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

Agent and Reseller M&A

GTT Communications just acquired UNSi for $40 million. GTT is an interesting company. Interesting in how they put makeup on. There...

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Benefits of Standardization in the Internet of Things

By: Tim Carey, Industry Standards Manager of Alcatel-Lucent’s Customer Experience Division

The world of M2M is changing as solutions move from single purpose devices that transmit data to and receive commands from an application in the network to an Internet of Things where solutions permit devices to be multi-purpose and applications to be collaborative.

The Internet of Things can benefit from global standardization efforts that:

  • Enable deployment of standards compliant devices and applications with no or minimal customization thereby expanding the applicable device ecosystem and reducing deployment time
  • Provide an ecosystem that readily allow applications to share information and experiences
  • Provide an environment where communication occurs securely and the privacy and confidentiality of the user is maintained

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Successful Communications Services Have Six Features in Common

By: Mae Kowalke, TMCnet Contributor

Large enterprises increasingly resemble public network service providers as they manage access, transport and network routing while controlling devices and sessions. Whether businesses build their own or buy their communications services through a public provider, the IP communications architectures are looking remarkably similar.

“I’ve noticed that both private service operators (CIOs of large enterprises) and public service providers are implementing very similar solutions around the globe,” wrote Oliver Krahn in a recent TechZine article, 6 Steps that Improve Communications Services.
ALUSnip10.14.2.JPGSource: Alcatel-Lucent

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Most Mobile Traffic Happens In-Building, and Operators Need to Beef Up Their Support

By: Mae Kowalke, TMCnet Contributor

Most mobile traffic is consumed indoors, and operators need to get a better grip on serving this market since it is a huge one.

Roughly 80 percent of mobile traffic is now consumed in-building, according to a recent Gartner study, whether mobile bandwidth is consumed in a public space, a shopping mall, or at the office. The total market for in-building services is estimated to be $4.3 billion currently, according to ABI research, and it is expected to grow to $8.5 billion by 2019.

Business leaders recognize the need, too; 72 percent of businesses are interested in enterprise cells that can boost performance on their premises. An Alcatel-Lucent infographic tells the tale.

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Most Mobile Traffic Happens In-Building, and Operators Need to Beef Up Their Support

By: Mae Kowalke, TMCnet Contributor

Most mobile traffic is consumed indoors, and operators need to get a better grip on serving this market since it is a huge one.

Roughly 80 percent of mobile traffic is now consumed in-building, according to a recent Gartner study, whether mobile bandwidth is consumed in a public space, a shopping mall, or at the office. The total market for in-building services is estimated to be $4.3 billion currently, according to ABI research, and it is expected to grow to $8.5 billion by 2019.

Business leaders recognize the need, too; 72 percent of businesses are interested in enterprise cells that can boost performance on their premises. An Alcatel-Lucent infographic tells the tale.

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What is TADS all about?

On November 12 and 13 TADS will happen.  TADS bills itself in the following way: “TADSummit (TADS) is focused on building...

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Will George Clooney's Wedding Popularize Burner Phones in Your Company?

This morning, news broke that even more celebrity nude photos of have leaked and that George Clooney handed out burner phones to...

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Just Pointing It Out (part 644)

July 20, 2010

We have a lot of good writers at TMC.  A lot of content gets produced here. So much info in fact that it's impossible to read it all. Thankfully TMC is SEO-ed to the max, which our advertisers, channel partners and readers love. 

Paula Bernier wrote in the May issue of the Internet Telephony magazine about a couple of news items. I wanted to comment on them here.

One is the Intelysis is one of the bigger master agents in the US.



FiberNet Changes Hands (Again)

July 20, 2010

One Communications sold off its FiberNet holdings - 100,000access lines and about 3,500 route miles - to NTELOS, according to a press release. The price tag: "for cash consideration of approximately $170 million." Huh? What is that?

