Peter : On Rad's Radar?
Peter
| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

agents

Indirect versus Direct: the Financials

October 18, 2010

At Microcorp agent show today, one regional GM was explaining that the corporate mentality is that it is more expensive to sell via indirect than direct. I was flabbergasted.

The reasoning is that on year 2 and 3, when the carrier is still paying commission points, it is losing money. Really?

One: your customer acquisition cost and cost of sales for indirect is only paid if as sale is made.

Two: you pay salary, taxes, benefits, car allowance, cellular bill, office space, unemployment insurance, business liability insurance, and utilities for a direct sales force always!





4 Opportunities for Agents

October 18, 2010

Microcorp is a master agent that I have dealt with since 2003. Their agent conference is this week. The focus is on Get Away from T1. Well, that's not the official theme, but that is the message.

Broadvox and Cypress: What Now?

October 17, 2010

Broadvox and Cypress acknowledged the merger rumors on Thursday, announcing that they were still working out the details of the merger. (TMC broke the story here). Both companies wanted to assure customers that it will be business as usual.

Executives told TMC that no product lines were in danger.

Cloud Opportunities for Agents

October 17, 2010

I was on a Cloud panel for Comdex Virtual for VAR's. (You can see that Nov. 16-17, 2010). And I am moderating Demystifying the Cloud for Agents at Microcorp One-on-One on Monday morning. Then I will be presenting Put Your Head in the Cloud: Opportunities for Agents with Khali Henderson for TCA on October 29th.

Broadvox Inks Deal to Acquire Cypress

October 13, 2010

And so the VoIP Consolidation continues. (This is a good thing for two reasons: I need something to write about and this industry has too many players mucking about.)

Rumor has it that Broadvox has inked a deal to acquire Cypress Communications, a deal that they had been working on for months. No details have been released yet.

Is the Time Up on Colo?

October 12, 2010

Last week we saw restated guidance from Equinix about revenue for the year. All the sector stocks tanked, even Savvis although it raised its revenue estimate for the year.

One thing that stock pickers don't understand is, um, the business that they trade in. Do any of them even talk to people in the sector?

Equinix is seeing a downgrade in revenue, because they cut off their Channel partners. When they bought Switch & Data, they sliced the indirect channel off.



Bundling for Stickiness

October 12, 2010

I moderated the panel at ITEXPO about The Importance of Bundling for Stickiness with Cbeyond, Broadvox and Tele-Pacific. If a carrier has a bundle and it looks like every other bundle, it quickly becomes a commodity that is sold on price. Think Integrated T1 or Dynamic T1 or SIP Trunk.

New Edge Networks, an EarthLink company, has stretched beyond the MPLS over DSL model to include other access methods such as cable and EVDO.

3 Ways VARs Can Profit From Cloud

October 11, 2010

I was speaking to an IT shop owner this morning who will be attending SMB Nation in Vegas in a couple of weeks. His worry is How Do I Make Money From The Cloud?

Agents have a similar worry. One reason agents worry is because selling Managed Services in Consultative Selling is very different than selling a PRI or T1.

Net-Heads Versus Bell-Heads

October 6, 2010

So I gave my talk today about Net-Heads versus Bell-heads at CVX (Channel Vision Expo). There is a shift happening in the telecom world. Not only is the world of IT and the world of Telecom blending, but technology is becoming even more pervasive in the business world. More technology means more problems and much more support is needed.

What to Ask Your Prospective VoIP Provider

September 29, 2010

If you are a VAR or telecom agent about to pick out a strategic partner to be the VoIP Provider that you work with, here are some things to ask the execs.

Are you a CLEC? It isn't a requirement to be a CLEC to deliver VoIP. However, if not, E-911 and porting will be done by a third-party.

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