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

sales and selling

Where's the Margin? (Part 1)

April 21, 2017

As much as I grumble often about the VoIP/UC providers and their lack of differentiation, SD-WAN is going to be just as bad. It is almost a commodity out of the gate.

Since most product markets are flat (think broadband, cellular, voice, TV), the race is on to take customers away. Without a better mouse trap, it is all about price.

3 Studies You Might Find Interesting

April 3, 2017

SpiceWorks study on IT buyers: "The survey results show nearly 90 percent of IT decision makers evaluate and recommend technology solutions while less than 50 percent of business decision makers do the same."

In the SpiceWorks IT Buyer guide, "IT pros at small companies are often both the business and IT decision makers." And no one reads your brochures. Interesting that IT buyers don't trust social media.

A CompTIA SMB study "identified the "sweet spot" of the SMB market to be companies with 10 to 99 employees.

Attention and Demand Deficit

April 3, 2017

Birch laid off its direct sales force, proclaiming they are going all channel. The number of channel only companies is growing. Unfortunately it isn't as easy as that. The channel lost 30% of its partners over the last 3 years, while gaining 600+ new vendors.

Jumping on the Cloud Bandwagon

March 7, 2017

More master agencies are claiming the cloud, so to speak. They are signing up cloud providers faster than the ink can dry on the agreement. (Ben Bronston must be busy.)

They are jumping on the bandwagon for a number of reasons.

Sales is Hard

March 2, 2017

A few sales reminders from sales training I performed yesterday.

It is all about the Daily Activity. Your routines and habits determine your level of success. Tom Peters says, "Show me your calendar.

Customer Segmentation

January 24, 2017

"Most businesses, whether B2B or B2C, don't cater to just one type of customer, even if they do only sell one product or service," writes Pamela Vaughan of HubSpot.

The same messaging to VSB, small and medium business just won't work, especially for UCaaS. The pain points are different. The buyer persona are different.

MSP EXPO Panel on Differentiation

January 4, 2017

MSP EXPO is collocated at ITEXPO in February in Fort Lauderdale. I will be moderating one panel: "How to Differentiate Your Telecom, Managed, Hosted, and Cloud Services for Revenue Growth". The panelists will be Jim DeBald of CoreDial; Eric Hernaez of SkySwitch; and Joshua Feinberg of SP HomeRun. The panel will be 1 pm ET on Wednesday, 02/08/17. Join us.

Tidbits #2444 (Telecom and Otherwise)

January 4, 2017

There are too many VoIP and UCaaS providers. Consolidation is required in this space. I think UCaaS has to shift into Voice/Dial-tone (POTS replacement or SIP Trunking with some features) and some collaboration platform. The way it is now - replacing an on-premise PBX with a hosted one - isn't selling very well.

What Can You Learn from Pharma Sales?

December 29, 2016

Pharmaceutical sales (drug sales) are similar to telecom. Drug reps sell to the hospitals, fighting to get their drug in the formulary. The formulary is theup-to-date list of approved pharmaceuticals that doctors can prescribe. (If it isn't in the formulary, it can't get billed or fulfilled.)

It is All Distribution Now

December 13, 2016

Yesterday I saw AVNET advertise 172,000 partners globally. Tech Data has mentioned 62K+. Sandler Partners said they had more than 4,000 sales partners. TCG serves more than 1500 agents.

RingCentral's channel head penned a post about the strategy to hit all the large master agencies.

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