The Business Year

Vicente Roqueñí­ Lopez

MEXICO - Transport

Providing Secure Networks

Director, Business Development of Motorola Solutions México


Vicente Roqueñí­ Lopez joined Motorola Solutions in 2013 after a long career in the public sector. At the Ministry of the Interior, he served as the general director of strategic intelligence studies and as a representative in the US and Canada, based out of the Mexican embassy in Washington DC. He holds a degree in international relations from the National Autonomous University of Mexico.

TBY talks to Vicente Roqueñí­ Lopez, Director for Business Development of Motorola Solutions México, on shared networks, Mobile Virtual Network Operator (MVNO) proposals, and working on public safety with Mexico's security agencies.

What is the relevance of Mexico for Motorola Solutions’ global sales strategy?

We have been in the country for almost 60 years, and Mexico takes a major share of what we are doing in the region. However, we are facing challenges here in terms of how regulations are going to allow free competition in terms of radio networks for public safety. In general, we have a strong footprint in the country. We already have large strategic accounts such as the military, navy, and office of the attorney general. They use our technology for mission-critical communications. There are also several states that use our technology for public safety. We see a major opportunity in terms of how states are shifting from old to new technology based on international standards.

Motorola Solutions’ global sales rose 6% in 2017. How did Mexico perform within this positive context? What are the main drivers of your growth in the country?

In Mexico, we have seen consistent growth for the last three years and have been shifting the way mission-critical communications are being done successfully, especially vis-í -vis the federal government. To have the confidence of the navy and military is a significant step for us. The challenge is still with states, and the fact is that many of them have not been able to change since there are still some obstacles for federal funding access.

What are Motorola’s priorities in terms of innovation?

The top priority is integrating broadband and narrow band networks. We are proposing a highly secured Mobile Virtual Network Operator (MVNO) for the country for public safety. We are bringing together these two worlds and providing our clients with devices, either radios or smartphones, that can also use applications created by us. We are one of the few manufacturers that can provide a complete solution of networks, devices, and applications.

How will the Red Compartida (shared network) initiative shake up the telecommunications market?

It will enable many innovations the country needs. It was not until now that the infrastructure capable of transmitting all that information was available. Before, it was only possible to use the carrier’s network. That network has different types of technology: 2G, 3G, 4G, and LTE. The quality of service for that varies depending on where you are. When talking about mission-critical communications, it is necessary to have a high quality of service. In the case of the Red Compartida, or shared network, it is a strong network because it has 90MHz of the band of 700MHz, and is designed to transmit large volumes of data at a high velocity.

What opportunities does Red Compartida represent for Motorola Solutions?

If the government decides to improve the radio network to a standard-based technology, such as P25, it will enable much better communication to immigration and police authorities and modernize the entire communications system for the country. P25 is a narrow-band technology that can connect directly and transparently, core to core, to LTE. We have developed a platform that will enable communications regardless of the terminal being used. For police forces, it is important to know where the units are. Our solution has an integrated map where agencies can see the location of each of their elements and see what type of device they are using: radio, smartphone, or laptop.

What is the main driver of your growth right now?

It is well balanced between the public and private sectors. We saw a slowdown when Pemex was in a slowdown due to its industry transformation, although it has started to grow again. The public sector is growing not just because of the radio solutions we provide but also because of the software we offer. Many of our clients are discovering that we can also provide a full command center for a state. We can provide them with dispatch solutions that allow the user to administer every incident they receive. Our solutions allow people to not just call 911 but to also send texts or images.



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