2. 2
Who is Anixter?
We are a leading global supplier of:
Communications and security products
Electrical and electronic wire and cable
Fasteners and other small components
We help customers specify solutions and make
informed purchasing decisions around:
Technologies
Applications
Relevant standards.
Throughout the world, we provide innovative supply
chain management solutions to reduce our customers’
total cost of production and implementation.
4. 4
Anixter Business
Enterprise Cabling and
Security Products
– Network cabling systems
– Wireless and networking
– Voice accessories
– Access control
– Video surveillance
– Sound and paging
– Low-voltage cabling
– Door locking hardware
Electrical and Electronic
Wire & Cable
– Power cable
– Portable cable
– Hook-up/lead wire
– Instrumentation cable
– Control cable
– Multi conductor/multi pair cable
– Audio/video/broadcast
Fasteners
– Screws
– Nuts
– Springs
– Bolts
– Sleeves
– Washers
– Flange bolts
– Bearings
– Pins
5. 55
1G
Analog
AMPS
GSM
UMTS/HSPA
LTE/WiMAX
CapacityLimitedCoverageLimited
Cover only small # large
macro cells outdoor
Larger # macro cells;
Indoor coverage w/ more
power; Some micro in
dense urban
Thin macro cell overlays
Dense micro cell under
lays DAS for large
buildings
Microcells for outdoor;
DAS and Pico for
enterprise; femto for
residential
Traffic/User
User Density
2G
Digital TDM
3G
Digital CDMA
4G
Digital OFDM
Technology Evolution
Service Delivery Challenge
6. 6
In-Building Wireless
IBW Global Market
– Market projected to grow to north of $8B by 2015
– Mobility services extension in-building
Acronyms
– DAS / Distributed Antenna Systems - required to provide
adequate coverage and capacity within buildings
– BDA / Bi-Directional Amplifier
– BTS / Base Station Transceiver
Enterprise Market
– Fortune 1000
– Hospitals and Healthcare
– Universities and Higher Education
– Government (Fed/State/Local)
– Multi-Tenant/Use and Hospitality
Billions
7. 7
Market Drivers
In-building coverage wasn’t designed for by the
carriers, primarily focused on macro coverage
Mobile data growth
– New devices
iPhone, iPads, Android phones and tablets
45% of all phones today are smart phones
– Bring your own device
Workforce mobility via smart devices
increasing rapidly (data/video)
By 2014, nearly 75% of all workers will use cell
phones as their primary work phone
8. 8
Market Drivers
Mobile Data Growth
– Over 100M iPhones shipped in 2011 (Apple)
– Android approached 100M in 2011, 75M Blackberry devices deployed through 2010 (RIM)
– Cisco predicts smart device use will boost mobile web use by 26-fold by 2015
– Workforce mobility via Smart Devices increasing rapidly (data/video)
– 70% of all phones today are Smartphones
– Over 75% of all wireless calls are generated from within a building
– By 2014 nearly 75% of all workers will use cell phones as their primary work phone
– In-building coverage wasn’t designed for by the carriers, primary focus was macro coverage
Multiple Services / Multiple Carriers
– Multi-band capability to handle multiple services
– Emergence of advanced services - 4G, LTE, WiMAX, etc
– Multi-operator requirement emerging rapidly especially for enterprise, large businesses, multi-tenant/use,
venue and campus environments
– Emergence of dual-mode phones – both WiFi and cellular
9. 9
Market Drivers Public Safety
– First responders and emergency response requires ubiquitous coverage
– Move to 700 & 800 MHz systems results in lesser in-building signal penetration
requiring IBW solutions
– Ordinances and building codes now requiring nearly 100% coverage in all building
areas
ICC IFC ‘09
NFPA 72 2010
– In addition to updated rules for in-building fire emergency voice/alarm
communications systems, this new chapter includes first-time provisions for:
– Risk analysis requirements for the design of mass notification systems
(MNS)
– In-building MNS
– Wide-area MNS for locations such as college campuses and military
bases
– Distributed recipient MNS to communicate with targeted individuals or
groups
– In-building radio enhancement systems
– Area of refuge for two-way emergency communications systems
10. 10Below Grade Occupancy
Types Of buildings that cause signal problems
Offices and corporate campuses (Fortune 1000)
Universities and school campuses
Hospitals and healthcare
Government buildings
Hospitality
Multitenant, multiuse
Deep Cavernous Buildings
Below Grade Occupancy
High-Rise Buildings
Market Drivers: Problem Buildings
11. 11
Types of buildings
Multistory
Campuses
Market Drivers: Problem Buildings
Problem: Too Much/Little Signal
User has full bars of power but cannot
connect – the device can’t decide what
to use
12. 12
What is a Distributed Antenna System?
