Tuesday, 11 August 2009
Key Google Voice features:
- Calls are routed to all my registered phones simultaneously. In other words, layered integration of mobile and fixed line phones
- Text messaging & conference calling feature.
- Inexpensive international calling
- All my voicemails are aggregated at Google Voice. Transcribed voicemails or voicemail notifications are emailed or sms’d to me.
However, it is the flexible service layer of Google Voice handling inbound and outbound calls that is the differentiator. With the ability to port existing mobile number to Google Voice, I can rid myself from long and expensive contractual commitments with other mobile carriers. By loading Google Voice apps onto a smart phone, my outbound calls can be routed through Google Voice with significant cost savings as a result.
I’m sure it will take some time for the market to learn and adopt Google’s new voice proposition, but if successful Google will likely change the game for service providers and mobile carriers.
Question: Does Google Voice give Google an entry point into business communication market? For example, could Google Voice serve as a cost effective mobile integration service to the SMB and enterprise market?
I’m interested in your opinion…
Tuesday, 4 August 2009
After a couple of weeks of holiday and R&R it’s time to get going again. During my time off, in between dips in the ocean and naps in the shade I couldn’t help but ponder how the Unified Communications (UC) and VoIP market is changing. What’s happening? Where is the technology disruption heading? Is the channel capacity of the vendors wearing down? Who are the most suitable channel partners going forward?
One thing for sure, the indirect sales channel for Unified Communication (UC) and VoIP is a lot more diverse today than just 12-18 months ago. Today, Service Providers, IT consulting firms, System Integrators, technology VAR’s, vertical software & ISV’s, cloud/Saas providers etc. are all part of the collective sales channel for UC and VoIP. But, they are all selling and delivering customer value differently, aren’t they.
What the UC and VoIP vendors have been slow at recognizing is that the classic channels for “moving” product to the end customers are eroding or diverging. The vendor contest for market leadership will not be decided on technology alone but rather on who can develop the most comprehensive distribution paths for their solutions to the end customer. It’s all about reach, far and deep. Geographic coverage used to be the critical dimension for reach, but that is far from sufficient today. Delivery models, influence, capabilities and commitment are dimensions that also need to be considered. The vendors that can develop the most comprehensive and low resistant distribution paths to the end customers will benefit massively. You would think that UC and VoIP vendors already have a functioning model for selling through service providers, system integrators or vertical consulting firms. Not so, think again. There is still not enough focus or flexibility in most vendors operations and underlying infrastructure to accommodate different sales models and delivery models.
Heather Margolis at Channel Maven Consulting wrote a great article on the “New Breed of VAR” as an enabler of new routes to the customer. Ms. Margolis is spot on in her assessment. The technology disruption along with new delivery models (cloud or as managed service) and more sophisticated financing options have opened the market for a new breed of VARs that perhaps were not selling UC or VoIP before. However, recruiting this breed of VARs and enabling them to sell UC value in what ever way that suits them, with an attractive commercial proposition, is the responsibility of the vendor organization. This is an area where vendors are struggling. What new channels have Cisco, Microsoft, Avaya, Polycom, Shoretel or Siemens EC enabled today?
What do you think?