VIEWPOINT
www.comms-dealer.com
Q4 UK PBX/IP PBX ex
A
report into the UK
PBX/IP PBX market
by comms resear ch
firm MZA has revealed
that extension shipments
in Q4 2008 (October to
December) fell by 20
per cent compared to
After almost 20 years working for just three recruitment the same period in 2007,
companies I have a comprehensive grasp of my profession reaching just under 580,000.
but always stay open minded to accept sound advice. Take Volumes dropped by 24
my banker friend, Steve, who gave me a tip in April 2007. per cent in the below 100
“There’s a storm coming,” he said, pricking my bubble. extensions market, while
And with unnerving foresight he laid out what became the above 100 extensions
Toxic Assets, Bank Failure, Writedowns, Intervention and market registered a
Devaluation. We followed his advice and removed the ‘nice’ fall of 15 per cent. slightly less severe, said market share, while Nortel
things, kept the ‘vitals’, lowered fixed overheads, and found MZA, though all segments moved into second position
out who our core customers really are. “Bide your time,” Steve MZA found that the heaviest except the 501-1000 with 17 per cent, and
said. “Wait for the moment to expand your sales potential losses were in the smallest extensions segment saw Avaya takes third position.
with something different. You’ll know when and how.” market segments of double-digit declines. MZA noted that almost
So JMA stuck to telecoms sales and technical people but Micro PBX and Other 2-10 all vendors witnessed
also followed leads to new business in on-site management extensions, which dropped According to MZA, the declines in Q4 2008 business
and temporary engineers, attracting candidates that need by 54 per cent and 28 per heaviest loss is attributable compared to Q4 2007.
a tailored service and a ‘real relationship’. My advice for a cent respectively. The other to the 1001-plus extensions
proper recruitment partnership is to make sure the customer segments in the below market, which decreased The report shows Nortel as
is not funding a call centre, expensive cars or winner trips, 100 extensions market also by over 25 per cent the leading manufacturer
but investing in a business that aims to find better people, fell by between 21-25 per compared to the same in the below 100 extensions
faster, and drawn from a private network of contacts. cent during the evaluated quarter in 2007. Cisco category, followed by
Clive Jefferys, Sales Director at recruiter JMA Network period. Losses in the above lead the UK PBX market, Mitel Networks and
100 extensions markets are with an 18 per cent total Panasonic. In the above
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www.rad.com The Access Company
14 COMMS DEALER APRIL 2009
www.comms-dealer.com
PG 14&15.indd 1 25/3/09 15:47:31
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