VAR

Day 1 Observations from Phoenix

October 26, 2010

I'm at the Broadsoft Connections 2010 user conference in Phoenix. The theme is Ignite Passion (for Hosted UC). These are some of my notes:

Broadsoft is pushing not just Hosted PBX but services they are calling CAAS (Communications-as-a-Service).

Posted in VAR, agents, broadsoft, channel, communications, conferences, conferencing, im/chat, saas, sales and selling, telecommunications, unified communications, video, voip, xmpp

What to Ask Your Prospective VoIP Provider

September 29, 2010

If you are a VAR or telecom agent about to pick out a strategic partner to be the VoIP Provider that you work with, here are some things to ask the execs.

Are you a CLEC? It isn't a requirement to be a CLEC to deliver VoIP. However, if not, E-911 and porting will be done by a third-party.

Posted in CLEC, PBX, VAR, agents, channel, commissions, disaster recovery, mpls, sip trunking, smb, unified communications, voip

The Channel and IP Comm

September 29, 2010

I presented on a webinar for the Technology Channel Association today titled How to SELLECOM Hosted PBX. We had a good turn out and many questions (which I appreciate).

One question was why I would suggest that the agent NOT ask for the bill. When selling IP Communications, it isn't about cost savings.

Posted in PBX, TCA, VAR, agents, broadsoft, channel, sales and selling, telecommunications, unified communications, voip

Too Many Terms (Mini Glossary)

July 16, 2010

I use a lot of terms in my writing. I figured I would explain a few of them today, since someone asked nicely.

Agent is a member of the Indirect Channel. Also called a channel partner.

Posted in CLEC, VAR, agents, channel, commissions

TCA Looking for a Few Good Agents

April 21, 2010

The Technology Channel Association is looking for a few good Agents. Are you a VAR, Inter-Connect, Systems Integrator, MSP, MCP, or traditional telecom agent?

Join TCA!

No. Really. Take 5 minutes to join the only non-profit trade association that is actively working to improve your industry - and thus your livelihood.

Like any non-profit, we need a few active volunteers to get projects done. That's where you come in. On May 5th at 1 PM Eastern time, we will be having an open agent call to get volunteers to help with membership and other activities. If you are interested, please join TCA or ping me. Thanks.

Posted in TCA, VAR, agents, channel

SUTUS DEMO 2010

March 26, 2010

View SUTUS at DEMO 2010. SUTUS points out how the traditional solution of many service specific boxes is old-school. In the new green world, having everything in one easy-to-use box is a smarter solution for businesses with under 25 employees.

Posted in PBX, VAR, technology, unified communications

How Not to Sell VoIP

March 2, 2010

NGT presented a session on How to Sell VoIP at VoIP Nation. According to attendees, the NGT way to sell VoIP is to sell it on price. Wrong!

Posted in VAR, voip

Channel Partners Need a Net-Head

March 1, 2010

Arrived in Vegas for the Channel Partners Expo (in conjunction with VoIP Nation). Seems everyone I speak with is looking for sales. We have at least as many channel agents as we have always had, so why the growing need for sales?

I think one reason is that most of the channel partners are TDM. Plug and play.

Posted in Internet, PBX, VAR, agents, bandwidth, cellular, channel, conferencing, fiber, saas, telecommunications, wi-fi, wireless

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