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!

The Case State Net Neutrality Laws

In a CCMI blog by Andrew Regitsky, the author argues that buying ISP service is not local and that 50 state laws is bad for consumers. 

Regitsky writes, Personally, I find the arguments for 50 state net neutrality laws specious.  They fail to consider the regulatory costs to ISPs that will be passed on to consumers for having to comply with 50 individual laws.” That’s the same BS we have been hearing since the telecom act went into effect! Too much regulation — but the ISPs are currently deregulated and are not subject to any regulatory costs — and the US has the most expensive broadband in the G20. Also, there is nothing innovative about the Big ISPs! Cripes, AT&T just receently stopped selling DSL; they still sell VDSL but the ADSL put forth in 1999 has just now been mothballed.

Registsky then writes, “They also assert that more laws will result in more ISP innovation.  However, that makes no sense.   Costly research and investment are easier to cost justify when a company can do so over a larger number of potential customers.  Coke doesn’t perform research on different varieties of soda to sell one flavor in New York and another in Mississippi.” Actually, that’s incorrect. Coke launches products regionally as do fast food franchises and other companies that have the data to do so. It’s also a horrible analogy because Internet is purchased locally, not nationally. It is still very challenging to buy nationwide from Comcast, Charter, AT&T and Verizon even for Fortune 5000 clients.

Further, he writes, “There are good reasons that Internet service has always been classified as an interstate service with the FCC permitted to preempt state laws that conflict with its own.” Yeah, Power.

“While it might be deeply satisfying for some folks to want to “put it to” the ISPs, in the long run consumers will lose through paying higher broadband prices and having fewer innovative services available if states control the Internet.” Does the author not understand that there isn’t competition for broadband in America? Cable owns over 60% of the market. Most consumers have only 2 possible providers – telco or cable. Companies already dealing with state and muni regulations nationwide.

The pandemic did a great job in demonstrating that broadband cap limits by cablecos were just about money; that there is a Digital Divide; and that not all internet service is equal. In fact, it so expensive to get internet that the federla government is now subsidizing it!!! THat should signal that it is a Utility and not a perk. And should regulated as such!.

Love to know what innovation and competition the author – a supposed industry expert in inter-carrier compensation, universal service and lately, Internet regulation, who swallowed too much kool-aid from his former employers – seems to think is out there.

The (Sales) Conversation

When a prospect calls you to say that they are replacing their PBX, that sets the stage for a conversation. Most of those conversations will be about a cloud PBX (UCaaS) replacement service. That might be the wrong way to go.

It would be better for the Buyer and the Partner if the conversation were about a clean slate. Design the communications system from scratch.

What are they using now? Not just what PBX and options, but what apps.

  • Are they using Zoom, Webex, or Slack?
  • Are they a Microsoft shop?
  • What CRM do you use?
  • What other software runs their business? ServiceNow? Zendesk? etc.
  • How do they hold meetings?
  • Do they want a meeting transcript?
  • What messaging or chat do employees use?
  • Do they have an audio bridge?
  • Do they utilize Dropbox or other file share?
  • How do they sync and backup files?
  • How do they collaborate on files with team members?
  • How do they engage their customers? IVR? Web chat?
  • Are they looking for some self-service options?
  • Are social networks in play (omni-channel)?
  • Do they have a call center?
  • Is there a department that receives a lot of calls or makes a lot of calls?

If you start from scratch and build a system, the solution will be better for the Buyer. It doesn’t become “Here are 3 very similar UCaaS offers, which price do you like?” It becomes about outcomes.

The Business of Your Business

Since AppSmart, Upstack, a variety of PE firms and VC-backed agencies are hunting for partner businesses to buy, I thought I would help you get ready to sell.

The MSP market has been overflowing with M&A activity for going on 3 years. Partners have been merging, acquiring and getting bought out by private money. Even the vendors have been seeing a bunch of M&A.

Now it is the agency’s turn. That’s right, they are looking to roll up bases and buy regional master agencies.

