Negotiating Wi-Fi Deals
by Walt Sapronov and Ashok Kumar
Published April 2005; Posted August 2005




The times, they are a-changing. A recent survey of enterprise customers showed half of them expect over the next three years to deploy at least one wireless application - which for many may well be voice!


Wireless access, as a substitute for digital subscriber line (DSL) and other wireline Internet access, is fast coming into vogue. A popular variant today is IEEE 802.11 or Wi-Fi. Soon to be coupled with voice applications, Wi-Fi - as a complement to traditional carrier access arrangements - is emerging as a serious alternative for enterprise communications buyers.


As with other emerging technologies, enterprise acceptance will be gradual. But as the technical alternatives prove real, business purchasing - and not just hot spot proliferation - will likely accelerate. For the enterprise user, now might well be a good time to consider a Wi-Fi deal with a service provider.


Negotiating a Wi-Fi contract is a complex undertaking - but one that may prove well worth the effort. This discussion identifies at least some of the issues that may arise.



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About the authors:

Walt Sapronov is a partner with the Atlanta law firm of Gerry & Sapronov LLP, and Ashok Kumar is an independent analyst with extensive experience in Wi-Fi, Ethernet and VOIP technologies.


This article is reproduced by special arrangement with our partner, Business Communications Review.


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