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

agents

What Makes a Good Master Agent?

June 29, 2010

The Technology Channel Association (TCA) hosted a conference call today about What Makes a Good Master Agent.

The main factor is of course money. Commissions. Collecting them. Mediating commission disputes.

Billing is a Headache

June 25, 2010

Speaking with several agents, service providers and employees of carriers, I get the feeling that billing issues are more frequent today than ever before. I kind of joke that the ILEC's purposedly bill wrong to gain a 10% revenue increase, but all I hear is billing problems. And never in the customer's favor. It's always additional USOC's and old circuits and extra charges.

The other side of it is that it is a time-consuming effort to get ANY billing issue resolved.

How Much is Too Much?

June 21, 2010

I was invited into yet another LinkedIn group today. This time from Telarus. Why? There are groups from Phone+ (Channel Partner Network), ChannelVision Magazine, Independent Telecom Consultants, Peer-to-Peer, Telecom Business Daily, Telecom Executives Business Network, Telecom Sales Pros, Telecommunications Professionals Network, and the Technology Channel Association.

A couple of months ago, a TCA Board member started Channel Update, kind of in direct conflict with what we were doing at TCA.

7.5 Things to Consider about VoIP Providers

June 20, 2010

It's seems every day another provider of VoIP services pops up. There's at least 1100 of them. How does a small business decide what VoIP Provider to use?

My guess is that it's the first one to knock on his door that he trusts.

The SMART System

June 8, 2010

SPOT, SMART, GCSM are all the names of the systems that AT&T Solutions Providers must learn to navigate to put a sales lead into the system in order to get pricing and contracts.

Have they not seen SIMPL? That's the system that ACC Business uses. ACC Business is the step-child subsidiary of AT&T.

As Switch & Data Becomes Equinix

June 7, 2010

Equinix announced on May 4 that it completed its $683.4 Million acquisition of Switch and Data.

What it didn't announce (yet) is that the channel program for Switch and Data has been shuttered. The employees were let go yesterday. 

Dany Bouchedid, CEO of COLOTRAQ (a collocation specialty shop), "I can't say that it's a surprise." 

The termination clause in the Switch and Data agent agreement allowed the new owners to walk away from its agents easily. 

Bouchedid asked me what happens after Telx's IPO? Telx has a very agent friendly program, according to Bouchedid. Equinix is just one of the players in the collocation space.





The Big Push to the Cloud

May 25, 2010

The news is awash with stuff being pushed into the Cloud. Everything is going hosted. Reading press releases, it seems that conferencing is changing and everyone is rolling out a hosted PBX solution. It's a frenzy of zombies following the crowd.

Here are the problems: How do you stand out in the crowd?

Rules of Engagement

May 18, 2010

It's a sometimes funny CBS sitcom, but to Agents in the Telecom Indirect Channel, Rules of Engagement are the sometimes written policy from carriers about Channel Conflict.

What is Channel Conflict?

Channel Conflict is when an agent and a direct account exec are battling for the same account. It helps if there is a written policy in place.

Lit Building Strategy

May 17, 2010

Rob Powell at Telecom Ramblings has his lit building chart updated. Top 5 most lit buildings is TWT, L3, Optimum Lightpath, FiberTech and XO at 3000.

So L3 tried to sell mainly on-net via the channel. They would light any building within 400 feet of a fiber route.

I Want To Work With You

May 10, 2010

I hear that a lot: "I want to work with you." What they really mean is: "Please sell for us." or "Please bring us deals."

It's actually getting funny. I had a VoIP provider call me recently. I tried explaining that I work with VoIP Providers - many of them.

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