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

channel

Change or Die

March 18, 2016

Verizon's VP Janet Schijns gave a presentation about Millennials and the Channel. A majority of the polled Millennials did not know what a Channel Partner was. Change or Die. (I thought when Tiffani Bova left Gartner, we would have heard the last of that message, but alas it is still the drum beating.)

It isn't that most partners do NOT want to change.

What Happens in Vegas

March 17, 2016

At the Channel Partners Expo in Vegas, rumors are running wild. Metaswitch-Genband being settled in patent court. Polycom-Mitel cuz money.

Another Broadsoft client gets bought. MagicJack (yes, magicjack) decides to over-bid in order to not be the bridesmaid again.

The Channel Has Changed, Have You?

March 4, 2016

In 1999, the telecom channel was mainly agents and inter-connects, primarily selling voice. When I went to Orlando for BellSouth product training on Orange Avenue, most agets weren't interested in Frame Relay or ATM or DIA.

Today, it is a hot mix of partners selling a broad spectrum of products. There are still grey haired T1 slingers at the shows, but there are new partners in the mix (which have been labeled "Born in the Cloud").

Winstream's Blunder Customers, Agents Are Paying For

February 22, 2016

In the news, Windstream on its trek up-market is plowing through a field of customers and partners.

"In December, Windstream sent letters to 171 small-to-midsized business (SMB) customers and their partners explaining that negative or low-margin accounts would be subject to significant rate increases, or these customers were also given the option to move to another carrier without penalty. As part of an ongoing effort, more letters will be delivered to partners and customers in March."

Is it the customers' fault that WIND signed a contract to deliver services they couldn't afford to?

Windstream quoted an MPLS network for me a few years ago.

Channel Relationships

February 16, 2016

Sales are Relationships. Especially when you are Solution Selling. Even more when you are selling through indirect sales distribution channels.

"People do not buy goods and services. They buy relations, stories and magic." - Seth Godin

Some M&A

February 10, 2016

ThinkingPhones has re-branded as Fuze, a video conferencing company it bought recently. Apparently they are running away from the idea of phones.

Muni merger in Virginia: "Duffield, Virginia-based Sunset Digital Communications announced last week that it will purchase the OptiNet Division of Bristol Virginia Utilities Authority, which operates a broadband network in Bristol, Virginia."

GTT made another acquisition; this time it picks off Telnes Broadband for just $18M.

By the Numbers

February 10, 2016

Some interesting stats I have seen.

Saw stats that Vonage has 514,000 business seats.

"Birch recently announced the addition of 80,000 buildings to its Metro-Fiber network in November 2015." I wonder which cable provider they signed a wholesale agreement.

"Broadvoice brings its significant growth trajectory to the initiative: It serves more than 200,000 customers, with its business segment growing by 125% in 2015 alone." [CV mag]

Tidbits # 2428

February 5, 2016

IOT

Cisco buys Jasper Tech for $1.4 billion, because Jasper's IoT cards are inside GM cars, vending machines and car charging stations.

The number of IoT developers is growing exponentially - "According to VisionMobile's new IoT Megatrends 2016 report, 4.5 million developers are working on IoT applications." According to TechRepublic, these developers are buying into revenue, not hype. Well, I would beg to differ as noted by the shift away from Wearables.

Channel Partner Take-aways from CVX

January 29, 2016

Channel Vision Expo is collocated with ITEXPO. This year MSP Expo was also collocated and Microcorp's Partner learning experience was down the street. (Telarus had an event the week before and Metro Connect for carrier execs was in Miami Beach the same week. It was Telecom week in South Florida, although I didn't see Sam Levine and a few other agents I usually run into.

A Shift from CLEC

January 27, 2016

The CLECs have always been channel friendly. It was a mutual love fest because they both needed each other and were being pushed around by the ILECs. Today, the CLECs look ill. All of them are a rag tag collection of acquisitions and mangled integrations.

Sprint wireline business annual "Revenues were $581M, dropping another $18M sequentially" over the total annual revenue of $8.1 Billion.

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