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.

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Culture Impacts Employees

A study out by Gallup shows that more than 50% of employees leave a job due to the Manager. Companies need to invest in training managers if they want to stop turnover.

Gallup also did a poll that showed that 32.9% of U.S. employees are “engaged” in the workplace in February. The good news is that this is the highest monthly average recorded in three years. The bad news: The majority of U.S. workers are still “not engaged” at work.

One reason is the cog mentality that Seth writes about here in his preface to Brainwashed (a short thesis on 7 levers to do work that matters).

Managers have two purposes: remove obstacles for employees to do their best work and motivate employees. That second one is tough, but there is plenty of material on it. (Like HERE). Yet, I’m not suggesting that managers become Tony Robbins. I am suggesting that managers set the tone and re-assert the culture*. Seth Godin’s blog today was about Attitude. Reading it had me thinking about his book, Linchpin, which is excellent.

If you don’t want to read the whole book, Seth wrote a shorter version called Icarus Deception. And an even shorter version of that – just 25 pages – is available on ChangeThis.

As we jump back into a short week after a long weekend, many employees are going to be disengaged (says the data). One path to engagement is if the employee can feel like they are having an impact at work or doing work that matters.

As a company executive, do you buy in on the vision or mission of the company? If not, then employees won’t either. The purpose of the vision is to give the company and its employees a focus, a goal, a mission to work for, beyond the grind of the paycheck.

We live in a different world than even 5 years ago. We talk about the Connection Economy, but how are we allowing that to impact our work (for the better)? Many companies try to use social media for PR or customer service but give up way too early. Really they stuck their toe in the water and didn’t like the result. It was too much real time feedback.

Well, social media is just one lever. Ignoring the feedback doesn’t make it go away. In fact, that feedback could be used in your favor. The guy that started Comcast Cares on twitter, Frank Eliason, says that empathy trumps technology. Yet companies hide behind technology and policies. There are ways to engage your employees with the work and the customers to everyone’s satisfaction.

Comcast takes a beating on its customer service. Comcast Senior VP Charlie Herrin, writes that “we need to show [customers] respect, patience, and enthusiasm to provide them with an excellent experience.” … “But Eliason questions what it is about the employee culture at Comcast that is still allowing for these sorts of gaffes to occur.” It does come down to Culture.

How do employees even learn Culture? Through stories, rituals, symbols and language. Managers have this responsibility. On the other hand, Netflix points out: “The actual company values, as opposed to the nice-sounding values, are shown by who gets rewarded, promoted, or let go.”

Culture, Managers, Vision, Empathy, Connection, Engagement, Service – all components to a profitable and desirable workplace.

SIDE NOTE:

7 Ways You Can Impact Company Culture

How to Make a Difference at Work

Brainwashed by Seth Godin

Icarus Deception [aka We Are All Artists Now] by Seth Godin

What does HR stand for by GapingVoid

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    Apex Technology Services
    Sponsored by Apex Technology Services, a leading IT Services company

    How Much Do They Spend?

    On a call today discussing marketing in our sector – and how there is very little of it. I had to take a look at what companies spend on marketing. Here is the list of the top 20 advertisers.

    • AT&T – $3.6bn
    • Samsung – $3.3bn
    • NIKE – $3.2bn
    • Google – $3.2bn
    • T-Mobile – $2.9bn
    • Verizon – $2.7bn
    • Chase – $2.7bn

    Chase and Nike are to give you an idea what big brands spend. Granted that AT&T and Verizon have revenue of $155B and $120B per year, respectively. The ad budget is just about 2% of revenue. Most B2B companies are spending 10% of revenue on marketing (that includes advertising, digital, direct, social, etc.).

    I understand that Branding is tough, but brands are valuable. Ask AT&T or Coke. SBC bought AT&T but canned the SBC brand.

    You have to do some marketing especially in the crowded me-too space we are in. At the very least, you have to do PR.

    When Google or Amazon or Apple do something – let alone launch a product – they get a ton of hype, buzz, mentions and attention. Unfortunately, Joe’s UC Service will have to figure out how to manufacture some attention. The buzz has been that Amazon Echo will change UC. Even f it doesn’t, you have to be innovating and marketing. Peter Drucker said so.

    Contact me if you want to talk about.

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    3 Ways Cisco’s Channel is Better than Yours

    I often hear how channel heads want to model their channel after Cisco or Microsoft. Well, you forget 3 large factors that are missing from telecom.

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    One is that the Partner Business Model was financially viable. Partners could make money selling, installing and maintaining the Microsoft or Cisco products for their clients.

    The certifications not only created a lucrative industry but launched Brand Ambassadors into every business around the globe. Those Brand Ambassadors with their certifications were going to be buying Cisco or Microsoft.

    An additional point about the certification, it was a buy-in from the partner. No fogging a mirror to be a partner, you had to take a test. You had to have skin in the game. I’m certain that won’t be a telecom channel component any time soon, even though we are at a time when well trained and knowledgeable partners are desperately needed.

    Finally, these companies build demand. They market to the channel, but they also market to the buyers, prospects and customers. Demand is a big piece of the puzzle.

    One final factor was grass roots building with user groups. Microsoft did this better than Cisco. These user groups provided training, access, networking and more. VMWare has a large user group in Greater Tampa Bay. This helps the certified techie as well as the company. (You want well trained and engaged Brand Ambassadors.)

