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

sellecom tag

Drill down on sellecom search:

25 result(s) displayed for sellecom (1 - 25 of 129):

Waiting on the Channel

Whether it is TPX CEO Richard Jalkut or other channel executives, providers are impatiently waiting on the channel to jump off selling network and start selling other things. The products that have been launched recently sit in big buckets...

Is It Easy to Switch From CM to Agent?

I hear Channel Managers (CM) mention how easy it is to be a partner. Recently, one CM told me that he was going to start being an Agent part-time. Someone I met in Vegas was a laid off CM...

Where's the Margin? (Part 1)

As much as I grumble often about the VoIP/UC providers and their lack of differentiation, SD-WAN is going to be just as bad. It is almost a commodity out of the gate. Since most product markets are flat (think...

Attention and Demand Deficit

Birch laid off its direct sales force, proclaiming they are going all channel. The number of channel only companies is growing. Unfortunately it isn't as easy as that. The channel lost 30% of its partners over the last 3...

Music and the Mass Market

"Maybe decades ago you could aim your songs at a mass market, but music does not really have one of those anymore. Artists have to figure out whom they're speaking to and where they're speaking from. The rest of...

Jumping on the Cloud Bandwagon

More master agencies are claiming the cloud, so to speak. They are signing up cloud providers faster than the ink can dry on the agreement. (Ben Bronston must be busy.) They are jumping on the bandwagon for a number...

Sales is Hard

A few sales reminders from sales training I performed yesterday. It is all about the Daily Activity. Your routines and habits determine your level of success. Tom Peters says, "Show me your calendar. I'll show you your priorities. Sales...

Customer Segmentation

"Most businesses, whether B2B or B2C, don't cater to just one type of customer, even if they do only sell one product or service," writes Pamela Vaughan of HubSpot. The same messaging to VSB, small and medium business just...

What Can You Learn from Pharma Sales?

Pharmaceutical sales (drug sales) are similar to telecom. Drug reps sell to the hospitals, fighting to get their drug in the formulary. The formulary is theup-to-date list of approved pharmaceuticals that doctors can prescribe. (If it isn't in the...

It is All Distribution Now

Yesterday I saw AVNET advertise 172,000 partners globally. Tech Data has mentioned 62K+. Sandler Partners said they had more than 4,000 sales partners. TCG serves more than 1500 agents. RingCentral's channel head penned a post about the strategy to...

Sales KPIs

If you manage a sales team, direct or indirect, do you have any key performance indicators that you track? Usually the only KPI we look at is Quota. Yet we know that daily activity is the most important factor...

4 Quotes from Gary Vee

Gary Vanderchuk is a social media /digital marketing expert and author of a couple of books. He puts out an incredible about of content on Facebook, twitter, instagram, snapchat, kik, podcasts and YouTube (where he came to fame on...

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...

As We Close Out the Summer

As we close out the summer and enter the last third of 2016, boy, has this year zipped by. Vacations end, seasons shift, conferences kick-off. One thing for certain, Gary Vee is right about one thing: 2016 has been...

Research Firms Missed Again on UC

MarketsandMarkets states that the UCaaS market size is expected to grow from USD 17.35 Billion in 2016 to USD 28.69 Billion by 2021, at a Compound Annual Growth Rate (CAGR) of 10.6% during the forecast period. In contrast, Transparency...

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...

Selling SD-WAN as a Trusted Adviser

On this podcast, Matthew Toth of C3, we discuss SD-WAN. We talk about what SD-WAN is; how it is different than MPLS: why companies are buying it; and how to sell it like the Trusted Advisor you want to...

Selling UCaaS as a Solution with Velis4

In this podcast with Guy Yasika, VP of Sales at Velis4, we talk about selling UCaaS as a solution. Velis4 has 3 UCaaS platforms - Broadsoft, Skype4B and Netsapiens - which offers 3 very different approaches to UCaaS for...

4 Points on Selling Broadview OfficeSuite UC

Broadview Networks started in 1996, the same year President Clinton signed the Telecom Act of 1996, which launched a trillion dollar raid on the profits of the Baby Bells. Brian Crotty, Broadview's COO, presented a webinar about their OfficeSuite...

Most Businesses Fear Change

We have been successful as a sector (if you can call it successful) by selling replacement services by saving the customer money. From $1 per minute long distance to almost free; from $1500 T1 to $199. I even heard...

What Does Hybrid Cloud Look Like?

Every business has a Hybrid Cloud environment. Yep. Just about all of them. So all this hype about hybrid cloud is just that... Hype. Let me explain. In 2003, a business would have ACT! CRM installed on one computer....

Replaced by a Robot

There is a constant theme in some media about workers being replaced by robots. Many people think it won't happen to them. Well, it kind of already is. You know all those comparison quoting sites? Like GetVoIP and Expert...

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....
Featured Events