VOICE Summit 19 Update - What I'll Be Doing There

Billed as the “world’s largest voice event”, this sounds like something I really should attend. It’s now just two weeks away - running June 22-25 in Newark, NJ - and the marketing effort is in high gear. I’ll do my part with this shout-out and update on my roles beyond attending.

First, I’ll be leading a panel discussion on Tuesday at 3pm - “Voice and AI in the Enterprise - Executive Briefing”. Joining me will be Collin Davis of AWS, Yingbo Zhou of Salesforce, and Jason Ouimette of Noble Systems. Am working out the topics now, and I sure hope you can join us. I’ll be socializing this over other channels, but for now, all the details are here. You’re going need to that, as there are 17 tracks, so choosing sessions and navigating your logistics is going to be challenging. But really, why would you attend any other session at that time? :-)

Second is my role for the VOICE Summit Awards. They’ve gathered tons of submissions across 12 categories, and I’m one of the judges. I’m evaluating about 90 submissions from four categories, and am just about done with that. At this point, I’m pretty saturated going through all these, but there are definitely some cool entries that I plan to start following now.

Otherwise, I have two quick items to add:

  1. If you haven’t registered yet, you can save 15% using this link and my promo code, JA309

  2. On July 5, I did a livestream interview with Pete Erickson of Modev (the company behind the event), and if you haven’t seen it, look for it here on their Facebook page

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My Poly Voyager 6200 Headset Review

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I don’t often write reviews, but I’ve had a friendly relationship with Plantronics - now Poly - for some time. In 2017, I wrote a series of posts about their one-of-a-kind Habitat Soundscaping offering. The focus here is on something far less exotic, but still a big part of staying productive in the workplace these days. Since I don’t work in a contact center or a noisy office space, I’m not the ideal user for the Voyager 6200 headset, but as an analyst, I know what to look for in providing a fair evaluation.

The headset space continues to evolve, with choices for the three main modes – in-ear, on-ear and over-ear. Each suits a particular set of needs, and aside from the variety, there are quality offerings across all price points. For a variety of reasons, I mostly prefer in-ear headsets, so I was happy to take Plantronics up on their offer to try this model and write up a review. That sets the stage, so let’s go.

Overall, the 6200 is a well-designed, high-performance headset, and you’d hardly go wrong with it. This isn’t the model for everyday use in the contact center – I’d say it’s more for knowledge workers, especially those who don’t stay in one place very long. With a list price of around $200, this isn’t something you’ll be buying by the dozens for your team, but if you’re looking for a feature-rich experience, this will fit the bill.

I’ll start with a review of the positives – things you should be looking for in a higher-end headset, then I’ll move on things that I didn’t care so much for or points of caution you might not have thought about.

What I Like Best

Audio quality This should be the starting point for any headset, and it’s certainly good here. I’m not an audiophile, so I can’t talk in terms of dynamic range, but we’re talking about workplace headsets here, not the high fidelity we seek in a home theater system. As such, it’s certainly good enough for the workplace, both for listening and talking. For own purposes, it’s become the default for recording my newsletter podcasts, and I think that’s a pretty good litmus test for audio quality.

No wires         Like almost everything these days, there’s a wired and wireless option, and the latter is winning big time. My analog DNA still likes the certainty of a physical connection, and for better or worse, the tactile nature of plugging something in to use it. Newsflash – Bluetooth has been around a long time, and it works just fine. You have to give something to get something, and in this case, the freedom to move around while using the headset is great. I haven’t tried to calibrate the range, but I can talk on a call while going upstairs in my office, and when flying, I can walk the length of a plane blissfully listening to my music.

Omnidirectional microphones          This is a boomless design, so the mikes are part of the horseshoe shape the wraps around the back of your neck, with the ends at the tips, right by your mouth. That’s pretty convenient, but the main idea here is the omnidirectional engineering, which means that the mikes only pick up your voice, and not the background noise. This really helps in the noisy cubes of a contact center, but also in open office settings, or when on calls out in public spaces.

