Where Smart Businesses Buy & Sell
Phone Systems Buyer’s Guide
By the purchasing experts at BuyerZone
Introduction A business phone system is one of the most important purchases your business can make. The telephone is often the easiest way to reach your customers, clients, and partners. It should also be the easiest way for them to reach you. You don’t want your important business callers to be routed incorrectly, disconnected, or faced with a
bewildering array of automated options. There are many factors to consider when buying a phone system. For example, you need to get enough capacity for your current needs while planning for growth. A small business phone system will have fewer bells and whistles, but
should still provide the core set of features you need. You’ll want to ensure compatibility with other equipment you already own, and you may need features such as voicemail, messaging on‐hold, headsets, or conferencing equipment. In addition, you’ll need to make sure you choose a dealer who can provide the support you need to keep you business phone system running at peak performance at
all times. Managing all of those factors while keeping costs down can be a huge challenge, but BuyerZone can help. This Phone Systems Buyer’s Guide will help you understand the types of decisions you need to make, how to choose a businessow to find a phone system dealer.
phone system, and hT
able of contents
Types of commercial phone systems………………2
Sizing an office phone system……………………………3
Features……………………………………………………………………..3
CTI and advanced features………………………………….4
Choosing a phone system dealer……………………….5
Phone system pricing……………………………………………5 ………………………………………………………………..6 Buying tips
Pricing guidelines Actual costs for a phone system will vary tremendously depending on the features you choose, the overall size of your project, and the installation and training required. Here are some very rough estimates – we’ll go into more detail in Phone system pricing on page 6.
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Type of System
Notes
Estimated cost
Key systems, hybrids
Most suited to 5 to 50 employees
$350 to $1000 per user PBX systems Most advanced features, support
for larger organizations $800 to $1000 per user
KSU‐less systems Only for offices <10 employees
$130 to $225 per telephone
Where Smart Businesses Buy & Sell
Phone Systems Buyer's Guide
By the purchasing experts at BuyerZone
Types of commercial phone systems There are three major types of commercial phone systems on the market today: key systems, Private Branch Exchange (PBX) systems, and KSU‐less phones. The type of system you choose will depend on how many stations
(extensions) you need and what features you require. A fourth type of phone system uses Voice over IP (VoIP) technology to route your internal calls over data networks, instead of traditional phone lines. For some businesses, VoIP systems can provide significant cost savings and other benefits.
PBX and key systIf your company has more than 40 employees, or if you need advanced functionality, PBX systems are the best solution. You may know PBX systems as the massive telecom cabinets used by huge companies. While that still can be the case for large installations, the technology has progressed to the point where a powerful PBX for a small company can
ems
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sit unobtrusively on a desk. Most PBXes come standard with all the features you might want. In addition, they are totally programmable, so they can support the most complex implementations. You'll pay a premium for this flexibility, but in many cases the price difference between PBX systems and less adaptable ns will be smaller t
solutiohan you might expect. In the 5 to 40 employee range, key systems are more typical. This type of phone system uses a central control device called the key system unit (KSU) to provide features that are not available with ordinary phones. For example, a central unit typically allows users to make calls to another in‐office extension, and prevents other users from accidentally picking up a line that is being used. Modern key systems also come
standard with most features a business would expect – but in some cases they are less customizable. While there are technical differences between key and PBX systems, the distinctions to a user have become relatively blurred. Many key systems include features that were once available only on PBXs, and some systems operate internally as either a key or a PBX depending on the software that is installed. The term "hybrid" is often used to
describe commercial phone systems that resemble both key and PBX systems. Both key and PBX telephone systems require professional installation and maintenance. All outside telephone lines must connect to the KSU or PBX cabinet, as well as all inside extensions. Unfortunately, configuring and wiring these phone systems can be nearly as costly as the phones themselves. You will almost always be able to use existing
phone wiring. Don’t expect to continue using existing phones, however. Unless the phones you have are relatively new, they probably won't be compatible with the central unit and you'll need to purchase new handsets.
