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


The Pressure of Price

October 17, 2016

I have spoken to many in the industry this year who are upset that the channel isn't bringing in more deals - non-network deals.

As one CEO told me, "Luddites are still selling network. And the price compression is killing everyone." I know. Revenue and price compression are working against everyone.

Your Commissions Were Cut

October 4, 2016

This is a mix of a news + humor + rant + snark.

How are your commissions holding up? You know, on that legacy stuff you sold?

According to reports from agents, Sprint is cutting legacy commissions to 5%.

Channel Agnostic or Parity?

September 30, 2016

As Telarus CEO Adam Edwards explained channel agnostic means "no preference of whether sales come through the direct channel or partner channel." Usually that means the buyer doesn't care if it is a direct salesperson or a channel partner (as in the case with Microsoft or Cisco).

In telecom, that usually means that the C-Suite doesn't care where the revenue comes from - indirect or direct. If you look at current available data between 35-65% of new mid-market deals are coming in from channel. So yeah the C-Suite doesn't acre where the new revenue comes from - as long as it comes in.

Is Your Channel Program Up to Standards?

September 28, 2016

You have a channel program but it isn't going well. There might be solid reasons for this.

You might be too hard to do business with. Too much friction and I will sell the other guy.

The Sub-Agent Dilemma

September 20, 2016

Fresh off coming back from Microcorp's annual partner event (and 30th Anniversary party), I am reflecting on conversations with the partners.

Some are wondering what vendors to look at. Who is real and who is not. Who will be around to pay commissions in three years?

Skype is Taking Share

September 12, 2016

Microsoft beat Salesforce in the enterprise SaaS market in Q2, according to Synergy Research Group. "Microsoft was only number two with 7.9% market share of the global enterprise Software-as-a-Service industry in H1 2015." Now in "Q2 2016 resulted in Microsoft taking 15% of the enterprise SaaS market, beating Salesforce's 14% share."

NoJitter did a reader survey about Skype4B. Gary Kim has the break down HERE.

Where Are We Now? Ode to the Agent

August 9, 2016

After the news hit (for some on Friday night, for the rest on Monday morning about ScanSource buying Intelisys), where does that leave everyone? That has been the big question on everyone's mind.

Do the sub-agents get screwed in the ScanSource deal?

What Changes?


July 12, 2016

Money is practically free, so why not use it for a land grab? This is the premise behind the industry consolidation. It is hard to grow organically, so grow inorganically by buying competitors or new markets (like Vonage and Nexmo).

But eventually you think out the herd of competitors that you can afford to buy and now you have the real revenue growth numbers staring at your face.

The Struggle of the Channel Managers

June 23, 2016

One big struggle of the channel managers is to get agents to sell deeper into accounts. The providers would like more than Internet and Voice to be sold.

If you have been at a master agent roadshow or conference, you know that what we will call fringe or non-mainstream vendors are looking for attention. Also, the most popular brands are looking to push new product lines.

The Commission Revenue Spiral

December 16, 2015

I received an email today about the channel strategy for 2016 for Windstream: WIND is NOT paying agents for any new order under $1500. I wrote about this when I first heard in October. No idea how this will work out, but train wreck comes to mind.

Windstream as a whole has had some much change - acquisitions, people, spin-offs - that I imagine there are no silly ideas in the conference room.

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