Earbud design            As mentioned above, this is one of three basic headset modes, and for a variety of reasons, it’s the one I like best. These buds fit just fine, and one nice benefit is the ease of taking one out to do something else, while continuing your headset activity with the other bud. You can’t do that with the other two design modes – it’s one or the other with those, and that could be an important consideration depending on your use cases. Taking this a small step further, you can do that with either side, so it doesn’t matter if the person who needs your attention is on your left or right side. Sometimes it’s the little things that make the difference.

Earbud cord length    Another important aspect here is the cord that connects the buds to the headset. The length varies by vendor and model, and should be considered. Personal preferences come into play here, since the cord length is fixed. I haven’t come across models with retractable cords that you can vary as needs dictate, but that seems like over-engineering to me. For the 6200, the cord length is about 6”, and for me, it’s just right – not so long it gets tangled in jewellery or caught on a collar, but not so short you can’t move your head.

ANC     Here’s a big-time acronym in the headset world – Active Noise Cancelling - and for me it’s a deal-maker/breaker. This is a premium feature for sure, so if you need it, you’ll be paying for it. If your use cases warrant ANC, keep in mind that this feature is not created equal across all vendors. I can’t say how the 6200’s ANC compares to other B2B vendors, but it’s certainly good enough for most situations.

That said, my main use for headsets is listening to music on airplanes, and for me, Bose is the gold standard, and the 6200 falls far short on that front. To be fair, though, workplace settings are far less noisy than airplanes, so let’s move on. One more thing, though; the toggle switch to enable/disable ANC is easy to access while in use – with the left thumb, so there’s no need to take the headset off and interrupt what you’re doing. Also, just so you know which mode is in use, there’s a gentle audio alert telling when ANC is turned off.

Audio prompts                       Another small thing, but aside from the ANC status, there’s also a prompt for when the power is on or off. When turning power on, the audio prompt also tells you how much talk time is left on your battery charge. Not rocket science, but another good user experience feature, since the idea is to keep the headset on until shutting down – and not wasting time taking it off to look for the settings or check battery life.

Smart buttons            This really is a multi-sensory experience, so aside from audio prompts, your sense of touch has a role to play too. On the right side are two raised buttons to increase or decrease the volume. They’re the only buttons on that side, so you don’t have to think about what else you could be fiddling with as you fumble around feeling for the buttons. Then, on the left side, there’s a multi-purpose button that does a whole lot more. It’s really the control center, as you can use it to answer/end calls, as well as play/pause/replay music. You know it’s important because it’s the biggest button – by far – and is shiny red, so you can’t miss it.

Battery                       Perhaps the most important consideration for any portable device these days, and there’s not much to worry about here. The minimalist design of the 6200 is deceiving since it doesn’t look like there’s room for a battery – it’s quite sleek and lightweight. However, it gets around 8-10 hours of life, and takes maybe an hour to charge. Of course, the 6200 isn’t very power-intensive – and one reason is the modest caliber of its ANC – so you should be able to get through a full day of steady use without a recharge.

Speaking of that, there are two options to make sure you can always keep your headset powered. First is the conventional USB cable, but the cool twist is the second option, a disk-style charging station. The USB cable works just fine, but for all-day users, the station is an easy way to keep the 6200 continuously charged. Using the same cable, the station draws power from your PC, and it has a magnetized cradle that the headset simply attaches to for charging. This way you don’t have to keep plugging and unplugging any cables to charge the headset.

Lightweight    Another nice design consideration, especially for all-day use. By nature, ear bud headsets will be lighter than bulkier headsets, so this is a great choice for extended use cases. Perhaps an unintended consequence, but after a short while, you don’t notice it’s there, so the 6200 can sit around your neck all day even when not in use. This might be a stretch, but that makes it a form of wearable fashion, and I don’t think Poly will have a problem with that. Since this form factor of headset is still a bit unusual, it gets your attention, much like Apple’s white earbud stems that seem to be growing out of people’s ears these days.

Plantronics Hub

This is worth mentioning for two different reasons. First is the simple fact that analog folks like me were disappointed to not see a user manual with the physical product. I know vendors stopped producing these ages ago, but unless you’ve owned 10+ mobile phones, you may not be tech-savvy enough to figure out all the features on your own. I certainly found this a challenge, as many of the features were not intuitive, and I had to stumble along and figure them out by trial and error.

