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.

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Channel Relationships

Sales are Relationships. Especially when you are Solution Selling. Even more when you are selling through indirect sales distribution channels.

“People do not buy goods and services. They buy relations, stories and magic.” – Seth Godin

Partners will do business with you for a number of reasons. One reason is that you have an exclusive or unique solution for their customers. Another might be that you pay really well. Another might be that they are stuck under the yoke of quota (to continue to get the monthly commission check).

Another reason is if they like you and trust you. Without the trust, the orders won’t come. They have to trust in the business to deliver the service as advertised; to take care of the customer; and to pay the commissions in a timely matter. They have to have a belief in the provider’s ability to deliver. The end customer is going through the same three sales. The prospect has to buy the partner, the service and the company delivering the service. Three sales, every time, that can be uprooted due to trust.

“People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar

The Channel Manager is the Brand Ambassador, the Face and the conduit to the provider for the channel partners. The relationship matters.

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  • Channel Partner Take-aways from CVX – Jan 29, 2016
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  • Is the Channel a Reflection of its Execs? – Aug 05, 2015
  • The Dip for Channel Partners – Jul 08, 2015
  • Cloud, Channel and TelePacific Podcast – Apr 09, 2015
  • Is Size Important? – Apr 03, 2015
  • Sales Math and Measuring What Matters – Feb 18, 2015
  • The Culture of Complacency – Feb 14, 2015
  • The Job Jumper and His Rolodex – Jan 09, 2015
  • 3 Reasons Channel Management Needs a Slap – Oct 31, 2014
  • Does Signing an Agreement Make a Partnership? – Sep 22, 2014

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    February 16, 2016 , On Rad's Radar

    Channel Relationships

    Sales are Relationships. Especially when you are Solution Selling. Even more when you are selling through indirect sales distribution channels.

    “People do not buy goods and services. They buy relations, stories and magic.” – Seth Godin

    Partners will do business with you for a number of reasons. One reason is that you have an exclusive or unique solution for their customers. Another might be that you pay really well. Another might be that they are stuck under the yoke of quota (to continue to get the monthly commission check).

    Another reason is if they like you and trust you. Without the trust, the orders won’t come. They have to trust in the business to deliver the service as advertised; to take care of the customer; and to pay the commissions in a timely matter. They have to have a belief in the provider’s ability to deliver. The end customer is going through the same three sales. The prospect has to buy the partner, the service and the company delivering the service. Three sales, every time, that can be uprooted due to trust.

    “People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar

    The Channel Manager is the Brand Ambassador, the Face and the conduit to the provider for the channel partners. The relationship matters.

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

    Related Entries

  • Channel Partner Take-aways from CVX – Jan 29, 2016
    IMG_20160126_181447.jpg
  • Is the Channel a Reflection of its Execs? – Aug 05, 2015
  • The Dip for Channel Partners – Jul 08, 2015
  • Cloud, Channel and TelePacific Podcast – Apr 09, 2015
  • Is Size Important? – Apr 03, 2015
  • Sales Math and Measuring What Matters – Feb 18, 2015
  • The Culture of Complacency – Feb 14, 2015
  • The Job Jumper and His Rolodex – Jan 09, 2015
  • 3 Reasons Channel Management Needs a Slap – Oct 31, 2014
  • Does Signing an Agreement Make a Partnership? – Sep 22, 2014

    • TrackBacks
    | Comments | Tag with del.icio.us | On Rad’s Radar? Home | Permalink: Channel Relationships


    Copyright On Rad’s Radar?

    February 16, 2016 , On Rad's Radar

    Open Source Versus Commercial Software (Part 3)

    At ITEXPO West in Anaheim last year, I moderated a couple of panels on Open Source software, including one on Open Source in the Service Provider with Alan Percy of Dialogic and Anand Buch of Netsapiens. [see here]

    We then did a podcast with the panel because it should have been recorded. You can listen to that here.

    At ITEXPO in Fort Lauderdale, we did the panel again with a lot of audience participation. Alan Percy recorded the panel and put it up on Soundcloud. Listen to it here.

