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Becoming an Integrator in Mobility and A/V

Sunday, September 15, 20191:20 PM – 2:10 PM

David Eckel, National Market Manager & Emerging TechnologiesEric Toenjes, National Market Manager Mobility

This session is eligible for 1 Contact Hour.For these hours to appear on your certificate, you must:

– Have your badge scanned at the door

– Attend 90% of this presentation

– Fill out the online evaluation for this session:

For Reference of NECA 2019 Las Vegas Attendees Only 2

GROW WORKFORCERecruitment

Help spread the message

TRAINING AND EDUCATIONSupport local training

INNOVATION AND TECHNOLOGY

SoftwareBring solutions

ENHANCE LABOR PRODUCTIVITY

How do you help us do morewith less field hours?

Overview

• What is Mobility?

• Growth Opportunity

• Skills Needed

• What do I do next?

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Definitions

• Mobility, Wireless, In-building Wireless

• DAS = Distributed Antenna System

• Signal Booster

• Small Cell

• ERRCS – Emergency Response Radio Communication System = Public Safety DAS

• IoT = Internet of Things, Sensors & Controls– ZigBee, Wi-Fi, BLE, Cellular IoT

DAS Layout

6

Fiber in risers

Coax Cable

Remote Unit in IDF Closet

DAS Head-End

RF SourceBDA/Repeater/Base Station/Small Cell

in MDF Room

Antennas

Cell or Public Safety Tower Donor

Donor Antenna

AT&TVerizonSprint

T-MobileSwitch T-1 or Ethernet over Fiber

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Why is This a Great Growth Opportunity?

• Mobility market is $2B TAM + 18% CAGR through 2023• Rapid proliferation of devices – phones, tablets, laptops, IoT• 80% of use is indoors, quickly becoming wireless only• Connectivity is the 4th Utility• Major factor in customer experience• Public Safety code requirement• Higher in the Stack• 5G – very dense networks

– Requires Connectivity, Power at Edge

Costs

• iBwave licenses $40K

• RF Engineer - $100K annual salary

• Test Equipment $50K

Contractor Skills NeededInstallation• Pulling cable (Coax, Category,

Fiber, Composite fiber/copper)

• Termination & Connectorization

• Hanging antennas

• Rack & Stack equipment

• Rooftop antenna installation

• Carrier & AHJ relationships

• Coordination & requirements

• Benchmark signal testing

• Acceptance and annual tests

Technical• General Radio Operators License

(GROL)

• RF Engineer with iBwave certification

• DAS/Small Cell OEM Certifications

• Use of test equipment & post processing data for reports

• Commissioning expertise

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Becoming an Integrator in MobilityHire or Train needed technical skills

• Develop carrier/AHJ relationships

• Acquire test equipment & software

• Gain reputation

Partner with a turn-key integrator

• Quick and reliable solution

• Lack of project control

• Deal runs through integrator

• Margin stacking

Acquire an existing DAS integrator

• Established Business & Revenue

Subcontract technical services

• To an engineering services firm

• + OEM design services

• Instant, Project Control, Deal runs through EC, Cost specific to project

High Cost

High Risk

Long-term

Higher Margin

High Cost

Low Risk

Short-term

Higher Revenue/Margin

Low Cost

Low Risk

Short-term

Lower Revenue/Margin

Low Cost

Low Risk

Short-term

Higher Revenue/Margin

Where Do I Start?

• Code required in many municipalities – new construction & renovation

• Must install to gain Certificate of Occupancy

• Most solutions are passive DAS

• EC is higher in the stack (Division 27 Specs)

• Up to 25,000 sf per system

• Cover multiple cellular carriers

• Fill coverage holes or whole smaller buildings – up to 100K sf

• Installed as a kit from OEM

• Online carrier registration

• Easy to install, quick training, short sales cycle, high margins

Signal Booster Public Safety ERRCS

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Passive cellularSignal booster layout

Cellular Tower

Donor (Outdoor) Antenna

4 Carrier Booster

Ultra-Thin indoor (broadcast) antenna

50 ohm coax cable

Remote Monitoring

Selling Guide: What To Look For

• Any building with highly mobile people

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Selling Guide: Who to Talk to

• Operations or Facilities Mgr.

• Risk Manager

• Building owners & tenants

• C-Level

• Employee & Customer Satisfaction or Experience Manager

• IT Director

• Problem Owners

Questions?

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Complete the Online Evaluation

For more Information:

Visit us in Booth #2418