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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 329):

CenturyLink Buying Level3: Dumb Idea

The rumor on Friday turned out to be true: CenturyLink is buying Level3. CenturyLink has its roots in the RLEC business. It has acquired a number of smaller RLECs throughout the years including VZ and GTE assets. In 2002,...

Can You Lower the Price?

When a partner asks for a lower price what is he saying? He is selling a commodity. He is presenting a couple of quotes. He is not selling your stuff exclusively on this deal.. Granted in many cases, network...

The Pressure of Price

I have spoken to many in the industry this year who are upset that the channel isn't bringing in more deals - non-network deals. As one CEO told me, "Luddites are still selling network. And the price compression is...

Channel Partner Enablement Tools

It seems that Channel Enablement is starting to become a thing again. "What is the definition of Channel Partner Enablement? Sometimes also referred to as Channel Enablement, Sales Enablement, Partner Enablement or Channel Management, it is the process whereby...

Channel Agnostic or Parity?

As Telarus CEO Adam Edwards explained channel agnostic means "no preference of whether sales come through the direct channel or partner channel." Usually that means the buyer doesn't care if it is a direct salesperson or a channel partner...

Is Your Channel Program Up to Standards?

You have a channel program but it isn't going well. There might be solid reasons for this. You might be too hard to do business with. Too much friction and I will sell the other guy. Right now, you...

The Sub-Agent Dilemma

Fresh off coming back from Microcorp's annual partner event (and 30th Anniversary party), I am reflecting on conversations with the partners. Some are wondering what vendors to look at. Who is real and who is not. Who will be...

Where is the Demand?

There are a number of external sales channels: franchises, affiliates, referrals, VAR/inter-connect, systems integrated, agents/brokers (to name a few). It works for more industries than just telecom, real estate and insurance. All those models are for Sales. Remember though...

The INC5000 is Out

I like the INC5000 list for 2016 because it is audited revenue, not the stuff of legend or press release. Birch is on here with $591M in revenue in 2015, which looks like the lost about $100M of the...

Where Are We Now? Ode to the Agent

After the news hit (for some on Friday night, for the rest on Monday morning about ScanSource buying Intelisys), where does that leave everyone? That has been the big question on everyone's mind. Do the sub-agents get screwed in...

The Distributor Side of Things

A recent discussion on LinkedIn around my blog about what Master Agencies call themselves has been ongoing. It even continued with live comments at the CompTIA event in Fort Lauderdale. Both sides will need to adapt. Most of the...

The SPIFF War

Money is practically free, so why not use it for a land grab? This is the premise behind the industry consolidation. It is hard to grow organically, so grow inorganically by buying competitors or new markets (like Vonage and...

Talking to Channel Managers

Michael Bremmer of TelecomQuotes.com stops by the podcast to discuss - from an agent or partner viewpoint - what we look for from channel managers. It is 24 minutes but a great listen for anyone in the channel, We...

The Struggle of the Channel Managers

One big struggle of the channel managers is to get agents to sell deeper into accounts. The providers would like more than Internet and Voice to be sold. If you have been at a master agent roadshow or conference,...

How to Avoid Channel Conflict

Work with providers that only sell through channel (like ACC Business, AireSpring, NITEL, BCN, Colt). Two, work with a provider that does teaming - even if you have to take a compensation hit. This from Verizon: no blocked accounts....

The Telecom Long Tails

The Telecom Channel Partner Long Tail. 95/5 off-setting Pareto's Principle of 80/20. However, effort and real dollars are spent on the unproductive 95%. That is money and energy that could go into producing partners or marketing. I talk about...

The Forecast Calls for a New Strategy

Some folks didn't particularly care for the forecast in my podcast with Acuity. "Hope is not a strategy. [I have a little bit on strategy by PWC here.] One thing about the channel: Most people are heads down just...

Bringing Wireless Expertise to Your Customers

How can channel partners make money from cellular (wireless) without selling devices? Get into either Mobile Device Management or Enterprise Mobile Management. Today, David Schwartz, President of Wireless Watchdogs, explains what Enterprise Mobile Management is and how partners can...

Conversations with Clients

There are other areas of the business that you can help a prospect. Having a conversation about network is easy. Too easy. Too comfortable. Try something new. Mary Meeker's annual Internet Trends report was released this week. She makes...

Tidbits # 2436

I know I just did a tidbits but there is a lot going on. Here is some of it in small bites, like tapas or potato chips. UC&C transitions closer to Workflow platform as task management is added to...

Services Partners Should Take a Look at

Been reading a bunch of press releases about feature announcements. Yawn! So I decided to poke around and see what services that are interesting for partners. I know you don't have time to look at everything, so here are...

What Channel Are You Watching?

One thing I have noticed: UCaaS sales overall are not accelerating. Gary Kim writes how it is becoming a commodity. The VoIP services market is up 5% to $73Bn in 2015, says IHS. Residential makes up 62% of that....

Telecom Tidbits (Part 2432)

VoIP and QoS Patton started embedding PacketSmart into its SmartNode VoIP CPE. Considering the quality issues on broadband, this is a good move. Crappy call quality on cell phones lowered the bar enough that VoIP was able to take...

The Channel Target Cycle

In 2006, the shift in targeting went from anyone to a master agent model, where smaller agents rolled up into a larger master agent. The resources were allocated to the masters (and their sub-agents). In about 2008, the target...

Channel Strategy: A Quick Look

Often I hear from channel execs that Agents aren't the future because they aren't moving to selling cloud and managed services fast enough. It is always the MSPs and VARs that will be the partners of the future. Funny...
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