What’s Next?How toCharge Moreby ReinventingVoIP ServicesSaturday, May 11, 13
CAN YOU SPEAK MAGIC?2Saturday, May 11, 13
CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
CAN YOU SPEAK MAGIC?3How toCharge Moreby ReinventingVoIP ServicesSaturday, May 11, 13
CAN YOU SPEAK MAGIC?4Making a buck inVoIP and Cloud PBXis HardSaturday, May 11, 13
CAN YOU SPEAK MAGIC?4Making a buck inVoIP and Cloud PBXis Hard...and Getting HarderSaturday, May 11, 13
CAN YOU SPEAK MAGIC?THE PROBLEMS5Saturday, May 11, 13
CAN YOU SPEAK MAGIC?THE PROBLEMSPrice Minimization5Saturday, May 11, 13
CAN YOU SPEAK MAGIC?THE PROBLEMSPrice MinimizationService Homogenization5Saturday, May 11, 13
CAN YOU SPEAK MAGIC?THE PROBLEMSPrice MinimizationService HomogenizationSexiness Boringization5Saturday, May 11, 13
CAN YOU SPEAK MAGIC?6PRICE MINIMIZATIONSaturday, May 11, 13
CAN YOU SPEAK MAGIC?1995 PRICE-PER-MINUTE7Saturday, May 11, 13
CAN YOU SPEAK MAGIC?2005 PRICE-PER-MINUTE8Saturday, May 11, 13
CAN YOU SPEAK MAGIC?2005 PRICE-PER-MINUTE8Saturday, May 11, 13
CAN YOU SPEAK MAGIC?2015 PRICE-PER-MINUTE90Saturday, May 11, 13
CAN YOU SPEAK MAGIC?2015 PRICE-PER-MINUTE90*Saturday, May 11, 13
CAN YOU SPEAK MAGIC?TODAY’S PRICE-PER-MINUTE10Saturday, May 11, 13
CAN YOU SPEAK MAGIC?TODAY’S PRICE-PER-MINUTE10Saturday, May 11, 13
CAN YOU SPEAK MAGIC?11Saturday, May 11, 13
CAN YOU SPEAK MAGIC?SERVICE HOMOGENIZATION12Saturday, May 11, 13
CAN YOU SPEAK MAGIC?13Saturday, May 11, 13
CAN YOU SPEAK MAGIC?14Saturday, May 11, 1312,000 vertical pixels of textCovers North American providersThe full list is 3 ...
CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP15Saturday, May 11, 1327% of checked sites are dead
CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP•78 Companies Checked15Saturday, May 11, 1327% of checked sites are dead
CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP•78 Companies Checked•21 Websites Down/Gone15Saturday, May 11, 1327% of checked ...
CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP•78 Companies Checked•21 Websites Down/Gone•How many more silently failed?15Satu...
CAN YOU SPEAK MAGIC?SEXINESS BORINGIZATION16Saturday, May 11, 13Boringization: Was sexy for a minute when VoIP disrupted t...
CAN YOU SPEAK MAGIC?SERVICE COMMODITIZATION17http://mspmentor.net/acquisitions/hosted-voip-acquisition-warwick-valley-tele...
CAN YOU SPEAK MAGIC?SERVICE COMMODITIZATION18http://www.zacks.com/stock/news/97333/jcom-on-acquisition-spree“Last year, th...
CAN YOU SPEAK MAGIC?GIVING UP19Saturday, May 11, 13
CAN YOU SPEAK MAGIC?THREE OUTCOMES20Saturday, May 11, 13Unless you’re the one doing the buying...If you are in this market...
CAN YOU SPEAK MAGIC?THREE OUTCOMESBe Bought20Saturday, May 11, 13Unless you’re the one doing the buying...If you are in th...
CAN YOU SPEAK MAGIC?THREE OUTCOMESBe BoughtTread Water20Saturday, May 11, 13Unless you’re the one doing the buying...If yo...
CAN YOU SPEAK MAGIC?THREE OUTCOMESBe BoughtTread WaterGive Up20Saturday, May 11, 13Unless you’re the one doing the buying....
