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

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SD-WAN: the Hype has yet to start

April 26, 2016

We aren't really at the hype stage of SD-WAN yet, but the potential for this technology is pretty amazing. Right now it is early in the game. Companies are still buying PPC o SD-WAN. So real early.

What Channel Are You Watching?

April 25, 2016

One thing I have noticed: UCaaS sales overall are not accelerating. Gary Kim writes how it is becoming a commodity.

The VoIP services market is up 5% to $73Bn in 2015, says IHS. Residential makes up 62% of that.

Telecom Tidbits (Part 2432)

April 11, 2016

VoIP and QoS

Patton started embedding PacketSmart into its SmartNode VoIP CPE. Considering the quality issues on broadband, this is a good move.

Crappy call quality on cell phones lowered the bar enough that VoIP was able to take over on the wireline side.

The Channel Target Cycle

April 8, 2016

In 2006, the shift in targeting went from anyone to a master agent model, where smaller agents rolled up into a larger master agent. The resources were allocated to the masters (and their sub-agents).

In about 2008, the target became VARs. Agents just weren't selling any of the new carriers or new services. Agents weren't selling cloud.

Channel Strategy: A Quick Look

March 21, 2016

Often I hear from channel execs that Agents aren't the future because they aren't moving to selling cloud and managed services fast enough. It is always the MSPs and VARs that will be the partners of the future.

Funny how different vendors are trying different things. Fonality is placing bets on both sides as they announced both a distribution deal with Ingram Micro and an exclusive deal with The (Agent) Alliance.

Change or Die

March 18, 2016

Verizon's VP Janet Schijns gave a presentation about Millennials and the Channel. A majority of the polled Millennials did not know what a Channel Partner was. Change or Die. (I thought when Tiffani Bova left Gartner, we would have heard the last of that message, but alas it is still the drum beating.)

It isn't that most partners do NOT want to change.

What Happens in Vegas

March 17, 2016

At the Channel Partners Expo in Vegas, rumors are running wild. Metaswitch-Genband being settled in patent court. Polycom-Mitel cuz money.

Another Broadsoft client gets bought. MagicJack (yes, magicjack) decides to over-bid in order to not be the bridesmaid again.

The Channel Has Changed, Have You?

March 4, 2016

In 1999, the telecom channel was mainly agents and inter-connects, primarily selling voice. When I went to Orlando for BellSouth product training on Orange Avenue, most agets weren't interested in Frame Relay or ATM or DIA.

Today, it is a hot mix of partners selling a broad spectrum of products. There are still grey haired T1 slingers at the shows, but there are new partners in the mix (which have been labeled "Born in the Cloud").

Winstream's Blunder Customers, Agents Are Paying For

February 22, 2016

In the news, Windstream on its trek up-market is plowing through a field of customers and partners.

"In December, Windstream sent letters to 171 small-to-midsized business (SMB) customers and their partners explaining that negative or low-margin accounts would be subject to significant rate increases, or these customers were also given the option to move to another carrier without penalty. As part of an ongoing effort, more letters will be delivered to partners and customers in March."

Is it the customers' fault that WIND signed a contract to deliver services they couldn't afford to?

Windstream quoted an MPLS network for me a few years ago.

Channel Relationships

February 16, 2016

Sales are Relationships. Especially when you are Solution Selling. Even more when you are selling through indirect sales distribution channels.

"People do not buy goods and services. They buy relations, stories and magic." - Seth Godin

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