Yes, there’s a tiny fold-out pamphlet with bare-bones instructions, but this approach still leaves a lot to chance, and you definitely don’t know what you don’t know. Of course, I’m not the typical buyer for this product, so best if I move on.

More importantly, the Hub provides a lot of useful information, presuming you have the inclination to go there. On a basic level, it’s the only way to determine how much battery life your headset has – you certainly can’t know that just from using the headset. Similarly, when charging, it provides the status in real time, and that’s handy if charging up just before leaving for the airport.

Beyond that, Hub tells you the firmware version, and lets you know when updates are ready. That’s standard practice these days, and it’s good to know there’s an easy way to ensure this hardware device is always up to date. Also, you can manage all your settings here, so you can be very hands-on with things like volume, ringtone, vibrate mode, voice alerts, which softphone to use, and even wireless settings such as the extended range option, or using HD.

Aside from Hub is the user guide, which covers all the details I was hoping for in print that would come along with the headset itself. Given how these are global products now, the task of producing this in print form in an endless variety of languages is simply not practical. I accept that, so this document has proven very helpful for English-speaking users like me.

What Missed the Mark

Compared to what I liked, these shortcomings are secondary, and really shouldn’t detract from the bigger picture. That said, while I don’t often write reviews, the analyst in me is obliged to provide a balanced perspective. The 6200 is a great headset for certain use cases, and you shouldn’t lose sight of that. However, we can find fault in anything, and without prejudice, here’s what I found wanting.  

Perhaps these items below are on the drawing board now, or maybe my observations are so off-the-grid that nobody else has noticed or cares to the think about them. That said, if I was in the market to actually buy a headset with ANC, this particular feature would certainly be a consideration for me. Otherwise, here we go with the rest, in no particular order.

·         Earbud wires are too short – this may be an efficient design, but it’s easy to forget you’re on such a short leash. That said, I do like the big L and R raised letters on the earbuds, although you need to be a world-class Braille expert to do this by touch along. It’s not easy to tell when the headset is on right or backwards – at least initially - so you really need to take the headset off to look at R and L so you know. As such, this can be tricky if you’re in a rush or in a dark space, in which case it’s more about trial and error. Simply put, this takes getting used to, and along those lines, it’s not easy to figure out the controls just by touch. After a while, this gets easier, but it takes some time to master the basic settings.

·         When using iTunes to listen to music, this only works if you have Bluetooth set up first, after which you open iTunes. I learned this the hard way, and only after many frustrating attempts where it wasn’t clear why the music wasn’t playing. This isn’t in the manual – maybe it’s so obvious that Millennials just know how this goes – but you simply have to know that there’s only one way to do this. You can’t start with iTunes already open on your PC – it will never work this way. You have to close iTunes and set up the 6200 first, then open it. That’s not logical to me at all, so this took some getting used to.

·         Carrying case – it looks cool, but it’s also rigid and bulky. If you travel light, this case just takes up too much space. On the other hand, it’s nice to have the pouch inside the case for the USB dongle and cable, so they’re not swimming around inside. Also, the case is fairly rigid, so it provides good protection, and that might matter depending what else is in your gadget bag.

·         On a different tangent, it’s clear to me the 6200 was designed by men, for men. The black and red colors may play nicely into the Poly – nee Polycom – color scheme, but it sure feels masculine to me. Maybe that’s the demographic that can best afford this goodie, but women are half the market. I would so love it if there were other colors that might appeal more to women, especially if you view this as a form of wearable tech – and you should.  To be fair, red is the same as Poly’s corporate color – but this may be too subtle for users to notice. I haven’t heard anyone piping up to say “yeah, it’s cool how these colors are the same their corporate colors”. If you’re a guy, you probably don’t notice or care, but for women users, this may not exactly be the color scheme of choice. I think there’s so much opportunity to add flair with some color for these products, and in this case, Poly could be doing more.

·         Finally, the 6200 is pretty high end – it’s for power users, and is too pricy for everyday office workers or contact center agents. Poly has plenty of offerings for these workers, and the 6200 is for a specific segment of the enterprise market. Maybe this is where the men are, in which case, the red and black color scheme isn’t likely to change. That said, power users are heavy travelers, and the ANC for the 6200 is no match for purpose-built offerings like Bose or Sennheiser. I understand that ANC needs aren’t as demanding in the office, but for these users, price isn’t really a factor. When flying, they will most certainly switch headsets, at least for people like me who really like their music. In my mind, that’s a missed opportunity for the 6200, but maybe that will change in future versions.

