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TeleWebSales: A Methodology Discussion with Anneke Seley (Part 2)

Posted on Friday, Oct 5th 2007

After Oracle, Anneke started telesales at a company called Neuron Data. For people who do not recognize it, they were in the Expert Systems area, so when people say you cannot sell complex technology over the phone, she points to Neuron Data and says “if you can sell expert systems without a field sales visit, you can sell anything”. Neuron Date did a third of the revenues via Telesales. After that, she started her consulting company, Phone Works.

SM: What was the philosophy of Phone Works when you put it together?

AS: The philosophy of Phone Works was, essentially, to teach people internally how to build a sales process and look at their sales strategy and apply appropriate sales behaviors. I talk about people, process and technology a lot. It is important for companies to understand what fits their market, what fits their customers, and what fits their products best.

SM: I want to spend a lot of time talking about methodology and the thought leadership you have provided to the industry for the past 12 years. To start, however, how would you describe Sales 2.0? It’s a buzz word that’s been floating around lately … >>>

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IPTV, Next-Gen Television: InternetTV

Posted on Friday, Oct 5th 2007

By Mitch Berman, Guest Author

Previous Posts:

* IPTV: Next-Gen Television?
* IPTV, Next-Gen Television: The Operators
* IPTV, Next-Gen Television: The Box

YouTube, Joost, Veoh, Babelgum, Azureus, BitTorrent… according to the San Jose Mercury, there are 247 different companies calling themselves “InternetTV”. All of them deliver video online to the PC or to mobile devices. Some focus on user-generated content (UGC). Some focus on delivering on-demand movies and television programs on a delayed basis. Some offer a combination of all three formats. Funny thing is that none of these companies have anything to do with the TV set. Yet, they call themselves Internet “TV”.

Are these companies a fore-runner of the next generation of television? Do they represent the promise of next-gen TV that include things like: compelling search capability, unlimited choice when I want, recommend and share playlists, watch video based on my interests and viewing history, choose my channels, create my own playlists, view relevant ads and offers, and more? In some cases, yes. However, since all of these companies are currently just PC-based, the jury is out as to whether they can ultimately transfer to a television audience. However, the DNA of each of these InternetTV providers is not well suited for television anyway. In fact, some of these companies have no intention of going to TV at all. Which, of course, begs a question as to why they even call themselves “InternetTV?” >>>

Web 3.0 & McClatchy (Part 5)

Posted on Friday, Oct 5th 2007

Conclusion

McClatchy is in the business of publishing newspapers, which is in turmoil due to the falling advertising and circulation revenues, and McClatchy is a victim of that trend. Falling real estate, auto, jobs and personal advertisements have resulted in the sharp fall in vertical classified revenues. McClatchy is trying to recover.

The key reasons for this fall include the tough times faced by the auto and real estate industries, but primarily stem from the growing popularity of the online media and vertical portals. >>>

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QualComm: Digging Gold

Posted on Friday, Oct 5th 2007

By Vijay Nagarajan, Guest Author

In the last part of this series, I pointed out that CDMA-based phones will dominate tomorrow’s market providing QualComm a huge play. A look at the revenue projections that I have put together, will provide further insights on why the company is trying to hold tightly on to its IP portfolio at the risk of never growing its market share in the WCDMA/HSDPA space (which I will henceforth call 3GPP).

While “QualComm: The margins” explored the impact on the company’s margins with all other factors remaining the same, this analysis considers a bigger picture including the future market trends. The graph below represents QualComm’s revenue potential if it is still able to extract close to 6% of handset ASP on the 3GPP handsets while not exceeding 25% of the corresponding chipset market share. >>>

TeleWebSales: A Methodology Discussion with Anneke Seley (Part 1)

Posted on Thursday, Oct 4th 2007

Anneke Seley is the CEO and founder of Phone Works, which creates teams and processes to help companies maximize their Inside Sales. Telesales, and the combination of Telesales with Websales, is creating a new selling methodology that I have referred to as TeleWebSales. Phone Works is one of top consultants in this space and to date has created over 250 sales teams for their clients.

I first met Anneke in 1999, when I was doing Intarka, my lead generation startup, which I talked about during the Umberto Milletti story.

This discussion is going focus on the various pieces involved in building a repeatable sales process.

I just want to get this straight, a repeatable sales (and marketing) process is incredibly important. If you ever want to build a company that is of any scale, you need a process that builds a sales funnel, and manages to move leads along the funnel, and convert them to deals.

So with the introduction, Anneke and I invite you to spend a couple of weeks with us in the depths if sales methodology. >>>

IPTV, Next-Gen Television: The Box

Posted on Thursday, Oct 4th 2007

By Mitch Berman, Guest Author

Previous Posts:

* IPTV: Next-Gen Television?
* IPTV, Next-Gen Television: The Operators

It’s the Chinese Wall, the troll under the bridge, the fallen tree blocking the road. It’s been the anathema of consumer-delivered payTV services around the world. It’s… the Set Top Box! We already have TV boxes from cable and satellite. We already have DVD players. And now we have DVRs for our TVs. Hey, let’s add one more! It will only cost you anywhere from $250 to $1000 and you get to pay a $20 – $70 monthly subscription fee for the mostly singular privilege of downloading the same movies you get today on cable on-demand or via IP downloading as part of your satellite service.

Been to a Best Buy or Fry’s lately? One can choose from a cornucopia of IP video-enabled boxes. Want a DVR from TiVO? How ’bout the new box from D-Link that delivers “… more than 200 channels of Internet video to the TV?” Or, what about the boxes from SlingMedia, Akimbo, AppleTV, Netgear, Buffalo, Microsoft and Vudu? Let’s not forget about the game boxes X-box and PlayStation, too. All use various forms of P2P, or downloading, or streaming to bring mostly “movies” to the TV set. >>>

Web 3.0 & McClatchy (Part 4)

Posted on Thursday, Oct 4th 2007

Acquisition Targets

McClatchy’s strongest asset is CareerBuilder. Though CareerBuilder is the number one job site in the US it lacks community features and McClatchy along with its partners could consider acquiring professional networkin sites like LinkedIn, Xing, etc., which have very good community features to enhance CareerBuilder. Sequoia Capital, Greylock, the European Founders Fund, and Bessemer Venture Partners have funded LinkedIn. Xing is traded on the Frankfurt & Xetra stock exchanges.

The Company could also consider acquiring Project Exchanges like eLance, oDesk, and Guru, which have created marketplaces for freelance projects, yet another nuance on the job search phenomenon.

CareerBuilder is in a very strong position, and should be able to put together a nice roll-up of the Online Jobs space, and plenty of private equity players would be willing to finance such a move.

>>>

QualComm: The 3G Goldmine

Posted on Thursday, Oct 4th 2007

By Vijay Nagarajan, Guest Author

In previous articles, we looked at QualComm’s legal wranglings and the potential impact. Ms.Mitra subsequently posed a question on whether QualComm (QCOM) is a stock to shunt. In this article, I will analyze the impact of the various technologies and the handset market on QualComm thus opening up a debate on its short and long term prospects. >>>