Friday, September 22, 2017

Bundle Tidbits

A decent article on the value of a winning Bundle [article].

A couple of examples of bundles I am seeing.

Microsoft Office 365 and Nimble CRM Cloud Bundle [Channele2e] ZOHO released Zoho One to complete.

CenturyLink uses managed Wi-Fi platform to upsell SMB services. "CenturyLink has added another product to its business services portfolio. They have introduced Business WiFi, with the help of Cisco's Meraki technology. CenturyLink will be targeting the SMB that would like to offer its customers WiFi with an easy cloud-based way to manage it.

ADTRAN sells Managed Wi-fi too. Something you might want to add to your own portfolio.


Are You Texting Your Customers? Why you should be.

Thursday, September 07, 2017

Book Sale: Coupon Today Only!

I find it funny how much my book, SELLECOM2: Selling Cloud Services, sells for on Amazon used.

Or you can go to, save 20% today with the coupon code below.

Friday, August 25, 2017

Sweating the Small Stuff

"If you’re a Communications Service Provider (CSP) trying to differentiate your brand in today’s highly competitive market, the little things do matter – a lot." A statement I agree with. (The article talks about mining your customer data to satisfy them better - and retain them!)

As an industry we push Technology, not Solutions. VoIP/SIP/UC, SD-WAN, MPLS and T1 are all technology that we push as a product. Even DSL!!

Hard to solution sell and get away from price when we:
Make Tech a Product; not packaged as a Solution;
Fail to perform basic product marketing;
Don't brand our service offerings.
Bundle the same as the Duopoly.

We talk about the price of the car (the tech) but never what it is like to actually own it. What does service look like? What does the deployment look like? How much hand holding?

Monday, August 21, 2017

Pricing and Packages

Good article about Bundling. They all look the same. They all suck for the buyer. Have you noticed that we don't have Quad-play yet (tv, broadband, phone and cell)?  I can't believe there isn't a bundle of Netflix, broadband and 4G hotspot with a tablet. No one thinks outside the box.

That's your job! Don't Bundle! Package your products in a way that stands out.

Remember to keep Product-Market fit.

The article talks about bundle discounts. It isn't about saving money so much as it IS about increasing ARPU (average revenue per customer) and lowering churn. (The more services that a customer has of yours, the less likely they are to leave due to the pain of switching.)

This ISP is billing on usage! "Montana-based broadband provider Mid-Rivers Communications has taken a contrarian approach to broadband pricing, adopting a usage-based rather than a speed-tier approach."

Friday, August 18, 2017

A Look at the INC5000 List (2017 version)

The INC5000 List is out!

Some CARRIERs that made the list:

Bandwave Systems is run by Tom Azelby with $4.3m in revenue in 2016.

Broadsky Networks is at $3.2m

Unitas Global made the list at $22m. Not bad on $10.6m in investment money.

Tierpoint is a data center company that bought the old Windstream data center business for $575M. It is run by a PE firm and the fine folks who used to run SuddenLink (now Altice). Revenue is $349M.

Atlantic Metro Comm is at $16m

Hudson Fiber is at $21m.

NITEL is at $82m; up from $72.8m.

JAB Wireless was a WISP roll-up that became RISE Broadband, a company doing $160m in revenue.

Last year, Masergy was at $254M. Now $293m.


Momentum Telecom is at $95M (this is after the Alteva acquisition for $28.7m).

The list still contains many VoIP providers.

Lightspeed Voice in Florida is just one of over 2000 Hosted VoIP companies operating in the US. They are at $2.9 million; up from $2m last year.

Clarity Voice is at $4.4M; $4.0m last year.

NexVortex is up a cool million to $15m. nexVortex announced the acquisition of Northwest Vox. is up to $11.5m.

TeleQuality is at $24m tackling the healthcare vertical.

PBX inter-connect, Tele-Data Solutions in NJ is doing $3.6m. 3-Year Growth of 54%.

