Huawei captured 28 percent share of the telecom equipment market, increasing its market share by 4 percentage points since 2015.

We just wrapped up the 3Q 2018 reporting period for all the Telecommunications Infrastructure programs.

For the first nine months of 2018, the top five equipment manufacturers were Huawei, Nokia, Ericsson, Cisco, and ZTE. Combined these five companies accounted for about 75% of the worldwide service provider equipment market revenue.

Additional key takeaways from the reports period include:

  • The overall telecom equipment market declined 2 percent year-over-year for the 1Q 2018 through 3Q18 period. Robust demand for Optical Transport and Microwave Transmission equipment was not enough to offset declining Core and Service Provider Router revenues.
  • Huawei’s revenue share continued to improve in 2018—up around four percentage points between 2015 and the first nine months of 2018. During this period, Ericsson’s and Nokia’s market share declined one and three percentage points, respectively.
  • Huawei’s telecom equipment revenue is nearly as large as Nokia and Ericsson combined.
  • Huawei’s revenue share gains over the past four years have been most pronounced in the Core, Router, and Optical Transport Markets.

Dell’Oro Group telecommunication infrastructure research programs consist of the following: Broadband Access, Carrier IP Telephony, Microwave Transmission & Mobile Backhaul, Mobile Radio Access Network, Optical Transport, Router & Carrier Ethernet Switch, Telecom Capex, Wide Area IoT, and Wireless Packet Core.

On December 6th, Adtran announced that it had acquired broadband and virtual customer premises equipment (CPE) supplier SmartRG for an undisclosed sum. The move provides Adtran with an infusion of tier 2 and 3 customers in the Americas, along with a line of broadband CPE hardware running the gamut from ADSL2+ to GPON to DOCSIS.

More importantly, SmartRG gives Adtran a comprehensive and well-regarded SDN and NFV platform for the delivery of vCPE functions that can be integrated into Adtran’s Mosaic SD-Access platform. With SmartRG’s SmartOS, Adtran can now extend its microservices architecture from the access network all the way into the home, something that rival Calix has been touting via its Gigaspire series of CPE and EXOS SDN architecture.

For Adtran, the acquisition was a necessary move to keep pace with its chief broadband access rival in North America.

The addition of SmartRG is also reflective of the need tier 2 and tier 3 operators have for remote and software-defined provisioning, monitoring, and troubleshooting of broadband CPE and home networking devices in an age of growing interest in IoT. These smaller, often rural operators, absolutely require solutions that will both reduce their overall operating costs while also positioning them to increase top-line broadband revenue through the addition of new services, including managed WiFi and home automation services.

If you take a look at SmartRG’s customer base and where the company has excelled to date, it is among tier 3 RLECs, co-ops, and ISPs who service areas where the average truck roll could be 2x-3x the cost of a truck roll for an operator in a more urban area. These are the operators who provide an immediate business case for remote provisioning of residential CPE. For them, there is simply no room to send a truck whenever a client has connectivity issues. If 80% of those issues can be diagnosed from the main office, then that dramatically improves the margin profile for these operators’ broadband services.

Remote provisioning and troubleshooting is where SmartRG cut its teeth.

SmartRG was spun out of ClearAccess, a provider of TR-069 software, when the company was acquired by Cisco in 2012. At the time, Cisco was one of the leading suppliers of broadband CPE, particularly to cable operators. Cisco had acquired Scientific-Atlanta back in 2005 and Linksys in 2003. Cable operators around the world were in the process of moving to a TR-069-based architecture for managing their increasingly complex DOCSIS gateways and EMTAs. TR-069 would allow MSOs to offer self-installation and remote provisioning of CPE for new and existing subscribers, thereby eliminating the need to roll a truck for each new customer.

Meanwhile, SmartRG had combined its existing hardware design along with the knowledge of how to deliver TR-069-based architectures to address the needs of smaller ISPs in the North American market, where it found considerable traction.

Flash forward to today, where the tenets and efficiency goals of TR-069 have been encapsulated and reborn as a small part of the overarching NFV and vCPE concepts. When combined with its Mosaic-based SD-Access solution, Adtran can now provide its customers with visibility from the access network all the way into the home, regardless the physical WAN interface. If a customer is experiencing connectivity issues, the service provider can diagnose whether the underlying problem is a fiber cut, interference, or routing table issue in the access network, or whether it is due to channel interference, the addition of a new peripheral, or a DHCP issue in the home or small office. Again, diagnosing and troubleshooting these issues without needing to roll a truck is a critically important money-saving feature all broadband providers, both small and large, are demanding for their networks.

Last week, I attended Extreme NOW Forum 2018, Extreme Networks’ customer and partner conference in San Jose California, the first in a series of events to be held around the world—more than 50. What impressed me was how familiar the senior staff were with individual customers. This clearly was not the first time interacting.

A few items caught my attention:

  • Senior staff knew many of the customers by name and there was a joviality and friendliness indicative of familiar relationships. Clearly the priority is on tight customer relationships, and this is coming from the top.
  • Software application development consumes over 95% of research and development spend—led by customer requests and use cases.
  • Two use cases amused me:
    • The first one was a large retail customer which deployed security cameras throughout its stores—monitoring theft was not its primary purpose! Instead the shop managers used technology to identify facial patterns—sadness or happiness. If a shopper was sad, an assistant would be immediately dispatched to offer help.
    • The second use case was a firm in the education sector which used security cameras in the classroom—not to just monitor cheating, but whether or not students were falling asleep during lectures. This monitoring allowed management to evaluate professor performance.

Certainly Extreme has its work cut out to harmonize the technologies and operations of its recent acquisitions, but its steadfast connection with its customers creates a lasting loyalty.