Managed IT Services for SMBs - My Latest BCStrategies Post

I cover a wide range of topics wearing my BC Expert hat with BCStrategies, and for this month’s contribution, the focus was on managed IT services. In the course of my research, I talk to different types of providers, including MSPs, and I find that a fascinating space. They have a strong niche with SMBs, and while it’s easy to associate them with selling managed or hosted communications services like VoIP or UC, they can be just as home offering the same for IT services.

Considering the inherent challenges faced by SMBs to keep up with technology, this shouldn’t be surprising, and if anything, IT services should be a great stepping stone to supporting leading edge UC&C offerings. With that connection in mind, if you follow SMBs, I think you’ll find my latest post of interest. Basically, when SMBs are in a good place with their IT capabilities, going to the cloud for UC or contact center becomes much easier.

I should also add that I got first-hand view of that on a recent briefing with NexusTek, a Colorado-based MSP. They’ve really fine-tuned their portfolio of managed IT services, and have leveraged the cloud pretty effectively to support distributed organizations. SMBs need to operate this way to stay competitive, and along those lines, NexusTek recently launched an expanded suite of managed IT services. There is no shortage of MSPs to choose from, and this seems like a good way to create some differentiation, so kudos to them. Anyhow I hope you check out my BCStrategies post, and as always, comments are welcome.

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Next Stop - San Diego and KAZOOcon

With a name like that, how could you not want to be there?

This is my first time attending this event put on by 2600Hz, and I’ll be part of an analyst panel on Wednesday at 11:40, along with BCStrategies colleagues Blair Pleasant and Phil Edholm. Details can be found in the Event Calendar section of my website, and if you want to follow along, my twitter handle is @arnoldjon, and the event hash is #KazooCon19.

I’ve got yet another bi-coastal week ahead, so my travel plans need to be well-organized. Am flying to San Diego tomorrow morning, returning Thursday night, then flying to NYC Friday morning with my partner for a family gathering, back Tuesday night. Oh boy! Will try to dip my toes in both oceans, and if so, I’ll let you know which one is colder.

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Next Stops - Toronto and Niagara Falls

No travel in May, but I have four events next month, including two next week. Happily, both are close to home, and since they overlap, I have the luxury of being able to attend both. As you may know, since I make my living largely from the US, I’ve long noted how few industry events there are here in Canada. It can be a full-time job hopping from event to event in the US, but I can count on one hand how many Canadian events there are for me to attend. Wouldn’t you know it, but there two happening at the same time next week. Life’s like that, and am really looking forward to both.

On Monday, I’ll be taking in Day 1 at the Canadian Telecom Summit. This event has long been the biggest and best industry gathering, and it’s moved to a bigger site now, which is always a good sign.

Then on Tuesday, I’m driving a bit further west to Niagara Falls for Day 1 of the MISA event. This is where IT buyers from municipalities gather to learn the latest on many fronts, including technology. There’s a bit more back story to this, and you can read that in the Event Calendar section of my site, where you’ll also find links to both events.

What a Restaurant Can Teach You About Collaboration - My Latest on No Jitter

Wow - been almost two weeks since my last blog post! Let’s just say I’ve been pretty busy writing and getting some new projects going. Also have four June events starting Monday, plus a personal trip that month, so it never ends.

With that said, my latest No Jitter post is running now, and as the title suggests, it reflects my unconventional perspective on collaboration. If you attended Slack’s recent Frontiers event, this will make perfect sense; otherwise, you’re just going to have to read it to find out for yourself. After that, sharing would be great, and your thoughts would be welcome as always.

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Newsletter Time Again - May Issue

By now, my subscribers will have the current newsletter in their email, and if you’ve had a chance to check it out, I’d love to hear your thoughts. For everyone else, I welcome you subscribe to get some things you just won’t get anywhere else - our latest podcast, some interesting photos, and perspectives on what I’m seeing and doing in the collaboration space. That’s all for now, and if you want to get the May issue and future issues, here’s where to sign up.