Space-separated antennas
Connected to common source via
transport medium
Provides wireless coverage within a
structure or geographic area
12
14. Passive Distributed Antenna Systems (DAS)
– RF is distributed using coax cables to each antenna from a repeater or base station
fed source
– Generally less expensive than active DAS, but coax cable losses limit their
effectiveness in large buildings for higher frequency transmissions
– Low cost and primary solution used for smaller buildings
Active Distributed Antenna Systems (DAS)
– Fiber-optic cabling to extend signals through a network of antennas
– Electric components convert and amplify signals to RF for radiation by the antenna
– Fiber-optic cabling overcomes the transmission losses that occur w/ coax-based
system and therefore are a preferred solution in large buildings
Distributed radio solutions
– The systems consist of small cellular radios, called picocells and femtocells to create
an internal cellular network
– Do not rely on the macro network for switching and hand-offs
– Evolving technology often used for ‘Hotspot’ solutions
Types of In-Building Wireless Systems
15. 15
Technology Comparison
Active DAS, Passive DAS, Repeaters, Picocells, Femtocells
15Source: ABI Research April 2011
Features/Equipment Active
DAS
Passive
DAS
Repeaters Picocells Femtocells
Capacity vs.
Coverage
Both Both Only Coverage Both Both
Installation 3 - 16 weeks
due to Carrier
Coordination
3 - 16 weeks
due to Carrier
coordination
A few hours, only
requires power
out and line of
sight to
neighboring
macro base
station. Must be
carrier approved
gear
Few days, requires
backhaul and
power cabling,
provisioning done
through network
operator
management
center
Few minutes, self
installable, self
provisioning, in
case grid-
connectivity will
require cabling
for power and
backhaul
Multicarrier/Single
Carrier
Multi and
Single
Multi and
Single
Multi and Single Single Single
Single Band/Dual
Band
Single and
dual
Single and
dual
Single and dual Single Single
16. The Enterprise Market Today:
Enterprises:
Want their cellular devices to work for voice and data
– Vast majority cellular calls originate or terminate indoors
Most Enterprise complaints to Carriers for in-building performance issues go
unresolved:
– Business models and carrier return on investment gaps are the primary
driver for unresolved requests.
– As a result, many Enterprises have long standing issues with in-building
cellular that have gone unresolved
– IT organizations taking more control over cellular decision making
– Cellular devices converging voice and data / require support from IT
– Significant unresolved demand present
– Key is facilitating the right model and solution
17. The Carrier DAS Market Today:
Significant Investment in Public Venues:
Stadiums
Convention Centers
Airports
– To address today’s and near term capacity demands on cellular networks
4G LTE Overlay
– Verizon and AT&T are aggressively deploying LTE to address future demand, enable new services,
more efficiently use spectrum and drive down operating costs
Verizon and AT&T are driving majority of DAS activity – mostly in Public Venue. Sprint and T-Mobile are
driving some DAS activity at a lesser level with some Enterprise activity.
Regional/low cost providers (MetroPCS, Leap, Cricket, US Cellular) do not have a significant track
record in deploying Enterprise DAS.
