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CANADIAN PBX/KTS MARKET REPORT


2003 EDITION


NBI/Michael Sone Associates

193 Church Street

Toronto, Ontario

M5B 1Y7

Telephone (416) 360-0424

e-mail msone@nbicanada.com

 

October 2003

 

 

 

Table Of Contents

 

Section  Page
ABOUT THIS REPORT vi
SECTION 1 — MARKET OVERVIEW 1
     1.1 2002 PBX/KTS Market Highlights 3
     1.2 2003 Market Forecast 4
     1.3 The Dramatic Influence of IP Technology 4
     1.4 Vertical Markets 6
     1.5 Observed Trends 8
     1.6 Manufacturer Snapshots 17
SECTION 2 — MARKET AT A GLANCE 23
SECTION 3 — MANUFACTURER PROFILES 35
     3.1 3COM Canada 37
     3.2 Alcatel Canada 48
     3.3 Avaya Canada 58
     3.4 Cisco Systems Canada 72
     3.5 Mitel Networks Corporation 82
     3.6 NEC Canada 94
     3.7 Nortel Networks 105
     3.8 Panasonic 119
     3.9 Siemens AG 130
     3.10 Toshiba Canada 144
     3.11 Other KTS 156
SECTION 4 — MARKET SUMMARY 161

 

 

List of Exhibits

Exhibit Page
Exhibit 2.1 Manufacturer Shipments, 2001-2003 25
Exhibit 2.2 KTS Market Shares, 2001-2003 25
Exhibit 2.3 PBX Market Shares, 2001-2003 26
Exhibit 2.4 Shipments by Size Segment, 2001-2003 26
Exhibit 3.1 Manufacturer Name: 3COM 44
Exhibit 3.2 Manufacturer Name: Alcatel Canada 54
Exhibit 3.3 Manufacturer Name: Avaya 68
Exhibit 3.4 Manufacturer Name: Cisco 78
Exhibit 3.5 Manufacturer Name: Mitel Networks 90
Exhibit 3.6 Manufacturer Name: NEC 101
Exhibit 3.7 Manufacturer Name: Nortel Networks 115
Exhibit 3.8 Manufacturer Name: Panasonic 126
Exhibit 3.9 Manufacturer Name: Siemens 140
Exhibit 3.10 Manufacturer Name: Toshiba Canada 152
Exhibit 3.11 Manufacturer Name: Other KTS 156
Exhibit 4.1 KTS Station Shipments, 2001–2003 163
Exhibit 4.2 KTS System Shipments, 2001–2003 163
Exhibit 4.3 PBX Station Shipments, 2001–2003 164
Exhibit 4.4 PBX System Shipments, 2001–2003 164
Exhibit 4.5 KTS/PBX/IP Shipments by Technology, 2002 & 2003 169
Exhibit 4.6 KTS/PBX Station Shipments, by System Size Segment, 2001 171
Exhibit 4.7 KTS/PBX % Stations Shipped, by System Size Segment, 2001 171
Exhibit 4.8 KTS/PBX System Shipments, by System Size Segment, 2001 172
Exhibit 4.9 KTS/PBX % Systems Shipped, by System Size Segment, 2001 172
Exhibit 4.10 KTS/PBX Station Shipments, by System Size Segment, 2002 173
Exhibit 4.11 KTS/PBX % Stations Shipped, by System Size Segment, 2002 173
Exhibit 4.12 KTS/PBX System Shipments, by System Size Segment, 2002 174
Exhibit 4.13 KTS/PBX % Systems Shipped, by System Size Segment, 2002 174
Exhibit 4.14 KTS/PBX Station Shipments, by System Size Segment, 2003 175
Exhibit 4.15 KTS/PBX % Stations Shipped, by System Size Segment, 2003 175
Exhibit 4.16 KTS/PBX System Shipments, by System Size Segment, 2003 176
Exhibit 4.17 KTS/PBX % Systems Shipped, by System Size Segment, 2003 176
Exhibit 4.18 KTS/PBX Station Shipments, % by Distribution Channel, 2001 177
Exhibit 4.19 KTS/PBX Station Shipments, % by Distribution Channel, 2002 178
Exhibit 4.20 Provincial KTS/PBX Station Shipments, 2001 179
Exhibit 4.21 Provincial KTS/PBX System Shipments, 2001 179
Exhibit 4.22 Provincial KTS/PBX Station Shipments, 2002 180
Exhibit 4.23 Provincial KTS/PBX System Shipments, 2002 180
Exhibit 4.24 Vertical Market KTS/PBX % Station Shipments, 2001 181
Exhibit 4.25 Vertical Market KTS/PBX % System Shipments, 2001 181
Exhibit 4.26 Vertical Market KTS/PBX % Station Shipments, 2002 182
Exhibit 4.27 Vertical Market KTS/PBX % System Shipments, 2002 182
Exhibit 4.28 KTS/PBX Station Installed Base, 2001-2002 183
Exhibit 4.29 KTS/PBX System Installed Base, 2001-2002 183
Exhibit 4.30 KTS Station Installed Base, 2001-2003 184
Exhibit 4.31 KTS System Installed Base, 2001-2003 184
Exhibit 4.32 PBX Station Installed Base, 2001-2003 185
Exhibit 4.33 PBX System Installed Base, 2001-2003 185
Exhibit 4.34 Manufacturer Revenues at Retail Level, 2001-2003 186