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New Podcast to Share - Enterprise Connect - and New Website Feature

So, if you’re still wondering what the buzz was about at Enterprise Connect, you’ll want to check out our last podcast, which is now being publicly shared.

For those who don’t get my newsletter, let me explain, plus I have some good news.

My newsletter is coming up on its first anniversary, and a regular feature is a podcast that I do with long-time colleague, Chris Fine. We’ve been in the communications tech space almost 20 years, and always have perspectives to share on the latest trends, and we often discuss conferences we’ve just attended.

The podcasts are exclusive to subscribers for a couple of weeks, and then I share them publicly so they can reach a broader audience. So, if you got the April newsletter, you would have heard the podcast then, when it was much more in the moment.

Normally, I would have shared it publicly a week or two ago, but I’ve had back-to-back events, and just haven’t had the time - sorry about that! Since then, however, I’ve managed to finally add a new section to my website - it’s an archive for all our podcasts up til the last newsletter issue. As each month passes, that will be updated, so by going to this section, you can access the latest podcast, along with what’s come before.

My website has been a work in progress for a long time, and I have other updates coming. Next will be a newsletter archive, so, much like the podcasts, you can review older issues from my site. Many of you know that I’m a music guy, and I’m also working on adding a section where you can check out clips of our band, the SIPtones, which is a group of industry consultants - and me - that plays at some of our industry events. Need a band for your next event?

Time to get back to work, and the Enterprise Connect podcast. I’ve got two links to leave you with, and I hope you get to both of them. First is the link to the podcast archive, where you can access them all up til last month, including Enterprise Connect. Then, there’s a link to sign up for my newsletter - if you did that, you wouldn’t have to wait so long for the podcast - so what are you waiting for?

Link to the podcast archive

Click here for newsletter sign-up form

That’s it. All done here in Washington DC with Ribbon, and it’s time to head to the airport. If you like my photos, btw, I posted a bunch from our city tour on Facebook - so look for me there if interested. At some point, I’ll probably add a photo archive to my website - would that be of interest?

Ok - so, here’s one photo from the city tour. He sure was a big reader, and I just know he would have subscribed to my newsletter - just sayin’…..

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Slack - Got Their Mojo Workin' - My Thoughts on BC Strategies

On Friday, I managed to post a gallery of photos from Slack Frontiers before flying home. Now I’ve had a chance to write out my thoughts, and they’re running now on BC Strategies, which is one of the hats that I wear. Having announced their IPO plans on Friday, all eyes are now on Slack, and if that’s of interest, I think you’ll like my writeup here, and hopefully my photos too.

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Slack Frontiers - Quick Takeaways - Every Picture Tells a Story

Rod Stewart’s breakthrough 1971 album of that name is still one of my all-time faves, and it’s the right point of reference for this post. Aside from being a music guy and an unconventional writer, I gotta fast-track right now, as I’m about to fly home from San Francisco after the latest Slack Frontiers event. This was my second time attending, and there’s a LOT to talk about. No time now for a thoughtful analysis - that will be coming early next week on BC Strategies, and later in other places.

So, as the week draws to a close, here is a handful my photos - I’ve got many more - and each one tells a story. This will give you a flavor of what was on tap at Frontiers, and all I’m going to say is that Slack has their mojo working. If you don’t know what a mojo is - well, then we need to talk.

I’ll leave you with two segues that tie all this together and then I hope you enjoy the photos below. Rod Stewart’s first two albums went nowhere, but he really nailed it with Every Picture. Likewise, Stewart Butterfield, Slack’s co-founder and CEO, has also nailed it with Slack. His previous ventures had mixed results, and when my writing comes along, you’ll understand why he’s got the mojo now.

Speaking of mojo, the blues guy in me makes an instant connection with my hero Muddy Waters and his signature show-closer, and yes, harp god Paul Butterfield and his killer playing on one of Muddy’s later records. Sorry, Stewart, your just name got me going on the music groove, but I think it all somehow seems to fit. Enough talking - hope you enjoy these pix.

How’s this for inspiration - Serena Williams opening the event, Guy Raz from NPR, and Kenyatta Leal of Next Chapter leading a panel with Common and others about how companies like Slack are supporting programs to give incarcerated people legit second chances after leaving prison. Amen.

