Why VoIP vendors need to talk more about ROI

VoIP facesa key hurdlebefore it becomes a ubiquitous technology for enterprise users. That's according to a Harris Interactive study, which was cited yesterday on the Networking PipelineWeb site.

VoIP facesa key hurdlebefore it becomes a ubiquitous technology for enterprise users.

That's according to a Harris Interactive study, which was cited yesterday on the Networking PipelineWeb site.

Although Harris' 2005 Telecommunications Report portrays VoIPs enterprise adaption outlook as "rosy," three facts jump out at me:

Only 12 percent of surveyed businesses use VoIP.

A full 88percent of enterprise VoIP users are "satisfied" or "very satisfied" with the technology.

Some 72% of businesses that are likely to deploy VoIP this year expect telecom savings of between 11% and 40%.

What do we see when we connect the dots? It seems to me that for VoIP to become truly widespread in the enterprise space, solution providers need to articulate product and service-related pricing models that conform to the expectations of their potential customers.

These providers need to describe pricing structures down to the infinite details, and then help their customers articulate empirical ROI models.

Based on some of the conversations I saw and overheard at the Spring VON show last week as well as what I've been picking up from other places, the ROI articulation isn't as comprehensive as it should be.

Do you agree? Post a TalkBack......