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

sales and selling

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.

Educating the Channel with Certifications

February 7, 2012

One of the panels last week at ITEXPO was titled Educating the Channel with Certifications. When you consider that as a founding board member and current VP of the Technology Channel Association, education is a primary objective, this topic was relevant. The panelists were Louis Haynor, CSO at Alteva, and Jim Riley of Apptix. I didn't know that Apptix was an agent of Alteva and had been through their certification program.

Day 1 at ITEXPO

February 1, 2012

I had a couple of good conversations today. One was with Greg Plum who has embarked on a new chapter in his career at StartMeeting.com. Plum is exciting about building the channel for this start-up conferencing company for a number of reasons, not the least of which is that he believes that StartMeeting.com will be a disruptor, a serious game changer in the conference space. They offer conferencing - audio and web - like so many others, right?

The Trouble with UC Sales

January 23, 2012

In a recent study, titled IDC MarketScape: Worldwide Unified Communications Voice Infrastructure 2011-2012 Vendor Analysis, IDC analyst Rich Costell wrote that "Customers still struggle to justify the deployment of UC and calculate its overall ROI." The conclusion: "educating potential customers is critical" to UC sales.



"If you can't explain it simply, you don't understand it well enough." - Albert Einstein.

The transition to selling UC will need to be done with first educating the sales channels. I still hear cost savings as the first reason to sell VoIP.





3 Things Agents Need to Look at in 2012

December 30, 2011

It will be a busy year in 2012 as all the carriers try to synergize their mega-mergers and get their back-office in order so that we can actually place orders.

Besides selling the traditional circuits - POTS, T1, SIP, PRI - there are some interesting things for an Agent to look at in 2012.

M2M is growing. We are seeing that the 3G/4G system is creeping in everywhere - from broadband backup systems to surveillance systems to fleet management to home healthcare monitoring to security monitoring. There are an unlimited number of ways that devices and the wireless network can interact.



Lying Will Kill the Sale

December 22, 2011

One of my coaching clients asked me how to dig deep into a service providers knowledge base to insure that they can actually deliver on what they say. I had to chuckle.

In most cases, only a few people at any service provider really know what is under the hood in any detail.  Two examples for you follow.

I ordered a PRI from a CLEC. I asked numerous times if it was TDM PRI or not.



The Cellular Battle

November 28, 2011

I don't mean the AT&T-T-Mobile merger, although that is just one battle in the war for cellular supremacy. (Other battles are Sprint with Clearwire, Sprint with the cablecos and the MVNO model.)

"Former T-Mobile CMO Denny Post says carriers should focus on retention, rather than relentless promotions aimed at new sign-ups." Post says that it is the end of the New-to-Wireless Customer Era and that cellcos must re-think customer care.

Post continues, "It is going to become an absolute competitive scrap battle, [because] any customer is going to have to come from somewhere else."

Business is Still Happening

October 19, 2011

Despite all the bad news, bad politics, financial collapse and more, at the end of the quarter business is still getting done. People are still buying stuff.

For example, Juliana Kenny reports that Yahoo! still hit earnings expectations even with firing their CEO.

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