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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

How $250 or Less Will Improve Sales
NSP Strategist
Friday, 07 January 2011 07:27
Were sales in 2010 what you expected or what you wanted?How many sales people hit their quota?Have you done any sales planning with your sales team for 2011? If not, expect similar results from 2010. Without sales planning, you are basically hoping that the sales people know enough to get your company enough sales - and the right sales - to make it through 2011.Think about that. You built your

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2 More Acquisitions
On Rad's Radar
Thursday, 06 January 2011 06:55

Rumor from SFGate is it that Skype bought Qik for $100 million. Qik's smartphone video streaming service has grown to 5 million users. That doesn't mean revenue though - and Skype should know, right? Only 6% of its 124 million users contribute to the bottom line.

Meanwhile, GENBAND bought Cedar Point, a provider of integrated packet-based voice and multimedia switching technologies to the cable industry, which is the industry that GENBAND wants to dominate. GENBAND is banking that cable voice will grow along with cable broadband sales (at the expense of ILEC DSL).

In non-acquisition news, LightEdge was named to Gartner's Visionaries list for UC as a Service. "The LightEdge Connected Office suite includes: hosted PBX voice services, hosted e-mail (Microsoft Exchange), hosted instant messaging and presence (Microsoft Office Communicator), hosted desktop faxing, and voice/web conferencing." The fact that Iowa-based LightEdge melds email and OCS with the other voice stuff makes it different. Only a few providers do that - Alteva in Phillie.

Please note my one point is that these Hosted PBX companies are getting crazy with the marketing terms: Converged Comm in Cloud, Converged Comm AAS, UCaaS, blah, blah. Do you think any of your prospects is shopping for that? I'm in this Industry and can barely keep up with the term of the week that your PR firm made up. How about developing a real USP / Value statement / elevator pitch / brand statement?

Read more... [2 More Acquisitions]
 
Smoothstone Has Patience with Sprint
On Rad's Radar
Thursday, 06 January 2011 06:36

Sprint finally lands a partner in its Mobile Convergence system. After spending much of 2010 talking with Sprint about the MVNO and Integration options, I applaud the patience of Smoothstone, which announced today the availability of Smoothstone's cloud-based voice solutions combined with Mobile Integration delivered over the Sprint Global MPLS network to provide unprecedented flexibility and performance for the most dynamic and demanding businesses. In English, that means that Smoothstone's softswitch (Broadsoft it seems) is connected to Sprint's network via an MPLS link to allow customers that also have a Sprint mobile phone to have full integration with the Hosted PBX. In essence, the Sprint cell phone becomes an extension on the PBX.

This is good news for the Channel because now you can sell Smoothstone AND Sprint mobility accounts. Ca-shing!

ADDED LATE: Speaking of Sprint: we have the situ with CLEAR that needs to be Clear-ed upsmile So both Sprint and Clearwire will be at a Citi Conference. Maybe we'll find out something then. And Hesse says that Sprint rates will be increasing.

Read more... [Smoothstone Has Patience with Sprint]
 
The SMB Sweet Spot
NSP Strategist
Wednesday, 05 January 2011 08:17
As SMB move to VoIP, Hosted UC, and Cloud services, broadband will not be the best answer for Internet Access. Quality of Service will be required. And likely more than "best effort" bandwidth. This is why New Edge (now EarthLink Business) and MegaPath (combo of Covad, Speakeasy and Megapath) are having success selling MPLS.The other sweet spot for ISP's is Metro Ethernet. EoC and EFM are great

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ITEXPO East 2011
On Rad's Radar
Tuesday, 04 January 2011 13:46
ITEXPO

ITEXPO East 2011 in Miami Beach is less than a month away. Who's going?

Suzanne Bowen of DIDX is listing the events on her blog here.

Highlights include the Telecom One-on-One put on by PR firm JS&A for clients, media and friends on Feb. 1; Women of VoIP Breakfast and Networking Receptions on Feb. 2nd & 3rd.

I am working on the eclectic dinner gathering that I arrange every event. If you want to go just drop me a note - on twitter, email, comments, wherever. It will probably be on Wed., Feb. 2nd at 9 PM at the same place as last year, the Organic Italian restaurant, Escopazzo.

Hear me speak about Net-Heads at CVX Expo in Miami on Feb. 3rd at 3:15 on the show floor at the Channel Vision booth. Also, moderating the panel: VoIP/Telco 2.0 - The Emergence of Cloud Telephony on Feb 2nd at 11 AM.

Just in time for ITEXPO, my new book is out: LIT BUILDINGS: A Sales Plan for Service Providers.

Read more... [ITEXPO East 2011]
 
UC is on the Rise: No Kidding
On Rad's Radar
Tuesday, 04 January 2011 12:25
Outline of a cloud containing text 'The Cloud'

Image via Wikipedia

All the trends, lists, predictions are out now. Of course, UC is will see record growth and Cloud Computing too. No kidding! They are both in infancy (relatively speaking), so there is nowhere to go but up. Any halfwit that "predicted" that is just blowing hot air into his blog, tweet and press release to get some SEO juice with the trendy marketing buzz words.

XO tweeted this: "about 75% of specs drawn up by companies looking 2 upgrade communications have some form of #UC on their lists"

UC is a garbage can term that some marketing team came up with. Unified Communications encompasses VoIP, video, conferencing, presence, IM/chat, SMS/text, and now SocialCRM. That's the whole comm bucket, folks. So that should be 100% of companies are looking to upgrade to some form of UC.

During my chat with XO's Pete Davis today, we were talking about XO's UC value proposition. It's about having the various components for communications available to inter-operate together.

Having a bundle or a package for Hosted UC is great IF it will inter-op with company processes and other applications like CRM, databases, PBX, firewall, etc. 

It's more like UC is a sandbox. Can the vendors play in that sandbox together in order for the customer to realize the true benefits of unified messaging, seamless telecom, mobility? We'll see but my bet is on not yet. For those wondering if UC will grow in 2011-2014: Probably. As this blog points out, successful case studies do not abound. If it turns out that UC is vaporware in terms of true benefits to the corporate bottom line, growth will stagnate. Or if it becomes a technological hurdle for small businesses to integrate.  

Read more... [UC is on the Rise: No Kidding]
 
Tom Peters on Sales
On Rad's Radar
Tuesday, 04 January 2011 08:47

I have been a Tom Peters fan for a while. His slide decks can be downloaded from tompeters.com. You can follow him on twitter @tom_peters. His current favorite topic is healthcare, specifically patient safety. It's also a topic that the CDC has a goal - preventable illness in healthcare facilities. It's as easy as washing your hands often.

While working on the third book and some client presentations, I decided to edit Tom Peters slide deck for my clients as a new year's gift. Here you go: Tom & Peter on Sales:

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