Sales How to Guide
Selling Spotwave - It’s Easy!
Spotwave brings the
outdoor signal
inside - giving your
Spotwave's indoor wireless coverage products are intelligent systems that
seamlessly bring the outdoor signal inside. We offer a simple affordable effective
solution for carriers and large and small enterprises to enhance their coverage and
maximize their return on investment in wireless technologies.
customers’ clear
Understanding the Basics about our Product
voice call quality &
The SpotCell® family of indoor coverage systems is the solution of choice for
wireless carriers, large enterprises and small-medium business customers requiring
reliable, "always-on" indoor wireless connectivity. The products provide coverage for
spaces as small as a home office, up to 100,000 sq ft. SpotCell products are
carrier-specific, easily deployed, cost-effective coverage solutions for cellular and
PCS bands. Once installed, a SpotCell system requires no maintenance or
adjustments and is guaranteed to protect signal integrity under changing conditions.
high speed data rates
Enterprise Prospects
How our Systems Work
• Healthcare
• Manufacturing
• Warehousing
• Government
• Public Safety
• Fleet management
• Transportation
• IT Services
• Financial Services
Before Spotwave Signal transmitted by
the cell tower is blocked by the building
materials or surroundign landscape
After Spotwave Signal is captured by the
Spotwave system and retransmitted
inside the building
Sales How to Guide
Key Product Features / Selling Points of Product
Benefits to your
Customers’ Business
• Truly intelligent - adapt in real-time to changing network conditions
• Maximize your IT investment
in wireless technology by
ensuring devices can be
used indoors
• Built-in AutoTrac™ LEDs guide proper alignment to the base station
• Expedite communications
and responses between
management and plant
floor staff
• Guaranteed to protect carrier signal integrity as the network evolves
• Ensure that mobile workers
working with multiple
departments in multiple
locations have reliable cell
phone coverage
• Immediate access to critical
data and messages
• Ensure security and safety
for staff, and visitors in areas
like stairwells and parking
garages
• Ensure security and safety
for staff located in isolated
work areas
• Easy to install and don't require RF engineering services
• Maintain a consistent coverage area in your building and provide
maximum possible signal
• Quickly deployed to rapidly solve coverage problems.
• Once installed, the product is maintenance free - just set it
and then forget it!
• Can be used in smaller locations or can scale to
cover larger facilities
Target End Customer Profile:
• Enterprise customers that have invested in wireless devices such as cell phones,
PDAs, Blackberrys, Treos, Palmpilots, other handheld computers.
• Customers who have deployed enterprise applications like CRMs and ERP, or
inventory control software on wireless devices
• Enterprise customers that have invested in wireless devices such as cell phones,
PDAs, Blackberrys, Treos, Palmpilots, other handheld computers.
• Customers who have deployed enterprise applications like CRMs and ERP, or
inventory control software on wireless devices
Qualifying Questions to Ask of an Enterprise Customer
or of a dealer with Enterprise customers:
• Experienced dropped calls or poor call quality on your phones, or unreliable service on your PDAs?
• Got particular areas in your building(s) where wireless service is unreliable?
• A sales and support staff and senior management that are reachable when they
need to be?
• Deployed any of your enterprise applications on wireless devices - CRM systems,
Financial systems etc?
• Been able to use your devices to their full potential? Do you get feedback from
above to fix this - did you even know this was a fixable problem
• For those considering large distributed antenna systems - Do you really need to
cover the whole building, and what percentage already has good coverage?
What's the most cost effective way for them to ensure coverage for the most
users in the most places?
Sales How to Guide
Responding to and Overcoming End-Customer
Questions/Objections
Why shouldn't my carrier pay for this?
• Your carrier has invested heavily in the macro network ensuring that there are
cell sites broadly covering your area.
• Your carrier cannot control the materials that your building is made of, and
the location where it has been built - these are what is impacting your coverage.
• The money companies invest in things like coated glass (to save on air-conditioning costs) or building materials like steel and concrete, are the biggest
barriers to wireless signals penetrating your location.
• Your carrier cannot be expected to take care of indoor coverage in every
location in which their devices are used. Provisioning coverage becomes a
critical part of your wireless strategy and planning.
Why can't I have more than one carrier per system?
• Spotwave products are carrier specific in order to ensure that one product
does not impact another carrier's network, per carrier/FCC regulations.
There are other products out there on the market that will do more than one car rier for less money - why shouldn't I buy those?
• These products are not typically carrier approved because they are broadband repeater or booster, enhancing any wireless signals in the spectrum
and can create interference. A carrier has the right to ask you to remove anything that creates spurious signals and they go to great lengths to ensure this
doesn't happen.
• What is perceived as a "lower cost" product, often doesn't take into account
the fact that other parts have to be procured, from cabling, to extra antennas.
1-866-704-9750
• These products cannot be simply installed by your own staff because they
may require specialized RF tools etc. If they are not adequately tuned, they
can create interference or stop working for your altogether.
Telephone
• Because these products lack intelligence they are not guaranteed to provide
a stable coverage area.
Toll-Free in North America
1-613-591-1662
Email
[email protected]
Internet
www.spotwave.com
Next Steps:
Get fully trained and have one of your staff certified to handle installation!