18. Acronyms
DAS – Distributed Antenna System
BDA – Bi-Directional Amplifier
BTS – Base Transceiver Station
iDAS – Indoor DAS
LAN – Local Area Network
LTE – Long Term Evolution
MIMO – Multiple Input Multiple Output
SISO – Single Input Single Output
RAU – Remote Antenna Unit
RF – Radio Frequency
SI – System Integrator
WLAN – Wireless Local Area Network
BOM – Bill of Material
35. Value of DAS for You
• Enhance your portfolio.
• Add value to your existing clients.
• Capture more business (more customers)
through turn-key solutions.
• More revenue…and additional profit dollars.
2
36. A Partnering Approach for DAS
• Efficiently and effectively driving new
solutions requires specialized skills,
knowledge, certifications, software,
equipment, and relationships…
• …Choose to partner with Vision.
3
37. About Vision Technologies
• Founded May 2000
• Revenue exceeding $78 Million in 2012
• Business Mix: 50% Commercial/50% Federal
• Delivery throughout North America
– Employees in 22 states; Locations in Maryland, Northern VA, Colorado
• Dedicated and Skilled Workforce consisting of 300+ employees
• Dedicated to Partnership National Delivery (500 VPP Partners)
• 100% Customer Satisfaction Guaranteed
• Service-Disabled Veteran-Owned
• GSA Connections II Prime Contractor; GSA Schedule Holder
4
38. Converged Technologies
•Infrastructure
Support
•Installation and
MAC
Structured CablingStructured Cabling
•DAS / In-building
Cellular
•WiFi
MobilityMobility
•VoIP
•Unified
Communications
TelecomTelecom
•Cross Platform
•Integration
Video
Teleconferencing
Video
Teleconferencing •Control Systems
•Integration
Audio Visual
Systems
Audio Visual
Systems
•Surveillance
•Access Control
SecuritySecurity
5
Management, Integration, and Support
Passive Optical Networks SAN & Storage Virtualization
Operations & Maintenance
Help Desk, Network Architecture, Network Security
40. Experts in the DAS Solution
• We are experienced
– Vision has implemented DAS solutions for over 10 years
– Sales, engineering, and installation staff dedicated to DAS
• We have the proper tools and techniques
– NEMO, iBWave, Spectrum Analyzer, CW Generator
– Knowledgeable and certified in WSP methods and SOPs
– Certified with the leading DAS manufactures
• We are flexible in our approach
– Active or Passive Systems
– Multi‐Carrier Neutral Host Systems
– Turn‐Key DAS Solutions
• We are connected
– With the WSPs (AT&T, Verizon, Sprint, T‐Mobile)
– With the leading manufacturers and distributors
7
BYODBYOD
Neutral
Host
Neutral
Host
Public
Safety
Public
Safety
41. Vision Provides
Turn-Key DAS Solutions
Requirements /
Survey / Design
Proposal &
Pricing
HW Staging &
Configuration
Infrastructure
Carrier
Coordination
DAS Turn Up
& Integration
System Test
& Verification
Project
Documentation
& Close Out
Warranty &
Maintenance
Stakeholder and
Project
Management
42. Vision has the Carrier Relationships
• The CARRIERS must always be involved!
– DAS systems rebroadcast licensed and regulated spectrum
– The carriers own their spectrum (Licensed from the FCC)
– They must approve the design to ensure their participation
– They issue Rebroadcast Agreements / Letter of Authorizations
• If CARRIERS are not involved
– They have the right to shut down the system
– They have the right to keep it off the air
– Your client paid for something they can’t use
– There is usually no recourse; a system redesign meeting Carrier
approval must be performed, or remain off air
9
43. Vision is a Trusted Partner
Working together for Customer Success
Global Service Strength
Enhanced Customer
Experience
A Partner-Centric
Approach
Extend your capabilities with Vision as your IT services arm
Architecture design, deployment and management
Extend your ability to deploy full lifecycle solution
National Delivery with local support & expertise
Certified Workforce (PMP, RCDD, CIBET, ITIL, CTS-D)
A “Sell-Through” model where Vision is in the background and
you are the interface to customer
Or “Sell-With” philosophy leveraging each partners strengths.
