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

Marketing

What the heck is Channel Sales Enablement?

June 17, 2013

It's one thing to get a whole bunch of channel partners to sign your indirect sales agreement. It's a whole other thing to have channel partners who are driving sales to you regularly and keep your funnel full.

Channel Sales Enablement is one of my skill sets. I was a VAR, then an Agent, then a consultant and a sales trainer - the many aspects necessary to understand how a channel works and how to make it work.

9 Years Ago

June 5, 2013

In May of 2004, Seth Godin asked a question:

Five years from now... Assume that: Hard drive space is free. Wifi like connections are everywhere. Connections speeds are 10 to 100 times faster.

Go Deep, Not Wide

May 30, 2013

Let's travel back in time to 1999, the time of the DLEC IPO. Covad, Rhythms and Northpoint all scored BIG IPO's. All went national. All failed.

Why?

Two Disruptive CEO's

April 9, 2013

These two guys are the reason that cloud services - UC, SAAS, HPBX - aren't easy to sell. Steve Jobs gave the world the iPhone and nothing has been the same since. Even the most technologically handicapped person loves their iPhone. It was a paradigm shift in not just handsets, but people's connection to the web.

What Happened to Communicating?

April 2, 2013

What happening to communications? It's falling apart. People just text, tweet, email -- and in have been conditioned to shorten and shorten that message (down to 140 characters) that we are getting brusque. Tone isn't reflected in texts, tweets and emails, so the person receiving your message may not be taking it the way you think.

Is the Channel Too Lazy to Sell Cloud?

March 29, 2013

Talking with channel managers lately in the Hosted UC space, well, has been depressing to be honest. No one is having fun - or knocking it out of the park. Yes, there are pockets of success - mostly from verticals or niches (surprise!).

So one CM made the comment that channel partners are too lazy to sell cloud.

Is the CMO the Toughest Job?

March 17, 2013

"It's no news that CMOs are among the most oft-booted execs. And a new survey from recruiter Korn/Ferry reports that most marketing insiders say when CMOs fail, the fault isn't with the individual, but with companies that aren't as open to change as they think they are."This quote from a MediaPost article is probably accurate. Another factor is that the CMO probably didn't have the Authority (and proper backing) to make the changes needed across the organization.

Organizations are made up of silos and fiefdoms.

Complexities of Change

March 7, 2013

Nothing happens in a vacuum. Think about how many departments an order has to touch:

From the customer to the agent to the Channel Manager to the Ordering desk to Provisioning to Engineering to Deployment to the install tech to the router config to the LNP and 911.

In many companies - even small ones of 90 employees - these departments are silos.

Smaller is Better

February 25, 2013

As many of you know, I am a Seth Godin fan. Nicholas Bate has similar thoughts. His blog on Jagged Thoughts certainly hits home.

In a me-too industry like telecom (and now cloud), where there are 1000 companies offering VoIP, what is the bare minimum you have to do as a company to survive 2013?

Are You in the 5%?

February 12, 2013

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