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

channel

Chasing the Points

February 3, 2010

Sometimes being an agent is embarrassing. There's the whole discussion on Phone+ about Ethics in the Channel. When I first got in the channel in 1999, I wouldn't do business in Miami, because you had to buy the business. Agents would pay up to 90% of the commissions back to the customer (or the customer's wife) to get the business. 

Then there's the whole: I'm going with whoever gives me the most points.

XO Channel Exec Changes

January 27, 2010

Making Money in IP Communications

January 20, 2010

In a room filled with VAR's, inter-connects and VoIP resellers (and one investor), our ITEXPO panel this morning discussed making money from IP communications.

How does the indirect channel make money from IP? It is SO different from TDM. This isn't really plug-and-play services.

New Edge Drops Wholesale

January 18, 2010

New Edge Networks, an EarthLink company, cut their wholesale division this month. While volumes were good, especially with wholesale clients like Verizon, the margins were too thin for the NEN corporate strategy. That strategy would be to milk as much money as possible while this company remains afloat.

The new strategy is to double down on retail. Hire more channel managers and more direct sales people, so they can compete with each other on DSL sales.

Why You Are Going to Need The Channel

December 22, 2009

Hello, VoIP Providers. How are the sales going on your Hosted PBX? I'll bet you are selling SIP Trunking -- at a savings on regular PRI pricing, right? Nice. Lower the revenue while fixed costs increase.

It's The Customer Experience Stupid

December 14, 2009

I'm flying today on AA. They will charge your credit card for everything -- even the unfiltered, warm, smelly air if we could - airline. You can speak to a human at the airport gate who will tell you to call the 800 number, who will tell you to do it online. 

This same airline will charge you for snacks (no free peanuts, but $4 for a bad cookie <-- who makes a bad cookie?!) and for checked baggage. And they still lost $359 million - while pissing off their customer base.
 
I watched as they told a passenger he was going to have to check his bag at the gate for $20 because his wheels put it 4 inches outside the box.



Why Should an Agent Rep Your Stuff?

December 13, 2009

Many telecom execs think that agents are a free sales staff. I get calls all the time from people that want me to rep their services. I'm certain other agents do as well -- and master agents more than anyone.

Here are 5 things to think about before approach an Agent:
  1. What is your Value Proposition? As an unknown brand, why would an agent sell your stuff instead of a branded quantity like Level3, XO, Packet8, New Edge, etc.?
  2. Do you have the marketing available to support an agent?



Will You Be Extinct?

December 9, 2009

Yesterday I had lunch with XO's Tom Gorey and Peter Davis. We spoke about the fast changes taking place in the channel space. Tom used to work for Ingram Micro, so he understands the VAR space as well. 

The big issue for both VAR's and Agents is that the price pressure on hardware and telecom services is shrinking margins and commissions fast. We all remember when Internet T1's were $1500.

A Few Words with ACC

December 3, 2009

While at the Microcorp One-on-One event I had a chance to sit down with the president of ACC Business, JD Baker.  We talked about the changes in the portfolio in 2009 (now that all the Baby Bells have transformed back into Ma Bell).

Baker thinks that the second half of 2009 will be stronger, since the first half of 2009 was kind of soft.

The next strong service will be Ethernet. EaMIS utilizes Ethernet transport to establish connectivity for a customer for managed internet service. This was rolled out in 2009 - at very competitive pricing - at a time when businesses were looking for Ethernet in place of TDM. (Businesses growing out of Broadband are used to a Cat5 hand-off and inexpensive switches).



A Few Words with COLOTRAQ

December 1, 2009

Dany Bouchedid is not only the President of the Technology Channel Association, the only not-for-profit association for channel partners, but he is the CEO of COLOTRAQ. Colotraq is a sort of master agency for collocation worldwide, that has direct agreements with over 400 facilities globally. I asked Dany a few questions about colocation, since I think it is an area that some agents (channel partners) are mystified about. However, with worker mobility and the significance of always available data (reasons cloud computing, SAAS and virtualization are buzzing), colocation becomes important to businesses.

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