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CANADIAN PBX MARKET REPORT
NBI/Michael Sone Associates
October 2006
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Table of Contents
| Section | Page |
| ABOUT THIS REPORT | vi |
| SECTION 1 — MARKET OVERVIEW | 1 |
| 1.1 2005 Market Highlights | 3 |
| 1.2 2006 Market Forecast | 5 |
| 1.3 2007-2008 Market Forecast | 7 |
| 1.4 Vertical Markets | 9 |
| 1.5 Observed Trends | 11 |
| 1.6 Manufacturer Snapshots | 21 |
| SECTION 2 — MARKET AT A GLANCE | 27 |
| SECTION 3 — MANUFACTURER PROFILES | 35 |
| 3.1 3COM Canada | 37 |
| 3.2 Alcatel | 47 |
| 3.3 Avaya Inc. | 58 |
| 3.4 Cisco Systems | 72 |
| 3.5 Mitel Corporation | 85 |
| 3.6 Nortel | 98 |
| 3.7 Panasonic | 114 |
| 3.8 Siemens | 125 |
| 3.9 Toshiba Corporation | 138 |
| 3.10 Other Manufacturers | 147 |
| SECTION 4 — MARKET SUMMARY | 151 |
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List of Exhibits
| Exhibit | Page | |
| Market At A Glance | ||
| Exhibit 2.1 | Industry Revenues by Manufacturer, 2004-2006 | 29 |
| Exhibit 2.2 | Manufacturer System & Station Shipments, Legacy & IP, 2004-2006 | 29 |
| Exhibit 2.3 | System & New Station Shipments by Size Segment, 2004-2006 | 29 |
| Exhibit 2.4 | System Shipments by Manufacturer, 2005 | 30 |
| Exhibit 2.5 | Station Shipments by Manufacturer, 2005 | 30 |
| Exhibit 2.6 | System Shipments by Manufacturer, 2006 | 31 |
| Exhibit 2.7 | Station Shipments by Manufacturer, 2006 | 31 |
| Exhibit 2.8 | System & Station Shipments to Small Business, by Manufacturer, 2004-2006 | 32 |
| Exhibit 2.9 | System & Station Shipments to Mid-Market, by Manufacturer, 2004-2006 | 32 |
| Exhibit 2.10 | System & Station Shipments to Enterprise, by Manufacturer, 2004-2006 | 33 |
| Exhibit 2.11 | System & Station Installed Base, by Manufacturer, 2004-2006 | 33 |
| Exhibit 2.12 | Total System Shipments, 2004-2008 | 34 |
| Exhibit 2.13 | Total System Shipments, 2004-2008 | 35 |
| Manufacturer Profiles | ||
| Exhibit 3.1 | 3Com | 44 |
| Exhibit 3.2 | Alcatel | 55 |
| Exhibit 3.3 | Avaya Inc. | 69 |
| Exhibit 3.4 | Cisco Systems | 82 |
| Exhibit 3.5 | Mitel Corporation | 95 |
| Exhibit 3.6 | Nortel | 111 |
| Exhibit 3.7 | Panasonic | 122 |
| Exhibit 3.8 | Siemens | 135 |
| Exhibit 3.9 | Toshiba Corporation | 144 |
| Exhibit 3.10 | Other Manufacturers | 148 |
| Market Revenues and Shipments | ||
| Exhibit 4.1 | Revenues (at End-User Level), by Manufacturer, 2004-2006 | 153 |
| Exhibit 4.2 | System Shipments, by Manufacturer, 2004-2006 | 153 |
| Exhibit 4.3 | Total Station Shipments, by Manufacturer, 2004-2006 | 153 |
| Shipments by Size Segment | ||
| Exhibit 4.4 | System Shipments by Size Segment, by Manufacturer, 2004 | 154 |
| Exhibit 4.5 | Percent System Shipments by Size Segment by Manufacturer, 2004 | 154 |
| Exhibit 4.6 | New Station Shipments by Size Segment, by Manufacturer, 2004 | 154 |
| Exhibit 4.7 | Percent New Station Shipments by Size Segment, by Manufacturer, 2004 | 154 |
| Exhibit 4.8 | System Shipments by Size Segment, by Manufacturer, 2005 | 155 |
| Exhibit 4.9 | Percent System Shipments by Size Segment by Manufacturer, 2005 | 155 |
| Exhibit 4.10 | New Station Shipments by Size Segment, by Manufacturer, 2005 | 155 |
| Exhibit 4.11 | Percent New Station Shipments by Size Segment, by Manufacturer, 2005 | 155 |
| Exhibit 4.12 | System Shipments by Size Segment, by Manufacturer, 2006 | 156 |
| Exhibit 4.13 | Percent System Shipments by Size Segment, by Manufacturer, 2006 | 156 |
| Exhibit 4.14 | New Station Shipments by Size Segment, by Manufacturer, 2006 | 156 |
| Exhibit 4.15 | Percent New Station Shipments by Size Segment, by Manufacturer, 2006 | 156 |
| Shipments by Technology | ||
| Exhibit 4.16 | System Shipments & Shares by Technology, by Manufacturer, 2004 | 157 |
| Exhibit 4.17 | Total Station Shipments & Shares by Technology, by Manufacturer, 2004 | 157 |
| Exhibit 4.18 | System Shipments & Shares by Technology, by Manufacturer, 2005 | 157 |
