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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
Marc Says Software Killing It
NSP Strategist
Monday, 19 December 2011 12:40

In this WSJ article, Marc Andreesse talks about how software is eating the world, one industry at a time. Then in this CNET interview he mentions a bunch of apps/websites that are going to blow up, including TaskRabbit, Airbnb, Fab.com, and Shopkick. It's more about the opportunity and perspective for me, but the web has flattended out much of the world.

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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Retail Sales Rules from Ma Bell
NSP Strategist
Monday, 19 December 2011 08:36

So Ma Bell developed 6 steps for customer service for the 26,000 employees that work at the more than 2,300 stores that Ma Bell owns and operates. The key is that Ma Bell wants to get away from transactional sales. It "is not in the business of selling products. They are in the business of selling solutions." That's the right mindset.

"Build value. An employee will ask the customer specific questions to understand the purpose of their visit." You need to have real open ended questions that will elicit the information from the prospect.

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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What is Wrong with AT&T
On Rad's Radar
Monday, 19 December 2011 08:28
In recent weeks, AT&T has been hit with a blizzard of bad news.

It's 3Q2011 earnings were off estimates. It's merger with T-Mobile is looking less and less likely with the FCC report, its own smoking gun and the DOJ trial. It received horrible ratings for customer service - again. It was caught up in the CarrierIQ rootkit mess. 

The only good news was that it was able to buy the Qualcomm spectrum. This purchase won't solve many of its issues but it will give the network some breathing room. (Unless the same engineers who admittedly mismanaged the wireless network before are still at work at Ma Bell.) 

Today, a notice was released that AT&T Southeast has exhausted its VLAN numbers in Atlanta and South Florida LATA's for Metro Ethernet. It's utterly mind boggling to me. Would you let AT&T manage your network? 

IN other news, VZW scooped up even more AWS spectrum from Cox for $315M. It looks like VZW has sales agent agreements in place with 4 MSO's now - Bright House, Cox, Comcast and TW Cable. Can you say leaving my competition in the dust?

While AT&T was mired down with the merger - and Sprint was stumbling over that same merger - VZW has been taking the necessary steps to win the cellular race. Will Sprint or AT&T be able to catch up? 
Read more... [What is Wrong with AT&T]
 
11 Top Stories in Telecom in 2011
On Rad's Radar
Thursday, 15 December 2011 07:41

Here's my take on the Top 11 stories in telecom of 2011.

1. Shane McNamara being named VP of the Indirect Channel at XO. It was a shock pick for many in the industry.

2. TNCI Bankruptcy! I understand that the reseller model has been taking a huge beating in the last 3 years, but when you start off hawking "Agent Equity", you need to be better fudiciary stewarts than this.

3. WIND-PAETEC merger - I just didn't see that one coming. It did prove my point about the difference in running a private company as opposed to a public one, who is a slave to Wall Street.

4. Qwest getting bought by CenturyLink - and then CL buying Savvis. It was a big shopping spree. I thought it would have been wiser to buy a cell company, but CL is going all-in on the Cloud.

5. The TCA's Certification program. This is kind of self-promoting because I am a Board member and founder of TCA, but I have seen how the carriers are looking at certification for the indirect channel. I think for agents the CTP (or some certification) will be necessary.

6. The Cloud M&A - there was so much of it! The big one was VZ buying Terremark, which might have been the same plan that CenturyLink used when scooping up Qwest CyberCenters and Savvis. I think the one least spoken about is the TWC-Navisite deal.

7. InterNAP killing its Channel. I don't think this story is over, since the agents have to keep fighting this one or risk more crap like this from carriers who need to rightside their balance sheet like some kind of lipstick on a pig. Cloud companies don't want to see it, but it is this action by InterNAP (and Equinix with Switch & Data before it) that keeps Agents from running to the Cloud. Fear of being cut off at the knees. Not that telcos - remember MCI? - haven't sliced the channel (hello RBOCs!)

8. TelePacific's buying spree - Telekenex, Tel-West, Covad Wireless, and Orange County Internet Xchange. It was fast and furious and quick.

9. Dan Foster leaving then returning to MegaPath to take over for Bruce Chatterly as President of the Business Markets Group. That game of musical chairs was confusing to watch, coming on the heels of the merger of Covad's two largest customers - Megapath and Speakeasy - into one company.

