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

channel

The UC Install Opprtunity

May 19, 2014

When I talk to UC provider (or Hosted VoIP providers) that sell nationally, the biggest challenge is the customer install. There are a couple of national installers including Endeavor. The feedback I hear is that the current choices are not good. just because you can spell ROUTER doesn't mean you can configure one or find one was just one anecdote.

The Hosted VoIP Crowded Picture

May 8, 2014

Microcorp just signed up 8x8 as a vendor. By my count, that is the 20th service provider that offers Hosted VoIP of some kind. 20.

Some are Broadsoft based; some are Metaswitch based; and some are home brewed versions (Asterisk/Freeswitch/whatever).

Running Out of Salespeople

April 7, 2014

Recently, at an event a speaker said that about one-third of the salespeople would be retiring in the next couple years. I didn't really think anything of it until I was putting some slide decks together for three different sales trainings I am doing.

Then I ran into this graph from pharmaceutical sales, which shows the decline in the number of sales reps.

Five points:

Agents Versus Brokerages

April 1, 2014

I often hear from carriers how Agents don't add value. I'm never sure what value the carriers are talking about. Agents are a sales force for you. We sell your stuff.

Would You Hire That Way?

March 11, 2014

Lately, watching service providers (vendors, carriers, cloud providers - heretofore referred to as SPs) go to channel has been like watching either a reality tv show or a car crash. The way SPs approach the channel looks unplanned.

MessageBroadcast was in and out of the channel in less than a year. I don't know how you think you will get traction and sales that fast from zero.

Telx Says They Love the Channel

March 5, 2014

Allen Harmsen, Director of Product Marketing at TELX, spoke with me about the channel strategy at TELX. To clear up the rumors from last week, Harmsen and Mary Fahey explained that Telx was actually still very channel-centric and that no agents had been cut from the program.

At a sales kick-off meeting in Jacksonville in January, the sales team was told that the channel was going to be leaning less on direct sales personnel and more on the channel people, including two newly added channel managers (in the Northwest and NYC). The five channel managers would be responsible for channel sales, not the direct reps, who would focus on Enterprise sales for the 20 data centers in 13 markets as Telx launches its nationwide marketing campaign.

Are Certifications Becoming Common?

March 4, 2014

AT&T: Transform from Agent to Provider

March 3, 2014

AT&T has a new channel program that isn't really a channel program so much that it is a wholesale program. (I wrote about it when I first heard about it back in September.) The Emerging Markets Program requires that the channel partner have a NOC and billing system.

What a few AT&T partners couldn't figure out is how the channel partner can sell VoIP, transport and Internet Access without a CLEC license. Well, in many states those services can be sold without a CLEC license.

Channel Disruptions in February 2014

February 27, 2014

So as I understand it (I will confirm with Telx next week), Telx has revised its channel program. So Telx has over 300 agents of which maybe 100-120 have sold a deal. Those other approximately 200 are being given their walking papers. The top 25 partners will be business as usual.

The Channel is Shrinking

February 20, 2014

According to a study reported by Channelomics, "A new report by the Kauffman Foundation, a non-profit economic think tank, finds the number of U.S. technology companies five years or younger has fallen precipitously compared to the peak level in 2001."

One reason cited is consolidation. No kidding.

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