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

Restoration Hardware's E-commerce Fighting Formula

A Tasteful Blend of Starbucks and Apple Retail Experiences designed to make customers fall in loveApple has the most valuable retail real...

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Thoughts on ThinkGeek Customer Service

I’m on the phone with ThinkGeek because I purchased something which they shipped incorrectly. I tried email and didn’t get a...

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The Interworking Function (IWF) part of the Diameter Signaling Controller (DSC) now takes center stage

Diameter Signaling Controllers (DSCs) are the general term used to describe products that enable load balancing and scaling of Diameter signaling...

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New T-Mobile Pay as You Go LTE Pricing Changes Everything

Until recently, if you wanted a real data plan on a major carrier while using your cell phone, you were forced...

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How Sony May be Fighting to Unleak its Information

The recent attack on Sony Pictures Entertainment is about as scary as it gets as emails which insulted the company’s hired talent...

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4 Tips for the Busy Executive

I have a couple of prospective clients that keep delaying projects. One really wants to do the project but the people...

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Opening up the skies with LTE Air-to-Ground

By: Thierry Sens, Marketing Director Transportation Segment, Alcatel-Lucent

(Note:  Originally posted on Alcatel-Lucent corporate blog)

“Ladies and gentlemen, the fasten seat belt sign has now been turned on. Please ensure your mobile devices are switched off for the full duration of the flight” It is the announcement that many passengers dread as they hurry to finish up one more e-mail, or send one final text or tweet, before the start of a flight and a few hours of absence from the connected world.

But from the end of 2016 this is set to change in Europe. Inmarsat announced on November 20 that it has signed a contract with Alcatel-Lucent to develop Long-Term Evolution (LTE) air-to-ground technology, which will be delivered in partnership with service providers and airlines in 30 European countries. Alcatel-Lucent will supply the ground LTE radio infrastructure, which consists of antennas situated 100 km apart. The system is capable of providing download speeds of up to 75 mbps to planes using 2x15 MHz FDD licenses which Inmarsat owns in the Mobile Satellite Service (MSS) S-band. This makes it not only the world’s fastest airborne broadband service, but a pioneer of future in-flight services for passengers and airline operations.

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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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