Another PBX shop, VOX Network Solutions, who sells Oracle, Polycom and Avaya, is at $43.2m.

VoIP Innovations has a new CEO in David Walsh and is running $15.5m in rev.

BROADVOICE made the list at $48m, up from $42m last year.

Evolve IP is at $66.5m, up from $59m last year.

Last year, Star2Star hired Gary Testa from Polycom with the vision of an IPO in 2017. Testa is gone. Michelle Accardi is now President and Chief Revenue Officer. The 2013 revenue was $33M. 2015 was $52.7M. 2017 is $58m.

Quite a few of FISPA members made the INC5000 list including JMF Solutions at $2m; IdeaTek at $2.3m; Intelliwave at $3.8m; Altaworx at $3.8m; and GeoLinks at $8.8m

Hunt Telecom is off the list because they were acquired by UNITI.

Mammoth Networks at $25.7m; up from $21.5M!

Last year's INC5000 list post on TMC.

Thursday, August 17, 2017

Technology to Pay Attention To (And Why)

Cyber-security will be a big money maker. Ransomware and hacks are increasing; they are also getting easier thanks to the CIA/NSA tool kits that have been released on the dark web. Also, there are now Ransonware-as-a-service sites.

To go along with Ransomware and cyber-security, data backup and disaster recovery services are seeing greater demand. DRaaS is now a thing; ask Datto. Even C Spire is offering DRaaS via Zerto. Frequent and reliable data backup is one safety net for a Ransomware attack.

Everyone realizes how much mass FTTH costs. That's why U-Verse was FTTN with VDSL2 as the last step. Now along comes, which has gotten uptake in Europe as well as a couple of US ILECs. VZ however had no luck with VDSL2; so they are skipping for fiber to everything.

SD-WAN is getting as much hype as UCaaS. Many companies are re-marketing with that term now, including Riverbed. Here's where you need to think about SD-WAN: indie operators cannot make margin on cable services and DSL is getting stale. The next evolution is either go to fiber or start thinking about Layer 7.  (Layer 1 or 7 People!)

Layer 7 is managed services like a managed CPE that does fail-over, bonds 2 broadband circuits and has reporting & analytics. The hype about SD-WAN is that the network is software now, making it easier to upgrade the pipe (from 20mb to 100mb on a FastE port); to push updates to a firewall or router; to remotely manage the wi-fi access point. All this from the white-box CPE and through the SDN software that is now running carrier networks. SD-WAN is how you can leverage other networks (cable, DSL, 4G/LTE, satellite and fixed wireless) to deliver a managed solution to your customers.

Millimeter wave wireless will be part of 5G. I don't know how all this works out, but 5G will be using wavelengths from every part of the spectrum - 600 MHz to 60 GHz. It will be used for small cell (because to deliver 100MB+ you have to have a lot of towers! now called small cells) and for backhaul from towers. It may be used for Point to Point. There is even talk of 3650 MHz, which was slated for semi-public use, being used by carriers for 5G fixed wireless deployments to replace wireline broadband. So it is something to think about.

Thursday, August 03, 2017

Fiber Lit Buildings Leaders

Only 11 carriers have more than 10,000 fiber lit buildings, according to the latest report from Vertical Systems: AT+T, Verizon, Spectrum Enterprise, CenturyLink, Comcast, Level3, Cox, Lightower, Zayo, Altice USA and Frontier.

The challenge tier, containing 2,000 to 9,999 lit buildings, has 17 companies. Cincinnati Bell, Cleareon, Cogent, Consolidated Communications, Electric Lightwave, Fairpoint, FiberLight, FiberNet Direct, FirstLight, IFN, Lumos, Southern Light, Sunesys, Unite Private Networks, Uniti Fiber, Windstream and XO.

RAD-INFO INC  is a telecom agent and consultant that can quote and provision fiber and other services from these companies.  Call our office today at 813-963-5884

PS FTR says they have 39K lit buildings in-region (but still losing subs)