Integrators should focus on delivering a diverse range of VoIP solutions to suit the financial and communication needs of different businesses, according to IDC.
The analyst group recently published the results of a study titled Australia VoIP Services and Equipment Forecast and Analysis 2005 - 2009. It found that one out of seven Australian companies had already deployed a form of VoIP system. Self-implemented systems were still the most popular, IDC senior telecommunications analyst, Susana Vidal, said, but managed/hosted models were on the rise.
IDC predicted the local market will be worth $850 million by 2009.
To be successful, she advised providers to clearly define a target market, according to business size or specific vertical markets, rather than trying to cast the net wide.
Vidal also said integrators should look to partner with organisations that already own the customer base. For those targeting the SMB market, this could mean creating alliances with councils, associations and local chambers of commerce.
"They [SMB users] aren't going to have enough resources in-house to maintain the equipment and the system to take advantage of all the advanced applications," she said. "They need to have more management solutions and that's where telephony integrators come into play."
VoIP is compelling because it is cheaper than traditional PABX systems and offers lower operational and hardware costs.
Having won a deal, providers should offer a range of value-added services. These could include video, presence and integration with company applications that will improve productivity and help the provider become established as a trusted technology partner.