Sales & Marketing

Virgin Mobile Sets Sights on Dealers

Virgin Mobile USA is fixing its sights on the agent channel.The MVNO, which uses the Sprint Nextel network, on Wednesday signed a deal with master agent American Wireless, whose dealers now can sell Virgin handsets and no-contract plans.“Virgin Mobile is really doing ...More
April 10, 2008
Posted in News
Polycom Releases VoIP Conference Phones With HD Voice

Polycom Inc. has released to conference phones with HD voice technology. The SoundStation IP 7000 is designed for executive offices and conference and board rooms. The SoundStation IP 6000 is suited for managerial offices and small and midsized conference rooms, the company ...More
April 8, 2008
Posted in News, Voice over IP (VoIP)/IP Telephony
Selling in a Slowdown: Conferencing Provides Travel Alternative for SMBs

Conferencing solutions might be a good service to pitch during poor economic times since travel is expensive and businesses, therefore, might be seeking ways to connect their workforces, customers and suppliers remotely."Without question, conferencing in a down economy is ...More
April 1, 2008 By Cara Sievers
Posted in Articles
Selling in a Slowdown: Wireless is an ROI Hot Spot

As the economy continues to weaken, what happens to the wireless opportunity? The not-so-surprising answer is that it grows stronger."The key for mobility is that it helps corporate ROI, because it affects opex savings, go-to-market capabilities and productivity," says ...More
April 1, 2008 By Tara Seals
Posted in Articles, Voice over IP (VoIP)/IP Telephony
Selling in a Slowdown: VoIP, UC Offer Productivity Possibilities

In a struggling economy, businesses might tighten their IT spending ... unless there’s a clear ROI that can help them get through the downturn. That’s the scenario offered by VoIP and unified communications."A recession is going to be a very good thing for ...More
April 1, 2008 By Tara Seals
Posted in Articles, Voice over IP (VoIP)/IP Telephony
Column: Ask Steve – Mobility Tools Keep SMBs Competitive

What Do SMBs Want?Ask Yankee Group analyst Steve Hilton. Send your questions to asksteve@yankeegroup.com. Please include your name, city, state and a phone number. Only first names and locations will be published. Does anyone work 100 percent of the time from the desk ...More
April 1, 2008 By Steve Hilton
Posted in Articles, Voice over IP (VoIP)/IP Telephony
Selling in a Slowdown: Industry Leaders and Analysts Debate the Impact of an Economic Downturn on Telecom

Reality is a stark and constant ghoul. Oil is topping $100 per barrel. The subprime mortgage collapse has seeped into the rest of the economy. As foreclosures mount, carriers and cablecos lose millions of dollars because customers can’t pay their bills. Now ...More
April 1, 2008 By Kelly Teal
Posted in Articles
Selling in a Slowdown: Agents Help Customers Control Telecom Spend

As the economic forecast predicts more doom and gloom, customers will want to take control of their telecom spend. AOTMP’s Telecom Expense Management Market Landscape from Fall 2007 found that 71 percent of enterprises are seeking to reduce their telecom expenses. ...More
April 1, 2008 By Cara Sievers
Posted in Articles
Hosted VoIP: Hope or Hype?

Once the great hope for re-energizing telecom sales, hosted VoIP has not lived up to adoption expectations thanks in no small part to immature technology, poor service delivery, techno-centric sales approaches and end-user misconceptions. The flagging uptake also might have ...More
March 28, 2008 By Tara Seals and Khali Henderson
Posted in Articles, Voice over IP (VoIP)/IP Telephony
Column: The Myth of the Sales Superhero

In my work helping sales channel managers make midcourse corrections and create sustainable long-term strategies, I’ve observed that many problems are of their own making. Some problems are the result of poor channel management skills. However, most problems are the result ...More
March 20, 2008
Posted in Articles