KSU-less systemIf your company has fewer than 10 employees, you may be able to meet your telephone needs with a KSU‐less system. For a much lower initial investment, KSU‐less phones are designed to provide many of the features of smaller commercial phone systems in a decentralized manner. The phones themselves contain the technology necessary to allow them to communicate with each other without requiring a central cabinet.
s
Where Smart Businesses Buy & Sell
Phone Systems Buyer's Guide
By the purchasing experts at BuyerZone
KSU‐less systems are not permanently wired into your office. These phones can easily be unplugged and moved to a new location or sold. This allows you to treat a KSU‐less system like any other business machine rather than as a
permanent investment in your premises. Make sure any KSU‐less system you are considering is compatible with the type of telephone wiring used in your office, as well as accessories such as answering machines and modems. Because they are so inexpensive, KSU‐less systems are not usually sold or supported by telecom vendors – you will need to do the shopping, installation, programming, and maintenance yourself. And they are also more susceptible to “crosstalk,” a problem in which separate conversations bleed into each other. With hybrid key systems dropping so far in price, KSU‐less systems present more risk than they are worth for most businesses.
Sizing an office phone system When buying a office phone system, a primary concern is to make sure that the system is the right size for your firm. Knowing your requirements in advance and understanding the size constraints of a system will help you negotiate with vendors. There are two main factors that will determine the size of the system you need:
•
Lines. Also called trunks, lines indicate the total number of outside phone lines
used by the company. • Extensions. Extensions are needed for every device within the company that connects to the phone system. Most of the extensions will be for telephones. However, fax machines, credit card terminals, modems, and any other equipment that requires a phone connection
Even if an office phone system can handle your current phone traffic, you should be sure that it can also handle your futureneeds
must also be tallied. In key systems, system size is usually indicated as a combination of lines and extensions. For example, a 12 x 36 system accommodates up to 12 lines and 36 extensions. In contrast, most PBXs define size in terms of "ports," which indicate the maximum number of connections that can be made to the system. This includes outside lines and inside
extensions, as well as phone system accessories such as voicemail or automated attendants. Even if an office phone system can handle your current phone traffic, you should be sure that it can also handle your future needs. The ideal system should be able to handle expansion in a very cost‐effective manner. PBX systems allow you to increase capacity by adding new cards that increase the total number of ports available; some key systems are
expandable by simply adding another cabinet identical to the first. For planning purposes, inquire about how much it will cost to add more extensions, making sure to specify different amounts, e.g., 10 vs. 20 vs. 50 more extensions. Learning the exact method of expansion is not important – what is important is that expansion is easy and affordable.
Features Office telephone systems can be equipped with literally hundreds of features for switching calls and directing traffic. Dealers estimate, however, that most companies use only 10 percent of their telephone features. Instead of comparing features on a one‐to‐one basis, you should examine how your phone system is used. Limit your feature options that will improve the workflow in the office.
search and evaluation to only thoseSome of thost popular feat
e
mures: • An autoattendant is the recorded message that answers your phones and instructs callers how to reach the person or department they are looking for. If you have a high volume of calls, this may be important – or you may value
h
aving a real person answer every call. • Conferencing features vary widely. Consider how often your staff needs to make conference calls, and how
Where Smart Businesses Buy & Sell
Phone Systems Buyer's Guide
By the purchasing experts at BuyerZone
many different people need to call in. If the conferencing features you need aren’t readily available, there are other option
s
for conducting teleconferences that you can purchase separately. • ystems you simply plug in a sourc music.
M
usiconhold is fairly self‐explanatory – in most se of• You can help callers find the people they need with dial by name, dial by extension, or dial from
d
irectory services. • Phone sets themselves have more standard features, as well. Display phones have a small screen that shows information such as the name and extension of an internal caller, the duration of call, and in some cases, caller ID. Speaker phones are familiar fixtures in many conference rooms, but are also now standard on most new hand sets. Speaker phones can be half‐duplex, which means that only one person on the call can be heard at a time, or full‐duplex, which lets both parties talk simultaneously, like a regular phone. Some phones also have a ‘listen only’ mode for speaker phone, which is useful for monitoring a
conf
erence call or while on hold. • With more feature‐rich office telephone systems, voicemail is sometimes included as part of the package. However, it's a fairly expensive option if not included. If you already have a voicemail system, talk to your
vendor about its compatibility with the system you are considering. Although having the right features is important, even more critical is making sure they are easy to access. Because most employees devote very little time to learning how to use a phone system, you should make sure that using the most common functions is extremely simple and intuitive.
