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

unified communications

Why Did ShoreTel Buy M5?

February 10, 2012

Recently, M5 Communications was acquired for about $160 million by ShoreTel. The premise PBX vendor had a bad quarter and caved to the pressure of Hosted PBX. Avaya, Interactive Intelligence and MITEL have hosted offerings. At some point, ShoreTel had to jump on that bandwagon - due to the big opportunity (ask any analyst) and the threat that cloud comm places on premise only sellers.

I think some of that money - now $162 M based on the stock - was for Dan and his team to stay on and continue to run the machine.

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.





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.



It's Monday So Lots Happened

October 17, 2011

Polycom bought Vivu, a video collaboration company, to help Polycom push it's Presence gear. Video, video, video. Yet I never have video calls or video call requests. To me, I wish you would work on the phone part.

Metaswitch is Blowing Up

October 6, 2011

I know that the M Forum was last week, but the news is tumbling out of Metaswitch faster than I can read it. It started at CPExpo when EarthLink Business confirmed that it was going Meta despite buying STS which was a Sylantro shop. Deltacom and ONE Comm had a lot of Metaswitches lying around (mostly unused.

Optimum Lightpath (Cablevision) rolled out Next-Gen Hosted PBX for the mid-market and enterprise.

The Latest in VoIP Updates

September 19, 2011

There is just so many press releases. I'd say news but much of it is not new (that is to say innovative) or really news worthy other than as tidbits of info to keep up on the sector.

Metaswitch got into the SBC market, because their clients didn't want to buy the market leader, Acme Packet. Level3 jumped into the SBC market with a new service: Managed SBC.

The Banker Speaks

September 16, 2011

At Cloud Communications Summit at ITEXPO this week in Austin, Q Advisors a luncheon keynote. Q Advisors has been involved in quite a few M&A transactions this year with Cloud Comm companies. Micheal Quinn was the speaker. He said a lot of stuff that I have been saying (so I naturally liked the guy, even though he is a banker.)

A Couple of M&A Items

September 9, 2011

It seems that Apple put in a bid for Dropbox for $800M (for $100M in revenue). But Dropbox decided to get another round of funds and think IPO instead. [BusinessInsider]

Cablevision will resell Sprint wireless service through its Optimum Business unit. Quad play for SMB.

Blockbuster Still Chasing Netflix

September 6, 2011

There's a lesson to be learned from Blockbuster. Blockbuster was the last standing national chain of video rental shops. It was purchased by DISH Network out of bankruptcy. Blockbuster was an example of a company that couldn't keep up with changes in its sector - and let rivals dictate the playing field.

The State of VoIP

May 24, 2011

Seems passe to be writing about VoIP, but that's the overarching theme of this post. What is happening in the VoIP world?

Microsoft bought Skype and announced today that Skype for Asterisk will be shuttered. Yep, looks like Skype will be for LINC, maybe a few select partners, and maybe a reborn Response Point program.

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