North American VoIP Access and SIP Trunking Services Market New Offerings and Features Attract Mainstream Customers

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1 North American VoIP Access and SIP Trunking Services Market New Offerings and Features Attract Mainstream Customers December 2013

2 Contents Section Slide Number Executive Summary 5 Market Overview 10 Total VoIP Access and SIP Trunking Services Market - Drivers and Restraints 17 Forecasts and Trends 29 Market Share and Competitive Analysis 39 The Last Word 45 Appendix 49 3

3 List of Exhibits Exhibit Slide Number Total VoIP Access and SIP Trunking Services Market: Market Engineering Measurements, North America, Total VoIP Access and SIP Trunking Services Market: Distribution Channel Analysis, North America, Total VoIP Access and SIP Trunking Services Market: Key Market Drivers, North America, Total VoIP Access and SIP Trunking Services Market: Key Market Restraints, North America, Total VoIP Access and SIP Trunking Services Market: User and Revenue Forecast, North America, Total VoIP Access and SIP Trunking Services Market: Percent of Users Forecast by Type of Implementation, North America, Total VoIP Access and SIP Trunking Services Market: Average Annual Revenue per User, North America, Total VoIP Access and SIP Trunking Services Market: Penetration Analysis, North America, Total VoIP Access and SIP Trunking Services Market: Percent Sales Breakdown, North America, Total VoIP Access and SIP Trunking Services Market: Competitive Structure, North America, Total VoIP Access and SIP Trunking Services Market: SWOT Analysis, North America, Total VoIP Access and SIP Trunking Services Market: Market Engineering Measurements, North America,

4 Key Findings The voice over Internet protocol (VoIP) access and session initiation protocol (SIP) trunking services market continues its rise to become the de-facto communications link from business customers premises to service providers networks. In 2012, the market grew by percent in terms of installed users, and by percent in terms of revenue. Revenue is expected to grow by percent over the period Consolidation in the VoIP access and SIP trunking services market quieted down in 2012 compared to the rampant activity of previous years. After a particularly active 2011, many market participants are focused on integration of their acquisitions, rather than adding to their holdings. Adoption rates stabilized among different customer profiles. Large enterprises (businesses greater than employees), comprised percent of the revenues for the year, with small and mediumsized businesses (SMBs) making up the remaining percent of the customer base. The ratio between enterprise and SMB remains consistent with 2011 and reflects continued mainstream adoption. As businesses migrate to an end-to-end IP-based unified communications (UC) infrastructure, VoIP access and SIP trunking services become a logical choice, enabling organizations to eliminate legacy telecom interfaces. Even without IP telephony upgrades on the enterprise premises, customers are acknowledging the flexibility and cost-savings benefits of VoIP access and SIP trunking services and are using media gateways to connect these IP-based services with legacy platforms. 6

5 Market Engineering Measurements Total VoIP Access and SIP Trunking Services Market: Market Engineering Measurements, North America, 2012 Market Overview Market Stage Market Revenue Market Users Average Revenue Per User Market Size for Last Year of Study Period Growth $ B M $ $ B (2012) (2012) (ARPU includes access charges for non-ott providers) (2019) Base Year Market Growth Rate Compound Annual Growth Rate Customer Price Sensitivity Degree of Technical Change Market Concentration % % % (CAGR, ) (scale:1 [low] to 10 [high]) (scale:1 [low] to 10 [high]) (% of market share held by top 3 companies) Decreasing Stable Increasing For a tabular version, click here. Note: All figures are rounded. The base year is

6 Market Engineering Measurements (continued) Competitor Overview Total Addressable Market Number of Competitors* Number of Companies that Exited* Number of Companies that Entered* Replacement Rate Attachment Rate + years (active market competitors in 2012) (2012) (2012) (average period of unit replacement) (current number of units per user base year) Total Addressable Market Maximum Attachment Rate Current Potential Users M (maximum potential number of units per user) (Estimate total number of business lines in 2012) Decreasing Stable Increasing *Note: Companies with revenue of more than $5.0 M Note: All figures are rounded. The base year is