I’ll have more to say later, but these images are pretty cool, and Slack’s use of visuals was highly creative, and to me reflects how a new language is emerging for how we collaborate. On this screen you can see real time transcription during some of the sessions. Am doing a lot of work in this area, so it got my attention. Finally, a nice photo with Kenyatta.

The big news was a formal partnership with Zoom, and here we have Stewart sharing the announcement with Eric Yuan, Zoom’s CEO. Finally, Dr. Mae Jemison, the first woman of color in space - wow. In true SNL style, cast and crew all up on stage taking a final bow, complete with the SNL close-out music. Love it. Also, on our first night, they hosted a reception at Slack HQ.

I love taking photos - here are two day-night pairings - Ferry Building and the Bay Bridge.

A bit of a different take - SF skyline as seen from the event site - on a clear day, and when the fog rolls in. To our right outside the venue, Coit Tower. And, best for last, my idea of a perfect mid-day break - chocolate ice cream, cappucino and the spectatcular view. Can you top that?

Next Stop - San Francisco and Slack

Am mostly caught up from my last round of travel, and starting tomorrow, I have back-to-back weeks of events to get to. This week, it’s Slack in San Francisco, and the week after will be Ribbon’s event in Washington, DC.

This will be my second Slack Frontiers event, and interestingly, it’s only been about 8 months since the last one. Usually these events are a year apart, but hey, things move pretty fast in Slack’s world, and I’m just glad to be part of it.

Doesn’t hurt to have Serena Williams on the roster, along with Common and NPR luminary, Guy Raz. I’m feeling hip just writing about this stuff, but will have more interesting things to say once I’m there - stay tuned. If you need to know more, details are in the Event Calendar.

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My Next Webinar - How AI is Reshaping Collaboration

It’s time for another Ziff Davis/Toolbox.com webinar, and this one largely builds off of AI-related takeaways from the recent Enterprise Connect event. Am seeing some common themes with AI, and there sure are some interesting developments that I’m going to distill for this webinar.

Most of this pertains to enterprise collaboration, but I also want to touch on some customer care applications that showcase what’s possible now with AI. It’s easy to view AI as being down the road, but there’s plenty happening in our front yards right now.

That’s the pitch, and I hope you can join me - Tuesday, May 7 at 2 ET. Just takes a moment to register, and here’s the link.

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Guest Post on UC Today - Telephony: Foundational for Today's Voice and Tomorrow's Collaboration

I’ve been following UC Today for some time, but haven’t done anything directly with them til now. This is my first guest post with them, and it comes via work I’ve been doing with RingCentral. There were some strong takeaways from their recent analyst event, and for this post, I talked about why and how telephony is so foundational to everything that UC and collaboration entails.

It’s easy to take voice for granted, and RingCentral understands how a great voice experience drives employee engagement, and collaboration is certainly a big part of that. I’ve got more to say about that, and I hope you give the post a full read. Here’s the link, and I’d love to hear your thoughts.

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AI + Speech = New Business Value - My Latest on No Jitter

Enterprise Connect 2019 is in the rear view mirror, but the takeaways live on. That’s a good indication of this being a solid event that moves the collaboration space forward, and am glad to have been a part of it. The highlights have been re-hashed elsewhere, but my thoughts on AI and speech in particular provide a take I can guarantee you haven’t seen before.

That’s the pitch for my latest No Jitter post, and it’s running now on their site. There’s more to come on this topic, and I hope you find my post of interest. As always, comments and sharing are welcome.

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Enterprise Connect 2019 - BCStrategies Podcast Recap

Enterprise Connect 2019 was so good that we’re still talking about it! Well, not exactly, but the BCStrategies team finally found a time last week to share our collective thoughts. Most of us have already said our piece - and my posts are easy to find here on my blog - but talking has a different vibe than writing, especially when we’re doing it as a group.

With that, our latest podcast is running now on the BCStrategies site, and if you’re wondering why Marty Parker says this year’s edition was the “best ever”, you’ll want to give this a listen.

