1.6. The Business Case

It is very rare to find businesses these days that do not have to reinvent themselves every few years. It is equally rare to find a business that can afford to replace its communications infrastructure each time it goes in a new direction. Today’s businesses need extreme flexibility in all of their technology, including telecom.

In his book Crossing the Chasm (HarperBusiness), Geoffrey Moore opines, “The idea that the value of the system will be discovered rather than known at the time of installation implies, in turn, that product flexibility and adaptability, as well as ongoing account service, should be critical components of any buyer’s evaluation checklist.” What this means, in part, is that the true value of a technology is often not known until it has been deployed.