D2E Sales Arrives

June 20, 2017


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


TM Forum’s Digital Disruption, Enterprise Managed Services Concerns

October 22, 2013

The introduction to TM Forum’s Digital Disruption 2013 states that “the digital revolution is disrupting every industry” followed by “creating new possibilities and changing the way business is done”. With those two statements in mind, let’s talk about the critical needs of enterprise customers. Because most customer facing operations are well along in their adaptation to digital, this discussion is focused on enterprise IT.

First, some context. Contracting for external infrastructure and cloud services has a potentially wide range of benefits, scope, and risk. But, the closer the services are to the employees, the more work the candidate service providers have to do to prove themselves to IT leadership. For example, individual developers can autonomously build sandbox and development servers at a cloud provider, but proposing to move critical production workload to the same provider will take longer and involve operations leadership scrutiny, due to internal accountability.

We’ll touch on three major themes below.

Multiple Partners – The difficulty of introducing external partners into the delivery ecosystem is directly dependent on the service itself. If there is a clear boundary, and the service is somewhat self-contained with IT as the consumer, it is relatively easy to add a partner. If the service crosses multiple partners and/or multiple functional silos, there is great risk of what we call “finger pointing”. This is where two different parties claim the other party is having the issue, and no one takes responsibility for resolving the actual problem for the enterprise employee. Build these situations into your plans.

Service & Support – We have experienced service where the basic service is awesome, but the support infrastructure is poor. If the service is delivered to a more forgiving customer like IT, perhaps poor support is tolerable. But, if you expect to deliver to the employees of a medium-large enterprise, the table stakes to open the conversation with IT are: self service, single sign-on, Service Desk e-bonding, an ITIL/ISO-27001 class operations framework, and possibly more. Support is the key differentiator in the service delivery world, as everyone will eventually deliver the basic commodity service. Woe to those who don’t consider service and support.

Open Standards – They are good and enable a basic lowest common denominator. However, as the standards get more sophisticated, interoperability testing is still required to confirm that Open A, works with Open B. In the Telecom universe, most everything is built to 3GPP standards, but still gets rigorous interoperability testing. In the enterprise IT space, there are less tools, expertise, or time to test vendors such that the practical question is “does it work, and can an SLA be tied to the service?”

Finally, it is important to note that above all else, people make services work. Service Level Agreements “SLA” and Contracts are vehicles to measure and enforce. Contracts are the tools of last resort when the partner-partner relationship has broken down due to personal or business conditions. In our opinion, when you have to reach for the contract, the relationship with your service delivery partner is in trouble. It is healthy to maintain cordial and honest communications regardless of stresses. This pays off in the long term, compared to the alternatives because, in most cases, you are bound together for the life of the contract.

Please attend our panel for an engaging discussion:
Delivering Enterprise Services Forum
2:45pm on October 29th
INSPIRED PANEL: Understanding the critical needs of enterprise customers

Art King, SpiderCloud Wireless, Director of Enterprise Services & Technologies
Twitter: @EMobilityInside

Visit our Enterprise IT site http://SpiderCloud.com/EInsider

Challenges Confronting Enterprise CIOs and Mobility Leaders in Moving Enterprises from Wireless to Mobile Productivity

September 19, 2013

The goal of CIO’s and enterprise architects is to unwire their organizations and make them more productive by any means necessary – by focusing on the core business of the enterprise. Rather than making IT bigger, the CIO’s focus is to make the business more agile and flexible, doing more with less. The use of mobility, cloud, applications and managed services help them achieve the enterprise goals.

The communications technology of yesterday (that is embodied in fixed devices, e.g. desk phone and laptop software, e.g. UC clients) must be moved to the employee’s mobile devices. The point of failure within most mobile initiatives, at present, is the lack of respect for the need of mobile device owners to have a “magic” user experience (no App to install, do nothing new, no change in user behavior). The differences between a consumer and enterprise behavior, and requirements are significant.

