Peter Radizeski is Founder and President of RAD-INFO INC. He is an accomplished blogalyst, speaker, author and consultant. He has helped many service providers with sales training, marketing, channel development and business strategy. He is a trusted source of knowledge about the telecom sector. His honest and direct approach make him a refreshing speaker.

Look for his innovative ideas and analysis of current technology on his blogs.

Meet him at one of the many conferences he attends and speaks at.

Hire RAD-INFO today!

Fiber Lit Buildings Leaders

Only 11 carriers have more than 10,000 fiber lit buildings, according to the latest report from Vertical Systems: AT&T, Verizon, Spectrum Enterprise, CenturyLink, Comcast, Level 3, Cox, Lightowerl, Zayo, Altice USA and Frontier.

The challenge tier, containing 2,000 to 9,999 lit buildings, has 17 companies. Cincinnati Bell, Cleareon, Cogent, Consolidated Communications, Electric Lightwave, Fairpoint, FiberLight, FiberNet Direct, FirstLight, IFN, Lumos, Southern Light, Sunesys, Unite Private Networks, Uniti Fiber, Windstream and XO.

RAD-INFO INC  is a telecom agent and consultant that can quote and provision fiber and other services from these companies.  Call our office today 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 improving sales, managing online marketing efforts, channel sales enablement and overall company strategy. Contact RAD-INFO INC at 813-963-5884 or http://rad-info.net

Sales versus Marketing

In a session today at ChannelCon 2112 Group’s Larry Walsh made a comment to Heather Margolis that Marketing is a Cost Center. That isn’t true.

Peter Drucker said that a company has only two duties Innovation and Marketing. Everything else is overhead. If marketing is done correctly, sales is superfluous.

The problem most service providers face is a lack of both. Not much innovation and no marketing. It’s why everything is driven by price.

In today’s hip start-up culture, a business plan is a waste of time. Never mind, a sales plan or a marketing plan. Yet the start-up will spend hours on a pitch deck! The reason to do a business plan is to spend the time thinking through your business. What are you; what are you in business to do; who are your customers; how do you benefit them?

These are important questions to ask. You cannot have a value proposition without knowing who it is directed at – or what your value as a service provider is.

That is Marketing – the message and then communicating that message to the marketplace (ideally targeted to your ideal prospects). (And communicating that message to your employees, partners, vendors.

It is easier if you have a unique service. For example, if you are one of just three UCaaS Providers that integrate with a vertical’s practice management software, creating a message around that and communicating it to that vertical is simpler. It is simpler than yelling at the whole marketplace that you offer Unified Communications!

How relevant are you to your customers? That is the combination of innovation and marketing.

Why are so many sales partners needed? One of two reasons: Demand for your service is so great; or demand is so little.

Comcast, Microsoft and AT&T have big channels. They create Demand. The channel is there to fill it. Most of the rest of the service providers do NOT create demand. They expect the channel to do that but that isn’t what the channel does.

They may be innovative with their DRaaS service bundles but they do not market well. They lean on sales. Tech companies tend to skimp on marketing and lean on sales.

The problem with that is without a clear value proposition; message; and target audience, your brand will be determined by hundreds of independent salespeople who interpret it as they will.

So which is more important? Sales is revenue but if marketing is all the communication – and without communication there are no sales.

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

What Gets Added to the BIll?

I don’t often see the fees because I don’t get the final bill.
On top of that each carrier charges different fees/taxes.
It isn’t easy to know what those fees will be. That’s on me though.

BGP – at least half the carriers charge something for this; either one time set up or a recurring charge.

IP Addresses – all of them charge for anything more than a /29

Off one bill for MPLS:

  • Total Taxes, Governmental Surcharges & Fees
  • Other Surcharges & Fees
  • Cost Recovery Fee
  • Federal Universal Service Fund (USF) Surcharge
  • State Franchise Recovery Surcharge
  • TX Municipal Franchise Fee
  • Total Other Surcharges & Fees

Off one bill for Dedicated Internet Access:

  • Taxes, Governmental Surcharges & Fees
  • Communications Services Tax
  • FL Communications Services Tax- Gross Receipts
  • State Sales Tax
  • County Sales Tax
  • District Tax
  • Local Sales Tax
  • Utility Users Tax
  • Total Taxes, Governmental Surcharges & Fees
  • Other Surcharges & Fees
  • State Franchise Recovery Surcharge

XO only charged an Admin Service Charge – no other fees/taxes – on Internet bandwidth.  This probably changes when Verizon starts billing XO customers.

On AT&T bills, I have seen:

  • Surcharges and Other Fees
  • Universal Connectivity Charge – Interstate
  • Administrative Expense Fee – Interstate
  • Property Tax Allotment – Interstate
  • Federal Regulatory Fee – Interstate
  • STATE COST – RECOVERY FEE
  • Plus County, State and Federal taxes

On ACC Business, the bills for Internet Access, the only fee is Federal Access Recovery Fee. And ACC is a subsidiary of AT&T!!!

