Communications Company Taps Solution Provider for Towering Project - A little different
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“Of course, cell tower management is a little different than managing an apartment complex. We changed all the procedures and were able to show their business [using EnterpriseOne],” Stenquist says.
“From day one, they knew we understood their business. We came in immediately with a design and said, ‘This is what we suggest. What should we change?’ Our expertise in EnterpriseOne was assured. Our expertise in setting it up for their business was appreciated.”
Price was a consideration for Mobilitie, but MASYC’s expertise in EnterpriseOne and real estate, flexibility and promise of a quick deployment sealed the deal. The integrator began working on the design and implementation immediately after getting the green-light and deployed the real-estate-specific portion of the EnterpriseOne solution in two months, says Jabara.
It was a case of an Oracle partner taking advantage of the malleability of JD Edwards to apply it in a new way, says Lenley Hensarling, group vice president and general manager of Oracle’s JD Edwards. “Partners can do the things they need to do to redefine the software and do things we didn’t even anticipate with,” Hensarling says.
While MASYC did not turn to Oracle for programming or implementation assistance, the vendor provided a wealth of sales and marketing during the project, says Stenquist. “They worked with us on modules and pricing. Oracle has been fabulous. We thought when Oracle bought PeopleSoft, JD Edwards would die, and it’s been just the opposite. Our sales are growing.”
Jabara says the relationship between vendor and integrator ultimately benefited his company. “Oracle was very proactive,” he says. “They wanted to make sure the software implementation went well.”
Voice of Experience
Jabara and some of his Mobilitie colleagues are veterans of well-entrenched consulting firms such as Deloitte & Touche, Deloitte Consulting and KPMG and are accustomed to extensive, expensive software rollouts. But unlike those consulting giants, Mobilitie was a young company carving out a niche and writing some of the rules in the relatively new wireless communications marketplace.
Mobilitie has cell towers in 50 states, most of which are designed to support three to four full carrier installations, according to the company. In addition to leasing tower space, Mobilitie also offers carriers services such as financing, build-to-suit solutions, outsourcing and acquisition consulting.
In addition, Mobilitie sells a backhaul solution based on microwave technology that connects traditional landline systems to carriers’ mobile switching centers. The solution reduces deployment and operational costs and significantly reduces deployment time.
“This is essentially a three-and-a-half-year-old startup, and they ramped from zero dollars to $750 million in three years,” says Hensarling, who had a hand in introducing MASYC to Mobilitie.
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