Voice over internet protocol (VoIP) technology should be sold to small and medium enterprises (SMEs) on the basis of its features, according to one industry expert.

Strategy and management consultancy for the telecommunications, IT and media sectors, Analysys, claims that VoIP has so far failed to appeal to SMEs as they don't "understand it".

Analysys associate, Margaret Hopkins, said: "I think one of the mistakes that is widely made by salespeople is trying to sell VoIP to people who don't know what it is."

She added that, despite this, VoIP offers a lot of benefits and cost-savings for SMEs and predicted that when these businesses open new offices VoIP will installed "without a thought".

A survey conducted by silicon.com and The Bathwick Group, found that some 60 per cent of SMEs were considering investing in VoIP during 2007.

Margaret Hopkins is also the author of the report 'Success Factors for Hosted and Managed VoIP in Europe'.

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