authored by Chuck Bolvin, VP of Technology

This is a subject that most Solution Providers should find near and dear to their hearts. How to get more products into an account. Or as an old sales manager used to put it: “Sell More Stuff.”

The challenge is to look at the technology and products the customer is considering and check if there are other products that can go along with it, make it more useful or add value. These products can be called complementary. The typical definition of complementary is something that fills up or completes. If a prospect is asking for help implementing a Wireless LAN (WLAN) should you stop at just the AP’s? Is the network “complete” at that point?

Let’s take a look at what can “complete” this scenario. If a WLAN is being implemented, what products go along with it? How about security? Have they thought about it? What devices will be running on the network? Laptops? Data collection terminals? Do the Access Points support Power Over Ethernet (802.3af POE)?

Complementary WLAN Products include: 

• RADIUS Server Software
• 802.1x Client Software
• Antennas
• Coax Cable
• Power over Ethernet (802.3af) Systems
• Client Management
• AP Management
• Bandwidth Control
• Voice over IP Telephones

To request the full scale version of this network diagram, email us at info@wavonline.com

When working on a project to connect two office locations (Wireless Bridging) there’s more than just a pair of bridges involved. Does the customer have T1’s that could be handled as well by the bridge? What about Power?

Public Access WISP’s have similar needs but also could be interested in:

• Access Control
• Bandwidth Control
• Billing
• RADIUS Server Software
• Power Over Ethernet
• T1 Bridging
• AP Management

To request the full scale version of this network diagram, email us at info@wavonline.com

Data Collection systems have many products in common with Wireless LAN, but there are a few that don’t always come to mind. 

• RADIUS Server Software
• 802.1x Client Software
• Terminal Emulators
• Application Development
• Device Management
• Access Points
• Antennas
• Printers

To request the full scale version of this network diagram, email us at info@wavonline.com

My message here is this: Take a look at the BIG PICTURE. Don’t limit your thinking. More than once I’ve be on a call with a prospective customer about a specific project and I’ll ask if they’ve thought about a particular product or idea that didn’t come up during the call. Sometimes they say yes, but there are times they say no and want to hear more. If I hadn’t asked, we would have missed the opportunity.

Did you realize that WAV carries virtually everything a customer needs to implement a complete system from devices, application software on the devices, Access Points and antennas, software to manage the AP’s, hardware to power the AP’s, software to secure the devices and the network, software to manage the devices and systems to develop applications on the devices? The list goes on...

Think about the “system”, how can you put together a complete package? Maybe a bundle? Six Cisco Access Points with Odyssey Server and 25 Clients. Five Colubris Access Points with Odyssey server, 25 Clients and a PowerDsine 6 port Injector, etc.

If you don’t understand certain products or technologies, let us know. We can help with training.

SPECIAL OFFER!: Click here to view our full scale “Broadband Public Access” network configuration. If you’re interested in receiving additional network diagrams in the Data Collection, RFID or Wireless market space, please email us at info@wavonline.com. These diagrams are a great way to help visualize how different products fit together and help you think about the BIG PICTURE.