agency - to attend a showcase of Korean companies looking for partnerships, advice, investment, etc. to help them become established in North America.

This should be a really interesting event, and a great opportunity to learn about some cool, up and coming companies. There will be over 50 companies to meet, and they cover the gamut, including PCs, wireless, telephony, video, RFID, IPTV, GPS and esoteric stuff like home automation, robotics and biometrics. Not a bad way to spend two days, and who knows, I just might get an early glimpse of the next Samsung or LG to come from this hotbed of innovation and gadgetry.

Wearing my Monty Python hat, I have to be a bit tongue-in-cheek here, and would be remiss if I didn't bring up Chindogu before signing off.

What is this, you may ask? Well, it really is something completely different. If you haven't heard of Kenji Kawakami, then check this out. He's the author of a number of books that have become a mini-franchise over the years about Chindogu, which loosely translated, means "useless inventions". His books are built around the theme of 101 unuseless Japanense inventions, and you just have to see these to believe them. Life doesn't get any funnier than this, and if you're a fan of MXC on Spike TV - Most Extreme Elimination Challenge - then you'll just love this.

I'd better stop now! I never expected this post would take so many twists, but it all sticks together if you follow my offbeat logic. Anyhow, I'm quite certain that the products I'll be seeing in Dallas will be very useful indeed, so stay tuned over the next day or so.



Technorati tags: Korea Tech Preview 2008, Jon Arnold, J Arnold & Associates, Chindogu

Videoconferencing News - GIPS and SightSpeed

Two companies I have some history with in the videoconferencing space had some news yesterday - GIPS and SightSpeed. I was set to post this yesterday, but we had a power outage at an inopportune time. After that, one thing led to another, and it just didn't happen as intended. Defeated by technology, again...

I'll start with GIPS - Global IP Solutions - since I have more history there. They've just published a white paper along with a video to demonstrate how far desktop videoconferencing solutions have come. I won't say any more than that since I'm the author of the white paper, and I'm not in the PR business. However, I am pleased to see how much attention this has been getting, so if you haven't come across this yet, you can find it in a few places - Fierce VoIP, Conferencing News, and an in-depth review/analysis from Jim Courtney on Skype Journal.

For more detail, you can read the press release here, and download the paper as well as view the demo video here.

SightSpeed had some very exciting news of their own on the same day, so there must be a trend happening. In short, they were acquired by Logitech for $30 million.

Aside from being a great exit for Peter Csathy's company (his third), I see this as nice validation for the good work GIPS is doing. I've got some nice history with SightSpeed as well - and have been a happy user - so it's personally satisfying to see a company I've been following for a while get a buyout like this, especially in such a difficult economy.

Finally, to tie things up nicely, colleague Alec Saunders featured both companies on yesterday's Squawk Box podcast. Guess I'm not the only one seeing a trend here!

Technorati tags: GIPS, Jon Arnold, SightSpeed, videoconferencing

Avaya Global Analyst Conference - My Take

There was a lot to look forward to at this year's Avaya global analyst event, and on the whole, I'd say they lived up to expectations quite well. Yesterday I had a chance to post some photos, and now I'm set to share my overall impressions.

The big change is that being a private company now, there is less transparency in how they're doing. I'm not a financial analyst, so this is a bit less important for me, but still, this is a great opportunity to get an inside look as to how Avaya is faring since going private. The other development is in their leadership, with Charlie Giancarlo moving in from Cisco to serve as interim CEO. Lots of history there, but basically, Cisco's loss is Avaya's gain.

As with all analyst events, attendees are under NDA, either explicitly or implicitly. So, I'm not going to cite performance data, even though we did get a few glimpses. There was a lot of interesting messaging, and I'm just going to hit the high points here.

Charlie Giancarlo set the tone right away by stating Avaya's goal is to be 'the #1 global supplier of enterprise communications systems'. Take that, (enter any Avaya competitor here). While the definition of 'communications systems' is open for debate, the aim of being number one is not, so it's clear Avaya is intent on making the most of being private.

In terms of the grand plan, he shared Avaya's roadmap through 2010, by which time all the moves to refocus/reinvigorate the company should bear fruit. He didn't rule out going public again, and cited Seagate as a successful model to follow. They were taken private for $6 billion, and a few years later had doubled in value and went public again.

Some of the big initiatives underway to duplicate this feat include stronger regional alignment with corporate objectives to make Avaya more of a global organization, and a more channel-centric go-to-market model for driving sales. Another key Cisco hire was Todd Abbott, and I was very impressed with his vision for building the kind of sales organization to support these initiatives. It's all about sales at the end of the day, and he brought a lot of 'his people' over to Avaya, and this may well have as much bearing on Avaya's ultimate success as having Charlie Giancarlo on board.

