ChannelVision March-April 2017

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of business bought the platform? How
many seats? Why did they buy? It
breeds competition. People want to
work with winners. They want some of
that good joojoo to rub off on them.
You can add on to this by getting a
quote or testimonial from the partner –
or record one as an audio file (mp3) or
a video (on your smartphone). This is
called “proof.” Proof builds trust. Trust
is the foundation on which sales are
made. Build a library of trust.
Three, you are going to get price
pressure (just like you do in band-
width) on seat pricing. Remember to
explain the value. The value may be
in post-ink. By that I mean, after they
sign the deal is where the real work
begins. The deployment process, the
training, the details are what make or
break the implementation. Discuss
those success stories when you can.
Remember that you aren’t going to
win every deal. Some partners will sell
your service despite it costing more be-
cause of the post-sales service or the
relationship they have with you. There
will be partners that only sell on price.
Identify them – and explain that you
have a price floor. It makes it easier to
do quoting when you admit this.
Remember though,we are still in
the early days. There is still 70 per-
cent of the market to capture. o
Peter Radizeski, president of RAD-
INFO INC, started as a VAR, then be-
came an agent. Now he
writes about the chan-
nel and the telecom
space while consulting
to service providers
and occasionally still
selling some circuits.
Enterprise clients are demanding affordable unified solutions as technology
is becoming more complex. For 20 years Spectrotel has provided the choice
and coordination of ANY service, ANY Carrier, ANY speed, in ANY location for
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• Aggregator of over 100 North American Carriers
• Award winning enterprise portal with single – source billing, ticketing
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• Very competitive pricing
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SD-WAN
a 3-Tiered Shared Spectrum
UCaaS Seats Installed with Telephony
Source: Synergy; Broadsoft; courtesy RAD-INFO INC.
Source: RAD-INFO INC
Examples of Decling Broadband Prices
Source: US Telecom; Well Fargo: Merrill Lynch data
-Fi Spectrum
The Market Segments, Pick One
rum while incumbents are still using it
Average Wireless Price per MB
Incumbents are protected
from interference from
PAL and GAA
PAL has priority over GAA
licensed via auction, 10 MHz
blocks, up to 7 licenses
GAA can use any spectrum
not used, yields to PAL and
incumbents
550 3600 3650
Navy radar
FSS RX
WISPs
PAL
GAA
z
49
LTE-U 5GHz,
Channel 136, DL
Lic DL
Lic UL
LTE-U
ing Paradigms–Opportunity to Inno
IoT related
business
Internet/Co tent
Traffic/
Automobile
l
tilization of, and access to, scarce resources
d Shared Unlicensed
BroadSoft
Cisco
Metaswitch
RingCentral
8 x 8
Genband
Mitel
ShoreTel
Microsoft
0 2 4 6 8 10 12 14 16
Q1 16 Q3 16
1-4 employees
4-10 employees
11-20 employees
21-50 emp
51-99 emp
<100-250 emp
<250 emp
$0.08
$0.06
$9.03 per Mbps
$0.07
per MB
2010
$0.04
$0.02
$0.00
channel management
“The worst way
to sell UC is as
a key system
replacement,
but that’s what
people do.”
ChannelVision | March - April, 2017 52