The following post doesn’t really fit in line with the normal spirit of the blog, simply because it’s not funny nor directly related to technology. It’s called Business 2.0, as it relates to the ever problematic question any business owner has: “When should I grow and how?”.

As you may know, I’ve been a freelance Asterisk Platform developer since early 2003, turned to freelance development (Penguin for hire) around April 2007. Since that time, I’ve built systems and platforms for some of the better known brands around the world. Be it working directly with the customer or through a 3rd party (as a sub contractor) – I can easily say that I’ve completed over 120 different large scale projects within 3 years time. Now, when I refer to projects, I’m not referring to installing PBX systems, I don’t do that at all – I’m referring to highly complex application level development, creating some of the most innovative Asterisk based systems I’ve ever seen.

Image via CrunchBase

Image via Wikipedia

Putting aside everything, finalizing a rough estimate of 40 development projects on a yearly base, most of these performed solely by myself is a fairly challenging task. Sure, at times I’ll outsource some work to other freelancers like myself, specifically in fields where I’m not all that fluent (Database, Web Development, UI) – but yet, doing that means that I’m conducting 3 – 5 projects on a monthly basis.

After doing so for 3 years now, I can’t help but start thinking about expanding my business, taking it to the next level by hiring more people and building it up to a new level. Question remains for this: “How? What is the natural track of expanding your business?” – of course the simple answer would be: “Just hire another developer or two, and start doing more sales” – it’s not as simple as it sounds. After thinking about it for some time, I’ve concluded there are a few models of expansion:

Model 1: Organic Growth

Organic growth can be described as the simplest way of growth: “Hire a new guy and get more work in”. The problem with this model that it is fully reliant on your ability to sell more. However, as you concentrate on sales more, you take time from the development and delivery process – thus, the addition of the new developer is not a 100% addition, it’s actually 100% (developer) minus 40% (you) – so you are not at 200% capacity, you are 160% capacity. Surely 160 is 100, however, for the initial 6 months, till the guy learns the ropes, you are not at 160, you are actually at 80 – can you and your business sustain that?

Thus, the main issue with Organic growth is cash flow, can your business sustain the elevated expenses with less income for the period of transition? If the answer is NO, then you need a different method. If the answer is YES, then you are in the best place in the world, however, bear in mind that taking someone to work for you is a responsibility – people are not resources, they are human beings, with families and children – taking someone to work for you is like taking responsibility for their lives.

Model 2: The Partner

A partnership with a person who is equally matched to you is always a good option. Technically speaking, it means that you are teaming with someone who generates as much work as you do and is capable of finalizing the work as fast and as good as you can. Yet, taking a partner doesn’t negate the requirement for a new employee or two. In this case, you may end up with too much sales with too little staff to deliver – that is a big problem.

Another issue with partners is the issue of trust. While most partners tend to rely on each other and trust each other, that trust can easily be broken (in most cases by stupid things). It’s enough for one partner to now carry its weight in sales/development to initiate a chain reaction, shortly ending in the partnership dissolving.

So, the partner is a good option, however, may prove to be problematic if the wrong partner is chosen – in addition, dissolving a partnership solely on these issues isn’t all that simple – and usually ends up in litigation and other judicial issues – YUCK!

Model 3: Un-intrusive Angel

Some people ragard Un-intrusive Angels as “Stupid Money” – an Angel investor that doesn’t interfere in your company business model and operations. In many cases, this is how start-up companies start – someone gives them a lump sum of money to start their business, signing off to own a portion of the new company.

An un-intrusive investor usually gives you the money and pays you a visit once every few months to see how his money is spent. Don’t expect to raise a whole lot from these people, usually you will get anything from 25K$ to around 250K$ – tops. If you are getting an investment from an Angel, make sure you plan your business carefully – and make sure your investor knows what he is getting into. The Angel is not a found piggy bank, he is a business man looking for profit – if you make sure his expectations of profits (time frame, amount, percentage, etc) are kept within the reason of your business – he will make an educated decision and invest accordingly. Promises like: “you’ll double your money in 3 years” are stupid – make sure it’s realistic and to the point. If you promise the moon, and reach a star – that’s a problem, if you promise the skies and hit a start – that’s wonderful.

Model 4: The Strategic-Intrusive Angel

Image by TheFemGeek via Flickr

A strategic angel is similar to the previous one in terms of funds, however, he is more capable in assisting your business meet its goals. Usually, it would be someone who is already a well established figure in your business sector, had made his money from previous companies and is now looking for new ideas and businesses. I call him an intrusive Angel, as sometimes he may have ideas as to where your business should go – and he will make sure you hear his ideas. You may regard it as annoying, but you should still listen to your Angel and pay him the respect he deserves.

Sometimes this Angel may invest in your business due to the fact that he has a hidden agenda. An agenda can be: The angel looks at your business and see a certain potential you are not planning, he’ll invest and try to re-direct your company to the agenda he sees. This is usually the case when your angel is invested into several endeavours that is either parallel to each other or may have orthogonal intersection points. These angels can be the builders of your business or the destroyers, it is up to you to make sure the latter doesn’t happen.

Prolog:

So, which model did I choose? – I didn’t choose yet, I’m still figuring it out myself. What ever the model may be, the choice isn’t simple nor straight forward. At best, whatever choice I’ll take will have a profound impact on my business and me – so I’ll need to weigh my options carefully. If you can think of an additional model, I’d love to hear about it – so just comment on this post.

Revenue sharing is one of the oldest methods of earning profits, actually, I believe it may just be right up there with trading of goods and food. For those of you not in the know, I’ll explain what revenue sharing is:

1. A content provider wishes to distribute a certain type of content – charging for it.
2. The content provider has not ability to charge the consumers directly, thus he partners with another party – the transport maintainer.
3. The transport maintainer charges the consumer, while keeping a certain percentage in his pocket.
4. Everybody’s is happy.

