This IDC study, which is a translation of the Japanese report IDC #J8240108, presents an analysis of sales channel trends in the Japan enterprise IP telephony/contact center system market. The enterprise VoIP equipment market leveled off in 2007 and the revenue/operating profits of sales channels were also affected. However, sales channels with a low percentage of VoIP equipment sales but a high percentage of services/software development were less affected and reported steady business growth. The sales channel survey also showed that there was a gap between the levels of importance and satisfaction perceived by channels regarding sales methods. There was also a gap between the perceptions of vendors and channels.
"In order to maintain continuous growth in the enterprise IP telephony/contact center market, vendors and sales channels should improve the gap in sales methods, increase contact with small and medium-sized users, invest in strengthening support ability, and formulate high value-added systems sales strategies," analyzes Takashi Manabe, research manager, Communications, IDC Japan.