Sales&Guide&for&& DASSoluons...

Sales Guide for DAS Solu0ons Hu3on U.S.

Hu3on Confiden0al for Internal Use Only

Introduc0on

Welcome to Hu3on’s sales guide for distributed antenna solu0ons (DAS). The purpose of this sales guide is to help you understand the customer profiles, the equipment landscape and the possible courses of ac0on once you have those ini0al discussions with exis0ng and prospec0ve customers. In addi0on to discussing DAS opportuni0es with your customers, the same Hu3on value proposi0ons and building of customer rela0onships s0ll applies.

•  What is DAS •  Customer Profiles •  DAS Suppliers •  Hu3on Advantage, Support, Resources •  Marke0ng Ini0a0ves •  Ac0on Items •  Reference Informa0on

Agenda

What is DAS?

•  Distributed Antenna Systems •  Used to distribute wireless signals throughout a building, structure or even a

neighborhood or city. In simple terms, it is the same as a cell site, but rather than going ver0cal up a tower, it is going throughout a building, stadium, or community.

•  Ac0ve DAS •  Uses ac0ve electronic components to distribute signal, usually over fiber op0c

cable to RF remotes. Remotes are then connected to a small number of antennas nearby. Can receive signal from a BDA or a radio base sta0on. Orders for Ac0ve DAS projects can be approximately $25k-‐$75k for small systems, $100k-‐$500k for mid-‐size projects and $1M-‐$5M+ for large venues.

•  Passive DAS •  Uses a BDA (Bi-‐Direc0onal Amplifier) to receive signal from off-‐air, boost it and

send it over coax inside the building. Usually used on smaller buildings of less than 100K sq _ for cellular or 500K sq _ for public safety. Orders for passive DAS systems are typically in the $5k-‐$25k range, or more.

Passive DAS Example

Ac0ve DAS Example

Could be outdoor coverage

Customer Profiles

•  Cellular Operator/Carrier •  AT&T, Verizon, Sprint, T-‐Mobile

•  DAS Integrator •  These are specialty companies that primarily focus on having a full turn-‐key DAS

offering.

•  Public Safety DAS Integrator •  Same as above only focused on public safety radio enhancement systems as

required by local code. •  3rd Party Operators

•  Companies like American Tower, Crown Castle, Extenet will build DAS systems and lease access back to the operators.

•  Tower Contractors •  Primary business is building macro sites and installing BTS units. May have a

group focusing on DAS or may do BTS installs only for DAS systems.

•  Low Voltage and Electrical Contractors/Resellers •  Generally local contractors that specialize in building infrastructure. Since cellular

DAS is becoming the 4th u0lity many new buildings have DAS solu0ons spec’d in.

Customer Profiles

•  Cellular Operator/Carrier •  Cellular operators were the first to adopt ac0ve DAS solu0ons. Originally it was

to improve the service of their large corporate clients. Now AT&T and Verizon are aggressively going a_er neutral host solu0ons. AT&T’s ASG (Antenna Systems Group) is the biggest. They have the biggest budget and the most proper0es and con0nue to aggressively build out. Verizon is a strong contender.

•  Key Product Opportuni0es •  AT&T – Holds na0onal contracts for the ac0ve gear and generally buys direct.

Occasionally they will have the VAR buy the equipment. It varies with the passive equipment, and must adhere to strict list of approved products.

•  Verizon – Varies by region. Some buy direct, others buy through their install partner. S0ll only applies to ac0ve gear, passives bought by integrator. But they have a strict list of approved passives, RFS coax, PPC connectors, CSS/JMA antennas, Galtronics antennas, CSI and Microlabs spli3ers and more.

•  Sprint – Holds na0onal contract on ac0ve gear. Passives bought by installer. They do not have a list of approved passives,.

•  T-‐Mobile – has just recently established a na0onal DAS team.

