摩托罗拉解决方案公司（Motorola Solutions）报告称，尽管佛罗里达州遭遇挫折，但2019年LMR销量仍创纪录
尽管摩托罗拉公司佛罗里达州发布了第二份销售协议，摩托罗拉公司仍希望其北美解决方案公司连续第二次佛罗里达州达成销售协议
. 这是该公司2019年整体纪录的关键部分. 多次试图让摩托罗拉解决方案公司根据自己的出价签署一份合同后，佛罗里达州上个月致函布朗，称该州将“评估各种选择，并着手新一代系统的采购”
尽管摩托罗拉公司佛罗里达州发布了第二份销售协议，摩托罗拉公司仍希望其北美解决方案公司连续第二次佛罗里达州达成销售协议
《摩托罗拉》解决方案的CEO Greg Brown上周的季度财报电话会议中反复强调了公司的LMR业务“全部”——不仅是建立网络，而且还提供了诸如维护服务总数等2019项，达到2018的记录水平。这是该公司2019年整体纪录的关键部分“我们的产品部分，我们的收入增长了一位数，由连续第二年创纪录的陆地移动无线电销售北美洲，以及我们的视频安全业务的强劲增长，”布朗说，盈利电话，这是网络广播。布朗还谈到了公司被选中建设和维护全州最大的P25网络后，未与佛罗里达州达成合同协议据公司官员称，LMR北美的机会
布朗说：“我们确实预料到了佛罗里达州；我们没有（签订合同）。”。“我认为，这主要是由于一年半的拖延、诉讼和上诉，主要是由现任竞争对手造成的。除此之外，行政管理方面也发生了一些变化。但我认为，可以公平地说，范围和一些设计假设具有流动性。”
尽管被问及与佛罗里达州的情况有关的“潜的不吸引人的条件”时，布朗没有提到“为方便而终止合同”条款，佛罗里达州管理服务部（DMS）的一封信声称摩托罗拉解决方案公司的官员称其为“交易破坏者”。接受该条款应该是合格投标的一个条件，比如摩托罗拉解决方案公司（motorolasolutions）提出的6.7亿美元报价，比现任的L3Harris提出的出价低3亿美元
多次试图让摩托罗拉解决方案公司（Motorola Solutions）根据自己的出价签署一份合同后，佛罗里达州上个月致函布朗，称该州将“评估各种选择，并着手新一代系统的采购”
过去的一个月里，IWCE的紧急通讯一再询问州政府官员“下一代系统”将采用何种技术。到目前为止，佛罗里达州还没有对任何询问作出回应
虽然P25系统肯定会利用比佛罗里达州目前使用的老化的EDACS网络更现代化的技术，但据业内人士透露，P25标准已有20多年的历史，并不是真正的“下一代”技术。此外，摩托罗拉解决方案P25采购和合同的问题可能再次浮出水面，解决的希望渺茫
基于LTE的技术，如蜂窝式按键通话（PoC）和关键任务按键通话（MCPTT）服务都要更新得多，适合“下一代”模式，但它们关键公共安全场景中尚未得到验证。美国电话电报公司（AT T）宣布，将于3月底推出面向FirstNet用户的MCPTT服务
如果采购能够顺利完成，基于LTE的技术理论上可以被运营商快速部署，因为他们的蜂窝站点和网络已经就绪
根据目前与L3Harris签订的合同，佛罗里达州必须通知L3Harris，它需要6月底之前（即与L3Harris的现有协议到期前整整一年）延长现有的EDACS系统。任何延期都要谈判一项新的协议
佛罗里达州议会的会议将持续到3月13日，一年多后不会再次召开会议。据关注情况的观察人士称，如果州政府需要采取立法行动，为支持佛罗里达州急救人员的全州通讯寻求新的方向，那么似乎需要下个月做出决定
布朗表示，希望摩托罗拉解决方案能够成为佛罗里达州全州通信系统新方向的一部分
“我们已经整个州广泛存，”布朗财报电话会议上说。“我们仍然期待着参与佛罗里达州下一步的决定……我认为我们将继续与佛罗里达州保持联系。我们认为，今后仍有机会重新进入并参与其中。”当被问及佛罗里达州的情况是否可以解释为LMR的疲软时，Brown说，公司连续几年创纪录的LMR表现表明情况并非如此
布朗说：“就LMR的总体需求而言，我们已经连续两年创纪录了。”。“我们有宾夕法尼亚州。我们有爱荷华州。我们加拿大有史以来最大的LMR交易。所以LMR仍然很强大
“而且这些交易还继续，它们通常还附带7年、10年和12年的维护合同。我认为佛罗里达州有很多因素。我们仍然希望参与其中，并希望我们能继续发挥作用，但这正是目前的状态。”
摩托罗拉解决方案公司（Motorola Solutions）的一位发言人说，摩托罗拉解决方案公司（Motorola Solutions）将近一年半前完成了爱荷华州范围内的互操作通信系统（ISICS），州长金·雷诺兹（Kim Reynolds）宣布，该项目已按预算按时完成。为那笔交易进行了采购
摩托罗拉解决方案公司于2016年获得了宾夕法尼亚州全州无线网络（PA STARNet）的合同。摩托罗拉解决方案公司（motorolasolutions）的新P25网络计划于2021年建成，届时L3Harris现有的全州OpenSky系统将被淘汰
加拿大安大略省去年授予贝尔移动7.65亿美元的合同，建设和维护P25网络。该网络将采用摩托罗拉解决方案P25技术，该公司正与贝尔移动公司合作，为该省建立和维护新的P25系统。摩托罗拉解决方案公司尚未宣布将从这笔交易中获得多少收入，但公司官员表示，这是摩托罗拉解决方案公司加拿大获得的最大奖项
根据摩托罗拉解决方案发言人的说法，财报电话会议上宣布的另一个LMR合同是与阿肯色州达成的6400万美元的协议，该协议是摩托罗拉解决方案将现有P25阶段I网络升级到P25阶段II，以及替换基站和微波设备。
Motorola Solutions posted its second consecutive year of record North American land-mobile-radio (LMR) sales, despite the company’s failure to reach a contract agreement for a statewide Florida network—an initiative in which Motorola Solutions still hopes to participate, according to company officials.