Joint engagement from Executive to Account team level
Flexible contracting models
RFP assistance; leverage Vision’s Past Performance
AutoCAD certified staff ; complete documentation department
Reduce vendor complexity
Simplified interface for the end customer – Single Point of
Accountability for Network Services
Global capabilities of multiple partners in one relationship
10
44. National Reach, Local Partnering
• Truckee, CA
• Parachute, CO
• Lancaster, PA
• Oswego, NY
• Orlando, FL
• Miami, FL
• Houston, TX
• Charlotte, NC
Examples of where we have partnered on DAS
projects include:
• Chicago, IL
• Baltimore, MD
• New York, NY
• Atlanta, GA
• Austin, TX
• Sacramento, CA
• Beverly Hills, CA
• Los Angeles, CA
11
45. Customer Reference
Results
Access to email and phone calls from Co-op center
Productivity continued
No interruption to operations
Solution
Horizontal coaxial Distribution Cabling
Fiber Backbone Distribution Cabling
Hardware- head end equipment, remote units
Cellular and digital coverage for continuing operation
center for emergency communications for 6 carriers on a
common infrastructure
WhyVisionTechnologies
Contract vehicle
In-depth knowledge of technology mapped to business
requirements
Met short solicitation timeframe (30 days)
Manpower to deliver
Deliver nationally
Dept. of Veterans Affairs
46. Customer Reference
Results
• Extended signal coverage
• Cost savings
• Ease of logistics
• Happy customers
Solution
CommScope CELLMAX indoor antennas throughout the
facility
Host-neutral 2G, 3G and 4G voice-and-data Distributed
Antenna System
System capable of supporting the 450MHz band.
WhyVisionTechnologies
Past performance with voice and data cabling and
physical security, audio visual
Quick deployment
Familiarity with building environment
Strong customer relationship
Concordia Hotel
47. Customer Reference
Results
Provided students increased coverage
Improved student safety
Met budgetary guidelines
Solution
• Coaxial cabling for 9 story, 78,000sq ft building
• Building distribution amplifier
WhyVisionTechnologies
Past performance
Expert in field
Competitive bid, great value
Local delivery capability
New York University
48. Next Steps:
Achieving Your Desired Results
Identify
an
Opportunity
Assess
your
Opportunity
Engage
Vision
Response
Development
Deliver
and
Invoice
Look for buildings
that need cellular
reinforcement
Identify a facility
that has poor
cellular service
Locate 20+ story
buildings
Identify buildings
with the following
LEED certification
levels: certified,
silver, gold,
platinum buildings
Identify carrier
coverage gaps
• Coverage
Requirements
• Are there aesthetic
requirements? (e.g.
DAS antennas
mounted on walls
or ceilings)
• Number of
buildings
• Number of floors
per building?
• Approximate size
(square footage) of
each building
• Number of users
Completed DAS
assessment tool
Knowledge sharing
Engagement model
Sub contract
agreement
Building Floor
Plans will be
needed for a DAS
design
Facility Survey
Responsibility
matrix
Engineer solution
BoM development
Pricing
Proposal
development
Carrier
coordination
Manufacturer
support
Engineer drawings
Technical Support
Program and test
Carrier negotiation
Carrier approval
As-built
documentation
15
49. Jump Start Advantage
• Opportunity Identified,
Presented to Vision within
1st 30 days
– Vision sponsored end-
user webinar
– 2% discounts on active
and passive equipment
when PO is received
• Deal size $100K+
– RFP assistance
– Immediate account
engagement (sales,
management)
– 3% discount if project is
identified within 30 days
and is larger than $100,000
in active electronics
– Discount incentives expire
Dec 31st, 2013
16
50. Executive Summary
• Deliver great new services to your clients.
• Team with Vision for the parts and smarts, and keep
your clients yours.
• By partnering with Vision you get world-class
engineering support for this exciting technology
without having to field a bench of expensive engineers
and procure expensive tools.
• We provide the design and equipment, you install it
and keep your customer engaged.
17