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    Apex Technology Services
    Sponsored by Apex Technology Services, a leading IT Services company

    Merger Synergies and CX

    Sonus is merging with GENBAND. Last year Sonus bought Taqua for $20M. The talk is all about synergies and higher EBITDA. Oh and Accretive. No talk about how they will better serve their customers.

    CenturyLink is saying that after it scoops up Level3, they will be able to compete with cable in the SMB space. Really? You are going to offer up $300 pipes?

    “Basically take some market share away from the cable companies, especially on the small and midsize customers where Qwest had lost quite a bit of market share when we bought Qwest.” So you broke Qwest and its ability to sell to the SMB. What makes C-Link think you will find your mojo again?

    I’m certain that during the 20+ months of integration, it will be challenging for a small business to procure bandwidth from you.

    Charter/Spectrum makes it very hard to order from. It takes weeks to get a quote and contract. Then the order has to be scrubbed, checked and double-checked for 2-3 weeks. Another site survey as time ticks away and the client wonders when they will see the circuit. And despite this horrendous process of 7 departments having to touch the order (probably on paper in a file folder), it will look easy compared to a combined LEC of LevelLink or Century3 or whatever you call it.

    It used to just be voice that was a bitch to deal with. LNP and toll-free RESPORs were a pain with added paperwork. Then with Hosted PBX, the extension to email mapping and other PBX planning (hunt groups, ACD, auto attendant) added to the complexity. Voice has many moving parts. Now network takes as long as voice!! Or longer. Even when there is NO construction necessary.

    Makes me fear selling anything complex with most carriers.

    The one thing that gets missed all the time: It isn’t about EBITDA or synergies or fiber. It is about the CUSTOMER EXPERIENCE*!

    End to end – from the time the prospect first encounters the provider until the long after the service is up and running, every touch of the prospect/customer adds to or takes away from the experience. Billing, support, admin, delays, lack of communications, handling expectations, CPE, and more are touch points where the CX could be improved.

    It is interesting that a company would spend big dollars to redesign a website but not redesign its contract or quoting process or customer care service. Google Fiber was deliberate in how the sales offices would look and feel; the color of the boxes for CPE; and so much more. Their take rate and deployment were awful but the marketing details were very good.

    e3cdcc69d0e1ad54098334886a298aee.jpg

    With cratering revenues, I get why the merger mania is happening. But that doesn’t solve the underlying problem that revenues are cratering and all products are a commodity. Until that is fixed, the rest of the actions – the new website, the mergers – are just distractions for stakeholders.

    Our industry has new technology called SD-WAN that we have already over-hyped and turned into a commodity. It is hard to believe that it is all about cost savings already. Basically, you have explained to customers that broadband is just fine with a 4G card and an SD-WAN box in place of a Cisco or ADTRAN. So boom! there goes the Ethernet sales and MPLS can’t be ripped out fast enough. Like Charlie Brown with a kite!

    *CX or UX stands for Customer or User Experience

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    Telecom Tidbits # 2457

    Some help with Robocalls. Pass it along.

    Private equity firm, TPG, last year acquired RCN and Grande. Now they are grabbing Wave Broadband in the Northwest for $2.36B. They will combine all 3 – Wave, Grande and RCN – to make a larger MSO. The PR says that they will be the 6th largest MSO, leap-frogging Altice. Altice owns Suddenlink and Cablevision. Comcast and AT&T have 22M and 25M respectively. The Top 4 all have more than 10M pay TV subs. After that it is splitting hairs with VZ at 4.6M to Altice with 3.6M at number 7. TPG’s exit strategy will likely be Altice buying them.

    WISP Redzone claims it has developed a “fixed wireless spectrum aggregation technology that can support broadband speeds of up to 400 Mbps per customer”, according to press. Google Fiber must be excited.

    Mitel has been making noise since early last year when it tried to buy Polycom. Now it is scooping up the assets that Toshiba is leaving behind as Toshiba exits the phone business.

    Mitel also announced that it had broken 3 million users. According to investor presentations, Mitel has 3.2 million cloud users but only 588,000 recurring seats. To put that into perspective, Microsoft found 25 million subscribers for Office 365 (although the take rate is slowing to 900K per quarter). Broadsoft claims 15M cloud lines but that includes SIP trunks. Vonage is over 600K seats and 8×8 is close to that.

    The details can be found in the 2017 Hosted VoIP/UC Market Report for the US, which was just released. See here.

    Jive Software was acquired for $462M. That is a social collaboration software company based in Portland; not the UCaaS provider out of Utah called Jive Communications.

    Amazon released Chime (a Webex clone) and cloud contact center. Now with Alexa devices it is taking over the speakerphone market. A few VoIP companies have integrated into Alexa for voice enabled dialing (something we need in cars!). Only a matter of time before Amazon gets into the dial-tone replacement game in conjunction with Twilio.

    PanterraUC-creative1.jpg

    Panterra Networks doesn’t do marketing. It’s a shame really. They have a better than average UC application that is secure (encrypted), HIPAA compliant and 24/7 hack monitored. It produces one contact management file without duplicates. Added Teams with the release of Streams, which integrates UC, team messaging, file sharing and analytics into a single customizable platform. Worth a look.

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