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“Peter possesses a keen sense and insight for turning telecom services and products into customers and dollars. He is passionate about this industry, his work and the people he serves. Visit his site, read his blog and sign up for his newsletter at marketingideaguy.com and you will discover what makes Peter a sought after marketing consultant.”

Cynthia de Lorenzi, CEO, Patriot Computer Group

Look for me in Miami Beach Next Week
On Rad's Radar
Thursday, 26 January 2012 07:59
itexpo.png

Next week is ITEXPO East 2012 in Miami Beach at the convention center. I arrive around 11 AM on Tuesday for Editor's Day. There are a number of all-day events going on Tuesday like InsightPRM's Sales Management training and the Avaya seminar.

Not surprisingly, most of the buzz around the show is on Startup Camp Comms, which is Thursday at 4 PM with keynote from Sir terry Matthews, founder of MITEL. Four start-ups will be pitching as well.

I have 5 slots this time.

Wed. night on the show floor at the CVX Expo stage, three agents - Dan Vidal, Josh Anderson and myself (fueled with cocktails) will answer questions from Martin Vilaboy, Editor-in-Chief of Channel Vision magazine about issues facing the Channel. Consolidation, Competition, Commissions, Cloud, UC, and the decline of the PSTN. The fun starts at 6:30. Straight from the Shooters: Candid Conversations on Issues Facing the Channel. Details here.

Wed. at 11 AM, I moderate the panel, Social Media Channel Integration, about contact centers integrating social media into the work station in room B210. The discussion will be about business drivers for social media; 4 steps to utilize social media in the enterprise; and hurdles to incorporating SM in the contact center.

At 2:30 on Wed., in room B116, I will be moderating a panel titled Educating the Channel with Industry Standard Certifications. It's a topic that is close to me because the TCA, which I helped found, is all about educating the Channel and rolled out a certification program last year. This will be a good conversation about how we need to education the sales channels as well as the marketplace in order to sell services like UC, Cloud and managed services.

The fun panel will be on Friday morning at 9 AM: Does Your Business Have a Social Media Strategy? Chief Head of Lettuce Antony Francis is an old pal, who likes to get cranky with me, so this panel will rock. You will leave with more info than you thought possible at 9 AM on a Friday in room B210.

At Noon on Friday catch me at the 4GWE session about Fixed Wireless as a wireline replacement (in room A109). Do you think fixed wireless can replace copper?

Look for my tweets from @radinfo and say HI if you see me.

Read more... [Look for me in Miami Beach Next Week]
 
Is It Time for Metering?
NSP Strategist
Thursday, 26 January 2012 07:45

As we head into ITEXPO East 2012 in Miami Beach next week, one topic of discussion will be metering of bandwidth. The carriers must be happy that this is finally being talked about. Apparently, about half of American broadband users already have a cap. Certainly, mobile data is metered and capped. Satellite is definitely capped.

As usage continues to increase and as more data goes to the Cloud, how will network operators keep up with demand not just for capacity, but throughput and latency? Will Metering will bring in the extra dollars to pay for it?

One viewpoint from LogiSense is in this article from Channel Vision magazine.

There are companies now that are just providing the ability to meter services (at least one will be at ITEXPO). It should make for an interesting year as both Cloud and Hosted UC try to take off (so that those service providers who have invested millions in these services can gain revenue) at the same time that broadband access will increase in price (and uncertainty because with metering you don't know what your bill will be month to month).

Peter Radizeski is a telecommunications consultant and analyst with RAD-INFO INC. Service Providers have called on RAD-INFO INC for assistance building a channel, improving sales, managing online marketing efforts, and overall company strategy. Contact RAD-INFO INC at 813-963-5884 or http://rad-info.net

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Privacy versus Security
On Rad's Radar
Wednesday, 25 January 2012 10:51

"Concerned about privacy? Maybe you should be concerned about the economy instead. That was the subtext of a keynote speech by Sheryl Sandberg, Facebook’s chief operating officer, at a technology conference in the heart of Europe." [Benton]

Not to get political, but privacy is a ship that has sailed. Google, Facebook and other sites track online activities. Credit card companies and Paypal can track both offline and online activities. CarrierIQ software on cell phones is able to see every keystroke. GPS tracking on devices, including your TomTom. Cellphone and Internet logging by ISP's for government agencies track you.

I'm not suggesting we just give up on privacy. I am suggesting that we take the advice of Sandberg and start focusing on the important stuff. Maybe Security is the Important stuff.

When Wikipedia went dark in the face of SOPA and PIPA bills, it caused many supporters in DC to publicly back away. Privately, however, they will back TransPacific Partnership, ACTA and other bills. Why? Hollywood and content companies want it. Just another example of industry influence over voters or common sense in DC.

In the midst of the privacy talk, why isn't there more talk about security? The latest breach at Zappos affected 24 million. Laptops and cellphones are lost daily. Experts agree that mobile threats and breaches are inevitable. We don't need more rules or laws, we have plenty now, including HIPAA and PCI DSS. We need enforcement and monitoring - or really big fines.

There are simple methods for security available, it might be time to do so. "

""I am angry. There are real problems facing the world, and we, as a society, are not doing enough to address them in the right ways, not the ways we know are possible. The old way isn't working, and we know it." This is the opening paragraph to a new ChangeThis manifesto titled Shift & Reset by Brian Reich. "What might be possible if we were really committed, as individuals and as a society?"

