Ask Me About Video Communication

Airports and Planes

I'm sitting here today with the second cold I have had over the past 3 weeks, and realizing how much I'm beginning to despise getting on a plane, or sitting in the MCO or PHL airport.  It's a blessing and a curse that we have the means to travel across the country in matter of hours, and I'll be on a plane a thousand more times before my life is over.  But anytime I can use this videoconferencing machine on my desk to stop travel......I will!  It just seems like every time I get home from a trip, I end up feeling lousy for a few days.  I'm sure it has a lot to do with being tired, but if I was tired at home, I would not have the opportunity to pick up the millions of germs that reside in a plane or airport. 

Don't tell me to wash my hands...I can't wait for the flight to end, so I can rush to the nearest facility.  What about using Airborne.....not bad, but does not always do the trick and I just forget some times. 

Bottom lines is to use videoconferencing, save money, and a trip to CVS or the doctors!!  :)

Cisco Purchases Tandberg

God it has been a while since I have posted, and I apologize to my 4 faithful readers, but I have been uninspired for a post until now! 

Some of the biggest news in the videoconferencing industry was plopped into our email at 3:00 am Thursday, and it's even bigger news to Interchange Technologies, since we are Tandberg faithfuls.  Cisco purchased Tandberg....

Now, we are a Platinum Partner of Tandberg, which is a distinguished crowd from what I hear, but insecurities definitely took over the next day until we started to really think this through.  Number one, it validates everything we have said to our customers in the past.  By working with Tandberg, you are working with the leader.  Not just the market leader, but the leader in bringing new technology to the videoconferencing/telepresence market.  Number two, Tandberg has the complete package, or "total solution" as we say to our customers.  From the large and expensive Telepresence systems to the desktop.  Cisco recognized this and decided that the best opportunity to own this market was by adding Tandberg to its large portfolio.

Where does it go from here?  Honestly, nobody really knows at this point.  What I know is that we sell a lot of Tandberg, and are one of the few companies that provides total service from design and planning, to install/AV integration, and post sales support.  There may be few Platinum Partners, but there are even fewer that offer this type of cradle to grave service.    We will find our place at Cisco and continue to add new customers to our portfolio.  The opportunities will now hopefully be endless with Cisco on our side......

Tandberg New C-20 Unit....What does it bring to the table?

Let's face it, Tandberg is the cadillac of the industry, but during tough times it can be hard to sell luxury vehicles.  They have still succeeded in doing so, which is a testament to their complete line of videoconferencing solutions and sales team/partners, but normally these sales start at endpoints and work their way into infrastructure.  Tandberg infrastructure is extremely hard to beat.  Endpoints are another story.  They can be very difficult to compare, as our competitors units can be equally as impressive to the naked eye, so in the past we would have to work a lot harder selling our luxury vehicle.

That is changing with the C-20.  Finally, Tandberg has put out a low cost 1080P High Definition endpoint, specifically designed for small to medium size businesses.  It's easy to install, with unmatched quality.  The days of having to drop margin to compete with a lower cost alternative is in the rear view mirror.  Check out the video (not one of their best...lol....but I bet a new one is coming), and profile sheet to learn more.  Feel free to call me with any questions. 

Video:  http://www.tandberg.com/media/video.jsp?flvPath=product_c20&width=425&height=238

Product Sheet:  http://www.tandberg.com/collateral/product_brochures/TANDBERG%20Quick%20Set%20C20%20Product%20Sheet.pdf

Forbes Interview with CIO about Videoconferencing. Saved over 120K on One Meeting.

The CIO from a global architect firm explains how videoconferencing is changing the way they do business, and the cost reductions associated with this technology.  He specifically mentions the Tandberg line of solutions.  Enjoy.

http://www.forbes.com/2009/06/20/videoconferencing-teleconferencing-recession-cio-network-technology-lazaris.html?feed=rss_technology

Using Videoconferencing to Increase Sales

As experts in the industry, we know the value of getting a video unit into a prospects hands.  Normally, once they see the clear resolution, perfect audio, and ease of use, it becomes a much easier sale.  If they had been using software based video beforehand, possibly Skype, there is a big wow when they see the difference.  But how about a prospect using standards based video to increase sales of their product?  Normally, the sales pitch revolves around how it can internally reduce travel costs, accelerate decision making, scale knowledge, and improve work life balance.  I think a new line needs to be added....Increased Sales.