Normal consumer behavior is to cost optimize as much as possible with a goal of a free service (such as Skype), and defer certain broadband behavior or actions (use of free Wi-Fi hotspots to offset impact on plans). And finally, unpredictable quality is acceptable.

Enterprise behavior, though influenced by consumer demand for ease-of-use, focuses on cost optimization. All actions are urgent, and/or immediate, and quality must be consistent, good, highly predictable and repeatable. IT also likes to keep things simple (devices, applications and services). If not, new cost-reducing or productivity initiatives will not be used or adopted. Most importantly, IT’s focus is to make access as secure as possible, and empower employees with high quality mobile services that work, with no limitations, wherever people are.

Sounds easy, right?

Deploying new tools, and getting their usage ingrained into an organization is one of the hardest tasks in enterprise IT. If the OTT tool replicates a consumer grade communication feature of the mobile device, and is not a mandatory part of daily workflow in the person’s role, chances of success are low.

There may be ‘islands’ of OTT, but moving everyone onto one platform is extremely hard. The right philosophy to enterprise services, in context of Unified Communication, is that the experience should become a “Clientless UC” experience where the consumer experience of “just make it work” is integrated to the enterprise platform. By taking this path, enterprise IT significantly reduces its OTT support burdens, and greatly increases the chance of success vs. the present UC strategies. Many enterprise device owners will continue to be very resistant to adopting multiple tools. Enterprise IT, when presented with service packages that allow the consumer interfaces to accomplish functions that OTT solves for, will approve those packages instead of using Capex funding to build and run the OTT services themselves.

The Pre-Requisite: Dependable Coverage and Capacity

Nothing halts a mobile initiative decision faster than lack of reliable coverage or capacity. Mobile operators who are trying to sell advanced services layered on top of the macro-network know this problem well. Office buildings that have known significant coverage/capacity problems can be excluded from evolving, because of the steep operations expenses associated with systems engineering and provisioning. Why? Enterprise IT has to make simple decisions on technology that must be good for all employees within the enterprise. On average, an IT team moves 40% of employees annually. If a group of employees were unwired, and then moved to a location with poor coverage/capacity, not only would they be unhappy, but they would also have to be re-provisioned with wired services. The operations expense with normal technology moves is far lower than unwiring/wiring. A practical IT person will defer unwiring their organization until dependable coverage and capacity is available. As new energy efficient buildings and remodeling gradually eliminate the ability of the macro-network to penetrate with reliable signals indoors, providing coverage and capacity from the inside-out is becoming a big problem for mobile operators.

To succeed in the enterprise, we need to mirror the consumer mobile experience with enterprise devices and applications.

Earlier this week, Vodafone did exactly that. Vodafone is the world’s first mobile operator to offer a system that can deliver reliable mobile services indoors, for enterprise customers of any size, using a highly scalable system.

“We can now, more rapidly than ever, address the needs of thousands of enterprise customers who rely on mobile connectivity and services for business productivity” – Marcel van den Biggelaar, Head of Technology Strategy, Vodafone Netherlands.

Vodafone Netherlands is empowering enterprise CIO and IT teams with a mobile experience without the need to change user behavior, or take a crash-course in becoming a mobile operator overnight (placing themselves in harm’s way for IT trouble tickets).

Why is this important? 50% of enterprises would churn to an operator that could provide better in-building mobile coverage.

So, who else will take the bold step to fix the problem with mobility inside? Industry insiders are speculating “SpiderCloud expects to also announce US and South American customers between now and Mobile World Congress.” If you are a CIO or IT team leader for mobility, we know what you are hoping for. By the way, we can be of help, and visit our Enterprise Insider for insights.

So who else can do what we do? Very few, fewer than you’d think. See Maravedis/Rethink Wireless “Small Cells Inside the Enterprise: The Who What  & Where”.

