Peter : On Rad's Radar?
Peter

On Rad's Radar?

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

agents

Microcorp Partners with TDMobility

November 5, 2012

Big announcement out of Atlanta this morning at the Microcorp One-on-One: Microcorp, amaster agency, has partnered with TDMobility. The agreement between TDMobility and Microcorp will provide the 60,000 TD Resellers with the ability to offer a comprehensive portfolio of voice, data and cloud solutions through Microcorp's long-standing relationships with 50+ carriers. Details to follow.

This is a big announcement for both companies. TD already had a direct relationship with XO. It wasn't going stellar.

As I have written previously, TDMobility was one-step from being a master agent. This was the baby step closer. We will see how this works out for both parties.

Posted in VAR, agents, master agency

Tough Talk About the Channel - VARs and Agents

October 31, 2012

This 15 minute podcast with Chris Shubert, Director of Channel Sales at Telnes Broadband, hits on some of the pain points of the Channel:

What do telcos do about Cloud? "Dumb it down so a Facebook user can buy it!"

What will carriers and masters do with VARs?

What happens to transactional agents?

Total wallet share - cross-selling, upselling and partnering - will become required for any Channel Partner to be successful. Channel Partners also have to learn as much as they can about as much as they can.

We even hit on what Telnes Broadband is rolling out to market.

It is worth a listen.

Thanks to StartMeeting.com for the podcast platform.

Posted in PBX, VAR, agents, channel, cloud computing, sales and selling

Money, Market, Launch - News

October 12, 2012

I can't always write about everything happening, so here are some tidbits:

The TCA added 17 more members at the CPExpo in Orlando as the TCA closes in on 550 members - about 200 of whom have signed up to get certified as a CTP.

The US Secretary of Defense announced that Cyber-attacks could threaten US infrastructure. The DoD is working on a response.

Posted in CLEC, PBX, TCA, agents, broadsoft, cloud computing, mergers, saas, security, smb, vc
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Why Do Agents Need Marketing?

October 9, 2012

Here is a sixteen minute podcast with Angela Leavitt of Mojo Marketing about Why Agents need to market today.

Imagine losing a deal because your prospect googles you and doesn't like what they find! It happens.

What does your website look like? What does it say? Do you have a complete LinkedIn profile? What does Google say about you? How do prospects find you? What does your collateral look like?
Posted in Marketing, agents

Things VAR's Will Love About Selling Telecom

September 28, 2012

As the carriers look to the VAR space as the new sales channel, I would like to tell the VAR community a few things that they will love about selling telecom.

1) Install dates that are fluid. Porting numbers happen at the whim of the carriers you are porting from. The FOC date (when carriers install circuits) will move without notice or at the most a day's notice.

2) Your current partners - HP, IBM, Microsoft or Cisco - have never snaked a deal from you, but in telecom it will happen often.



Posted in VAR, agents, commissions, telco
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More Agents Getting Certified

September 25, 2012

The Technology Channel Association has announced hitting two milestones: over 500 members and 200 members registered for the Certified Telecom Professional certification program. Those that have passed are listed on a special page. Why? Pride in being an Agent who takes this business seriously.

Posted in TCA, agents, certification, channel, sip trunking

Selling VoIP and UC via Channel Partners

September 21, 2012

One of my ITEXPO panels is on 2 PM on Thursday about Selling VoIP and UC via Channel Partners with Chad Krantz from Broadvox; Joel Maloff from Phone.com; and Joe Schurman from Evangelyze Communications.

VoIP services are clearly in the process of replacing traditional TDM and LEC services, yet the sales approach may be very different. This session will focus on the sales of VoIP services via indirect channels such as sales agents and partners. It will also differentiate between selling to larger or smaller organizations as well as sales of complete unified communications solutions, SIP trunking, and hosted PBX. The target audiences will include prospective sales partners as well as service providers looking to enhance their market distribution models.

Posted in agents, channel, hosted uc, sip trunking, unified communications

Retirement Planning for TDM

September 13, 2012

XO rolled out in purple for the Channel Partners Expo in Orlando. The Rocks lounge at the Peabody has been rocking with the telecom folks drinking and talking and talking till the wee hours of the night - then up to do it again the next day. This show has been a long series of meetings and events mixed in with catching up with familiar faces, but then that is the trade show formula, right?

This show like so many lately has been taken over by Cloud, which is not surprising except maybe to the traditional Agent base. Personally I think that some of the CPExpo should be more along the NCTA model: fun mixed in with seminars on business planning, retirement planning and exit strategies.

Posted in agents, channel, cloud computing, expo

The Derby Capital Play

September 13, 2012

Sherman Henderson, former chair of Lightyear Networks and COMPTEL, has a new gig at Derby Capital.  There were a few events where Derby Capital was explaining their deal, but my pal went and explained it to me.

So Derby Capital will bring new business to a carrier - like Star2Star and Windstream. The agent will be buying in for an equity plan. Not cheap either.

Posted in agents

The VAR/Agent Comparison

September 12, 2012

At Channel Partners Expo in Orlando for TCA. Our first member networking event last night went very well with a good sized crowd. Today we have the TCA's 6th Channel Chief Summit with guest speaker John Zanni of Parallels.

The top Channel executives and even the bigger Master Agencies are all chasing VAR's. And this show is so cloud themed an agent would be hard pressed to find a telco element, which I think leads to less Agents, but perhaps not more VARs, since they have their own shows, including DreamForce this week.

While taking with one channel head, he mentioned that the numbers guys always want justification to continuing paying on that line item called commissions.



Posted in CLEC, TCA, VAR, agents, channel, commissions
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