a huge opportunity to grow its business-to-business penetration, T-Mobile USA
is going to add 1,000 more B2B sales people while leveraging its network
capabilities, including its upgrade to LTE next year.
has an overall 12 percent market share in the United States but reaches only 5
percent of the $60 billion B2B market. Matt Millen, vice president of Small and Medium Business Sales, said in
an interview at CTIA Wireless 2012 the carrier has launched an aggressive
strategy to grab a bigger share.
This year is going to be
a “restart” of T-Mobile’s B2B strategy since the failure of its merger with
AT&T last year, Millen said. He said the operator is committing resources
to this “reinvigorating” process, including the addition of new sales people
during the next 18 months and a $4 billion network upgrade. The latter includes
the installation of LTE Release 10 equipment at 37,000 cell sites nationwide.
T-Mobile announced at
the show it has chosen Ericsson and Nokia Siemens Networks as its lead network
upgrade vendors. The carrier said it expects to be the first in North America
broadly deploy antenna-integrated radios, which is expected to lead to accelerated
deployment and reduced site loading.
carrier also is refarming its spectrum, which includes the use of AWS spectrum
it acquired from AT&T as part of the merger breakup. T-Mobile said it will
use the new spectrum to launch LTE in 75 percent of the top 25 markets by the
end of 2013.
Rohleder, director of sales engineering for T-Mobile’s B2B sector, said the LTE
upgrade on AWS spectrum will provide economies of scale as well as
international roaming benefits. But he said T-Mobile will continue to emphasize
the benefits for businesses from its current HSPA+ network.
pointed to a study issued by Nielsen that ranked T-Mobile as either first or
second in network quality among U.S. operators in 85 percent of the markets.
“We have a network today that provides our customer needs,” he said.
markets its HSPA+ network as 4G, a designation some quibble with but Rohleder
and Millen said the “real world” experience of the operator’s customers is what
is important. They said their network speeds are comparable with LTE and
provide the data rates and experience that customers want.
have the national footprint and the speeds that our customers need in most
major markets,” Rohleder said.
addition, Rohleder said T-Mobile also offers voice and data using Wi-Fi where
those access points are available, so customers can choose that option. That is
particularly beneficial internationally since roaming charges don’t apply with
Wi-Fi, he said.
also has relaunched its small business rate plans, including a plan for a
business that needs as few as one line. The new plans also include an
international option that leverages T-Mobile’s ownership by Deutsche Telecom,
providing up to an 87 percent discount on international calls, Rohleder said.
coincide with national small business week, T-Mobile also announced a
sweepstakes that current and prospective business customers can enter online or
through retail outlets. The sweepstakes, which end June 10, will provide a
“mobile makeover” for national and regional winners.
said T-Mobile will continue to seek new services and products for business
customers in addition to those it has launched recently. Those include
partnerships with Good Technologies and iPass. The carrier also offers a mobile
point-of-service payment product with a credit card reader from Square.
of the things we’ll do is listen to the marketplace and make determinations on
solutions we have and through partners,” Millen said. “We will take full care
of our business customer needs.”