3 Red Shells

With the mergers and acquisitions that haven happened in the telecom industry over the past ten years, there are better opportunities to leverage spend than ever before.

Today, you can get your MPLS, wireline and conferencing services from the same carrier.  Whatever your infrastructure, you are able to use one carrier. You may not want to use a single carrier for all these services, but you have the leverage.

How do you leverage your spend?

• Know your spend and requirements. If you don’t have your usage and spend history there is no way to effectively negotiate.
• Negotiate services separately, but leverage the spend. You don’t want to negotiate a flat discount on all services because you’re leaving money on the table. You also don’t want discounts based on spend. If you choose not to use one of the services your spend commitments fall short.
• Focus on the complete picture, not just savings. Many organizations see price as the end goal, but the price is irrelevant if the service is poor.
• Include cross-functional spend and requirements. Many organizations have one group manage wireless, another manage wireline, and another manage data. Include cross-functional groups in your sourcing process.
• Include flexibility in your contracts. Most likely all of your service contracts aren’t expiring at the same time. Include language that allows you to come back to the table when other buckets of spend are available.
• Work quickly. Do your due diligence, but it’s better to get 90% of your savings and implement than spend nine months trying to get that incremental 10%. Time is money.

By following these tips, you can gain significant savings on all of your data and telecom spend.

Does your organization need help with your wireless contract negotiation or other wireless consulting services? We can help.

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Today Apple announced that their new iPhone OS 4 will include many enhancements targeted at the Enterprise.

Apple is looking to take even more market share from RIM with iPhone OS 4.  The OS upgrade hitting this summer will have improved data protection, wireless app distribution, device management, and improved email and VPN capabilities.

The two most enterprise attractive features are the Mobile Device Management and Wireless App Distribution capabilities.  These features make it easier for companies to manage their users.  I don’t see the improved email as a benefit to the corporation. Frankly, most organizations aren’t concerned that an employee can now manage the work and personal email in one mailbox. It’s nice for the user, but isn’t going to sell any business use devices.

With no mention of the iPhone for other wireless carriers, are these enhancements enough to get you  leaning away from your Blackberries?

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AT&T has just announced an April launch for their 3G Microcell. This is the first US femotcell that offers both 3G voice and data service.  The device costs $149.99 with a monthly $19.99 for unlimited family plan calling. Talk with  your account rep about corporate pricing.

We’ve talked before about the importance of a sales force toolkit, and the benefits of fixed mobile convergence before, and a femtocell can help with the viability of your chosen solution.

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The 3 Red Shells Wireless Program Audit is an excellent opportunity to understand your organization’s return on investment (ROI).  With many other Telecom Expense Management providers there is a long contract negotiation period. At 3 Red Shells, we avoid that by providing you with all the information up front. We’ve set our prices fairly to facilitate quick decision making. The Wireless Program Audit allows you to see if it’s worth pursuing Rate Plan Optimization, Wireless Expense Management, or Wireless Consulting projects.

Look at the presentation for a sample of the Wireless Program Audit.

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Is your wireless program Individual Liable or Corporate Liable? Watch the presentation to understand how a Corporate Liable program can save your organization over $360,000 annually.

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Your organization’s sales force should be a competitive advantage. Your sales force communicates your message, builds relationships, and represents your company. Are they properly equipped? Think of each of your sales reps as if they were Batman. What gadgets would they carry in their utility belt so that they are prepared for all situations?

We’ve seen many organizations that provide their sales reps with cell phones, blackberries, perhaps modem cards, Wi-Fi access, fax numbers, home office landlines and long distance service, and the list goes on. In these organizations the sales reps aren’t satisfied. They still want more services; they need more tools, better software, etc. Why? Because the organizations haven’t understood the requirements and provided hardware and software that met those requirements. New services have been added to the toolkit over time as technology has evolved. If your sales force toolkit looks like this, you must re-evaluate and consider your entire mobility management program.

Re-evaluating or even creating a sales force toolkit has four main stages.

1. Current State Evaluation
2. Sales Force Toolkit definition
3. Vendor Selection / Negotiation
4. Implementation

Each stage is equally important and should be followed in this order to ensure your sales team’s needs are met, and you achieve the best possible service rates.
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Google is looking to make a business push in 2010. Google Voice is a robust application and a service that wireless carriers have been offering for years.  AT&T, Sprint and Verizon have all offered Fixed-Mobile Convergence solutions with limited success.

