What's Here: You'll find
samples of my market analysis and consulting work, where I demonstrate
my thought-leadership, knowledge, skills, interests and incessant
curiosity across the intersection between the technology, media and
telecommunications sectors.
What's New: My last Broadband 2.0 column is entitled "Understanding Consumer Preferences for IPTV." I also wrote the cover story for the premiere issue entitled "Delivering the Digital Home." My syndicated editorials for Reuters, USA Today, the San Francisco Chronicle and AlwaysOn are in My Archive. Also, visit My Video Showcase for examples of multimedia content. In Development: IP Video Curator -- discover, watch and share Internet TV content. Feature: Broadband Public Policy
Abstract:
The global communications industry is experiencing a metamorphosis.
However, in spite of all the turmoil and considerable evidence that
vision, strategy and execution should be guiding our thinking --
coherent policy is often absent.
Most
telecoms industry experts believe that the future will hinge on the
continued investment and adoption of broadband network access. And yet,
this opportunity for bold new action is ironically where we witness the
most misguided efforts to advance forthright ICT industry regulation. In contrast to the typical "bigger bandwidth is better" mantra, I've outlined an alternative perspective to stimulate further debate. My blueprint for progress was featured on Boston.Internet.com and Telephony Online. Updates: I researched and then wrote about the Broadband Wireless Access (BWA) revival, entitled "Deliverance: the Unlicensed Marriage of Wi-Fi and WiMAX," this opinion piece was featured on Airshare, and several other sites.
My advocacy column "ACCESS: Wisdom of the East"
explores Asian broadband deployment leadership, the need for a bold
U.S. national infrastructure policy goal, and savvy telecom service
providers that stimulate demand. Feature: Power Selling in Action
The
basic tenet of Power Selling: if you believe that knowledge is power,
then fully mastering the ability to apply information technology to
progressively reveal, gather, store, replicate, share, refine and
re-purpose existing knowledge into actionable wisdom is infinitely more
potent.
Abstract:
The evolution of sales force automation (SFA) applications into
customer relationship management (CRM) systems is complete. Regardless,
analyst studies conclude that too many CRM projects fail to reach their
ROI objective. On this backdrop, CRM vendors struggle to find
verifiable "satisfied customer" references.
Smart organizations will, however, improve their salesforce training experience by incorporating the context
of how to apply this software. But, it's already evident that
monolithic CRM system benefits have been grossly oversold, and as a
result of widespread end-user resistance -- they're pitifully
underutilized tools. Nevertheless, this anticlimax created an
opportunity for the infusion of new ideas.
I've authored a white paper entitled "PowerSelling: Revitalizing the Enterprise Sales Channel"
that concludes my study of this phenomenon, and I've also compiled the Sales Effectiveness Assessment Guide. Contact me now,
and request your free copy of this unique primer ($195 value, delivered
to you via e-mail). Updates: my related Op-Ed in Telephony magazine is entitled "The Hard Sell Made Easier," and here's the associated Detailed Talking Points, which explains my initial intent and broader purpose for authoring this revelation. Feature: Digital Marketing in Action
Abstract: Discover a New Perspective on Market Development,
and learn how to free yourself from constraints -- dare to leave the
flock, embrace the unlimited idea of creative freedom, and fly without
limits way above the gray clouds where the ordinary choose to
reside -- by adopting needs-based customer segmentation, and applying
"lifestyle/interest-oriented" application scenarios. Updates: "Enterprise Data Needs an Advocate" investigates an untapped revenue opportunity for U.S. mobile operators, offers sample commercial text messaging applications, and envisions new wireless data value-added services. Plus, here's the three associated Sidebars, not available at the TelephonyOnline site. Rethinking Technology Sales and Marketing
Act Now: Feedback is encouraged. Send me your questions, comments, and rants -- or simply share your own ideas and opinion on a topic or cause of mutual interest. Then, you can join my online network of global collaborators. I currently maintain profiles and contacts on LinkedIn, Xing, Facebook and MySpace. Who, What, When, Where, Why and How
Customer profiles, and examples of consulting projects are in My Case Studies.
I'm
a member of the Technology, Media & Telecommunications Council
(Gerson Lehrman Group), Primary Insight (Bear Stearns), and Guidepoint Global (Standard & Poor's) advisory services.
Note to Authors and Book Publishers: I will accept Review Copies of new books. E-mail me with the details, and I will gladly forward my current mailing address. Technology, Media, Telecom, Internet, Software, Networking, Web 2.0 Marketer
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