IP PBX Market Opportunities, Strategies, and Forecasts, 2006 to IP PBX Supports Voice Over IP and Internet Digital Management

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1 IP PBX Market Opportunities, Strategies, and Forecasts, 2006 to 2012 IP PBX Supports Voice Over IP and Internet Digital Management Picture by Susie Eustis MOUNTAINS OF OPPORTUNITY WinterGreen Research, Inc. Lexington, Massachusetts

2 CHECK OUT THESE KEY TOPICS IP PBX MARKET SHARES IP PBX MARKET FORECASTS Converged Voice / Data PBX Applications Efficient Voice Communication With IP PBX Systems Voice Over DSL Difference Between IP Telephony and VoIP Diverse Networks Telecommunications Industry Inflection Point New Generation Of Wireless Networks IP PBX Pricing Enterprise IP PBX Business Systems Mid-Size IP PBX Business Systems IP PBX Endpoints Unified System Management Tools Internet Telephony Security Issues IP telephony Service Solutions OPPORTUNITY ABOUNDS WinterGreen Research, Inc. Lexington, Massachusetts

3 IP PBX Market Opportunities, Market Forecasts, and Market Strategies, IP PBX systems support efficient voice communication that improve the circuit switch end to end connection, by sending conversations as packets over the Internet. Voice over IP is implemented as a system that attaches to a router and supports the transfer of voice signals as data in an IP network. VoIP is anticipated to have 60 percent penetration in enterprise markets by Revenue from worldwide IP-telephony products was 55 percent higher in 2005 over VoIP competition comes from numerous companies besides Cisco, 3Com, Nortel, Avaya, Mitel, NEC, and Siemens. Voice over Internet protocol (VoIP) can be implemented in two ways: calls can originate from the traditional TDM circuit switched technology, or originate from an Internet protocol router. IP to TDM and TDM to IP VoIP are very different. Voice over Internet Protocol (VoIP) technology is emerging as a real business solution for telecommunications carriers and enterprise customers. IP telephony is now reaching a point of maturity in the market, backed by increasing alignment among service providers and technology solutions providers and growing interest among leading-edge enterprise customers. IP telephony is about improving the utilization of the Internet as a channel and about having a global reach within the eco system of the enterprise. Fortune 1000 customers are across the globe in vertical markets such as hospitality, education, government, and healthcare. The converged voice / data PBX applications mean that the voice networks transition to data networks. PCs interconnected to the Internet on LANs worldwide are being connected to the networks so that the PC is used as a voice terminal. Traditional handsets may also serve as a VoIP terminal as they become VoIP enabled. IP voice terminals are set to replace traditional handsets. IP PBX markets at $6.0 billion in 2005 are expected to triple to $19.5 billion by Markets are growing in response to the need of the enterprise to have more efficient networks that can be administered from the router. Companies Profiled

4 Market Leaders Siemens Avaya Market Participants Cisco Systems Alcatel NEC Nortel Concerto Software Contact Center Solutions ShoreTel SpectraLink Mitel Inter-Tel Ecuity NetFabric Four Loop Technologies Covad AltiGen Qovia AnchorPoint Apparent Networks Empirix Toshiba Applied Voice & Speech Technologies (AVST) Iwatsu ESI Teltronics Esna Technologies Vertical 3Com Popular Telephony Spherecom Asterisk Pingtel Mitel

