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

agents

TCA Channel Chief Summit

April 7, 2010

Why Buy From an Agent?

April 7, 2010

As I start preparing for the TCA Channel Chief Summit next week, I have been reviewing the topics for discussion. One that pops in my head is Why Buy From an Agent instead of a Direct Rep?

In review of my client roster, many came to me because I had a deeper understanding of the products I was selling than most AE's. In fact, early in my career, I was brought in to a number of deals because of my knowledge of not just the product offering but also all the pieces that were required by the client to make that work. 

Lately, it's a price game. VoIP Origination and Termination, Internet Bandwidth and transport (private line, MPLS, waves) - it comes down to availability and price.



An Interview with MegaPath

April 2, 2010

This is the raw footage of an interview with Dan Foster, Chief Sales and Marketing Officer at MegaPath Inc., that we did yesterday.

The first question is about the bundling of the SUTUS Business Central 200 for the Channel. MegaPath's priority is Inter-operability with IP-PBX vendors like SUTUS. MegaPath is the SIP Trunking Partner, pushing leads back to the VAR/Integrator/dealer network, including a rebate off the hardware (if available).

ATC Assists TCA With Code of Ethics

March 30, 2010

ATC Instrumental in Collaborative Effort to Formalize Technology Channel Association's Code of Ethics

Association's Agent Committee Finalizes Professional Guidelines for Telecom Agents

Advanced Technology Consulting, Inc. today announced its critical involvement in a national, collaborative effort to formalize the Technology Channel Association's (TCA) Code of Ethics.

Channel Chief Summit

March 11, 2010

TCA Agents Ratify Code of Ethics

March 5, 2010

Finding Your Best Clients

March 4, 2010

My agent pal, Dave, asked me how I find my clients. My first answer is that I sell only to a very specific vertical -- a Niche. And only to three verticals within that Niche - VoIP, regional CLEC and ISP. 

Look at your client base. Who are your top 5 or 10 clients?

Channel Partners Need a Net-Head

March 1, 2010

Arrived in Vegas for the Channel Partners Expo (in conjunction with VoIP Nation).  Seems everyone I speak with is looking for sales. We have at least as many channel agents as we have always had, so why the growing need for sales?

I think one reason is that most of the channel partners are TDM. Plug and play.

Changing the Cable Channels

February 23, 2010

As we head into the Channel Partners Expo in Vegas, we get the story of an agent being played by a carrier. Now it's not that unusual for agents to have carrier commission collection issues. There have been many stories about it in the last 18 months. What makes this unusual is that the carrier is a cable company.

What Do You Need to Know?

February 16, 2010

On a discussion today about certification training for agents under the TCA  umbrella, we talked about what kind of training will it be.

Years ago, there was a CSP certification for agents that was created by Virgo (Phone+), Dale Stein of TAG, and Scott Levy. It didn't get much traction. Some think because of the money, but I think it's because agents don't want training.

How many agents think about the Industry, the Indirect Channel?

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