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

Amazon Fire Phone Should be a Laptop

I’ve written a lot of headlines in my life but this one is among the oddest. Why on earth does a phone...

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Apple Pay Vs. Google Wallet

Replacing credit cards can likely only be done if the new system is dead-easy to use and it moreover has to be...

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Signaling Offers Great Differentiation for Mobile Value-Added Service Offerings

We’ve all heard that some Value Added Services (VAS) revenue such as Short Message Service (SMS) are starting to decline in...

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Birdstep Improves Wireless User Experience, Reduces Churn

A smartphone user can get tripped up easily when in motion as today’s smartphones look for WiFi networks to connect to and...

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Sonos BOOST, For Music in Tough to Reach Places

I’ve been using Sonos as an in-home streaming solution for many years and since it relies on WiFi it provides infinite levels...

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IOT tests do NOT tell the whole story

Service providers typically have infrastructure from multiple vendors installed in their networks.  Mostly this is by design since they don’t want...

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Notes from Connections 2014 Part Deux

More notes from BSFT Connections 2014 in the desert by friends of my at the show. These notes are from ANPI's...

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Zayo Buys AFS

July 1, 2010

As Rob Powell predicted, the self-proclaimed Fiber Bigot, Dave Rusin, CEO of Rochester-based American Fiber Systems, sold the company to Zayo. Some reports were that the sale price was $185M, but Zayo is stating that number is ridiculous. The original press release did not offer a price tag. 

Consider that Zayo financed $250M in debt at 10.25% in April. It's AGL acuisition is still pending. Zayo has a capital intensive business (building out fiber always is). And it's a VC backed company. Zayo smacks of a roll-up waiting for the right time to resell.

Is 4G a Game Changer?

July 1, 2010

Lots of buzz around 4G - and Sprint and Clearwire certainly need that buzz to reach tweet level. But is it a game changer

Just my opinion but 3G is ho-hum. I haven't noticed that much speed off by EVDO card or Blackberry.

What Makes a Good Master Agent?

June 29, 2010

The Technology Channel Association (TCA) hosted a conference call today about What Makes a Good Master Agent.

The main factor is of course money. Commissions. Collecting them. Mediating commission disputes.

Qwest Loses Forbearance

June 29, 2010

Qwest had a forbearance petition in at the FCC for the Phoenix metro area. It was denied by the FCC last week. It was denied in 2008 by Martin's commission as well.

Qwest claims that cable, VoIP and cellular are stealing all the market share.

Is Rural Wireline Profitable?

June 28, 2010

Exhibit A: Fairpoint Communications. Small rural telco merges with New England Verizon assets and billions in debt. The 3 state utility commissions were uneasy about the merger to begin with. Two years later, Fairport is struggling to get out of bankruptcy court.

3 Tricks to EoC

June 28, 2010

Ethernet over Copper is picking up steam. Hatteras Networks has something to do with that as they are the vendor for Metro Ethernet over Copper for former BellSouth. XO also has EoC in most of their markets. I saw an ad today from Tele-Pacific's EoC. Many of my clients - regional CLEC's - are selling G.SHDSL based services.

Billing is a Headache

June 25, 2010

Speaking with several agents, service providers and employees of carriers, I get the feeling that billing issues are more frequent today than ever before. I kind of joke that the ILEC's purposedly bill wrong to gain a 10% revenue increase, but all I hear is billing problems. And never in the customer's favor. It's always additional USOC's and old circuits and extra charges.

The other side of it is that it is a time-consuming effort to get ANY billing issue resolved.

How Much is Too Much?

June 21, 2010

I was invited into yet another LinkedIn group today. This time from Telarus. Why? There are groups from Phone+ (Channel Partner Network), ChannelVision Magazine, Independent Telecom Consultants, Peer-to-Peer, Telecom Business Daily, Telecom Executives Business Network, Telecom Sales Pros, Telecommunications Professionals Network, and the Technology Channel Association.

A couple of months ago, a TCA Board member started Channel Update, kind of in direct conflict with what we were doing at TCA.

50 Ideas in 50 Minutes

June 20, 2010

Friday a client told me that he wanted me to re-do my talk titled 50 Ideas in 50 Minutes. This is a session that Jack Brandt and I did for the now defunct ISPCON shows. It was not original ideas but a collection of nuggets that people forget and do not implement. I thought that I would share them with you:

  1. Plan- so you have a path
  2. Strategy- so you aren't putting out fires
  3. Call your best customers just to make sure everything okay, then ask for referrals.
  4. Focus on goals
  5. Remember that Marketing takes 6-9-12 months
  6. Become an information source- newsletter, podcast, blog, keep people thinking you know everything
  7. Think tank for your biz: attorney, CPA, 2 best customers, 2 non customers
  8. Hosted non portable services- hosted exchange-makes you sticky
  9. Get others organized
  10. Phase out projects so goals met, not just GOAL
  11. Have a vision statement - so all employees/literature say the same thing.
  12. Add a closing script to calls/meetings
  13. FAIL FAST
  14. Who's your competition?
  15. Bring your customers people who can be their customers, they will never leave you
  16. Differentiate- show EASY, ROI, EFFICIENT
  17. Make customers experience EASY (VOIP doesn't do this)
  18. Who is your target customer?
  19. Go vertical- find a niche
  20. Figure out how to steal competition from a competitor
  21. Sell more to your current customers
  22. Vertical markets are less price sensitive
  23. FASTER and BETTER, NOT cheaper
  24. Be able to TCO and ROI on product/service
  25. Sell Something/Cross Sell
  26. Address women - they make most of the decisions
  27. Hire WOMEN to sell
  28. Hire Attorney to Sell for you
  29. Give back to the community, then talk about it
  30. Get employees to give back, then talk about it
  31. Encourage employees to provide feedback to company about how to improve
  32. Outsource and partner - you can't do everything
  33. Start every day with 2 cold calls, the rest of the day will be easy
  34. Do not leave voice mail for someone you've never met
  35. Have a unique selling proposition
  36. Always ask for a follow-up appointment
  37. Teach a class or seminar
  38. Create podcast or youtube video
  39. Hire Slow, fire FAST
  40. Let your employees find other employees
  41. Hire your vendors' employees
  42. Have a process
  43. Have a script - this creates consistency and a process for up sell
  44. Rent a theater with new release for just customers - they will tell everyone, better than $5 pen
  45. Free lunch and learns via chamber
  46. Marketing on hold
  47. Everyone is stressed, be friendly
  48. Takes average of 7 touches to a customer to get them on board
  49. Use the power of a Thank You, hand written, especially to women
  50. Have a mystery shopper
  51. Follow up on service calls to make sure their happy
  52. Have tie in's
  53. Charities - Co-Market with them.
  54. Door Hangers.
  55. Surveys.
  56. Documentation management/storage, Make it EASY.
  57. Pizza Box Advertisement
  58. Coffee cups for local coffee shop with both logo's on it.
  59. If you are comfortable, you are not doing anything that will get you to the next level.
  60. Biz coaches- SCORE.org is free/retired biz people to help
  61. Use college business & marketing dept's.
  62. Hire an intern.
  63. Make them laugh- leave a joke as voice mail.


Marketing is Not Sales

June 20, 2010

Marketing is creating noise. Marketing is puking on Twitter and other social networks.

Sales is about relationships. Never forget: people do business with people. Sales is also about product knowledge.

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