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Teaming Up With Microsoft Might Not be so Bad

By Peter Radizeski, RAD-INFO Over at RAD-INFO, I have started to recap IT blunders. Novell, Lotus and Word Perfect are the first three. All missteps that resulted in Microsoft out-marketing them. I hope Eric Schmidt learned something, because he is CEO of Google and he used to be CEO of Novell during its tangle with […]

The Conference Balancing Act

By Peter Radizeski, RAD-INFO There are so many conferences – VON, NXTcomm, The Cable Show, KillerApp/BB Properties, WCA, Muni, VPF, TMC, ISPCON, and the PHONE+ two. And that doesn’t include shows like GEL, DEMO, O’Reilly or BarCamps. How do people afford both the time and the money to attend even half of them? How many […]

Avaya…. And the PBX Industry

By Peter Radizeski, RAD-INFO Why go private? The costs to be public are transparency, shareholders and regulatory. Between SOX and GBL and all the other rules, it is an expensive venture to go public. The options mess and executive compensation only add to the headache. Yet public means access to monies (ask TowerStream who went […]

Becoming More Than Hype?

By Michael Fair, MarketRace Managed Services. I think that until recently these services were more hype than reality. I am really starting to see an interesting trend that is really starting to take off. There is a blending of hardware providers and service providers emerging around managed services. Customers want one-stop shopping and hardware providers […]

A Small But Representative Voice

By Peter Radizeski, RAD-INFO I tried to survey the telecom agents, but the sampling was small. Many are direct as opposed to using a master agent. To move to a master agent would take a 5 percent commission bump over what they have now. The main reason agents use master agencies is for the back […]

This Week in Differentiation

By Peter Radizeski, RAD-INFO Zimbra-Comcast. Funambol-EarthLink. M5-SimulScribe. Intelliverse-Webex-Jabra-Creative. Yep, providers are finally getting that if you have to get beyond basic, you have to be customer-centric. You have to show true benefit. For the VoIP Providers like M5 and Intelliverse, these moves mean that they take a nice big step to side of the rest […]

Safety Not Always in Numbers

By Michael Fair, MarketRace Part 3 of my continuing series on the top 10 mistakes that channel programs make: Never evaluate a programs success based on how many channel partners you have signed up into the program. This is a very common mistake. I constantly see new programs emerge and the measure of success, and […]

The Lighter Side of Being an Agent

By Peter Radizeski, RAD-INFO I’m going to take a step away from talking about what needs to be fixed and ramble about the opportunities. With VARs getting into the telco space as agents, agents have a chance to slip into the VAR space. (When I say VAR I mean a hardware centric IT service company […]

What is a Partner Worth?

By Peter Radizeski, RAD-INFO I have often had a vacillating relationship with carriers. Mainly because while they like to call us “partners, it is not usually the case. We are inexpensive tools for their sales department. When you have sold millions of dollars of billing for a company, you would think there would be a […]

Training Camp

By Peter Radizeski, RAD-INFO Since BellSouth was taken over by AT&T, BellSouth Authorized Agents have had to put in more than 50 hours on training and testing to be able to sell across the AT&T portfolio and across the country. That’s a lot of time and effort, but you get to expand from nine states […]

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