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

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The Telecom Ecosystem is Shifting Rapidly

April 2, 2012

The telecom ecosystem consists of a number of pieces: RBOC, ILEC, RLEC, CLEC, ISP, MSO, IXC, ITSP, MSP, data centers, Master Agents, Agents, VAR's. It is shifting.

As carriers migrate from a commodity access business, so too must the master agents, who - more and more - are tying their business models to the preferred carriers.

Master Agents have morphed into a supermarket of services: CLEC, ILEC, MSO, VoIP, MSP and even hardware (like Shoretel).

Dell Gets WYSE

April 2, 2012

Dell announced that it is acquiring WYSE today. WYSE is known for its dummy terminals, particularly for POS (point-of-sale). WYSE also has gotten into desktop virtualization - not that strong a leap. Wyse has shipped more than 20 million units and has over 180 patents, according to the press release.

What is the Market Expecting?

April 1, 2012

Tuesday I was in Vegas at the Channel Partners Conference mainly for the TCA events. At the TCA Channel Chief Summit, Tiffani Bova of Gartner and Rauline Ochs of IPED Market Bridge Alliance presented research. The take away for me was in perspective.

No one buys the way most service providers sell.

The Scoop on TDMobility

March 23, 2012

I spoke with Brian Kosoy, PR manager for Tech Data, and Charles Kriete, the Executive Vice President of TDMobility. Kriete is also the founder of the company that developed some of the key technology (CellManage) in TDMobility. His company was acquired by the joint venture between Tech Data and Brightstar. TDmobility launched recently as a way for VAR's to offer cellular service - handsets, devices, netbooks, tablets, mifi - to their customer base through Tech Data. Give it a listen.

Zayo Buys AboveNet

March 19, 2012

It was a big surprise this morning to hear that Zayo bought AboveNet for $2.2B. My first thought was "Where did Zayo get the money?" I mean, the Dealbook writes, "As of Dec. 31, Zayo had about $25.9 million in cash and short-term investments, along with $682.7 million in long-term debt. It currently has a credit rating of B2." Apparently, Zayo backers and bankers went into their reserves to buy AboveNet. I guess the heady days of Bain LBO is back, thanks Mitt! (LBO is leveraged buy out).

EarthLink's Sweet Spot

March 14, 2012

I learned a few things at the EarthLink training today in Tampa. EarthLink has 175K business customers and about 3 Million consumers, most of them dial-up customers, providing $20M in free cash flow per month. So of the $1.3B in annual revenue, about $500M is dial-up. ELNK has 4 data centers - Columbia, SC; Rochester, NY; Marlborough, MA; and 55 Marietta.)

The first (or 70+ slides) shows that Pipe is the foundation for Managed Security and other services.

So Are You Going to Sell VDI?

March 12, 2012

EarthLink is just one company that hopes the Channel will embrace VDI, virtual desktop infrastructure. "IndependenceITâ„¢ (iIT), provider of the Freedom desktop workspace, today announced at XChange Solution Provider 2012 that it has signed an agreement with EarthLink. Under the terms of the agreement, EarthLink will offer iIT's Total Freedomâ„¢ Workspace and Instant Freedomâ„¢ Workspace solutions to its customers as a part of the EarthLink's IT Services offerings." [press release]

Can Agents sell VDI?

I wrote about how there is a big difference between selling Cloud and selling Telco.

The Channel Will Be Driving Sales

March 9, 2012

Miller Heiman, a sales training company (with a proprietary sales technique and process), acquired Channel Enablers in Australia last September. "Indirect channels now account for the majority of revenue in many industries and is the fastest growing sales route," says Sam Reese, CEO and president of Miller Heiman. That's how we feel at the TCA, too - the Channel will drive more and more revenue every year. One of the Miller Heiman consultants, Steve Cadley, wrote me, "I am excited to share with the Channel Partner community Miller Heiman's expanded capabilities to help organizations optimize all aspects of their channel strategy.

What Else Are You Going to Sell?

March 4, 2012

TDM is running out of runway. Agents have already switched to selling Ethernet, MPLS and SIP Trunking. What else can they be selling?

Back-up, like Conferencing, is a cash cow that Agents just don't sell.

One Really Big VAR

March 1, 2012

Presidio Acquires BlueWater is the announcement.

"Presidio, Inc., a leading provider of professional and managed services for advanced IT solutions, announced today that it has acquired BlueWater Communications LLC, a provider of high-performance, holistic IT infrastructure solutions to growing companies. The senior executive team at Presidio also welcomed industry veteran, Bob Cagnazzi, CEO of BlueWater, as the new Chief Executive Officer of Presidio, Inc. effective immediately. Presidio is owned by American Securities LLC and management."

That makes for a very big VAR.

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