In general, this model works really well in many markets – specifically those that are driven by unique content – for example the mobile content market (ringtones, screen savers, games, apps) – the Apple App store is a wonderful example of how this works.

In the telecom industry, the revenue shares business is very common – however, in many cases it is highly guarded as a secret – main reason is that now one wants anybody else to know how they do it. This hiding of information, usually results in some problems – as when there is hiding of information, only those in the know are able to access it. Those in the know are called “mediators” or in Herbew “Machers”. In this entire ordeal, the mediator also takes a small percentage – leaving the content provider with slightly less. So, now it looks like this:

1. A content provider wishes to distribute a certain type of content – charging for it.
2. The content provider has not ability to charge the consumers directly, thus he contacts a mediator to find him a transport partner.
3. The mediator engages the prospective transport maintainer.
4. The transport maintainer charges the consumer, while keeping a certain percentage in his pocket and passing some funds to the mediator as well.
5. Everybody’s is happy.

So, if everybody’s so happy – why am I bitching about it? very simple – people are Greedy and always want more – putting the entire model into a frenzy. In order to give an example, let’s imagine the following scenario:

1. Company A provides IVR based content utilizing Asterisk server, connected to the internet.
2. The mediator engages a premium number company, getting the total revenue of 0.08$ for every inbound minute of traffic.
3. The premium number company leaves 0.01$ in its pocket and also pays the mediator a fee of 0.01$ per minute.
4. The content provider gets 0.06$ of the 0.08$ – 75% of the net profit goes to the content provider.
5. Content provider says: “Hell, I want the mediators 0.01$ as well, and I think the premium company should only get 0.005$, so I would get 0.075$ at the end”
6. Content provider contacts the premium provider and starts complaining
7. Premium provider negotiates and strikes a deal for 0.07 to the content provider, leaving the premium provider with 0.005$ and the mediator with 0.005$
8. Premium provider says: “I’m not making enough money on this, actually, I’m loosing money – I’ll find a better alternative service for that access number”
9. Premium provider asks mediator to bring in a new customer, providing similar content – mediator has sure incentive here
10. Premium provider gets new customer and transfers the access number to the new customer – returning back to previous profits
11. Original content provider is left with no profits and only greed in his hands

Over the past 10 years, I’ve seen this vicious cycle happen over and over and over again, in various formats and scenarios – but always ending in the same outcome – the content provider always suffers. If you’re a content provider and you provide IVR based services, let the people that provide you the access make their cut and the people in the middle, without them, you will have a service with no access – which means no service at all. Don’t go about thinking you can keep all the profits to yourself, you will break the equilibrium of this business, and eventually, no one will want to do business with you.

Image via Wikipedia

When I started using Open Source software, it seemed like all Open Source projects are driven by philanthropic agendas. We were all focused on “sticking it to the man” – showing all these would be software vendors that community driven projects can do just as well – if not better.

"When I was a child I spoke as a child I
understood as a child I thought as a child;
but when I became a man I put away childish
things." - I Cor. xiii. 11.

Well, I’m not claiming that Open Source is childish – absolutely not, however, when you are a student you tend to look at things in one way, when you have a family to care for – you start looking at things differently. You remember these days in life when your dad said: “When you’ll have children you will understand” – well, now I do.

So, what am I rambling about exactly? I’ll tell you. The day before Passover I attended several meetings, which when I came back home had pissed me off immensely. I feel an urge to write all about these meetings, including who I met exactly, however – I won’t do that. However, I will give a rough idea of these.

Meeting 1 : A world recognized Mobile application player

I came into the meeting with this company, where the CTO of the company explained to me that they are looking to create an Asterisk based solution for their application’s users. My initial question was: how many users? what is your concurrency level? – The answer that I got was: “Oh, we don’t need something major, just a few lines of configurations in Asterisk config files in order to make this work”.

I left the meeting slightly pissed off, thinking to myself: “You bloody inconsiderate prick! You bring me to a meeting, spend my time – and then telling me that this is just a few lines of configuration. If it is that simple, why don’t you do it yourself? you have 20 developers in there, 4 IT people and god knows how many outsourced workers off-shore – if it was that simple, you would have done it already – so probably it isn’t – right?”

Meeting 2 : A well established IVR services vendor

The second meeting was with a well established IVR content vendor, this company runs around 16M minutes of inbound IVR traffic every month. They invited me in order to talk about expanding into new countries, wishing to get premium based access numbers in various countries. So, we started talking, and the guy indicates that he wants a certain kick-back payout, which I know is impossible – at least without charging the user more. Actually, the guy indicated that out of the interconnect fee, he wants to get almost 90% as a kick back.

Meeting 3 : A start up rendering IVR content

The third meeting was the most amazing one – these guys wanted to build an Asterisk system to server around 4000 concurrent channels – outsource the entire development to my company – and pay as a revenue share. When I asked for their business model, marketing plan, investors, profiles – I got a response of – we don’t yet have all of these, we only have an idea at this point that we want to implement.

Garage based companies are built by people who can do the work themselves, not the other way around.

At this point, you are probably asking yourself: “What does this have to do with the title?” – Well, all of these meetings had one thing in common. The people I met were under the impression that Open Source is some form of philanthropy. Or to be more exact, people who deal with the Open Source market are philanthropists. My question is this: “Why are we perceived as philanthropists? don’t we have families to care for? don’t we need to pay mortgages and bills just like everybody else?”. I guess when people read about the various Open Source entrepreneurs, such as Mark Shuttleworth – the immediately associate Open Source with Big Exists – this is not the case.

At some level, this is purely our fault – we educated people that Open Source is a highly economical methodology of solving technical challenges. No where along the way, had we educated the public that behind the model there are people, people who need to make a living.

If you are an Open Source consultant, developer, evangelist or just someone who may have an opinion on this, I’d love to read what you say.

Over the years I’ve seen many scams running on the net. Ranging from the ever annoying chain mails to the ever popular Nigerian Sting – Internet fraud is all around us. Lately, I’ve been hit by a new type of fraud attack, a domain registration fraud attack – mainly located in China and Hong-Kong.