During the quarterly earnings call conducted last week, Motorola Solutions CEO Greg Brown repeatedly emphasized the company’s LMR business “all in”—not just building networks, but also providing items such as maintenance services—totals for 2019 topped the record levels established in 2018, which was key part of the company’s overall record year in 2019.
“Inour Products segment, we grew revenue mid-single digits, driven by a second consecutive year of record land-mobile-radio sales in North America, as well as strong growth in our video-security business,” Brown said during the earnings call, which was webcast.
Brown also addressed the reasons behind the fact that company did not reach a contract agreement with the state of Florida after being selected to build and maintain a statewide P25 network—the largest LMR opportunity in North America, according to company officials.
“We did anticipate getting the state of Florida; we didn’t [get a contract signed],” Brown said. “I think it was largely a result of over a year and a half of delays and lawsuits and appeals, primarily by the incumbent competitor. On top of that, there’s been some administration-management changes. But I think it’s fair to say that there was fluidity in scope and some design assumptions.”
Although asked about “potentially unattractive terms” associated with the Florida situation, Brown did not mention the “termination for convenience” clause that a Florida Department of Management Services (DMS) letter claimed Motorola Solutions officials described as a “deal breaker.” Acceptance of the clause supposed to be a condition of a qualifying bid, such as the $670 million offer Motorola Solutions made that was $300 million less than the bid provided by incumbent L3Harris.
After repeated attempts to get Motorola Solutions to sign a contract based on its bid, the state of Florida last month sent a letter to Brown that the state would “evaluate options and move toward the new procurement of a next-generation system.”
During the past month, repeatedly has asked state officials what kind of technology would be employed in a “next-generation system.” To date, the state of Florida has not responded to any of the inquiries.
While a P25 system certainly would leverage technology that is more modern than the aging EDACS network currently used by the state of Florida, the P25 standard is more than 20 years old and not really a “next-generation” technology, according to industry sources. In addition, the problems with the Motorola Solutions P25 procurement and contract likely would surface again, with little hope of resolutions.
LTE-based technologies like push-to-talk-over-cellular (PoC) and mission-critical-push-to-talk (MCPTT) services are much newer and fit the “next-generation” mold, but they are unproven in mission-critical public-safety scenarios. AT T has announced that it will unveil its MCPTT offering for FirstNet users by the end of March.
If a procurement could be completed smoothly, LTE-based technologies theoretically could be deployed quickly by carriers, because their cell sites and networks already are in place.
Under its current contract with L3Harris, the state of Florida must notify L3Harris that it needs to extend the existing EDACS system by the end of June—a full year before the existing deal with L3Harris is due to expire. A new deal would have be negotiated for any extension.
Florida’s legislature is in session through March 13 and is not scheduled to convene again for more than a year. If legislative action is needed for the state to pursue a new direction for statewide communications supporting Florida first responders, it would seem that a decision would need to be made apparent during the next month, according to observers following the situation.
Brown expressed hope that Motorola Solutions could be part of Florida’s new direction for a statewide communications system.
“We have an extensive presence throughout the state already,” Brown said during the earnings call. “We’d still look forward to participating in what the state of Florida decides to do next … I think we’re going to stay engaged with the state of Florida. We would like to think there’s still opportunity to reengage and participate in that going forward.”
When asked whether the Florida situation could be interpreted as a weakness in LMR, Brown said the company’s consecutive record years of LMR performance indicate otherwise.
“In terms of overall demand for LMR, as I mentioned, we’ve had two record years back-to-back,” Brown said. “We’ve had the state of Pennsylvania. We have the state of Iowa. And we had the largest LMR deal in the history of the company in Canada. So LMR remains strong.
“And these deals continue to come in, and they’re usually accompanied with 7-, 10- and 12-year maintenance contracts, as well. I think the state of Florida had a lot of factors involved. We would still like to participate and hope we have a role going forward, but that’s really the state of play at this point in time.”
Motorola Solutions completed the Iowa Statewide Interoperable Communications System (ISICS) almost a year-and-a-half ago, with Gov. Kim Reynolds announcing that the project had been finished on time and on budget, according to a Motorola Solutions spokesperson. The procurement for that deal was conducted
Motorola Solutions was awarded the contract for the Pennsylvania Statewide Radio Network (PA-STARNet) in 2016. The new P25 network from Motorola Solutions is scheduled to be completed in 2021, when the existing statewide OpenSky system from L3Harris is supposed to be phased out.
Ontario, Canada, last year awarded Bell Mobility a $765 million contract to build and maintain a P25 network. The network will utilize Motorola Solutions P25 technology, and the company is working with Bell Mobility to build and maintain the new P25 system for the province. Motorola Solutions has not announced how much revenue it will receive from the deal, but company officials have said that it is Motorola Solutions’ largest Canadian award.
Another LMR contract announced during the earnings call was a $64 million agreement with the state of Arkansas, which is having Motorola Solutions upgrade the existing P25 Phase I network to P25 Phase II, as well as replacing base stations and microwave equipment, according to a Motorola Solutions spokesperson. |
