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

agents

It Isn't Easy Being an Agent

July 31, 2012

Tonight at a networking event I met a former VZ employee - a channel manager for the last 5 years. He told me he was going to be an Agent to put his telecom knowledge to work to fund his life's endeavors. He kept going on about dabbling in the agent thing part-time. Picking up a project here or there.

Verbal One Year Contracts

July 31, 2012

ATT has verbal one year contracts available. New service ordered within a few minutes for clients via an Authorized Solution Provider (agent). [This has to be for really simple stuff like POTS and DSL.]

However, ATT doesn't send any TAC (terms) or even welcome information to the customer. There is also a failure to mention that the verbal contracts auto-renew for 2 additional one year terms; thus, it's really a 3 year agreement!

Comcast Hits 300MB

July 25, 2012

Comcast rolled out Xfinity Platinum service with speeds of 305Mbps down and 65Mbps up for about $295. It was designed to compete with VZ Quantum FiOS, which is 300Mbps down, 65Mbps up, and $205 per month in the Northeast. Xfinity Platinum will include free Xfinity Signature Support (27/4 tech support and a personal consultant), a secure wireless gateway, and the Constant Guard Security Suite.

In some areas Comcast is doubling the speed for its existing tiers.

7.5 Things Affecting the Channel

July 18, 2012

There have been some changes in the Channel. Agents need to pay attention because this will result in even more changes in the Channel!

  1. Windstream laid off their Channel Chief, Dan Sterling. Windstream has been trimming the management fat this year.

Good News from CenturyLink Channel

July 10, 2012



Sat in on the CenturyLink Channel Alliance - Get back in the Game Roadshow in Tampa this morning. It was nice to see Stacy Conrad from Microcorp; Josh Anderson and his co-workers from Telephony Partners; Dale Tucker from CCA; and put a face to an old Qwest SE, William Hobbs, now a CCA Emerging Sales Technology Consultant (ETSC) for Florida. Hobbs did a nice job on Why VPDC and The Benefit of Cloud over Colo. The roadshow had 3 parts (Hobbs did part 2):

  • New Savvis-CenturyLink Phase II Rules of Engagment overview;
  • Cloud/Hosting Solutions portfolio;
  • Third Party Data Center Updates/E-Line;

Dale Tucker went over the Rules of Engagement, You definitely need charts and glossaries to follow along the categories and acronymns.

All About Low Price

July 4, 2012

I write about Low Price a lot.

While reading a trade journal, it got me thinking again about why this industry sells on price.

My thoughts:

You go low price because you either don't want to take the effort to sell or you suck at sales.

The Sales SWAT Team

July 3, 2012

Zayo Group announced the formation of a dedicated team focused on Small Cell and Fiber to the Tower (FTT) initiative (in this press release). That's a good idea. In fact, when RAD-INFO INC is consulting on mergers between TDM companies and cloud companies, this is one approach that we have used.

There are different types of salespeople.

The Mobile Master Agent

July 2, 2012

There is a lot of chatter in the Channel about Transactional agents being replaced by VAR's and Consultative Agents. I see Master Agents having to do a similar dance real soon.

Tech Data is one of the largest VAD (value added distributors) in the world. Most VAR's have an account with TD to buy hardware.

Agent Exclusivity

June 26, 2012

There is a lot of talk in the Channel about Agent exclusivity to Master Agencies. Most of the talk is from Masters.

Telecom is an industry of short memory. We forget everything.

We forget that MCI left many agents high and dry when they filed the largest BK in history (up to that time).

We forget that telecom companies have a history of BK - Cogent, Above.Net, MCI, XO, Integra, Williams, Global Crossing, Birch, MacLeod, Winstar, Adelphia, Covad and the other DLEC's (see here and here and here).





8x8: The Channel View

June 25, 2012

I spoke with a sub-agent of 8x8, Tom Palmer, President of Adrena Speed Solutions. Palmer has been selling 8x8 services for a while. He told me about the time (around 2006) when Packet8 was the service brand of 8x8 that had just switched from a residential service to a small business offering. Palmer says it has come a long way since then.

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