|By Robert Diamond||
|May 2, 2001 10:07 AM EDT||
WBT interviews John Sculley and David Steinberg about InPhonic... and in doing so takes us behind the scenes of a big player in the fast-emerging "wireless management" space.
InPhonic, Inc., of Washington, DC, is the largest developer of virtual private wireless networks in the United States today, specializing in enabling its enterprise clients - large corporations and large member groups - to build a wireless network to interact with all of their employees and end users. Partners on the service side include AT&T Wireless, Verizon, and Cingular, while on the manufacturing side they include Motorola, Nokia, Ericsson, AudioVox, and RIM.
WBT: What prompted you to found InPhonic?
DAVID STEINBERG: Well, my last business was Sterling Cellular, a wireless phone distributor and integrator, and it evolved from there. It was clear that data would be the new frontier of the wireless universe, but we also knew that if we couldn't wrap voice in with it, it would be difficult. So even though we work with RIM devices, most of our clients are still using wireless/WAP enabled phones as well.
What kinds of clients is InPhonic supplying?
DS: Quixstar is one current example - they have one of the world's largest sales forces, with approximately 1 million independent business owners working with them. They've hired InPhonic to build a virtual private wireless network for them.What we're doing is enabling their user group to disseminate information back and forth through different channels, utilizing a WAP gateway and an SMS gateway.
How do you integrate InPhonic's solutions
with the client's existing infrastructure?
DS: We do it through a series of best practices and proprietary applications, including device management securement and nationwide activation. What we do is merge the client's products and services with our proprietary applications and allow people to view, in addition to pushing information out to the devices. We can actually allow people to view mission-critical functionalities of their corporate Internet through their wireless devices.
How did you snag John Sculley for your
DS: Well, I first met John at a YPO conference two years ago. I approached him after he'd given the keynote speech, explained to him what we were doing...and he really liked the idea, so he invited me and a consultant up to New York. We spent some time with John in New York and he ended up not only joining our board but becoming my mentor. He wound up investing in the company as well.
John, what was your first reaction when
you met David?
JOHN SCULLEY: Well, like he says, David and I met when I was giving the keynote speech, in interview format with Larry King, at a YPO event in Washington. To be frank, I've obviously met a lot of people over the years that have come up and introduced themselves to me for one reason or another, but that evening we ended up sitting next to one another at dinner and he started telling me his story - what his dream was and what he'd already done and why he thought it could work. And I became interested. I said if you're up in New York, stop by and see me. He came up to New York - I told him I'd give him 30 minutes. He wound up spending the entire day with me.
What do you look for, then, in a potential
JS: First of all, I invest and work only with CEOs that are on their second company. I like to work with someone who already knows how to build a business successfully, so that he or she can focus on building that business, not on learning how to be a CEO. What impressed me about David was that he could really explain what he was able to do. And then as I have gotten to know him, I've found he's extremely good at many other things. One of the things that David is really good at is attracting very good people who want to work with him in his organization, and he can actually deliver the stuff that he is talking about. He's an amazing deal closer. He's one of those people who can go in and tell his story and persuade people why they ought to be a partner or a customer with him and he closes the deals. And these are very big deals. I don't think a week goes by where there isn't one or two big deals that David has just closed. So this is a guy who has demonstrated to me that he not only has a vision in a very hot space at the right time, but he knows how to deliver and he's doing it big-time.
David, what was your life like before InPhonic?
DS: Well, I founded Sterling Cellular in my basement in 1993, and we grew it into one of the largest distributors of wireless phones in the U.S. before we sold it last year. What we did was to outsource service contract work for wireless carriers - some of our partners on the carrier side were BellSouth, Cellular One, Southwestern Bell, and AT&T. We built the distribution through a series of retail stores and through telemarketing distribution.
What about John, what kinds of things have
you learned from him and his many years of experience?
DS: Well, in all frankness, John's one of the brightest guys I have ever known when it comes to marketing and technology. He really has the ability to capture very complicated technology and to make it very simple, which is really the crux of marketing technology. He has taught me a lot about simplifying - delivering a solution that people can not only utilize but also understand.
What about bumps in the road - have there
been any yet along the way in your relationship?
DS: Not yet. John is one of the most amazing human beings I've ever interacted with - not only incredibly brilliant but also one of the nicest human beings you could ever meet. And for a guy who's considered by many to be an icon in the technology world, he's just an incredibly kind, nice person.
What expectations do you have for InPhonic
as it continues to grow?
