Make the Case for IP Telephony

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

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.


  • 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

Get the Complete Storyboard

See how all the steps you need to take come together, with tools and advice to help with each task on your list.

Download Now

Get to Action

  1. Make the case for IP Telephony.

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

  2. Gauge IP Telephony appropriateness.

    Determine whether to move forward or stop now.

  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.

Guided Implementation Icon 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.

Schedule Your First Call

Hide Details

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

GET HELP Contact Us
VL Methodology