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

AirHopper: Even Air-Gap Networks are Not Secure

It’s a good time to be in the Cybersecurity business. Quite often, highly secure computers are disconnected from the outside world so...

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The era of the hardware-based media server is over -scaling software-based media servers

As the telecom world moves closer and closer to software- based infrastructure, many questions are being asked about scalability of these...

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Brochures

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10 Reasons Why Microsoft is Winning

With new CEO Satya Nadella at the helm, Microsoft is changing and into something it needs to be. A company embracing a...

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Recognizing the Similarities Between WebRTC and VoIP

Next week I’ll be giving a keynote at the WebRTC Conference and Expo V.  When I last gave a keynote at...

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Invisible is Good Design

The whole idea of being a technology provider is that you make the technology invisible to the customer. They just have...

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VDSL and Vectoring are Important Parts of Broadband Deployment

By: Wendy Zajack, Dir. Product Communications, Alcatel-Lucent

From original on Alcatel-Lucent corporate blog

A few months ago our home WiFi slowed to a crawl. At first we thought it was a temporary thing, but after my son ran a diagnostic there was a problem with our high-speed broadband.  

While the technician was fixing it, he mentioned that for an extra $10 a month we could get a faster plan.  Living in the US we already (in my opinion) pay enough for our monthly broadband package so I immediately said ‘no.’ But I told my kids that IF they wanted to pay for it … we would consider it.

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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.





Should You Blog?

July 14, 2010

A colleague asked me this morning about blogging. Here is some basic info.

  1. How does this tie to my website? Is it a separate domain or just a page on my site?

Never Vote Incumbent

July 12, 2010

As long as I am ranting, I figured I would hit on Incumbents. I don't mean the ILEC's, although most of them don't care a wit about their customers. I'm talking about career politicians. We breed them in the US like a rare dog. 

Think about this: Why would someone spend $24 million to be governor?

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