As we move along the wireless network’s roadmap, we see that carrier deployments have slowed down. This means that there will be more focus on private networks. Not only because the OEMs will be looking for new revenue opportunities, but because they can move their talent pools over to focus on smaller networks. That and 4G have matured while 5G is maturing.

On that note, keep in mind that private networks are a different beast, mainly because they are generally built for a specific need. That is unlike the carrier’s network which is built for the masses. There’s a good chance a private network won’t be for broadband but for data-only IoT or as a gateway for other networks to ride on like a backhaul.  

Also, 5G may not be an option, at least not in 2023. The thing is, not many devices for IoT are 5G capable, some are still 4G, LoRa, BLE, or maybe Wi-Fi. The private network may be put in for convenience, cost, or security. It doesn’t matter if it’s 4G or 5G, just so long as it serves the designated use case(s). So, the G doesn’t matter as much as the gateway. 

Also, think about the options you can offer, realistically. There should be a roadmap that ties the use case(s) with the technology. Then a timeline. Set expectations. Don’t over-promise something like Push-to-Talk (PTT) because they are working in 4G but are new to 5G. Be realistic.

I still see the push-pull between deploying DAS or small cells. That’s still an issue that depends on who implements the site. Will it be someone more comfortable working on a DAS system? Usually, if that’s the case the network will be public & private. If they lean towards small cells chances are good it will be private only.

Just so you know, I see a lot of DAS deployments when the carriers are involved. It’s what they know. It’s what they’re comfortable with. They don’t want to change their model unless forced to.

One more thing to keep in mind. These private networks can be very local. When you win one, it is normally in a specific city, Campus, or building. I believe that having a local installation and integration partner is the best. They can help keep costs down and build an ongoing relationship with the customer.

What do I know about partnerships?

Here is one thing I do know, partnerships matter. Carriers usually don’t want to take this on themselves because they want someone local and cost-effective who is experienced in DAS and/or private networks. As do OEMs that are used to working with carriers.

The local partner should be someone who knows what they’re doing. Sure, there may be a learning curve, but the carriers and OEMs want to work with someone they trust and will stick it out past the deployment into support. That is why I think the partner should be identified upfront and not treated as a contractor. They work better when they have skin in the game. By giving their name to the customer on day one, both reputations are on the line.

Another thing I know is that so many private networks that have been built so far are not living up to their full potential because of the way they were built. The teams built it hoping more customers would come. This is not the best plan. It would be good to have a use case with a roadmap that leads to adding use cases to the existing network. Groups that build this way can have a long-term sustainable network that could grow.

Finally, I see the carriers are increasing their interest in private networks. In fact, it’s becoming a priority in the larger carriers in the US. The budgets are moving away from the builds and expanding and now moving into the private network where the carrier can offload to a partner, share the cost of the build, and have a public/private network with their spectrum and a slice for the end user to use. Suddenly they’ve locked in customers for a very long time and will be expanding their footprint inside a venue. 

Create “the” Plan.

When working with the customer, have all involved to explain each team’s role and what the timeline for deployment will be. Be realistic. If you’ve gotten this far, then you should have already worked out a roadmap for services and features as well as devices.

Partners are key! My plan would be to have the partnerships become the new normal. We do it for DAS networks and we should do it for private networks. A local partner who knows the business would be of great value before, during, and after the deployment.

These partnerships could be with OEMs, integrators, carriers, and customers. This is a team effort and if everyone’s name is on the end product, then everyone will be responsible for the network and the growth of said network. 

Carriers and OEMs will need to work with integration partners. Do not treat them as vendors, but as partners that know what they’re doing and will put their names on the network. I see OEMs that think it has to have their brand all over it and then they bleed money because they have to call the integrator back in to resolve many issues that may have been overlooked.

Integrators will generally stick with the customer. They also have the patience to sit with a customer that wants to cover a warehouse, say maybe 10 radios, whereas an OEM may scoff at such a small project. They won’t want to spend 6 weeks closing this deal when the integrator will have the patience to see the bigger picture. 

