1. Vendor Landscape Plus: IP Telephony Vendors
Info-Tech Research Group

2. Introduction
Selecting an IP Telephony vendor is a complex IT decision with infrastructure, business and user impact. Given the size and scope of the investment, vendor evaluation must remain objective and focused.
Leading vendors have expanded beyond core voice and messaging features and adopted a software-centric approach. Maximize the value of the IT investment and evaluate vendors in the context of a broader collaboration strategy.
This solution set will help you:
Understand the Market
Evaluate Leading IP Telephony Vendors
Select the Best Fit Vendor
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3. Industry Leaders Dominate Market Share But Are Not
Necessarily the Right Choice for Every Enterprise
N = 71
However, industry rivals solidly compete in many key customer scenarios:
Small and mid-sized environments (e.g. Mitel, ShoreTel)
Vertical deployments (e.g. NEC Unified, 3Com)
Global markets (e.g. Alcatel-Lucent, Siemens Enterprise)
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4. 1 2 3 Leading Players Have a Handle on Standard PBX Features;
Save Time and Focus on Key Differentiators 1 2 3
Collaboration Portfolio
Video, conferencing, presence, IM, and mobility are increasingly important to business collaboration.
72% of implementers chose a vendor in line with enterprise UC strategy
Flexibility and Fit
Tighter integration with existing IT environment and core business applications increases value of investment.
62% of implementers selected a vendor based on unique features and capabilities
Segment/Vertical Expertise
Vendors with proven success in similar environments are best prepared to meet needs.
65% of implementers chose their vendor based on an existing relationship
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5. In a Highly Competitive IP Telephony Market
Don’t Confuse Brand Name with Best Fit
Market share leaders rate highly overall, but your unique business requirements must drive the selection process. Read Info-Tech’s Enterprise IP Telephony Vendor Landscape to identify vendor strengths and reach your best fit shortlist.
Vendor
Value
Core Features
Extended Portfolio
Flexibility & Fit
Strength & Vision
Channel Support
Rank
Cisco
Med
High
Leader
Avaya
Mitel
Competitor
Siemens
Low
NEC
ShoreTel
Alcatel-Lucent
3Com
Follower
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6. Use a Consistent Scoring Method to Isolate Vendors that Best Meet Requirements
A clear and objective scoring method will help you quickly arrive at a defensible shortlist.
Simplify the ranking process and use the Info-Tech IP Telephony Selection Tool to compare:
Three competitive solutions side-by-side
Key selection criteria for these three solutions
Overall rankings based on reseller and integrator factors, vendor factors, and product factors.
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7. Save Time with the Info-Tech IP Telephony RFP Template
Organizations requiring a more formal approach to vendor selection should leverage Info-Tech’s IP Telephony RFP Template to assemble key information.
This modifiable template covers the following sections:
Statement of work
Background information
Proposal preparation instructions
Scope of work, specifications and requirements
Vendor qualifications and references
Budget and estimated pricing
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8. Conclusion
Key market and technology developments have changed the dynamic of business telephony. Select an IP Telephony vendor and solution that will best fit the long term enterprise communications and collaboration strategy.
Consider factors beyond market share and identify vendors that best meet your unique business requirements.
Use a clear and consistent scoring and ranking methodology to drive a fair and transparent selection process that can be supported by decision makers and senior management.
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9. Appendix Understand the Market IP Telephony Vendor Selection Strategy
Evaluate Leading IP Telephony Vendors
Enterprise IP Telephony Vendor Landscape
Enterprise IP Telephony Vendors: 3Com
Enterprise IP Telephony Vendors: Alcatel-Lucent
Enterprise IP Telephony Vendors: Avaya
Enterprise IP Telephony Vendors: Cisco
Enterprise IP Telephony Vendors: Mitel
Enterprise IP Telephony Vendors: NEC
Enterprise IP Telephony Vendors: ShoreTel
Enterprise IP Telephony Vendors: Siemens Enterprise
Select the Best Fit Vendor
IP Telephony Selection Tool
IP Telephony RFP Template
Partner with the Right IP Telephony VAR
IP Telephony Selection: Fight Bias with Transparency
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10. Additional Tools and Insight Included in Complete Report
Understand how vendor consolidation and a shift to software-based collaboration have transformed the telephony market
Learn how to prevent internal team biases from affecting your vendor evaluations.
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Quickly get up to speed with new technologies
Make the right technology purchasing decision – fast
Deliver critical IT projects, on time and within budget
Manage business expectations
Justify IT spending and prove the value of IT
Train IT staff and effectively manage an IT department
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