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

sales and selling

How Frictionless is the Sales Process?

September 22, 2014

On sales that are under $200, the sales process - ordering, quoting - has to be frictionless. The paperwork has to be online. E-signature has been around for a while, use it. No one wants to do paperwork for something that costs $25 per month.

The Not Unusual Alteva Dilemma

September 3, 2014

A private equity group that owns 6% of Alteva made a play to buy it all and take it private. That move failed. The most interesting comment Rob Powell made was this: "[Alteva] has been seeking a future in hosted UC, where it has found solid growth but no profits yet."

When you look at the INC5000 for revenue numbers for many hosted players, none are clocking the ball out of the park, despite years of trying.

Are You a Red or Black Ant?

August 28, 2014

Dave Matthews Band's Ants Marching has been in my head all morning.

"When all the little ants are marching Red and black antennas waving we all do it the same we all do it the same way"

Reminds me of telecom.

Seth Godin wrote this morning, "There is no more everyone.

Cloud, Cloud, Cl...Shut Up!

July 31, 2014

Continuing from yesterday's Access is Still Pretty Good, Microsoft is trying to coach its partners on how to sell cloud services (like Office365) since it is different than how partners were selling Hosted Exchange and Small Business Server.

Microsoft's BAD TIP #1: Talk cloud, cloud, cloud with customers. It isn't about premise versus cloud. It is about Business Needs, Goals and desired outcomes.

The Attitude of Gratitude

July 24, 2014

What goes on in my personal and business life usually shows up in my writing. These past couple of weeks have been stressful. Last night and this morning, Zig Ziglar has been stuck in my head. His Attitude of Gratitude.

The Customer is Always Right

July 16, 2014

Seth Godin reminded me this morning that the customer is always right - or he won't be a customer for long.

This comes at a good time, because a recent conference call about latency on a Layer 2 private line had me biting my cheek. With the industry average SLA being 44 ms of latency on a private line, anything in the single digits is considered excellent connectivity.

Every device - switch or router - adds a little latency.

I Just Saved You Money!

June 3, 2014

What The Channel is Selling

May 27, 2014

Finance is buying MPLS (or IP-VPN or VPLS - depending on what flavor of private networking that the carrier is using). Banks, credit unions, insurance and other financial companies have a unique set of regulations to follow, including ones that define storage.

Healthcare is also buying MPLS. Healthcare has a mandate for private networking, encryption and security, all driven by the HITECH Act and Rule-making.

The Attack of the Sales Boob

May 9, 2014

So over at Mojo Marketing, Angela has been blogging about a couple of awful networking experiences (like this one and this one). I have been having my own issues with tele-marketers and execs at startups.

Twice last week, online video/collab/conferencing companies have asked for 90 minutes each for our first call. 90 minutes?

The Rather Silly But Sirius Sales Process

May 5, 2014

Pandora, SiriusXM, Rdio, Spotify, IHeartRadio, Deezer, Xbox Music, Google Play All Access, iTunes Match and so many more apps competing for the same audience. Even AT&T is in the game with Beats Music for $10 per month. It seems that $9.99 per month - or an annual rate under $39.99 - is the ideal price point. You can get more but it has to be a family plan or multi-device plan.

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