802.11a tops out at 54Mbps and works with eight non-overlapping
channels. Its radio doesn't have the interference problem because it operates in
the 5GHz range. But there's also a disadvantage to using 5GHz radios.
While 5GHz offers more non-overlapping channels than 11b, 5GHz doesn't transmit
as far or as effectively through walls as 2.4GHz.
802.11b is a technology that tops out at 11Mpbs of throughput and supports
three non-overlapping channels of communication. Its radio operates in the
2.4GHz frequency range, where it could conflict with other wireless appliances
like cordless phones and microwave ovens.
The
primary distinguishing characteristic of 802.11g is that it delivers the
54Mbps performance of 802.11a using the 2.4GHz radio of 802.11b. Theoretically,
since the radio could be the same, this means that 11g offers a smooth
transition path from 11Mbps to 54Mpbs performance, provided that your hardware
manufacturer has figured out how to switch between the two speeds (or
auto-detect which one to use) using software. More than likely, products with
this sort of forward and backward
compatibility will start out as 11g products that were designed to be
backward compatible with 11b.
As you
read the three descriptions above, as a buyer, are you left more
enlightened about your choice or are you more 'insecure' about making a
commitment to one or the other standard?
As a
seller, are you left feeling more confident about what your selling;
especially if you product is at the 802.11a level?
Many
salesman are out there trying to assuage buyer's concerns by letting them know
that in the future you may be able to
upgrade
legacy 11b products to 11g (click on links to review my articles on
selling Upgrades and Legacy). But it's tough to sell futures on what we
think the upgrades or standards will be.
In my
articles I always try to end on either a positive note or a note of
encouragement. Unfortunately, in this particular case I find myself struggling
to provide you the salesperson with a definite answer on how to approach this
dilemma.
Creative Destruction Meets Excess
The
market has a funny way of making up its own mind on what it chooses as a
standard. As the proliferation of wireless access devices continue to flood the
market, eventually one of these standards will emerge 'victorious'.
The
noted economist Joseph Schumpeter wrote about how markets need
"creative destruction" in order to maintain their
efficiencies. New technologies bring with them a disruptive force creating new
alignments in how business is done. With each new realignment, through
destruction of the old, new efficient market arrangements are formed.
Milton Friedman, another renowned economist talked about the benefits of
recession because it "squeezes out the excess". Those companies who are not
profitable or have the business acumen to stay afloat will sink allowing others
to chart a line of sight to our future.
I
believe the answer to the wireless standard dilemma can be found between these
two pillars of market ideology.
Vendors will say the future of wireless will see a
lot of products that can handle 11a and 11g, or 11a and 11b, or 11b and 11g, but
not 11a, 11a and 11g, etc... you get the point. Who knows?!
I pity the fool...I mean the salesperson!
©
2003. Victor Antonio G.. All Rights in All Media Reserved. Victor Antonio G. is a
sales trainer and motivational coach.
