D2E Sales Arrives

June 20, 2017


Copyright

Direct to Enterprise sales of small cell RAN systems, while not new, differ from legacy approaches such as Distributed Antenna Systems, aka DAS. In past posts, we have explored the advantages of both small cell capacity and the corporate swing back to a primary operator. Those two advantages and Direct to Enterprise “D2E” sales channels drove creation of SpiderCloud’s Frequency Agile LTE SCRN-220 Radio Node for the Enterprise RAN “E-RAN” platform.

In many early D2E conversations with enterprise VARs and enterprises, the complaint of the RAN being “locked-in” (the band cannot be altered) to a particular operator was raised. In enterprises that enjoy stable long-term relationships with their operators, lock-in is not an issue. They manage their primary operator via competitive RFP every four to five years to optimize pricing and business terms, but don’t change to a different primary operator. However, it became apparent that many enterprise IT/Telecom leaders we met with wanted an agile RAN for two main reasons:

  • They believe that they can negotiate a better contract with their primary operator because the small cell RAN can be re-configured for a new primary operator instead of replaced. This reduced switching cost enables the enterprise to bargain from a better position.
  • If IT/Procurement decides to switch primary operators, the small cell RAN supporting enterprise mobility will not become a stranded asset due to its inability to be re-configured. This type of finance issue can damage the business case.

SpiderCloud has addressed the need for frequency agility in the United States D2E market with the introduction of the Frequency Agile LTE SCRN-220 Radio Node. This breakthrough Radio Node is an enterprise-grade LTE small cell that can be software configured for the major USA bands supporting the four Tier-1 mobile operators. LTE Bands supported are 2 (1900 PCS), 25 (1900 Plus), 4 (AWS-1), 66 (AWS-3), 12 (700 A) & 13 (700 C) with channel widths of 5, 10, 15 and 20 Mhz.

In summary, SpiderCloud has created the Frequency Agile LTE small cell that satisfies the requirement for that agility to the E-RAN platform. By collaborating with our mobile operators and cutting edge enterprises, we continue to innovate both the E-RAN and the Go-To-Market model in the D2E space. At the end of the day, enterprise IT customers envision their wireless ecosystem as a balanced diet of enterprise-owned Wi-Fi and LTE that seamlessly satisfies the present and future needs of the broad spectrum (pun intended) of subscribers, from IT to non-technical business leaders.

Pro-tip: ask other small cell vendors who have approached you about software reconfiguring their radios for different bands. If they can’t do it, you should look elsewhere.

SCRN-220 Press Release

– Art King, SpiderCloud Wireless, Director of Enterprise Services & Technologies

Twitter: @ArtKingg
Visit our Enterprise IT site @ http://SpiderCloud.com/Enterprise

 

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