Next, we will cover more problem areas in enterprise as we transition from a wireless to a mobile enterprise, and the mobile operator data center opportunity.

Stay tuned; mobility inside is coming your way.

Ronny Haraldsvik, SVP/CMO 
Twitter: @haraldsvik
Art King, Director of Enterprise Services & Technologies
 Twitter: @EMobilityInside

Mobility 2020: The Transition from a Wireless to a Mobile Enterprise as IT spending moves from 80% Capex to 80% Opex

August 21, 2013

A mobile enterprise has vast infrastructure and services implications for Enterprise IT, hardware vendors and Mobile Operators.

A mobilized enterprise is not a destination, but an outcome of the transition from wired and wireless at work, to always-mobile connected to the enterprise IT infrastructure, whether at work or on-the-go as part of an emerging Global Area Network (GAN).

The blurring of the lines between the enterprise and service provider networks will extend the “edge” of the mobile network from the operator’s core into the enterprise premise. A mobile operator managed eco system platform with presence inside the enterprise creates Capex reduction opportunities for the CIOs, and a transition to a more predictable Opex services relationship with mobile operators and partners, bridging the mobility value gap that exists between the mobile operators and its business customers:

  • The shift to a mobilized enterprise fundamentally transforms the enterprise IT infrastructure from 80% Capex to 80% Opex
  • The mobile enterprise increases services revenue opportunities for mobile operators
  • Build a valued business partner relationship between operator and Enterprise

An important step to enable a stronger services presence inside the enterprise is the deployment of a scalable small cell system that can take on the role of a services platform point-of-presence inside the enterprise Local Area Network (LAN). Steps to build a trusted mobile services relationship starts with:

  • Deploy a small cell system in the matter of days or weeks that can scale and deliver mobility services beyond basic coverage and capacity. Prove consistently high throughput, consistently low call drop rates, and transparent reporting (build trust)
  • Easily add 3G/LTE/Wi-Fi and multi-mode small cells as capacity and technology needs evolve, without replacing the original system (build credibility)
  • Start to introduce per-employee/per month applications services based on enterprise needs: Wi-Fi, PBX integration, broadcast alerts and offers, location and context-aware services

A 2013 research study by Exact Ventures demonstrates a $100 billion emerging market opportunity for mobile operators in providing mobility services for enterprise customers.  The research showed that enterprise customers could save 35% a year by adopting such operator-delivered managed and hosted services.

In the next few blogs, we will outline the challenges confronting enterprise CIOs and mobility leaders in moving enterprises from wireless to mobile productivity, and the services opportunities for mobile operators as they build coverage, capacity and cloud/services presence to support the mobilized enterprise. Stay tuned. The move from wireless to a mobile
enterprise is underway, and the changes and opportunities are significant.

Ronny Haraldsvik SVP/CMO
Twitter: haraldsvik

Art King, SpiderCloud Wireless, Director of Enterprise Services & Technologies
Twitter: @EMobilityInside

Visit our Enterprise IT site http://SpiderCloud.com/EInsider

Enterprise & OTT Services

April 15, 2013

Over-The-Top services is a big topic in the mobile operator industry due to the negative effects on networks and revenues. If you reflect on what’s been written and said, most of the discussions don’t explicitly segment consumer and enterprise. If we were to separate the differences between these two markets, the major buckets would look something like this:

Consumer Behavior

  • Cost optimize as much as possible with a goal of a free service (such as Skype)
  • Will defer certain broadband behavior or actions (use of free Wi-Fi hotspots to offset impact on plans)
  • Unpredictable quality… is acceptable

Enterprise Behavior, though influenced by consumer demand for ease-of-use, focus more on:

  • Cost optimization
  • IT Services are important
  • All actions are urgent and/or immediate
  • Quality must be consistent, good and highly predictable and repeatable
  • Keep it simple, or new devices, applications or services will not be used or adopted

The behavioral drivers are the opportunity cost of time and brand identity. Enterprise users want high quality mobile services that work, with no limitations, wherever they are.