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Newsletter Time - April Issue Now Published

A publishing house I am not, but I really do try to get my newsletter out on the first week of the month. This time around the stars lined up nicely, both in terms of getting all the content ready by month-end, and the new month starting on a Monday - that’s neat and tidy.

The April issue went out yesterday morning, so subscribers should have it by now. Some tiny things were missed, however, and have since been fixed, and will be reflected when we do a second mailing around mid-month.

My main message here is that if you like my work, you’ll enjoy getting the newsletter. Just takes a moment to sign up - here’s the form - and you’ll get it via email every month.

If you don’t know, the main feature is our podcast, which I produce with long-time colleague Chris Fine, and this time around we talked about Enterprise Connect. You won’t hear these insights anywhere else, so if you’re still feeling the buzz from EC 2019, you’ll find this time well-spent.

I do share the podcasts publicly a few weeks after the newsletter goes out, so if you don’t want to subscribe and don’t mind waiting, you’ll still get a chance to give it a listen.

Starting this month, btw, you can do more than just listen to my podcasts. I’ve added a new feature - real-time transcription from Otter.ai - a pretty cool company - so you can just read along instead. Perhaps more interesting, you can read and listen, and along the way, you can see just how accurate the speech-to-text transcription is. This is pretty new for the collaboration space, and as I do more work here, you’ll be hearing about new use cases, and there will be many.

Otherwise, the newsletter is a good way to keep tabs on my work, including the conferences I’m at, where I’m speaking, what my client projects look like, the various forms of thought leadership I produce, how I’m tracking on social media, and occasionally sharing some of my photos and SIPtones music performance clips. My 24/7 subscriber team is ready for you any time, and even if it’s raining out, you’ll still get the newsletter right to your e-door - promise!

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March Writing Roundup

March was one of my busiest and most productive months ever, capped by Enterprise Connect, where I spoke twice, produced four recap articles and picked up three new clients. On the writing front, I produced 18 distinct forms of written thought leadership, several of which are listed in my March roundup below.

Wildix Convention 2019 - My Takeaways, my blog, March 29

Spotlight on Noble Systems, my blog, March 28

How Does the Cloud Offer New Contact Center Capabilities?, TechTarget, March 27

Microsoft Teams Update from Enterprise Connect, GetVoIP.com, March 25

Enterprise Connect Fireside Chat - Zoom, RingCentral and Twilio, Get VoIP.com, March 22

Team Collaboration Growing Pains - Enterprise Connect, Day 1, GetVoIP.com, March 20

RingCentral Analyst Event - Here’s What Got My Attention, BC Strategies, March 13

2 Approaches to Improving the Process of Collaboration, ToolboxforIT, March 12

How Does the Management of Collaboration Apps and UC Platforms Differ?, TechTarget, March 4

How Digital Workforce Evolution is Shaping Collaboration Needs, ToolboxforIT, March 4

Digital Transformation and Automation, Part 2, Toolboxfor IT, March 1

Wildix Convention 2019 - My Takeaways

I often note that as an independent analyst, I regularly come across smaller or lesser-known companies in the collaboration space, and they need attention just like anybody else. Many do not warrant my attention – usually because they’re just too far outside my scope of coverage – but some do, and if there’s a good story, I’m going to tell it.

Wildix is one such company, and chances are that most of my followers don’t know them at all.  Our paths first crossed while visiting their booth at last year’s ITExpo, and again in late January at the 2019 ITExpo. Building on that, I was the only analyst invited to their 2019 U.S. Convention, held last week in Washington, D.C. Since there was some overlap with Enterprise Connect, I could only attend Day 2, but I still got some good takeaways to share in this post.

When it comes to collaboration, enterprises are well-served by a familiar cadre of big-name players, and that’s as it should be. Things get more fragmented as you slide down-market to small-scale enterprises, then to SMBs, and then to micro-SMBs and SOHO.  By the numbers, this is by far where most business entities live, and it’s the sweet spot for Wildix.

Companies like Wildix don’t register high on the radar of analysts for a couple of reasons. First, most of their technology is home-grown, and while they do have integrations with household names – O365/Outlook/Dynamics, Google, IBM, Oracle, Salesforce, Citrix, Zendesk, Zoho, Jabra, etc. – it’s hard to know what to grab on to in terms of familiarity. The main thing you need to know technology-wise is that their platforms are based on WebRTC, which makes them easy for IT to deploy and for workers to use.