| Exhibit 4.19 | Total Station Shipments & Shares by Technology, by Manufacturer, 2005 | 157 |
| Exhibit 4.20 | System Shipments & Shares by Technology, by Manufacturer, 2006 | 158 |
| Exhibit 4.21 | Total Station Shipments & Shares by Technology, by Manufacturer, 2006 | 158 |
| Shipments by Regional and Chanel | ||
| Exhibit 4.22 | Regional Station Shipments, by Channel, 2005 | 158 |
| Exhibit 4.23 | Regional Station Shipments, by Channel, 2006 | 158 |
| Shipments by Province | ||
| Exhibit 4.24 | System Shipments, by Province, 2005-2006 | 159 |
| Exhibit 4.25 | New Station Shipments, by Province, 2005-2006 | 159 |
| Shipments by Industry | ||
| Exhibit 4.26 | System Shipments, by Industry, 2005-2006 | 160 |
| Exhibit 4.27 | New Station Shipments, by Industry, 2005-2006 | 160 |
| Installed Base | ||
| Exhibit 4.28 | Installed Base of Systems & Stations, by Manufacturer, 2004-2006 | 161 |
| Exhibit 4.29 | Percent Installed Base of Systems & Stations by Manufacturer, 2004-2006 | 161 |
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About This Report
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NBI/Michael Sone Associates is pleased to present the 26th annual edition of the Canadian PBX Market Report, 2006 Edition. Examining the period 2004-2008, this report describes the Canadian market for key telephone system (KTS), private branch exchange (PBX) and IP private branch exchange (IP-PBX systems) offered by major CPE manufacturers. Detailed quantitative and qualitative information on the leading vendors in Canada — 3Com, Alcatel, Avaya, Cisco, Mitel, Nortel, Panasonic, Siemens and Toshiba — is also presented. The 2006 Edition continues to evolve to keep pace with an ever-changing market by replacing the previous KTS/PBX segmentation with TDM/IP telephony segmentation, adding a new small-business/mid-market/enterprise segmentation, refining our vertical industry model aligned with the Standard Industrial Classification system and simplifying the format of exhibits wherever possible. We continue to retain the popular manufacturer profile structure that provides detailed qualitative presentations of each company’s product strategy, marketing activities and distribution capabilities along with an analysis of future expectations of growth. This 161-page report’s 42 exhibits and nine manufacturer profiles (each containing an additional 10 exhibits organised into four sections) provide detailed information on system and station shipments, installed base, system-size segmentation, vertical and regional market analysis and distribution channels. The report presupposes some familiarity with telecommunications but includes definitions where necessary for clarity. We use the terms “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 single line devices, digital proprietary telephones, IP telephones and soft phones. The terms “packet voice” and “IP communications” are generally used when discussing systems that provide both voice and data communications. This report, together with others on the voice mail, unified messaging, ACD, video conferencing and data and Internet networking sectors, comprises the cornerstone of NBI/Michael Sone Associates’ research on the Canadian CPE market. As with all NBI/Michael Sone Associates reports, information has been gathered from primary sources. Please note that reported revenues are at end-user
retail levels (rather than manufacturer wholesale revenues)
and represent proceeds from the sale of business telephone systems,
system software and equipment in the Canadian market only. These
revenues exclude the sales of add-on applications such as contact
centres, consulting or professional services fees, installation,
maintenance contracts and service revenues for operational charges
related to moves, adds, changes. All figures are in Canadian
dollars unless otherwise noted.
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