5 IP PBX Strategies and Forecasts, REPORT METHODOLOGY THIS IS THE 272ND REPORT IN A SERIES OF MARKET RESEARCH REPORTS THAT PROVIDE FORECASTS IN COMMUNICATIONS, TELECOMMUNICATIONS, THE INTERNET, COMPUTER, SOFTWARE, TELEPHONE EQUIPMENT, HEALTH EQUIPMENT, AND ENERGY. THE PROJECT LEADERS TAKE DIRECT RESPONSIBILITY FOR WRITING AND PREPARING EACH REPORT. THEY HAVE SIGNIFICANT EXPERIENCE PREPARING INDUSTRY STUDIES. FORECASTS ARE BASED ON PRIMARY RESEARCH AND PROPRIETARY DATA BASES. FORECASTS REFLECT ANALYSIS OF THE MARKET TRENDS IN THE SEGMENT AND RELATED SEGMENTS. UNIT AND DOLLAR SHIPMENTS ARE ANALYZED THROUGH CONSIDERATION OF DOLLAR VOLUME OF EACH MARKET PARTICIPATION IN THE SEGMENT. INSTALLED BASE ANALYSIS AND UNIT ANALYSIS IS BASED ON INTERVIEWS AND AN INFORMATION SEARCH. MARKET SHARE ANALYSIS INCLUDES CONVERSATIONS WITH KEY CUSTOMERS OF PRODUCTS, INDUSTRY SEGMENT LEADERS, MARKETING DIRECTORS, DISTRIBUTORS, LEADING MARKET PARTICIPANTS, OPINION LEADERS, AND COMPANIES SEEKING TO DEVELOP MEASURABLE MARKET SHARE. OVER 200 IN DEPTH INTERVIEWS ARE CONDUCTED FOR EACH REPORT WITH A BROAD RANGE OF KEY PARTICIPANTS AND INDUSTRY LEADERS IN THE MARKET SEGMENT. WE ESTABLISH ACCURATE MARKET FORECASTS BASED ON ECONOMIC AND MARKET CONDITIONS AS A BASE. USE INPUT/OUTPUT RATIOS, FLOW CHARTS, AND OTHER ECONOMIC METHODS TO QUANTIFY DATA. USE IN-HOUSE ANALYSTS WHO MEET STRINGENT QUALITY STANDARDS. INTERVIEWING KEY INDUSTRY PARTICIPANTS, EXPERTS AND END-USERS. OUR RESEARCH INCLUDES ACCESS TO LARGE PROPRIETARY DATABASES. LITERATURE SEARCH INCLUDES ANALYSIS OF TRADE PUBLICATIONS, GOVERNMENT REPORTS, AND CORPORATE LITERATURE. YOU MUST HAVE THIS STUDY

6 IP PBX Market Opportunities, Strategies, and Forecasts, 2006 to 2012 Table of Contents IP PBX EXECUTIVE SUMMARY IP PBX EXECUTIVE SUMMARY Efficient Voice Communication With IP PBX Systems Converged Voice / Data PBX Applications IP PBX Market Shares IP PBX Market Forecasts ES-1 ES-1 ES-3 ES-8 ES-9 IP PBX MARKET DESCRIPTION AND MARKET DYNAMICS 1. IP PBX MARKET DESCRIPTION AND MARKET DYNAMICS IP PBX System Sends Calls As Data Packets Over The Internet Return on Investment (ROI) Voice over DSL Single Communication Box Implemented As An Advanced IAD VoIP Flexibility Voice over Internet Protocol (VoIP) Forms The Foundation For IP Telephony Difference Between IP Telephony and VoIP Real-Time Communications Diverse Networks Network Loads Network Applications And Capabilities Network Configuration Management Tasks IP PBX Network Design and Implementation IP PBX Physical Network Support Telecommunications Industry Inflection Point Operator Network Key Asset Network Service Needs Network Service Solutions Enterprise Network Services Market Description Converged Voice, Data, And Video Using Internet Protocol (IP) Standards Technologies: IP Telephony Broadband Voice Next Generation Network (NGN) Value-Added Services Web GUI Reduced Capital And Operational Costs Enhanced Operability Impact of Competition Market Growth Dynamics Converged Voice And Data Networks New Generation Of Wireless Systems Provides Flexibility User Experience Increases Efficiency Integrated Management Tools Cost-Effective Capacity And Coverage Multimedia Markets 1-41

