----- Original Message ----- From: "Charles Wu" <[EMAIL PROTECTED]> To: "'WISPA General List'" <[email protected]> Sent: Thursday, February 23, 2006 7:46 PM Subject: RE: [WISPA] Sales & Marketing of Unlicensed Wireless Services--SomeObservations
> <snip> > I desperately need a GOOD VOIP wholesale deal, where I own the customer and > do frontline support, it's my own brand (if I brand it) and I merely bulk > buy minutes, numbers, and CPE. I can't sell my customers a 400 minute > account that costs me 25 bucks a month. They can buy Packet8 for less than > most resell deals. > </snip> > > You're thinking like the "ISP techie" -- e.g., if I'm not better / cheaper / > faster...then I can't be in business > > Obviously, this isn't how things work Charles, you assume far too much. This is Mark The Businessman talking. You see, if I can't provide my customers good value for thier money, then I have no business taking thier money. It's how I sleep at night and it's my duty to my fellow man. Maybe some folks out there will rape the customer for all he can get from him... I cannot do so in good conscience. I do not have to be "cheaper". I have to provide the customer good value for his money. Darn, that's old fashioned. My God, it's moralistic. Heavens, it's totally out of fashion "loyalty to customers"... Whatever it is, that's how I do business, and if you're here to tell me "this isn't how things work" then don't waste your breath. I'm not looking to be the cheapest on earth. I am NOT the "cheapest" you can get for broadband where I am. But I am good value for the money. And that's what I want to offer for VOIP service, too. > > Case in point -- I know of a market that consists of 2 Canopy WISPs -- the > owners / principles of one come from a techie / residential ISP background, > and sell wireless broadband connections (various rates of 1 Mb, 2 Mb, 3 Mb > burstable connections) for $29-69 / month > > In the same market, the 2nd Canopy WISP has people who come from a carrier / > enterprise sales background, and they sell the EXACT SAME WIRELESS > CONNECTION (from a technological standpoint that is, it's still an > unlicensed Motorola SM / AP) for $300-600 / month > > Now, it is worth noting that the guys in WISP #2 are 100 lbs overweight, > have grey hair, and wear suits, while the guys in WISP #1 (although in their > late 20s now) -- still resemble adolescent college fraternity kids > > However, when they first hit the market, I was thinking, jeez, these guys > (WISP #2) are absolutely nuts, they're morons, trying to sell overpriced > @#$@ -- they'll never turn on a customer > > Yet consistently, I see guys from WISP #2 outsell guys from WISP #1 in > competitive deals (e.g., customer has a T1 line they're paying $500 / month > for, and WISP #1 comes in and tries to sell a 3 Mb connection for $69 -- > nothing happens -- 3 months later, WISP #2 comes in and sells a 3 Mb > "dedicated" connection for $600 / month to the same customer) > > Go figure... They say "There's a sucker born every minute". I will not take advantage of them. When I reach the end of my life it will not matter if I were rich or poor, only whether I can face my Maker with a clean conscience. North East Oregon Fastnet, LLC 509-593-4061 personal correspondence to: mark at neofast dot net sales inquiries to: purchasing at neofast dot net Fast Internet, NO WIRES! ---------------------------------------------------------------------------- - > > -Charles > > > ------------------------------------------- > WiNOG Austin, TX > March 13-15, 2006 > http://www.winog.com > > > > -----Original Message----- > From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On > Behalf Of Mark Koskenmaki > Sent: Thursday, February 23, 2006 5:09 PM > To: WISPA General List > Subject: Re: [WISPA] Sales & Marketing of Unlicensed Wireless Services > --SomeObservations > > > Quote: "> IT'S OBVIOUSLY MORE THAN "JUST" TECHNOLOGY... " > > yes, it is. More to the point, it's about meeting your customer's needs or > wants. > > Not shoving things at them they don't need or want, but genuinely > discovering what it is that sparks them to buy in the first place. > > > > I'd rather just bundle a VOIP service in a higher level tier (let's move > from 38 / mo to 55 or 60/mo ) of service, but needs to be affordable for me > to do. Still, nobody's offering this kind of service, that I can find. > Either it is sold as raw products (requiring me to build a whole VOIP system > for my customers use) or as higher than retail priced "wholesale" programs. > > What I really need, then, is someone who does more of the backend stuff > (including providing e911) but does so in mass quantity, and doesn't > "touch" my customer. > > I've also found that pc service can be a good side venture, but I'm not > convinced that we can actually compete on price with the computer store. If > we're busy, it's better value for our time to install and support our own > services. > > Just random thoughts on the topic... > > > > > North East Oregon Fastnet, LLC 509-593-4061 > personal correspondence to: mark at neofast dot net > sales inquiries to: purchasing at neofast dot net > Fast Internet, NO WIRES! > -------------------------------------------------------------------------- -- > - > ----- Original Message ----- > From: "Charles Wu" <[EMAIL PROTECTED]> > To: <[email protected]> > Cc: "'WISPA General List'" <[email protected]> > Sent: Thursday, February 23, 2006 2:45 PM > Subject: [WISPA] Sales & Marketing of Unlicensed Wireless Services -- > SomeObservations > > > > Generally, we end up debating all day and all night on the lists of > "what's > > the best radio" or "who's got those cool blue lights" -- however, > > FWIW, > I've > > noticed that there seldom is any debate on "useful" topics like sales > > & marketing (especially of the product positioning of license-exempt > wireless) > > > > Do we call it wDSL? Wireless? More than Wifi? WiMAX? -- who knows? But > fuel > > the fire with a few observations > > > > ----------------------------------------- > > <rant> > > ----------------------------------------- > > > > ARPU is an acronym for the Average Revenue per User. This is the > > average revenue factored across all customers as if each were charged > > the same > price > > -- with some customers charged less and others more. Customer type > usually > > determines price. In addition, a Network Operator's valuation is a > > direct multiple of its ARPU. > > > > The Marginal Recurring Cost (MRC) as compared to its Service Level / > > Marginal Recurring Revenue (MRR) of delivering the following > license-exempt > > broadband wireless "WiMAX" connections have been calculated as > > follows: > > > > Broadband "Lite" Residential Service > > (512 / 512 Kb Burstable) > > MRR: $24.95 > > MRC: $20 > > > > Best Effort Residential Service > > (5 Mb / 512 Kb Burstable) > > MRR: $39.95 > > MRC: $20 > > > > Best Effort Business Class Service > > (5 Mb / 1 Mb Burstable) > > MRR: $149.95 > > MRC: $25 > > > > Dedicated Business Class Service > > (5 Mb / 3 Mb Burstable) > > (1 Mb / 1 Mb Dedicated) > > MRR: $249.95 > > MRC: $30 > > > > Dedicated Business SLA Service > > (5 Mb / 3 Mb Burstable) > > (3 Mb / 3 Mb Dedicated) > > MRR: $449.95 > > MRC: $40 > > > > Looking at the numbers, it's obvious that a higher ARPU increases the > > overall health of the bottom line. > > > > Interestingly enough, all the following service plans are achieved > > using > the > > EXACT SAME license-exempt broadband wireless access technology. So > > why is the differentiating factor that allows some WISPs to sell that > > Canopy/Trango/Alvarion/whatever last mile connection for $300+ month > > ARPU while other can barely get $30 / month ARPU? > > > > IT'S OBVIOUSLY MORE THAN "JUST" TECHNOLOGY... > > > > ----------------------------------------- > > <rant> > > ----------------------------------------- > > > > -Charles > > > > -- > > WISPA Wireless List: [email protected] > > > > Subscribe/Unsubscribe: > > http://lists.wispa.org/mailman/listinfo/wireless > > > > Archives: http://lists.wispa.org/pipermail/wireless/ > > -- > WISPA Wireless List: [email protected] > > Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless > > Archives: http://lists.wispa.org/pipermail/wireless/ > > -- > WISPA Wireless List: [email protected] > > Subscribe/Unsubscribe: > http://lists.wispa.org/mailman/listinfo/wireless > > Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: [email protected] Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
