Sell The Benefits Of Standardized Wireless
An integrator earns a $100,000-plus deal with a utility company by demonstrating the value of a standards-based wireless MAN (metropolitan area network).
You might not think of the utilities market as a primary candidate for Wi-Fi solutions, considering that many utilities have used their own proprietary networks and meters for years. However, new industry regulations are changing all that. Electric companies, for example, now are being required to obtain a certain portion of their power from sources that produce fewer greenhouse gases (e.g. windmills, water turbines, solar panels). They're also incorporating smart meters and thermostats, which more accurately monitor energy usage and help customers conserve electricity.
Systems integrator and consultant Solana Technologies, Inc. has designed and implemented networking solutions for the past 20 years. One of the primary technologies the consultant sells is AMI (advanced meter intelligence) systems. Within the past couple of years, Solana Technologies has distinguished itself from its competitors by selling AMI systems that use standard wireless mesh technology to transmit meter and thermostat readings. The integrator recently won a consultation and training contract with a large West Coast utility and municipal (aka muni) power company, which illustrates Solana Technologies' strategy. "We worked with the muni power company previously and helped them build a wired network, which included a fiber-to-the-home project," says Joan McCaffrey, VP of sales at Solana Technologies. "The utility company received a mandate 12 months ago, requiring it to replace its legacy meters with wireless-enabled smart meters over the course of several years."
The muni power company initially looked at cellular-based systems as well as proprietary 900 MHz systems, but Solana Technologies was able to convince them to consider a third option. "Cellular-based systems have fluctuating costs and don't offer enough bandwidth to support multiple tenant dwellings, so it wasn't difficult to show them how this wasn't a viable option," says McCaffrey. "Like many utilities customers, however, we had to convince the muni power company that a 900 MHz, proprietary AMI system wasn't the best alternative."
Sell Secure, Expandable Wireless Solutions
Solana Technologies demonstrated a solution that comprised Tropos 5210 outdoor MetroMesh routers and SmartSynch SmartMeters, which are connected to a Cisco Systems-based 10 gigibits per second Ethernet wired network. For the pilot test, Tropos routers were mounted to streetlight poles and SmartMeters were placed in a few of the utility company's largest customers' buildings. "Our solution supports AES [advanced encryption standard] protection, plus it includes several features proprietary systems don't," says McCaffrey. "For example, our system supports automatic meter reading, unlike some systems which require a meter reader to drive by and point an RF [radio frequency] gun at the meter. Also, our system can be expanded to support fire, EMS [emergency medical services], and police response, plus it could be expanded to support public Wi-Fi access." The Tropos routers are NRTL (national recognized testing laboratory)-certified for outdoor use and are designed to support several thousand nodes without experiencing throughput or capacity degradation. Also, the Tropos APs operate at 2.4 to 2.483 GHz, use the 802.11 b/g protocols, and support VPN (virtual private network) session persistent roaming.
Based on its successful proof of concept, Solana Technologies earned the bid and will provide consultation (e.g. network design, site surveys) and training for a phased wireless MAN rollout, which will take place over the next four years. The next phase will include a $50,000 pilot test at the utility's 20-acre campus. Following the pilot, the muni power company will spend $1 million outfitting its largest customers with SmartMeters and implementing 80 to 100 Wi-Fi nodes. The final phase is estimated to cost around $5 million and cover most of the 18-square-mile town with Wi-Fi and SmartMeters. Over the next few years, Solana Technologies anticipates earning more than $100,000 in consultation and training services. The integrator expects to earn several million dollars more from referrals and new business that will come from this implementation.