7 1.14 IP Telephony PBX Solutions Web Services Strategies To Improve Performance Demand For Total Solutions Marketing Globally Internet Traffic 1-49 IP PBX MARKET SHARES AND MARKET FORECASTS 2. IP PBX MARKET SHARES AND MARKET FORECASTS Efficient Voice Communication With IP PBX Systems Converged Voice / Data PBX Applications IP PBX Market Shares Cisco Leading IP Voice Vendor Cisco IP Videoconferencing Solution Avaya IP PBX Large-Scale Solutions Avaya Siemens Alcatel NEC NEC Univerge SIP-Enabled Client Server Nortel Meridian Systems Portfolio IP PBX Market Forecasts IP PBX Market Shares Ports IP PBX Pricing Cost Analysis Return on Investment / Implementation Cost Migration to IP telephony Return on Investment Managed VoIP Service ShoreTel Pricing Empirix Com IP PBX Pricing Regional IP PBX Analysis Voice Processing Applications 2-34 IP PBX PRODUCT DESCRIPTION 3. IP PBX PRODUCT DESCRIPTION Enterprise IP PBX Business Systems Avaya IP PBX Large-Scale Solutions Avaya Communication Manager Avaya QSIG Support for Unicode Avaya Locally Sourced Announcements and Music Avaya Expanded Meet me Conference Avaya S8700 Media Server Capacity Avaya S8700 Common Software Base Avaya S8700 Scalable Architecture Avaya S8700 Redundancy Options Avaya S8700 Business Continuity Alcatel Enterprise OmniPCX Siemens HIPath 4000 Real Time IP System Siemens HiPath 4000 Return on Investment (RoI) Nortel Meridian Systems Portfolio Nortel Meridian SL NEC UNIVERGE SV7000 SIP-Enabled Client Server Mitel Networks 3300 Integrated Communications Platform (30 to 30,000 users) Mitel SX ShoreTel5 3-25

8 3.2 Mid Size IP PBX Business Systems Cisco IP Videoconferencing Solution Siemens HiPath 5000 Real Time IP System Siemens HiPath Siemens HiPath Avaya IP PBX Avaya C360 Converged Stackable Switch Avaya C360 Intelligent Power Management Avaya C360 High-Availability Octaplane Stacking Avaya C360 Multi-layer Architecture Avaya C360 Redundant Back-up Power Supply (BUPS) Avaya C360 Enterprise SMON Avaya C360 Enterprise Survivable Server Alcatel Office OmniPCX Nortel Meridian PBX Systems Portfolio Inter-Tel Inter-Tel Axxess Converged Communications Platform Inter-Tel 5000 Network Communications Solutions Inter-Tel / Lake Communications Limited Mitel Communications Platforms Mitel Integrated Communications Platforms Mitel 3600 Hosted Key System Mitel 3340 Branch Office Solution (under 200 users) Mitel SX-200 (10 to 650 users) Toshiba Strata CTX Digital Business Communication Systems Toshiba One-Stop Shop for Services Toshiba Strata CTX Systems Network Toshiba Permits Remote Workers to Plug in Anywhere Toshiba Supports Remote Management With Control Toshiba Migration Path Toshiba Strata CTX Digital Business Communication Sonet Systems ShoreTel ShoreTel 6 Office Anywhere ShoreTel SBE PBX Applied Voice & Speech Technologies Iwatsu Voice Networks Inter-Tel IP Platform for SMBs NEC Unified Solutions UNIVERGE SV7000 Multi-Purpose Server (MPS) NEC Unified Solutions and Qovia IP Telephony Management ESI Teltronics Cypreon Concerto Software Contact Center Solutions Esna Technologies Telephony Office-LinX Small Business Unified Communications Solution Com NBX V3000 IP Telephony Solution Vertical TeleVantage Vertical TeleVantage Standards-Based Communications And The Convergence Of Voice And Data Enterprise IP PBX Wireless Switching for Voice and Data WLAN IP PBX Requirements for Mobility SIP Trunks WiMAX Supports Reliable, Cost-Effective And Rapid Network Deployments Security Wireless WLAN Ready for Voice Wireless WLAN Infrastructure Scalability Avaya SIP Deployment Benefits Mobile Employees Alcatel PBX Wireless LAN Switching/Enterprise IP Platforms Alcatel OmniStack 6100 (OmniStack 6124 and 6148) Alcatel OmniStack

