Frost & Sullivan - Voice and Data Integration Revolutionizing CPE Industry: Distribution is the Name of the Game
MOUNTAIN VIEW, Calif., Aug. 3 /PRNewswire/ -- Voice and data integration are revolutionizing the overall distribution structure for the telecommunications customer premises equipment (CPE) industry by increasing the market presence of computer telephony integration (CTI)-based products.
According to new strategic research from Frost & Sullivan (www.frost.com), U.S. Telecommunications CPE Market Overview and Distribution Channel Analysis, the total revenues for the telecommunications CPE distribution market were close to $16.9 billion in 1997.
''Distributors that are knowledgeable about and effectively sell products that integrate voice and data information systems are likely to realize a substantial sales increases,'' says Frost & Sullivan's Telecommunications Industry Analyst Suresh Joseph. Distributors lacking the requisite knowledge of voice and data integration will lose lucrative sales opportunities.
U.S. Telecommunications CPE Market Overview and Distribution Channel Analysis covers the CPE market from 1994-2004. Channels are segmented into direct distribution, original equipment manufacturer (OEM) distribution, value added reseller/systems integrator (VAR/SI) distribution, independent distribution and retail distribution.
In 2004, market revenues are forecasted to nearly double their 1997 value. VARs and SIs are poised to reap the benefits, and the independent distribution and OEM channels forecast growth as well.
''The leading companies that have traditionally emphasized direct sales are also progressively strengthening their indirect distribution channels,'' says Joseph.
Leading manufacturers of telecommunications CPE that utilize OEM agreements include Executone, and Comdial.
The VAR/SI channel is very fragmented and no company holds a significant portion of the market. ''Data VARs such as Anderson Consulting, eNorstan and EDS Corporation threaten the very existence of traditional voice, VARs/systems integrators,'' says Telecommunications Industry Analyst Andrey Kuzyk. ''In order to compete in this market effectively, the small and highly fragmented traditional vendors must consolidate.''
Prominent independent distributors include: GTE, Inacom, and Wiltel. Some leading independent distributors are increasingly moving towards offering value-added and systems integration services.
''The retail channel for telecommunications CPE, which consists of sales of SOHO business telephones and facsimile machines, is controlled by office superstores such as Office Depot, Office Max, and Staples,'' says Kuzyk
Users of U.S. Telecommunications CPE Market Overview and Distribution Channel Analysis can act on its strategic recommendations and market intelligence to move ahead of less-informed competitors.
The technologies reviewed include private branch exchange(PBX), automatic call distributors (ACD), interactive voice response(IVR), voice messaging, business telephones, on-site paging, facsimile, and wireless PBX.
Market participants include: Abscissa International, Inc., Active Voice Corporation [Nasdaq:ACVC - news], Alliance Systems, Inc., Alltel Supply, AMDEV Communications Corp., Ameritech Corp. [NYSE:AIT - news], Andersen Consulting, Aspect Telecommunications, Best Buy, Inc., Boston Technology, Brite Voice Systems, Inc., Brooktrout Technology, Brother International Corporation, Circuit City Stores, Inc., Comdial Corporation [Nasdaq:CMDL - news], ComPort Distributors, CompUSA, Computer City (Tandy Corporation [NYSE:TAN - news]), Copia International, Costco Companies, Inc., CT Solutions, CTI Authority, Cyber Digital, Inc., Danka/Omnifax, Edify Corporation [Nasdaq:EDFY - news], EDS Corporation, Ericsson, Inc., Executone Information Systems, Inc., Fry's Electronics, Inc., Fujitsu Business Communications Systems, Inc., Future Shop, Ltd., Genesys Telecommunications, GeoTel Communications Corp. [Nasdaq:GEOC - news], Graybar Electric, GTE Supply, Harris Digital Telephone Systems, IBM Global Services, IKON Corp., Inacom Corp. [NYSE:ICO - news], Ingram Micro, Inter Page, InterVoice, Inc., Kmart Corporation, Konica USA, Inc., KPMG Consulting, Lucent Technologies, May Department Stores Company [NYSE:MAY - news], MicroAge, Mitel Corporation [NYSE:MLT - news], Montgomery Ward Holding Corp., Motorola Paging, Muratec America, NEC America, Inc., Nobody Beats The Wiz, Norstan Communications, Northern Telecom, Inc. (Nortel)., Office Depot, Inc., OfficeMax, Inc., Open Port Technology, P.C. Richard & Son, Panasonic Business Communications, Panasonic Company , PC Warehouse Investment, Inc., Periphonics Corporation [Nasdaq:PERI - news], Philips, RadioShack (Tandy Corporation), Rock Systems, Rockwell ECD, Sam's Club (Wal-Mart Stores, Inc.), Sears, Roebuck & Co., Siemens Business Comm. Systems, Sony Electronics, Inc., Sprint North Supply, Staples, Inc., Syntellect, Inc., Tadiran Electronic Industries, Inc., Target Distributing, Target Stores, The Good Guys, Voice Control Systems, Wal-Mart (Wal-Mart Stores, Inc.).and Williams Telecommunications (WilTel). Related Companies include: Anixter, Inc., ASTRONET Corp., Bosch Telecom, Canon USA, Inc., Casio Phonemate, Inc., Castelle-Ibex, Inc., Computer Sciences Corp. [NYSE:CSC - news], Cortelco International, Inc., dex Business Systems, Inc., Dialogic Corporation [Nasdaq:DLGC - news], Digital Equipment Corp., FaxBack, GE Capital IT Solutions, Hewlett-Packard Company [NYSE:HWP - news], Hitachi Telecom., Intecom, Inc., Inter-Tel, Inc., Iwatsu America, Inc., Lexmark International, Inc., Lucent Technologies/Octel Messaging, MCI Systemhouse, MCK Communications, Inc., Mosaix Inc. [Nasdaq:MOSX - news], Natural Microsystems Corporation [Nasdaq:NMSS - news], Nitsuko America Corporation, PageMart, Inc., PageNet, Philips Consumer Communications, Inc./Lucent Technologies , Pitney Bowes, Inc., Quintus Corporation, Ricoh Corporation, Samsung Electronics America, Inc., Samsung Telecommunications America, Inc., Sanyo Fisher (USA) Corporation, Sharp Electronics Corporation, SpectraLink Corporation, Telrad Telecommunications, Inc., Tech Data Corporation [Nasdaq:TECD - news], Thomson Consumer Electronics, Toshiba America Consumer Products, Inc., Toshiba America Information Systems, Inc., Uniden America Corporation, Vanstar Corp. [NYSE:VST - news], Vodavi Communications Systems, WIN Communications, and Xerox Corporation [NYSE:XRX - news].
Frost & Sullivan is an international marketing consulting company that monitors the telecommunications industry for market trends, market measurements, and strategies. This ongoing research is utilized to update a series of research publications such as #2843-62 ''North American Markets For PBX and Key Telephone Systems'' and to support industry participants with customized consulting needs.
Report: 2677-62 Date: July 1998 Price: $3450
Visit the Frost & Sullivan web site: frost.com
SOURCE: Frost & Sullivan
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