I'm translating this from the One CEO to mean we needed the cash or cash consideration:

Really: PAETEC Sells Fixed Wireless

July 20, 2010

While surfing, I came across this page from PAETEC about how it sells Fixed Wireless services. Fixed Wireless is not cellular. It's using radios and spectrun (mainly unlicensed spectrum) to connect a customer premise to the Internet or to another location.

In this case, PAETEC is using licensed spectrum to deliver from 20Mbps to 1Gig with "99.999% (or better) circuit availability".

Not Exactly the Way to Sell SIP

July 20, 2010

XO announced a SIP Savings Estimator Tool in order to help sell their SIP offerings. I understand why they do this: Bell-heads only know how to sell on price.

In my head, why bother? Just keep selling PRI - SIP to the customer premise then PRI signaling into the box. It's what all the CLEC's are doing.

MagicJack Merges With VocalTec

July 16, 2010

Rob Powell did some excellent reporting on this merger HERE.

VocalTec Communications Ltd. (Nasdaq:VOCL) is the inventor of VOIP and the softphone. It's a patent house of about 30 patents. VocalTec just merged with YMAX.

For All You iPhone People

July 16, 2010

"A federal class-action lawsuit will move forward against Apple (AAPL) and AT&T (T) for "locking" iPhones to AT&T's network, and Apple's control over which apps can be installed on the owner's phone." I tend to agree with Seeking Alpha that I side with the consumer and innovation.

If Apple and AT&T want to control the whole phone (or VZW for that matter), then rent the phone like you used to that big ugly black house phone.

 

More importantly: take it back and recycle it when the contract is up. Right now, I buy a phone, usually subsidized, but at the end I'm left with a phone that isn't much use. It is locked to a specific carrier network.



Too Many Terms (Mini Glossary)

July 16, 2010

I use a lot of terms in my writing. I figured I would explain a few of them today, since someone asked nicely.

Agent is a member of the Indirect Channel. Also called a channel partner.

5 Prospecting Ideas

July 16, 2010

Steve Cadley, the Salesologist from Cadley Consulting, and I discuss 5 prospecting ideas for businesses. The first key step is to define who your target is. It might be beneficial to make a list of the top 50 companies that you would like to be your customer. 

Next, clarify the value that your service will bring to that prospect. That value should be tied into the target market. 

Performing these two steps helps you disqualify prospects and to create a laser beam of an elevator pitch.

Then you are ready to use the 5 tips for prospecting: LinkedIn, social networks search, Google Alerts, Classified Ads, and the old fashioned door knocking and cold calling.

Remember that people buy from people and they buy emotively. 

Do some research on your prospects to be better informed.









Things are Round and Round

July 15, 2010

As one door closes, right? Well, WISPA is putting together a deal with DirecTV so that it's mainly residential wireless ISP base can grab some cash switching people from cable TV and Internet to fixed wireless internet access and satellite TV - kind of a cut the cable promotion. 

It used to be that independent ISP's had to worry mainly about the ILEC, but in the residential (consumer) market, the worry is cable - Comcast, Cox, TWC, BrightHouse, CableVision and Charter.

The funny thing is that some of the MSO's are collapsing their wholesale division. Just like the ILEC's, the MSO's don't really want someone else to own the customer. So even as Charter opens up its wholesale cable modem program to FISPA members, I have to wonder how long it will be in existence.

Channel Partners Expo in Boston in 2008 when the cable guys were all lined up on a panel handing out crumbs of info about their newly developed channel program, all anyone wanted to know was how much commission and would there be an added spiff.





So You Want Agents to Sell Your Stuff

July 14, 2010

Many companies come to me for Channel Consulting. Either they have an Indirect sales channel that isn't working or they want to start using that free sales team called the indirect agent.

The Indirect Sales Channel has appeal because they don't have a recurring cost until they sell something. No salary, benefits, office furniture, lease, car allowance, cell phone, utilities, etc.

However, you do have to have Channel Management and Support. 

You also have to choose your agents carefully. Having hundreds of agents is expensive to manage and Pareto's Rule applies everywhere.





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