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Make the Case for IP Telephony

Listing the benefits is easy, but communicating business value is not.


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Solution Set Storyboard Thumbnail


  • AXIS Computing
  • Capehart & Scatchard
  • City of Santa Barbara City Hall
  • DC Thomson & Co. Ltd.
  • Delphi Inc
  • Howard University Hospital
  • Kenya Data Networks
  • London Health Sciences Centre
  • Optimus Ideas Research
  • Smarthealth

Your Challenge

  • Organizations must explore IPT solutions as legacy PBX equipment expires and support options disappear.
  • Building a compelling IPT business case on the numbers alone is difficult - communicating soft benefits is essential.
  • This solution set helps determine the suitability of the technology and build the business case for an IPT upgrade.

Our Advice

Critical Insight

  • IP Telephony delivers invaluable flexibility, but a short-term ROI is not realistic. Be prepared to communicate the bigger picture to the business to justify the upgrade.

Impact and Result

  • Maximize your success and credibility with a proposal that emphasizes the areas relevant to your situation.
  • Prepare for key objections by leveraging the experiences and insights of industry peers that have been through this battle.

Research & Tools

1. Make the case for IP Telephony.

Gauge appropriateness, understand the costs and benefits, and move forward with the proposal.

3. Understand costs, benefits and risks.

Complete an analysis of financial and non-financial factors and understand key objections.

4. Move forward with the proposal.

Successfully communicate the business value of proceeding and attain project buy-in.

Talk to an Analyst

Our analyst calls are focused on helping our members use the research we produce, and our experts will guide you to successful project completion.

Book an Analyst Call on this topic.

You can start as early as tomorrow morning. Our analysts will explain the process in your first call.

Get advice from a subject matter expert.

Each call will focus on explaining the material and helping you to plan your project, interpret and analyze the results of each project step, and setting the direction for your next project step.

Search Code: 16579
Published: February 10, 2010
Last Revised: February 10, 2010