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

sales and selling

SalesForce.com Buys Jigsaw

April 22, 2010

SalesForce.com is approaching a $3B year. They took a small part of that to buy Jigsaw for $143M. Why?

Steve Cadley is a SalesForce.com partner who helps businesses with sales performance via implementation of Miller Heiman process and SalesForce.com CRM system.

Why Buy From an Agent?

April 7, 2010

As I start preparing for the TCA Channel Chief Summit next week, I have been reviewing the topics for discussion. One that pops in my head is Why Buy From an Agent instead of a Direct Rep?

In review of my client roster, many came to me because I had a deeper understanding of the products I was selling than most AE's. In fact, early in my career, I was brought in to a number of deals because of my knowledge of not just the product offering but also all the pieces that were required by the client to make that work. 

Lately, it's a price game. VoIP Origination and Termination, Internet Bandwidth and transport (private line, MPLS, waves) - it comes down to availability and price.



Ever Wonder?

March 31, 2010

Ever wonder why Hosted PBX isn't sold by telcos? It's the new entrants to the voice game that are pushing Hosted PBX on to the business community.

Comcast is probably the closest thing to a CLEC that sells Hosted PBX; hence, the NGT acquisition. 

Many CLEC's have morphed into tiny ILEC's, because getting to $1B in revenue means changes. The model for most of the CLEC's is the ILEC. It's unfortunate but true. 

The sales force for most CLEC's has the plug-n-play mentality, which to me  means that the sale is wrapped around replacement services.



GROWCO Tidbits

March 17, 2010

So I was at INC magazine's GROWCO conference this week. I wasn't too thrilled with the majority of the content - speakers were off-topic or just blowhards. But here are a bunch of ideas:

"Fear is necessary," said George Foreman. It was reiterated by many others because fear means that you are uncomfortable and growth only happens when you are uncomfortable.

Finding Your Best Clients

March 4, 2010

My agent pal, Dave, asked me how I find my clients. My first answer is that I sell only to a very specific vertical -- a Niche. And only to three verticals within that Niche - VoIP, regional CLEC and ISP. 

Look at your client base. Who are your top 5 or 10 clients?

What Do You Need to Know?

February 16, 2010

On a discussion today about certification training for agents under the TCA  umbrella, we talked about what kind of training will it be.

Years ago, there was a CSP certification for agents that was created by Virgo (Phone+), Dale Stein of TAG, and Scott Levy. It didn't get much traction. Some think because of the money, but I think it's because agents don't want training.

How many agents think about the Industry, the Indirect Channel?

TEDx Tampa Bay: Happiness is the Key

February 13, 2010

I was at TEDx Tampa Bay yesterday. (It's a local franchise under the TED umbrella. Charles Armstrong of SparkLabs is Tampa Bay's Steve Jobs - wait till you see the Tour Wrist. He stated in his talk, "The limits of what's possible is bound only by the limits of our innovators' imagination." 

We saw this at ITEXPO East 2010 a couple of weeks ago. There are many companies that are banging out really neat stuff. Our industry has a bunch of   brilliant stars - many of whom where in the Cloud Summit.

Guy Hagen summed it up during his TEDx talk: This economic storm is riddled with opportunity for creativity and innovation.



Why is selling Hosted PBX so hard?

December 3, 2009

Talking with VoIP Providers most are just selling SIP Trunking. Why do I say Just? Where's the value in that? PRI replacement service while shaving revenue off the customer bill is the reason that the telco industry is sinking.

Gary Kim: How Not to Sell Hosted VoIP

November 4, 2009

Pimping Your Product

November 2, 2009

On a listserv today, I replied to a wholesale account exec at a reseller that had just plugged his service to the list. In the reply, I said "that's one way to pimp your product" then went on to explain that he missed the point of the original email -- and in fact doesn't quite get the goal of the membership of that list/group.

Well, the AE got offended and pinged me offlist. I always say "pimping your stuff". Let's face it: in telecom most everyone is pitching and selling and pushing a commodity. Not much original stuff (except maybe fiber guys).

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