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CANADIAN PBX MARKET REPORT
NBI/Michael Sone Associates
February 2010
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Table of Contents
| Section | Page |
| About This Report | vii |
| SECTION 1 — MARKET OVERVIEW | 1 |
| 1.1 2008 Market Highlights | 2 |
| 1.2 2009 Market Highlights | 3 |
| 1.3 2010-2011 Market Forecast | 5 |
| 1.3.1 Expectation of Limited Economic Growth | 5 |
| 1.3.2 Influence of Business Confidence | 5 |
| 1.3.3 Decline in Canadian Manufacturing | 6 |
| 1.3.4 Industry Consolidation… Will There Be Any Hiccups? | 6 |
| 1.3.5 Impact on Purchasing Rationales | 7 |
| 1.3.6 2010-2011 Forecast | 8 |
| 1.4 Vertical Market Shipments | 8 |
| 1.5 Observed Trends | 10 |
| 1.5.1 Voice is Still the Killer App | 10 |
| 1.5.2 Is the End of the Road in Sight for Key Systems? | 10 |
| 1.5.3 Phone or PC? Both? | 12 |
| 1.5.4 Large Displays and Self-Labelling Are the New Standards for Productivity | 13 |
| 1.5.5 Small Businesses Face a Growing Range of Choices | 14 |
| 1.5.6 SIP is the Next Big Thing | 16 |
| 1.5.7 Virtualization Brings Telecom Even Closer to IT | 18 |
| 1.6 Manufacturer Snapshots | 19 |
| SECTION 2 — MARKET AT A GLANCE | 26 |
| SECTION 3 — MANUFACTURER PROFILES | 33 |
| 3.1 3Com Corp. | 34 |
| 3.2 Alcatel-Lucent | 47 |
| 3.3 Avaya Inc. | 60 |
| 3.4 Cisco Systems | 78 |
| 3.5 Mitel Corporation | 97 |
| 3.6 NEC Corporation | 114 |
| 3.7 Nortel Networks | 128 |
| 3.8 Panasonic Corporation | 151 |
| 3.9 Siemens Enterprise Communications | 164 |
| 3.10 Toshiba Corporation | 179 |
| 3.11 Other Manufacturers (including Aastra, Asterisk/Digium, Fonality, Huawei, Interactive Intelligence, Scitec, ShoreTel, TalkSwitch, Teledex and Voicegate) | 190 |
| SECTION 4 — MARKET DETAIL | 200 |
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List of Exhibits
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Page | |
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| Exhibit
2.1 |
Industry Revenues by Manufacturer, 2007-2009 | 27 |
| Exhibit
2.2 |
System & Station Shipments, Legacy & IP, 2007-2009 | 27 |
| Exhibit
2.3 |
System & New Station Shipments by Size Segment, 2007-2009 | 27 |
| Exhibit
2.4 |
System Shipments by Manufacturer, 2008 |
28 |
| Exhibit
2.5 |
Station Shipments by Manufacturer, 2008 |
28 |
| Exhibit
2.6 |
System Shipments by Manufacturer, 2009 |
29 |
| Exhibit
2.7 |
Station Shipments by Manufacturer, 2009 |
29 |
| Exhibit
2.8 |
System & New Station Shipments to Small Business, by Manufacturer, 2007-2009 |
30 | Exhibit
2.9 |
System & New Station Shipments to Mid-Market, by Manufacturer, 2007-2009 | 30 | Exhibit
2.10 |
System & New Station Shipments to Enterprise, by Manufacturer,
2007-2009 |
31 | Exhibit
2.11 |
System & Station Installed Base, by Manufacturer, 2007-2009 |
31 | Exhibit
2.12 |
Total System Shipments, 2007-2011 |
32 | Exhibit
2.13 |
Total Station Shipments, 2007-2011 |
32 |
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Exhibit
3.1 |
3Com Corp. |
44 | Exhibit
3.2 |
Alcatel-Lucent |
57 | Exhibit
3.3 |
Avaya Inc. |
75 | Exhibit
3.4 |
Cisco Systems |
94 | Exhibit
3.5 |
Mitel Networks |
111 | Exhibit
3.6 |
NEC Corporation |
125 | Exhibit
3.7 |
Nortel Networks |
148 | Exhibit
3.8 |
Panasonic Corporation |
161 | Exhibit
3.9 |
Siemens Enterprise Communications |
176 | Exhibit
3.10 |
Toshiba Corporation |
187 |
| Exhibit
3.11 |
Other Manufacturers |
196 |
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| Exhibit
4.1 |
Revenues (at End-User Level), by Manufacturer, 2007-2009 |
200 |
| Exhibit
4.2 |
System Shipments, by Manufacturer, 2007-2009 |
200 |
| Exhibit
4.3 |
Total Station Shipments, by Manufacturer, 2007-2009 |
200 |
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| Exhibit
4.4 |
System Shipments by Size Segment, by Manufacturer, 2007 |
201 |
| Exhibit
4.5 |
Percent System Shipments by Size Segment, by Manufacturer, 2007 |
201 |
| Exhibit
4.6 |
New Station Shipments by Size Segment, by Manufacturer, 2007 |
201 |
| Exhibit
4.7 |
Percent New Station Shipments by Size Segment, by Manuf., 2007 |
201 |
| Exhibit
4.8 |
System Shipments by Size Segment, by Manufacturer, 2008 |
202 |
| Exhibit
4.9 |