It's clear that Avaya has worked hard to get the right management/leadership team in place, and it was really interesting to hear them say that this was easier to do as a private company. I never really thought about things this way, but when the stock equity of your employer gets weaker by the day, the harder it becomes to stay motivated. In today's market, the prospects of moving over to a company with a great brand that's just gone private and is in rebuilding mode become very attractive for all kinds of reasons. I get that, and now we're looking at a company with a top tier team, big money behind them, and free of the pressures of meeting quarterly earnings calls. That's a pretty good recipe for success, especially since the markets are not going to turn around any time soon.

Another interesting view from Charlie was the classic 'flight to quality' angle that will help drive growth. He took pains to point out that Avaya is one of only two financially stable vendors now ' the other one remaining nameless, but not hard to figure out. The financial mess we're all in has yet to take its toll, and sure, there will be casualties, and logic dictates that Avaya will be seen as a friendly haven for nervous customers and will get their share of business.

Fair enough, but he made another point that is probably more telling about the current market environment. That is, meaningful market share shifts happen in bad times, not good times. I've been out of MBA school too long to remember such things, so I don't have any empirical evidence to validate this, but it does make sense. If that holds true, and if Avaya executes well, then, sure, they are poised to capture market share. Whether it comes from above ' the other stable vendor ' or below ' everyone else, many of whom are in a weaker state ' I'm sure they're just happy to be growing.

There was a strong, recurring theme about focusing on channel support and moving away from the conflicts caused between direct sales efforts competing with the channels for business. In Avaya-speak, they call this being 'fulfillment neutral'. Okey dokey. More importantly, the new mantra is to become 'high touch, channel centric'. Let the channels do the selling, and provide more touch points to support them with things like training, certification, better order fulfillment and more marketing programs. This also means new compensation models to better incent them. Details weren't provided, but it was explained how some types of sales did not generate income for some channel partners, and they're moving now to address things like this. Sometimes it pays to build on best practices, and in this area, I'd say there's a lot of Cisco thinking here, which is not a bad thing. Todd Abbott summed this up best by saying this new focus on channels is 'a corporate strategy, not a sales strategy'.

Aside from being channel-centric, there was a lot of talk about becoming customer-centric. Really focusing on the needs of end users and getting beyond voice solutions. Karyn Mishima touched on how the consumer experience is now driving change and expectations around what Avaya has to deliver today in the enterprise. Not just new ways to communicate ' Facebook, Second Life, etc., but in new contexts such as retail kiosks in banks and telemedicine. There wasn't the Web 2.0 focus I saw at BroadSoft Connections earlier this month, but Avaya is playing in a different league, and are bringing elements of 2.0 in their own way. I saw some pretty interesting Web/voice mashups in their Demo display, but these are still in the lab. They won't be coming to market until next year, and what I saw looked very much like what's running today on BroadWorks Xtended.

I'm not an IT guy, and given Avaya's Bell Labs pedigree, there were a lot of technical presentations that I could only follow to a degree. However, it's clear to me that they're leveraging their Ubiquity acquisition pretty heavily, especially for their Unified Communications Solution. It was often mentioned how the majority of the installed base out there is still TDM, and to bring customers along into IP, they need to seamlessly support H.323 and SIP.

Other updates of note include One-X Mobile, which extends the PBX feature set to the mobile phone, with support for all the major handsets (and not just smartphones) and operating systems. For the broader Unified Communications solution, Jorge Blanco provided an extensive progress report, talking about how they've established a reference architecture to support enhancements across all touchpoints and applications ' the desktop, mobile phones, Web access, messaging and conferencing. Other developments of note include their Intelligent Presence Server which aggregates presence across multiple communication modes, and Session Manager, which among other things provides better interoperability for third party application developers. That said, there was not much about videoconferencing or social media/collaboration solutions, but there's plenty here for most enterprise uses.

SME is another key focus, and while Cisco has made similar proclamations, this space seems like a better sweet spot for Avaya. Geoffrey Baird runs this unit and pointed out how fragmented this market is. Nothing new there, but going into a down economy, this matters for both vendors and buyers alike. Avaya is profitable and well-capitalized, and not many of their competitors can say yes to both of these. Vendors with a focused offering who execute well and develop strong channel programs will do well, and that's the story we were being told/sold. I came away feeling pretty good about Avaya's chances here with IP Office, and Geoffrey cited some solid proof points to back this up (but I can't share those).

To get SMEs buying IP communications solutions in today's market, they really need to see attractive ROI metrics. I think there's a real opportunity here for vendors to tailor their ROI stories in the context of a business slowdown. SMEs will be looking to cut costs wherever possible, and while I didn't see any Avaya ROI scenarios, it sounds like they understand its importance for nervous business owners. SMEs also need manageable financing or leasing programs, and this is an area where Avaya's financial strength gives them a competitive edge. All else being equal, this can be the deal maker for SMEs deciding among comparable solutions from multiple vendors, and it looks like Avaya is playing that card pretty well.