There are a number of examples of enterprise behavior to illustrate these points:

  • RCR TV – Telecom Talent Wars webinar series on Go-To-Meeting where a number of the participants, even though they are stationary at computers, are using cellular for the audio and wired broadband for connectivity. Personally, I most often use my mobile for audio, both to show respect for viewers, and other participants, and to protect my personal brand by having quality audio.
  • Apple’s iMessage has been a runaway success in the Enterprise because it was implemented underneath the SMS interface. This translated into traffic shift to OTT without the device owners being involved because of Apple’s dominance in the enterprise. It also is critical to note that even though iMessage is an island, the iOS device falls back to SMS when it talks to a non-iOS device, without any actions required by the person sending the text message.

Mobile operators have less to be concerned about with OTT communications services in the enterprise because the tools usually require the device owners to install something new and train themselves on it. Deploying new tools, and getting their usage ingrained into an organization is one of the hardest tasks in enterprise IT. If the OTT tool replicates a consumer grade communication feature of the mobile device, and is not a mandatory part of daily workflow in the person’s role, chances of success are low. There may be islands of OTT, but moving everyone is extremely hard.

At SpiderCloud, we have adopted a similar philosophy to services with the view that any Unified Communication should become a “Clientless UC” experience where the consumer interface integrates to the enterprise platform. By taking this path, enterprise IT has little of the OTT support burdens that greatly reduce success in the present UC strategies.

Many enterprise device owners will continue to be very resistant to adopting multiple tools. Enterprise IT, when presented with service packages that allow the consumer interfaces to accomplish functions that OTT solves for, will approve those packages instead of using Capex funding to build and run the OTT services themselves.

The important thing to remember is that “a new and more important role is emerging for mobile operators where enterprise mobility and value-added IP services is part of the ‘package.’ Mobile is the heartbeat of any organization, and wireless is the digital oxygen that our devices breathe at home and on the road.”

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

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

The Sober Reality of Small Cells

March 22, 2013

Mobile operators and vendors alike are awakening to the sober reality of the complexity involved in deploying 10s and 100s of hundreds of small cells in a very dense indoor and outdoor area. One cannot simply forget about 3G and “skip” to 4G – nor forget about Wi-Fi as an integral access technology.

Beyond the marketing hype, not all “small cells” are the same. This is no different than the Wi-Fi market 10 years ago. You simply do not deploy a Linksys where you need an Aruba system, or an Airespace system where Netgear does the job. The same market segmentation that took place with Wi-Fi over a decade ago, is now taking place in the emerging market of small cells.

A mobile operator cannot afford to deploy several access points where one solution can do the job, especially when competing for the lucrative medium to large enterprise market. Enterprises show a strong willingness to switch mobile operators for better coverage. The Market Opportunity for mobile operators in US and Europe is $100 billion for enterprise services. The business case for various small cell approaches was also covered during the panel Network Offloading during MWC. The pragmatic solution for operators and medium to large enterprises is a multi-access small cell system of 3G+4G+Wi-Fi that is an integral part of a larger network that can be deployed rapidly, and easily, and guarantee reliability.

Leveraging mobile operators for services beyond basic coverage and capacity, enterprises can save 35% a year by adopting such managed and hosted services, totaling $60 Billion in cumulative IT savings between 2014-2020. Why the importance of in-building coverage? Spectrum – it is like oil, and today this valuable licensed spectrum is a largely under-utilized asset indoors. Small Cell systems can help an operator re-use up to 50% of spectrum already owned.

Our five-year+ strategic focus on small cells as a system powered by the Enterprise LAN, interference mitigation, soft-handoff, multi-mode 3G/4G+Wi-Fi, and enabling services beyond coverage and capacity – to make deployments inside medium to large enterprises possible – is now being validated as big and small players are starting to come into our market.

