Benefits of Technology

by Michael Orshan
It is so easy to get excited about new science. I do it all the time when I see something new work. I’m in this business because I just get high on seeing new things. My imagination runs wild. However, this is about reality not imagination.

Early in my career I got a call from a guy who asked if I knew a protocol called GR303. It allowed telecommunication carriers to double the amount of lines in the local loop. This was 1994 and the average length of a call went from 5 minutes to 20 minutes due to Internet dial up. Sure, I said, and then found out that my company really did know this.

This required some new technologies mixed with existing ones. We are all used to that scenario. Then I wanted to make more engagements with this. To do this I needed to spend a month really researching the technology and the basics of marketing. I have said these before and I always want to push this.

1. What are your products and services
2. Who are your primary targets
3. What campaign can you do to get those targets

In this case I soon realized that anyone with a particular type of equipment needed to upgrade to this protocol sooner or later. By the way, these were multi million dollar deals. So, luckily, I quickly found out the targets. Now, for the campaign.

I hired a few people and they wrote, called or went to these companies. Soon new engagements occurred. Soon, we modularized the process and even more opportunities followed. The costs went down for the clients as the amount of engagements increased.

The key to this story is the benefit of technology. I was lucky, it fell into my lap. As this every happened to you? I’d like to hear similar stories!