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

channel partners tag

Drill down on channel partners search:

25 result(s) displayed for channel partners (26 - 50 of 291):

A Little Channel Conflict

I know this happens but I have never seen it in print. Channel Conflict is a big issue. It is basically the conflict between the direct sales team and the indirect sales team. This conflict is so bad that...

Everyone Wants You to be an MSP

Whether it is the keynote at a channel conference or a master agency, everywhere you look the message seems to be: Yo Agent, become a MSP! So for a few years now, the keynotes, most notably from a Gartner...

Where is the Channel Going?

There have been several announcements lately about channel programs from Windstream, AT&T, InterNap, Integra and others. In a few cases, the announcements are in defense of reduction in force. In the wake of layoffs, the carriers are defending their...

A View of UC from Broadvoice

Ran into an old ISPCON colleague at CPExpo in Boston, so we scheduled a podcast to talk about what his new company, BroadVoice, is up to and the state of UC. Take a listen to my podcast with Jim...

The Show Wrap-up

At the channel show in Boston, one thing seemed to be missing: the channel partners. The usual players were there but for the most part, everyone was asking where the agents were. The East coast show is all cloud...

The Velocity of Change

 I edited this message from President of the TCA, Jeff Ponts (also President of CloudMSP and COO/EVP of master agency Datatel Solutions). Much of what he says is poignant. The Velocity of Change is very striking to me. The Velocity of...

An SDN-WAN Primer for Channel Partners

I had an interesting conversation with Ken LaMere, Director of Channel Sales at Ecessa, that resulted in am email interview about SDN, software defined network, with Ken and Mike Siegler, VP Development & Technical Support. I was letting this...

A Cloud View from AVANT

In our second take of this podcast - the first one had audio difficulties - AVANT Communications' co-founder Drew Lydecker and AVANT's new Chief Cloud Officer, Ron Hayman, join me for a 12 minute discussion on cloud, vendors and...

Is the Channel a Reflection of its Execs?

Can an executive with direct sales experience effectively manage a channel program? There has been a lot of turn over lately in the telecom world. Old faces popping up in new spots. Quite a few people running channels now...

Sales is Transitioning, Are Salespeople?

Insurance companies had to learn how to sell in today's marketplace, too. (See GapingVoid here.) It is the age of the smarter conversation. Sales has to be about the business and its goals and outcomes. Otherwise sales cycles will...

Channel News Tidbits

Justin Chugg was named CIO for master agency, Telarus, after a stint as VP of Business Development at Vocal IP Networx. Justin is returning to the fold at Telarus, where he was Director of Marketing until 2013. This move...

The Dip for Channel Partners

In the Art of Charm podcast with Seth Godin is a good listen, especially when Seth explains The Dip (at 8:30). On the pre-med school path in college, The Dip is Organic Chemistry. You have to pass it in...

What Do These Deals Mean?

Vendor channel execs understand that partners will put a bundle of best of breed services together for their clients from various vendors. It is the ultimate in solution selling. However, with the need for integration mixed with consumerized software,...

Are You Offering Solutions or Products?

I was looking over the website of a company that approached me this week. Aside from the 2005 design of the website, I found it hard to tell what the company did. That is not unusual. Many companies don't...

The WalMart Effect on the Duopoly

As pricing on bandwidth declines, it is having a ripple effect on the whole system. Bandwidth prices have been in decline but the last couple of years the megabits per dollar has really dropped. The more you buy -...

Factors in Channel Program Success and Sales

If your channel program is white-label or is dependent on MSPs and other channel partners, let us take a look at the economics for a moment. First, white-label gets some up-front money for customization. But then there is this...

Phone Companies, Channel and Other News

Considering my client has been waiting 2 months to port DIDs from an AT&T PRI to Birch POTS lines, no kidding AT&T is not a Phone Company any more! Plus I have other clients that AT&T is calling to...

Cloud, Channel and TelePacific Podcast

It is alwaysa good conversation with Ken Bisnoff, SVP of Sales at TelePacific. Ken joins me on this podcast to talk about Hosted PBX, channel and sales (and of course TelePacific). If you have an Apple device, download the...

Is Size Important?

There is a belief that you need as many partners as you can get. That seems like an expensive idea. When you factor in that channel managers will max out their day with busy work - quoting, educating, recruiting,...

What Business Model Should the VAR Examine?

So many keynotes (and channel strategists) have suggested that for channel partners to be successful going forward they would have to do 3 things: Perform R&D and develop some IP Build their own cloud services Go beyond brokerage to...

Verizon Invites the Channel Once More

Jon Arnold wrote up a good review of Verizon's Broad Cloud offering (VCE). One glaring problem is that it targets in the SMB market. Arnold says that it is presented as a TDM replacement service. Why then is VCE...

Telecom News Tidbits Part 2927

A few things going on besides the color of a dress and the FCC orders (here and here). Here are some telecom tidbits. Windstream didn't have good results this quarter. The former CFO/ new CEO had some explaining to...

Sales Math and Measuring What Matters

Sales Math is the concept that you need X number of leads to make Y number of sales where Y is a tiny percentage of X. The funnel starts out with a big number and the inked deals drip...

The Culture of Complacency

"In their book "In Search of Excellence," Tom Peters and Robert Waterman list a "bias for action" as the first of eight attributes that distinguish excellent and innovative companies. Many of the companies they studied were very "analytical in...

It's Just a Piece of Paper

In the course of a day, I often hear about agent deals where the agent gets burned. let's face it, if you have been a channel partner for longer than a minute, you have probably been burned - either...
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