Making and scaling a multi-access small cell system that is an integrated part of a mobile operator’s network – is not easy. A SpiderCloud system is deployable by a mobile operator in just days using SON, and is proven to handle over 100,000 data sessions and handoffs on a daily basis while providing reliable voice and data coverage for hundreds to thousands of employees with just one connection to the mobile core network.

It’s clear that there is tremendous interest and traction for multi-mode access using a scalable small cell system (>100 small cells with soft handoff and central coordination) to deliver reliable mobile services indoors for enterprise customers of any size.  In addition to performance metrics of the SpiderCloud scalable small cell system, operators and partners are now engaging us in “beyond coverage and capacity” planning with enterprise services focused on PBX and Cloud-based PBX integration, context-aware and location applications, security and compliance, and Wi-Fi as a service. We know the enterprise concerns, challenges and requirements. “Enterprise Insider” highlights Enterprise CIO and IT’s priorities and requests for Mobility Applications and Cloud Services (MACS) from mobile operators – as business customers transition from a wireless to a mobile enterprise.

What we do know is that multi-access Small Cells (3G+4G+Wi-Fi – as a market) is fast becoming a reality. Not all small cells are the same.

– Ronny Haraldsvik SVP/CMO
Twitter: haraldsvik

Joanie Wexler @ Death to the Desk Phone?

February 18, 2013

Unlikely till Mobile UC Grows Seamless

There’s been talk for years about the imminent demise of corporate desk phones. They could simply fade into oblivion through attrition as users acquire smart phones. Or enterprises could make bold decisions to unplug them and immediately save money on telecom gear. Many residential phone users are giving up their landlines in favor of cellular phones; why not at work, too?

There are several issues that need resolving before desk phone annihilation can sweep enterprise telecom strategies. And a few niggling ones indicate that some wired phones are likely to remain indefinitely. For example, there are certain users who don’t really need to be mobile; their jobs require that they sit at a desk for most of their day (think admins, receptionists). For these folks, a tried-and-true wired phone that consistently works with high quality and reliable dial tone suits their needs best.

In addition, many of the enterprises I talk to express a desire to keep at least a few landlines around for the sake of backup in the case of power or cellular network outages.  In other words, wireless devices can be backups to landlines, and landlines can be backups to mobile phones. So perhaps, there will always be some wired phones kicking around.

Doing away with the majority of desk phones, however, is in the cards. But the biggest challenge to doing so, is the inability to create the same enterprise telephony and unified communications (UC) experience on mobile devices that exists on traditional desk phone-to-PBX setups.  Most PBX vendors transitioned into IP telephony a decade ago, and from there entered the UC business, focusing on wired network infrastructures. There are also specialty software UC vendors and UC cloud providers. Interoperability across platforms and features among all these players is far from nailed up. This situation causes mobile users running any variety of operating systems to either do unnatural acts to get features to work, or to just discard the apps in disgust.

Most enterprises have historically had an Avaya, Cisco, Mitel, Nortel, ShoreTel or other PBX maker delivering switched phone calls to user desks, and from user desks out over the WAN. These vendors have taken it upon themselves to extend their IP telephony service to include integrated message boxes, calendaring, contact info, presence (location-based) services, chat, screen sharing, conferencing and other capabilities that contribute to the ability for employees, colleagues, partners and customers to collaborate.

These solutions have worked pretty well inside the enterprise in the wired environment. That’s because each client/server ecosystem has generally been created by one vendor, that has optimized all the components to work together. There have also been some strides toward extending certain features from the PBX to both the corresponding desk phone, and a mobile phone, such that both phones ring (a function called “twinning”). This is handy when the user is away. Some also allow the user to push a button to transfer the call from a mobile to a desk phone and vice versa.

At issue, however, is the diversity of mobile devices and their mobile OSs that are springing up in bring-your-own-device (BYOD) enterprise environments. UC was initially engineered for the wired workplace, and employees find that they have to modify their behavior to use mobile telephony and UC services, and they don’t like it.

