This document discusses distributed antenna systems (DAS) and provides information on why organizations need DAS, key terms, differences between cellular and public safety DAS, public safety DAS requirements, major elements of a DAS solution, types of DAS customers, concerns for transactional and new DAS customers, budgetary considerations, and options for leasing and financing DAS projects.

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Why DAS?
Why do our customers need a DAS?
• Better coverage and/or capacity
• Improved user experience (connectivity & battery life)
• Cellular as a means of primary and safety communications
• BYOD necessitates coverage for all carriers
• Liability, Certificate of Occupancy (CO), or Public Safety regulations
• Lack of Wi-Fi capacity and/or security concerns

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Key Terms
• Cellular  commercial frequencies 700 to 2500 MHz for 2G, 3G and 4G
• Public Safety  UHF, VHF, and 700/800 MHz
• Bi-Directional Amplifier (BDA)  Repeater
• Active System  Fiber based DAS
• Passive System  Coax based DAS
• Vertical Chase  Locations inside a building for vertical cable runs
• Authority Having Jurisdiction (AHJ)  local governing body
• Certificate of Occupancy (CO)  legal ability to occupy a building/facility

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Cellular DAS vs Public Safety DAS
Criteria Cellular DAS Public Safety DAS
Coverage
Area
Main public use / populated areas
Where people ARE
Total coverage including stairwells,
basements, equipment / storage rooms
Where people ARE NOT
Benefactors Building occupants First responders
Signals
Cellular voice and data
(700 to 2500 MHz)
Voice / Radio Communications
(700MHz, 800MHz, UHF, VHF)
Compliance
& Approval
Comply with carrier guidelines and
approvals
Comply with NFPA & IFC standards
and meet AHJ standards & approvals

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PS-DAS Requirements
1. More extensive coverage than cellular networks
• 95% coverage in all areas
• 99% coverage in ‘Critical Areas’ as defined by the AHJ
2. -95 db Minimum Signal Strength regardless of frequency
• Portable radios work in ALL critical areas
3. System Survivability
• Waterproof installation using NEMA 4/4X enclosures
• Generator and/or battery backup for ‘x’ hours
• System monitoring and alarm notifications
• Cabling requirements
National Fire Protection Association (NFPA-72) and
International Fire Code (IFC) standards :

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Major Elements of a DAS Solution
• Donor Antenna(s)
• Head End
• Bi-Directional Amplifier (Repeater)
• Cabling (coax or fiber)
• Remote Units
• Splitters/Tappers
• Antennas
• NEMA 4/4x Enclosures
• Back-up Power

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Complete offering scalable for any need
Public Safety BDA or DAS
(VHF, UHF, 700PS, 800PS)
Spot enhancement to
unlimited enhancement
Converged DAS
(Cellular & Wi-Fi)
Cellular and Wi-Fi on one
platform
DAS Solution Application Vendors
Cellular Boosters
Bi-Directional Amplifier (BDA)
Spot enhancement up to
25,000ft (Kitted Solutions)
Cellular DAS
(AT&T, Verizon, Sprint, T-Mobile)
25,000ftto unlimited indoor
and outdoor enhancement
(active and passive)

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Types of DAS Customers
1. Building Owner
2. Transactional
3. New to DAS
Three types of DAS Customers
Transactional
Typical
Concerns
• Price
• Stock and Availability
• Credit and Financing options
QuestionstoAsk
• Is the BOM all inclusive (including
active and passive gear)?
• How did you choose the material on
your BOM?
• How soon do you need this?
• Are you shopping around?
Cross-Sell
Opportunities
• Installation Supplies
Business / PropertyOwner
• Getting the CO
• Poor cell coverage is yielding
disgruntled tenants
• Current DAS is no longer adequate
• What is their budget?
• What is their timeline?
• How big is the space, how many users?
• Which carriers and is Public Safety or
Wi-Fi needed?
• Who is doing the installation?
• Power/Battery Back-up
• Test/ Measurement equipment
• Training
• Enclosures and Racks
• Spares
Newto DAS
• Can I succeed in DAS?
• How and where do I start?
• Can I afford to work with DAS?
• How do I get approvals?
• How familiar are they with DAS?
• Do they need solutions engineering?
• What is their budget and timeline?
• How big is the space?
• What frequencies are needed?
• How many users?
• Training
• Solutions Architects
• Test/Measurement Equipment
• IBWave Design Services (fee)

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The Middleprise Opportunity
• BDAs are not a viable solution for Cellular DAS
• BDAs address coverage, not capacity
• Carriers are less likely to approve BDA as a ‘signal source’ for Cellular DAS
• Moving towards BTS, Small Cells, eFemto Cell, etc.
• Adds significant cost to the system
• Growing Public Safety DAS Opportunities where BDAs have a play
• Concern is for coverage, not capacity
• Increasing regulatory requirements
• Motivated building/property owners looking to earn CO or provide quality
cellular coverage/capacity
Middleprise – the middle-enterprise market defined as venues of 100k to 500k square feet.

