Net-Head versus Bell-Head
What is a Net-Head? A Net-Head is someone who comprehends IP Communications.
A Bell-Head is someone that came out of the Bell System or someone who worked in Telecom selling TDM commodity services (like Integrated T1, POTS or LD).
The Bell-Head is making the transition to selling IP Communications by selling SIP Trunks. Unfortunately, the Bell-Head sells SIP Trunking as a replacement service for more expensive PRIs. A Net-Head would use SIP Trunking to extend the life of the PBX and add functionality to that on-premise gear with IVR, ACD or Anywhere services.
The Bell-Head sees VoIP as a consumer play to reduce costs on long distance and international dialing. Still playing that cost cutting (arbitrage) game.
The Net-Head views VoIP as an application that can add efficiency and productivity. Applications, even voice apps, can be hooked together to gain even greater benefit.
From my first mention of this debate back in January of 2009:
“Discussing the economy on telecom sales today in some parts of the South, I was led to the following: Bell-Head versus Net-Head. What, you ask. Another way to ask it is Why can some folks sell TDM/POTS/PRI and why can some people sell VoIP?
TDM is transaction.
IP is possibility. There are no rules in IP. It’s not black and white. (That’s what drives the Bell-heads crazy!)
If you want to sell VoIP, you have to be a Net-Head. It’s all about the possibility.”
Channel Partners Need a Net-Head
Peter Radizeski will be presenting Net-Head versus Bell-Head at CVX Expo in LA in October, 2010.
