Targeting the Government VoIP Market

Targeting the Government VolP Market e SNAPSHOT DID YOU KNOW? Who's Buying Project Opportunities Top Hardware OEM Brands E-Rate's Impact on School Funding Percent of Opportunities by Level of Govt. Percent of Mentions in Project Documents Share of VolP school projects with E-Rate mentions K-12 School District 24% Cisco Avaya 2011 16.5% 582 31% 12% Federal 20% 2012 18.3% Nortel 10% Cities 17% 2013 21.6% VolP projects identified 2013 6% What is E-Rate? Counties 14% 5% Polycom E-Rate is a federal program that pays for part of the cost of approved IT projects for public and private school districts related to telecommunication, Internet access and $2.38B 31% 5% Siemens States Other funding for 2013 including librarios 13% Panasonic 29,687 Other 12% I Other includes: internal connections (up to 90% discount based on percentage of low income students). It also covers upgrades for public libraries. Mitel Networks, Shore Tel, 3Com, Alcatel- Lucent, Ericsson, NSN, Aastra Technolo- Budget documents mentioning telecom projects 2014-2018 gies, Inter-Tel, Toshiba E AWARD VALUES TACTICS Percent of Awards by Amount Examples of Higher Value Awards - Vendors should consider partnering with a well-known OEM. FFER 45% ONTARIO-MONTCLAIR SCHOOL DISTRICT Under $100K • OEMS should consider direct marketing to agencies in planning stages to influence future bid specifications. Global CTI Group $820,725 E-Rate funded "internal connections" VolP package $100K - $499K 34% SCHOOL DISTRICT $500K - $999K DEPARTMENT OF VETERANS AFFAIRS Thundercat 8% Higher Value $5.3M Technology One of several VOIP awards to upgrade Cisco-based telecom system • Higher value contracts need advanced planning, bid intelligence and $1M or more FEDERAL 13% 21% outreach to win. CITY OF AUSTIN Avaya $932,000 Purchasing VolP equipment to replace PBX system and professional services - Vendors should target schools - the #1 agency type in volume of projects - and consider certifying with E-Rate. $133,732 $594,832 CITY LOS ANGELES COUNTY Nexus IS, Inc. Typical Project Value Overall Average Value $1.6M Improve voice/data by redesigning system and replacement ONVIA COUNTY This information has been abtained from publicly available federal, state and local and government data sources. Orvia disclaims all warranties as to the accuracy, completeness or adequacy of such information. (800) 575-1736 www.onvia.com