CAN YOU SPEAK MAGIC?FOURTH OPTION:21Saturday, May 11, 13Such an overused word. So let’s look at what itmeans
CAN YOU SPEAK MAGIC?FOURTH OPTION:21INNOVATESaturday, May 11, 13Such an overused word. So let’s look at what itmeans
CAN YOU SPEAK MAGIC?INNOVATION22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNo...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model22Saturday, May 11, 13Go against the mainstream. Don’t just do what ev...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats22Saturday, May 11, 13Go against ...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to pho...
CAN YOU SPEAK MAGIC?INNOVATIONTHROUGHSPECIALIZATION23Saturday, May 11, 13Let’s solve real problems
CAN YOU SPEAK MAGIC?24Saturday, May 11, 13
CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?25Saturday, May 11, 13
CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have ...
CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have ...
CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have ...
CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have ...
CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have ...
CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?26Saturday, May 11, 13As long as you keep the price competitive, or the price/value...
CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?•Niche markets often underserved26Saturday, May 11, 13As long as you keep the price...
CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?•Niche markets often underserved•Solutions create high value!26Saturday, May 11, 13...
CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?•Niche markets often underserved•Solutions create high value!•Tailored beats Generi...
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solv...
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solv...
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solv...
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solv...
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solv...
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solv...
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solv...
CAN YOU SPEAK MAGIC?...BUT WE SELL THIS28Saturday, May 11, 13
CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?30Saturday, May 11, 13
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?31Saturday, May 11, 13
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims31Saturday, May 11, 13
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication31Saturday, May 11, 13
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via webs...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via webs...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via webs...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via webs...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via webs...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via webs...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?32Saturday, May 11, 13The key to ROI in these markets is identifying commonalitie...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management32Saturday, May 11, 13The key to ROI in these markets is identify...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory32Saturday, May 11, 13The key to ROI in the...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs32Saturday, May 1...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs•Concierge receiv...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs•Concierge receiv...
CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs•Concierge receiv...
CAN YOU SPEAK MAGIC?CASE STUDY33Saturday, May 11, 13
CAN YOU SPEAK MAGIC?CASE STUDY•Commoditized Market:Home Remodeling33Saturday, May 11, 13
CAN YOU SPEAK MAGIC?CASE STUDY•Commoditized Market:Home Remodeling•No players in market with morethan a single-digit share...
CAN YOU SPEAK MAGIC?CASE STUDY•Commoditized Market:Home Remodeling•No players in market with morethan a single-digit share...
CAN YOU SPEAK MAGIC?CASE STUDY34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement,...
CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package34Saturday, May 11, 13Professionalized the industryClick-to-cal...
CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,...
CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,...
CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,...
CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,...
CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,...
CAN YOU SPEAK MAGIC?CASE STUDY35Saturday, May 11, 13
CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 201235Saturday, May 11, 13
CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 201335Saturday, May 11, 13
CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 2013•New offices around the country35Saturday, May 11, 13
CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 2013•New offices around the country35Saturday, May 11, 13
CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 2013•New offices around the country35Saturday, May 11, 13
CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS TOOLS36Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s...
CAN YOU SPEAK MAGIC?37adhearsion.com@Adhearsionhttp://mojolingo.com@MojoLingo@bklangbklang@mojolingo.comSaturday, May 11, 13
CAN YOU SPEAK MAGIC?37adhearsion.com@Adhearsionhttp://mojolingo.com@MojoLingo@bklangbklang@mojolingo.comSaturday, May 11, 13
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What's Next: How to charge more by reinventing cloud PBX services

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Not that long ago, VoIP companies could make serious money by charging 10 cents a minute for long distance or $30 a month for local phone service. But with a low barrier to entry, the market very quickly became crowded, and prices fell to the basement. Now anyone off the street can get sub-1-cent per-minute US LD with no minimums. That business model is dead. For many companies, salvation came in the form of moving upstream to offering virtual PBX, or the more buzz-wordy "Cloud PBX". But once again, the field is full of competitors and with very little to differentiate. Why should any customer choose you? If you answered "price", you're going to lose.

