Another Price War
This industry just doesn’t understand how to sell or market. No Value Proposition. No Laddering. No Positioning. Not even clear internal communications of how your product is better than the […]
Telecom
Stop Saying Partner
[July 2019] When I look at the channel shows, it is MSP morning, noon and night. At CPEv in DC there will be a whopping 3 sessions aimed at agents.
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4 SD-WAN Sales Triggers
In a round table partner discussion last week at Microcorp’s One on One in Atlanta, newbies to SD-WAN were learning from the partners who have been selling SD-WAN for more
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The Industry is Unstable
A certain VP at a currently bankrupt provider asked me if the industry isn’t better with a strong CLEC. I said of course the industry is better with a strong
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The Differences in Channel Programs are Huge
Many channel heads want a channel like Microsoft or Cisco in the 90s and 2000’s. Yet I am uncertain if they understand the nuances of the Cisco & Microsoft channel programs
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UC Quarterly Earnings
I have a hard time telling the Big 3 apart. RingCentral, Vonage and 8×8. They make the same noise, about the same things and all have very similar functions –
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