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

agents

ADTRAN Teams with TBI

September 10, 2009

Channel Shift

September 10, 2009

The Channel is Shifting - and by that I do not mean a paradigm shift. I mean, that some telecom company channel programs are shifting away from a typical Agent focus and aiming squarely at the VAR Channel.

XO has a distribution deal with Tech Data that gives them access to a ide and deep VAR base. Once the VAR's figure out that taking the WAN piece isn't that difficult, the value added reseller will become what the system integrator is to Microsoft Partners:  the glue that small business needs to mesh it all together.

The Systems Integrator doesn't just install software, they right API's or drivers or database hooks to make data flow in an easier fashion through the system. The basic MCP just sells licenses and Exchange seats.



Contract Law and Bad Advertising

September 4, 2009

Being a telecom agent usually means that you will have commission challenges with your vendors (the carriers). 

I have been on the receiving end of a big dent in my pay a couple of times. (Netting sucks). But it is the nature of the beast.

I would like to point out that time and again when agents bring their commission issues to me (because I am a blogger and a founding member of the TCA, a non-profit association for the betterment of the  agent channel), the dispute is a Contract dispute. Your agent agreement is a contract.



CLEC Strategy Thoughts

September 1, 2009

Talking with a mutual fund manager today about CLEC Strategy. The interesting point that was made is that if you don't own your own facilities is your business model short term?

Interestingly, if you own your own facilities - whether that is fiber, MTU, or wireless - then you certainly have an advantage. To get there, you need to sell Dense. Then convert to facilities from rented plant.

TEM and TAM

August 25, 2009

There's a lot of buzz about TEM in the Industry now. Telecom Expense Management. It's about controlling the costs of telecom. It's a big expense especially for multi-location and Enterprise companies. 

TAM is telecom asset management which means it tracks cell phones and laptop data cards.

Could They Make It Any More Difficult

August 23, 2009

A client who ordered a 2xT1 MIS in March wants a stand alone Internet T1 at the same location to segment some traffic. Trying to pull a simple contract for this customer is a bear. Why?

DUNS number given to me by the carrier in March. Not found.

Interview with Level3's Schlagbaum

August 20, 2009

This Q & A with Craig Schlagbaum, Vice President, Indirect Channels, Level3 comes from their monthly newsletter and is printed with Craig's permission.

Q: What is the top reason that partners should sell Level 3 today?
A:It's been about two and a half years since we launched the program, and our customer's experience today is the best it has ever been after integrating seven other carriers. We're now meeting our CCD set/met and our standard intervals at 90/90/80 percent of our goals which means customers are getting installed on a timely basis.


Nortel Being Sold Off

July 27, 2009

For those of you who missed it, Nortel is being sold off in pieces.

"Ericsson announced its interest in Nortel's wireless assets late, but it came home the winner, paying $1.13 billion for Nortel's LTE and legacy CDMA business." [Doug]

The Enterprise unit was sold to rival Avaya for $475M. [Reuters]

Radware had previously purchased Nortel Alteon business.

Having sat in a session with Nortel last week, it can't be fun to work there. Worse, it can't be fun to be a Channel Partner. Any residuals are likely gone.







The Stimulus Spend is Opportunity

July 23, 2009

I talk with many CLEC's and ISP's that are looking at the BTOP and BIP programs to see if there is opportunity for them. As I said in the podcast with Occam Networks, most of the funds are earmarked for companies already collecting USF funds. Why do I think that? Because it is a safe bet and politics is about safe bets.

I'm attending Tech Data's Technology Solutions Tour. This morning started with TD SVP Pete Peterson discussing how to translate the stimulus spending into technology opportunity.

A New Breed of VAR in the Cloud

July 9, 2009

On the LinkedIN Group for the Channel Partners Network, Heather Margolis wrote, "Cloud Computing has spurred the need for a new type of VAR and/or partnership elements. Read more here and tell me your thoughts." (That's one way to get traffic to your blog).

My thoughts:

It's not about saving a client money any more. It's about saving them time, making their employees more productive, and adding business efficiency - without the technology getting in the way (which isn't always easy). 

Being the Trusted Advisor today means being able to add Business Intelligence to the solution. Systems Integrators were valuable because they could provision, implement and glue all the parts and pieces of hardware and software together.





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