As you may know, I’m the owner and CEO of a company called GreenfieldTech, dealing with Asterisk and VoIP application and platform development. Now, we operate world wide and render services to some of the world biggest brand in the telecom industry. So, we take our copyright and brand very seriously, when we receive an indication that someone is or may be infringing our copyright or brand, we take a stand for it.

So, today I’ve received this email:

Dear CEO, 

We are a domain name registrar centre in HongKong,and in charge of the registeration in
Asia, We have something important need to confirm through your company. 

We received a formal application from a company called "Hempus International Holdings
Ltd" applying to register 

Internet keyword :     greenfieldtech 

Domain names :

 greenfieldtech.asia    
 greenfieldtech.cn    
 greenfieldtech.com.cn    
 greenfieldtech.hk    
 greenfieldtech.in    
 greenfieldtech.mobi    
 greenfieldtech.net.cn    
 greenfieldtech.tw

In China and also in Asia on January 21 2010. During our auditing procedure we find out
that the alleged "Hempus International Holdings Ltd" has no trade mark,Intellectual
property, nor patent even similar to that word. As authorized anti-cybersquatting
organization we hereby suspect the alleged "Hempus International Holdings Ltd" to be a 
domain grabber. Hence we need you confirmation for two things:

First of all, whether this alleged "Hempus International Holdings Ltd" is your business
partner or distributor in China.

Secondly, Whether do you need to protect the intellectual property right which should have
belonged to you?. (The alleged "Hempus International Holdings Ltd" will be entitled to obtain
a domain not needed by  original trademark owner.)
If you are not in charge of this please transfer this email to appropriate dept.in order to
deal with this issue better, please let someone who is  responsible for trademark or domain
name contact me as soon as possible.
_____________________________________________________________________________________________
 Confidentiality Notice: This is a letter for confirmation. If the mentioned third party is
 your business partner or distributor in China please DO NOT reply.  We will automatically
 confirm application from your business partner after this audit procedure.we have to notify
 you,and our registration organization are  not responsible for any dispute questions about
 trade mark,intellectual property nor patent after they succeed in registration.hope you can
 understand.thank you.
 ____________________________________________________________________________________________

Sincerely,
  kaka.xu

Sponsoring Registrar:sk holdings company ltd 
 Web:www.sk-dns.org/www.asia-gov.com
 Tel:00852-95660489 / 00852-95660103 
 Fax:00852-30696940

Email:kaka.xu@skdns.org/

Address: 3A, Units 20/F, Far East Consortium Bldg, 121 Des Voeux Road, Central, Hong Kong

kaka.xu

2010.01.21

So, this is obviously a scam, as when I searched the alleged company, I couldn’t find anything. However, the term “International Holdings Ltd.” had produced many scam alerts and related information popped up everywhere. Now, bear in mind that this is the 10th time them past 2 months that I’m receiving such emails. So, I’ve formulated the following response to them, and you are welcome to use it:

Dear Kaka,

Thank you for contacting us in regards to this matter, to be completely frank with you,
we’ve received over the past 2 months a similar request/demand from various Asian registrars
in China/Hong-Kong. Through our contacts in the far-east, we’ve concluded that your
request/demand is fraudulent, and that the company you indicated doesn’t even exist.
Please note that your approach to us claiming that someone wants to infringe our copyright
and brand had been noted and passed to our legal department. In addition, we’ve forwarded your
email and general company information to various SPAM, Abuse and Security teams that are in
contact with us around the world (mainly, [Mention your really BIG business partners and
large customers here - also through in some ISPs in the far-east, specifically China). Should
your company register ANY of the below mentioned domain names or keywords, following this email,
we shall be forced to follow legal actions in accordance to the laws of the state of [Put your
country here] and other countries where our company has representatives or local business
engaged partners.

P.S.

[Always add a personal note - and refer to something in the mail they sent, for example]

On a personal note, when sending emails to anyone in Israel, I would suggest that you choose a
different name, other than Kaka. Kaka in Hebrew is directly related to the bodily function of
purging waste – also known as taking a dump in the toilet.

Well, as some of you know, I’ll be speaking at this week’s AstriCon convention, being held in Glendale, AZ. I guess that in normal days I wouldn’t be starting to write about it prior to the actual convention, however, this time I decided to write about it earlier. I guess the title of this post can be changed to: Tosche Mark Spencer.

In order to understand what I’m talking about, we need to take a trip down memory lane, to be more exact – 2.5 years back memory lane.

Date: January 2007, Location: Tel-Aviv, Israel. Mark Spencer along side with Schuyler Deerman of Digium are on their way for their first time visit to Israel. Both of them are flying to Israel together after spending their Christmas holidays in the Middle East, mainly Egypt. Back at that time, I used to work for a company called Atelis – we were the Digium Israeli distributor. To make a long story short, Mark and Schuyler got held up at the airport for almost 4 hours, by Israeli security. The only thing that helped was for me to call my brother in-law, back then at the NY Israeli consulate, to try and find out what happend to both of them. Aparently, they were held up for questioning – without notifying anybody on the outside – who were waiting for them – what is going on.

Fast forward…

Date: October 2009, Location: Philadelphia, USA. I’m being held for a seconday inspection and the immigration control at the US border. The funny thing is, this is not my first trip to the US this year – I was here last February. The immigration officer looks at me and decideds that I’m a candidate for an illegal worker for some reason. Maybe the fact that I came in on an e-Ticket and didn’t have my itenirary printed throw him off, maybe the fact that I looked somewhat young to him, or maybe the fact that I’m continuing to Phoenix flagged me – I don’t know, in any case,
I’m now being held in secondary inspection, while I have only 50 minutes to get to my connecting flight – talk about turning up the heat. So, here I am, infront of this immigration officer, who I had to admit does his best to be polite and correct about the way he does his job. I gotta hand it to these guys, I guess they come across some of the worst scums in the world, and yet, they are able to sustain a professional and polite manner at all times – brava. Any way, he starts questioning me about my travel to the US, who paid for it, where am I going, where do I work, etc, etc. So, I
start explaining to him what AstriCon is, giving the guy the 5 minute “Asterisk is” introduction, and for some reason, it doesn’t really cut it with him. So, I decide to pull out the ultimate weapon – The Internet. I ask him if he’s able to logon to www.astricon.net and see that my picture is on the website. He looks the site up and indeed my picture is on there. The guy is now convinced that I’m here to lecture and nothing more – thank god. I get my passport back, pick up my stuff and run like the wind to my connecting flight – getting to it right before they close the boarding doors.