This presentation is all about solving that problem: how to create differentiated real-time communication services that allow you to charge your customers for the value you create, rather than for the minutes they use.

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What's Next: How to charge more by reinventing cloud PBX services

  1. 1. What’s Next?How toCharge Moreby ReinventingVoIP ServicesSaturday, May 11, 13
  2. 2. CAN YOU SPEAK MAGIC?2Saturday, May 11, 13
  3. 3. CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
  4. 4. CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
  5. 5. CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
  6. 6. CAN YOU SPEAK MAGIC?2Ben KlangSaturday, May 11, 13
  7. 7. CAN YOU SPEAK MAGIC?3How toCharge Moreby ReinventingVoIP ServicesSaturday, May 11, 13
  8. 8. CAN YOU SPEAK MAGIC?4Making a buck inVoIP and Cloud PBXis HardSaturday, May 11, 13
  9. 9. CAN YOU SPEAK MAGIC?4Making a buck inVoIP and Cloud PBXis Hard...and Getting HarderSaturday, May 11, 13
  10. 10. CAN YOU SPEAK MAGIC?THE PROBLEMS5Saturday, May 11, 13
  11. 11. CAN YOU SPEAK MAGIC?THE PROBLEMSPrice Minimization5Saturday, May 11, 13
  12. 12. CAN YOU SPEAK MAGIC?THE PROBLEMSPrice MinimizationService Homogenization5Saturday, May 11, 13
  13. 13. CAN YOU SPEAK MAGIC?THE PROBLEMSPrice MinimizationService HomogenizationSexiness Boringization5Saturday, May 11, 13
  14. 14. CAN YOU SPEAK MAGIC?6PRICE MINIMIZATIONSaturday, May 11, 13
  15. 15. CAN YOU SPEAK MAGIC?1995 PRICE-PER-MINUTE7Saturday, May 11, 13
  16. 16. CAN YOU SPEAK MAGIC?2005 PRICE-PER-MINUTE8Saturday, May 11, 13
  17. 17. CAN YOU SPEAK MAGIC?2005 PRICE-PER-MINUTE8Saturday, May 11, 13
  18. 18. CAN YOU SPEAK MAGIC?2015 PRICE-PER-MINUTE90Saturday, May 11, 13
  19. 19. CAN YOU SPEAK MAGIC?2015 PRICE-PER-MINUTE90*Saturday, May 11, 13
  20. 20. CAN YOU SPEAK MAGIC?TODAY’S PRICE-PER-MINUTE10Saturday, May 11, 13
  21. 21. CAN YOU SPEAK MAGIC?TODAY’S PRICE-PER-MINUTE10Saturday, May 11, 13
  22. 22. CAN YOU SPEAK MAGIC?11Saturday, May 11, 13
  23. 23. CAN YOU SPEAK MAGIC?SERVICE HOMOGENIZATION12Saturday, May 11, 13
  24. 24. CAN YOU SPEAK MAGIC?13Saturday, May 11, 13
  25. 25. CAN YOU SPEAK MAGIC?14Saturday, May 11, 1312,000 vertical pixels of textCovers North American providersThe full list is 3 times longer than thisI tried showing you the full list in this presentation but it kept crashing the software
  26. 26. CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP15Saturday, May 11, 1327% of checked sites are dead
  27. 27. CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP•78 Companies Checked15Saturday, May 11, 1327% of checked sites are dead
  28. 28. CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP•78 Companies Checked•21 Websites Down/Gone15Saturday, May 11, 1327% of checked sites are dead
  29. 29. CAN YOU SPEAK MAGIC?WHO’S WHO OF DEAD VOIP•78 Companies Checked•21 Websites Down/Gone•How many more silently failed?15Saturday, May 11, 1327% of checked sites are dead
  30. 30. CAN YOU SPEAK MAGIC?SEXINESS BORINGIZATION16Saturday, May 11, 13Boringization: Was sexy for a minute when VoIP disrupted the remnants of Ma Bell. Then got exciting again when cheap PBXes moved tothe cloud. But now what?This is evidence that all the interesting problems have been solved. At this point you are not going to enter this market selling generic voiceminutes or Cloud PBX services and expect to surprise anyone - they’ve gone mainstream. We have to reach further.
