Bake-Off: Small Business VoIP Contenders

Bottom Line
Avaya Quick Edition is attractive for small businesses mainly because of its ability to use existing networking infrastructure, speedy deployment and easy-to-use management interface. Fonality's PBXtra also can work with existing switches and supports several phone brands. Fonality's flexibility in offering the product as a pure software offering allows solution providers to reuse existing machines for higher margins.

Cisco's SBCS and Adtran's NetVanta were both compelling products for different reasons, and reviewers had difficulty ranking them. Adtran's management interface was cleaner, better laid out and more comprehensive than Cisco Configuration Assistant. Reviewers preferred the flexibility of Adtran's browser-based interface over Cisco, as well. However, Cisco Configuration Assistant, by virtue of its network monitoring capabilities, provided information about the phone network that none of the other tools did, such as the topology map showing how the phones were connected to the system. The ability to work offline was also a plus. Both companies are extremely channel-focused and have many channel-friendly initiatives in place. Cisco edged out Adtran into third place because of its profit potential: Partners have more scope for adding on services and expanding their solution because of the wide range of SBCS features. But for channel partners who are more concerned with getting an integrated VoIP system that has a very thorough and feature-rich management component, Adtran's NetVanta shines. Nortel's BCM 50 is designed very well and is a solid SMB offering, but suffers in comparison with the breezy simplicity of Avaya, the flexibility of Fonality and the comprehensiveness of Adtran and Cisco.

Shopping The Ingredients

VENDOR: Adtran Inc.. Huntsville, Ala. (256) 963-8000 www.adtran.com • PRODUCT: Adtran NetVanta 7100 • LIST PRICE: $545 per seat. • PARTNER INCENTIVES: Possible "double digit" margins. • PROGRAM PARTNERS: 250 ADvantage Plus, more than 1,500 total • COSTS/REQUIREMENTS: Specialization required to sell in a restrcited geographic territory. Low-to-no cost training options available. • DISTRIBUTORS: Windstream Supply, Jenne Distributors.

VENDOR: Avaya Inc. basking Ridge, N.J. (866) GO-AVAYA www.avaya.com • PRODUCT: Avaya Quick Edition • LIST PRICE: $2,618. • PARTNER INCENTIVES: 10 to 30% margins. • PROGRAM PARTNERS: More than 1,400. • COSTS/REQUIREMENTS: At least on eperson must complete sales and implementation training. • DISTRIBUTORS: Catalyst, Synnex, Voda One, Jenne, Avnet, Badger Communications.

VENDOR: Cisco Systems Inc.. San Jose, CA (408) 526-4000 www.cisco.com • PRODUCT: Cisco Smart Business Communications System • LIST PRICE: Starts at $699 per seat. • PARTNER INCENTIVES: Margins not provided • PROGRAM PARTNERS: Approximately 5-- Select certified partners • COSTS/REQUIREMENTS: SMB specialization or a unified communications specialization. Online training is free; exams are $20. • DISTRIBUTORS: Ingram Micro, tech Data, Comstor, D&H and ScanSource

VENDOR: Fonality, Inc. Los Angeles, Calif. (310) 861-4300 www.fonality.com • PRODUCT: PBXtra • LIST PRICE: Starts at $995. • PARTNER INCENTIVES: Margins not disclosed. demo units 50% off. • PROGRAM PARTNERS: 45 partners • COSTS/REQUIREMENTS: Higher tiers have associated training costs of $2,499 • DISTRIBUTORS: VoIP Supply.

VENDOR: Nortel Networks Corp. Toronto (800) 466-7835 www.nortel.com • PRODUCT: Business Communications Manager 50 • LIST PRICE: Approximately $200 to $500 per seat. • PARTNER INCENTIVES: Margins not provided. • PROGRAM PARTNERS: 1.032 in North America. • COSTS/REQUIREMENTS: Higher tiers require training that starts at $199; tests are typically $99-$149 each. • DISTRIBUTORS: Westcon, Ingram Micro, Synnex, Tech Data.