You need some structure to get acquired. You need sound financials. If you don’t have a CPA, you should at least have QuickBooks for your business. Can you pull a P&L at request for a buyer?

Then there’s the matter of your CRM. I know, what CRM? Or the incomplete CRM. Your base of customers is what they are buying. The more detail you have – contacts (plural), company info, contract details, what they bought, when the contract expires, etc. It’s a lot of work, but the more info (Data!) you have, the better.

Do you have a banker? Do you have a line of credit? If you do, that highlights a sound financial footing.

Other factors are taken into consideration for valuation. Factors can include EBITDA, cash flow, customer churn, recurring revenue, contract lengths, growth, geography and size of customers, type of customer and assets (like intellectual property).

Does one customer make up much of your revenue (10% or more)? That may be probed.

Variables may be investigated, such as business processes, especially for service providers, where repeatability can mean growth. Special talents, certifications and perhaps government contracts can also play into the calculations.

In other words, the more structure you have around your business the better off you will be. Businesses put systems in place for growth and efficiency, but those same systems have an ROI during a sale or merger.

Don’t have a CRM? Give me a call and we can pick one for your business. (813) 963-5884

Tidbits from February 2021

Dialpad and T-Mobile are partnering up for biz comms. T-Mobile believes in the future of AI-powered cloud communications, and contributed to Dialpad’s Series E funding round in 2020. T-Mo also announced WFX, Home Office Internet – fixed 5G/4G broadband. 

 Microsoft rolls out Operator Connect, for voice services in Microsoft Teams. Don’t forget that MS also offers CPaaS (dial-tone, SMS and more) via Azure Comms Platform. 
 Contact centers reported a 37% increase in demand during the pandemic via CP news. Explains Genesys having a good year: 800+ new customers during fiscal year 2021. 
 But no one had a better year than Zoom: Zoom saw total revenue grow 326 percent to $2.65bn. Apparently Zoom isn’t buying a CCaaS as they say they are happy with their partnerships with Five9, TalkDesk, Genesys and NICE. 
 Remote Workers and RAY BAUM’s Act: HERE. The  FCC on Kari’s Law and RAY BAUM’S Act 911 Direct Dialing, Notification, and Dispatchable Location Requirements (E-9-1-1
 Sonic Telecom Seeks Return of Cost-Based Unbundled Network Elements (HERE
 Is the next big #UCaaS trend employee monitoring and productivity products? @DaveMichels thinks so.  
Fuze went Vertical. Fuze for Manufacturing is available in Essential and Contact Center licenses, starting at $50 per user monthly, as noted on the Fuze for Manufacturing website.

Finding Opportunity

I’ve read a number of articles and listened to a number of vConference sessions about “finding opportunity” and how to grow in 2020/2021. What a bunch of pie in the sky, textbook level BS. Why is it BS? Most people don’t want theory or vision answers, they want actionable intelligence.

How to find opportunity? Look in your CRM! Get more wallet share from your current customers! Talk to them about what they are using; what they like and don’t like; and what they are struggling with. Therein lies your opportunity.

Again in your CRM: customers you lost. Try talking to them again. Maybe have a conversation about just how are they doing after a year of this. Ya know, Be Human!

Next, do you have a favorite vendor? Ask them for use cases that concisely explain business outcomes to a vertical. In other words, how does a dental office or small business benefit from this product offering? This will be easy, since most vendors will not have this material, so it isn’t like you will be flooded with stuff to read.

Has a vendor been spamming you or calling you? Take the call. Ask them to – in a single sentence – explain what business benefits the most from their product offering and why. If they can’t answer, say good-bye.

After the CRM and the vendors, ask a peer. Don’t know one? Ask your master agency to hook you up with one – or use that LinkedIn account that has been dormant for you.

There was a flurry of activity in haste last year. Now that business is settling down is the time to discuss the pros and cons of what they are using to see if you can improve it, add to it or tell them they made a good choice.

Good luck!