Graham Owen, regional sales director, MEA, Cambium Networks, explains how his company is working with telcos to improve broadband services.
CommsMEA What work does Cambium Networks do for telecom operators?
Owen: We have various products and services for operators, including Canopy and Point-To-Point (PTP) wireless broadband technology, which enables service providers to extend access network extensions to reach new business and residential subscribers.
Service providers can rapidly expand the coverage area and offer proven, secure broadband connectivity for video, voice and data applications. Our wireless broadband solutions can be optimised for urban, suburban, rural or remote locations. Our wireless manager software provides an integrated interface for PTP backhaul and Canopy access networks.
CommsMEA How much of your business does operator-led business account for, and what level of growth are you seeing in the segment? Are you looking to expand your presence in the Middle East region?
Owen: Telecom operators and service providers are the largest part of our business and are very important to us. We are seeing lots of growth as citizens want telecoms and broadband access, and need data in places where there is no fibre. Cambium networks is putting a lot of focus in to the operator space and as such we are currently looking to expand the regional team with a dedicated head count to manage this vertical market sector.
CommsMEA Tell me about your work in the Middle East and Africa region specifically. How is your business growing in the region and what trends are you seeing?
Owen: Our business is growing even during a year of transition. I expect the region to grow by at least 10%. We are seeing a lot of opportunities in the licenced space and the PMP space across both the ME and Africa and as such we have expanded our regional teams to manage this growth. In addition we have seen a rise in ISP expansion projects and also new green filed ISP’s who are starting to gain ground and market share in the region. One of the trends we do see is the demand for more bandwidth.
CommsMEA What are the main challenges that you are helping operators to deal with?
Owen: One of the things that has become evident in the ME and Africa region is that operators have focused on top line technology such as WIMAX and LTE. The issue with this is these types of technology are hugely expensive and take a long time to deploy and in turn do not generate the ROI that most telcos want. What we offer is a cost effective solution which would complement a larger scale LTE deployment at a fraction of the cost. There are solutions that bring a much quicker ROI while addressing the end user requirements and needs and we talking to many different customers about these types of solutions.