On GTT bills: Regulatory Recovery Surcharge of almost 10%.

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

Tidbits (#2460)

RURAL BROADBAND:

Microsoft will try to bring better broadband to two million rural Americans in the next five years. The company’s so-called Rural Airband Initiative is an attempt to partner with local providers to boost wireless internet.

The FCC will invest $4.5 Billion in rural 4G LTE broadband expansion to rate of return carriers via alternative Connect America model (A-CAM).

FIBER:

Study Shows Home Values Up 3.1% with Access to Fiber.

Can Easier Make-Ready Change the Business Case for FTTH? “Make ready” costs (the cost of readying an aerial facilities pole for a new set of communication cables) might represent $4,000 to $35,000 per mile of cost for a new distribution network. That represents about a low of two percent and perhaps a high of eight percent of total distribution network costs.”

The war over high-speed access is fought on 40-foot-high wooden sticks.

POTS

End of copper landlines coming soon. Some people are not happy!

AT&T Looks to Discontinue Copper Landline Phone Service State By State.

Frontier bet $17B on landlines — and is in serious trouble by the WSJ!

MERGERS:

Atlantic Broadband, a Cogeco Comms subsidiary, will acquire all of the cable systems under the MetroCast brand for $1.4 B. [source]

The telecommunications industry has lost 39,200 jobs in the last year. [source]

Cincinnati Bell is buying Hawaiian Telecom for $650M.

Acquisition complete: Mitel owns Toshiba UC Systems Business Assets.

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

Is This the Way to Get Attention?

If you want to get a partners attention, want to know some of the best ways to do that?

  • Spam them
  • Don’t use BCC. Show all the emails of everyone on the invite!*
  • Invite them to events that are thousands of miles away – in another state.
  • Be lazy.

You got my attention. I already had one go around with Convey and LSI over this.

Convey Services is SAAS company that runs a portal for master agencies. LSI and ByteGrid hired Convey to handle their portals and an event. Convey did a poor job on the details of this. The email came from them, not LSI or ByteGrid. The email didn’t explain clearly anything actually.

Convey tracks agent usage of the portal. Where they go, what they look at. I figured they scraped my email from that. Convey says it was provided by LSI, who got it from a LinkedIn connection with one of their executives.

Everything about these 4 or 5 emails has been the showcase for the Lazy Marketer. Quick, Dirty and Hurried.

It was a blast email, but the emails were CC’ed instead of BCC’ed. (So I will likely get even more spam.) If you can’t Blind CC, do I really think you can handle Compliance issues?

For your own education, HIPAA is not HIPPA. This does not exude confidence.

I asked to be removed from the email twice – both to Convey and LSI. No idea how ByteGrid got it. I have never done business with any of these companies.

Also, it takes one minute to look at my website or my twitter or my LinkedIn profile to know that I reside in Tampa Florida. Why do I get invited to so many events in Atlanta and Miami? One is a 7 hour drive and the other is 4 hours. From companies I have no relationship with?

If you aren’t careful with my email, why I would I trust you with my client?

I know you think I made a mountain out of a molehill, but I get tired of the pile of email I get that is this or even more irrelevant.

I understand you want to get the word out. It’s a fun event. Let’s Blast it out! NO!!! STOP!

It’s like when a Channel Manager from a carrier I quoted but never sold, does the musical chairs to another company and pings me from there. I shake my head.

3 Things:

  1. Seth Godin wrote Permission Marketing in 1999. It’s 256 pages but the gist of it can be read here.
  2. Trust is huge component of sales. If I don’t trust you, I will never buy from you.
  3. Marketing is Everything, every touch of the prospect/customer/marketplace.

Don’t Be Lazy.

Tags: , , , ,
Related tags: , , , , ,

Related Entries

  • The Job Jumper and His RolodexJan 09, 2015
  • Email Encryption on the Rise?Dec 30, 2013
  • It is All Distribution NowDec 13, 2016
  • Why Your Marketing is Hurting Your SalesOct 18, 2015
  • What Do the Security Hacks Mean for the Channel?Jun 30, 2015
  • One Way to Privately DifferentiateJun 29, 2015
  • News Tidbits Part 2915Feb 09, 2015
  • About Email MarketingDec 09, 2014
  • 3 Reasons Channel Management Needs a SlapOct 31, 2014
  • Info You Need That I Didn’t Blog AboutAug 14, 2013
    links.png
  • TrackBacks
    | Comments | Tag with del.icio.us | On Rad’s Radar? Home | Permalink: Is This the Way to Get Attention?


    Copyright On Rad’s Radar?