Changing channels: small cell vendors find new path to market
Small cell vendors continue to tailor their solutions for carrier partners, but at the same time these companies are finding a new path to market through makers of Wi-Fi access equipment. This week both Alcatel-Lucent and SpiderCloud Wireless announced agreements with major Wi-Fi vendors. Alcatel-Lucent is partnering with Ruckus Wireless and SpiderCloud Wireless is teaming up with Cisco in a partnership that also includes telecom giant Vodafone.
Wi-Fi equipment vendors are learning that they can improve performance by combining Wi-Fi with cellular connectivity.
“Enterprises know that mobile technology has the potential to transform business,” said Cisco this week in a press release. “But to do that the service has to be universal, and has to work hand-in-hand with existing Wi-Fi networks.”
Cisco plans to resell SpiderCloud’s entire small cell portfolio branded as the USC 8000 series. In addition, SpiderCloud will develop custom small cell technology for Cisco. Vodafone will be the first service provider to deliver the mobile service to its enterprise customers.
Meanwhile, Ruckus Wireless will help Alcatel-Lucent commercialize its new Wi-Fi boost technology. Alcatel-Lucent’s Wi-Fi boost measurably enhances and extends Wi-Fi performance by moving the uplink to the cellular network.
“The channel into the building is potentially led by the Wi-Fi operators or the Wi-Fi providers, because now they are taking their Wi-Fi networks and they’re boosting them,” said Alcatel-Lucent’s VP of small cells Mike Schabel. “They’re giving customers a better experience.”
“We’re all trying to get in-building, but we’ve been trying to get in-building through the service providers,” said Schabel. “What this approach is doing is saying ‘This isn’t just public access into the building, this is the Wi-Fi network being made much better.’ So now all of a sudden we’re changing the value proposition.”