DS: Our goal is to continue to grow InPhonic into the cutting-edge wireless technology company that we have come to be known as today. How's that for a line? The reality is that as wireless technology and communications expand and change, we want to be on the cutting edge of that. Plus we are going to have a big job over the next three to five years helping our clients and our future clients integrate their legacy systems into a wireless platform - that is what a big part of our mission is.
Do you feel that wireless as a technology
differs from other phenomena, like the Internet and previous technology
DS: Much like a lot of technologies, wireless is an evolution of the Internet and other technologies that came before it. You know a lot of people try to make wireless very, very complicated; it's simply taking the wires away from what you are doing on the Internet. That's the holy grail in the wireless space. The trick to making it work in the U.S. is going to be switching from a circuit-switched world to a packet-switched world, and enabling enough bandwidth, so that the type of data connectivity that can come through high-bandwidth channels through the Internet will be able to be broadcast through wireless devices.
How do you propose to avoid the slowdown/meltdown
of tech-stock prices we've been seeing already this year?
DS: This is the third company I've built - and we started running this company from Day One on solid business principles, with real P&L considerations from the outset. It's not to be confused with one of those "dot-bombs." We didn't set out just to ramp up quickly, for example. We started our company, on the contrary, with the aim of building a business to achieve profitability. We haven't had to make a lot of definitive moves, to cut back expenses, or to change our formula. At the same time we're in a funding environment - we funded our last round in October and we'll have plenty of capital on hand to do everything we need to do over the next year.
David, what about you? What expectations
do you have for InPhonic?
JS: I'm frankly very bullish. I think that the biggest opportunities in wireless are going to be focused, first, on enabling business and enabling enterprises through solutions that really take advantage of communications. So the company is nicely positioned, with its ability to first take e-mail and then various future derivatives of it, like unified messaging services, and help enterprises to implement that on a customized basis.
Dave and his team are able to build private wireless networks and be the virtual wireless provider of this customized service for very large organizations that are doing MLM (multi-level marketing). I think e-mail is still a killer app. When you get to wireless, just as e-mail is a killer app for the wireline Internet, it's going to be even more so for the wireless world, with the one difference that with the wireless world, you want to be able to integrate e-mail back into your legacy systems if you're a large organization.
You also want to be able to customize it with various kinds of other time- or location-based information, like, Is my flight going to be on time?, How do I get directions?, all of those kinds of location-based information content. These are all the things InPhonic is set up to do.
So it really has soup-to-nuts, end-to-end solutions and services, which puts it ahead of the curve in that we can really deliver these services and are getting real traction with real revenue.
How involved are you in the day-to-day
operations of the company?
JS: I am not in the management of the company, but we talk, probably at least three times a day. I'm more interested in being a mentor than being a manager. I can really be more valuable to David as a confidant and as an advisor, opening doors for business development opportunities and things of that sort, along with marketing strategies, giving him advice there as opposed to managing. That's how we work together. It seems to be working!
How about the same question that David
answered earlier: Any bumps in the road with your working relationship?
JS: Nope. Partly this is because I only work with people I like and with things that interest me. There has to be a mutual respect from the very beginning. Plus I think we've both learned that we're working together basically because we enjoy doing it. It's been a very natural and easy progression. I'm having a lot of fun and I hope David is, too.
who inphonic works with Carrier Partners:
MCI WorldCom Wireless
Piper Marbury Rudnick & Wolfe
85 top-tier sites including:
Founded in 1999 by David Steinberg, former CEO and founder of Sterling Cellular, InPhonic has become the premier B2B solutions provider in the development and management of private wireless networks. As a wireless infrastructure provider, InPhonic enables its e-business and Enterprise clients to deliver wireless data and mobile commerce solutions to their end users through a combination of wireless and Web-based platforms, products, and services in order to maximize the communication and monetization opportunities created within each private wireless network.
Complemented by an unrivaled fulfillment capability that includes device configuration and activation, InPhonic provides a comprehensive distribution network and back-end support program to companies seeking to implement value-added wireless services. InPhonic offers its client companies the capacity to distribute wireless phones, wireless services, two-way pagers, and PDAs.
InPhonic has forged alliances with an expansive group of wireless device manufacturers and carriers including AT&T, Verizon, Cingular, MCI, Nokia, Motorola, RIM, and Ericsson.
InPhonic's president and CEO, David Steinberg, has an accomplished career in the wireless telecommunications industry. He founded Sterling Cellular from his basement in 1993 and grew the company into one of the largest distributors of wireless communication products nationwide, including management and operation in excess of 40 retail points of distribution.
