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Peter
| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

agents

Shouldn't It Be Profitable

January 25, 2010

During my interview with PAETEC's COO, E.J. Butler, at ITEXPO East last week, some of what we talked about was the Profitability Proforma. The Profitability Proforma is a toolkit for the PAETEC sales force to use to provide a price quote to the prospective customer while still being a profitable circuit sale for the carrier.

Most telecom sales people sell on price - agents too.

Making Money in IP Communications

January 20, 2010

In a room filled with VAR's, inter-connects and VoIP resellers (and one investor), our ITEXPO panel this morning discussed making money from IP communications.

How does the indirect channel make money from IP? It is SO different from TDM. This isn't really plug-and-play services.

Deltacom Terminates Referral Program

December 22, 2009

Deltacom has elected to discontinue the Referral Partner Program in its current structure.

This letter serves as formal Notice of Termination of the Referral Partner Agreement for Recurring Commission, as amended, between Deltacom and your company. Per the terms in Section 13 - Termination of the Agreement (copy attached), Deltacom has enclosed final commission payment, if any payment is due, in accordance with the terms of the amended agreement.

I wish to express my appreciation for your support of Deltacom as a valued partner.

Why You Are Going to Need The Channel

December 22, 2009

Hello, VoIP Providers. How are the sales going on your Hosted PBX? I'll bet you are selling SIP Trunking -- at a savings on regular PRI pricing, right? Nice. Lower the revenue while fixed costs increase.

Why Should an Agent Rep Your Stuff?

December 13, 2009

Many telecom execs think that agents are a free sales staff. I get calls all the time from people that want me to rep their services. I'm certain other agents do as well -- and master agents more than anyone.

Here are 5 things to think about before approach an Agent:
  1. What is your Value Proposition? As an unknown brand, why would an agent sell your stuff instead of a branded quantity like Level3, XO, Packet8, New Edge, etc.?
  2. Do you have the marketing available to support an agent?



Will You Be Extinct?

December 9, 2009

Yesterday I had lunch with XO's Tom Gorey and Peter Davis. We spoke about the fast changes taking place in the channel space. Tom used to work for Ingram Micro, so he understands the VAR space as well. 

The big issue for both VAR's and Agents is that the price pressure on hardware and telecom services is shrinking margins and commissions fast. We all remember when Internet T1's were $1500.

A Few Words with ACC

December 3, 2009

While at the Microcorp One-on-One event I had a chance to sit down with the president of ACC Business, JD Baker.  We talked about the changes in the portfolio in 2009 (now that all the Baby Bells have transformed back into Ma Bell).

Baker thinks that the second half of 2009 will be stronger, since the first half of 2009 was kind of soft.

The next strong service will be Ethernet. EaMIS utilizes Ethernet transport to establish connectivity for a customer for managed internet service. This was rolled out in 2009 - at very competitive pricing - at a time when businesses were looking for Ethernet in place of TDM. (Businesses growing out of Broadband are used to a Cat5 hand-off and inexpensive switches).



A Few Words with COLOTRAQ

December 1, 2009

Dany Bouchedid is not only the President of the Technology Channel Association, the only not-for-profit association for channel partners, but he is the CEO of COLOTRAQ. Colotraq is a sort of master agency for collocation worldwide, that has direct agreements with over 400 facilities globally. I asked Dany a few questions about colocation, since I think it is an area that some agents (channel partners) are mystified about. However, with worker mobility and the significance of always available data (reasons cloud computing, SAAS and virtualization are buzzing), colocation becomes important to businesses.

Intelliverse Shifting Focus

November 30, 2009

Were There Highlights in 2009?

November 25, 2009

Ken Camp's Year in Review prompted me to write this. It's been an interesting year. SIP, UC, Cloud, Merger. That's really how I see the blur that was 2009. I attended so many conferences this year.

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