PHONE+ Articles

What Comcast-Cimco Deal Means for Agents, CLECs

Fri, 06 Nov 2009 10:42:46 PDT

The ongoing weak economy has proven one fact in telecom: Businesses – SMBs and enterprises alike – turn to IP services when forced to crimp spending. The trend has especially been a boon for the CLECs and agents that focus on SMBs. Such a boon, in fact, that cable wants ...(1093 words)

Case Study: Toshiba Provides VoIP Remedy for Interventional Cardiologists

Fri, 06 Nov 2009 05:11:42 PDT

Interventional Cardiologists of Gainesville, PA (IVC) provides cardiovascular health care services with state-of-the art diagnostic and therapeutic technologies. With the mission of providing the highest-possible quality of care to its patients, IVC’s team prides itself on helping patients be involved in their own health care by providing exceptional patient communication.IVC ...(1079 words)

Channel Coach: Building Trust and Building Sales

Mon, 02 Nov 2009 05:00:30 PDT

We recently prepared and presented an advanced sales seminar which focused on trust-based selling. In selecting materials for this seminar, we highlighted results from a survey conducted by Miller Heiman that singled out lack of trust as the No. 1 reason prospects do not buy from a vendor. In fact, ...(883 words)

Ask Steve: Is Avaya-Nortel a Good Match?

Mon, 02 Nov 2009 05:00:22 PDT

Is merger-and-acquisition mania beginning to grip our country again? Or maybe we’re just seeing some fire sales as the still-standing grab the fallen at reasonable prices. You be the judge. And I’ll address a great $900 million question I recently received.Q: Nortel and Avaya — a match made in heaven ...(657 words)

Case Study: Family Service League Multiplies Capacity With Optimum Lightpath

Wed, 28 Oct 2009 05:00:53 PDT

For more than 83 years, Family Service League has been delivering community-based programs and care to individuals, children and families in need in the Long Island, N.Y., community. Each year, the organization helps more than 48,000 individuals improve the quality of their lives at home, in the workplace and in ...(801 words)

How to Sell a TEM Solution

Wed, 28 Oct 2009 05:00:46 PDT

While telecom expense management and telecom life cycle management are not new, agents continue to ask how to sell these solutions. The first thing an agent must understand is that he is not selling a traditional telecom service like local, long-distance, data, wireless or conferencing. Instead of selling a commodity ...(867 words)

Verizon the Latest Telecom Provider to Talk Up M2M

Tue, 27 Oct 2009 13:13:09 PDT

Verizon Communications Inc. (VZ) sees a big sales opportunity in machine-to-machine (M2M) technology, even as revenue from its wireless and FiOS business failed to dazzle analysts and investors. Verizon executives didn’t speak too much of the M2M angle on Oct. 26 during the company’s third-quarter 2009 earnings call, but the brief ...(432 words)

‘Qwest’ for Change – New Channel Chief's 2010 Strategies

Mon, 26 Oct 2009 05:00:19 PDT

If you want to take in the picturesque Denver skyline from atop a 55-story building, Blake Wetzel is your go-to guy. “When I say I’m going to do something, I’m going to do something,” Wetzel said, in an interview with PHONE+ just six weeks after he was named vice president ...(963 words)

Net Neutrality: FCC Includes Wireless, Managed Services

Fri, 23 Oct 2009 09:41:02 PDT

By now, the telecom industry is more than familiar with the FCC’s new net neutrality push (NPRM) to codify open Internet access as law. Two of the most contentious parts of the rules up for comment affect wireless and managed services. They were added, according to the FCC, because the ...(407 words)

Q&A With Broadview Channel Chief Chris Eldredge

Fri, 23 Oct 2009 05:00:23 PDT

Broadview Networks announced in late August that Christopher Eldredge joined the company in a new position — executive vice president of alternate channels and carrier sales — created in part to support Broadview’s nationwide VoIP rollout, which began Aug. 31 and relies heavily on an indirect sales strategy. Before joining ...(2780 words)