Talented professionals that have joined the management at InPhonic include John Sculley, former CEO of Apple Computer Inc. and PepsiCo, Tom Davidson Sr., CEO of Davidson Capital Group, and Bob Adelson, president of RAF NetVentures, one of the original seed investors in the Internet Capital Group.
John Sculley is best known in the wired world for his 10-year tenure as CEO of Apple Computer, prior to which he'd been CEO of Pepsi-Cola Company for six years. Since 1997 John has been what he calls a "venture catalyst," with active holdings and participation in information, communications, and entertainment start-ups both in the U.S. and around the high-tech world. He divides his time between California and New York.
David Steinberg is founder and CEO of InPhonic, Inc., pioneer of Virtual Private Wireless Networks. He built his former company into a $25 million-dollar operation in just six years and has a history of creating cutting-edge distribution models for the wireless industry.
DevOps is often described as a combination of technology and culture. Without both, DevOps isn't complete. However, applying the culture to outdated technology is a recipe for disaster; as response times grow and connections between teams are delayed by technology, the culture will die. A Nutanix Enterprise Cloud has many benefits that provide the needed base for a true DevOps paradigm.
Feb. 27, 2017 11:45 PM EST Reads: 880
You think you know what’s in your data. But do you? Most organizations are now aware of the business intelligence represented by their data. Data science stands to take this to a level you never thought of – literally. The techniques of data science, when used with the capabilities of Big Data technologies, can make connections you had not yet imagined, helping you discover new insights and ask new questions of your data. In his session at @ThingsExpo, Sarbjit Sarkaria, data science team lead ...
Feb. 27, 2017 11:00 PM EST Reads: 9,156
The Internet of Things will challenge the status quo of how IT and development organizations operate. Or will it? Certainly the fog layer of IoT requires special insights about data ontology, security and transactional integrity. But the developmental challenges are the same: People, Process and Platform and how we integrate our thinking to solve complicated problems. In his session at 19th Cloud Expo, Craig Sproule, CEO of Metavine, demonstrated how to move beyond today's coding paradigm and sh...
Feb. 27, 2017 09:15 PM EST Reads: 4,172
Big Data, cloud, analytics, contextual information, wearable tech, sensors, mobility, and WebRTC: together, these advances have created a perfect storm of technologies that are disrupting and transforming classic communications models and ecosystems. In his session at @ThingsExpo, Erik Perotti, Senior Manager of New Ventures on Plantronics’ Innovation team, provided an overview of this technological shift, including associated business and consumer communications impacts, and opportunities it m...
Feb. 27, 2017 08:00 PM EST Reads: 7,962
WebRTC is about the data channel as much as about video and audio conferencing. However, basically all commercial WebRTC applications have been built with a focus on audio and video. The handling of “data” has been limited to text chat and file download – all other data sharing seems to end with screensharing. What is holding back a more intensive use of peer-to-peer data? In her session at @ThingsExpo, Dr Silvia Pfeiffer, WebRTC Applications Team Lead at National ICT Australia, looked at differ...
Feb. 27, 2017 07:45 PM EST Reads: 7,383
With major technology companies and startups seriously embracing IoT strategies, now is the perfect time to attend @ThingsExpo 2016 in New York. Learn what is going on, contribute to the discussions, and ensure that your enterprise is as "IoT-Ready" as it can be! Internet of @ThingsExpo, taking place June 6-8, 2017, at the Javits Center in New York City, New York, is co-located with 20th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry p...
Feb. 27, 2017 07:30 PM EST Reads: 2,264
SYS-CON Events announced today that IoT Now has been named “Media Sponsor” of SYS-CON's 20th International Cloud Expo, which will take place on June 6–8, 2017, at the Javits Center in New York City, NY. IoT Now explores the evolving opportunities and challenges facing CSPs, and it passes on some lessons learned from those who have taken the first steps in next-gen IoT services.
Feb. 27, 2017 07:15 PM EST Reads: 1,993
SYS-CON Events announced today that WineSOFT will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Based in Seoul and Irvine, WineSOFT is an innovative software house focusing on internet infrastructure solutions. The venture started as a bootstrap start-up in 2010 by focusing on making the internet faster and more powerful. WineSOFT’s knowledge is based on the expertise of TCP/IP, VPN, SSL, peer-to-peer, mob...
Feb. 27, 2017 07:00 PM EST Reads: 2,217
The Internet of Things can drive efficiency for airlines and airports. In their session at @ThingsExpo, Shyam Varan Nath, Principal Architect with GE, and Sudip Majumder, senior director of development at Oracle, discussed the technical details of the connected airline baggage and related social media solutions. These IoT applications will enhance travelers' journey experience and drive efficiency for the airlines and the airports.
