Remember Taqua, Tekelek, and Coppercom? How about Cypress Communications that used Nortel for phone service in office buildings? Lucent 5ESS switches are housed in Central Offices and at one time were attached by copper to every household in America … [Continue reading]
Little Something on Lumen
Lumen uses PartnerTap to facilitate a co-sell arrangement with partners. I was invited to 7 opportunities to do this. These are 7 accounts that over the years I sold to that procured a service from a provider that now identifies as Lumen. In all 7 … [Continue reading]
Sell My Stuff!
I run into this too often. Sell My Stuff! You want partners to sell your stuff – and you can’t understand why they don’t – and you kind of think they should or they are missing out. And you are angry at the Channel. Here’s why this may not be working … [Continue reading]
Late Night Sales Math
The costs of driving sales. SDR (Sales Development Rep) is $40K + incentives + benefits. Sales Rep $60-85K + incentives + benefits. Pay-per-click is running $20-60 then there is your Google Rank Score. Someone has to manage that spend (Google Ad … [Continue reading]
Correcting the Misconceptions about the Channel at CCA24
I covered much of this earlier in my post “Is the Channel Dying“. But yesterday at Cloud Communications Alliance event, I have never heard someone spout so much incorrect information. As someone said, it is opinion, but it is wrong. The Channel is … [Continue reading]