7 CEO s Perspective 1 In this early growth stage, the market focus is on migrating new customers to VoIP, and not competitive churn. 2 Hosted IP telephony solutions are the most direct competition to SIP trunking, even internally within service providers. 3 Simplification and optimization of deployments will accelerate mainstream customer adoption. 4 Competitive differentiation will come from features and flexible options, rather than commodity pricing. 5 Mergers and acquisitions that can be quickly integrated are still the shortest path to growth and scale. 9

8 Market Definitions Scope Geographic Coverage North America Study Period Base Year 2012 Forecast Period Monetary Unit US Dollars This study focuses on next-generation access services including: o o o VoIP trunking (converged access lines connecting with time division multiplexing (TDM) enterprise telephony platforms). Session Initiation Protocol (SIP) trunking (converged access lines connecting with IP telephony platforms). Basic VoIP access services (converged access lines connecting with low-end key systems or directly with telephony endpoints). VoIP access and VoIP/SIP trunking services involve the provision of integrated circuits using VoIP or SIP technologies to businesses that have implemented premises-based business telephony solutions (private branch exchanges (PBXs)/IP PBXs or key systems) or, sometimes, to businesses that have no call-control platforms on the premises. 11

9 Market Definitions (continued) These services enable companies with some enterprise telephony customer premises equipment (CPE) to converge their voice, video, and data access networks. VoIP access or SIP trunking service bundles typically include local dial tone, long-distance calling, and a limited set of call-management and control features such as extension dialing among intra- and inter-office locations. VoIP Access and VoIP/SIP Trunking Services VoIP access and SIP trunking services essentially direct enterprise customers toward a path of gradual transition to fully converged, IP-based networks. They allow businesses to enjoy the benefits of IP telephony while eliminating the need to forklift-upgrade their networks. Line-side or trunk-side VoIP access services interfacing with a legacy TDM system or endpoints typically require the deployment of a media gateway or an integrated access device (IAD) at the customer s premises, while SIP trunking services are typically deployed as T1 PRI replacement when connecting to SIP-enabled enterprise telephony platforms. Even in native SIP environments, enterprise session border controllers (E-SBCs) may be needed for protocol normalization, session management, and security purposes. Many service providers are bundling VoIP access and SIP trunking services with various networkbased communications applications and capabilities, such as hosted auto attendant, voic , unified messaging (UM), and mobility/fixed-mobile convergence (FMC) or some data services including Web hosting, Web , managed security, and so on. For many of these service providers, a VoIP access or trunking service is perceived as a migration path to a fully outsourced hosted IP telephony solution. 12

10 Market Definitions (continued) Session Initiation Protocol (SIP) SIP is a media signaling protocol that facilitates set-up, control, and tear-down of IP-based voice, video, and data communications sessions. SIP is designed as an application-layer protocol that is independent of the transport layer, enabling it to operate in Transmission Control Protocol (TCP), User Datagram Protocol (UDP), or Stream Control Transmission Protocol (SCTP) environments. SIP is a distributed peer-to-peer protocol, with which intelligence and features are embedded in endpoints (e.g., servers, phones, gateways, and appliances) rather than at the network core. Centralized or Distributed SIP Trunking A common approach to deploying SIP trunking services to enterprises has been a centralized model, based on deploying all of an enterprise s trunks at headquarters or a data center location and routing voice traffic for remote locations across the enterprise s wide area network (WAN). This approach is very cost-effective in pooling telephony resources, but requires branch survivability contingencies, including analog or alternative local dial tone. Increasingly, service providers are offering distributed SIP trunking options to enterprise customers. Under the distributed model, an enterprise s SIP trunks are treated as a shared resource, but deployed throughout the enterprise locations. Enterprise administrators can reallocate SIP trunks among the various locations on demand, while dealing with a single vendor for billing and support. 13

11 Key Questions This Study Will Answer Is the market growing, how long will it continue to grow, and at what rate? How is the market impacted by the overall enterprise unified communications market? How are traditional market participants faring against new challengers? How will the structure of the market change with time? Is it ripe for acquisitions? Do current deployment models meet customer needs and how will these models change? When is the tipping point for VoIP access and SIP services over traditional telecom services? 14