Kevin Kieller
Kevin Kieller is a partner with enableUC, a company that helps measure, monitor and improve UC and collaboration usage and...
Read Full Bio >>

Kevin Kieller | November 29, 2011 |


Market Dominance as a Path to Interoperability

Market Dominance as a Path to Interoperability In a perfect world, vendors might get together, sing Kumbaya, work out their differences and agree to common standards. This isn't going to happen.

In a perfect world, vendors might get together, sing Kumbaya, work out their differences and agree to common standards. This isn't going to happen.

Many No Jitter articles have been written on the topics of open standards, interoperability, and session management, and many No Jitter readers have commented on these articles.

Most recently, Fred Knight wrote about the Interoperability Conundrum, and in the process of posting a comment to Fred's article, I came to conclude that market domination is the path to interoperability and standards adoption.

In a perfect world, perhaps all the major competing vendors would get together, sing Kumbaya, work out their differences and agree to common standards and interoperability between their products. This isn't going to happen.

Instead, I believe that customers will be best served when there is a clear "winner" in each key area of Unified Communications. This winner will then dictate standards (albeit de facto standards) that others will need to comply with in order "participate" in the market, and thus interoperability will greatly increase.

I would argue that history well supports my proposed approach.

Recall, that in the early 1980s you could not simply buy a printer and assume it would work with your computer software. In fact, software developers needed to do extra work to make sure their specific software program worked with different printers. This all changed when Microsoft Windows captured the majority of the desktop PC operating system business. With the market dominance of Windows, Microsoft was able to dictate driver standards to printer hardware vendors. The net result was that customers could buy any printer and it worked. Customers won, not because all the printer hardware vendors agreed to interoperate, but because the vendors were forced into submission. As a printer vendor, if you didn't write a Windows print driver you went out of business.

There was also a time, prior to 2001, when you couldn't necessarily download any song instantly. Thank Apple for dominating the music publishers and forcing compliance. Clearly customers won.

VHS trumped Beta; customers won. Blu-ray beat out HD-DVD, indecision evaporated, customers won.

Market dominance allows the dominating vendor to adopt the "my way or the highway" attitude, which ultimately improves interoperability as non-dominant vendors are forced to interoperate in order to survive.

As an alternative, some have argued that enterprise customers may have enough clout to force vendors to cooperate. This also isn't going to happen. Any one enterprise customer only cares about getting their selected components to integrate. Once this happens they will give up the fight. It is only the push for, and spoils of, market dominance that will yield a de facto interoperability standard.

When looking at the necessary level of market dominance required, it is clear that the dominance does not need to be complete in order to foster interoperability; it simply has to be an undeniable victory over a material chunk of the market. Both Microsoft Windows and Apple iOS have dominated respective portions of the market. As such, both Microsoft and Apple can define "their standards", other vendors follow and customers win. To continue the printer driver story from above, most printers now ship with both Windows and Apple print drivers due to the Microsoft/Apple dominance.

Because the unified communications market is so broad in terms of definition and feature set, the market is extremely "fractured". Many vendors have significant share in micro-markets but there is no one vendor who is dominating the overall UC market.

And with trends such as the "consumerization of IT" and "migration to the cloud," many more non-traditional vendors are offering pieces of the UC puzzle, further fracturing the overall market.

What does this all mean for businesses, vendors and resellers?


April 19, 2017

Now more than ever, enterprise contact centers have a unique opportunity to lead the way towards complete, digital transformation. Moving your contact center to the cloud is a starting point, quick

April 5, 2017

Its no secret that the cloud offers significant benefits to enterprises - including cost reduction, scalability, higher efficiency, and more flexibility. If your phone system and contact center are

March 22, 2017

As today's competitive business environments push workforces into overdrive, many enterprises are seeking ways of streamlining workflows while optimizing productivity, business agility, and speed.

April 20, 2017
Robin Gareiss, president of Nemertes Research, shares insight gleaned from the firm's 12th annual UCC Total Cost of Operations study.
March 23, 2017
Tim Banting, of Current Analysis, gives us a peek into what the next three years will bring in advance of his Enterprise Connect session exploring the question: Will there be a new model for enterpris....
March 15, 2017
Andrew Prokop, communications evangelist with Arrow Systems Integration, discusses the evolving role of the all-important session border controller.
March 9, 2017
Organizer Alan Quayle gives us the lowdown on programmable communications and all you need to know about participating in this pre-Enterprise Connect hackathon.
March 3, 2017
From protecting against new vulnerabilities to keeping security assessments up to date, security consultant Mark Collier shares tips on how best to protect your UC systems.
February 24, 2017
UC analyst Blair Pleasant sorts through the myriad cloud architectural models underlying UCaaS and CCaaS offerings, and explains why knowing the differences matter.
February 17, 2017
From the most basics of basics to the hidden gotchas, UC consultant Melissa Swartz helps demystify the complex world of SIP trunking.
February 7, 2017
UC&C consultant Kevin Kieller, a partner at enableUC, shares pointers for making the right architectural choices for your Skype for Business deployment.
February 1, 2017
Elka Popova, a Frost & Sullivan program director, shares a status report on the UCaaS market today and offers her perspective on what large enterprises need before committing to UC in the cloud.
January 26, 2017
Andrew Davis, co-founder of Wainhouse Research and chair of the Video track at Enterprise Connect 2017, sorts through the myriad cloud video service options and shares how to tell if your choice is en....
January 23, 2017
Sheila McGee-Smith, Contact Center/Customer Experience track chair for Enterprise Connect 2017, tells us what we need to know about the role cloud software is playing in contact centers today.