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Nuanced engagement strategies key to sell FTTH in MDUs

By Donna Donnawitz
June 27, 2014

Verizon has been working to focus less on new fiber-to-the-home deployments in traditional settings and instead focusing on multi-dwelling units. MDUs present a unique opportunity for monetizing FTTH networks because more households can be reached while running less cable. For a long time, fiber bend limitations and trench-related limitations held back FTTH deployment in MDUs, but new fiber technologies and flexible trenching policies in some cities, particularly New York City, have opened the door to Verizon's plans to reach a new customer base with FTTH opportunities.

The challenge with deploying FTTH networks in MDUs is getting property managers to buy into the cost of supporting the project. Finding ways to engage these individuals is key,Michael Weston, senior executive for Verizon Enhanced Communities at Verizon explained at the recent2014 FTTH Conference & Expo's MDU Panel, FierceTelecomreported.

Technologies like media converters can play a key role in this engagement process as the right solutions enable network flexibility and cost efficiency, making FTTH an easier sell.

Getting property managers onboard with FTTH investments
Weston told audiences at the event that having the technology in place for FTTH in MDUs is only part of the battle. The market for sophisticated telecom services in the MDU market is often distinct from more traditional FTTH segments, making a more nuanced approach to getting buy-in essential, according to the news source.

"Getting these property owners, property managers -and even in some large cities like New York City property superintendents - on your side is a big deal," said Weston, FierceTelecom reported. "If you really succeed even getting them to buy your product on behalf of their residents is one way you can help yourself in succeeding."

The news source said that Weston went on to explain that property managers and people in similar roles have clear incentives like wanting to lease more units, raise rent prices or increase tenant retention. Talking about how FTTH can achieve that goal can help smooth the path toward FTTH deploying in MDUs.

Media converters and MDUs
Media converters can play a vital role in MDUs because the FTTH network configuration is adjusted based on the density of the population of the building. Instead of running fiber through a neighborhood and converting to Ethernet at each house, fiber needs to be run to each unit within an apartment complex, high-rise building or other MDU, meaning more converters are needed at each location. This increased fiber media converter density makes choosing the right solution especially important when balancing cost and performance requirements.

Perle has an extensive range of Managed and Unmanaged Fiber Media Converters to extended copper-based Ethernet equipment over a fiber optic link, multimode to multimode and multimode to single mode fiber up to 160km.


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