CTI and advanced features For companies who make more extensive use of the phone, modern corporate phone systems offer
some significant benefits. Automatic call forwarding, also known as “follow me anywhere,” helps both your employees and your callers. By routing incoming calls to wherever your employees are, whether on the road, working at home, or at a remote location, automatic forwarding increases the likelihood that callers reach the person they need. Callers do not need to make a second or third call. In addition, your employees avoid h
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aving to return to an overflowing voicemail box. Call convergence enables your corporate phone system to handle phone calls, voice mail, e‐mail, instant messages, video conferences, faxes and other types of communication.
Computer telephony integration (CTI) covers a wide range of applications that connect your computers to your corporate phone system. One example is one‐click dialing for an outbound call center. Employees can use their contact management applications to place calls without dialing the number manually, reducing errors and time per
call. Other CTI applications handle incoming calls: in conjunction with caller ID, calls can be routed to the correct representative before they are even answered. And callers’ account information can be displayed automatically
when an employee picks up. CTI applications themselves are usually sold separately from phone systems. If you are interested, you should investigate what CTI applications are marketed for the software you use, and then make sure the corporate phone h‐end corporate phone systems ar
system you choose is also compatible. Most hige CTI‐ready. For businesses with the highest call volumes, automatic call distribution (ACD) can really increase productivity. ACD manages incoming calls to maximize efficiency and reduce call answer times. It also tracks per‐call and per‐
Where Smart Businesses Buy & Sell
Phone Systems Buyer's Guide
By the purchasing experts at BuyerZone
employee statistics, allowing you to improve your call center’s responsiveness. While ACD is extremely valuable for large call centers, most small businesses probably will not see much advantage to it.
Choosing a phone system dealer Virtually all office phone systems are bought through dealers who handle not only the sale but also the installation and programming. As a result, finding a good office phone dealer can be the most important part of the purchase, since any phone system you ch
oose needs to be properly installed for optimal performance. The most important consideration in choosing a dealer is the number of installations the dealer has completed with your system. A dealer who has installed many of the same systems will be much more familiar with the problems that can occur. Ideally, the brand you are considering should be the dealer's best seller. Knowing that the
dealer is committed to the line, you can be assured of a long‐term source for service. Often, a demonstration of different office phone systems can clarify what solution is best for you. Some dealers will ask you to come to their office, and others will visit your site. Either is fine, but visiting your site also allows the dealer to get a better
sense of your existing infrastructure and communication needs. Inquire about the dealer's specific installation experience. Ask about the size of the companies involved and what options or features were added. Also obtain a list of references, including several completed in the past year, so you can ask about their experiences in detail. When it comes time to your installation, make sure the dealer
sends experienced technicians to conduct the implementation. Ongoing support of your office phone system can range from being important to absolutely critical, depending on your business. Vendors will provide a combination of warranties: the manufacturer’s guarantees of their hardware
(typically three to five years) and dealer‐provided service level agreements (SLAs.) An SLA specifies how quickly the dealer will respond to a problem with your office phone system – 4 hours is fairly typical for major outages during business hours. If your business needs 24 x 7 coverage or shorter response times, e levels.
expect to pay extra for these premium servicSome othe
r
questions you may want to ask: • tor?
Who will inst
all the system – the dealer or a subcontrac
•Who will provide training? What will training include? • nce?
What are the costs associated with service and maintena
•Does the dealer provide backup during a power failure?
•Does the dealer have remote maintenance capabilities?
• What changes can we make ourselves to avoid service calls?