  31. 31. CAN YOU SPEAK MAGIC?SERVICE COMMODITIZATION17http://mspmentor.net/acquisitions/hosted-voip-acquisition-warwick-valley-telephone-buys-altevaSaturday, May 11, 13
  32. 32. CAN YOU SPEAK MAGIC?SERVICE COMMODITIZATION18http://www.zacks.com/stock/news/97333/jcom-on-acquisition-spree“Last year, the company made six acquisitionsrelated to cloud-based services.”“The company executed three more buyouts earlythis year. The aggressive buyout strategy ofthe company will consolidate its globalleading position in the virtual PBX market.”Saturday, May 11, 13
  33. 33. CAN YOU SPEAK MAGIC?GIVING UP19Saturday, May 11, 13
  34. 34. CAN YOU SPEAK MAGIC?THREE OUTCOMES20Saturday, May 11, 13Unless you’re the one doing the buying...If you are in this market and you’re not changing something, these are the outcomes
  35. 35. CAN YOU SPEAK MAGIC?THREE OUTCOMESBe Bought20Saturday, May 11, 13Unless you’re the one doing the buying...If you are in this market and you’re not changing something, these are the outcomes
  36. 36. CAN YOU SPEAK MAGIC?THREE OUTCOMESBe BoughtTread Water20Saturday, May 11, 13Unless you’re the one doing the buying...If you are in this market and you’re not changing something, these are the outcomes
  37. 37. CAN YOU SPEAK MAGIC?THREE OUTCOMESBe BoughtTread WaterGive Up20Saturday, May 11, 13Unless you’re the one doing the buying...If you are in this market and you’re not changing something, these are the outcomes
  38. 38. CAN YOU SPEAK MAGIC?FOURTH OPTION:21Saturday, May 11, 13Such an overused word. So let’s look at what itmeans
  39. 39. CAN YOU SPEAK MAGIC?FOURTH OPTION:21INNOVATESaturday, May 11, 13Such an overused word. So let’s look at what itmeans
  40. 40. CAN YOU SPEAK MAGIC?INNOVATION22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  41. 41. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  42. 42. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  43. 43. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  44. 44. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones•Focus on Being Different22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  45. 45. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones•Focus on Being Different•“The Customer Service Leader”22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  46. 46. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones•Focus on Being Different•“The Customer Service Leader”•“Fastest Deployment Time Period”22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  47. 47. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones•Focus on Being Different•“The Customer Service Leader”•“Fastest Deployment Time Period”•Specialization22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  48. 48. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones•Focus on Being Different•“The Customer Service Leader”•“Fastest Deployment Time Period”•Specialization•Highly targeted products and services22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  49. 49. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones•Focus on Being Different•“The Customer Service Leader”•“Fastest Deployment Time Period”•Specialization•Highly targeted products and services•Vertical Integration22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  50. 50. CAN YOU SPEAK MAGIC?INNOVATION•Change Business Model•Switch from selling minutes to seats•Switch from selling seats to phones•Focus on Being Different•“The Customer Service Leader”•“Fastest Deployment Time Period”•Specialization•Highly targeted products and services•Vertical Integration•Deliver things that others can’t22Saturday, May 11, 13Go against the mainstream. Don’t just do what everyone else is doingNot just lipservice
  51. 51. CAN YOU SPEAK MAGIC?INNOVATIONTHROUGHSPECIALIZATION23Saturday, May 11, 13Let’s solve real problems
  52. 52. CAN YOU SPEAK MAGIC?24Saturday, May 11, 13
  53. 53. CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?25Saturday, May 11, 13
  54. 54. CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have connections to25Saturday, May 11, 13
  55. 55. CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have connections to2.Learn what makes them tickWhat pains do they suffer?Where are opportunities to solve problems?25Saturday, May 11, 13
  56. 56. CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have connections to2.Learn what makes them tickWhat pains do they suffer?Where are opportunities to solve problems?3.Solve problems, sell solutions25Saturday, May 11, 13
  57. 57. CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have connections to2.Learn what makes them tickWhat pains do they suffer?Where are opportunities to solve problems?3.Solve problems, sell solutions4.Repeat Step 325Saturday, May 11, 13