Users have decided to dig in their heels. If something doesn’t work intuitively without training, and within just a few seconds, users tend to abandon the capabilities altogether. For better or for worse, the attention span and patience to learn new techniques for doing the “same old things” is nearly nil.

Consider telephony in its most basic form. There’s the corporate wired plan. There are pools of shared voice minutes for cellular, usually with one carrier or, for international companies, with one carrier per country. Employees want to make phone calls the same way regardless of what plan is at work in the background, and whether they are on a landline or mobile phone.

Enter BYOD: the enterprise is no longer in control of the mobile operators in use, or the devices. Unsupported devices can completely derail enterprise hopes and plans for UC deployments. Just how is all this interoperability, and getting a simple automated dial plan to users supposed to happen?

It’s getting to be time for the public and private mobile networks to merge in a way that masks all that complexity from users. In the way that the old Ma Bell phone network didn’t differentiate among the devices that connected to it (admittedly, because it built them all and made them all consistent), let’s envision a world in which the mobile network is the hub where dial plans, UC capabilities and mobile apps reside and are able to work consistently, regardless of the peculiarities of each user’s device. The magic would be ecosystem cooperation at the back end.

Sounds like an impossible dream, but it is something that could be rolled out, enterprise by enterprise, via in-building cellular equipment used to deliver mobile WAN signal. If we could get back to a telephony/UC network that requires no special software client on individual devices to deliver functions, but instead hosts the plans, apps and features in the cloud that work the same everywhere, we’d be a big step ahead toward user acceptance and happiness – and the ability to ditch the majority of clunky old desk phones for good.

– Joanie Wexler, Guest Blogger

From Outside-In to Inside-Out

September 3, 2012

Small Networks and Digital Oxygen, Big Enterprise Services Future for Mobile Operators

What a difference a couple of years can make. We’re in the midst of a mobile industry in transformation – the most rapid change we have seen from the RAN equipment and services players since the move to CDMA/WCDMA over a decade ago. With the inclusion of Wi-Fi as part of outdoor macro networks and coffee and retail shops and Femto cells as a useful stand-alone access point for residential and small businesses, “small” is here to stay. Small, as in small cells, which embed 3G, Wi-Fi and LTE access functionalities into a small cell form factor as part of the overall macro network, lovingly referred to as HetNet (Heterogeneous Networks), is growing in importance as Small Cells are in strong consideration as infill networks for dense metropolitan areas where they complement the bigger Macro network. Since Mobile World Congress 2011, Deutsche Bank Securities has called for an answer to the “densification problem.” And we are “getting there” as an industry.

As we look to 2020 and ignore some of the ‘noise’ in between now and then, the pragmatic view is mobile networks will become more capable and agile with the use of Macro and Small Cell networks to better handle capacity requirements from consumers and enterprises. Since we will likely not see a 3GPP ‘5G’ term, we’re talking about a common service network infrastructure where Macro/Micro/Small Cells work in close tandem with intelligent physical and virtual routing of access and services.  In simple terms, vendors will help operators make better use of what they have, to deliver more capacity, when and where it’s needed.

Goldman Sachs expects small cells to drive 18% of RAN investment by 2016. The profound statement here is that the 18% may be able to handle as much as 80% of all the traffic. For proper context, keep in mind that indoor/outdoor multi-mode Wi-Fi/3G/LTE is part of this equation.

Scalable small cell systems are in the early days of making a bigger impact in metropolitan public access markets, and evolving to include all access technologies in various form factors. The next battleground is for sustainable ARPU and the enterprise markets.

