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European SMB Market Becomes the Next Battleground for the Unified
Communications Vendors
Dorota Oviedo, Industry AnalystUnified Communications and Collaboration
July 1, 2010
2
Focus Points
Importance of the SMBs to the European Economy
Major SMB Concerns as Opportunities for UC Vendors
UC Channel Expectations for 2010
Key Success Factors in Serving the SMB Sector
Summary of SMB Market Trends
3
0
500
1,000
1,500
2,000
2,500
3,000
3,500
4,000
4,500
Italy
France
Turkey
Spain
Czech Republic
Germany
The United Kingdom
Hungary
Poland
Sweden
Portugal
The Netherlands
Belgium
Norway
Denmark
Switzerland
Austria
Finland
Ireland
Russia
Iceland
Luxembourg
Country
Number of
Businesses
(Thousand)
Number Medium Businesses
Number of Small Businesses
Importance of the SMBs to the European Economy
Note: All figures are rounded; the base year is 2009. Source: Frost & Sullivan
Unified Communications in the SMB Sector: Number of SMBs (Europe), 2009
� SMBs as the backbone of the European economy - potential source for jobs and economic growth
� Businesses employing less than 250 persons account for 99.8 percent of all enterprises active within the EU
� According to Eurostat:
� 67 percent of workforce in the EU is employed in one of almost 20 million active small businesses
� 58 percent of the economy’s value-added is generated by this sector
4
Major SMBs’ Concerns
Note: All figures are rounded; the base year is 2009. Source: Frost & Sullivan, based on data from European Commission's Eurobarometer
Unified Communications in the SMB Sector: Major SMBs Concerns (Europe), 2009
0 5 10 15 20 25 30 35 40 45 50
Problems with the purchasing power of customers
Problems with administrative regulations
Lack of skilled labour
Labour force too expensive
Problems with infrastructure
Limited access to finance
Implementing new technology
Implementing new forms of organisation
Lack of quality management
Constraints and Difficulties
Number of SMBs (%)
5
Problems with the purchasing power of customers
Problems with administrative regulations
Lack of skilled labour
Labour force too expensive
Problems with infrastructure
Limited access to finance
Implementing new technology
Implementing new forms of organisation
Lack of quality management
Major SMBs’ Concerns as UC Opportunities
Source: Frost & Sullivan
Unified Communications in the SMB Sector: SMBs Concerns Impacting UC Vendors (Europe), 2009
Factors Impacting
UC Vendors
� Implementing UC solutions enables SMBs to optimise the use of currently available human resources
� Convergence of networks and devices leads to substantial cost savings
� SMBs require simple to use and manage all-in-one communication solutions
6
Channel Expectations for 2010 (1/2)
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
VoIP / IP PBX
Fixed-Mobile Convergence
Unified Messaging
Telephony Presence
Contact Center
Instant Messaging
Audio Conferencing
Web Conferencing
Desktop-based Visual Collaboration
Room-based Visual Collaboration
SMB
LE
Question reads: Which communication tools present you with the best sales opportunities in 2010? Please select all that apply.
Note: Multiple mention question. Base - Channel Partners Serving SMB Sector Only (N=78) and Large Enterprise Sector Only (N=23).
Unified Communications in the SMB Sector:Comparison of Best Sales Opportunities in the SMB and Large Enterprise Sector (Europe), 2010
Source: Frost & Sullivan 2010 Unified Communications Channel Survey
Unified Communications Channel Partners’ Perspectives on the Developing Market in Europe
7
12.8%
3.8%
5.1%
43.6%
34.6%
Demand Will SignificantlyIncrease
Demand Will SomewhatIncrease
Demand Will RemainUnchanged
Demand Will SomewhatDecrease
Demand Will SignificantlyDecrease
Channel Expectations for 2010 (2/2)
Source: Frost & Sullivan 2010 Unified Communications Channel Survey Unified Communications Channel Partners’ Perspectives on the Developing Market in Europe
Question reads: Thinking about 2010, how would you summarise your expectations with regards to the demand for UC products and services in Europe?
Unified Communications in the SMB Sector: Demand Expectations in the SMB Sector (Europe), 2010
43.5%
26.1%30.4%
Large Enterprise Channel Partners (N=23) SMB Channel Partners (N=78)
� Overall UC channel is very optimistic - predicting demand increase in 2010
� The outlook in the SMB sector, although still positive, depicts more cautiousness.
8
Key Success Factors in Serving SMB Sector
PESTLE Analysis: Introduction
Ease of Use and
Management
Key SuccessFactors
FMC / MobilityApplications
Cost Effectiveness /
Low TCO / OPEX-based
Pricing Investment Protection
Simple to Sell and
Deploy
Source: Frost & Sullivan
Unified Communications in the SMB Sector: Key Success Factors (Europe), 2009
Local “Trusted
Advisors”as Channel
Partners
Strategic Focus
9
Summary of the UC for the SMB Market Trends
UC vendors strategic focus on SMBs
IP telephony and mobility as major growth drivers
Offering OPEX-based pricing
Network-based services with per user / per month payments
Leasing schemes for CPE
Increase in popularity of hosted and managed services
Vendors partnerships to launch UCC-in-the-box
Channel building
Simplification
Local “trusted advisors”
Growing importance of carriers
New market entrants
Market to grow significantly
10
Next Steps
� Request a strategic approach document for a Growth Partnership Service or Growth Consulting Service to support you and your team to accelerate the growth of your company.
(myfrost@frost.com) +44 (0)20 7343 8383
� Join us at our annual Growth, Innovation and Leadership 2011: A Frost & Sullivan Global Congress on Corporate Growth (www.gil-global.com)
� Register for the next Chairman’s Series on Growth:
The CEO’s Perspective on Innovation: How Creativity Fosters Growth
14 July 2010 10:00 AM BST (www.frost.com/growthEU)
� Register for Frost & Sullivan’s Growth Opportunity Newsletter and keepabreast of innovative growth opportunities (www.frost.com/news)
11
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For Additional Information
Joanna LewandowskaCorporate CommunicationsICT Europe+48 22 390 41 46joanna.lewandowska@frost.com
Daniel ShepherdDirector ICT Europe, Israel & Africa +48 (0) 22 244 08 64daniel.shepherd@frost.com
Dominic Dodd
Principal Analyst
Unified Communications & Collaborations
+44 796 854 1357
dominic.dodd@frost.com
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