9 Alcatel OmniSwitch Alcatel OmniSwitch Alcatel OmniSwitch 7000 (OmniSwitch 7700 and 7800) Alcatel OmniSwitch 8800 For Enterprise Alcatel OmniSwitch ATM Aggregation Switch Com and Research in Motion (RIM) Wireless LAN Solutions Nortel Teams with Research in Motion (RIM) For SIP-enabled Wireless LAN Solution Research in Motion (RIM) BlackBerry Nortel MCS Server 5100 SIP-Based Solution ShoreTel VoWiFi: Calling for Mobility ShoreTel VoWiFi Business Benefits Unified System Management Tools Avaya Unified System Management Tools Avaya Unified System Management Standards Based ShoreTel 6 Enhanced management Empirix Hammer Apparent Networks Avaya Global Services Remote Managed Services AnchorPoint Qovia IP PBX Endpoints Avaya Endpoints ShoreTel Inter-Tel 5000 Endpoints Teltronics IP Telephone Models SpectraLink Security And Push-To-Talk For NetLink Wireless Telephones Low-End IP PBX Popular Telephony Spherecom Asterisk Pingtel Mitel IP PBX TECHNOLOGY 4. IP PBX TECHNOLOGY Internet Telephony Security Issues Session Initiation Protocol (SIP) Multi-Protocol Telecommunications Systems Metro Ethernet Forum IP Telephony Service Solutions Internet Traffic Soft Switches Open Standards Service Oriented Architecture (SOA) IBM Service Oriented Architecture (SOA) SOA Business Challenge IT Imperative Service-Oriented Architecture And Relevant Standards XML Integration Engines Leverage XML Processing XML Standards XML Role In Application Topology XML Meets The Integration Challenge XML Standard Communication Language Web Services Protocols IP Within CDMA Specific Absorption Rate (SAR) Of A Mobile Phone Specific Absorption Rate (SAR) Standards 4-26

10 4.8.2 Mobile Phones Meet Requirements For Exposure To Radio Waves Bluetooth GPRS EGPRS (EDGE) EDGE Connects With Speed Seamless Network Flexible 3G deployment Retention of GSM subscribers Multimedia Messaging Service Mobile Video Presence Push to Talk 4-36 IP PBX COMPANY PROFILES 5. IP PBX COMPANY PROFILES Cisco Systems Cisco IP Communications Cisco Systems Second Quarter Fiscal Year 2005 Revenue Cisco IP Communications Cisco / Linksys Cisco / Linksys Broadband and Wireless Networking Alcatel Alcatel Positioning Alcatel Market Issues Alcatel Multi-service Aggregation Alcatel Broadband Access Alcatel-To-End Communications Solutions Alcatel VND Division Alcatel Net Sales Alcatel Third Quarter 2004 Revenue Alcatel Fixed Communications Alcatel Mobile Communications Alcatel Private Communications Alcatel Third Quarter 2004 Regional Revenue Third Quarter 2003 Regional Revenue Alcatel Participation In Communications Network Equipment Markets Alcatel Metro DWDM Alcatel and Optics Avaya Avaya Customers Avaya Revenue Avaya Acquisitions NEC NEC IT And Networking Technologies NEC Network Solutions Business NEC Internet Broadband Network Positioning Nortel Nortel VoIP Network Elements Nortel VoIP Enabling Technologies Nortel ATM (Asynchronous Transfer Mode) Nortel Networking And Communication Services And Infrastructure Nortel Network Elements Nortel Enabling Technologies Nortel ATM (Asynchronous Transfer Mode) Siemens Siemens Business Services Siemens Research and Development 5-71

