Product Type: Market Research Report
Published by: Telsyte
Published: November 2007
Product Code: R671-85Description This Telsyte report looks at current and future developments of the Australian enterprise communications sales channel eco-system. It discusses the role of the enterprise communications sales channel partner, relationships and engagement levels of sales channel partners and vendors and challenges and opportunities for sales channel partners.
The majority of enterprise telephony vendors in Australia are heavily focused on their core business,
leaving the delivery and fulfilment of their products and services to their sales channel partners. As a
result, the role of channel partners has risen in importance, moving from one rooted in technology
and service delivery to a trusted advisor and resource to end-users, and an extended strategic
business arm of the vendors they serve.
As the Australian enterprise communications market evolves to a Unified Communications (UC)
platform, the sales channel eco-system will also transform in line with market changes in order to
better serve vendors and end-users.
This Telsyte report looks at current and future developments of the Australian enterprise
communications sales channel eco-system. It discusses:
- The changing role of the enterprise communications sales channel partner;
- Relationships and engagement levels of sales channel partners and vendors;
- Brief profiles of ten leading enterprise communications channel partners from the three
major channel categories of telecom service providers, IT companies and systems
integrators;
- Challenges and opportunities for sales channel partners;
- Recommendations for sales channel partners competing for a share of the emerging UC
market and the major issues vendors and each type of channel partners need to address Table of Contents - 1 EXECUTIVE SUMMARY
- 1 INTRODUCTION
- 1.1 Methodology
- 1.2 Definitions
- 2 THE CHANGING ROLE OF THE CHANNEL PARTNER
- 2.1 IP-driven enterprise telephony market
- 2.2 Channel partners’ past and present roles
- 2.2.1 Market saturation and the partnering frenzy
- 2.2.2 Vendor product differentiation
- 2.2.3 Squeezed profit margins
- 3 END USER TRENDS AND ENGAGEMENT LEVELS WITH CHANNELS
- 3.1 End user channel purchase trends
- 4 FUTURE OF TELEPHONY SALES CHANNELS - WHAT LIES AHEAD?
- 4.1 Challenges in the next 12-24 months
- 4.2 SIP — The key ingredient and driver of Unified Communications
- 4.3 Minimal disruption during consolidation of various vendor products and network/technical consolidation
- 4.4 Creating products to bundle/value add to systems
- 4.5 Managing the cultural shift from QoS to QoE
- 5 CHANNEL PARTNER PROFILES
- 5.1 Telecom Service Providers
- 5.1.1 Telstra
- 5.1.2 Optus
- 5.1.3 AAPT
- 5.1.4 Commander
- 5.2 IT Companies
- 5.2.1 IBM
- 5.2.2 HP
- 5.3 Systems Integrators
- 5.3.1 Dimension Data
- 5.3.2 Global Connect
- 5.3.3 Integ
- 5.3.4 NSC
- 6 CONCLUSIONS AND RECOMMENDATIONS
- 6.1 Telephony vendors
- 6.1.1 Increasing channel loyalty and PR/communications
- 6.1.2 Education of channels
- 6.2 Systems Integrators
- 6.2.1 Moving away from a silo’d approach internally and externally
- 6.2.2 Addressing the sudden surge in MACs (Moves Adds Changes)
- 6.3 Large enterprise-focused channel partners
- 6.3.1 Increased presence in non-IT, vertical industry events
- 6.3.2 Building a solid base of case studies focused on vertical industries
- 6.4 Small to medium enterprise-focused channel partners
- 6.4.1 Cost focused solution bundling
- 7 AUSTRALIAN ENTERPRISE TELEPHONY CHANNEL PARTNER MATRIX 2007
- 8 RELATED RESEARCH
- Figures
- Figure 1 — Australian IP Telephony Revenues vs. Traditional Telephony Revenues 2002-2011 Forecast
- Figure 2 — Australian Enterprise Telephony Market Share, 2006 11
- Figure 3 — The channel by which end-users purchase their current telephony equipment, 2007
- Figure 4 - Enterprise Communications Spend Intentions in the next 12 months, 2007 16
- Tables
- Table 1 - Australian Enterprise Telephony Channel partner matrix, 2007
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