With the addition of MOVI 2 for PC's, to Tandberg's line of videoconferencing solutions, you can easily send out quick instructions (much like installing content sharing applications) to your customer/prospect, and share a video call in minutes if they have a camera on their computer.  I do not think there is a laptop sold today, that does not come with a built in camera, and at worst case scenario, you overnight a camera to them.  How does this benefit sales:

1.  You are instantly sitting at their desk presenting your product line.

2.  You do not have to wait a week or two to coordinate schedules to meet.

3.  Wasted time on the road, and travel costs are eliminated.

4.  You expand your reach as a sales professional.

5.  You are accelerating the sales process, and developing customer loyalty at the same time.

I did not make these up myself.  These are benefits a prospect shared with me.  A prospect that was using Nefsis to make this same type of call, but is not thrilled with the quality of the call.  He understands the use of standards based video to produce an optimal call experience. I've said before, some of these software based applications for videoconferencing are good, but it's like comparing a cell phone to an office line.  Which one would you choose to make a sales presentation?

Let me know if I can help you learn more.

BJ West

Email:  bjwest@iti-go.com

Twitter:  http://www.twitter.com/tandbergpartner

Forget About The Past

I was re-reading a book Ipurchased a while back called "Cold Calling Techniques - That Really Work" by Stephan Schiffman.  It sits right next to another book called "Cold Calling is Dead".  Let's just say that I try to attack all angles in my daily sales routine.  Even before the introduction, in his preface he writes the following:

"Do you remember the excitement about teleconferencing?  It was considered Star Wars technology.  It would eliminate the burden and expense of travel.  Road warriors would be able to spend more time with their families.  Did that happen?  Or did this revolutionary Star Wars technology just lead to Return of the Redeye?"

Stephen was making fun, in 2007, of the industry that I'm promoting everyday....and trying to make cold calls into.  I did not realize the battle I faced 9 months ago when I entered this industry, and the stigma that video communication carried from many years of broken promises.  How many units are sitting in closets due to poor communication years ago, or high ISDN charges?

Well, I'm a fresh set of eyes for this industry, and let me tell you that the Star Wars technology is here.  It's cheaper.  It has High Definition.  It has reached outside the conference room, and into your homes.  I sit at home with a Brighthouse cable connection and make as many calls via video as I do phone.  Why?  Because it is reliable, cheap, and effective. 

I met a customer for the first time on Friday via videoconferencing.  There had been a change in command, and my previous contact had left the company.  The new CTO was interested in the Tandberg E20 (video phone) and MOVI2(for the PC), and we sent him the E20 for testing.  Out of nowhere my video unit is ringing, and I have the CTO on the line, using our product, and telling me the benefits.  Why is this call important to Interchange Technologies:

1.  It saved over to 500.00 in expenses for me traveling to Miami to meet customer.

2.  It accelerated the decision making process for the customer. 

3.  Reduced my carbon footprint by not traveling, and also saved me a lot of wasted time on the road.

If you are starting to look at this technology for the first time, or if you are still living in the past, it is time to see how easy and reliable videoconferencing has become.  The Star Wars technology is here, and it's continuing to get better.

Why We Choose Tandberg?

Interchange Technologies is a little different than most resellers in the industry.  Why?  One reason is that we choose to resell "best of breed".  Tandberg has shown to be the leader in videoconferencing solutions, not only in sales, but in introducing the newest technology to the industry.  Sure, it has cost us some sales by not having Polycom, Lifesize, and Sony in our arsenal, but we know when we walk into a customer that we are carrying the "Cadillac" of the industry.  Lifesize has cheap endpoints, but no infrastructure worth mentioning.  Is that what you want to build your future upon?  That is a question Iask many of my customers and it is rare that we lose a sale, even when we are the most expensive option.  Customers that can see past the fancy camera, understand that an endpoint (endpoint = camera, codec, monitor) has limitations.  The infrastructure is the key, and that is where Tandberg continues to shine.  Plus, Tandberg is a one stop shop from Telepresence Rooms to the PC....hence the total videoconferencing solution.  Why go anywhere else? 

