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

channel

Times They are Re-Channeling

March 16, 2009

At the Channel Partners Expo, on individual calls with agents, and on a conference call with a bunch of agents today, I noticed something big: the Channel is shifting.

I have known for a while that VAR's would replace the traditional telecom dialing-for-dollars, save-you-10% agents. It's coming because sales cycles are longer; the product set is very different; and it's all about IP and Apps. (Net-head versus Bell-head).

There's another shift happening: agents are banding together every way they can to get leverage against the carriers, who hold too much power. It started bubbling  in 2007 with my post called What's a Partner Worth?



Where's ACC Business Going?

March 12, 2009

ACC Business is a subsidiary of AT&T. It uses the AT&T network to provide voice, data and Internet services to small and medium business via agents only. ACC Biz does not have a direct sales force. Tech support and billing through ACC Biz is actually more customer friendly than using AT&T.

Correction on Airband

March 11, 2009

AT&T Striking and Hiding

March 11, 2009

It looks like AT&T is heading for a strike. Most people at AT&T I know have already been cross trained (I use that term loosely) to handle union jobs. A wholesale account manager will be heading to Michigan to be a T1 installer. Nice. Glad I don't have any AT&T orders in the system.

Also, it looks like AT&T is keeping its sales meetings quiet.

What Would You Do?

March 9, 2009

When the Agent Contract is Broken

March 9, 2009

At the Channel Partners Expo in Vegas last week, I helped man the booth for the newly formed Technology Channel Association, a non-profit agent association that was formed to create a community for best practices, a code of ethics, and solid training of the indirect channel.

Regrettably, the TCA received two separate pleas for help from agents. Both agents were no longer receiving commissions from a carrier.

In one case, the agent was wearing a shirt to advertise the lost commissions. The word I heard was that he had failed to meet quota for a few months.



Airband Says Bye-Bye to Channel

March 7, 2009

Working Channel Partners in Vegas

March 3, 2009

 When you attend the Channel Partners Expo in Vegas, you have to bring your A game. (Rich Tehrani who is doing Channel Partners and CompTel is in a whole other league!)  There are meetings from morning till evening. Parties and dinners. Gambling and shows. It puts your legs to the test, especially when Starbucks at the Rio is so full its SRO (standing room only).

An Excel-lent SUTUS Bundle for SMB's

March 2, 2009

SUTUS, the maker's of the Business Central 200 office-in-a-box, have announced inter-operability with Excel SIP Trunking.  The real news for the marketplace is that Excel and SUTUS (along with Polycom) are bundling a system for small business.

The Business Central 200 is developed specifically for businesses of up to 25 employees, Sutus Business Centralâ„¢ comprises a wide array of advanced telephony, data and networking functions. It includes a business-class phone system, file server, email server, router, firewall, wireless access point, VPN remote access server, and automated backups. It has the ability to simultaneously support both standard phone line and VoIP connections and comes with an array of business productivity features.

SAAS for Agents

February 25, 2009

The first SAAS vendor I remember seeing at Channel Partners was nGenX, a subsidiary  of Lightwave Group. nGenX was offering Microsoft Office on-demand as a white label product for agents to sell for commission.

Next up for agents and VARs is GreenAppx.
With branded SaaS marketplaces, telecom agents and VARs can help small to mid-size customers eliminate capital expenditures and licensing agreements. SMBs can access critical business applications such as Microsoft Hosted Exchange Server, BlackBerry Enterprise Server, GoodLink Mobile Email, McAfee Security, WebEx Conferencing, and IBM Data Back Up and Recovery.



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