A fully deployed DAS or in-building small cell system without the carriers’ signals is going nowhere fast. In today’s DAS market where the vast majority of buildings do not garner carrier funding, building owners need help to add signal sources from all carriers, as well as the base station equipment, to make their DAS operational.
That was the idea when Cheytec Telecommunications began a program called “Accelerate” in January. Cheytec has the ability to procure and license the wireless carrier-certified RF signal sources and the base station equipment required to power in-building systems, equipment that was previously only available directly to the wireless carriers. Through strategic partnerships, Cheytec is bringing that ability to DAS providers, facilitating sales to building owners and thus opening up the enterprise market.
“Accelerate is a program that matches where we are as an industry at this point, which is starting to pull the onus of capital contribution for in-building wireless systems out of the hands of the carriers to the control of the enterprise or building owner,” Ed Myers, regional VP, sales & marketing, Cheytec.
In the nine months since the program was announced, Cheytec has signed a dozen partnerships with systems integrators, such as SQUAN and Symphony Technology Solutions and CTS; and OEMs such as CommScope, ADRF, SOLiD and Zinwave. Plus, the program is available to certified CommScope integrators.
Adding 12 partners rapidly brought 500 salespeople to Cheytec’s channel, all of whom need to be educated on the program and also given coaching in selling solutions. Cheytec has an extensive training program, including a sales track and a technical track. Salespeople need to be prepped to hold a financial conversation with their customer instead of a technological one.
“We are pleased with the numbers of partnerships and activity in the channel,” said Myers. “We are trying to keep the number of partnerships small and productive. There is a lot to do with developing the relationships that we’ve got with our current channel.
Cheytec will add more companies eventually if they fit into its distribution strategy. “In choosing our partners, we are trying to be strategic in terms of looking at their market share and overall pipeline in development. We look at regional players that are active and national players on the OEM side, trying to extend the footprint of our program,” he added.
Along with Cheytec’s carrier signal agreements, the foundation for Accelerate is its RF-equipment ownership agreements, purchase and distribution, with Ericsson and Nokia, baseband units, radios and ancillary equipment to drive the indoor wireless equipment.
“Our relationships with the RF equipment OEMs were borne out of our work directly with Ericsson directly supporting one of its carrier customers. We were able to get a similar agreement with Nokia,” Myers said.
Myers will speak on “Enabling Carrier Connectivity in Enterprise Funded Buildings with panelists from SQUAN, Verizon and Comba Telecom at NEDAS NYC on Sept. 6.