So, although I didn’t get the same 4th degree Mark/Schuyler did, I understand what they must have felt like in there. I guess it could have been worse, another guy that was in there with me got deported back to where he came in from (don’t know where that was) – not a very pleasent scenario.

Points for travelers

1. You’re coming to the USA, have your itenirary printed and ready
2. Have you flight invoices printed and hotel reservations printed – it may be required
3. If you are staying with friends, not at a hotel – state that when asked, don’t hide it.
4. If you had memorized your answers, these guys will pick up on it really easy – they know their job.
5. If you are lecturing in a convention or tradeshow, make sure you can point the officer to an online mention of your talk – this helps smooth things faster.

Tomorrow’s update – AstriCon Cloud Computing class

Well, I guess it’s time for another Israeli Asterisk update post – one that was well due a long time now. This post was written after the recent hectic 3 weeks of Asterisk events and news here in Israel. So, I guess we’ll open with some news – beep, beep, beep.

Asterisk based Contact Centers

EasyRun, a world wide provider of Call Center and Contact Center solutions had announced the availability of its EpicAcce solution.

EasyRun Partners with Xorcom to Offer the Industry’s First Enterprise Grade PBX Agnostic Contact Center

EPICAcce Delivers the Industry’s First PBX Agnostic Enterprise Grade Contact Center Solution

For those in the know, the EpicAcce solution is based upon the Asterisk Open Source PBX system, bundled inside a Xorcom XR3000 appliance. I’m proud to say that I had some involvement in the development of this product, mainly, having trained the EasyRun lead developers in the workings of Asterisk – in the first Asterisk Bootcamp that was held in Israel last year. The EpicAcce appliance is defined as a PBX agnostic contact center solution, thus, it will work in any type of PBX or enterprise installation – making it the ideal solution for any company wishing to embed a contact center to their customer care, without the requirement of changing their entire company telephony infrastructure. In addition, the same unit can also be used as a the company PBX system – after all, it is based on Asterisk underneath and FreePBX as the management interface for Asterisk.

Asterisk gains recognition by the TheMarker.Com

About 3 weeks ago, I got interviewed by Amitai Ziv, a telecom reported from the TheMarker.Com IT news section. The interview (in hebrew) is available at the following URL:

http://it.themarker.com/tmit/article/6255

Now, while the article had mentioned about 25% of the actual interview and also summed up various statements from other people two, in general, it was very supportive of the Asterisk initiative and movement in Israel. I guess, well at least from my point of view, this article is a valid turning point – where the Israeli main stream industry acknowledges Asterisk as a valid business viable solution. In addition, as the founding father of the Israeli Asterisk users forum (www.asterisk.org.il) it is a great honor to be interviewed for this magazine. Sure, I make a living from promoting Asterisk and developing Asterisk based platforms, but having your face (although a horid picture) in the paper and having your name mentioned in a positive manner – is always a good thing.

Israeli Telecom Manager Club recognizes Asterisk

Yesterday I attended the “Israeli Telecom Manager’s Club” quarterly meeting, which was focused entirely on the viability of Asterisk and other Open Source based solutions. While most of the audience was made of large companies and captains of industry (Coca-Cola, TEVA, Israeli Electric Company, others) – I didn’t get the dreaded lazy eye I got almost 3 years ago.

When I started promoting Asterisk in Israel, almost 7 years ago, people looked at me as the crazy guy that has no idea what he was talking about. After all, I was an IP/Web technologies engineer, suddenly, starting to talk about telephony – in a world where 50 year old engineers were controlling and dominating entirely. Suddenly, a new kid on the block comes in and says: “Listen, Open Source can do it as good – if not better“. Yesterday was a turning point, suddenly, all these people came in to listen to me, preach and promote, both Asterisk and proper Open Source adoptation and GPL compliancy.

Israel is changing, companies start realizing that using GPL and modifying GPL products isn’t something to be taken lightly – it must be done with experts, and people that actually know what they are doing in the Open Source world. The old time Open Source geeks are starting to gain the industry recognition – Israel is finally starting to reach the state where the US and Europe are currently located at.

Digium announces availability of Support Services

This is not the first time Digium had tried doing this – first time was about 2.5 years ago. The current support services are based upon a signed service agreement, allowing the customer to receive phone based support services. According to the Digium website, the pricing model is as following:

                               SMB L1   SMB L2   Enterprise L3   Enterprise L4
Included Systems (Servers)        1         1          Up to 5         Up to 10
Included Cases (Incidents)        2         5             10           Unlimited
Additional Server Price           —         —          $495.00         $395.00
Named Contacts                    1         1             1                3
Price - 1 Year Subscriptions   $595.00  $1,995.00     $3,995.00        $7,995.00

Ok, not that I have a problem with that – I guess in the world people are willing to pay upto 300$ for a support incident – however, in Israel, that makes no sense. Judging from my experience supporting Asterisk, over 90% of the support calls can be resolved in less than 30 minutes. Charging an amazing price of 300$ for remote hands support, for an incident of 30 minutes – that is outragous. It’s true, I’m a Digium fan and I promote their products where ever I go, however, in Israel – this model will not cut it.

