EDITOR'S LETTER

The research, conducted for CompTIA by TNS Prognostics, found that while IT providers identify VoIP in the top three among 18 technology solutions they expect to see significant amount of growth in the next year, SMBs put VoIP much lower on their lists of spending priorities.

Among the 300 IT providers (mostly VARs) who answered the May 2006 survey, 12 percent said they expect 40 percent or greater growth in VoIP sales compared to last year. Managed services and network security also were noted as top growth areas.

The 600 SMBs polled, on the other hand, said they will spend additional money on network security (48 percent), wireless networks (41 percent), storage solutions (37 percent) and education/training (37 percent). VoIP spending is anticipated by 20 percent, tying for ninth with messaging solutions.

During the presentation of the results, one audience member asked how the question was asked. Were the SMB respondents told the benefits of VoIP, for example?

Researchers from TNS Prognostics told the attendees that each technology was presented with no explanatory information. This also could explain why “managed services” — one of the other choices — also ranked dead last in the SMB poll. “Maybe they didn’t understand what it is,” the researchers opined.

While explaining the function or benefits of a certain technology may have changed the outcome of the survey, the researchers said that wasn’t the purpose of the poll. And, they rightly pointed out that such “education” is the role of the channel.

So, among other things, the results indicate the channel may be falling short in its efforts to educate its SMB customers about the benefits of emerging technologies like VoIP and managed services.

Another new survey — this one from the Small and Medium Business Technology Alliance — says small businesses may be missing out on the savings and options offered by VoIP simply because they do not have a clear understanding of the technology. In its survey, only 4 percent of small businesses indicated they use VoIP in their businesses, although 66 percent indicated they have heard of the technology.

“Our research is in alignment with recent industry studies that seem to indicate small businesses have not adopted VoIP technology because they don’t understand it,” said Chuck Sharp, SMBTA president. “Our sense is that small businesses may feel the technology is too complicated or expensive to consider, even though neither is true.”

I would extend this failing to VoIP vendors and service providers. With few exceptions, they were absent from the CompTIA event, which caters to data VARs who are taking up the convergence mantle. I made my rounds to these vendors in an hour.

I am happy to say that won’t be the case at the upcoming Channel Partners Conference & Expo. Perhaps you are reading this at the show itself. If you are a vendor, take the time to educate the attendees. If you are a partner, take the time to find out about convergence products and how to sell them. Talk to the vendors; attend the sessions.

If you missed the event, make plans to attend our spring conference in Vegas. It’s not too late; the “Campaign for Convergence” is going to be a long one.

KHALI HENDERSON
group editor