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

channel

Channel Sales Enablement Part 5

October 8, 2013

I have an interest in Growth Hacking, making a company grow by acquiring users, customers or revenue. The problem I usually face is that in channel sales, the number of agents is not a viable metric.

The Channel looks at it as the more feet on the street we have, the better sales will be. NO!

AT&T's New Partner Program

September 12, 2013

Note that this is information I have heard from three different agents about AT&T's new partner program. One even attributed it to ACC Business. I have not confirmed it - nor have I seen the agreement.

There are many different types of distribution channels for AT&T - CLEC, wholesale, resale, rebill, agents, retail, brick-and-mortar and online.

The Power of Cable

August 29, 2013

Agents and VARs want to sell cable - mainly due to demand from small business. The price points and the advertised speeds make cable attractive.

However, the cable guys really only want to sell direct. Period.

Info You Need That I Didn't Blog About

August 14, 2013

The Affordable Care Act has some big deadlines including Oct. 1, 2013. See more here.

Google tells the court, ""a person has no legitimate expectation of privacy in information he voluntarily turns over to third parties.". And that sound you heard was the thud of US cloud companies hopes and revenues declining.

Channel Sales Enablement Part 4: Obstacles

August 7, 2013

When performing channel sales enablement, there are often obstacles. Here is a look at a few of the obstacles.

The Product Manager can be a help or a hindrance. Success of the product depends upon sales, but sometimes control of the product gets in the way of sales.

How Many VARs Are There Anyway

July 31, 2013

This is a LONG post. Kind of rambling. Sorry about that. But it does have some really good nuggets of info. Thanks for reading.

Channel Reboots

July 31, 2013

InterNAP is bringing back their channel. After they burned it to the ground, they are counting on the channel to come back any way because the money is green. Try to remember that evergreen - even in plain language on your contract - is only enforceable if you have enough balls and bucks to sue for enforcement.

Bandwidth.com will be launching a channel program in September at CP Expo. Remember that Bandwidth also had a channel that they closed, too.

Channel Sales Enablement: Part 3 Compensation

July 19, 2013

Compensation is one of the top topic I get calls about. Compensation plans are a double edged sword. On the one hand, it is money out of revenue. On the other hand, it is the carrot that keeps your sales people selling and your revenue coming in.

Different Channel Partners Means Varying Obstacles

June 30, 2013

Whether I am working with an ITSP (Hosted VoIP provider) or a cloud video conferencing company, the one thing I can count on is that the channel partners will all have different business models.

You can put them in buckets generally, but the fact is that each business model is a different problem or obstacle.

The telecom channel is based on the agent model. Sell our stuff, we pay you a commission, we bill and support the client.

Channel Sales Enablement: Part 2

June 30, 2013

Every channel wants a lot of feet on the street. I just saw a master agent in New England with 160 providers in its catalog. It isn't unusual for a master agent (pick any of the big ones) to have 100 providers on its roster. Let's examine that.

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