My company, started rendering Asterisk support services in Israel back in December 2008. Our support model is completely different – making it ideal for the Israeli market. Our support model is based upon a base line service agreement, indicating that you pay a total of 2,300 Israeli Shekels (around $500) for up to 10 hours of phone based and remote hands support services. These are rendered for a single server only – additional servers will cost you a couple hundrad more shekels, but the overall agreement in terms of time remains in tact. People in Israel know that support cases happen once every few months, so paying an identical price for getting 2 incidents handled simply doesn’t make any sense in the Israeli Market.

TDM400 Compatible GSM Module

ASTERISK GSM MODULE

A new product on the market introduces a GSM module to the ever popular Digium TDM400P card. The new module, available at http://www.asteriskgsmmodule.com/index.html is a plug-in for the TDM400P card, allowing it to accept a GSM SIM card – instead of the standard FXO module.

Finally, a plug-in for Asterisk that negates the need to work with a GSM converter. The bad thing is that it requires a patch to the wctdm.c Zaptel driver, and aparently, isn’t yet available for DAHDI at all – but I guess this will be fixed in the short future. I surely hope that these guys will contact Digium and maybe introduce the driver into the main stream driver distro, after all, Digium doesn’t make GSM modules – so it’s no competing with any Digium product.

Last night I met with a friend of mine, Mr. Doron Ofek. For those of you not familiar with the Open Source market in Israel, Doron is the one person most affiliated with RedHat in Israel, as Doron championed the adaptation of RedHat Linux servers in various enterprises and government offices in Israel. Doron is currently heavily involved in the OpenMoko project and its adaptation and promotion in Israel.

We spent a great deal of time last night, talking about the various aspects of Open Source training in Israel – as both us provide various training services to this market sector. While I’m mostly focused on Asterisk Training, Doron is focused on Linux and XEN training. Both of us have some our training routes knee deep in Israel’s computer/IT training companies, namely Matrix, Hi-Tech College and John Bryce. We both talked about our discontent with their inability to promote and market Open Source training courses, simply because they have no idea what these are.

For example, while Hi-Tech college were incapable of signing up a single person for an Asterisk Bootcamp course, I had signed up 10 people to a my first bootcamp – without any marketing or sales budget, simply by putting out the word in the right places. Now, Hi-Tech college has a list of over 5000 people who studied Linux and other Open Source and networking subjects in their college – should have they been able to gather up at least 10 people as well (less then 0.5% of their entire customer base)? the answer is a definite yes, why were they unable to do so? simply because they have no idea what Asterisk is, how it can be marketed, how it can sold and how the customer should be approached.

Doron had indicated a similar issue with both John Bryce and Matrix – however, due to other reasons. However, Doron had managed to sell quite a few training courses for Linux on his own – without any help from the big boys – how did that happen? how is it possible that Doron and I succeeded where the other colleges had failed? how can that be? – then we both realized why eventually, proprietary software will die and the Open Source movement, over the course of time, will simply negate the presence of proprietary software – simply because Open Source people provide for better marketing strategies and methodologies.

Did we learn how to do marketing on school? are we marketing people by nature? the answer is NO – we learned how to market our belief in the Open Source initiative over the course of time. We championed Open Source in various enterprises, events, public speakings and other places. We were the “soap box” speaker at Hide Park’s Speakers Corner, we were that crazy man on the street screaming: “The world is coming to an end, repent!” (well, you know what I mean) – but all in all, as time progressed we learned how to market the Open Source initiative and our belief – the large enterprises are stuck in their own belief and stagnant marketing strategies and plans. As time progressed, the various “champions” left the large enterprises, simply because they got fed up with the wrongful methodology of these and followed their own path – and doing so with moderate success.

In my belief, as time will progress, the large enterprises will surely migrate to the Open Source, and I won’t be surprised if within a period of 5-6 years Microsoft will be shipping out a version of Windows that is based on the Linux Kernel – or another Open Source distibution methodology. Call me crazy, call me chaotic, call me a dreamer – but mark my words – this will happen.

A while back, John Todd from Digium, had posted an entry on the Digium blog web site, regarding how to be a successfull Asterisk consultant. While I completely agree with John’s views on the matter, from obtaining a dCAP certificate to the involvement with the community – there are a few points missing from that post, at least in my view. I will try to add some additional information here, in the hopes that it may help you build your business.

Point 1 – Stay Focused

Most of us Asterisk consultants come from diversified areas of expertise. Most of us are plain old IP sysadmins or network managers who got thrown into the Asterisk world due to a requirement – got hooked on it and simply continued onwards. Some of us are developers, some web oriented, some core oriented, but developers yet. The diversity of most Asterisk consultants skill set can easily side track them.

When I say side track, I don’t meant that they don’t know what they are doing, I mean – it’s easy to try and swallow more than they can chew at one time. For example, example a sysadmin turning into an Asterisk consultant, after installing over 200 Asterisk systems. Now, a customer comes to him and says: “Well, I’m gonna give you the work, but I want you to also take over the various IT management aspects of the system.” – If at this point you will say: “YES” you are more of less dooming your business. You are an Asterisk consultant, no matter how a talented IT sysadmin you are, going about and taking both roles on your self would render you in a situation where you, at some point, will be in a situation where you are handling an extreme IT condition at that customer, rendering completely incapable of rendering services to your other customers. Remember, stay focused on what you do, you won’t run into a situation where you will be forced to hurt a customer.

Point 2 – Earning more is sometimes loosing money

This point relates directly to the previous one. Let us imagine that I’m an Asterisk developer with a background of Web development. When confronted with a project that may include both Asterisk and Web Development – the most logical answer would be “YES” – however, web developers tend to forget that they are working autonomously. Most web developers are backed up by teams of graphic artists, database developers, database managers and IT managers. Thus, a web application is much more than the web logic involved with it. Are you an all encompassing developer, capable of cater to all aspects of a web development project and an Asterisk project? if you have your own in house DBA and other resources, you should be fine, however, if you don’t – at some point in the project – you will be forced to outsource the work to a 3rd party – thus, lowering your net income on the project. So, by taking such a project you believe you will be earning more money, while in fact, at the end of the project you may end up in debt to 3rd party sub-contractors you hired.

