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

sales and selling

Are You Managing Hours or Outcomes?

October 18, 2016

Another consultant is having a trying experience with a client. The client wants to see the consultant in the office more, but not pay for it. It seems that the client is used to buying hours, not outcomes.

I have run into quite a few companies that have never hired a consultant before.

The Pressure of Price

October 17, 2016

I have spoken to many in the industry this year who are upset that the channel isn't bringing in more deals - non-network deals.

As one CEO told me, "Luddites are still selling network. And the price compression is killing everyone." I know. Revenue and price compression are working against everyone.

Channel Partner Enablement Tools

October 10, 2016

It seems that Channel Enablement is starting to become a thing again. "What is the definition of Channel Partner Enablement? Sometimes also referred to as Channel Enablement, Sales Enablement, Partner Enablement or Channel Management, it is the process whereby you enable and empower your channel partners to sell your services or products. It is a way to increase sales and expand your business by creating partnerships and adding to your workforce." [Pulse Learning vis CSG]

Channel Agnostic or Parity?

September 30, 2016

As Telarus CEO Adam Edwards explained channel agnostic means "no preference of whether sales come through the direct channel or partner channel." Usually that means the buyer doesn't care if it is a direct salesperson or a channel partner (as in the case with Microsoft or Cisco).

In telecom, that usually means that the C-Suite doesn't care where the revenue comes from - indirect or direct. If you look at current available data between 35-65% of new mid-market deals are coming in from channel. So yeah the C-Suite doesn't acre where the new revenue comes from - as long as it comes in.

Are You Busy or Productive?

September 28, 2016

Everyone is busy. Super busy. So busy. But are you productive?

Are you stepping closer to your goals?

As We Close Out the Summer

September 2, 2016

Research Firms Missed Again on UC

August 24, 2016

MarketsandMarkets states that the UCaaS market size is expected to grow from USD 17.35 Billion in 2016 to USD 28.69 Billion by 2021, at a Compound Annual Growth Rate (CAGR) of 10.6% during the forecast period.

In contrast, Transparency Research claims, "The opportunity in the global UCaaS market was pegged at US$8.23 bn in 2015 and is projected to be worth US$79.3 bn by 2024. The market is likely to expand at a remarkable CAGR of 29.4% during the forecast period." [TMR]

Last year, TMR predicted, "The global unified communications as a service market is poised for staggering growth, and will be worth US$37.85 billion by 2022, finds Transparency Market Research's latest report.

What Pain Does UCaaS Solve?

August 22, 2016

There is rarely actual discussion in LinkedIn Groups any more. If there are comments, they are undisguised pitches for companies. In this particular discussion, the reader can conclude that most people know very little about the market that they are in. Apparently, competitive analysis is not a high priority.

Where Are We Now? Ode to the Agent

August 9, 2016

After the news hit (for some on Friday night, for the rest on Monday morning about ScanSource buying Intelisys), where does that leave everyone? That has been the big question on everyone's mind.

Do the sub-agents get screwed in the ScanSource deal?

What Changes?

Selling SD-WAN as a Trusted Adviser

July 29, 2016

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