<p.We focus on the wrong things. If you focus on your employees and customers and what you can do to benefit them, profit rolls in -- not the other way around!

From another ChangeThis manifesto, "The real business opportunity is to become more relevant and meaningful to customers in ways that create sales."

Read more... [Privacy versus Security]
 
The Trouble with UC Sales
On Rad's Radar
Monday, 23 January 2012 12:01

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.

einstein2.png

"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.

Also, no two UC packages are similar. In fact, the whole term Unified Communications is garbage can term for everything. In the call center space, it seems to be better defined.

Unified Communications, for the most part, begins with a VoIP service and goes on to include text, SMS, chat, email, video, and conferencing. Then we add social media and collaboration. In some cases, we had integration with CRM and other software applications. This is a huge can of varying stuff - in a marketplace that barely has unified messaging, a single inbox for email and voicemail.

This kind of varying component mixture is more like stew and adds to the confusion to both the customers and the sales teams.

"Since there is no 'one size fits all' solution for UC adoption, customers have not only the advantage of having a variety of platforms to source their functionality but also the challenge of figuring out which solution is most appropriate for them," according to Rich Costello, senior research analyst, Unified Communications/Enterprise Communications Infrastructure.

When the product contains a large array of services selling it is daunting.

  • Where do you begin?
  • Where do you stop?
  • What will deployment look like?
  • Will the employees actually be able to utilize the benefits?
  • Who's going to manage this?
  • Will it integrate with Program X?
  • How will the integration work?
  • What policies will we need in place to structure all that communication across so many architectures (social, etc.)?
  • How much is IT involved?
  • Is there a business case for this move?

It goes without saying that the sales process for this is very different from selling telecom services. Education and training of the prospects and the sales teams will be vital for success.

Next week at ITEXPO, I will be moderator for a panel that will touch on this: Educating the Channel with Industry Standard Certifications on Wed., Feb. 1, 2012 at 2:30 PM.

Read more... [The Trouble with UC Sales]
 
More Stats
NSP Strategist
Monday, 23 January 2012 10:07

I got these stats from an email as a Parallels Summit 2012 registrant:

"We would like to give you a sneak peak at some of the findings for 2012:

"Cloud Services and the Developing World --- The cloud services market in the developing world is growing over 3 times as fast as the developed world market."

From IT Authorities, a prezi on cloud market.

Hosted PBX -- "The U.S. hosted PBX market grew 84% this year among the smallest SMBs - and more and more SMBs demand hosted PBX to give them access to enterprise-level communication tools. Can you to offer this cloud service to you customers?" [Obviously, Parallels is in the Hosted PBX space now via a relationship with 4SPA and a provisioning tool in the hosting control panel. Do you see how the Hosted VoIP sector is just so hyper-competitive?]

Sole Proprietorships -- "77% of U.S. sole proprietorships design their websites in-house. Do you know how to target these SMBs with site building tools?"

SaaS Market -- "Globally, the worldwide SaaS market will grow to $20B by 2014. Are you prepared to take advantage of this growth?"

Premium Hosted Email and Medium SMBs -- "In 2011, U.S. medium SMBs' use of premium hosted email grew an incredible 110%, driven by these companies upgrading from free email accounts. Do you know how to target medium SMBs with your messaging and collaboration offerings?"

I'll be at the 2012 Parallels Summit in Orlando, let me know if you are going.

Peter Radizeski is a telecommunications consultant and analyst with RAD-INFO INC. Service Providers have called on RAD-INFO INC for assistance building a channel, improving sales, managing online marketing efforts, and overall company strategy. Contact RAD-INFO INC at 813-963-5884 or http://rad-info.net

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BC/DR Planning
NSP Strategist
Monday, 23 January 2012 09:08

From a VZ email about BC/DR Planning:

"According to research by the University of Texas, only 6% of companies survive a catastrophic data loss, while 43% never reopen and 51% close within two years. In spite of those shocking statistics, Gartner Research estimates that only 35% of small and medium businesses have a comprehensive disaster recovery plan in place."

"Researchers estimate that companies lose, on average, over $80,000 for every hour of downtime."

I like BC/DR stats.

Peter Radizeski is a telecommunications consultant and analyst with RAD-INFO INC. Service Providers have called on RAD-INFO INC for assistance building a channel, improving sales, managing online marketing efforts, and overall company strategy. Contact RAD-INFO INC at 813-963-5884 or http://rad-info.net

Read Full Article
 
VoIP Branding at its Best
On Rad's Radar
Monday, 23 January 2012 07:09
I was reading an article that began "specializing in telephone and network VoIP solutions for Fortune 1000 companies, government agencies, educational institutions and small and large businesses around the world." How exactly is that SPECIALIZING? That's Everyone.

Just so you understand: Avaya and Cisco are multi-billion dollar companies that still can not be all things to every business. It's is just not possible.

There was this little book by Chris Anderson called The Long Tail. The sub-title is that the future of business is to sell more of less. In other words, master niches. Fortune 1000, Government, Education, small biz - are all different niches. Each one has different buying signal, sales process, sales trigger, pain points, price points, and more. 

In VoIP, where there are thousands of competitors, build your brand in a niche - become best of breed in a vertical. (Read Seth Godin's The Dip.)

In other VoIP news, Vocalocity has acquired the customers of DigiTalk, located in Rutherfordton, NC. You could read the press release, but that single sentence is all of it.

 

Read more... [VoIP Branding at its Best]
 
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