Customer Profiles

•  DAS Integrator •  Specialty DAS integrators represent the most consistent dollar opportuni0es,

though with some caveats. Some carriers (AT&T & Sprint) have na0onal contracts and purchase their ac0ve equipment direct from the manufacturers. So integrators doing installs for AT&T and Sprint and some Verizon regions are buying only the ancillary items such as antennas, coax, spli3ers, fiber…

•  Key Product Opportuni0es •  Ac0ve DAS gear •  Coax – ½” RFS plenum, connectors, small coax jumpers, low PIM jumpers •  Antennas – CSS/PPC Tru-‐Omni and panels, Galtronics, Signal Inside on non carrier

funded projects •  Spli3ers – CSI Clearlink, Microlabs for carrier funded, SII for non •  Fiber – Corning, Amphenol and Draka fiber and components •  Wire management and racks – Bud, DDB, L-‐Com

•  Customer Examples •  ARQ, BNS, Wireless Services, Acela, WIN, Engineering Wireless,

Customer Profiles

•  Public Safety DAS Integrator •  Similar to the DAS Integrator except they specialize in public safety solu0ons.

Many buildings can use a passive DAS system consis0ng of a BDA and coax, spli3ers, antennas, whereas the larger buildings may need an ac0ve DAS.

•  Many of the tradi0onal two-‐way radio dealers are also doing public safety DAS. •  Public safety does not require as strong a signal, so the less equipment is needed.

•  Key Product Opportuni0es •  Ac0ve DAS gear – for buildings 500k sq. feet or more •  BDAs – G-‐Wave, CSI, EMR, TX-‐RX. Picks up the off-‐air signal rebroadcasts inside •  Coax – ½” RFS plenum, connectors, small coax jumpers •  Antennas – Since carrier approval is not an issue we can use Signal Inside, Larsen, PC

Tel, Comtelco and just about any antenna supplier. •  Spli3ers and passives -‐ Signal Inside, CSI, Microlabs •  Fiber – Corning, Amphenol and Draka fiber, only for ac0ve systems •  Wire management and racks – Bud, DDB, L-‐Com

•  Customer Examples •  PCS Mobile, General Comm, Commtech Comm, SEI Comm

Customer Profiles

•  3rd Party Operators •  The big tower owners have figured out that DAS is just another chunk of real

estate. Instead of a piece of land or a roo_op, they control the en0re building, install a solu0on capable of serving all the operators and lease access to the DAS system.

•  Some of these operators specialize in just DAS systems, no towers.

•  Key Product Opportuni0es •  Ac0ve DAS gear •  Coax – ½” RFS plenum, connectors, small coax jumpers, low PIM jumpers •  Antennas – CSS/PPC Tru-‐Omni and panels, Galtronics •  Spli3ers – CSI Clearlink, Microlabs, Signal Inside •  Fiber – Corning, Amphenol and Draka fiber and components •  Wire management and racks – Bud, DDB, L-‐Com •  Offering our supply chain logis0cs services for a complete bundled solu0on with

kiong, staging, etc., can be key with these companies.

•  Customer Examples •  American Tower, Crown Castle, Extenet, Mobili0e, Boingo, Insite Wireless

Customer Profiles

•  Tower Contractors •  Many of the turf contractors will have a segment focused on DAS. These groups

within the tower contractors fit the descrip0on of the DAS Integrator and are excellent prospects. However many of the tower contractors will only pull the coax or install the BTS. If installing the BTS only they offer us limited opportunity.

•  Key Product Opportuni0es •  Ac0ve DAS gear •  Coax – ½” RFS plenum, connectors, small coax jumpers, low PIM jumpers •  Antennas – CSS/PPC Tru-‐Omni and panels, Galtronics •  Spli3ers – CSI Clearlink, Microlabs, Signal Inside •  Fiber – Corning, Amphenol and Draka fiber and components •  Wire management and racks – Bud, DDB •  DAS Trays – Westell/CSI, Kaelus, Microlabs

•  Customer Examples •  Goodman, MasTec, SAC Wireless, MTSI, Perfect Wireless, Wes-‐Tec, Mo0ve

Customer Profiles

•  Electrical/Low Voltage Contractors/Resellers •  As public safety is being required in new construc0on and cellular DAS is

becoming the 4th u0lity the companies that construct buildings are geong into the game.

