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

sales and selling

A Lesson in Value Proposition

May 23, 2012

This came across my twitter stream this week:

"Must-read for founders: A VC explains how to build a killer value proposition" on VentureBeat by Michael Skok, a Venture Capitalist at North Bridge Venture Partners. His slideshare page contains a couple of really good decks of information about Go-To-Market and Value Prop - two things that I help companies address in this industry.

That's his Go-to-Market diagram.

Is it Cloud versus Agents?

May 2, 2012

Is it Cloud versus Agents?

As an Agent, I sell bandwidth and transport almost exclusively. I am learning that the Channel does not want that business. The carriers do, but on the wholesale/carrier side.

What is the Value Prop of VoIP?

April 16, 2012

"It is happening and no one seems interested in stopping it - that hosted voice services are rapidly becoming a commodity service," Dave Michels

"According to the Telecommunications Industry Association, wireless has become the preferred voice-services option. Wireless revenue in 2012 is forecast at $335 billion, while all other forms of fixed network voice revenue will only total $176 billion ($132 billion for wireline, $38 billion for broadband access and $6 billion in cable/television revenue)," blogs David Byrd of Broadvox.

Those are interesting numbers.

It's Not Just About Price

April 16, 2012

This article in the NYT article about Amazon is about the book publishing industry. Amazon is waging a battle against book publishers over price. As a book buyer, I often wonder how an e-book can cost almost the same as the printed version. In this article, the publishes yell about the way Amazon undercuts their other sellers and demands lower prices - like Home Depot and WalMart.

Reading the comments, I think most people miss two points: books can still be published without publishers (although they may be inferior products) and Amazon is more about ease of business - easy to order, easy to get delivered. 

Get Off the Agents' Back

April 12, 2012

These were my thoughts on the 2011 CPZ that I was a panelist on. These are my thoughts as a reaction to the latest CPZ.

Surprisingly, not everyone read my post about how the whole telecom eco-system is shifting. Agents, Masters, Carriers and Cloud Providers are all going to experience a Shift.

What is the Market Expecting?

April 1, 2012

Tuesday I was in Vegas at the Channel Partners Conference mainly for the TCA events. At the TCA Channel Chief Summit, Tiffani Bova of Gartner and Rauline Ochs of IPED Market Bridge Alliance presented research. The take away for me was in perspective.

No one buys the way most service providers sell.

The Channel Will Be Driving Sales

March 9, 2012

Miller Heiman, a sales training company (with a proprietary sales technique and process), acquired Channel Enablers in Australia last September. "Indirect channels now account for the majority of revenue in many industries and is the fastest growing sales route," says Sam Reese, CEO and president of Miller Heiman. That's how we feel at the TCA, too - the Channel will drive more and more revenue every year. One of the Miller Heiman consultants, Steve Cadley, wrote me, "I am excited to share with the Channel Partner community Miller Heiman's expanded capabilities to help organizations optimize all aspects of their channel strategy.

What Else Are You Going to Sell?

March 4, 2012

TDM is running out of runway. Agents have already switched to selling Ethernet, MPLS and SIP Trunking. What else can they be selling?

Back-up, like Conferencing, is a cash cow that Agents just don't sell.

What About Selling Cloud?

February 21, 2012

At The CPZ, the rest of the panel were cloud guys (VAR's and Hosted UC). This is a snippet of the conversation where the panel is talking about how transactional telecom sales are dead, long live the Cloud!

People deemed LD dead years ago (like when MCI went BK), too, but there are still a large number of agents and resellers making money on LD and pre-paid calling cards.

Until TDM is retired, agents will still be selling POTS, DSL and T1 - and making a living doing so.

So Can You Re-Use Those Cisco Phones?

February 13, 2012

From a VAR:

"At the risk of sounding like sour grapes, in my experience no one who has tried to use old Cisco phones and bring them current with their Smartnet coverage so they can use them on a new call manager has saved money. The sad part is they won't know until each phone's current software level is individually checked to find out how much it will be and that won't happen until they are installing the system which is after the point of no return."

"I have heard that Cisco has received a lot of negative press and attention with this strict sequential updating process and has created a one-time "forgiveness" option where [your customer] may be able to update existing phones at substantial discounts. Any "new" purchases of used phones will be subject to the full upgrade process making used phone more expensive than new.

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