Feb. 27, 2017 07:00 PM EST Reads: 2,605
A strange thing is happening along the way to the Internet of Things, namely far too many devices to work with and manage. It has become clear that we'll need much higher efficiency user experiences that can allow us to more easily and scalably work with the thousands of devices that will soon be in each of our lives. Enter the conversational interface revolution, combining bots we can literally talk with, gesture to, and even direct with our thoughts, with embedded artificial intelligence, whic...
Feb. 27, 2017 06:30 PM EST Reads: 2,147
WebRTC sits at the intersection between VoIP and the Web. As such, it poses some interesting challenges for those developing services on top of it, but also for those who need to test and monitor these services. In his session at WebRTC Summit, Tsahi Levent-Levi, co-founder of testRTC, reviewed the various challenges posed by WebRTC when it comes to testing and monitoring and on ways to overcome them.
Feb. 27, 2017 06:15 PM EST Reads: 8,313
SYS-CON Events announced today that CA Technologies has been named “Platinum Sponsor” of SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY, and the 21st International Cloud Expo®, which will take place October 31-November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. CA Technologies helps customers succeed in a future where every business – from apparel to energy – is being rewritten by software. From ...
Feb. 27, 2017 05:30 PM EST Reads: 666
In his keynote at 18th Cloud Expo, Andrew Keys, Co-Founder of ConsenSys Enterprise, provided an overview of the evolution of the Internet and the Database and the future of their combination – the Blockchain. Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life settle...
Feb. 27, 2017 04:45 PM EST Reads: 1,881
In his session at @ThingsExpo, Steve Wilkes, CTO and founder of Striim, will delve into four enterprise-scale, business-critical case studies where streaming analytics serves as the key to enabling real-time data integration and right-time insights in hybrid cloud, IoT, and fog computing environments. As part of this discussion, he will also present a demo based on its partnership with Fujitsu, highlighting their technologies in a healthcare IoT use-case. The demo showcases the tracking of patie...
Feb. 27, 2017 04:45 PM EST Reads: 1,525
The explosion of new web/cloud/IoT-based applications and the data they generate are transforming our world right before our eyes. In this rush to adopt these new technologies, organizations are often ignoring fundamental questions concerning who owns the data and failing to ask for permission to conduct invasive surveillance of their customers. Organizations that are not transparent about how their systems gather data telemetry without offering shared data ownership risk product rejection, regu...
Feb. 27, 2017 03:30 PM EST Reads: 2,346
The best way to leverage your Cloud Expo presence as a sponsor and exhibitor is to plan your news announcements around our events. The press covering Cloud Expo and @ThingsExpo will have access to these releases and will amplify your news announcements. More than two dozen Cloud companies either set deals at our shows or have announced their mergers and acquisitions at Cloud Expo. Product announcements during our show provide your company with the most reach through our targeted audiences.
Feb. 27, 2017 02:45 PM EST Reads: 2,667
SYS-CON Events announced today that Cloud Academy will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Cloud Academy is the industry’s most innovative, vendor-neutral cloud technology training platform. Cloud Academy provides continuous learning solutions for individuals and enterprise teams for Amazon Web Services, Microsoft Azure, Google Cloud Platform, and the most popular cloud computing technologies. Ge...
Feb. 27, 2017 02:30 PM EST Reads: 2,022
20th Cloud Expo, taking place June 6-8, 2017, at the Javits Center in New York City, NY, will feature technical sessions from a rock star conference faculty and the leading industry players in the world. Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud strategy.
Feb. 27, 2017 01:45 PM EST Reads: 2,565
Bert Loomis was a visionary. This general session will highlight how Bert Loomis and people like him inspire us to build great things with small inventions. In their general session at 19th Cloud Expo, Harold Hannon, Architect at IBM Bluemix, and Michael O'Neill, Strategic Business Development at Nvidia, discussed the accelerating pace of AI development and how IBM Cloud and NVIDIA are partnering to bring AI capabilities to "every day," on-demand. They also reviewed two "free infrastructure" pr...
Feb. 27, 2017 01:30 PM EST Reads: 2,116
Have you ever noticed how some IT people seem to lead successful, rewarding, and satisfying lives and careers, while others struggle? IT author and speaker Don Crawley uncovered the five principles that successful IT people use to build satisfying lives and careers and he shares them in this fast-paced, thought-provoking webinar. You'll learn the importance of striking a balance with technical skills and people skills, challenge your pre-existing ideas about IT customer service, and gain new in...
Feb. 27, 2017 01:15 PM EST Reads: 3,299