The Seamless Enterprise

Comprehensive news and discussion of enterprise communications and converged network solutions.

Wireline in the Spotlight

on October 06, 2011 by Editor

Seamless Enterprise readers may not need a reminder, but there are a lot of people out there that do about Sprint’s strong and long-lasting position in wireline. It’s nice that the company is known for wireless, but sometimes that reputation overshadows the wireline side. More...


It’s Wrong to Discourage SIP Trunking

on September 22, 2011 by Greg Burton

 The whole idea behind SIP Trunking is to enable flexibility and return on investment for enterprises, to give them an option of moving to SIP trunks when and how they want to, while reaping the financial benefits of a converged network. Whether their main motivation is to save money over the local telco trunks alternative or to begin building a foundation for the future or Unified Communications, SIP Trunking gives them freedom of choice. More...


One Thing NOT Inhibiting Unified Communication’s Advance

on September 08, 2011 by Editor

Part of our job here at Seamless Enterprise is to be always on the lookout for the freshest insight into convergence and Unified Communications. Sometimes that involves wading through sludge masquerading as insight; we do the dirty work and then can give you nice short summaries and save you vast amounts of time you don’t have anyway

Think of us as movie reviewers, who see movies so that they can warn you away from wasting $12 (not counting refreshments) and an evening of your time on some of them. More...


See, I Told You Cost Accounting Was Hard

on August 25, 2011 by Christopher Glenn

Having just wrapped up the last post in my series on selling technology to executives, I took one last look at what I wrote and realized that the proper cost accounting treatment I described in one passing sentence needed to be corrected. Checking in with my truly wonderful editor, Kristine, I learned that my final post had already gone to press. Rather than adding the insight to the original article, I decided it was the perfect opportunity to prove a key point in my series: when it comes to cost accounting, nothing is ever black and white and even “us finance guys” miss a digit once in a while (especially when  trying to offer a simple explanation for what is truly a mathematically complex concept.) More...


How Diversity Creates ROI for WWAN Solutions

on August 18, 2011 by Christopher Glenn

In this post I want to dive right into another real-world example about how WWAN (Wireless Wide Area Network), with its virtually free route diversity, provides an ROI to a variety of enterprises. To give you an understanding of some pretty complex cost accounting concepts that even CPAs struggle with, the retail industry offers a good model, since we all participate in it and it’s very easy to visualize even if we don’t know the business. More...


Selling Technology to the Retail Industry ‘C’ Suite

on August 02, 2011 by Christopher Glenn

In recent blog articles, I have been focusing on “Selling Technology Investments to the ‘C’ Suite.” As regular readers know, I often talk about the “Three Pillars of Technology Investment” as a model to think in business terms about how ROI is achieved. In this series, I drilled down to talk more about hard and soft costs and benefits and about the amorphous and oft-misunderstood concept of sunk or “non-differential” costs. Now I want to turn to some real world examples of technology investment in Wireless WAN (WWAN) technology using these concepts. More...


Making Telepresence More Practical

on July 28, 2011 by Editor

The video component is increasingly important in any Unified Communications implementation that takes into account the evolving way we communicate. And while videoconferencing may get the job done, telepresence is where video needs to be for the most effective, almost-like-being-in-the-room, meetings. More...


A Funny Thing Happened on the Way to Part 5

on July 27, 2011 by Christopher Glenn

I didn't spend much time in J-school (journalism) before I transferred to B-school (business), but I recall that it is not proper to return from a hiatus in writing without explaining why you have been away for so long. More...


Sunk Costs and Technology Investments

on June 30, 2011 by Christopher Glenn

As the fourth post in this series about selling executives on the ROI of technology investments, I am going to address one of the most complex areas of accounting: sunk costs. It’s easy to argue anything is sunk in the short run, but in the long-run, it can be very difficult to spot a truly sunk cost. More...


The Soft Costs of Technology Investments

on June 22, 2011 by Christopher Glenn

As the third post in this series about selling executives on the ROI of technology investments, I want to talk more about how one identifies and models soft costs and benefits. I have been using the analogy of a light switch and a light bulb to talk about hard costs and benefits. The thing that makes a simple light switch scenario “hard” is the high probability that an action (flipping a switch as an analog for making an investment) will indeed create the intended result (turning on or off the light resulting in a hard cost or hard benefit respectively.) More...