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LANTelligence's CEO on Channel and Contact Center
After a short conversation with Martin Tracey, CEO of Unified Communications Solutions Provider, LANtelligence, we decided to do an interview to share some of the points we were discussing. RAD: The Telecommunications/UC space is changing. It is a lot...
LANTelligence's CEO on Channel and Contact Center
After a short conversation with Martin Tracey, CEO of Unified Communications Solutions Provider, LANtelligence, we decided to do an interview to share some of the points we were discussing. RAD: The Telecommunications/UC space is changing. It is a lot...
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...
Cisco's Business at Risk?
"CEO Chuck Robbins' first orders of business upon taking the helm at Cisco was to initiate a transformation away from hardware and shift to a software, cloud, and recurring revenue model. Last quarter was yet another example of Cisco's...
Cisco's Business at Risk?
"CEO Chuck Robbins' first orders of business upon taking the helm at Cisco was to initiate a transformation away from hardware and shift to a software, cloud, and recurring revenue model. Last quarter was yet another example of Cisco's...
The Red Velvet Rope
Popular nightclubs have a red velvet rope next to the line outside. Outback Steakhouse did better when there was a line outside. Everyone wants to go to the popular place, the in place. Today, the VIP Room or VIP...
Will SD-WAN Crush Cisco?
As more and more providers add SD-WAN, what happens to Cisco (and ADTRAN and Juniper)? Think about this: SD-WAN providers use an appliance as the CPE or end-point. This appliance can function as a switch, router and more. It...
Will SD-WAN Crush Cisco?
As more and more providers add SD-WAN, what happens to Cisco (and ADTRAN and Juniper)? Think about this: SD-WAN providers use an appliance as the CPE or end-point. This appliance can function as a switch, router and more. It...
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...
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...
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...
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...
Is Hosted PBX the Emperor's New Clothes?
Since 2004 when I started blogging, I have blogged about a hardware solution less than 2 dozen times - and not one product review. I have talked with OneAccess, a hardware company that was launching a new line of...
Is Hosted PBX the Emperor's New Clothes?
Since 2004 when I started blogging, I have blogged about a hardware solution less than 2 dozen times - and not one product review. I have talked with OneAccess, a hardware company that was launching a new line of...
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....
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...
Lessons from the NGC15
At the NextGen Cloud Expo yesterday, Tony Hawk was the featured keynote. Not exactly a prized speaker, he did have interesting vignettes about his life. He kept doing the skate-boarding thing even when he was broke and making no...
The Monitoring Master Move
This week marks the second master agency that has decided to get into monitoring. It seems like a bold move to go from back office sales support to resemble a NOC (network operations center). In the case of Telarus,...
The Monitoring Master Move
This week marks the second master agency that has decided to get into monitoring. It seems like a bold move to go from back office sales support to resemble a NOC (network operations center). In the case of Telarus,...
Juniper is a Cable Pusher
Juniper Networks is now pushing its VAR partners into the cable channel, getting them to sell cable services. It is pitched as cable is the cable to connect to the cloud. [see webcast video here] Comcast Business was on...
Juniper is a Cable Pusher
Juniper Networks is now pushing its VAR partners into the cable channel, getting them to sell cable services. It is pitched as cable is the cable to connect to the cloud. [see webcast video here] Comcast Business was on...
Commissions by Common Core Math
I listened to a presentation recently that suggested that new telecom agencies are not opening up (or at least not faster than closings and mergers). I was skeptical until this weekend when I was doing referral checks. One MPLS...
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...
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...