 

 

List of Charts

Chart Page
Chart 2.1 KTS/PBX Stations Shipped, by Manufacturer, 2002 27
Chart 2.2 KTS/PBX Systems Shipped, by Manufacturer, 2002 27
Chart 2.3 KTS/PBX Stations Shipped, by Manufacturer, 2003 28
Chart 2.4 KTS/PBX Systems Shipped, by Manufacturer, 2003 28
Chart 2.5 KTS Stations Shipped, 2002 29
Chart 2.6 KTS Systems Shipped, 2002 29
Chart 2.7 KTS Stations Shipped, 2003 30
Chart 2.8 KTS Systems Shipped, 2003 30
Chart 2.9 PBX Stations Shipped, 2002 31
Chart 2.10 PBX Systems Shipped, 2002 31
Chart 2.11 PBX Stations Shipped, 2003 32
Chart 2.12 PBX Systems Shipped, 2003 32
Chart 2.13 Total PBX/KTS Station Shipments: 2001-2004 33
Chart 4.1 KTS Stations Shipped by Manufacturer, 2002 165
Chart 4.2 KTS Systems Shipped by Manufacturer, 2002 165
Chart 4.3 KTS Stations Shipped by Manufacturer, 2003 166
Chart 4.4 KTS Systems Shipped by Manufacturer, 2003 166
Chart 4.5 PBX Stations Shipped by Manufacturer, 2002 167
Chart 4.6 PBX Systems Shipped by Manufacturer, 2002 167
Chart 4.7 PBX Stations Shipped by Manufacturer, 2003 168
Chart 4.8 PBX Systems Shipped by Manufacturer, 2003 168
Chart 4.9 Manufacturers' Revenues at Retail Level, 2002 187
Chart 4.10 Manufacturers' Revenues at Retail Level, 2003 187

 

 

About This Report

At almost 200 pages and examining the period 2001-2003, NBI/Michael Sone Associates’ Canadian PBX/KTS Market Report, 2003 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, NEC, 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 2003 Edition continues the evolution of an updated structure introduced in last year's report that stresses trends observed in the Canadian market. While we have retained the comprehensive quantitative vendor profiles, this report also provides detailed qualitative presentations of each company’s product strategy, marketing activities, and distribution capabilities along with an analysis of future expectations of growth within their respective areas.

The report’s 61 Exhibits and Figures and the 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 IP technology appears poised to revolutionise business telephone systems. We expect the technology to overtake legacy products later in the decade. 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 are also included to emphasise that IP telephony has not yet replaced circuit-switched technology, either in the market or the minds of manufacturers and customers. 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.

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.

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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