Believe it or not, the more endpoints my competitors walk in and sell, the better chance I have of following behind them and selling infrastructure because the system is not be used effectively.  Countless times this has happened at Interchange.  If you have videoconferencing today, and it is not Tandberg, try to remember if your representative talked to about firewall traversal, call control, management, and conversion to SIP Technology.  Good chance they did not, because it can be expensive, and it does not help the endpoint sale.  Bottom line is that Tandberg continues to lead the market because they see the future, and on every call they educate their customers on what it takes to effectively deploy video, and receivethe ROI, throughout an organization.  This is why Interchange Technologies Chooses Tandberg.

Earth Day and the Impact of Videoconferencing

In honor of Earth Day, Tandberg recently release Ten Tips on How to Advance Business Goals and Reduce Environmental Impact.  The part that I found compelling though was the stats they released on their own use of video conferencing.  1400 employees make 75000 calls per month on video!!! How much travel do you think they save each month?  Seventy Five Thousand Calls....incredible.  The Ten Tips are great too, but most people should have the common sense to recognize how video can reduce the impact on the environment and advance their business goals.  If you are not in a car or an airplane, you're doing the Earth a favor.

I work with Tandberg as a Platinum Partner, and when I call them via phone, I usually get a returned call via video.   I feel like I know many people in their company personally because of this, even though I may never physically meet them.  Imagine if everyone could do that with their customers.  The amount of customer loyalty you could build?  Before I go off on another tangent, here is the pdf.  Enjoy!

http://img.en25.com/Web/Tandberg/TANDBERG_10_Tips.pdf?elq=90B67F31C49B42CC9DC3BBE74D07FC31

From an Airlines Perspective: Videoconferencing is Beginning to Hurt

I stumbled upon this blog www.flightglobal.com/blogs/left-field/2009/02/video-conferencing-threat-real.html written by David Field, who must work in the Airline Industry.  I just found it interesting, and wanted to share an outside source of opinion on videoconferencing.  Enjoy!

It's sort of the like the Cold War, the way people estimate the threat. For years we've heard that videoconferences will put the airlines out of business, that the threat is real and overwhelming. It's sort of like the scene in the classic film Doctor Strangelove (left) where the 'godless, atheistic commies' not only have more missiles than we do but they even have more mine shafts to hide in than we do. "A shaft gap!" exclaims the bad doctor.
Well, they're not atheistic or even godless, but videoconferencing or 'video-telepresence technologies' have come a long way. Now a Gartner Inc. analyst, Steve Prentice, sees this alternative to flying as a real threat. It will grow enough over the next three years that "high-definition video-meeting solutions" will cost the world's airlines some 2.1 million seats a year by 2012. This new, improved, bigger, better and cleaner technology will cost the travel and hospitality industry about $3.5 billion annually, Prentice predicts.

"Companies should put aside previous prejudices and bad memories of older video-conference services and seriously investigate these new technologies," Prentice said at a Gartner predict-a-thon in Sydney, Australia.

Tandberg Releases MOVI for Personal Computers

On March 3rd, TANDBERG announced Movi, an unprecedented business-quality mobile video solution for the PC. Movi brings a new level of quality, scalability and interoperability to PC video by enabling high-definition communication from a PC to any other standards-based telepresence and video solution, making video truly accessible to anyone from anywhere.

Movi is truly representative of The New Way of Working and what it means to be "at work". Movi's superior audio capabilities and high definition video provide an experience incomparable to any other mobile video solution on the market. Furthermore, Movi takes full advantage of TANDBERG's intelligent network features like firewall traversal, multipoint conferencing, recording and archiving, and even the ability to connect with legacy ISDN services.