Local teams build relationships and are always looking for new business. It makes sense to partner with them and be there when they call on you. Think of the days when Motorola had so many smaller local shops pushing their public safety networks. That was a great sales model back in the day. Sadly, Motorola let that model fall apart. While they still have partners, things just declined. Oh the good old days.

Cores are hard!

I think today’s choices of cores are wonderful. So many people say they want to do it on their own. My GOD that is a lot of work and money right up front.

The only reason the core decision today is hard is because you have so many choices. On the high end, you could choose to build one, Nokia or Cisco, but why? Doesn’t it make sense that the customer has something simple and cost-effective? Something they won’t have to maintain themselves. They don’t understand the core and will rely on the integrator to recommend something that makes financial sense along with being super reliable.

I think that Nokia’s NDAC is a great way for someone to get started. But, you also have Microsoft, Amazon, and Google that have options for a core. Why not start there and then grow as you need to? Decide what your use case requires, shop features, price, and migration details. That’s when you can move ahead.

When picking a core, understand that the OpEx is what is going to drag you down. Make sure the end user understands the ongoing costs of maintaining a core and all the devices attached to it. This is where so many OEMs and carriers miss the mark. They tend to gloss over the ongoing costs, which, for the small business it will be a big part of their IT budget. What OEMs often forget is that these small businesses IT budget could be a part-time kid that works for low wages, (high school or college kid), not an actual IT professional. I am not being a jerk, just stating that this is how many businesses operate and grow. 

Build a roadmap sooner than later;

You often hear the term, “Build it and they will come”. Who will come? Why will they come? For what? When?

I think it’s best to lay out a high-level roadmap upfront. This won’t limit you, but it can help you expect realistic expectations. Be honest about moving ahead.

I don’t mean saying, think of what you can do, you can do this or that. No, what I mean is to be realistic, then identify where they are today, and then what they might want to add in the near future. Then, show them the timeline of when it will be available. You could do so much but don’t sell them what they will never want or need. Remember, features cost money. Build them a roadmap and timeline.

Most private networks are for data-only IoT, but voice may be an option. I am not sure if 5G PTT is necessarily ready for private networks, but it may be on the roadmap. They also have apps you could drop on a device. Understand the larger picture but keep focused on what they need today.

Don’t stop there, explain the cost impact of each service they may want. It may cost more to simply add a feature or maybe a new radio is required. Not just CapEx, but also OpEx.

How do all the networks tie together? What data can be collected? How will it be collected? What is the process for these new analytics?

The increase in OpEx should be explained. As you add services, radios, applications, or additional data collection, it may add costs. 

Data collection is often overlooked. This should be one of the key components for small manufacturing or shipping businesses. It should be looked at and built upfront. Everyone likes more data to track in real-time what’s going on in the business. This is a feature that’s often undersold. Data is a key factor of having your own network. It is something the customer understands and might be using today. Data has value!!

Create a partnership roadmap!

What I mean by this is to work with the team, including the customer and end-user, to define where you expect to be in a year, 3 years, and 5 years. Not just the network, but how you all can be working together in the future. Defining this isn’t like adding Wi-Fi where a year later you could be buying from someone completely different. For something like this, you would expect a long-term partnership. That would include ongoing maintenance, upgrades, and support. That should be considered in the customer’s OpEx budget you create for them.

The integrator may be facing the customer for the next 5 years. They will be maintaining a constant dialogue with the customer over the maintenance and upgrades. They may even support data collection. 

For those of you that may have worked in public safety years ago, this is what it is like. You build out the radio systems and maybe the e911 system. Then you support the customer for years to come. They rely on you and to be honest, you make some great friends in the process.

Unfortunately, the carrier side is like that to a point, but not like solid partners. They have taken a lot of the friendship out of it in exchange for saving a few dollars.

So, what I would recommend is to build a roadmap to move ahead with the network and the relationship. A relationship roadmap if you will. This will help set the expectations for the next 5 to 10 years beyond integration.