To: John Biddle who wrote (32675 ) 2/20/2003 9:21:22 AM From: waitwatchwander Respond to of 196845 UMTS trials crucial to Lucent's 3G strategyeetuk.com By John Walko CommsDesign.com 20 February 2003 (1:23 p.m. GMT) CANNES — Lucent Technologies is belatedly starting trials of its W-CDMA technology aimed at enterprises with Spanish mobile operator Telefonica Moviles, the outcome of which could prove vital to the business case it is following in Europe and later take to the US and Asia, as well as its switching technology and applications partnerships. "It's fair to say we have had delays to the trials in Madrid, for a variety of reasons, but we have now extended the user base to five enterprises and applications will start being evaluated next month," Bruce Dale, vice president UMTS/W-CDMA product and offer realization told CommsDesign.com here at the 3GSM show. The only company signed up Dale is able to name is systems integrator and consultancy group Accenture, the others being in the financial services and consultancy sector. He said the numbers planning to participate will depend on the business enterprises, "but the UMTS infrastructure we have supplied to Moviles can handle many thousands." Dale is adamant Lucent's approach of targeting enterprises first with 3G and carrying out trials with network operators—it is also about to start a similar scale pilot in the Nuremberg region, Germany in conjunction with T-Mobile—is the right business case. "Every new wireless service started with the enterprise sector, including GSM (2G) and the high bit rate UMTS service is perhaps even more suited for business users...who tend to be the early adapters," he said. Those participating will have access to secure services at 384 kbit/s that they can access via wireless PC card modems in their laptops. The cards are being made by Belgian company Option and San Diego, US based Novatel Wireless, which announced at the show that it too has signed a deal with Lucent to provide the PCMCIA card for 3G applications. The trials are crucial for Lucent's prospects with its UMTS gear, since none of the established European mobile operators and 3G license holders uses its technology, and most are moving from GSM to UMTS with their established suppliers, mainly Ericsson, Alcatel, Nokia or Siemens. "It is vital for us to get a foothold in the market with our UMTS solution, and this year will prove crucial for us, and the rest of the industry. We are confident these two trials will prove the case for 3G with the enterprises, and with two of the largest mobile network operators that are planning to roll out UMTS," said Dale. The Mobility Group which develops and make wireless infrastructure now represents over half the turnover at Lucent, which has over the past 18 months divested many of its other operations, including components. "We are aware we need to offer something different, and we are confident our approach for high speed data is superior—no other vendor can do what we can," he added. Bill Armstrong, Director of Advanced Mobility Technologies at Lucent, stressed the importance of the security aspects and firewalls built into the network the company has provided to Moviles and T-Mobile. "Security is probably as important to all this as providing fast access. Applications will also have to be robust and we are encouraging the enterprises participating to try new business applications in addition to their existing ones." Aside from the technical issues, proving the business case to the operators will be Lucent's biggest challenge. Without convincing them that they can generate significant revenues from the big business users, Lucent will find breaking into the UMTS business a very difficult one.