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

Stratus Technologies helps Boost the Efficiency and Fault Tolerance of NFV

As telcos become software telcos, they are beginning to shed some of their bespoke, proprietary hardware in exchange for NFV software running...

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Charter Ditches Wholesale

Charter made some moves recently including bidding from Bright House Networks, bidding for TWC and re-branding its business services. It lost...

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Country Music and Wi-Fi Offload

This past Sunday night I attended the 50th annual Academy of Country Music (ACM) awards, hosted at the AT&T Stadium outside...

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Why Aren't You My Customer?

COMPTEL had a sales training session for attendees with Stephen Schiffman. Schiffman has written 50+ books in his 35 year career...

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How Imagine Communications is Bringing Video Distribution to the cloud and Beyond

At the end of 2014 I declared Imagine Communications one of the companies to watch in 2015, specifically stating: The video industry...

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The Race to Gigabit is About Business

The cable companies racing to Gigabit networks isn't about delivering ultra-fast broadband to consumers. The Gigabit announcements get them good PR...

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What's the Skinny on M6 and the TDM Transition?

April 11, 2014

Broadsoft acquired Genband's M6 platform in 2008. Six years later, there still isn't an upgrade path. I hear that it was declared end of life, but can't confirm that in writing.

PingTone and GLOBALINX deployed BroadWorks alongside their M6 platforms (see here and here).

5 Tips to Get Out of a Sales Slump

April 9, 2014

Lots of sales professionals go through a sales slump. Nothing is closing. Depression or Panic ensues - or worse, Desperation, that anxiety that all your prospects can smell (and run away from).

What can you do if you are in a slump?

Running Out of Salespeople

April 7, 2014

Recently, at an event a speaker said that about one-third of the salespeople would be retiring in the next couple years. I didn't really think anything of it until I was putting some slide decks together for three different sales trainings I am doing.

Then I ran into this graph from pharmaceutical sales, which shows the decline in the number of sales reps.

Five points:

ISPs and Content

April 3, 2014

Your top MSO's are also your biggest ISPs. Your top MSO's are already in the content arena with the TV stations they own (mainly sports stations, but Bright House owns news stations and Comcast owns NBCU!)

Comcast is effectively in the content gatekeeper toll booth space after the Netflix paid peering deal.

I have noticed that some newspapers are trying to put up a pay wall. I have no idea how effective it has been.

VADs, VARs and Cable: How Does That Work?

April 2, 2014

Tech Data and Ingram Micro have partnerships to sell network services. Ingram Micro has a deal with CenturyLink and TW Cable. Tech Data has deals with XO and Microcorp (a master agency).

I want to know how the TWC-Ingram deal works.

VARs Threatened by Agents

April 2, 2014

Quite the announcement: "CompTIA: 70% of VARs Concerned About Agents 'Encroaching' on Their Space".

For at least three years CompTIA has been working on partnering VARs with Agents to bring about this converged business that could manage the WAN/LAN/IT of the SME space. Does this figure mean that it failed?

My thinking is that Agents are selling more managed services than before because carriers are pushing them down the throats of their partners.

It Isn't About Quota

April 2, 2014

Quota is an ugly word. It's the weight that salespeople carry with them all the time, especially at the end of the month and the end of the quarter.

Quota is the elephant in the room between the salesperson and his manager.

Quota is the unspoken, but contracted, commitment between master agencies and carriers.

Agents Versus Brokerages

April 1, 2014

I often hear from carriers how Agents don't add value. I'm never sure what value the carriers are talking about. Agents are a sales force for you. We sell your stuff.

The ITSP Polycom Problem

March 28, 2014

I was at the Dali Museum to see the Andy Warhol exhibit. Great piece of history, btw. The Dali rotates the art, so it was my first time seeing this painting called Telephone in a dish with three grilled sardines. It got me thinking of a couple of things.

What's Driving Data Center Investment?

March 26, 2014

According to Infonetics Research, there are a number of drivers of data center investment. [see the nice chart here]

Chief among the reasons is that Enterprises need to improve application performance.

Next is improve security, especially in our highly regulated society.

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