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CANADIAN PBX/KTS MARKET REPORT

 


2004 EDITION

 

 

 

NBI/Michael Sone Associates
193 Church Street
Toronto, Ontario
M5B 1Y7
Telephone # (416) 360-0424
e-mail: msone@nbicanada.com


December 2004

 

 

 

Table of Contents

 

Section  Page
ABOUT THIS REPORT vi
SECTION 1 — MARKET OVERVIEW  1
        1.1 2003 Market Highlights 3
        1.2 2004 Market Forecast 4
        1.3 2005-2006 Market Forecast 6
        1.4 Vertical Markets 8
        1.5 Observed Trends 10
        1.6 Manufacturer Snapshots 14
SECTION 2 — MARKET AT A GLANCE 21
SECTION 3 — MANUFACTURER PROFILES 33
        3.1 3COM Canada 35
        3.2 Alcatel Canada 47
        3.3 Avaya Canada 58
        3.4 Cisco Systems Canada 72
        3.5 Mitel Networks Corporation 85
        3.6 Nortel Networks 99
        3.7 Panasonic 112
        3.8 Siemens AG 125
        3.9 Toshiba Canada 140
        3.10 Other Manufacturers 152
SECTION 4 — MARKET SUMMARY 157

 

 

List of Exhibits

Exhibit Page
Exhibit 2.1 Manufacturer Shipments, 2002-2004 23
Exhibit 2.2 KTS Market Shares, 2002-2004 23
Exhibit 2.3 PBX Market Shares, 2002-2004 24
Exhibit 2.4 Shipments by Size Segment, 2002-2004 24
Exhibit 2.13 IP & Legacy PBX System Shipments, by Manufacturer, 2002-2004 31
Exhibit 2.14 IP & Legacy PBX Station Shipments, by Manufacturer, 2002-2004 31
Exhibit 2.15 Manufacturer Shipments & Estimates, 2002-2006 32
Exhibit 4.1 KTS Station Shipments, 2002–2004 159
Exhibit 4.2 KTS System Shipments, 2002–2004 159
Exhibit 4.3 PBX Station Shipments, 2002–2004 160
Exhibit 4.4 PBX System Shipments, 2002–2004 160
Exhibit 4.5 KTS/PBX/IP Shipments by Technology, 2003 & 2004 165
Exhibit 4.6 KTS/PBX Station Shipments, by System Size Segment, 2002 167
Exhibit 4.7 KTS/PBX % Stations Shipped, by System Size Segment, 2002 167
Exhibit 4.8 KTS/PBX System Shipments, by System Size Segment, 2002 168
Exhibit 4.9 KTS/PBX % Systems Shipped, by System Size Segment, 2002 168
Exhibit 4.10 KTS/PBX Station Shipments, by System Size Segment, 2003 169
Exhibit 4.11 KTS/PBX % Stations Shipped, by System Size Segment, 2003 169
Exhibit 4.12 KTS/PBX System Shipments, by System Size Segment, 2003 170
Exhibit 4.13 KTS/PBX % Systems Shipped, by System Size Segment, 2003 170
Exhibit 4.14 KTS/PBX Station Shipments, by System Size Segment, 2004 171
Exhibit 4.15 KTS/PBX % Stations Shipped, by System Size Segment, 2004 171
Exhibit 4.16 KTS/PBX System Shipments, by System Size Segment, 2004 172
Exhibit 4.17 KTS/PBX % Systems Shipped, by System Size Segment, 2004 172
Exhibit 4.18 KTS/PBX Station Shipments, % by Distribution Channel, 2002 173
Exhibit 4.19 KTS/PBX Station Shipments, % by Distribution Channel, 2003 174
Exhibit 4.20 Provincial KTS/PBX Station Shipments, 2002 175
Exhibit 4.21 Provincial KTS/PBX System Shipments, 2002 175
Exhibit 4.22 Provincial KTS/PBX Station Shipments, 2003 176
Exhibit 4.23 Provincial KTS/PBX System Shipments, 2003 176
Exhibit 4.24 Vertical Market KTS/PBX % Station Shipments, 2002 177
Exhibit 4.25 Vertical Market KTS/PBX % System Shipments, 2002 177
Exhibit 4.26 Vertical Market KTS/PBX % Station Shipments, 2003 178
Exhibit 4.27 Vertical Market KTS/PBX % System Shipments, 2003 178
Exhibit 4.28 KTS/PBX Station Installed Base, 2002-2004 179
Exhibit 4.29 KTS/PBX System Installed Base, 2002-2004 179
Exhibit 4.30 KTS Station Installed Base, 2002-2004 180
Exhibit 4.31 KTS System Installed Base, 2002-2004 180
Exhibit 4.32 PBX Station Installed Base, 2002-2004 181
Exhibit 4.33 PBX System Installed Base, 2002-2004 181
Exhibit 4.34 Manufacturer Revenues at Retail Level, 2002-2004 182