•  Key Product Opportuni0es •  Ac0ve DAS gear •  BDAs – G-‐Wave, CSI, EMR, TXRX •  Coax – ½” RFS plenum, connectors, small coax jumpers, low PIM jumpers •  Antennas – CSS/PPC Tru-‐Omni and panels, Galtronics, Signal Inside, Larsen, PCTel •  Spli3ers – CSI Clearlink, Microlabs, Signal Inside •  Fiber – Corning, Amphenol and Draka fiber and components •  Wire management and racks – Bud, DDB

•  Customer Examples •  Redwood Electric, Cochran/DAS Simplified, McKinstry

Ac0ve DAS Suppliers

Where there used to be only 3 (MobileAccess, Commscope, TE) there’s now many. But the big 3 s0ll dominate the market with Solid fast gaining market share. •  Corning * (formerly MobileAccess) •  Solid * •  Commscope (formerly Andrew, Mikom) •  TE Connec0vity (formerly Tyco, ADC, LGC) •  Teko (owned by JMA) •  BTI •  DeltaNode (owned by Bird/TXRX) •  Zinwave ** •  ADRF ** •  Axell ** * Distributed by Hu3on, **We can sell, but non-‐strategic

DAS Suppliers – Strategic with Hu3on

Corning , formerly MobileAccess •  Profile

•  Corning is one of the leaders in the industry with similar market share to Commscope. They offer 5 dis0nct product lines including, MA1000 single operator (value plarorm), MA2000 neutral host plarorm, HX medium power, GX high power and the ONE, advanced fiber to the antenna solu0on

•  Sold by •  Direct to AT&T and Sprint through na0onal contracts •  Distributed by Hu3on, Tessco, Anixter, CSC, Graybar, Accu-‐tech •  All enterprise sales funneled through their channel •  Some carrier projects are purchased through channel

•  Strengths •  Broadest product line, approvals with major carriers, strong sales and

technical support, good product delivery, channel centric, name brand fiber solu0ons, innova0ve.

•  Weaknesses •  Over-‐distributed,


Corning , formerly MobileAccess , con0nued.. •  Requirements -‐ Communica0on about opportuni0es is cri0cal for

Corning. Thus, it is necessary to implement repor0ng procedures effec0ve immediately. •  Contact Lori to confirm discount level. •  All quotes and orders for Corning ac0ve product (MOB) are to be emailed

to: DAS-‐Sales (internal email group) •  When entering a SO for MOB product, the fields at the end of order entry

for the customer and project details must be completed accurately. •  All requests for Corning fiber need to include the customer name and a

project reference in the subject line. If it is a carrier-‐related DAS project we receive the best possible pricing. If this info is not provided, we do not receive as good of pricing.


Corning , formerly MobileAccess , con0nued.. •  Prime Opportuni0es – Following represents the most significant

opportuni0es. •  Verizon and Verizon Contractors –discount advantage, incen0ves for

bundling ac0ves with Corning fiber, such as extended warranty and volume rebate.

•  3rd Party Operators – compe00ve pricing and logis0cs offering of bundling, staging, kiong

•  DAS Integrators -‐ ac0ve gear when sourcing for carrier projects and also for enterprise projects

•  Tower Contractors – ac0ve gear when sourcing for carrier projects •  Corning fiber sales for all Ac0ve Fiber DAS projects and to all customer

types involved. •  All customer types – projects for which the ONE product is applicable or

specified; typically in enterprise applica0ons.


Solid •  Profile

•  Introduced to the US market only 5 years ago, Solid is a Korean company with many patents on op0cal innova0ons. They have literally taken the market by storm and probably gained more market share than any other new DAS supplier. They offer 2 primary plarorms, Express for public safety and single operator and Alliance for mul0-‐operator.

•  Sold by •  Distributed by Hu3on and Graybar, though Hu3on will be the ONLY stocking

distributor and we will have a cost advantage over Graybar. •  Many experienced VARs across the country have become Cer0fied partners. •  Being used in some Verizon markets and seeking approvals at AT&T.; Sprint

approved. •  Express Public Safety product is exclusive to Hu3on.

•  Strengths •  Innova0ve products, they have a public safety only solu0on and can

incorporate VHF and UHF into the DAS, limited distribu0on with Hu3on developing preferred rela0onship, very compe00ve pricing

•  Weaknesses •  Rela0vely new to market,

Solid, con0nued.. •  Requirements

•  All of Hu3on sales team needs to complete SOLiD Univ. •  Poten0al VARS must complete SOLiD Univ. as a prerequisite to

a3ending Cer0fica0on Training. •  Prior to quo0ng, contact Lori to confirm VAR status and discount.

