Speed Sells
The above discussion of service packages and IT centralization should not overshadow the fact that, when it comes to data transmission, speed sells. Fortunately, satellite carriers have taken this truth to heart, which is why they are doing whatever they can to boost satellite data rates.
For example, Spacenet is starting to deploy Gilat Satellite Network's new family of SkyEdge VSAT satellite terminals. "With SkyEdge, our customers can now move data at speeds that they could have only dreamt of a few years ago," says Carl. "SkyEdge's upstream data rate alone is 1 Mbps, with Spacenet planning to boost this to 1.5 Mbps later this year. Think of it: 1 Mbps upstream data; that is from a remote site back to the network's VSAT hub! Not so long ago, telephone dial-up speeds of 56 kbps were considered impressive; now we are seeing broadband return rates via VSAT private network earth stations. It is a speed increase that enterprise customers want and are willing to pay for."
Like Spacenet, others in the industry also are providing similar broadband speeds for private network enterprise users. In doing so, carriers are changing the way enterprise users see satellite service, even for communications as data-light as credit card transactions. "In the old days of slow-speed on-demand network access, it would take a few seconds for a credit card number to be verified," says Carl. "With always-on satellite broadband, this has changed: the simplest of transactions are executed lightning-fast. For retailers, this speed means happier customers and faster turnover at the till. For customers, this means a more enjoyable shopping experience and yet another reason to come back to the store they are in."
Once Sold On Satellite, Enterprise Sticks With It
Enterprise customers are notoriously difficult to sell: They often take years to make up their minds on adopting satellite technology, which requires patience and deep pockets on the part of satellite carriers seeking their business.
On the positive side, once enterprise customers have invested in satellite technology, they tend to stick with it. This is why "more than half of our business is with repeat customers," says Slekys. "The truth is that, unless a carrier [is negligent] in delivering service to an enterprise client, these clients are committed to satellite for the long- term."
For satellite carriers and the equipment manufacturers who support them, a committed enterprise client base translates into solid future sales prospects and a continual sales channel for upgraded/new network services and equipment.
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