Peer to Peer


SaaS in the Channel: Ramping Up

By Charles Cary, vice president of small business services, XO Communications We have been selling Software as a Service (SaaS) at XO for about six months now. As expected, developing the funnel and ramping sales has taken time. What was not expected was the amount of education required, especially for smaller businesses. Also, the mix […]

SIP 101: Selling SIP Trunking

By Tom Cross The panelists on the session Selling SIP Trunking at Channel Partners seem to have missed the mark in helping the SRO audience get to square one for selling SIP trunking. Without going into all the issues they could have and should have addressed here are three tips: 1.) What is SIP? Make […]

What I Learned at Channel Partners

By Peter Radizeski, President of RAD-INFO Back at the office after a very full Channel Partners show in Vegas. Big hand to Virgo for knocking this one out of the park. New vendors in the exhibit hall. Snacks and coffee to keep people going. Good keynotes from Jaws, Carl Grivner, and Nancy Lubamersky. About Nancy’s […]

Fine Tuning Agents

By Peter Radizeski, President of RAD-INFO Here’s an interview with Josh Anderson, CEO of master agent, Telephony Partners, in Tampa. This phone call was a follow up from a conversation we had when we met at a Telephony Partners XO meeting. We discussed the master agent/sub-agent corundum. As the agent space starts to morph, as […]

Agents: Whats in your Brand?

By David Goodwin, Principal and Co-Founder, ATC As an independent agent, have you ever felt overpowered when calling on an enterprise customer or prospect? For example, how does your brand stack up against Sprint, Verizon or AT&T, to name a few? While no independent agent is going to have the brand recognition as the providers […]

Agent: A Dying Breed?

By Frank Ahearn, CEO, McGraw Communications Whatever happened to the traditional agent? You know, the one that was well versed in the technology they were representing, hard working, honest and had the customers best interest in mind. In my opinion agents are a dying breed. Not that there arent any out there but, they are […]

A Not So New (Edge) Strategy

By Peter Radizeski, RAD-INFO The 2008 New Edge Strategy: more of the same. EarthLink CEO Rolla Huff spent time covering the New Edge strategy on the analyst call for fourth quarter 07. He did not rule out an acquisition, but has not seen one that makes sense yet. And the sense has to be a […]

Get Real About Booths

By Peter Radizeski, RAD-INFO I attend quite a few different conferences throughout the year. I often wonder why some companies even bother with a booth. (And I wonder why some companies did not buy a booth.) At the recent VoIP Expo, two booths were running bi-hourly seminars. It certainly drew attention. Plus pitching one to […]

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