Devolo dLAN 200 AVpro - Page 38

devolo dLAN® 200 AVpro Project Manual
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 What is the current status? What technical information (e.g. cabling plans)
is already available? How useful are they in terms of detail, up-to-dateness?
 Are other external service providers going to be used for other services Pay
TV, video-on-demand, etc.)?
 Are any potential risks (e.g., existing Pay TV systems) and additional costs
to be expected?
Understand the
overall concept
the customer
wants to realise
Try to learn mo
re about the customer's overall concept right from the very beginning:
what is he aiming at, and what utility does he expect from dLAN technology? What
information does the customer have? What level of information does the customer
have?
devolo can always provide the customer with an overall solution, which can
be realised in cooperation with project partners if necessary.
devolo will be happy to provide you with an
y support you need in realising
the project. If you have not already done so, take the opportunity to have
yourself certified as a dLAN AVpro Partner.
Occasionally, a project is initiated by an em
ployee or an external service provider.
Find out early on who is responsible for technical and commercial issues at the
customer.
Do not forget that your original contact partner may not be the one who
decides whether the project goes ahead or not. The questioning phase
should also take place against the background of the project's potential for
success.
Estimate budget
Based on an initial estimation, forecast a rough budget f
or performing the project.
Address potential financing models at this stage as well. This allows the customer to
become aware of aspects, such a total costs, as well of potential ways of financing
the investment, at an early stage. In this manner, you can identify whether the
circumstances speak in favour or against the project without any large presales effort
in advance.
Determine
current situation
Then try to fin
d out as much as possible about the actual situation on-site (but not
from your desk). Use the following check list as an aid here:
 Are there any antenna and building plans? Are they precise and
up-to-date? Do the antenna plans already contain details of existing
components, such as splitters, amplifiers, filters, and attenuations?
 How many rooms are currently laid out with cables? What type of network
structure does the building have (e.g. star or tree, floor-by-floor horizontal
or vertical?
 How many end points are there on each physical cable harness?