The document discusses challenges and opportunities for delivering next-generation telecommunications solutions to small and medium-sized businesses (SMBs). It notes that SMBs represent the vast majority of businesses but generally have small IT departments, limited budgets, and are wary of disruptions. The document proposes focusing on standards-based and commoditized platforms that reuse existing cabling and resemble traditional phone systems, allowing SMBs to test VoIP gradually without much risk. It argues this approach can help capture part of the $6.7 billion PBX market catering to SMBs' needs for reliable calling while gaining access to new features.