Cer0fied VARS receive 40% off list, non-‐cer0fied receive 30%. •  It is necessary to include a line item on quotes and orders for a fee

of 3% for the required ACT33 process conducted prior to shipment, which also includes the shipping cost.


Solid, con0nued.. •  Prime Opportuni0es

•  All customer types -‐ requirements for the Express Public Safety product, which is exclusive to Hu3on.

•  Public Safety DAS Integrator or the Low Voltage and Electrical Contractors/Resellers -‐ Ac0ve DAS that includes public safety frequencies.

•  Public Safety DAS Integrator or the Low Voltage and Electrical Contractors/Resellers -‐ Enterprise projects that are specified as SOLiD.

•  All customer types -‐ supply chain logis0cs opportuni0es that include SOLiD as a specified OEM.


DAS Suppliers -‐ Passive Components

While passive components are not as high of a dollar value as the ac0ve gear, they can add up to a substan0al amount of business. On large venue projects the passives alone can be in the six figure ranges. •  Antennas – CSI, CSS/PPC, Galtronics, Signal Inside, Laird, many others •  Coax and connectors – typically ½” plenum, such as RFS-‐ICA12-‐50JPL

and RFS connectors, however Verizon specifies PPC •  Fiber – possibly the biggest opportunity in passives. Can easily be

$100K+ and we have the world’s most recognized brand •  Spli3ers and couplers – Signal Inside or if carrier approval is required,

CSI and Microlab •  Jumpers – Lots of jumpers are required in a DAS. Low PIM superflex

or others like Times SPP and TFT series, MicroLabs or SII. Also SatPak for RG-‐142 type jumpers.

Hu3on’s Compe00ve Advantages

•  Hu3on has over 10 years of experience in servicing the in-‐building DAS market. Other distributors such as Anixter, Graybar, CSC and Accu-‐Tech have only been in the space for a few years, but are gaining trac0on. Talley does not have access to the Corning or SOLiD product lines and does not seem to be a significant player in Ac0ve DAS. Tessco is a strong compe0tor though.

•  Hu3on has a pricing advantage with Corning, as we are considered to be a carrier distributor and thus, can support most carrier-‐level discounts (except for AT&T). Anixter, Graybar, CSC and Accu-‐Tech are considered Corning enterprise distributors and do not receive as high of a discount as Hu3on. However, we do have to adhere to enterprise discount structures when quo0ng enterprise projects to our customers, and the Corning distribu0on discount structure may be moving to a program based on annual volumes.

•  Hu3on is the only stocking distributor for SOLiD and thus has a pricing advantage. Although, Graybar does have access to the products, except for, the Express public safety product line. The Express public safety is available exclusively through Hu3on. All purchases for that product come through Hu3on. We can support carrier discount levels but is low margin and so not the primary focus. Public safety and enterprise opportuni0es are our most strategic offering with SOLiD.

•  Hu3on has made significant inventory commitments to stocking Ac0ve DAS hardware, with both Corning and SOLiD.

•  Dedicated management support of sales efforts and for coordina0on of all related business ac0vi0es.

•  Hu3on provides excep0onal technical resources. In addi0on to the support Mike B. provides, Mark Billets is geong up to speed on u0lizing iBwave for in-‐building designs. We now have 2 iBwave licenses available for use in the U.S.

•  We are puong in place a dedicated fiber resource to facilitate the quo0ng process and follow up for pricing review to increase success rates.

•  New VAR Recruitment efforts by Kathy M. List of 160 CMA VARS to be cul0vated and BDM’s engaged as applicable. Assist in coordina0ng new DAS customer leads.

•  Our Opera0ons team has been trained and capable of conduc0ng SOLiD’s ACT33 process which provides another 3% in sales revenue.

•  Product specific training being scheduled for sales team with suppliers.

Hu3on Support & Resources

unch •  DAS webinars – schedule coming soon •  Mission Cri0cal -‐ Public Safety DAS Campaign •  Enhanced Hu3on website content – DAS and Supplier pages •  Email and Call Campaigns •  Events:

–  IBTUF – Verizon and Verizon VARS, Jan. –  NE DAS events – March, July, Oct., Dec –  IWCE – public safety DAS, March –  Hu3on/Corning VAR event, Spring –  HES – Public Safety DAS seminars with SOLiD, quarterly –  DAS & Small Cells Congress, June –  APCO, Aug. –  CTIA, Sept. –  HetNet Forum, Oct. –  Small Cells Americas, Dec.

