Peter : On Rad's Radar?
Peter

On Rad's Radar?

| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

channel

A Failure to Communicate

April 6, 2011

In the Agent space, many non-telco vendors (like Conferencing and Hosted PBX providers) have tried to get traction. Sales traction from this independent sales force. It isn't going well.

Agents (and VAR's) spend about 80-99% of the work week in the comfort zone. That is, doing what they have always done.

Posted in Marketing, VAR, agents, backup, cellular, channel, cloud computing, commissions, conferencing, hosted uc, saas, sales and selling, smb, unified communications, xo
var-agent101.jpg

VARs are Replacing Agents

April 3, 2011

In an article in Channel Partners magazine, Master Agents discuss how all their future growth will come from VAR's. Carriers are chasing VAR's for any growth in Channel numbers. Where does that leave the Agents?

Well, Agents can partner with VAR's to be the telecom provisioning department. Or Agents can start getting uncomfortable or irrelevant.

Exam the fact that most Agents do not want to sell cellular.



Posted in Internet, PBX, TCA, VAR, agents, apps, broadband, cableco, cellular, channel, cloud computing, commissions, conferences, sales and selling, sip trunking, training, voip

A VAR's View from the Cloud

March 30, 2011



Great conversation with Dan Williams of Xspedeus, a VAR (value-added reseller) who was demonstrating his white label VoIP service at SMB Nation in Vegas.  We talk about picking a cloud provider. Give it a listen.
Posted in CLEC, VAR, channel, cloud computing, data center, hosted uc, voip

What is a Master Agent?

March 30, 2011

A buddy of mine and I have been having a conversation for about a month about Master Agencies. We are trying to decide if there is a standard definition for the term.

Generally, a master agent has direct contracts with carriers. These typically come with hefty quotas; hence, why they need sub-agents.

Master Agencies generally perform back office support for the sub-agents.



Posted in agents, channel, commissions

A CDN With Channel?

March 28, 2011

Image via CrunchBase

Highwinds is a CDN player out of Florida. The only reason I know them is that I track tech funding in Florida. Highwinds had a booth at the Channel Partners Expo, which made me scratch my head. Why?

CDN is really a channel opportunity.

Posted in IPTV, Internet, agents, channel, colocation

InterNAP Changes Channel

March 28, 2011

Last week, InterNAP sent a letter to its Agents announcing that InterNAP's Indirect Channel program would be changing.  The new model reflects a more Master Agent centric program which will add an additional layer of support for Agents.  In the next few weeks, all InterNAP Agents will be rolled under a handful of Master Agents. 

It seems to be a trend. It makes it easier for the carrier since it only has a handful of agent contracts to deal with. It puts the burden of support on the Master Agent. However, I think that InterNAP, who isn't as branded as, say, Level3 will lose some eyeball time with Agents, which may result in less deals.
Posted in agents, channel

Super Charging the SIP Trunk

March 17, 2011

I was on a panel about Supercharging the SIP Trunk Sales by Broadvox. It sounded similar to the panel I did at CVX West 2010 on Upselling the SIP Trunk sale.

This one had to go a little more basic to What is SIP? SIP Trunking is how carriers power dial-tone to an IP-PBX.

Posted in Internet, PBX, VAR, agents, channel, hosted uc, im/chat, sip trunking, unified communications, video, xo
AboveNet slide

The Number from Above(Net)

March 16, 2011

Here is AboveNet CEO Bill LaPerch presenting the business numbers to the channel partners at their private event at the CP Expo in Vegas this week. AboveNet has some interesting numbers:

2400 lit buildings including 450 data centers

1400 customers, most of whom are not wholesale.

Posted in agents, channel, fiber
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Broad Notes on Hosted PBX

March 15, 2011

So at Channel Partners Expo in Vegas, it was interesting to see Broadsoft with a booth. Broadsoft customers - Momentum, Telesphere, Simple Signal and others - were exhibiting, but Broadsoft is bringing Hosted PBX knowledge and marketing directly to the Channel.

This was the second CP Expo that Broadsoft delivered a vendor session. The company (who's stock has been soaring) had a booth and a party at the expo. They are taking Hosted to the Channel.

Posted in PBX, agents, broadsoft, channel, expo, hosted uc

Citrix Cash Machine

March 8, 2011

Image by Irish Typepad via Flickr

I'm noticing a trend here.  Citrix made a deal with Cablevision to offer GoToMyPC and GoToMeeting at discounted prices to Optimum Voice and Optimum Online users. Then it was announced at EnterpriseCon that Skype was partnering with Citrix to offer conferencing to Skype business users.

A big BroadCloud component is conferencing (yeah, video is the highlight, but audio and web conferencing too).

Notice the trend? Conferencing!! Are you selling it to your customer base? Because if not, you, someone will get that commission.

Posted in agents, cableco, channel, commissions, conferencing
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