11 5.6.3 Siemens Information and Communication Networks Siemens Information and Communication Mobile Group Concerto Software Contact Center Solutions ShoreTel SpectraLink Mitel Inter-Tel Inter-Tel Managed Services Inter-Tel Revenue Ecuity Revenue Alliance with NetFabric NetFabric Four Loop Technologies (Switchvox) Covad AltiGen Revenues Qovia AnchorPoint Apparent Networks Empirix Toshiba Applied Voice & Speech Technologies (AVST) Iwatsu ESI Markets Product strengths Technology Teltronics Revenue Esna Technologies Vertical Revenue Com Com Enterprise Networking Data Networking Infrastructure IP Telephony Enterprise VoIP Network Security TippingPoint Solutions and Technology Partners Revenue List of Tables and Figures IP PBX EXECUTIVE SUMMARY Table ES-1 Converged Voice / Data PBX Applications Table ES-2 IP PBX Market Growth Accelerators Table ES-3 IP PBX Market Change Factors Table ES-4 Growth Factors In The IP PBX Industry ES-4 ES-5 ES-6 ES-8

12 Table ES-5 Worldwide Enterprise IP PBX Next Generation Network (NGN) Market Shares, Dollars, 2005 Figure ES-6 Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Forecasts, Dollars, ES-9 ES-10 IP PBX MARKET DESCRIPTION AND MARKET DYNAMICS Table Main Categories Of VoIP Infrastructure: Table Advanced IAD Features Table VoIP Network Applications And Capabilities Table VoIP Network Application And Capability Issues Table Network Configuration Management Tasks Table Next Generation Network NGN Revenue Growth by Services Table Network Systems Functions Table Enterprise Telecommunications Market Shifts Table Change In IP PBX Telecommunications Equipment Markets Table Response To Change In Telecommunications Equipment Markets Table Wireless IP Network Benefits Table Key Benefits Of Multimedia Solutions Table Strategies To Improve Telecommunication Equipment Company Performance Table Marketing Globally IP PBX MARKET SHARES AND MARKET FORECASTS Table Converged Voice / Data PBX Applications Table IP PBX Market Growth Accelerators Table IP PBX Market Change Factors Table Growth Factors In The IP PBX Industry Figure Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Shares, Dollars, 2005 Table Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Shares, Dollars, 2005 Table Cisco Enterprise Voice Over Internet Protocol IP PBX Equipment, By Systems and Lines, 2005 Table

13 Avaya VoIP Compatible Equipment Table Avaya Enterprise Voice Over Internet Protocol IP PBX Equipment, By Systems and Lines, 2005 Figure Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Forecasts, Dollars, Table Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Forecasts, Dollars, Table Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Forecasts, By Size, Dollars, Table Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Forecasts, By Size, Units, Figure Worldwide Service Provider Voice Over Internet Protocol (VoIP) IP To Gateway Equipment Market Shares, Dollars, 2005 Table Worldwide Service Provider Voice Over Internet Protocol (VoIP) IP To Gateway Equipment Market Shares, Dollars, 2005 Figure Worldwide Service Provider Voice Over Internet Protocol TDM To IP Gateway Equipment Class 4 and Class 5 Switch Market Shares, Dollars, 2005 Table Worldwide Service Provider Voice Over Internet Protocol TDM To IP Gateway Equipment Class 4 and Class 5 Switch Market Shares, Dollars, 2005 Table Worldwide Voice Over IP (VoIP) IP PBX Regional Market Analysis, Worldwide, Percent, 2005 Table Enterprise Voice Over IP (VoIP) IP PBX Regional Market Analysis, Worldwide, Dollars, 2005 IP PBX PRODUCT DESCRIPTION Table Avaya Communication Manager Business Benefits Table Avaya Communication Manager Business Features Table Avaya Locally Sourced Announcements and Music Functions Table Avaya Communication Manager Hardware Platforms Supported Table Alcatel OmniPCX Enterprise Key Features Table Alcatel OmniPCX Enterprise Key Benefits Table Siemens HiPath 4000 Platforms Table Siemens HiPath 4000 Platform Features Table Siemens HiPath 4000 Platform Benefits

