The document provides a market report on the Benelux region (Netherlands, Belgium, Luxembourg) hosted voice and IP communications markets from Cavell Group analysts Rob Kurver, Dominic Black, and Matthew Townend. It finds that the Netherlands market has over 820,000 business seats, with the top 10 providers accounting for 75% of seats. Belgium has a more underdeveloped market of around 88,300 seats but is expected to grow as major providers enter. Luxembourg has around 44,500 seats served by local specialists as well as large international providers and the incumbent POST. Cavell Group provides research, consulting, and professional services on these emerging cloud communications markets.

1. Benelux – Market Report
Authors: Rob Kurver, Dominic Black, Matthew Townend
December 2015

2. Copyright Cavell Group
The Cavell Group
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+ ++
Cavell is a specialist Consulting, Research and Professional Services
business, focused on emerging Communications Markets
Supporting businesses in EMEA to evaluate strategic investments, create
sustainable service roadmaps & operating models and executing plans
Following the merging Hosted VoIP and SIP Trunking Markets for over 10Years

3. Copyright Cavell Group
What do we do in Cloud Comms Market
• Key Source for Market Research &
Analysis – UK & European Reports
• Commercial & Market Due Diligence
• Product & Go To Market Consulting
• Europe Professional services: Site
Survey, Dial Plan testing, Handset
install & training
• Content Development – whitepapers
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EMEA Service Providers
Vendors/Investors & Integrators

4. Copyright Cavell Group
Experienced Analyst team
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Rob is an experienced cloud and
cloud communications entrepreneur
and consultant. As VP Europe of the
Cloud Communications Alliance Rob
is well connected to the most
ambitious hosted voice and UCaaS
providers and their technology
partners. Rob is a frequent speaker
and writer. He founded a hosted
voice provider (Voipro) and has
advised clients such as Liberty
Global, HP Enterprise, KPN & Dell.
Rob Kurver
Benelux Analyst
Dominic Black
UK & Europe Analyst
Matthew Townend
Director Research & Consulting
Dominic joined Cavell at the
beginning of 2013 as UK market
Analyst has built a great knowledge
of the UK European VoIP markets.
Dominic has authored research and
whitepapers and speaks & attends
industry events around Europe.
Dominic has also travelled widely
while working on consultancy
projects both in Europe & the Middle
East, giving him good knowledge of
different market Dynamics
Matthew is a recognised global
expert in the area of UC & VoIP.
Writing regular research and
speaking at global events, he
combines this consulting experience
with a lot of practical experience
form his time working in carrier
environments. He has led a number
of high-profile consultancy projects
for multinational clients such as BT,
Level 3, Telkom SA, Belgacom,
Vodafone, Zain & Eitsalat
.

5. Copyright Cavell Group
Inaugural European VoIP Summit a huge
success
We had over 110 attendees from 43 different service providers at our first
event and expecting to expand to over 200 attendees this year.
The next event will be held on March 1st 2016
“New Venue”: 1 American Square London
Tickets will go on sale in September
GOLD SPONSORS have resigned for 2016 event
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6. Copyright Cavell Group
Detailed Research Approach
Unique Supply Side Model
Cavell has built up a unique supply side approach to its research. We
undertake surveys and interviews of key service providers and vendors in the
markets we operate, and combine this with Analysts with practical experience
of the markets to produce a detailed commentary on the market and its
dynamics.
Benelux Analyst
In Benelux we are proud to announce this latest research, conducted by a
team of Analysts including Rob Kurver who has practical experience of
operating a VoIP provider in the market himself.
All figures quoted were from the end of June 2015.
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7. Copyright Cavell Group
Market Definitions
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Multi-Tenanted Hosted VoIP
The Multi-tenanted market is the main Hosted VoIP market, it is in essence where subscribers share a common system,
although it can be partitioned so that each subscribing organisation can be treated as an autonomous entity.
Examples:
Multi-Instance Hosted VoIP
Under this market approach a customer receives their own instance of hosted service, but it is delivered within a service
provider surround where certain elements may be shared.
Examples:
IP/SIP Trunk
We define this as the technical capability to support a single voice call, regardless of codec. We do provide research on
the SIP Trunking market, but it is out of scope of this project
Example: SIP trunks, Asterisk IAX, H323 etc.
Standalone Hosted PBX: - Not Included in Market Numbers
We do not take into account standalone PBX’s, whether they are hosted or not. For example, if a Service Provider is
hosting a single instance of Microsoft Lync for a customer this would not appear in our figures.

8. Copyright Cavell Group
Netherlands Headlines
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“Over 60 identified providers but 75% of seats fall under Top 10”
“Most Penetrated Mainland European Market”
“820k Business Seats in the Market”
“Significant New breed competition & Incumbents”
“Significant success in the SME addressing simple business
process improvement proposition through indirect channels ”
“Business Demographics Favorable to Hosted VoIP services”

9. Copyright Cavell Group
Belgium
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“Underpenetrated Market with only 88,300 seats around
10% of Netherlands”
“Set to grow as incumbents Telenet & Proximus both bringing services
To market”
“19 Identified Services providers, mixture of local self built
Providers and SPs serving multinationals”
“Business Demographics look attractive with large number of
SMEs but held back by access to Fibre
A number of players offering simple SIP Trunk and gateways
solution not Hosted VoIP

10. Copyright Cavell Group 12/3/15
Luxembourg sees some specialised
competition as well as incumbent POST
10
• Market consists of Local specialist
providers, Multi National Providers
and the incumbent
• POST uses a Broadsoft platform,
and Multi National providers are
utilizing Cisco
• The other Local providers have
generally built their own platforms
• 44,500 seats

11. Copyright Cavell Group
Research & Consulting Offerings
Pricing:
PowerPoint Report single user License = €300 + sales tax
PowerPoint Report single user License + 1 Analyst hour = €750 + sales tax
PowerPoint Report company License + ½ day workshop = €1500 + sales tax
PowerPoint Report + Report (including forecast) ½ day workshop = €2500 + sales tax
Contact:
Dominic Black - Dominic.Black@cavellgroup.com
Rob Kurver - Rob.Kurver@cavellgroup.com
Matthew Townend - Matthew.Townend@cavellgroup
Website – www.cavellgroup.com
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12. Copyright Cavell Group
Look forward to working with you !
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