Define a New Sweet Spot

“Thanks Randy. This looks really good.”

-- Venkat Krishnan, Senior Director, IPTV & Strategic Market Solutions, SeaChange International

My client Venkat Krishnan at SeaChange International is a genius when it comes to recognizing the potential value from technology assets. SeaChange is the leading provider of TV headend technology to telcos and cable companies. (They’ve won multiple Emmys.) If you have a big screen TV at home that receives programs through a wire, chances are good that SeaChange servers and software are at the other end of that wire.

For years, the big trend in this industry was “triple play” and more recently “quad play” -- meaning TV, phone, Internet and now mobile delivered by a single carrier with the ability to mix and match services and content across channels. The idea, of course, is to maximize utilization of each channel while simultaneously taking a greater portion of the consumer’s spend. The consumer gets the convenience of a single provider and a bundled price and in exchange the provider gets account control of the consumer.

Enabling triple play and quad play has been a well-known sweet spot for technology providers like SeaChange. Venkat’s insight was to define (and enable) a different kind of quad play -- not in terms of channel but market -- as in home, hotel, hospital and PC. Residential providers have not traditionally focused on these other markets. Now, thanks to some technology innovation they can. And, in fact, they can use most of the technology infrastructure they already have for residential.

The magic here is sheer marketing -- defining an under-appreciated asset and promoting it. If you want to know more, please read the white paper -- my third partnership with Venkat. Previous work for SeaChange includes their corporate brochure and two white papers for their video on demand server group. You can check those out in the window below: