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

agents

Follow up to a Typical Situation

November 29, 2008

I wrote about a typical telecom sales situation about a week ago. Khali Henderson, editor of Phone+ magazine, has an editorial that talks about this type of scenario in the Channel. The conclusion of the story happened yesterday when the client called me to ask me to meet the direct AE's rate and send him a contract. My best Indirect rate is $1500 per month higher than the direct rate.

Qwest Referral Changes in 2009

November 24, 2008

Doing Extra Business

November 21, 2008

Most people that know me know I am a Follower of Seth Godin. No one else that I read regularly makes me re-think how I view business and the world more often as Godin. IN his post, How to make money from the Internet, he writes:
Connect organizations spending money with ways to save money.
During the last recession, plenty of entrepreneurs scored by selling businesses on doing a phone bill audit.

Typical Situation

November 19, 2008

Typical Sales Situation: So I meet a prospective buyer. We exchange cards. A couple weeks later, he has a circuit need to be quoted. We have a conversation. It gets complicated.

The Rotten Apple in the Channel

November 4, 2008

In its latest financial filing AT&T claims that they sold 6.9M iPhones and added 1M new cellular customers in the quarter due to the iPhone 3G. (Apple says that 39% of quarterly revenues were due to pushing out 200M iPhones so far.)  Here's the funny part: Agents can't sell the iPhone. Agents can sell Blackberries and other phones but not the iPhone.

Once again AT&T spends money to create a "Solution Provider" Alliance Channel that demonstrates preferences to AT&T sales employees over its Channel agents. On its Alliance website, AT&T writes "Targeted customer sets to minimize channel conflicts" That's some messaging there.

Speaking to the Channel Champions, more than one is worried about what the new year will bring.



How Come VoIP isn't Killing It?

September 28, 2008

Jon Arnold makes a point: "Voice is a double-edged sword for service providers - most of their businesses are built around it, but with the advent of VoIP, it's become a commodity, and in many cases, a race to zero."

One point I make is that voice is just one app that we sell. Voice and email together are the key killer apps. But why isn't VoIP making more inroads?

I talk to many VoIP Providers and few are anywhere near where they want their numbers to be. And they are in a quandary to figure out how to increase sales. 

One reason is that their isn't really a problem to fix for some people.





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