移动通信网 程然
据外媒 10 月 5 日报道，瑞典宽带接入设备厂商 InCoax 正在调整其市场策略，宣布从原有的合作伙伴渠道模式转向直接销售模式。这一转变的直接背景，是其与诺基亚之间长期合作关系出现变化。作为专注同轴网络宽带接入方案的小型设备商，InCoax 此番渠道重构，折射出欧洲光纤到户（FTTH）推进过程中，利用既有同轴基础设施提供千兆接入的细分市场正面临重新洗牌。
合作生变：从借船出海到自建渠道
InCoax 的核心技术是 MoCA Access 同轴接入方案，允许运营商利用楼宇内已有的同轴线缆部署光纤到户等效的千兆宽带，省去入户布线的二次施工。过去数年，该公司主要依托诺基亚的渠道和品牌影响力触达欧洲及北美的中小运营商，这种“借船出海”模式曾帮助其快速进入市场。公开信息显示，随着诺基亚自身接入网产品线策略调整，对第三方补充方案的投入优先级下降，双方的合作空间随之收窄。
转向直销对一家规模有限的瑞典厂商而言并非易事。直销意味着 InCoax 需要自建销售、技术支持和客户成功团队，直接面对运营商客户的交付与运维需求。这一方面压缩了渠道分成、提升毛利率，另一方面也显著推高了运营成本和市场拓展的执行压力。从行业经验看，小型设备商在渠道模式切换初期，往往要经历营收波动与团队扩张的双重考验。
【关键数据】
- 新闻发布时间: 2026 年 10 月 5 日
- 所属领域: 同轴电缆宽带接入 / MoCA Access 技术
- 商业模式转变: 从依赖诺基亚渠道分销转向厂商直销
- 目标市场: 欧洲及北美中小运营商的千兆宽带升级
细分市场的生存逻辑
InCoax 所处的赛道本质上是 FTTH 大潮下的“过渡性方案”市场。对老旧公寓楼和密集城区而言，入户光纤施工成本高、业主协调难，基于既有同轴线缆的接入方案提供了经济性替代。但在各国光纤覆盖率持续攀升的环境下，这类方案的市场窗口期正在收窄，头部设备商纷纷将资源集中到纯光接入和 25G/50G PON 演进路线上，中小厂商的生存空间被进一步挤压。
从长期看，InCoax 的直销转型成败，取决于其能否在窗口期内锁定足够的存量楼宇改造项目，并以直接客户关系换取更高的续约率和方案溢价。对整个接入设备行业而言，这一案例也再次说明：在大厂生态收缩时，依赖单一巨头渠道的小厂商必须尽早建立自主触达客户的能力，否则将面临被动出局的命运。
出处：InCoax shifts to direct sales amid changes in Nokia relationship
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# InCoax shifts to direct sales amid changes in Nokia relationship
InCoax said it is moving to a direct sales model to approach customers that were previously subject to 'contractual restrictions.' The move also comes amid a change in InCoax's sales relationship with Nokia. #pressrelease
October 5, 2026
2 Min Read
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InCoax Networks AB (publ) is shifting its focus to direct sales with a significantly stronger, more flexible and cost-effective customer offering. As the cooperation with Nokia changes, the intended direction is for InCoax to assume responsibility for sales and gain the opportunity to approach customers previously subject to contractual restrictions. The plan also includes a substantial reduction in development costs. In parallel, the company is working on new financing, which is expected to be required before the end of 2026.
##### Direct sales responsibility and broader customer access
Following the meeting with Nokia, the parties' intended direction is for InCoax to assume responsibility for sales and for the contractual restrictions that have so far prevented the company from approaching customers directly to be removed. The final terms of the revised cooperation model remain to be determined.
InCoax does not believe that the sales outcome of the cooperation provides a complete picture of the market potential. The company will concentrate its resources on selected customers and projects rather than attempt to replicate Nokia's global reach. Direct customer contact and InCoax's own specialist expertise are expected to shorten the path to business, while direct sales may also provide a greater financial contribution per transaction.
##### Stronger platform and lower development costs
The development work has strengthened InCoax's operator-grade platform to carrier-grade level and broadened the customer offering with additional applications, greater flexibility and improved cost efficiency. Together with existing customers and identified business opportunities, this provides the foundation for continued commercialization.
The transition means a clearer focus on sales and customer needs, with the objective of substantially reducing development costs compared with the extensive development and integration work undertaken within the Nokia cooperation.
##### TO2 and financing
As stated in today's separate press release, no warrants of series TO2 were exercised. During the final days of the exercise period, the share traded significantly below the subscription price of SEK 0.60 per share, meaning there was no economic incentive to exercise the warrants.
Read the full press release [here](https://news.cision.com/incoax-networks-ab/r/incoax-shifts-to-direct-sales,c4404312).
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