14 Table Nortel Meridian SL-100Key Features Table Mitel SX-2000 features Table Siemens HiPath Benefits Table Siemens HiPath Cost Savings Table Siemens HiPath Productivity Gains Table Avaya S8700 Media Server Business Benefits Table Avaya S8700 Media Server Technical Specifications Table Avaya Media Server Functions Table Avaya C360 Converged Stackable Switch Business Benefits Table Avaya C360 switches Benefits Table Alcatel Office OmniPCX Key Features Table Alcatel Office OmniPCX Key Functions Table Alcatel Office OmniPCX Key Benefits Table Meridian 1 System Software Key Features Table Inter-Tel Axxess Functions for Improving Business Processes Table Inter-Tel Communications Systems Table Mitel 3340 Brand Office Solution Features Table Mitel SX-200 Features Figure Toshiba PBX Internet Capavility Architecture Table ShoreTel IP PBX Voice Solution Table ShoreTel SBE Functions Table Com NBX V3000 IP Telephony Solution Features Table Com NBX V3000 IP Telephony Solution Functions Table Com NBX V3000 Solution Benefits Table Vertical TeleVantage Small And Medium-Sized Business IP PBX Functions Table Vertical TeleVantage Features Table Vertical TeleVantage Components

15 Table Nortel MCS Server 5100 SIP-Based Solution Features Table ShoreTel VoWiFi Business Benefits Table Inter-Tel 5000 Network Communications Endpoint Solutions IP PBX TECHNOLOGY Table SIP Features Table SIP Major Components Table Multi-protocol systems Table Service Oriented Architecture (SOA) Functions Table Integration Engine XML Processing Functions That Drive Business Process Electronically End-To-End Table IP Wireless Transport Advantages Table Benefits of Push to Talk IP PBX COMPANY PROFILES Table Cisco / Linksys Business Use Of Products To Enhance Productivity Table Alcatel Market Issues Table Alcatel Positioning To Address Carrier Issues Table Alcatel Strategic Network Focus Table Alcatel Data Networks Positioning Table Alcatel Metro DWDM Positioning Table Alcatel Terrestrial Optical Networking Strategy Table Avaya Product Offerings Table Avaya Product Portfolio Table Nortel Voice Over IP Benefits Table Nortel Voice Over IP VoIP Technologies Table Nortel Voice Over IP Benefits Table Mitel s Portfolio Table

16 Inter-Tel s End-to-End Communications Services and Solutions Table Inter-Tel s Suite of Applications Table Ecuity Benefits Table Networked Control Solutions Features Table Covad s Offerings Table IT Professionals Abilities with Qovia Table Toshiba s Evolution for customers and solutions Table Companies Using ESI Products Table Com s Vision of networking Table Com Data Networking Products and Solutions Categories ABOUT THE COMPANY WINTERGREEN RESEARCH, HAS A UNIQUE RESEARCH STRATEGY THAT RELATES TO IDENTIFYING MARKET TRENDS THROUGH READING AND INTERVIEWING OPINION LEADERS. BY READING THE ELECTRONIC EQUIVALENT OF 40 FEET OF PAPER, WINTERGREEN RESEARCH SENIOR ANALYSTS CAN LEARN A LOT MORE ABOUT MARKETS, A LOT FASTER THAN CAN BE LEARNED THROUGH EXPENSIVE SURVEYS AND FOCUS GROUPS. THINKING ABOUT MARKET TRENDS IS A HIGH PRIORITY AT WINTERGREEN RESEARCH. AS WITH ALL RESEARCH, THE VALUE PROPOSITION FOR COMPETITIVE ANALYSIS COMES FROM INTELLECTUAL INPUT. IT IS A LUXURY REALLY, AVAILABLE TO ONLY A VERY FEW PEOPLE, TO BE ABLE TO GATHER INFORMATION, LOTS OF INFORMATION FROM READING MASSIVE AMOUNTS OF CONTENT, AND THEN TRYING TO MAKE SENSE OF THAT CONTENT. THE ABILITY TO THINK ABOUT MARKET TRENDS IS ENHANCED BY DOING IT OVER AND OVER FOR MANY DIFFERENT MARKETS. THAT IS WHAT WINTERGREEN RESEARCH IS ALL ABOUT: READING AND THINKING IS AN ESSENTIAL ASPECT OF COMPETITIVE ANALYSIS. TALKING TO OPINION LEADERS IS THE THIRD ESSENTIAL ASPECT OF PRODUCING GOOD, RELIABLE DATA. WINTERGREEN RESEARCH, FOUNDED IN 1985, PROVIDES STRATEGIC MARKET ASSESSMENTS IN TELECOMMUNICATIONS, COMMUNICATIONS EQUIPMENT, HEALTH CARE, INTERNET AND ADVANCED COMPUTER TECHNOLOGY. INDUSTRY REPORTS FOCUS ON OPPORTUNITIES THAT EXPAND EXISTING MARKETS OR DEVELOP MAJOR NEW MARKETS. THE REPORTS ASSESS NEW PRODUCT AND SERVICE POSITIONING STRATEGIES, NEW AND EVOLVING TECHNOLOGIES, AND TECHNOLOGICAL IMPACT ON PRODUCTS, SERVICES, AND MARKETS. MARKET SHARES ARE PROVIDED. LEADING MARKET PARTICIPANTS ARE PROFILED, AND