I could go on, but will leave it at that. They packed a lot into a day and a half, but it felt about right, and it certainly was time well spent. Overall, I'd say Avaya is about as well positioned as one could expect, and I sure like their chances. The overall mood seems upbeat and energized, and based on my impressions from talking to people there, the move to privatization was the best medicine. It will be interesting to see who fills the full time CEO role, but the team in place today looks pretty solid to me, and next year should give us some strong clues as to how well this translates into growth.



Technorati tags: Avaya, Jon Arnold

Avaya Global Analyst Conference - Photo Highlights

Am attending the global analyst conference for Avaya in Boston this week, and it sure has been great. Got lots of impressions to share with you, but that will have to wait another day or so. Just been too much going on, and for now, all I can do is post some photos from today's keynotes. I'll have some commentary and overall impressions once I have time to gather my thoughts.




Interim CEO Charlie Giancarlo




Strategy/Tech SVP Karyn Mashima




Sales SVP/President, Field Operations, Todd Abbott



Executive Q&A




Technorati tags: Avaya, Charlie Giancarlo, Jon Arnold

Service Provider Views - BroadSoft as a Platform Play

My latest Service Provider Views column is running now on TMCnet. It's another variation on the platform play theme, and my focus this time is on BroadSoft.

This may not be what comes to mind right away for most of you, but you might just think otherwise after reading my article.

I've followed BroadSoft for ages, and after spending time with them last week at Connections 2008, I'm sure seeing a lot of Web 2.0 and mashups, and that says platform play to me. What do you think?


Technorati tags: Service Provider Views, Jon Arnold, J Arnold & Associates, TMCnet, BroadSoft

VoIP Software Developer Job Opening in Toronto - Interested?

Think of this as a bit of a public service post.

Lots of things come my way, including recruiters looking for job candidates. In situations where I'm comfortable, I use my blog to help them by putting the word out to my readers. You never know, right?

So, here's a job opening that should be of interest to local software developers. What I can tell you is that this is a Toronto-based company that's "heavily involved in VoIP/SIP". It's a full-time position, and the pay package seems pretty good. I'm not a developer, so I can't really gauge the money thing any more than that. Hey, work is work - it's tough out there.

If you're interested, please drop me a line, and I'll be happy to put you in touch with the recruiter for the full story. Nothing ventured, nothing gained.

Technorati tags: VoIP software developer, Toronto, Jon Arnold

New Video Interviews on TMCnet

During TMC's IT Expo a couple of weeks back, I conducted a handful of video interviews. As with the Spring IT Expo earlier this year, these were done while wearing my Editor's hat for the IP Convergence TV portal.

These interviews are a co-production between TMC and IP Convergence TV, and they will be available for viewing on both websites. Updates for IPCTV have been a bit slow lately, but TMC's Alan Urkawich has done a great job getting these produced, and they're now running on TMC's video page. Ideally, they would run on IPCTV the same time, and I could cover these in one post, but since they're up on TMC now, I'm posting today while it's fresh.

I did 5 video interviews during the show, with each guest talking about various aspects of convergence technologies and their impact on service providers. We've kept them short this time around, and each runs about 5 minutes. So, in no particular order, here are the links...

Rich Tehrani, President, TMC - talking about some of the more interesting solutions he's seeing on the showfloor, esp mobile VoIP and immersive telepresence.

Dan York - Dir. Emerging Comm. Technologies, Voxeo - good insights from Dan about how voice-enabled communications is becoming integrated with Web services, and what this means for both service providers and enterprises.

Bob Emmerson - freelance telecom writer - Bob brings his deep industry experience to bear in talking about the importance of QoE for video, and how poorly understood it is in North America. He also shares his views on Unified Communications and the trend towards integrating VoIP with business processes.

Eric Burger - Chairman, SIP Forum - Eric updates us on the SIP Forum, especially the SIP Connect initiative, which is enabling plug-and-play solutions across multiple vendors. He also explains why service providers of all stripes - wireline, wireless and cable - are now actively involved with the SIP Forum, and helping drive its recent growth spurt.

David Yedwab - Partner, Marketing Strategy Analytics - always one of my favorite interviews. David knows the SMB space well, and has great insights about the issues/trends/challenges around their adoption of converged communications services. He cites the Microsoft Response Point solution as a good example, whose launch we both saw at the show.

That should give you a good fix of video content for now. I'd love to hear your thoughts, and let me know which one you liked the best!

To close out, I should also mention that video is a big part of TMC's thinking these days, and these interviews have been posted to a TMC microsite dedicated to video. I think it's a great idea, and it's especially helpful for anyone who couldn't get to the IT Expo last month.

There's loads of video content there, starting with a daily news update from Alan Urkawich - not a bad way to get a daily digest on what's new. Search the tabs, and you'll find video from recent events TMC has been involved with. For the IT Expo, in addition to my interviews, most of the keynotes are there, as well as many TMC interviews conducted with various exhibitors. There's similar content there for Astricon 2008 and NXTcomm.


Technorati tags: TMCnet, Jon Arnold, Rich Tehrani, Bob Emmerson, Dan York, Eric Burger, David Yedwab, IT Expo, IP Convergence TV