They certainly check all the boxes in terms of offerings – UC, cloud PBX, customer care, mobile support, conferencing, endpoints (IP phones, DECT phones, headsets, video systems) and network hardware (media gateways and PoE network switches) – so Wildix is very much a one-stop shop for channels with customers who are ready to move on from legacy telephony.

The second reason they’re not widely-followed in my circles is the nature of the company itself. With our native North American focus, a small, entrepreneurial venture founded by two Italian brothers – Stefano and Dimitri Osler – will sound a bit obscure. The company definitely has a Euro focus, not just for the customer base, but also their developer team, which is based in Tallin, Estonia. No matter – they seem to be doing well, and last week marked the first Wildix partner event in the U.S. So, for a company that’s starting a big push for growth in North America, it was good time for me to be there.

Every market has its center of gravity, and this one isn’t hard to figure out. Wildix offers a full range of communications and collaboration solutions, and they’re not comprehensive for good reason. They don’t have to be, but they certainly address the everyday needs of these customers. Wildix isn’t building their product set to compete with Cisco, Avaya, Mitel, Genesys, etc. – there’s no need for that. Their customers are at a much earlier stage for the digital transformation journey, and a little bit of innovation goes a long way, especially when it’s easy to use. Being a small business itself, Wildix understands this, and it’s easy to see why their offerings are WebRTC-based.

During the sessions I attended, one thing became very clear to me. Compared to enterprises and their overworked but seasoned IT teams, the buying environment here is less sophisticated. IT resources are leaner, the legacy mindset is more prevalent, and the technology needs are less complex. That part is clear, but less obvious was that the sellers are less sophisticated as well. Again, steeped in legacy technology and analog thinking, the channels that Wildix partners with to drive sales could stand to up their game.

Don’t forget, these partners need companies like Wildix for their own survival. Their legacy business is dying – and it’s not just selling telephony – one partner I spoke with sells photocopiers, another item from the analog endangered species list. So, they either need digital offerings to upgrade communications for end customers, or they need them to provide new lines of business. As noted, Wildix does provide hardware and endpoints to sell, but to succeed, they’re going to need to sell software and services. Similarly, they must learn how to sell subscription-based services, and adopt the cloud with its SaaS-based MRR business model.

With this in mind, I really enjoyed the presentation from Jim Rocher of Value Selling Associates. He did a great job deconstructing B2B sales, and showing how most of us get it all wrong. To illustrate, he polled the audience, asking what’s the #1 priority for your customers? Here’s what they said:

·         39%        PBX is old/needs to be replaced  

·         29%        They don’t understand UC   

·         8%          They want a cloud-based communications solution 

·         24%        None of the above  

Wrong, wrong, wrong. Correct answer – none of the above. According to Jim and his wealth of research experience, the top priority of end customers is business outcomes, end of story. What they really care about is building market share, growing margins, driving efficiency, etc. – not technology.

This is the gist of his “value selling” approach to make sales people more effective, and the audience really needs this kind of guidance. The technology may be new for them, but the underlying problems they’re trying to address for customers are not new at all.

To put it another way, he cited a 2018 survey showing that 71% of sales people simply talk product. Wow – in this day and age, 2018, you’d think we’d be way past that by now. Of course, product is important, but that should only come after you’ve established what the pain points are, and that you understand the buyer’s needs. As Jim said, “you can’t force people to change, you need to uncover their reasons to change”.

He really drove these messages home by showing the hilarious but totally spot-on “It’s not about the nail” video by Jason Headley. Sales, as with most things in life, is mainly about listening. Let the customer tell you their issues rather than you trying to guess them. As Jim said, the difference between good and mediocre sales people is that the good ones ask better questions. Enough said.

 Jim sure gave attendees a lot to think about it, and if they can apply these principles to get beyond pitching product, I think they could be very successful with Wildix. The offerings may not be that sophisticated, but I’d say they’re just right for the customers these partners are selling to. Don’t come in too high, but not too low either. This is about having the right product set for the needs of this end of the market, and with some fine-tuning on the sales front, there’s a lot to like with what Wildix is doing.