proposition

 

A Winning Proposition

THE SALES CYCLE IS ALMOST a gauntlet: Between working hard prospecting for new business and finally getting the order, theres a long road fraught with any number of pitfalls. And maybe the most intimidating hurdle is the proposal. Fortunately, more automated and user-friendly tools are coming to the table to help channel partners do their […]

Table of Contents

  Vol 21, No. 2 February 2007   SHOP TALK CISCO ADDS MASTER SPECIALIZATION SIEMENS UNVEILS WLAN PARTNER PROGRAM AUTHENTIUM EASES SECURITY SUBSCRIPTION SALES AIRESPRING EXPANDS NATIONAL LOCAL FOOTPRINT TELCOMBROKERS BEGINS BUYING SPREE NEWS BRIEFS PORTFOLIO KEEPING TABS ON WIRELESS SPEND Businesses are eager to control wireless spend, creating an opportunity for channel partners to […]

BSG Buys VoiceLog

BSG Clearing Solutions North America LLC late last week closed on its $15.6 million purchase of third-party verification provider VoiceLog LLC. The companies made the announcement on Monday. VoiceLog founder Larry Leikin and his 30 employees now work for BSG, which specializes in clearing and settlement, as well as payment and financial risk management solutions […]

DBS vs. BELL: A LOSING PROPOSITION?

THE RBOCS HAVE SOLD about 1.5 million subscriptions to direct broadcast satellite (DBS) services like those offered by DIRECTV Group Inc. and DISH Network since becoming resellers for those companies in 2003. But now telcos are installing fiber access networks to roll out IPTV, which would compete with their DBS wholesale partners. In turn, DBS […]

ADVA Releases Enhanced Fiber Service Platform

ADVA Optical Networking Inc. (Booth 214) recently announced the general availability of a new release of its flagship optical platform, the Fiber Service Platform (FSP) 3000. Combining new features into a WDM platform with an extensive application scope, the FSP 3000 Release 7 allows a best-in-class value proposition across a broad range of networks, according […]

Shopping for a Wireless Vendor? Seasoned Dealer Offers Advice

As mobile communications offers become more complex, the channel is changing to serve more sophisticated clientele. Becoming a next-generation wireless dealer requires an understanding of the business proposition, starting with choosing suppliers. All mobile operator channel programs are not created equal. Thats the message of todays session, Shopping for a Wireless Supplier. Dealers must select […]

Digital Realty Trust Expands Meet-Me-Room Facilities

Digital Realty Trust Inc., an owner and manager of corporate data centers and Internet gateways, has announced recent agreements with eight new tenants in its Meet Me Rooms across the nation. Meet Me Rooms facilities allow telecom carriers and network service providers to cross-connect their networks to support the buying, selling and sharing of bandwidth. […]

Matrix Telecom Assembles CLEC Co-op

Matrix Telecom debuted a new wholesale service called Network Matrix, which is designed to give CLECs the ability to offer customers seamless nationwide service. Network Matrix is a kind of CLEC cooperative, explains Rick Nagel, director of wholesale for Network Matrix. Matrix will serve as a gateway to several independent networks across the country, he […]

TAG: CHANGING THE GAME?

Posted: 8/2003 CHANGING THE GAME? NEW RULES FOR TELECOM SALES By Tim L. Jarnagin Few would argue that selling in the telecom industry has changed forever, but just how it has changed and how to cope with it still are topics of debate. One camp insists the age-old disciplines of "cold-calling and strip-malling," and the […]

TAG: Convergence 101

Posted: 7/2003 Convergence 101 A Partners Primer on Selling VoIP Services to SMBs By Ed Higgins and Ron Davis Early solutions for routing voice traffic over a packet data network, such as IP, frame relay or ATM fell far short of their promise. Users could not count on getting a dial tone 99 percent of […]

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