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What should I listen for?
• Poor coverage (choppy or drops)
• Bring your own device (BYOD)
• LEED Glass / Green Building
• Building is being remodeled / building a new facility
• Installing or upgrading Wi-Fi or structured wiring and networks
• CO (Certificate of Occupancy) requirements

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Transactional Customer Concerns
• Do we have access to the OEM’s being asked for?
• Is this a carrier-funded project, if so which one?
• What is the budget assigned to the project?
• Do we have competitive pricing?
• Does the customer have adequate credit?
• Will they need Financing?
• Do we have stock or how quickly can we provide product?

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New DAS Customer Concerns
Do they…
• Need help determining end-customer requirements?
• Have all of the proper equipment?
• Know how to design, install, and commission the system?
• Need DAS Training?
• Have relationships with key Carriers/AHJs?
• Need to consult with a TESSCO Solution Architect?

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2-Day DAS 101 Training…
Do they understand…
• RF Signal Basics?
• Bandwidths/Frequencies for CDAM, TDMA, GMS, AWS, UMTS, LTE, UL/DL Bands?
• Power levels from dBm to Watts?
• Complicated Free Space Path Loss Tables/Link Budgets?
• Basic set-up/adjustments of BDAs and POIs?
If not, this is the class for them!
• Ref SKU 574795, $815/seat
If your customer is reluctant to make this investment in their future, why should you
invest your time with them?

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Budgetary ROM vs Full Design
• ROMs offer fast turn and are typically within 20% of actual cost
• Full designs may be subject to a Design Fee (Reference SOP 1891)
• First order approximations can be handled by the DE!
• Designed amplifier projects can range from $8,500 and up
• Multi-carrier DAS projects start at $75K+, 60% being material
• A single-carrier DAS costs approximately $1+/sq. ft.
• A multi-carrier DAS costs approximately $1.50+/sq. ft. and can be designed to be
future proofed for additional WSPs later on
• A Public Safety DAS costs approximately $0.50-0.75+/sq. ft.
• Projects may potentially funded by a third party (Carrier Funded or Leased)

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Set Realistic Expectations Early
• Have the customer provide the following information:
• Incoming signal strength from roof of building
• Site survey / walk → complete design → provide official quote
• Initiate the Carrier Coordination process (based on location)
• For PS DAS, initiate Coordination with AHJ (Authority Having Jurisdiction)
• Design cycle time are generally 10-15 business days
• Advise of possible design/redesign fees

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In-Building Coverage Enhancement Worksheet
Coverage
• What is the scope area (indoor/outdoor,
type of facility, approximate sq ft)?
• What is budget and timeline?
Capacity
• How many users (expected # of devices)?
Frequency
• What wireless service provider(s) is it for?
• Is Public Safety required?
• Will Wi-Fi be needed / integrated?

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iBwave Heat Map Sample

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Leasing & Finance Options
Leasing
• Up to 5 year leases through TESSCO’s
partner Lease Corp of America (LCA)
• Leasing helps customers with budget
constraints and can provide accounting
benefits
• Customers can lease the product and
service
• LCA buys product from TESSCO and
pays TESSCO on delivery to customer
Financing
• TESSCO provides NET 30/45/60
financing terms
• TESSCO also works with partners to
provide terms of NET 60/90/120
• Partners include GE capital, Wells Fargo
and others
• TESSCO and/or Manufacturer can buy
down or subsidize the cost of extended
terms

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Where do I go for help?
• CTS for Kitted Solutions
25,000 ft and less (single kit)
$10,000 or less budget
• Solutions Architect for Custom Solutions
Lanka Karunaratne
Seth Sweetser
Tom Ulrich
• Product Managers for Vendor Support
Ramiz Taqi
Mark Rice