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

cloud computing

VAD's Becoming CSB's

May 28, 2013

I just like using acronyms. A VAD is a value added distributor like Tech Data, SYNNEX, Arrow, Ingram Micro and Insight. Like Dell and Microsoft, these companies have to shift their business model to adjust for a decline in hardware and software sales. Everything is going Cloud.

5.5 Questions to Ask Your Cloud Vendor

May 28, 2013

An agent asked me for some advice on what Hosted PBX provider they should look at. I think it is always about local - you need local support, local numbers, and if it is OTT or single location local network.

Then she asked me what questions to ask a cloud vendor. Here are 5 and one-half.

What Does Your Customer Want?

May 16, 2013

A great read in INC magazine. What does your customer want? "The reason that they're turning to you and your firm is that they're stuck and need your help. Therefore, you must be able to bring something new to the table."

Interesting Links for Your Consideration

May 14, 2013

There have been some interesting articles lately. I can't get to all of them, but here are some good reads.

Death of the Telecom VAR in 2013 - How an entire sub-industry will be wiped out in the next 24 months by Jeff Hawkes. "Traditional telecom VARs or value-added reseller businesses- those that derive the majority of their revenue from the sale of on-premise PBX equipment to business customers- have ridden one of the longest product life cycle waves in recent technological history and combined with an emerging threat from hosted phone providers and a professional background that leaves most ill-prepared to run a business larger than a few employees is threatening to wipe-out or dramatically alter an entire sub-industry in the next 24 months." He writes like me.

Business is a Thinking Man's Sport

May 9, 2013

When I heard Mark Sanborn call business a thinking man's spot, it made me smile and then think. Oddly, most of these news items have all fallen in my lap today. It made me re-think how the value added distributors (VADs), like Tech Data, were going to morph.

Tech Data is the 2nd largest VAD at $26 Billion after Ingram Micro (at $37.8 Billion in sales), but TD is located in Tampa Bay, where I reside.

Some Tidbits About Cloud

May 6, 2013

Carbonite says that SMB accelerates - http://talkincloud.com/cloud-storage/carbonite-ceo-small-business-cloud-momentum-accelerates-0

Comcast opened a Cloud Services Marketplace, which sells cloud services like Carbonite data backup.

Apparently, cloud services brokerage is growing as Citrix just launched a program for cloud aggregators. There is even a referral and affiliate program with Citrix.

The Cloud is like Chicken Wings

April 25, 2013

I presented a webinar for Cloud Services Community today about Selling Cloud Services as an agent. The take aways were as follows:

  • Where do I start when thinking about selling cloud services?
  • Is there criteria for choosing a cloud vendor?
  • What pitfalls are there in cloud for an Agent?
  • How to choose a cloud provider?
  • What steps to take as you move to cloud services?

Can agents even sell cloud services? Sure but as a sales engine, not an install and deployment shop. That will be the hard part: who does all the pre-sales and post-sales engineering if an agent just wants to ink contracts for you?

Thoughts on the Channel in 2013

April 16, 2013

There is this article with four opinions about the Channel in 2013. Reading them, I am almost certain that they are not only viewing the channel from differing sides but that they are discussing different channels.

I do like the statement from Ian Moyse, "We are seeing the same swathe of change as we have seen in other industries with providers who ignored the changes in customer buying choices (take Kodak, Blockbuster Video and the big record shop chains such as Tower Records and HMV). This change will be a contributor but not the only cause to the start of a new re-shaping and re-sizing of the channel with resellers facing new competition from Telco's, Xsp's and a new breed of reseller and potentially vendors themselves."

Channel Shifts, Moves, Adds and Changes

April 9, 2013

There is a lot of noise coming out of the channel. Personnel changes left and right and center. Who's leaving, who's joining, who just signed an agreement. Bzzzzzzzz It's just noise for the most part.

Growing Out an IT Business

April 8, 2013

This is a slide from EarthLink's earnings presentation. Basically, telecom spending is flat and it is roughly 11% of what companies spend on IT services. So if you were looking for growth where would you turn? Oh, yeah, IT services.

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