    Tags: , ,
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  • Open Source in the Service Provider – Nov 18, 2015
  • Will You Be in Anaheim Next Week? – Sep 29, 2015
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  • The Spoken Word – Nov 01, 2012
  • On the Channel Hamster Wheel with PlumUC – Jan 11, 2016
    plum-podcast.jpg
  • Data Center Outlook for 2016 – Jan 06, 2016
    Dany-me-boston-2015-1667.jpg
  • Sliding into 2016 – Dec 22, 2015
  • RAD Rant on Channel Marketing – Dec 01, 2015
  • News Tidbits Part 2920 – Oct 15, 2015
  • A View of UC from Broadvoice – Sep 24, 2015
    ucass22.jpg
  • COLOTRAQ Talking About DCI-TRAQ – Aug 31, 2015

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

    February 16, 2016 , On Rad's Radar

    Open Source Versus Commercial Software (Part 3)

    At ITEXPO West in Anaheim last year, I moderated a couple of panels on Open Source software, including one on Open Source in the Service Provider with Alan Percy of Dialogic and Anand Buch of Netsapiens. [see here]

    We then did a podcast with the panel because it should have been recorded. You can listen to that here.

    At ITEXPO in Fort Lauderdale, we did the panel again with a lot of audience participation. Alan Percy recorded the panel and put it up on Soundcloud. Listen to it here.

    Tags: , ,
    Related tags: ,

    Related Entries

  • Open Source in the Service Provider – Nov 18, 2015
  • Will You Be in Anaheim Next Week? – Sep 29, 2015
    coffee-itexpo.jpg
  • The Spoken Word – Nov 01, 2012
  • On the Channel Hamster Wheel with PlumUC – Jan 11, 2016
    plum-podcast.jpg
  • Data Center Outlook for 2016 – Jan 06, 2016
    Dany-me-boston-2015-1667.jpg
  • Sliding into 2016 – Dec 22, 2015
  • RAD Rant on Channel Marketing – Dec 01, 2015
  • News Tidbits Part 2920 – Oct 15, 2015
  • A View of UC from Broadvoice – Sep 24, 2015
    ucass22.jpg
  • COLOTRAQ Talking About DCI-TRAQ – Aug 31, 2015

    • TrackBacks
    | Comments | Tag with del.icio.us | On Rad’s Radar? Home | Permalink: Open Source Versus Commercial Software (Part 3)


    Copyright On Rad’s Radar?

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

    February 16, 2016 , On Rad's Radar

    Some M&A

    ThinkingPhones has re-branded as Fuze, a video conferencing company it bought recently. Apparently they are running away from the idea of phones.

    Muni merger in Virginia: “Duffield, Virginia-based Sunset Digital Communications announced last week that it will purchase the OptiNet Division of Bristol Virginia Utilities Authority, which operates a broadband network in Bristol, Virginia.”

    GTT made another acquisition; this time it picks off Telnes Broadband for just $18M. “For 2015, Telnes reported revenue of approximately $17 million and Adjusted EBITDA of approximately $1 million.” This will beef up GTT’s channel a little.

    Broadsoft is buying Transera to beef up its contact center offering. I didn’t dig through the filings to find the figures yet. I would assume this will be only offered via wholesale – as in via the BroadCloud system. All too many items are being offered only via BroadCloud instead of as part of the BroadWorks platform that service providers run themselves. (Although most SPs are behind at least 3 versions!)

    I mentioned this before: Cisco buys Jasper Tech for $1.4 billion, because Jasper’s IoT cards are inside GM cars, vending machines and car charging stations.

    Tags: , , , , ,
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  • Uh Oh, Microsoft is Closing the Gaps – Jan 15, 2016
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  • Cable Will Win – Feb 16, 2015
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  • The M&A Picks Up Steam – Jan 14, 2015
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  • The Year That Was a Mess – Dec 24, 2014
  • ITEXPO Update – Jan 30, 2014
  • Zayo Buys AboveNet – Mar 19, 2012
  • A Couple of M&A Items – Sep 09, 2011
  • My Take on Stocks – Nov 10, 2010
  • Broadvox and Cypress: What Now? – Oct 17, 2010

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    Copyright On Rad’s Radar?

    February 10, 2016 , On Rad's Radar
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