Percent System Shipments by Size Segment, by Manufacturer, 2008 |
202 |
| Exhibit
4.10 |
New Station Shipments by Size Segment, by Manufacturer, 2008 |
202 |
| Exhibit
4.11 |
Percent New Station Shipments by Size Segment, by Manuf., 2008 |
202 |
| Exhibit
4.12 |
System Shipments by Size Segment, by Manufacturer, 2009 |
203 |
| Exhibit
4.13 |
Percent System Shipments by Size Segment, by Manufacturer, 2009 |
203 |
| Exhibit
4.14 |
New Station Shipments by Size Segment, by Manufacturer, 2009 |
203 |
| Exhibit
4.15 |
Percent New Station Shipments by Size Segment, by Manuf., 2009 |
203 |
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| Exhibit
4.16 |
System Shipments & Shares by Technology, by Manufacturer, 2007 |
204 |
| Exhibit
4.17 |
Total Station Shipments & Shares by Technology, by Manuf., 2007 |
204 |
| Exhibit
4.18 |
System Shipments & Shares by Technology, by Manuf., 2008 |
204 |
| Exhibit
4.19 |
Total Station Shipments & Shares by Technology, by Manuf., 2008 |
204 |
| Exhibit
4.20 |
System Shipments & Shares by Technology, by Manufacturer, 2009 |
205 |
| Exhibit
4.21 |
Total Station Shipments & Shares by Technology, by Manuf., 2009 |
205 |
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| Exhibit
4.22 |
Regional New Station Shipments, by Channel, 2008 |
205 |
| Exhibit
4.23 |
Regional New Station Shipments, by Channel, 2009 |
205 |
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| Exhibit
4.24 |
System Shipments, by Province, 2008-2009 |
206 |
| Exhibit
4.25 |
New Station Shipments, by Province, 2008-2009 |
206 |
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| Exhibit
4.26 |
System Shipments, by Industry, 2008-2009 |
207 |
| Exhibit
4.27 |
New Station Shipments, by Industry, 2008-2009 |
207 |
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| Exhibit
4.28 |
Installed Base of Systems & Stations, by Manufacturer, 2007-2009 |
208 |
| Exhibit
4.29 |
Percent Installed Base of Systems & Stations by Manufacturer, 2007-2009 | 208 |
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About This Report
| At over 200 pages and examining the period 2007-2011, the Canadian PBX Market Report, 2010 Edition 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, NEC, Nortel, Panasonic, Siemens and Toshiba — is the cornerstone of this study. Please note that Avaya and Nortel are treated as distinct entities for reporting purposes in this edition since Avaya’s acquisition of Nortel’s Enterprise Solutions Division did not close until December 2009. The 2010 Edition presents the Canadian market using our popular Market at a Glance summary with 13 Exhibits as well as detailed profiles of the leading manufacturers discussing each company’s product strategy, marketing activities and distribution capabilities along with an analysis of future expectations of growth. Each contains four sections organised into 10 tables, so that, along with an additional 29 exhibits in the Market Detail section, the reader is provided with quantitative information on system and station shipments, installed base, system-size segmentation, technology segmentation, regional shipments, vertical markets and distribution channels. This information is supplemented with discussions of the Canadian KTS/PBX/IP-PBX market in 2008, a discussion of the market in 2009, and a forecast for the years 2010 and 2011. A half-dozen market trends are identified regarding the market penetration of IP telephony, the status of SIP technology, buyer preferences in telephone stations, virtualization and the issues that Canadian small business face when purchasing KTS/PBX/IP-PBX systems. This 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 data 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 “IP communications” and “packet voice” are generally used when discussing systems that provide both voice and data communications. This report, together with others on the unified messaging, automatic call distribution (ACD), local area switching (LAN) switches, videoconferencing 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, as well as 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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