“Even if you have a state contract, we negotiate with every individual agency,” Sambar said, citing the specific needs of each agency.
AT&T has signed up the first subscribers in several First Responder Network Authority (FirstNet) opt-in states and is offering trial services to other customers. Several state contracting vehicles are publicly available as well, although each agency negotiates individual agency pricing with AT&T.
Chris Sambar, AT&T senior vice president, declined to say exactly how many FirstNet subscribers AT&T has but said the carrier has “thousands of connections.” He said there is a contracting process, including National Association of State Procurement Officials (NASPO) contracts, for states that have opted in.
“Even if you have [a state contract], we negotiate with every individual agency,” Sambar said, citing the specific needs of each agency.
Sambar said he has 200 sales and service staff on his FirstNet team located throughout the country, but AT&T’s entire sales force will sell FirstNet service. Sambar’s team will sell, support and provide education on public safety. “My team’s job is to help [the AT&T sales force].”