Art King of SpiderCloud Wireless gave this presentation as part of the State of the Market workshop at Small Cells Champions Day in Rome, September 2015

1. © 2015 SpiderCloud Wireless, Inc.
Commercialization of Channels
Enterprise Small Cells
SCF Champions Day
Rome
September 2015

2. © 2015 SpiderCloud Wireless, Inc.
Resetting Our Perspective
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Common Wisdom and Echo Chambers
The Potential for Small Cells Infrastructure‐as‐a-Service in the U.S.
Cisco, Intel, SpiderCloud Sponsored Study
Third Quarter, 2015
https://igr-inc.com/Checkout/?ID=1209

3. © 2015 SpiderCloud Wireless, Inc.
Awareness
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4. © 2015 SpiderCloud Wireless, Inc.
Willingness To Buy
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5. © 2015 SpiderCloud Wireless, Inc.
Enterprise Small Cell Choice
§ Tool
– RF Engineering
§ Product
– Visible to more than RF Engineers
– Sales and Customer can ask for product

6. © 2015 SpiderCloud Wireless, Inc.
Small Cell Commercial Product Implementation
§ RAN deployment and operations lifecycle
– Including Systems Integrators
§ Enterprise Sales
– Materials, processes, training, and business operations
§ Value Added Services
– Materials, processes, training, and business operations

7. © 2015 SpiderCloud Wireless, Inc.
Decision Making – Operator and Channel Partners
§ Investment Threshold by Operator
– Size + Importance
§ SI Channel Partners
– Enterprise is complaining, but Operator cannot invest
– Systems Integrators provide quotes and ask for money every day
– Conversation: IP Backhaul “gates” are relaxing, even in premium providers
§ Enterprise IT makes decision with Systems Integrator and Account Manager
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8. © 2015 SpiderCloud Wireless, Inc.
Summary
§ Commercialization and Channels are the way forward
§ Value of Enterprise is too great to squander
§ Wi-Fi like price points and “IT Friendly” tech open the market like never
before
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9. © 2015 SpiderCloud Wireless, Inc.
www.spidercloud.com