Tim Green of Network World reports the results of a new survey by BT INS that points to "cost justification" as a major obstacle in selling VoIP to upper management.
That'd be upper management who needs to sign the contract(s) and the checks.
"In 2005, justifying costs to upper management ranked fifth among a list of 15 possible barriers to adoption," Tim writes. "This year, that worry rose to the top of the list, with 46% saying it was a significant barrier.
Tim notes that cost justification shared the top spot with technical integration issues, which also was cited by 46% of respondents as a significant barrier.
Other factors: the cost of network upgrades to support QoS ranked third among the adoption barriers, cited by 41% of respondents. Concern over lack of standards scored 28%.
Maybe the techs need to work on their ROI-related presentation skills?