Rainmaker | Advocate | Entrepreneur

Austin, Texas -- Welcome to my online professional portfolio. As a practicing life-long learner, I have a deep passion for ongoing self-evolution that includes exploring all sources of wisdom in my chosen craft -- the art and science of communications and entertainment product marketing.

What's Here: You'll find samples of my market analysis and consulting work, where I demonstrate my thought-leadership, knowledge, skills, interests and incessant curiosity across the intersection between the technology, media and telecommunications sectors.

What's New: My last Broadband 2.0 column is entitled "Understanding Consumer Preferences for IPTV." I also wrote the cover story for the premiere issue entitled "Delivering the Digital Home." Syndicated editorials for Reuters, USA Today, the San Francisco Chronicle and AlwaysOn are in My Archive. Visit My Video Mashup showcase.

What's Next: My "Digital Lifescapes" blog provides ongoing commentary on the latest market research from comScore, Nielsen//Netratings, IDC, Forrester, Gartner, Yankee Group, Current Analysis, In-Stat, Parks Associates, Kagan Research, iSuppli, ABI Research, Infonetics, Ovum, Ipsos and other leading market analysts. My latest project, "GeoBrava Media" is in the development phase. Read the site "intro" to learn more.

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In Depth: Strategic Perspectives

My commentary on "Broadband Policy: Lessons Learned from the U.S. Interstate Highway System" offers a simple, and yet vivid, analogy to demonstrate how broadband public policy efforts can evolve to engage a broader cross-section of the mainstream constituent groups.

Abstract: The global communications industry is experiencing a metamorphosis. However, in spite of all the turmoil and considerable evidence that this is no time for business-as-usual thinking, substantive ingenuity appears to be at an all time low.

Most telecoms industry experts say the promise of a rosier future will hinge on the continued market adoption and growth of broadband network access. And yet, this opportunity for bold new action is ironically where we often witness the most sedate and misguided efforts to advance forthright ICT industry regulation.

In contrast to the typical "bigger bandwidth is better" mantra, I've outlined an alternative perspective to stimulate further debate. My blueprint for progress was featured on Boston.Internet.com, Digital Divide Network and Telephony Online.

Updates: I researched and then wrote about the Broadband Wireless Access (BWA) revival, entitled "Deliverance: the Unlicensed Marriage of Wi-Fi and WiMAX," this opinion piece was featured on the Airshare, MuniWireless and DailyWireless websites.

My advocacy column "ACCESS: Wisdom of the East" explores Asian broadband deployment leadership, the need for a bold U.S. national infrastructure policy goal, and savvy telecom service providers that stimulate demand.

"Austin, Texas: A Wireless Sector Mecca?" is a synopsis of insights I gleaned from the "Austin Mobility Roundtable" and SXSW Interactive "Wireless Future" conferences.

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Power Selling in Action^SM

I define Power Selling as the practical application of a new breed of business process automation software that enables greater sales effectiveness. These proven performance enhancement tools are designed to consistently propagate exceptional sales practitioner lessons learned, and their superior best practices.

The basic tenet of Power Selling: if you believe that knowledge is power, then fully mastering the ability to apply information technology to progressively reveal, gather, store, replicate, share, refine and re-purpose existing knowledge into actionable wisdom is infinitely more potent.

Abstract: The evolution of sales force automation (SFA) applications into customer relationship management (CRM) systems is complete. Regardless, analyst studies conclude that too many CRM projects fail to reach their ROI objective. On this backdrop, CRM vendors struggle to find verifiable "satisfied customer" references.

Smart organizations will, however, improve their salesforce training experience by incorporating the context of how to apply this software. But, it's already evident that monolithic CRM system benefits have been grossly oversold, and as a result of widespread end-user resistance -- they're pitifully underutilized tools. Nevertheless, this anticlimax created an opportunity for the infusion of new ideas.

I've authored a white paper entitled "Revitalizing the Enterprise Sales Channel" that concludes my study of this phenomenon, and I've also compiled a very pragmatic Sales Effectiveness Assessment Guide. Contact me now, and request your free copy of this unique primer ($195 value, delivered to you via e-mail).

Updates: my related Op-Ed in Telephony magazine is entitled "The Hard Sell Made Easier," and here's the associated Detailed Talking Points, which explains my initial intent and broader purpose for authoring this revelation.

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Freestyle Marketing in Action^SM

Has your traditional approach to technology marketing lost its appeal? If you're still focused on conventional "feature/benefit-oriented" product marketing principles, then why are you so surprised that your prospective customers believe that there's nothing really unique or remarkable about your company's vision, or your offerings?

Abstract: Discover an evolved approach to market development, and learn how to free yourself from self-inflicted constraints -- dare to leave the flock, embrace the unlimited idea of creative freedom, and fly without limits way above the gray clouds where the ordinary choose to reside -- by adopting needs-based customer segmentation, and applying "lifestyle/interest-oriented" product application scenarios.

Updates: "Enterprise Data Needs an Advocate" investigates an untapped revenue opportunity for U.S. mobile operators, offers sample commercial text messaging applications, and envisions new wireless data value-added services. Plus, here's the three associated Sidebars, not available at the TelephonyOnline site.

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Rethinking Technology Sales and Marketing

Call-to-Action: Are you ready for the multi-dimension professional services firm -- with experience in value-chain integration, business process modeling, demand creation, lead generation, and social networking -- where talent, design, innovation, and passion all coexist?

Act Now: Feedback is encouraged. Send me your questions, comments, and rants -- or simply share your own ideas and opinion on a topic or cause of mutual interest. Then, you may join my online network of loosely coupled global collaborators. I currently maintain profiles and contacts on LinkedIn, Xing, Facebook and MySpace.

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Who, What, When, Where, Why and How

Here's the highlights of what I've mastered during my life's journey, so far. Also, you may search the web for other online content artifacts.
Professional Biography | Google Search: "David H. Deans"

Customer profiles, and examples of consulting projects are in My Case Studies

I'm a member of the Technology, Media & Telecommunications Council (Gerson Lehrman Group), Primary Insight (Bear Stearns), and the Society of Industry Leaders (Standard & Poor's) advisory services. I welcome consulting project inquiries from other networks.

Note to Authors and Book Publishers: I will accept Review Copies of new books. E-mail me with the details, and I will gladly forward my current mailing address.
My Topics of Interest | My Current Reading List | My Book Reviews

Tags: Technology, Media, Telecom, Internet, Software, Networking, Web 2.0