10. Since 2011 seemed like the year of serial acquisitions from companies - Megapath, TelePacific, CenturyLink, Windstream, TDS - let's give a hand to EarthLink, who took New Edge Networks and combined it with One Comm., DeltaCom, and STS Telecom to make a nationwide business CLEC play, then added a bunch of IT/Managed services/Cloud services to that CLEC with Logical Solutions, Business Vitals and the Synergy Global Solutions deals. We'll see how that integration works out in 2012.

11. Comcast hiring Craig Schlagbaum to build and run its Channel indicated that Cable was coming to play in the business space. CLEC's need to take note, because most CLEC"s don't OWN or operate their own network, but lease network from ILEC's and Cablecos. Also, Cox and Comcast are rolling out Hosted PBX nationwide, which means the ITSP space better wake up and get its house in order, since cable has a brand and a network to go with that Hosted PBX service.

I'm certain we will see more M&A in 2012 since companies are flush with cash and can't organically increase revenue. And I am also certain that Cable will be making a big impact in the SMB space in 2012, much to the detriment of CLEC's and VoIP providers.
Read more... [11 Top Stories in Telecom in 2011]
 
Feel Good Marketing
Marketing Idea Guy
Thursday, 15 December 2011 07:30
Two of the best ad campaign in my opinion are the AT&T LD I’d Like to Teach the World to Sing ads also from the 80s. Both were feel good ads. It was emotive. Both Coke and AT&T left the audience with a feeling that became associated with their brand. There is no better branding [...]

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The Advice Column
On Rad's Radar
Thursday, 15 December 2011 06:19

It's the end of the year. Time for Reflection. Time to set some Goals for 2012. Time to review those goals from 2011 to see how you did.

Here are a few articles with some good advice.

There's an article trending about 30 Things to Stop Doing to Yourself. It's a good read.

Here are 10 great tips from successful small business owners. I like this tip: Stick to your core business.

Here are 7 tips from highly productive people.

Mojo Marketer Angela has 4 tips for telecom email marketing.

Gary Vee asks a really good question, "Why do we celebrate fund raising instead of sales?"

Have a safe and happy holiday season!
Read more... [The Advice Column]
 
6M Are Wireless Only
NSP Strategist
Thursday, 15 December 2011 03:58

New study out about the cord cutting consumers.

By the end of 2011, 6.05 million US households will depend on a wireless or mobile platform (including 3G or 4G) as their only means of accessing the internet, according to research just published by the Strategy Analytics Service Provider Strategies program. This represents 6.9% of total US broadband connections—and a 430,000 net increase over 2010 levels. These “Mobile-Only” customers typically connect to broadband using 3G or 4G-enabled smartphones or PC dongles, and are unable or unwilling to use a wired broadband service such as cable, DSL or fiber.

Cable is winning the broadband war. DSL is shrinking. Mobile is increasing, At least according to this study.

Remember that this is a consumer (residential) study. This will have impact triple-play bundles. It will also seriously affect the revenue of telcos in 2 ways.

One: they spent all these billions to get into TV - the least profitable service in the bundle - at a time when content charges are increasing, killing off profit and customers. Instead of trying to win the phone/Internet war, telcos wanted it all - despite the partnerships they already had with DBS companies (DISH + DirecTV).

Two: more data only usage of the 3G/4G network will require more and more investment in network, spectrum, towers and backhaul. Cellcos are finding that ARPU is not increasing at the same rate as investment and maintenance of the cellco network. Plus most cellcos - especially VZW and ATT - have lost all the wireline revenue of the wireless-only customers. Revenue that was almost pure profit since the network was paid for.

What's the future of DSL? Who knows really. Can the ILEC's just let the copper go to waste? Frontier, FairPoint, Windstream, Cincinnati Bell, TDS and CenturyLink can't. The RBOC's might, but I'm not certain that they have a plan to get out of the combined debt. VZ has $54B in debt of which $8.5B matures in a year. Ma Bell has $69B of long-term debt, which it spreads throughout its empire of subsidiaries.

Luckily, CLEC's can still take advantage of the copper plant to deliver business services, but they better have a plan in place for network 20K feet from the CO, because that will likely have to be installed by CLEC's themselves soon.

And if everyone is going wireless, is MVNO a profitable model? By bet is NO.

Are you making plans for What Happens When? Need help? Call RAD-INFO INC at 813-963-5884.

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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