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Jim Meggelen's presentation at eComm 2008
 

Jim Meggelen's presentation at eComm 2008

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    Jim Meggelen's presentation at eComm 2008 Jim Meggelen's presentation at eComm 2008 Presentation Transcript

    • Dinosaur Telecom Jim Van Meggelen, Core Telecom Innovations - iConverged LLC
    • “ The Telephone is Dead ” --Lee S. Dryburgh, eComm 2008
    • How do you embrace the future when everyone says you’re extinct?
    • What is a SMB?
      • Small To Medium Business
        • Also SME (Small to Medium Enterprise)
      • Vast majority of businesses are SMBs
        • Different stats state that 90-99% of all businesses are SMBs
      • 25-250 people (some say 10-500)
      • Many (perhaps most?) of these companies have nothing to do with consumers.
      • Most of these companies nobody has ever heard of.
      • Not generally interested in taking risks
    • Telecom Challenges of a SMB
      • Small or nonexistent IT department
        • The Boss's Kid
          • Generally not certified
          • Knows enough to be dangerous
      • Network is not going to pass VoIP certification any time soon
      • Desktop environment is not suitable for VoIP apps
      • Low tolerance for disruption
      • No budget for telecom infrastructure
        • Often phone system upgrade is done as a necessity, not a strategic initiative (obsolete, move to new premises, startup, etc.)
      • They like this stuff; they “need it”, but they aren’t going to spend much money on it
    • How do we deliver next-generation telecom to these companies?
      • Do they care?
      • PBX seen as infrastructure
        • More like plumbing than IT
        • Office administrator often handles telecom
      • Companies still need typical PBX
        • Old system is dying
        • Suspicion toward new features …
        • … but they don't want to be want to be locked out of progress
      • Phased approach
        • Nothing disruptive to start
        • Allows for a competitive price
        • Deliver simple solution well, and the relationship will grow
          • “ It’s a basic PBX, and we’ll throw in the VoIP for free!”
    • Dinosaur Telecom is not sexy
      • Solving business problems is a cliché, but that is what creates a compelling proposal
      • What we are doing is not a panacea
      • This is not what we dream of when we’re picturing the future of telecom
      • Because of our backgrounds, we often know more about the competitor’s product than they do
        • The client wants access to our experience
        • The problem is that the only way to scale this is by adding talent that shares these skills
    • Why do we bother?
      • $6.7Bn PBX market worldwide in 2007 (that’s just SMBs)
        • Average of $20,000 per system
        • Most are still TDM/Proprietary
          • 85% of all handsets sold are not VoIP
        • SMBs love the “telecom as a commodity” pitch
          • Phones that don’t lock them in to one vendor
          • Commoditized platform
          • Re-use of Cat 3 cabling
    • Unorthodox wiring hacks
      • Re-terminate Cat 3 wiring
      • Build out low-cost dedicated LAN for VoIP
      • This thing looks pretty much like the old phone system
        • That’s a good thing
      • Yes, it does PoE (check 802.3af if you don’t believe me)
        • Proposed 802.3at standard delivers more power, but VoIP phones don’t need it
      • SMB customers love it
    • We’re still using PRI or Analog circuits
      • Reliable and proven
      • Direct PSTN connectivity
      • Easy to figure out who’s fault it is
        • Finger-pointing is an unfortunate component of any troubleshooting process
        • Good-old demarcation point is politically simple to understand.
      • Until there is a simple, reliable VoIP offering, risk-adverse businesses will be slow to accept VoIP
        • We allow them to get on with their business, but they can test out VoIP in a low-risk way
    • Vertical/Industry Focus
      • The only industry that has been widely embraced by traditional PBX manufacturers is Hospitality
      • Easier to gain entry to markets
      • Massive number of markets to attack
      • Crossing the Chasm and The Long Tail
      • Focus only on relevant standards for integration
        • Integration may be simplified
          • Find key products in that industry -- contact them about integration
    • Mobility
      • We dream of integrating our mobile phones with our PBX
      • Running apps on mobile networks has too many barriers
      • The mobile industry appears to have other dreams
        • In Europe the cost of placing a call from the PSTN to a Mobile network is such that products have emerged to hack around this
        • In North America the content on the phones is locked down
      • Kudos to everyone blazing trails and taking risks
      • The SMBs are watching
    • We must, indeed, all hang together, or most assuredly we shall all hang separately. --Benjamin Franklin
    • Achieving standardization and commoditization
      • Co-opetition
      • Separating the noodles from the secret sauce
        • Is there a base platform?
        • Quantify the value of giving something away
      • Emerging Telecom industry needs legitimacy
        • Need something like W3C, TIA, Linux Foundation, etc
        • Blending of corporate and community/academic interests
      • Hats off to the folks at VOIPSA.org
      • Carrier-grade calls with VoIP
        • Easy to demand; not easy to deliver, but as long as this does not happen, it will be difficult to get the majority of businesses to take VoIP seriously
    • Products I'd like to see
      • Headset/handset that "just works"
      • Cost-effective rich terminals
      • Effective QoS on PCs
      • über-reception phone
        • wireless
        • FOP panel or similar
        • rugged
        • lightweight
    • An eComm 2008 presentation – http://eCommMedia.com for more