Michael Storella, director of Business Development in North America at snom, (www.snom.com), a developer and maker of VoIP phones, recently took the time to speak with me about his business, the global financial situation, and much more.

 

Storella is responsible for building and expanding the sales and support channels for snom’s family of IP telephone products in North America.

 

Are you generally optimistic, Pessimistic or realistic?

Optimistic.

 

How many frequent flyer miles have you amassed?

Too many.

 

Somewhat surprised at the depth of the problem, but for many people that follow arm-chair economics, this should have been oblivious that we were in an easy money, mortgage and credit card induced boom for the last 5-8 years. The continued mantra that the free market takes care of all can hurt a lot of people in the process when markets are distorted by too much easy credit. I am really surprised that people in the seats of power and knowledge did not sound a screaming alarm that the economic cliff was approaching.

 

How is your company changing the way it does business as a result?

We’re focused and more aggressive to get our fair share of our target market. We are actually spending a little more for getting to our customers.

 

Hard to say, I think many have finally realized that projects with good ROI will now go to the top of the list to get done before any political or pet projects.

 

Do you see this time as an opportunity or a rough spot to get through quickly?
Opportunity.

 

What will companies need to do to survive this downturn?

Make sure your product or services say if you use us you will save money, and having a superior ROI timeframe is key.

 

How do your company’s’ products help customers in a slow market? 

By making the switch to VoIP based services thru the use of VoIP phones, it opens up many ways to lower your operating costs for telephony services in a very short timeframe for a good ROI.

 

 USA, lots of upside for improvements.

What does President Bush need to accomplish before he leaves office?

 Don’t break anything else before you go, realistically, it seems now that there are a few industries that need immediate help to avoid a real main street meltdown and he should get some stimulus going for them, auto industry, home foreclosures and getting more liquidity to the credit markets. None of this should get done without major reforms as needed in those industries with good oversight.

 

What does an Obama administration need to do to help communications and technology become more pervasive?

 Broadband in every home and business would be a great public works project, repairing internet security must get top billing, I saw article (NY TIMES) the other day that says 100 billion dollars is being lost to cyber thieves,  computerize all medical records is estimated to save 25-30 percent of medical costs. These 3 project alone, could generate many jobs, lower energy dependence from foreign oil imports (tele-workers) and slow some of the increases of medical costs and insurance premiums. Computer and networking education programs for the many needed workers if we did the other three projects.

 

 I would think this is a time to invest in the channel for us to help the channel bundle solutions that makes ROI sense for our customers.

 

 I am not sure I can pick one country, but the USA because of the maturity of the market and sheer size may move faster to new solutions in times of rapid economic change and volatility. In the USA, we are used to change and we can quickly adapt to new opportunities. We actually have a very educated population.

 

What device(s) do you use and wish you used?

iphone, a small cell phone and of course multiple snom VoIP phones.

 

 iphone because they have an application that turns the phone into a mirror for sending a distress signal.

 

I understand you are exhibiting at ITEXPO which takes place Feb 2-4 2009 in Miami. What will you be showing there?

We will be showing our full line of highly interoperable VoIP business phones.

 

What sorts of companies/people should come to your exhibit?
Anyone that has a new for a business phone.

 You should buy ours because they have all of the features needed in a business phone, plus a few more like CTI (News - Alert) integration, multiple lines, XML and security. Great ROI, because it helps your company take advantage of VoIP calling and lower monthly telephone operating expense in some cases to zero.

I am a purchasing decision-maker, why do I need to speak with you before I buy?
Because we have great products, and support, and always improving our free firmware for snom VoIP phones.

 

What is your favorite part of your job?

When customers are happy with their purchase or the support we give them.

 

What do you look forward to in the future and why?

The future is promising because these tough economic times will make us re-evaluate how we live and work and re-focus on what is really important, the health and welfare of all of our citizens. I think we got away from that objective a bit in the past.