Intellicom is a Microsoft (News - Alert) Gold Partner and provider of outsourced technology solutions in Central Nebraska. Their services include server installation and support, complex network engineering, helpdesk, phone systems and cabling, training and web-design. The company is a one-stop provider for all of your technology needs and a vendor that you will never outgrow. I recently had the opportunity to interview Mark Ricca, a partner and senior analyst at IntelliCom, before the upcoming ITEXPO (News - Alert), which takes place in Los Angeles this Sept. 16-18.

 

MR: Growing our market research and professional services business in a very challenging economy. Thanks to the excellent work done by our staff, and an expanding and loyal client base, we will make our revenue objectives.  We are also moving into newer, more efficient office space in late August. 

 

MR: It may sound trite, but anticipating, listening and responding to the needs and expectations of our clients.  This translates to delivering meaningful research, tailored insights, relevant implications and actionable recommendations to our clients. Most knowledge workers are in an "information-overload" mode. There is a lot of data and "stuff" in the marketplace that knowledge workers don't have the time or patience to sort through. There is a willingness to seek viable assistance.    

 

MR: I believe that every so often a "swift-kick-in-the-butt is necessary to bring us back to reality." Several years of fantastic economic growth have created the unfortunate bi-product of huge over-indulgence in energy use, housing, borrowing, credit approvals, business expansion and travel. This downturn is a "swift-kick-in-the-butt" for many companies and individuals. Economic downturns cause companies and individuals to focus-on, and drive-out excesses and waste. Businesses (and individuals) seek practical, viable alternative approaches to address their needs; and this is very good news for the information systems and services (communications) market.  Properly selected, applied and managed, information systems and services can play a major role in driving-out excesses and waste.  This can be a very "healthy" period for the communications industry.    

 

MR: I don't believe there is any single company that made the biggest contribution this year.  There are a number of established and relatively new "category leaders" that have made major contributions. The list is long and would exceed the length of my previous answer. 

 

MR: In three important ways.  1) They made life a lot easier through their advanced search capabilities.  2) They changed the advertising and marketing paradigms.  3) They added the term "Google" to our vocabularies.  (This is true because I just Googled it).   

 

MR: An unbelievable turnaround story, with much credit going to the visionary Steve Jobs. 

 

MR: We just switched to the Blackberry "Mobile Edition." It is very feature-rich.  I just learned how to turn it on; now if I can only figure out how to turn the darn thing off.

 

MR: In my opinion, neither will win or lose. They are both excellent and appeal to somewhat different buyers. 

 

MR: A few things are pretty clear. 1) The market will continue to be software and services driven; and those areas will be the revenue and margin engines for providers in the foreseeable future. 2) Customers will buy communications and business applications that meet their needs; and place less emphasis on the technology that drives it (provided that it is reliable. 3) Industry consolidation will continue; we will have more global giants...and fewer providers overall.  4) Internally and externally initiated technology / information / privacy breaches will become more sophisticated, driving the need for more effective security measures.  5) Due to its escalating cost, "energy consumption" (for power, cooling and heating) will become an increasingly important factor when customers are selecting communications and IT hardware. 

 

RT: What will attendees learn about in your session at IT EXPO this September?

MR: I'm pleased to be moderating two Panel Sessions at IT EXPO, that will be populated by several subject-matter-experts.  One session is titled, "Introduction to Unified Communications (News - Alert) (UC)." It will provide a clear definition of UC; the market drivers and constraints for UC; the progress being made by providers; and some effective business applications. The other is titled, "A Unified Communications Roundtable, The Future of the Industry."  It will address the overall state of the industry; the good, bad and ugly.  Key selection criteria for customers contemplating UC applications, will be described and discussed. Both sessions will encourage questions and comments from the attendees.      

 

MR: Customers, channel partners, SIs, software developers and manufacturers will all gain some practical information and insights from these two sessions. 

 

MR: IntelliCom Analytics provides primary research, database programs and custom consulting services to end users, software developers, manufacturers, channel partners and manufacturers. Our goal is to exceed the expectations of our clients. 

 

MR: The market for (several forms of) Managed Services will increase significantly; driven by the complexity of IT / communications solutions, the tools and human resources required to manage them, and the customer need for reliability.   

Rich Tehrani is President and Group Editor-in-Chief of TMC. In addition, he is the Chairman of the world’s best-attended communications conference, INTERNET TELEPHONY Conference & EXPO (ITEXPO). He is also the author of his own communications and technology blog.