1. Digium and its channel can’t sell against blue chippers. Avaya has a huge distributor channel filled with high-paid salespeople that get the job done. Asterisk, not so much. So there’s a polish Avaya, Cisco, and Nortel offer that Asterisk doesn’t. Some of the people running around calling themselves Asterisk consultants are just plain shabby. Then again, this is not uncommon in the open source world, I’m sorry to say.

This is true but Asterisk does provide more flexibility and options right out the box.  Polish is in the eye of the beholder.  It really depends on the companies needs to know what polished is defined as.  I think stable and reliable is much more important that polish.  There are Shabby consultants anywhere, I know of consultants that have sold Avaya systems that were way overkill for a company. 

2. Avaya has well-defined hardware products that are tangible and capital-oriented. Digium does not.

This is true, Digium is working with Polycom to address this with their Asterisk Appliance and tight integration with with Polycom's SoundPoint Family.

3. Asterisk is open source and there’s no comfort level with open source among board room buyers.

Maybe until they see the 100K+ they are going to save for an entire enterprise PBX.  Second, Board Rooms have this thing call an "IT Staff" that would actually make this choice.  It seems seems kinda absurd to think a Fortune 1000 companies board would make IT choices.

4. It’s still too hard to get immediate support for Asterisk-based products, and a Switchvox or a Fonality doesn’t have the same mobile support force that an Avaya does.

Last time I checked neither Fonality or Switchvox were support and service based companies.  From what I can tell they sell an "appliance" based product.  There are support and service based companies for Asterisk that provide good service.

5. Asterisk is a solution developer’s product of choice, not an end-customer’s product of choice. When people hear ‘Asterisk’, they think ‘API’ instead of thinking ’solution’.

If that is true then why are there some many hardware appliances based on Asterisk available?  The first thing people think when they hear Asterisk is either "free" or "open source".

6. The market is growing. Asterisk’s market share could increase steadily without the necessity for a decrease among its competitors.

True, it is not a "zero sum" game but I think with the pricing model the traditional iPBX vendors the "growth" of Asterisk is most likely coming from companies that are choosing "not" to upgrade with there current PBX provider. 

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