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

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Things are Round and Round

July 15, 2010

As one door closes, right? Well, WISPA is putting together a deal with DirecTV so that it's mainly residential wireless ISP base can grab some cash switching people from cable TV and Internet to fixed wireless internet access and satellite TV - kind of a cut the cable promotion. 

It used to be that independent ISP's had to worry mainly about the ILEC, but in the residential (consumer) market, the worry is cable - Comcast, Cox, TWC, BrightHouse, CableVision and Charter.

The funny thing is that some of the MSO's are collapsing their wholesale division. Just like the ILEC's, the MSO's don't really want someone else to own the customer. So even as Charter opens up its wholesale cable modem program to FISPA members, I have to wonder how long it will be in existence.

Channel Partners Expo in Boston in 2008 when the cable guys were all lined up on a panel handing out crumbs of info about their newly developed channel program, all anyone wanted to know was how much commission and would there be an added spiff.





So You Want Agents to Sell Your Stuff

July 14, 2010

Many companies come to me for Channel Consulting. Either they have an Indirect sales channel that isn't working or they want to start using that free sales team called the indirect agent.

The Indirect Sales Channel has appeal because they don't have a recurring cost until they sell something. No salary, benefits, office furniture, lease, car allowance, cell phone, utilities, etc.

However, you do have to have Channel Management and Support. 

You also have to choose your agents carefully. Having hundreds of agents is expensive to manage and Pareto's Rule applies everywhere.





Is 4G a Game Changer?

July 1, 2010

Lots of buzz around 4G - and Sprint and Clearwire certainly need that buzz to reach tweet level. But is it a game changer

Just my opinion but 3G is ho-hum. I haven't noticed that much speed off by EVDO card or Blackberry.

What Makes a Good Master Agent?

June 29, 2010

The Technology Channel Association (TCA) hosted a conference call today about What Makes a Good Master Agent.

The main factor is of course money. Commissions. Collecting them. Mediating commission disputes.

As Switch & Data Becomes Equinix

June 7, 2010

Equinix announced on May 4 that it completed its $683.4 Million acquisition of Switch and Data.

What it didn't announce (yet) is that the channel program for Switch and Data has been shuttered. The employees were let go yesterday. 

Dany Bouchedid, CEO of COLOTRAQ (a collocation specialty shop), "I can't say that it's a surprise." 

The termination clause in the Switch and Data agent agreement allowed the new owners to walk away from its agents easily. 

Bouchedid asked me what happens after Telx's IPO? Telx has a very agent friendly program, according to Bouchedid. Equinix is just one of the players in the collocation space.





The Big Push to the Cloud

May 25, 2010

The news is awash with stuff being pushed into the Cloud. Everything is going hosted. Reading press releases, it seems that conferencing is changing and everyone is rolling out a hosted PBX solution. It's a frenzy of zombies following the crowd.

Here are the problems: How do you stand out in the crowd?

Rules of Engagement

May 18, 2010

It's a sometimes funny CBS sitcom, but to Agents in the Telecom Indirect Channel, Rules of Engagement are the sometimes written policy from carriers about Channel Conflict.

What is Channel Conflict?

Channel Conflict is when an agent and a direct account exec are battling for the same account. It helps if there is a written policy in place.

Lit Building Strategy

May 17, 2010

Rob Powell at Telecom Ramblings has his lit building chart updated. Top 5 most lit buildings is TWT, L3, Optimum Lightpath, FiberTech and XO at 3000.

So L3 tried to sell mainly on-net via the channel. They would light any building within 400 feet of a fiber route.

I Want To Work With You

May 10, 2010

I hear that a lot: "I want to work with you." What they really mean is: "Please sell for us." or "Please bring us deals."

It's actually getting funny. I had a VoIP provider call me recently. I tried explaining that I work with VoIP Providers - many of them.

TCA Looking for a Few Good Agents

April 21, 2010

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