Business Models Matter
On a call yesterday, a channel exec said that there are just Partners and how they consume services, not MSP or VAR or Agent. This is precisely the type of …
channel sales enablement
UCaaS is a Red Ocean in More Ways than One
Recently Moody’s rated a private UCaaS provider, which led to a discussion on where the market for UCaaS is going. We are past early adopters and firmly in a Red …
What I Wish I Knew Before I Started Selling UCaaS
This is the prezo that Joel Maloff of Phone.com and I gave yesterday at ITEXPO. If you or your team need sales training to improve your cloud sales, please contact …
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Death of the Agent
Keynotes have been saying the channel is dying a long time — back to Boston CP Expo in 2015(?). Channel Futures has an article about Agents and what they need …
Hey I am the 62nd UC Provider!
Recently, Intermedia announced they had joined the portfolio of vendors at Scansource/Intelisys. By my count, Intermedia is the 62nd cloud comms provider in the portfolio (that is viewable publicly). Also, …
Rio Bravo
Seth Godin often gets me thinking. One of his posts this week was spot on. Seth used two westerns as examples. “Howard Hawks, director of Rio Bravo, pointed out that …