Phone system pricing The watchword when buying new phone systems is total cost of ownership (TCO). Buying purely on price can easily get you into trouble: more reliable, expandable systems do tend to cost more per user up front – but the savings you
will see in the long run make it worthwhile. In addition to being able to add more users as your company grows, you should find out how easily your equipment
can be upgraded as new phone system features and technologies are released. Estimating costs for a complete new telephone system are very difficult: costs can quickly climb into the tens of
Where Smart Businesses Buy & Sell
Phone Systems Buyer's Guide
By the purchasing experts at BuyerZone
thousands of dollars. Key systems and hybrids can range from $350 to $1000 per user, depending on the features you select. For larger PBX systems, prices start at around $800 per user, but usually wind up more in the $1000 per user range. There are significant economies of scale: very small offices will find it hard to stay under $1000 per user for any system, and
companies with 100 or more employees save considerably. KSU‐less systems generally cost between $130 and $225 per office telephone. While the savings may seem attractive, keep in mind that this is really only an option for offices of 10 or fewer people. If a KSU‐less system fails to meet your needs and you have to upgrade your system again, the savings you thought you achieved had will vanish. And et up and maintain the new phone system.
you’ll also have to dedicate some of your staff time to sPrices for phone systems vary based on five factors:
The base system The central base system, or cabinet, controls and oversees the entire phone system. This price differs between systems and rises as cards and accessories are added. A small central unit can cost as little as $1,000, with the price increasing considerably to the tens of thousands of dollars for larger systems. The base system will be the main limiting factor for your phone system both in terms of features and expandability.
The actual phones Most new telephone systems can be equipped with several different types of phones. The least expensive may cost less than $100, but can make accessing features very difficult or provide less than optimal sound quality. Most mid‐level
handsets sell for $200 to $300 per unit. On the other end, some "executive phones" sell for many times the standard price. These phones can make using the system slightly easier, but are often just flashier – the main result of larger screens and more buttons is often increased profit for the dealer. Receptionist stations are also more expensive, but they bring important features for the person at the center of your new phone system. Most businesses will buy a mix of phones.
Phone system add-ons You'll also need to purchase accessories such as voicemail, music on hold, and CTI applications if they don't come
built in to your system. These features can easily tack on hundreds of dollars to your purchase. Many manufacturers sell equipment bundles that can save you quite a bit. These typically include the central control unit, several office telephones, and voicemail. They are sold in varying sizes – your vendor can help you choose a bundle and then add on any other equipment you need.
Wiring and installation Installing wires in an unfinished building is fairly inexpensive. However, installing wiring through already finished walls can add quite a bit to your total cost. If you're in a location with existing wiring, make sure you have the dealer inspect it so you can re‐use it if possible.
Everything else This includes training, programming, service, and future modifications. Pricing is usually based on the time these tasks will require and can often be the most flexible portion of a bid. Sometimes, it is best to compare the hours that will be spent completing training/programming/service tasks with the price tag for the service.
Buying tips
Ask other businesses how they did it. If you can, talk to several other business owners to get a feel for pricing,
Where Smart Businesses Buy & Sell
Phone Systems Buyer's Guide
By the purchasing experts at BuyerZone
vendors, and options. If you like the way a phone system works at another business, seek out the owner and ask them what they use
and how much it cost. Demo the system. Test the system before you buy. Pictures and feature charts are insufficient for a purchase that will be used extensively by every person in your office. Some areas to assess: check how phones feel in your hands, see how easy it is to access exten
sions and voicemail, and evaluate phone and speakerphone quality. Check voicemail compatibility. Make sure any phone system you are considering is capable of working with a wide range of third‐party voicemail systems. By keeping your options open, you will minimize the chance of getting stuck with an inferior or overpric
ed product. Get extra wiring installed. Avoid rewiring down the road and request that plenty of wiring be installed when the system is first purchased. A good benchmark is to ask for at least double the wiring you currently need. While this will add to the cost of installation, it will really only be a fraction of the cost you will face if wires need to be added later.
When to shop and buy. Shop for a dealer's advice at the beginning of the quarter when sales targets have just been set, and make your purchase at
the end of the quarter when you can get a much lower price. Consider VoIP phone systems. VoIP allows businesses to place and receive calls using the Internet. VoIP is perfect if your business is distributed (e.g., you have telecommuters working out of their home offices). This is a large part of the future of phone systems, and you might do well to get started with it now. It can really help to keep you connected and hold your overall costs down.

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