So TDM systems last forever, but you must upgrade to a new one every now and then if you want a new feature (or if the manufacturer discontinues support for it and something breaks). Which generates a constant revenue stream, too.
But that doesn't happen nearly as much as with something that is designed to generate a constant revenue stream. IP is modeled after something where it is accepted practice to pay ongoing for licenses, upgrades and for general operation. So as long as it's presented as IT equipment to IT people, the constant costs are something they are used to.
Try that with a customer who has had a TDM system for 20 years and maybe had to buy a couple of phones for it at most.
-Hal
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