The Macro-Economics in Sales
Like many public companies, the macro-economics! Sales cycles have lengthened. Upselling is slower. I don’t know how win rates are stable when sales take longer but okay. The Number 1 …
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UCaaS Stats June 2023
ARPU isn’t talked about much anymore. There was a time, it was an investor deck metric. RingCentral included it recently to demonstrate that they are not giving it away. The …
Microsoft Teams Wins! Let’s All Go Home
Every week I see more Direct Routing for Microsoft Teams ads and tweets; more XYZ for Teams. The industry is back to selling dial-tone, minutes and texts. UCaaS has tanked. …
Conferences 2.1
Conferences are just networking events interrupted by sessions. Too many panelists just blather away about their company. Not enough data is shared. Actionable data. Not enough story telling. I’ll say …
Selling into Lit Buildings
ISPs light up multi-tenant office buildings (MTU) with fiber or wireless usually for a single tenant. The next customer in that same building is gravy. The one after that is …
Acronyms and Other Thoughts
We use awful acronyms to describe products. IoT, UCaaS, CCaaS, SASE, SD-WAN. A few of those are Gartner’s fault. But we don’t effectively brand products. That ends up being the …