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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
What Does RAD-INFO Do?
NSP Strategist
Thursday, 20 October 2011 12:16

I get asked this a lot and last week was no exception. So here's a highlight reel of what RAD-INFO does for clients.

If you want specific case studies with outcomes, here you go:

Are you taking part in the Start Your Sales Engine Series? Inexpensive sales training for your sales team.

Don't want to sit through a webinar? Get the Hosted PBX sales training kit and go at your own pace.

My books, podcasts, audio and video are available for sale on SELLECOM.

Because you demanded it: How to SELLECOM Cloud book will be out in January 2012 in kindle format!

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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Everyone is Jumping on Mobile
NSP Strategist
Wednesday, 19 October 2011 06:56

Best Buy is opening new concept stores called Best Buy Mobile, "a new Best Buy concept focusing on sales of smartphones and mobile devices such as the iPad." Radio Shack is heavily into cellular and tablets, now carrying pre-paid from Boost, VZW, tracfone and one other plus the 4 post-paid carriers (ATT, VZW, T-Mobile and Sprint).

Cbeyond has had an MVNO for a while. XO just signed on as a Sprint MVNO.

Tech Data just signed a deal with Brightstar to basically become Radio Shack for VAR's. TDMobility is being messaged as a PAAS, but its an MVNO with Sprint, T-Mobile and ATT services being sold with devices through a portal that TD and Brightstar manage for the VAR (service provider) and the end-user.

Everyone is trying to figure out a mobile play.

Since MVNO plans have not worked out previously for so many companies (mainly due to a scale issue), I don't see how the new MVNO's will make it work either. You need 6K lines a year to break even!

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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Becoming an MSP
NSP Strategist
Wednesday, 19 October 2011 06:38

I have been at three shows recently that have urged Agents, VAR's and others to morph into an MSP (managed service provider). Last week in Atlanta, Presilient gave a presentation on making an MSP out of an Agent. Basically, data backup is the first service for an MSP to sell. There are many choices for vendors from Mozy, Carbonite to Qwest (who has been selling Hosted Storage for 3 years) and Intronis.

Monitoring is another hot service. Firms are monitoring hardware, LAN and WAN. Reporting is the key to selling this service because without color charts to show incidents and actions. Presilient says that they can monitor from 5 to 500 servers. It would seem that 1-5 servers would be the sweet spot and anyone with more than (even I think) 30 servers will have a full IT staff.

The MSP model is a migration from break/fix toward a steady income delivered by MRR (monthly recurring revenue).

Presilient did mention that backup is all about: Data storage and assessment of storage goals and compliance and could be sold around best practices. (Be the expert!)

The thing about backup is that there isn't validation on many backup services, so sell validation. "Yes, we have your data error-free and ready for retrieval."

If the business does have IT staff, remember to mention that it isn't always about replacing head count. It can be about taking mundane tasks off the staff plate to an outsourced (local) partner.

Backup must be growing because Intronis is on pace to grow 50% in 2011.

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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Steve Jobs
NSP Strategist
Tuesday, 11 October 2011 09:18

Not to add to the stuff you have read about Steve Jobs, but this article is being discussed at length on a couple of lists. What I Learned from Steve Jobs. I like # 11. Real CEO's Ship. Period. They aren't fighting fires all day. They are working on strategy and design and shipping product out the door.

Seth Godin's last book was Weird Ones. Steve Jobs was that. My homage to him was compiled here. I liked the 3 stories to Stanford grads. Best way to sell your idea is with stories.

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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Connect America Fund
NSP Strategist
Tuesday, 11 October 2011 09:05

FCC Chairman Julius Genachowski outlined a plan to reform and modernize the Universal Service Fund (USF) and Intercarrier Compensation system (ICC) in a speech delivered at FCC headquarters. The pro-consumer plan will, if adopted by the Commission later this month, reform USF/ICC to unleash enormous benefits including expanded broadband infrastructure for millions of Americans. Genachowski goes on to say, "Proposal would help bring consumer benefits of broadband to 18 million Americans who are currently denied access to full economic and social participation." (He means rural residents without broadband, except maybe satellite access.)

On the one hand, I am excited that the FCC will FINALLY be resolving the USF and ICC issues.

On the other hand, do taxpayers really have to foot the bill for all rural services, like mail, phone and broadband? The current USF is 15.3%.

Other FCC news:

Using 477 data, the FCC has released 2 reports that contain data up to December, 2010. One is the Internet Access report. The other is Local Telephone Service report.

And that's not all! The FCC has released a report and order on the TRS Relay fund for Inter-Connected VoIP providers who now have to contribute to the fund and provide TRS to those with disabilities. Also, called Advanced Communications Services for the Disabled. Something to do with the 499-A form. But I didn't read all of this yet.

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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A Look at the SMB PBX Market
NSP Strategist
Tuesday, 11 October 2011 08:40

The Telecom Reseller wrote about how both Avaya and Cisco have attacked the SMB PBX market in very different ways.

"Don’t assume that Avaya and Cisco are always selling to similar SMB customers. New research from The Eastern Management Group finds they are not. Avaya sales to first-time buyers are unimaginably strong. Cisco is the go-to company for features that improve employee productivity."

There are others in the SMB PBX space - ShoreTel, Samsung, Asterisk, Fonality, Panasonic and many others. The leaders get business two different ways. Avaya likely because of the brand name in PBX. Cisco always sells on features.

Which are you using? Your Brand? Low cost? Productivity? Or not sure?

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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The Key to Backup
NSP Strategist
Tuesday, 11 October 2011 08:27

I might have said this before but it was mentioned by a couple of MSP's at the agent show that I am at. The key to data backup is not backup but restore. The piece that many staffers miss is validating that the tape backup ran correctly and that the tape itself is without damage.

Back in 1996-1999, I worked for a Novell VAR and HP tape backup was at every client site. Despite that, no one checked the reports even for the warning that printed out about the tape cartridge being locked or that the backup had an error. They found out when the server hard drive crashed.

Hard drives crash. Not maybe, but when. Backing up data, especially sales and client data, is essential to the continuation of your business after a crash (or other adverse incident).

When you are offering Data Storage -- and you ARE selling backup, right? - remember that the key to sales isn't the backup, it's the validation and retrieval. (off-site too).

Also, when selling backup, mention that you are not displacing bodies but making them more efficient and giving them some time back from this mundane but essential responsibility.

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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