2. The State of VoIP Adoption
Reseller Requirements for Success
Peter Vescuso
Vice President of Marketing
Cantata Technology

3. Agenda IP Adoption in the Enterprise
Reseller Survey on Success with IP

4. Telephony: Then, Now and Tomorrow
Biz Apps
Biz Apps
Biz Apps +
Voice
Data
Voice
Data
Voice + Data
Yesterday
Today
Tomorrow
Business Value
Source: Yankee Group

5. Cantata’s ‘Composition’
Formed in 2005 By The Merger of Excel Switching with Brooktrout Technology
Excel Switching
#1 Manufacturer of programmable switches
Present in virtually every carrier network
Founded in 1988, public in 1997, acquired by Lucent for US$1.9B, spun out of Lucent in 2003
Brooktrout Technology
#1 Manufacturer of intelligent fax technology
Present in 90% of the Fortune 500
Founded in 1984, public in 1992, acquired by Excel in 2005
SnowShore Networks
#1 Manufacturer of IP media server technology
Founded in 2000, acquired by Brooktrout in 2004

6. Cantata’s Product Portfolio
Theme: Provide an integrated portfolio of communications enabling technology for carrier and enterprise
Strategy: Provide products that address circuit-switched, packet, communications signaling, and the transitions between these technologies
Media servers, gateways, converged service platforms, boards, HMP
Carrier IP
TDM
Enterprise

7. State of IP Adoption
Survey data from Yankee Group…..

8. Enterprises Shifting to IP
Which of the following steps has (or will) your organization taken to improve the performance, reliability, or scalability of your enterprise network?
Migrating to IP
And adding Bandwidth
Q 19. Which of the following steps has (or will) your organization taken to improve the performance, reliability, or scalability of your enterprise network?
Source: Yankee Group
© Copyright Yankee Group Research, Inc. All rights reserved.

9. U.S. Enterprise Network Spending Drivers
IP Telephony & Convergence up from #7 & #5 last year
Wireless LAN adoption took off in 2004; dropping from #2 to #4
Video and QoS the same as last year
n = 400
Source: The Yankee Group 2005 U.S. Enterprise Communications Survey

10. IP Telephony Is Widely Deployed Today
Has your organization deployed or tested IP Telephony as of today?
Source: Yankee Group’s 2005 Economics of IP Communications Survey

11. Adoption is Still Limited to Testing or a Few Locations
Which of the following statements best describes your organization’s current use of IP Telephony
Source: Yankee Group’s 2005 Economics of IP Communications Survey

12. VoIP Reseller Survey Questions
Is 2006 better for VoIP, FoIP, Converged IP sales than 2005?
100% responded “better than 2005”
Has the trend to hosted services increased in 2006?
80% responded “increased in 2006”
Is IP or TDM perceived as a better network architecture for failover?
TDM is perceived as more reliable by 70% of respondents

13. VoIP Reseller Survey Questions
What is the #1 challenge faced by resellers to win customer acceptance of IP?
90% responded “cost and reliability”
What is the #1 ‘closer’ to cinch a sale?
70% responded ‘advanced features’ including virtualization
20% responded ‘cost/ROI’
10% responded ‘disaster recovery’ capability
The most important resource requested by resellers from vendors?
80% technical assistance & training
20% ease of installation/turn-key solutions

14. Summary
VoIP is being rapidly adopted by early adopters, transitioning to majority
Some key IP benefits are being discounted due to the state of technology adoption
Customers are looking for reference accounts, clear cost savings, and ROI
Vendors need to support resellers with tools to ensure success