Marke0ng Ini0a0ves – Create a Buzz!

•  Contact and set appointments with Verizon contacts and VARS prior to IBTUF. Make the most of this event and associated networking opportuni0es.

•  Pursue 3PO’s to pitch Hu3on value add services, SiteMACS, to: American Tower, Crown Castle, Extenet, Boingo, Insite Wireless. Also to large contractors, such as Goodman, possibly AT&T.

•  Iden0fy which accounts in your customer base/market/territory fit the profiles men0oned. Research beyond your customer list.. $MILE & DIAL FOR DA$ DOLLAR$!!

•  Follow-‐Up on DAS and fiber quotes – Feedback is cri0cal •  As marke0ng campaigns are launched, ac0vely promote and discuss with

your customers and prospects.

Ac0on Items – Carrier Contractor Team

•  Iden0fy which accounts in your customer base/market/territory fit the profiles men0oned. Research beyond your customer list.. $MILE & DIAL FOR DA$ DOLLAR$!!

•  As marke0ng campaigns are launched, ac0vely promote and discuss with your customers and prospects.

•  Follow-‐Up on DAS and fiber quotes – Feedback is cri0cal •  Recruitment with SOLiD of Public Safety DAS VARS

–  Lead Genera0on –  Services Referrals –  Training Registra0on

Ac0on Items – Dealer/ENT Team

•  Complete website content prior to IBTUF •  Finalize 2015 DAS Supplier marke0ng plans and schedules for webinars, HES, other events

•  Review and Refine H0 price levels for INB passive products

•  Con0nue inventory ini0a0ves for passive products •  Implement Hu3on customer loyalty/VAR program •  Con0nue pursuit of several new supplier prospects •  Develop end user lead genera0on program

Ac0on Items – Management Team

•  Ask your customers. Are they involved with in-‐building DAS projects? •  What is the extent of their involvement – full turnkey, cable pulling/ rack and

stack, BTS integra0on •  Determine what type of DAS products your customers are buying – ac0ve

DAS, BDA’s/Repeaters, cabling products, antennas, passives, fiber products •  For the products they purchase, what are their preferred or required brands? •  Do they require carrier approved products or are their applica0ons for public

safety and/or enterprise. Could be all of the above in some cases. •  From where do they currently purchase DAS products – suppliers directly,

through distribu0on? Iden0fy what is the fit for Hu3on and Hu3on suppliers. •  What is the customer’s primary mo0vator – engineering support, pricing,

availability, logis0cs support. Perhaps all of these factors. •  If engineering support is needed, engage Mike B. – a great resource! •  If there are concerns with pricing or availability, engage Lori B. Let’s not lose

on price! Input regarding stock for your customers’ needs is valuable.

Ask your Customers – Topics for Discussion

Reference Informa0on

DAS Suppliers – Compe0tors

•  Commscope (formerly Andrew, Mikom) •  Profile

•  One of the market leaders as one of the first fiber DAS solu0ons and a well recognized name. Their plarorms include the decades old ION-‐B, the new ION-‐U and the high power ION-‐M. They offer power levels from 100mw to 20 wa3s and with their interna0onal dominance they tend to have a wider variety of frequency bands offered.

•  Sold by •  Direct to all carriers and 3rd party operators. •  Distributed by Tessco, Anixter, Graybar, Primus, Talley

•  Strengths •  Well established name, good variety of solu0ons, strong carrier sales and

marke0ng efforts, good exposure to the enterprise through their Commscope enterprise cabling channels, leader in enterprise applica0ons, spends big dollars on marke0ng and customer apprecia0on.

•  Weaknesses •  Slow delivery, difficult to work with

DAS Suppliers -‐ Compe0tors

•  TE Connec0vity (formerly Tyco, LGC, ADC) •  Profile

•  As one of the top 3 DAS suppliers TE has strong rela0onships with the carriers. They are also well known for their fiber solu0ons. TE uses a unique technology that digi0zes the RF and sends it over fiber to intermediate units where it’s converted to RF, sent over low cost 75ohm coax (RG59, RG6) to the antenna remotes. Their plarorms include Fusion, Spectrum and Prism

•  Sold by •  Direct to all carriers and 3rd party operators. •  They list about 30 distributors on their web site. But they don’t seem to get

a lot of trac0on through distribu0on. •  Started recrui0ng VARs to sell to the enterprise about 2 years ago.