Point 3 – Be true with yourself

Always be true and honest with yourself and always ask yourself: “is this really a deal that will advance me? or may it actually set me back?” – failing to answer these two questions for every project you are about to take on will end up with some disappointment. Remember, you can fool all people some of the time, you can fool a few people all the time – can you can’t fool yourself! You are your own worse judge, jury and executioner. If you end up doing a project that doesn’t feel right for you, or something with the various aspects of the project troubles your no a moral ground, at some point in time, it will creep up on you and bite you back in the ass.

Point 4 – Use it, don’t abuse it

We all deal with various aspects of the Asterisk project, an Open Source project at its core. It’s very easy to become side tracked by large sums of money, in order to either violate a GPL code or doing something which is completely negated to the Open Source spirit or the Asterisk community. Sure, you will abuse Asterisk and/or other Open Source Asterisk related projects, however, at some point, it will be discovered and your name will be smudged. For example, if you integrate ViciDial to a customer, tell them it’s ViciDial and don’t change its logo to something else. Same applies to FreePBX, A2Billing or other Asterisk related packages – at some point your customer will find out you integrated Open Source – and you will be branded a cheat.

For example, 2 weeks ago I was at a call center, where one of Israel’s leading Asterisk integrator had built a dialer platform for the call center. The call center manager told me that they paid a sum of about 120,000 Israeli Shekels (approx 30,000$) for that dialer. I was really interested to see the product, while the only thing I saw was a “logo” modified “ViciDial” with a couple of hooks into FreePBX (that also had its logo changed to the company logo). The customer was sure he was getting a personalised job, while actually, the entire amount of work done can be amounted to about 12-16 hours of work. Ok, so the hardware costs about 8000USD – still, 22,000$ for installing and modifying two pages on ViciDial – you can’t say that is right – is it?

Conclusion

Always be true to yourself, to your customers and to the community – you’ll never loose.

As a part of my job, I manage and maintain customer platform – usually operating in the Calling Cards and VoIP services market. Over the course of time, I’ve learned to rely on some providers in this world, knowing that they work 99.999% of the time.

For example, i like working with DID numbers provided by Level3, GlobalCrossing and Voxbone. I have a fair dislike for DIDX and the like, simply due to the fact that their reliability, not the DIDX platform, but the providers themselves is questionable – at best.

So, why is this post called: “Battliing the GlobalCrossing CallerID blues”? simple, because the list that appeared before is now missing GlobalCrossing. Over the course of time, I’ve learned to live with the various quirks of GlobalCrossing, mainly, their inability to provide a proper e164 number as a part of the SIP headers. Usually, I would receive headers from global crossing that look like this:

FROM HEADER: <sip:3054230103@xxx.xxx.xxx.xxx>;tag=as54cf6928

Now, I new that in general, that didn’t post much of a problem, as long as it was consistent. However, starting today, some of the requests started looking like this:

FROM HEADER: <sip:13054230103@xxx.xxx.xxx.xxx>;tag=as1213141

However, to make things weird, one INVITE request would carry the non-valid e164 numbering, while the second INVITE may carry the correct format. In other words, there is no way to know exactly if the number is provided in full e164 or not. So, I tried doing some header mangling using Asterisk and other tools, however, nothing helped. Surely the format changed along the way, however, when I changed one side of the system, another side of the system broke – simply because it relied on something else – in other words, a fuck’n mess.

At this point, the problem is not yet resolved and i’m working with my DID provider to remedy the situation – after investigating it, the DID provider is currently bashing the heads at GlobalCrossing to fix the issue on their side. I will report back once I have more information.

If you suffered similar problems with other DID providers, I’d love to hear about it.

A few weeks ago I had posted one of my usuall “Open Source License” rants, where I explained and ranted about the state of Open Source license enforcement in Israel. A recent study by the IIPA (International Intelectual Property Alliance) had positioned Israel as the number 1 copyright piracy country in the world!

When you think abuot it, it’s a little strange, as Israel is fairly small. However,  in relation to the number of Internet connected users in Israel, the number of downloads of pirated software or other copyrighted material in Israel is of the highest percentage in the world. Sure, we all download a movie or episode here and there, but, some people in Israel go about and completely utilize pirated material only. Sure, I like watching my weekly episode of Fringe, but what can I do that no network in Israel is broadcasting it. So, I download the episodes via Bittorrent and watch them as they are published. However, on the other hand, I do purchase Microsoft licenses for my PC’s (yes, I have a Windows XP and a Windows Vista box - running Windows and Office), I did purchase a Mandriva PowerPack package for my Linux destktop and notebook and yes, I did purchase my books about DOJO, PHP and AJAX – so, I can honestly say that my utilization of pirated material is that for things I can’t obtain in Israel at all.

One would argue that it is still piracy, well, there is a certain point in that – however, if there is no one to pirate from where you are located, how can you pirate something? according to the dictionary, the noun priate means:

1. One who robs at sea or plunders the land from the sea without commission from a sovereign nation.
2. A ship used for this purpose.
3. One who preys on others; a plunderer.
4. One who makes use of or reproduces the work of another without authorization.
5. One that operates an unlicensed, illegal television or radio station.

Sangoma recently introduced a new FXO product, the USBfxo. The USBfxo is a dual FXO port device, connected to your Asterisk server via a USB connection. Now, while I do admire the way Sangoma keeps trying to kick it up a notch with new products, but isn’t Sangoma a little late to jump on the USB train?

