why

 

Why Sell Web Hosting?

Channel partners cannot live on Web hosting alone. But offering Web hosting increasingly is considered by business customers to be table stakes within a service bundle. And providing Web site hosting, e-mail and the like can provide a seller of communications services with an entrée into higher-value managed services. There are a lot of people […]

Jan DeRobertis

Company Name: NBC Solutions Corp. How long have you been reading PHONE+?: About 15 years  Why do you read PHONE+?: It’s Informative, it gives me the inside scoop about my competitors. Where did you work in 1987?: Savin Corporation What was your title in 1987?: Sales Manager What do you remember most about 1987?: It […]

Russ Lovell

Company Name: Andiamo Telecom How long have you been reading PHONE+?: 17 years Why do you read PHONE+?: Keep up to speed on Telecom Where did you work in 1987?: Com Systems, Van Nuys, Calif. What was your title in 1987?: Senior Sales Exec What do you remember most about 1987?: Operator Services, pre-subscription on […]

Playing to Win

By all accounts, Avaya Inc. was ready to get Wall Street off its back. Competition in IP and unified communications is hot, hot, hot. And Avaya has spent its time reacting to investors looking over its shoulder. Certain things can inhibit some longerterm strategies, says an Avaya spokesperson. So, after weeks of speculation, Avaya on […]

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 […]

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 […]

Musings on the Channel

By Peter Radizeski, RAD-INFO Just back from Channel Partners in Vegas. Here are some ramblings from a sleep deprived mind. Full energetic crowd in the Expo hall. Good to see. Pioneer Telephone had a long line all day to get Joe Frazier’s autograph. I would be interested in knowing if that will convert into any […]

Your Front-Row Seat for the Future

ITS GENERALLY CONSIDERED BAD manners to toot your own horn. I say this only to offer my mother plausible deniability against potential accusations that I was not taught this life lesson. Nevertheless, I am going to do it anyway. (Sorry, Mom!) To start with, I am pleased to tell you the Channel Partners Conference and […]

2G, 3G, 4G, Gigi?

ANYONE FINDING THEMSELVES near a television lately will have picked up on the fact that wireless companies are selling network quality as their biggest differentiator. But beyond the Its the network and Raising the bar slogans lies the reality that not all networks are created equal. In fact, most are a hodgepodge of cellular technologies […]

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