The IP Telephony Market

1
The IP Telephony Market

• Dave Mailer

2
Objectives

• To review the structure of the UK IP Telephony
  marketplace
• To identify the main players
• To understand the differences
• Who to buy from

3
The UK IPT Marketplace

• Solution Manufacturers
• Carriers
• Systems Integrators / VARs
• Service providers
• Solution Specialists
• Consultants

4
Manufacturers

• Mitel
• NEC Philips
• Nortel
• Shoretel
• Siemens

• 3Com
• Aastra
• Alcatel Lucent
• Avaya
• Cisco

• Microsoft

5
ManufacturersThe main players

• Mitel
• NEC Philips
• Nortel
• Shoretel
• Siemens

• 3Com
• Aastra
• Alcatel Lucent
• Avaya
• Cisco

• Microsoft

6
Aastra

• Recent aquisition of Ericsson Enterprise
• MD110 / MX-One product sets
• Distributed architecture
• True migration to IP architecture
• Stalled development now restarted
• Limited route to market
• Uncertain applications strategy
• Competitor IPT products (EADS)

7
Alcatel Lucent

• Merger of Alcatel Lucent in 2006
• Alcatel OmniPCX Product set
• Total solutions portfolio (inc data)
• Dual Server based architecture
• True migration to IP architecture
• Strong contact centre solution
• Strong applications portfolio
• Move towards virtualisation

8
Avaya

• Specialist Enterprise solutions
• Avaya Communications Manager Product set
• Dual Server based architecture
• True migration to IP architecture
• Strong contact centre solution
• Early fixed /mobile convergence solutions
• Relationship with Extreme Networks

9
Cisco

• End to end solutions
• Cisco Unified Communications product set (Call
  Manager)
• Clustered server based architecture
• No legacy TDM products
• Last Microsoft based product
• Focussed upon own UC applications set
• Largest reseller base

10
Mitel

• Independent private ownership
• Mitel MN3300 product set (Call Manager)
• Clustered IPBX based architecture
• Migration from SX2000
• Strong in small medium market
• Easy to use / easy to deploy applications
• Early Microsoft partner
• Relationship with HP

11
Nortel

• Full product portfolio (voice and data)
• CS1000 / CS2000 product set
• Dual server based architecture
• Migration from Meridian products
• Limitations in migration options
• Microsoft Alliance
• Strong reseller channel

12
Siemens

• Change of ownership expected
• Direct sales model in UK
• Multiple legacy products (ISLX, iSDX, HiCom)
• HiPath 4000, HiPath 8000
• Hybrid or Softswitch
• Limited migration options from legacy products
• Thought leader in applications (Openscape)

13
Gartner Magic Quadrant
Unified Communications
Corporate Telephony - EMEA
Source Gartner (August 2007)
14
Who to buy from?

• Direct
• Systems Integrators
• Distributers
• Re-sellers
• VARs
• Carriers
• Service Providers

15
Direct Sales

• Pros
• In-depth understanding of product at all levels
• Transparent allegiances
• Direct access to product support
• Cons
• Limited sales resources
• Small fish / big sea syndrome
• Unlikely to have products to meet entire
  requirement
• Partnerships necessary
• Likely to be voice OR data

16
Systems Integrators

• Pros
• Access to multiple products able to develop
  bespoke solutions
• Best of breed approach
• Range of integrator sizes available
• Cons
• Many are still ex voice or ex data
• Profit centre approach to professional services
• Choice of product to suit seller
• No product loyalty credibility issue
• Confusion over accreditations
• Dilution of technical skills

17
Carriers

• Pros
• Credibility
• Turnkey solutions
• Large customer bases
• Cons
• Lack of credibility for enterprise solutions
• Tie-in between carrier and enterprise elements
• Volatility in carrier space

18
Service Providers

• Pros
• Tend to be large credible organisations
• Existing customer relationships
• Best of breed approach
• High level relationships with manufacturers
• Cons
• High cost base - tend to be expensive
• Often not interested in medium enterprises
• Dont view the network as a strategic entity
• Profit centre approach to professional services
• Choice of product to suit seller

19
Specialists

• Solutions houses / niche integrators
• Voice messaging / IVR / unified messaging
• Consoles / Contact centres / diallers
• Call logging / MI
• Voice recording
• Mobile / wireless
• Video conferencing
• Security
• Communications applications

20
Questions and Discussion
Thank You