Beyond hardware and connectivity sales, partners have an opportunity to help customers prepare for the eventual retirement of LTE networks and develop long-term connectivity strategies. By starting these conversations early, partners can help organizations avoid rushed migrations and make more informed technology investments. Telarus, a leading TSD, is already encouraging technology advisors to incorporate RedCap into customer discussions, particularly when existing equipment approaches a refresh cycle. “When there’s a device that’s having challenges or when there’s a reason to make a switch, that’s the ideal time to have that conversation,” explained Graeme Scott, vice president of advanced networking and mobility at Telarus during a recent HITT training session. “By doing it now and proactively, your customer will already be well positioned to move forward with RedCap devices when LTE is eventually no longer supported.” According to Surkamer, RedCap is coming up more often in conversations with partners and customers. “Whether it’s a refresh or a new deployment, one of the most common questions we hear is how to protect the investment for the long term,” Surkamer said. “RedCap is available today and works well for many applications. We see interest in branch backup, where full 5G eMBB speeds aren’t necessary. Kiosks, ATMs, digital signage and remote monitoring are other examples. Choosing between RedCap and 5G eMBB comes down to the use case and what the network needs to do.” Surkamer recommended partners look for opportunities in their existing customer base. “Partners can identify customers running 4G LTE devices and use that as a good starting point for conversations about refresh timing, future connectivity needs and where RedCap fits” Surkamer said. This is also a way for partners to position themselves as trusted cellular networking experts with clients. “Cellular technology is changing quickly,” Surkamer said. “Partners who can explain how the connectivity options compare help customers see where their networks have been, where they stand today and where they need to go next.” The key, Surkamer said, is to lead with business outcomes, and not the technology. “Start by asking what the customer wants to accomplish, what challenges the business faces and how the network can help solve them,” Surkamer concluded. “From there, decide whether RedCap is right for the application. Keep the conversation on connectivity requirements, long-term plans and the business value of upgrading, not on positioning RedCap as the newest generation of cellular.” o 29 FALL 2026 | CHANNELVISION
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