Multi-Mode, Multi-Access Small Cells that can Scale to Demands of the Enterprise

Mobile operators want to acquire and retain valuable enterprise customers. For the next few years, ARPU growth for Western and USA operators will come from the medium to large enterprise segments. In many countries, ARPU for enterprise subscribers is twice as much as the ARPU for consumers.  Employees of mid-to-large sized enterprises constitute 15% of subscribers at major mobile operators like Vodafone, and contribute as much as 30% of their revenue. These enterprise customers are not only the most loyal and profitable customers that mobile operators have, but also the most demanding. They expect the mobile operator to deliver seamless wireless coverage in their facilities, to stay ahead of the rapidly growing demand for wireless capacity, and to offer innovative ways to solve business problems.

Often, enterprise subscribers are willing to purchase new services from operators, ranging from international roaming plans to mobile device management. However, to win these customers, mobile operators must provide high-capacity networks where business customers spend more than 80% of their working hours – indoors.

Enterprise small cells have emerged as the most promising technology to deliver high-capacity and 3G coverage inside offices. Analyst firms such as Infonetics, ABI Research, and Informa expect enterprise small cells to be the fastest growing segment of the small cell market. Infonetics Research expects enterprise small cells to grow fastest, contributing to over 50% of small cell investment by 2016. http://tinyurl.com/6ngeo83

ABI predicts small cells for enterprise deployments will catch up with DAS by the 2016 timeframe – reaching the $2 billion mark by 2016. (August 24, 2012: http://tinyurl.com/9o8gktv). The inside enterprise opportunity with a lower cost and more flexible system that can be deployed by-enterprise, by-floor, in days and not 9+ months, also means that operators are making better use of licensed spectrum indoors which have a positive impact on resources used by the outside macro. Our findings show that as many as 90% of medium to large enterprises in a metro area have cellular indoor coverage and capacity problems – which currently cannot be addressed cost effectively by mobile operators.

When properly accessed with a lower cost and scalable small cell solution, the amounts of pockets of un-used licensed spectrum inside metropolitan and campus office buildings in New York, San Francisco, London, Beijing, Singapore, Paris and Barcelona alone…could mirror the importance of discovering and utilizing the world’s largest crude oil deposits in Ghawar (Saudi Arabia) in 1948. Mobility spectrum (licensed) is the digital oxygen, and our industry’s equivalent to crude oil deposits.

But, scalable enterprise small cells cannot fulfill their potential without a deployment architecture that meets the performance expectations of enterprises and the business requirements of mobile operators. Enterprises expect small cell systems to provide seamless voice coverage, LAN-comparable mobile data throughput, and integration with local applications. Mobile operators need a solution that can be rapidly deployed, minimizes operating costs, is easy to manage, and scales – from small offices to huge multi-story buildings.

SpiderCloud’s small cell architecture, called E-RAN (Enterprise Radio Access Network), is designed from the ground up to meet the performance expectations of enterprises and larger venues (V-RAN) and the business requirements of mobile operators.

What makes a scalable small cell RAN different?

  • Seamless voice coverage, with make before break handovers
  • Consistently high data throughput, by managing inter-small cell interference
  • Policy-based integration with Enterprise Intranet and voice applications
  • Rapid deployment, with self organizing and self-optimizing algorithms
  • Enterprise-centered management
  • Lower operating costs through efficient use of backhaul
  • Scalability – from small enterprises to very large

SpiderCloud Wireless E-RAN systems are deployed in commercial networks. With 65 Radio Nodes and one Services Node deployed using SON over 16 floors in one green building in the heart of London, SpiderCloud is proud to lay claim to the world’s largest (consecutive and SON connected Radio Nodes) and most capable in-building small cell network for voice and data services, where the foundation for services is already in place. The world of mobile is indeed turning itself inside out and Digital Oxygen may be as valuable as crude oil by 2020. ?

Stay tuned, as we share more progress and adoption of the SpiderCloud Wireless small cell systems for scalable deployments inside enterprises and large venues.  You can request a meeting with us at any of these upcoming industry events.

You can also follow our progress at twitter spidercloud_inc and haraldsvik.

Ronny Haraldsvik
SpiderCloud Wireless