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Increasing Revenue with Digital Telephone

How adding VoIP services can make your business competitive.
Tuesday November 16, 2010 TIME: 2:00pm ET/ 11:00am PT

Service providers have identified the delivery of voice and data services to the Small to Medium Business (SMB) market as a way to build on their current investment in residential services and create new sources of revenue.   Commercial customers seeking alternatives to traditional telecom providers are a fertile market for operators who can offer direct business lines, hosted, “Centrex-like” business features, and/or T1/E1 trunking to support premises-based PBXs or IP PBXs.

Although service providers may have hardened their networks in conjunction with the introduction of broadband services, meeting the needs of business customers requires clearing substantially higher hurdles.  Operation, Sales and Support strategies and procedures need to address a fundamental difference between the residential and the business markets:  While quality and reliability of service are important to residential customers, they are absolutely vital to the bottom lines of business customers.

In addition, businesses require a greater breadth of features that serve the internal business communications and project a professional image to the customer.  Examples of these features include Unified Messaging; Auto-Attendant;  Multi-Party Audio Conferencing and Video Conferencing and others.  For service providers, the ability to package, promote, provision, host and ensure the reliable availability of these features that help the SMB project a much bigger image represents significant technical and operational challenges.

This webinar will discuss the market opportunity, expectations and the technical challenges operators will face as they enter the Business Services market.  The webinar will share valuable insights on how partnering with a wholesale telecom provider can minimize the technical challenges, exceed the expectations and quickly improve the bottom line, including:

  • Positioning your company to be competitive in the marketplace with market analysis and promotional support
  • Partnering with knowledgeable professionals who can quickly and efficiently handle the complexities of implementing and supporting voice services to augment your service offering
  • Evaluating if a provider has the proven experience to deploy VoIP services for rapid growth
Big River Telephone and Cedar Point Communications will explain how back-office platform support, network connectivity for voice traffic and support for operations, regulatory compliance and marketing is vital to delivering a fully operational, reliable and ultimately successful VoIP service.
Speakers:
Kevin Cantwell
President, Big River Telephone

Mr. Cantwell is the president of Big River Telephone and has over 25 years experience in the information/communications industry, including 11 years at AT&T. Immediately prior to joining Big River, Mr. Cantwell was the vice-president of Emerging Markets at WorldWide Technology. At WorldWide, Mr. Cantwell developed a business unit focused on the new carriers in the telecommunication industry. His experience and industry knowledge helped formulate a thriving organization that increased its revenues from $610M in 2000 to nearly $1B in 2001.

Immediately prior to his stint at WorldWide, Mr. Cantwell spent 2 years with Abiliti Solutions as vice president - sales. Abiliti Solutions is a leading provider of telecommunications billing software for the competitive local telecommunications and long distance providers in the United States. Mr. Cantwell was recruited to Abiliti from Convergys. At Convergys he was the vice president of sales and had extensive international experience forging business relationships with PTT's across the globe. His organization was focused on providing Operation Support Services software to Internet service providers.

During his years with AT&T Communications, Mr. Cantwell held a variety of executive positions in the areas of sales and marketing. He managed resources throughout the country focused on selling long distance and Internet services to corporate accounts.

Mr. Cantwell has a B.S. in Business and in Education from Central Methodist College and an MBA from Lindenwood University.

Chris Gugger
Senior Director, Market Development Cedar Point Communications

In his role as Senior Director, Market Development for Cedar Point Communications, Chris Gugger is focused on supporting the company’s continued expansion into the Business Services market which includes full product lifecycle management, product marketing, strategic partnerships, packaging and pricing.

Chris, who has more than 20 years experience in product management, product marketing and business development, joined Cedar Point in 2006. Previously, he had spent six years with Comverse, where he rose to the position of director, business development for the company’s Americas division and had responsibility across a broad range of areas, including market, technology and vendor research; competitive analysis; and due diligence for the selection of strategic business partners.

Before joining Comverse, Chris spent five years as senior product manager with Picturetel Corporation, a provider of video conferencing solutions, and another two years as marketing manager with Banyan Systems, a creator of client/server software.

Chris holds a B.S. in Business Administration from Northeastern University.

David Yedwab
Founding Partner in Market Strategy and Analytics Partners LLC.

David is a seasoned technology marketing executive with over 25 years experience providing marketing, sales, technology and business strategy advice to many of the world’s largest and most successful companies including – Cisco, AT&T, Apple, NTT, NEC, Samsung and Siemens. His specialties are business and product strategy, distribution channel development, product marketing and competitive differentiation. Mr. Yedwab has appeared on CBS News 48 Hours, CNBC and Bloomberg Business Radio. He is often quoted in national business publications such as Fortune, USA Today, Investor's Business Daily and the Internet and telecommunications trade press.

Prior to starting Market Strategy and Analytics Partners, Mr. Yedwab managed the Public and Private Networking practices of The Eastern Management Group. This has included engagements covering market and distribution requirements and strategies for next generation networks; marketing programs designed to help enterprise providers to increase their revenues and market shares; the implications of the business transformation driven by the Internet, broadband and mobile networks; the emergence of the e-commerce and its challenges and opportunities for private and public networks.

Mr. Yedwab has also spent time working in the financial community developing trading networks. His activities were in conjunction with major securities, banking and financial services firms, both domestically and internationally. He has held business development, marketing and sales management positions with AT&T, including the management of a national account team and the development, negotiation and dissolution of business ventures. At Bell Laboratories, Mr. Yedwab worked as a data processing/data communication system designer, developer and performance analyst. Mr. Yedwab also worked for Univac (now Unisys) in pre- and post-sales support, and as a scientific programmer for United Aircraft Research Laboratories (now United Technologies). Mr. Yedwab also served as an adjunct instructor in Computer Science at Fairleigh Dickinson University and The County College of Morris.

Mr. Yedwab has served on the Boards of Directors at several public and private companies.

Mr. Yedwab received his Bachelor's degree in Physics from Rensselaer Polytechnic Institute, where he was a National Science Foundation Undergraduate Research Participant. He also received an M.S. in Computer Science from Stevens Institute of Technology.

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