Sangoma USBfxo Device

Xorcom had been in this business for 4 years now and I see no reason why would the Sangoma product be any better than the Xorcom product. In addition, if Sangoma is targeting their product at the very low-end PBX systems, in my book, they actually missed the product line. In my view, if Sangoma wants to put a proper USB device on the market, it should have a minimum of 4 ports on it, 3 FXO and 1 FXS. You are probably wondering why I’m propsing such a weird combo, well, the reason is simple – Fax machines and they yet to be improved Asterisk FAX capabilities, and the fact that people still use FXS port of physical fax machines. I’m one of the biggest Asterisk and VoIP promoters I know, and even I use a physical fax machine at some points in time. True I used Hylafax and IAXmodem to receive most of my fax transmissions, but when it comes to sending faxes, nothing beats a physical machine.

So, as I started saying, Sorry Sangoma, too little, too late … better luck next time!

I really like marketing spins, there is nothing more amuzing than a good marketing spin – especially when its being performed by a big company. Israel, as much as I don’t like admiting it, is one of the world’s biggest spin experts, especially when it comes to technology and marketing. One of my best friends used to work as a marketing manager at a high-tech company. According to him: “We can take each and every product of ours and resell it as 5 different products, it all depends on the customer required spin that we need to display!” – well, putting marketing aside and going back to technology, Sangoma recently announced 2 new Hybrid interface boards for Asterisk.

The boards are called: “B600″ and “FlexBRI”. Let us examine the spec on these:

Sangoma B600 Board

The Sangoma B600 board boasts 4 Analog FXO interface and a single FXS interface. The combo is very interesting, as it enables a small office to utilize up to 4 inbound analog trunks, while connecting their FAX machine directly to the board itself, allowing for better fax transmission without relying on T38 and other Fax-Over-IP methodologies.

In general, I believe that the card density and idea is good. While many people believe that Sangoma competes head-on with Digium, I believe that this product has nothing to do with the Digium/Sangoma race. In my view, this board actually tackles the same niche market as the PIKA WARP appliance, as it boasts a similar perspective in terms of connectivity. I don’t believe this is a spin, as this product has a valid market share, especially in upcoming markets such as Africa. With a boasting price of around the 400US$ mark, I believe the card will gain popularity with the small TrixBox/Elastix/PBX-in-a-flash fly-by-night integrator scene, as it fits that niche fairly well.

Sangoma FlexBRI

Ok, the Sangoma FlexBRI card, at least from where I’m standing, in nothing but a worthless spin. It boasts 4 BRI interfaces and 2 analog interfaces (FXO or FXS). Why do I call it a spin? well, simply because I hadn’t seen a BRI installation in the past 4 years. I figure that Sangoma in now tackling the German market, especially the one being catered by the card made by Junghanns, however, these provide a fairly strange combo. In any case, the niche here is very much target to a select number of countries in the EU, so the validity of this product in the world is close to null – thus, I call this one a pure spin. The marketed price is yet to be revealed, however, judging from the density and the functionality of such a card, I’m not sure its price will allow it to be a valid market option. In addition, with the PIKA WARP ISDN appliance that is due to be out later this year, there is a high chance that this product’s voice will be nulled by an appliance of same density and easier integration.

Yeastar YE110 – Single Span E1/T1/J1

Yeastar is a chinese manufacturer, making Asterisk compatible boards for the Analog market. The YE110 is their first attempt at approaching the highly growing market of the E1/T1 circuits market. According to the website, the YE110 is fully compatible with the Zaptel drivers, thus, it doesn’t require any driver patches – which is a wonderful thing. We still have to learn about the stability and capabilities of this card, however, as it uses a similar chipset to the old Digium TE110P card, I suspect we’ll notice similar performance and capabilities – yet to be seen.

PhonicEQ cuts price by almost 40%

PhonicEQ had cut their prices by almost 40%, across their entire product line. Now, I admit that I’ve used their products and I was fairly happy for a while – however, as Zaptel versions progressed and Zaptel turned into DAHDI, PhonicEQ didn’t issue out any new drivers and updates – so I had to patch my own versions of the driver.

In my view, PhonicEQ cards needs to regarded as: “The poor man’s Asterisk card” – if you can’t afford anything else, then go with PhonicEQ. You’re probably wondering why I’m saying that, after all, everybody who knows me knows that I’m strongly affiliated with Digium. Well, when I started my business, I couldn’t afford a Digium card, even used cards were fairly expensive, I have a distinct issue with the Sangoma distributor in Israel (so I’ll never use Sangoma) and PhonicEQ seemed like a good choice at the time. I purchased the card, only to realize that I need to massively patch Zaptel in order to get it to work (something that wasn’t said on the site). For me, patching Zaptel and Asterisk isn’t anything new, so it took me about 30 minutes and I was up and running, no problem. However, for most Asterisk users, this may be a slightly more advanced task than others. In any case, PhonicEQ is still considered in my book as “The poor man’s Asterisk card” – use it only if you have no other choice.

ITExpo 2009 – Miami Beach, Florida

Well, it’s now official, I’ll be lecturing at ITExpo about utilizing Asterisk and VMWARE as a dialer framework for high-speed dialer services. If you will be in Miami for the conference and you’d like to meet, just look me up. I’ll be landing on the 2nd, so I guess i’ll only be up and running (pending jet-lag) on the 5th. C’ya all there …

As if my previous post was’t enough, this week the ever annoying bad rep of Open Source in Israel showed its face yet again. This time, I’m talking about a recent talkback on the thecom.co.il online magazine website. The talkback was related to an article relating to various telecom tenders currently in progress in Israel. As part of the article, the authod mentioned the existance of a new Call Center solution for Asterisk from EasyRun – one of the world’s better known call/contact center solution providers – being in the market for over 15 years now.