  58. 58. CAN YOU SPEAK MAGIC?HOW DOES THIS WORK?1.Identify a market to serveThe more specific the better!Pick one you know or have connections to2.Learn what makes them tickWhat pains do they suffer?Where are opportunities to solve problems?3.Solve problems, sell solutions4.Repeat Step 35.Profit!25Saturday, May 11, 13
  59. 59. CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?26Saturday, May 11, 13As long as you keep the price competitive, or the price/value balance
  60. 60. CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?•Niche markets often underserved26Saturday, May 11, 13As long as you keep the price competitive, or the price/value balance
  61. 61. CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?•Niche markets often underserved•Solutions create high value!26Saturday, May 11, 13As long as you keep the price competitive, or the price/value balance
  62. 62. CAN YOU SPEAK MAGIC?WHY DOES THIS WORK?•Niche markets often underserved•Solutions create high value!•Tailored beats Generic every time26Saturday, May 11, 13As long as you keep the price competitive, or the price/value balance
  63. 63. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  64. 64. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  65. 65. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  66. 66. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  67. 67. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  68. 68. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  69. 69. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS!27Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  70. 70. CAN YOU SPEAK MAGIC?...BUT WE SELL THIS28Saturday, May 11, 13
  71. 71. CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
  72. 72. CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
  73. 73. CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
  74. 74. CAN YOU SPEAK MAGIC?...BUT WE SELL THIS29Saturday, May 11, 13
  75. 75. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?30Saturday, May 11, 13
  76. 76. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?31Saturday, May 11, 13
  77. 77. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims31Saturday, May 11, 13
  78. 78. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication31Saturday, May 11, 13
  79. 79. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via website31Saturday, May 11, 13
  80. 80. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via website•Verify with voice biometrics31Saturday, May 11, 13
  81. 81. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via website•Verify with voice biometrics•Cross-check against caller location31Saturday, May 11, 13
  82. 82. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via website•Verify with voice biometrics•Cross-check against caller location•Call recording/transcription31Saturday, May 11, 13
  83. 83. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via website•Verify with voice biometrics•Cross-check against caller location•Call recording/transcription•Medical advice given to patientautomatically added to patient file31Saturday, May 11, 13
  84. 84. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Automate Medical Claims•Secure Caller Authentication•Reuse primary auth via website•Verify with voice biometrics•Cross-check against caller location•Call recording/transcription•Medical advice given to patientautomatically added to patient file•Auditing/Service Quality Assurance31Saturday, May 11, 13
  85. 85. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?32Saturday, May 11, 13The key to ROI in these markets is identifying commonalities, like Tessitura, and building solutions that integrate with existing, widelydeployed packages
  86. 86. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management32Saturday, May 11, 13The key to ROI in these markets is identifying commonalities, like Tessitura, and building solutions that integrate with existing, widelydeployed packages
  87. 87. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory32Saturday, May 11, 13The key to ROI in these markets is identifying commonalities, like Tessitura, and building solutions that integrate with existing, widelydeployed packages
  88. 88. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs32Saturday, May 11, 13The key to ROI in these markets is identifying commonalities, like Tessitura, and building solutions that integrate with existing, widelydeployed packages