•  Strengths •  Well established name, good variety of solu0ons, strong carrier sales and

marke0ng efforts, first to market with direct CIPRI interface at the head-‐end, leader in the oDAS market.

•  Weaknesses •  Very factory direct sales model in the past, history of reliability issues,

acquisi0on by TE created a lot of internal fric0on and they lost a lot of good people.

DAS Suppliers – Compe0tors new to market

•  Teko (owned by JMA) •  Profile

•  Owned by JMA, Teko is designed by the same group in Italy that designed the original Andrew ION-‐B equipment. Currently they have a limited plarorm, but using tried and tested technology it works well.

•  Sold by •  Currently all factory direct to carriers and VARs.

•  Strengths •  Well established rela0onship with Verizon through their PPC/JMA brand

products, well established technology with improvements integrated such as single fiber to the remote

•  Weaknesses •  New to the DAS market at a 0me when there’s lots of new compe0tors

DAS Suppliers – Compe0tors new to market

•  BTI •  Profile

•  Founded in 1999 building RF amplifiers they have made a small name for themselves in the oDAS market.

•  Sold by •  Direct sales

•  Strengths •  Mostly outdoor, high power type equipment.

•  Weaknesses •  Limited name recogni0on

•  DeltaNode (owned by Bird/TXRX) •  Profile

•  Swedish based company recently purchased out of bankruptcy by Bird/TXRX. •  Sold by

•  Direct in USA, Gap Wireless in Canada. •  Strengths

•  Unknown •  Weaknesses

•  Technical and support issues from what we have heard.

DAS Suppliers – Hu3on has access but not strategic

•  Zinwave •  Profile

•  A UK based company with a very innova0ve fiber based solu0on. We are s0ll partnered with them, but at a VAR level. Their solu0on is the only one that does not require filtering at either head-‐end or remotes making their solu0on small and very flexible. It accepts any frequency between 150Mhz and 2.5Ghz which allows it to be used for non-‐standard applica0ons as well.

•  Sold by •  Direct and limited VARs

•  Strengths •  Innova0ve technology, frequency agnos0c, fiber to the antenna

•  Weaknesses •  Limited brand recogni0on, limited sales and marke0ng budget/exposure,

technology is not well accepted by the carriers.


•  ADRF •  Profile

•  A Korean based company well known for their off-‐air repeaters. They recently got into the fiber DAS market


•  Strengths •  Rela0ons with Verizon and Sprint through their repeater sales

•  Weaknesses •  Small US exposure, limited sales and marke0ng


•  Axell •  Profile

•  UK based company with innova0ve filter and amplifier technology. A couple years ago several companies were acquired and were renamed Axell, most prominent were Dekolink and AFL. They are best known for their public safety and government off-‐air repeaters (BDAs), though just recently they announced an all CPRI based digital DAS.


•  Strengths •  Innova0ve filter technology, strong government market name recogni0on,

strong marke0ng campaigns, experienced people in the US, good public safety solu0ons

•  Weaknesses •  Rela0vely new to fiber DAS, all engineering done Europe/Middle East so

response 0mes are slow, slow delivery.

Reference Dic0onary

AWS -‐ Advanced Wireless Services -‐ Wireless spectrum band used to transmit data and voice services. It uses frequencies 1700 MHz for uplink and 2100 MHz for downlink BBU -‐ Baseband Unit -‐ The part of a telecomm processing unit that processes the baseband por0on of a signal BDA -‐ Bi-‐Direc0onal Amplifier -‐ BDA’s boost wireless cellular signals and are commonly used as part of over-‐the-‐air DAS systems deployed in smaller venues BTS -‐ Base Transceiver Sta0on -‐ A high power radio-‐frequency sta0on deployed by carriers for iDAS and oDAS installa0ons CDMA -‐ Code Division Mul0ple Access -‐ The CDMA air interface is used in both 2G and 3G networks. It's a "spread spectrum" technology, allowing many users to occupy the same 0me and frequency alloca0ons in a given band/space. (Source: www.cdg.org) CPRI -‐ Common Public Radio Interface -‐ A protocol used for digi0zed radio base sta0ons to communicate with remote nodes CWDM -‐ Coarse Wave Division Mul0plexing -‐ An op0cal technology that typically allows up to eight separate signals over a single strand of fiber op0c cable using different wavelengths. This technology is useful in linking DAS Head-‐Ends with a BTS hotel loca0on DAS -‐ Distributed Antenna System -‐ DAS is a network of antennas designed to provide coverage (wireless signals) to an area with li3le or no otherwise coverage. This could be inside a building or a small defined geographic region. DL -‐ Downlink -‐ Downlink describes the direc0on of traffic from BTS & DAS Head-‐Ends to a user’s handset or portable device eNB -‐ Evolved Node B -‐ An Advanced Base Transceiver Sta0on (BTS) with an integrated controller, allowing for faster response 0mes