Here is a screen shot of the post:

http://www.thecom.co.il/article.php?id=6178

For those not speaking Hebrew, I’ll translate. Talkback number 1 is from Alexander Argov, CEO of Tikal Networks informing the public that Tikal Networks also has a call center solution based on Asterisk, with a link to the demo. In itself, there’s nothing wrong there in my book – however, it would appear that others don’t agree. Number 3 says: “Well, if you are a part of this party, why do you need to advetise in a talkback?”, only to be followed by: “Well, Tikal is a Me-Too as always – nothing new there”. Well, comments will be comments and talkbacks will be talkbacks. However, numbers 6 and 7 are something else. Number 6 excuses Mr. Argov and his Sales VP (a Mr. Harari) as providing poor service and a poor product, warning people not to purchase Tikal based prodcuts. Now, number 7 goes the distance saying: “Selling a product that costs a single shekel for tens of thousends of shekels and giving poor service is something any 7th grade student can do. Don’t touch the solution provided nor any Tikal product”. Number 7 is currently simply stating: “Don’t touch Asterisk, the service is not good”. Number 7 seems to be incapable of distinguishing between the Tikal product line and Asterisk, and for him, they are one and the same. The end result is a bad rep for Asterisk, while the bad rep is actually intended to the solution provider in this case.

It would appear that in Israel, people mix up FreePBX, Asterisk and the solution provider as one and the same. The solution provider goes about saying: “I’m selling an Asterisk product, I’m state of the art!”, using the Asterisk name to leverage the sale. The customer belives that what he’s buying is actually Asterisk, while the only thing he’s actually buying is the integration service and support service. As long as people in Israel don’t realize that Open Source solutions mean: Free Software (Free as in Beer), Paid Support and Professional Services – the situation will remain the same for ever.

This morning, I was greeted with the following message from the Asterisk-BIZ mailing list:

I have seen there are so many Palestine children have been killed in the Irasel-Palestine
collide from the news, I am so sad about this, how do you think of this war created by
Irasel army, I hate war, hate butcher, why UN discard this war, why Arabia countries do
not union to oppose Irasel invasion. Who has been making the mistake in this war, Irasel?
or Palestine?

But children have no any mistake.

Could you please kindly your comments?
--
andy
andyspr@gmail.com

1) Israelites don't know what Obama's doctrine will be, but their best bet is that he is
really muslim friendly, so  they are better off clearing up as much as possible before
Jan 20.  The rocket's thing, is an excuse.

2) Having said that, the Palestinians really do throw lots and lots of rockets to innocent
civilians in Israel, and they really got to be stopped for good.  Then again, I am not the
one living in poverty in gaza with 2 million people in 150 square km."

"Because Hamas terrorist are firing rockets on Israeli children from schools and civilian
houses."

hi Andy

I am sorry that people are making fun of you on this mailing list,

The reason being that it is not happening in their own back yard

However the problem is caused due to many reasons i guess, and to Isreali's it is war
and they are taking the killing of childrens as part of the war.

Do remember that war is when 2 parties can fight, where as in this case it is one sided

Remember that Isreal says that Hamas sends rockets to Isreal, however do remember that
all water, electricity, grain, food, comes from Isreal to Gaza, and it is probabbly like
a Future war movie from Hollywood how they are attacking on Isreal out of desperation,
when for weeks power is cut on them.

I am very sure both sides are to blame, and it however should be solved by the Big Boys
asap , including US and China, I hope Mr Obama will take this issue very very seriously
and try to finally bring peace and harmony to the human kind, as if it can not be done
in this hugely connected world, it probabbly can never be done.

Some Facts on Gaza on gaza SHOULD be read by all, as I think in today's connected world
we all are responsible to end this conflict between the 2 parties.

The Open Source movement had been in existence since the 60′s, and we can surely find its roots somewhere along the hippie culture and movement. While Free-Love had transcended to Free-Code, or to be more exact – Free-Knowledge, the question of the sources for your Open Source is still questionable. Comparing it with the Sixties, it’s easy to compare the various “Free-Love” movements with the various “Open Source Paradigms” of today. While GPL, BSD, MPL, ZPL and others preach for Open Source adaptation – each one took a different path.

While the paths differ, but the end result is more or less the same, all suffer from a serious lack – a bad reputation. While in the early 2000, Open Source usually meant – highly stable, state of the art technology, increased ROI, lowered TCO and most importantly for many – COOL. Coming 2008, Open Source is starting to get a bad rep, due to the ever increasing simplicity of entering the Open Source world.

I started using Linux somewhere around 1994. My first Linux distribution was a Slackware, with a kernel of 1.0.28 – I needed 99 floppy disks in order to install the system, and it took me a few hours to do so. However, I can’t forget my amazement at seeing the X-Windows environment booting up, and more than that, being completely overwhelmed with the fact that I have a fully functional UNIX environment in my house, just like the one I had in my Army office. Now, I basically had no one to teach me this new environment, so, I had to take my UNIX skills (Solaris and AIX) and adopt to Slackware Linux – it took me a few weeks to get around, but I got around and stuck to it ever since.

Now, let’s jump 14 years forward in time. The year is 2008, a graphic based environment for Linux is no longer a myth and it is getting better and better by the day. People are starting to adopt Linux beyond the academic and the ISP market sectors, slowly integrating Linux based distributions (Mandriva, Ubutnu) on to their desktops and notebooks. Linux is become simple and appealing to everybody.

When something becomes easy to use, people make good use of it – a good example is the Asterisk project. Projects such as TrixBox (AKA: AsteriskAtHome), PBXinaFlash, AsteriskNOW and others had made Asterisk into a simple installation product, that can be installed and managed by any half-decent sysadmin. Problem is, while a half-decent sysadmin will do a fair job of maintaining the system, a shitty sysadmin will crap everything to hell. But hell, that is true for almost anything related to computers or technology – there’s nothing new here! Well, there is nothing new and everything is now new. People who were more or less selling shoes 3 years, then 2 years decided to sell ISP routers, then a year ago started selling IP phones, are now selling Asterisk based systems – using these distibutions, while having no idea what they are selling or promoting. For these people, Asterisk is nothing more beyond FreePBX – once encountering deeper issues, will simply abandon the customer – leaving the Open Source product with a bad rap with the, now disappointed, customer.

I want to believe that other places in the world are different, I want to believe that Israel will reach a point in time when this doesn’t happen – however, I guess that only time will tell and I surely hope this will change in Israel.