Australian Enterprise Telephony Sales Channels, 2007 Competitive Analysis

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