 

 

List of Charts

Chart Page
Chart 2.1 KTS/PBX Stations Shipped, by Manufacturer, 2003 25
Chart 2.2 KTS/PBX Systems Shipped, by Manufacturer, 2003 25
Chart 2.3 KTS/PBX Stations Shipped, by Manufacturer, 2004 26
Chart 2.4 KTS/PBX Systems Shipped, by Manufacturer, 2004 26
Chart 2.5 KTS Stations Shipped, 2003 27
Chart 2.6 KTS Systems Shipped, 2003 27
Chart 2.7 KTS Stations Shipped, 2004 28
Chart 2.8 KTS Systems Shipped, 2004 28
Chart 2.9 PBX Stations Shipped, 2003 29
Chart 2.10 PBX Systems Shipped, 2003 29
Chart 2.11 PBX Stations Shipped, 2004 30
Chart 2.12 PBX Systems Shipped, 2004 30
Chart 2.13 KTS/PBX Revenues, 2002-2006 32
Chart 4.1 KTS Stations Shipped by Manufacturer, 2003 161
Chart 4.2 KTS Systems Shipped by Manufacturer, 2003 161
Chart 4.3 KTS Stations Shipped by Manufacturer, 2004 162
Chart 4.4 KTS Systems Shipped by Manufacturer, 2004 162
Chart 4.5 PBX Stations Shipped by Manufacturer, 2003 163
Chart 4.6 PBX Systems Shipped by Manufacturer, 2003 163
Chart 4.7 PBX Stations Shipped by Manufacturer, 2004 164
Chart 4.8 PBX Systems Shipped by Manufacturer, 2004 164
Chart 4.9 Manufacturers' Revenues at Retail Level, 2003 183
Chart 4.10 Manufacturers' Revenues at Retail Level, 2004 183

 

 

About This Report

 

At almost 200 pages and examining the period 2002-2006, NBI/Michael Sone Associates’ Canadian PBX/KTS Market Report, 2004 Edition, is the latest in a series of reports on the PBX/KTS market published by the company since the early-1980s.

In this report, NBI/Michael Sone Associates presents detailed quantitative and qualitative information on the leading private branch exchange (PBX) and key telephone system (KTS) vendors in Canada — 3Com, Alcatel, Avaya, Cisco, Mitel, Nortel, Panasonic, Siemens and Toshiba.

The report presupposes some familiarity with telecommunications but includes definitions where necessary for clarity. In the interests of providing ever-greater value for the reader, the 2004 Edition continues the evolution of an updated structure introduced in last year's report that stresses trends observed in the Canadian market. We have provided comprehensive quantitative information along with detailed qualitative presentations of each company’s product positioning & development, marketing activities, and distribution capabilities along with an analysis of future expectations of growth within their respective areas.

Over 60 Exhibits and Figures together with the quantitative part of the competitor profiles themselves provide information on system and station shipments and installed base, vertical and regional market analysis, system-size segmentation and distribution channels.

The PBX/KTS industry is currently undergoing major change as packet voice technology revolutionizes business telephone systems. New entrants with roots in data networking have entered the telecommunications industry with innovative packet voice offerings. Please note that in this report we may use the terms “packet voice”, “IP-enabled” and “IP telephony” when referring to the transmission of voice over a wide area packet network while we use the terms “IP-based” and LAN telephony” when referring to systems based on an IP-PBX with either IP telephone stations and soft phones or a mixture of analogue, digital and IP telephone stations.

We expect IP-based products to overtake TDM-based products within the next two years. To this end, this report focuses on the IP products and platforms of the major Canadian CPE manufacturers, both now and what we expect to see over the next few years. Of course, information and a full set of data regarding currently existing legacy products is also included. The reader will further note that in many cases leading manufacturers have suggested a gradual IP migration philosophy to prospective customers. In this report, NBI/Michael Sone Associates separates shipments of IP and legacy stations and systems for the reader’s edification.

As with all NBI/Michael Sone Associates reports, information has been gathered from primary sources.

Revenues reported at end user levels represent proceeds from the sale of KTS and PBX equipment only. They exclude sales of applications, moves, adds, changes, service and maintenance.

 

 

 

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