17 THEIR MARKETING STRATEGIES, ACQUISITIONS, AND STRATEGIC ALLIANCES ARE DISCUSSED. THE PRINCIPALS OF WINTERGREEN RESEARCH HAVE BEEN INVOLVED IN ANALYSIS AND FORECASTING OF INTERNATIONAL BUSINESS OPPORTUNITIES IN TELECOMMUNICATIONS AND ADVANCED COMPUTER TECHNOLOGY MARKETS FOR OVER 30 YEARS. ABOUT THE PRINCIPAL AUTHORS ELLEN T. CURTISS, TECHNICAL DIRECTOR, CO-FOUNDER OF WINTERGREEN RESEARCH, CONDUCTS STRATEGIC AND MARKET ASSESSMENTS IN TECHNOLOGY-BASED INDUSTRIES. PREVIOUSLY SHE WAS A MEMBER OF THE STAFF OF ARTHUR D. LITTLE, INC., FOR 23 YEARS, MOST RECENTLY AS VICE PRESIDENT OF ARTHUR D. LITTLE DECISION RESOURCES, SPECIALIZING IN STRATEGIC PLANNING AND MARKET DEVELOPMENT SERVICES. SHE IS A GRADUATE OF BOSTON UNIVERSITY AND THE PROGRAM FOR MANAGEMENT DEVELOPMENT AT HARVARD GRADUATE SCHOOL OF BUSINESS ADMINISTRATION. SHE IS THE AUTHOR OF RECENT STUDIES ON WORLDWIDE TELECOMMUNICATIONS MARKETS, THE TOP TEN INTERNET EQUIPMENT COMPANIES, THE TOP TEN CONTRACT MANUFACTURING COMPANIES, AND THE TOP TEN TELECOMMUNICATIONS MARKET ANALYSIS AND FORECASTS. SUSAN EUSTIS, PRESIDENT, CO-FOUNDER OF WINTERGREEN RESEARCH, HAS DONE RESEARCH IN COMMUNICATIONS AND COMPUTER MARKETS AND APPLICATIONS. SHE HOLDS SEVERAL PATENTS IN MICROCOMPUTING AND PARALLEL PROCESSING. SHE HAS THE ORIGINAL PATENTS IN ELECTRONIC VOTING MACHINES. SHE HAS NEW PATENT APPLICATIONS IN FORMAT VARYING, MULITPROCESSING, AND ELECTRONIC VOTING. SHE IS THE AUTHOR OF RECENT STUDIES OF THE REGIONAL BELL OPERATING COMPANIES' MARKETING STRATEGIES, INTERNET EQUIPMENT, BIOMETRICS, A STUDY OF INTERNET EQUIPMENT, WORLDWIDE TELECOMMUNICATIONS EQUIPMENT, TOP TEN TELECOMMUNICATIONS, DIGITAL LOOP CARRIER, WEB HOSTING, WEB SERVICES, AND APPLICATION INTEGRATION MARKETS. MS. EUSTIS IS A GRADUATE OF BARNARD COLLEGE.

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