Why will Google succeed where the carriers have failed?

The main reason Google Voice will work in the corporate environment is because it doesn’t require IT or Telecom involvement. If a user wants Google Voice they can begin taking advantage of it immediately. No need for business case review or ROI analysis. Forward your desk phone to your Google Voice number, update your auto signature and start giving out your Google Voice number exclusively.

You are able to configure Google Voice the way you want, not bound by stodgy IT Policies. Take advantage of visual voicemail, voicemail to text transcription, custom greetings,  and intelligent call forwarding. Everything an employee could want, right?

Is Google Voice better than the carrier solutions?

For forward-thinking IT and Telecom companies? No. For the vast majority of organizations? Yes. What the wireless carriers (and other stand-alone telecom companies like Cisco) provide is an extension of the PBX and free calling when “on campus”. A true Fixed-Mobile Convergence application. You get four or five digit dialing, intelligent call forwarding, voicemail stored on the Enterprise PBX (if you want), and your land line provider international calling rates.  The carrier solutions are better equipped at letting the organization manage the wireless and telecom services. Support issues are reduced, cost is often better managed, and it’s a common experience for all wireless users.

What do you do as an organization?

If you mange your wireless or telecom services for your organization the first step is to understand these new technologies. Work with your sales force, your managers, and other wireless users to understand their needs. As an organization are you providing the services they need? Talk to your wireless carriers and telecom providers to determine what their solutions are. Your account rep may not be the best person. Speak with your account team’s mobile application specialist.

After you understand the options, perform small pilot groups. The carriers should work with  you to provide free or discounted services during the pilot period. After the pilot, gather the feedback and make your decision. The Fixed-Mobile Convergence solutions provided by your wireless carrier do not require any capital expenditure; it’s just a small monthly expense that usually pays for itself in the first month.

Before implementing the service you will need to update your wireless policy.  Develop your training material, and determine how you will communicate the new services. Is your organization committed to providing the tools your workforce needs, or are you going to force people to find workarounds and sub-optimized solutions?

If 3 Red Shells can assist in any way, we’re more than happy to help.

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Anytime a new product comes along, especially with Apple, there are users in the corporate environment that want this product. It happened with the iPhone, the iMac, the original tablet PCs, and I’m pretty sure it will happen with the iPad. IT Policy, price, and need be damned, users will want the iPad. When managing your wireless program, how will you address the iPad demand?

With any new technology it’s up to the organization to review and determine the appropriate use for the product. It seems companies fall on either side of the fence. One side being overly controlling. Picking one standard and going with that standard regardless of need. The other side being no control and letting users get whatever they want. Both sides have their issues. In regards to wireless devices I think it’s best to straddle the fence. Define your policy for standard users and exception users. One tip, exception users aren’t executives.

The iPad Exception User

There is one critical function that could make use of the iPad in the corporate environment. Sales. Sales is all about building that connection with the customer. Understanding their need, empathizing, and providing solutions. The iPad allows for a more intimate way of presenting. In smaller groups, one-on-one, or at lunch meetings, imaging pulling out the iPad and passing it around the room to show off a 3D model of your product, your website, or videos of users enjoying your solution. The iPad has functionality that is cumbersome on the PC and most importantly the iPad is intimate. I’m not talking staged presentations, I’m talking off-the-cuff conversations that allow you to connect with your customer.

Does this type of scenario make sense for your organization? If so, I suggest you begin testing with iPhone’s or iPod touches. Make sure your content will support the new platform, and that your sales force knows how to use it. Seth Godin talked about the iPad as a digital Talking Pad, and that’s the exact scenario I envision in a leading sales force.

Begin the work now to make sure your IT group and Sales Force are prepared, the 3G iPads are available in late April. I’m excited about what the iPad can do in the sales environment.

If you need assistance determining if the iPad (or similar technology) is a good fit in your organization, let us know.

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When it comes to 4G mobile broadband, WiMAX has a time to market advantage,  but LTE has the support of most major wireless operators. Which will win the 4G  shooting match? Which has the potential to be more disruptive?

It turns out, these are not the questions to ask.

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