Reference Dic0onary

FDD -‐ Frequency Division Duplex -‐ FDD requires two separate communica0ons channels. Most cell-‐phone systems use FDD. The newer LTE and 4G systems use FDD. Cable TV systems are fully FDD. (Source: Electronic Design) GSM -‐ Global System for Mobile Communica0ons -‐ It's a cellular technology used to transmit voice and data. GSM operates in the 900MHz and 1.8GHz bands in Europe and the 1.9GHz and 850MHz bands in the US. (Source: www.gsma.com) HetNet -‐ Heterogeneous Network -‐ A system of network coverage consis0ng of many components, possibly including macrocells, small cells, oDAS and iDAS. A HetNet is designed to increase network density and add capacity for be3er user experience in a given area such as a city center iDAS -‐ Indoor Distributed Antenna System -‐ DAS deployed in an indoor seong LTE -‐ Long Term Evolu0on -‐ High speed wireless data network and standard MIMO -‐ Mul0ple In Mul0ple Out -‐ MIMO is a technology that accelerates data transfer, spreading transmission power over mul0ple antennas instead of only one (SISO) NF -‐ Noise Figure -‐ A figure used by RF engineers to determine the degrada0on in the signal-‐to-‐noise ra0o in a wireless network, measured in decibels (dB). Lower NF values indicate a highly performing network. This is especially true for LTE oDAS -‐ Outdoor Distributed Antenna System -‐ DAS Deployed in an outdoor seong PIM -‐ Passive Intermodula0on -‐ PIM occurs when passive components such as connectors, diplexers and couplers are used to channel mul0ple wireless signals. Lower PIM ra0ngs indicate an overall high quality network. PIM is tested and measured in dBc (decibels rela0ve to the carrier). Measurements below -‐150 dBc are considered low, although some carriers now require passive components to be rated in the -‐160 dBc range

Reference Dic0onary

RAN -‐ Radio Access Network -‐ The por0on of a cellular network which includes a BTS. It allows users to access the core networks of wireless carriers RRH -‐ Remote Radio Head -‐ A radio control panel connec0ng to a remote radio receiver RRU -‐ Remote Radio Unit -‐ A radio node deployed as part of an iDAS infrastructure. RRUs are usually connected with a DAS Head-‐End via fiber op0c cable. Each DAS Head-‐End can support mul0ple RRUs depending on the installa0on type SINR -‐ Signal to Interference plus Noise Ra0o -‐ A ra0o used by wireless RF engineers to determine the quality of a wireless network. It relates a par0cular transmi3er antenna’s signal power to the total power received by all receiver antennas in the system with the noise in the system SISO -‐ Single In Single Out -‐ SISO is a type of antenna configura0on using only one antenna, as opposed to MIMO, which uses several antennas and is faster Small Cell -‐ A network of radio access nodes designed to increase the density of a wireless network. Enclosures are typically no larger than 17 cubic feet, with antennas no taller than 3 feet. Range is generally from 10 to several hundred meters. TDD -‐ Time Division Duplex -‐ TDD uses a single frequency band for both transmit and receive. Then it shares that band by assigning alterna0ng 0me slots to transmit and receive opera0ons. UL -‐ Uplink -‐ Uplink describes the direc0on of communica0on from a user’s handset to a DAS Head-‐End or BTS WDM -‐ Wave Division Mul0plexing -‐ An op0cal technology that allows for the transmission of two separate signals over a single strand of fiber op0c cable. In iDAS and oDAS environments, such technology is usually used to op0cally connect a DAS Head-‐End with a Remote Unit

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