  89. 89. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs•Concierge receives callerinfo via Instant Message:Caller Photo, Last Ticket Purchase, SeatingPreference, Lifetime Donation Amount32Saturday, May 11, 13The key to ROI in these markets is identifying commonalities, like Tessitura, and building solutions that integrate with existing, widelydeployed packages
  90. 90. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs•Concierge receives callerinfo via Instant Message:Caller Photo, Last Ticket Purchase, SeatingPreference, Lifetime Donation Amount•Click-to-Call options for purchasing ticketsintegrated with popular backend software32Saturday, May 11, 13The key to ROI in these markets is identifying commonalities, like Tessitura, and building solutions that integrate with existing, widelydeployed packages
  91. 91. CAN YOU SPEAK MAGIC?WHAT SHOULD WE BUILD?•Arts Management•Enable perfect memory•Anticipate caller’s needs•Concierge receives callerinfo via Instant Message:Caller Photo, Last Ticket Purchase, SeatingPreference, Lifetime Donation Amount•Click-to-Call options for purchasing ticketsintegrated with popular backend software•Automate weather contingency notification32Saturday, May 11, 13The key to ROI in these markets is identifying commonalities, like Tessitura, and building solutions that integrate with existing, widelydeployed packages
  92. 92. CAN YOU SPEAK MAGIC?CASE STUDY33Saturday, May 11, 13
  93. 93. CAN YOU SPEAK MAGIC?CASE STUDY•Commoditized Market:Home Remodeling33Saturday, May 11, 13
  94. 94. CAN YOU SPEAK MAGIC?CASE STUDY•Commoditized Market:Home Remodeling•No players in market with morethan a single-digit share33Saturday, May 11, 13
  95. 95. CAN YOU SPEAK MAGIC?CASE STUDY•Commoditized Market:Home Remodeling•No players in market with morethan a single-digit share•Industry reputation for low quality,poor service, unhappy customers33Saturday, May 11, 13
  96. 96. CAN YOU SPEAK MAGIC?CASE STUDY34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement, BIG impact on productivityAll calls recorded for training
  97. 97. CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement, BIG impact on productivityAll calls recorded for training
  98. 98. CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,ongoing customer service34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement, BIG impact on productivityAll calls recorded for training
  99. 99. CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,ongoing customer service•Call center automation34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement, BIG impact on productivityAll calls recorded for training
  100. 100. CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,ongoing customer service•Call center automation•Confirm appointments with consumer34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement, BIG impact on productivityAll calls recorded for training
  101. 101. CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,ongoing customer service•Call center automation•Confirm appointments with consumer•Match qualified reps with leads34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement, BIG impact on productivityAll calls recorded for training
  102. 102. CAN YOU SPEAK MAGIC?CASE STUDY•Built 100% customERP package•Automates processes for sales,financing, product installation,ongoing customer service•Call center automation•Confirm appointments with consumer•Match qualified reps with leads•Click-to-call for agents34Saturday, May 11, 13Professionalized the industryClick-to-call small feature to implement, BIG impact on productivityAll calls recorded for training
  103. 103. CAN YOU SPEAK MAGIC?CASE STUDY35Saturday, May 11, 13
  104. 104. CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 201235Saturday, May 11, 13
  105. 105. CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 201335Saturday, May 11, 13
  106. 106. CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 2013•New offices around the country35Saturday, May 11, 13
  107. 107. CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 2013•New offices around the country35Saturday, May 11, 13
  108. 108. CAN YOU SPEAK MAGIC?CASE STUDY•$172MM in 2012•Est. $365 in 2013•New offices around the country35Saturday, May 11, 13
  109. 109. CAN YOU SPEAK MAGIC?WE HAVE THE BEST TOYS TOOLS36Saturday, May 11, 13VoIP Minutes and Cloud PBX are solved problems. Let’s solve new problems
  110. 110. CAN YOU SPEAK MAGIC?37adhearsion.com@Adhearsionhttp://mojolingo.com@MojoLingo@bklangbklang@mojolingo.comSaturday, May 11, 13
  111. 111. CAN YOU SPEAK MAGIC?37adhearsion.com@Adhearsionhttp://mojolingo.com@MojoLingo@bklangbklang@mojolingo.comSaturday, May 11, 13

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