The C block transition ComScape taps SuperCordless for fast entry >BY JASON MEYERS, Wireless Networks Editor

Differentiate or perish. That is the unwritten rule governing the latecoming personal communication services providers that hold C block licenses. Most of the companies that have publicized their intentions have heeded that call.

The difference for ComScape Telecommunications, which recently granted a contract to Ericsson for the vendor's low-mobility SuperCordless system, is that it views its decision as only the first phase of its strategy: a way to ensure speed to market.

ComScape's $6 million SuperCordless agreement with Ericsson is part of a five-year, $100 million contract for network infrastructure and handsets covering its C block market in Charleston, W.V., and its spoils from the ongoing D, E and F band PCS auctions.

In the meantime, ComScape will deploy the SuperCordless system in Charleston with hopes of bringing service to market by the second quarter of 1997. The company's first targets for the low-mobility service that SuperCordless provides will be private and public institutions, followed by commercial areas such as corporate campuses.

"For a high-capacity, high-density area like Charleston, this is an ideal system," said Bhogin Modi, vice president of sales and marketing at ComScape.

The company expects to provide consumer-level service by the end of 1997, but that is likely to be part of a wider evolution of its networks. "In the long run, we will be looking at overlaying a GSM-type architecture," Modi said.

Ericsson has acquired supply agreements for SuperCordless from two other C block providers but has not yet deployed the system. Under the contract with ComScape, Ericsson will provide its AXE 10 switches and SuperCordless radio equipment, install the equipment and assist with RF planning.

ComScape's decision to initially deploy a low-tier-but feature-rich-wireless system in its market was driven by time concerns, said George Fraley, regional sales manager for Ericsson.

"In terms of who wanted to be first to market, ComScape has really pressed ahead," he said.

"They see this as a new service that can differentiate itself by targeting the other 80% of the mass market that has really been forgotten." The deployment is also a matter of economics and site location-two factors that will ultimately help ComScape get a faster return on its investment, Fraley said.

"Systems like this have low equipment costs and small components, so there are no zoning issues," he said. "The business case will support a quick payback.

ComScape's principals are no strangers to the telecom industry. The company's chairman and chief executive officer, Ghanshyam Patel, was one of the founders of LCI and later started Conquest Telecom, a $40 million long-distance provider in Columbus, Ohio.

Despite the PCS provider's small size and limitation to one market, Ericsson is confident that ComScape's experience and continued leadership will make it a wireless powerhouse.