Demand Aggregation for Fiber Networks: Lessons from 100+ US Projects

In late 2013, COS Systems launched its first demand aggregation module to help fiber network builders in the United States secure enough committed customers before construction. The goal was to reduce financial risk, improve take-rates, and ensure fiber projects could move forward with confidence.

Since then, COS demand aggregation functionality has been used in more than 100 fiber broadband projects across the US. Over time, we’ve learned what truly drives successful fiber deployments—and how to activate communities to support them.

Why Demand Aggregation Matters in Fiber Buildouts

COS Systems’ roots are in Sweden, where our founders began building software for fiber operators more than 20 years ago. Back then, the common approach was “build it and they will come.” Even with fiber being vastly superior to dial-up and ADSL, adoption often took a decade or more.

In rural and underserved areas, long adoption timelines can threaten the entire business case. This led to a more community-driven approach: engaging residents early, defining neighborhood boundaries, and building only where sufficient demand could be demonstrated.

This approach worked—but it was manual, time-consuming, and difficult to scale. That is where digital demand aggregation became essential.

From Grassroots Outreach to Digital Demand Aggregation

In 2012, when COS Systems analyzed the US fiber market, it became clear that proven demand aggregation methods needed to be digitized and automated. Networks could not be operated before they were built, but demand could be captured, measured, and managed in advance.

The result was a dedicated demand aggregation module (previously called Service Zones) focused on the pre-construction phase of fiber deployment, built using COS Systems’ deep experience in BSS/OSS platforms.

How the COS Demand Aggregation Module Works

The demand aggregation functionality is designed to manage expectations and progressively increase customer commitment.

The process typically starts with a survey phase, in which residents provide non-binding input on their current internet service and interest in fiber broadband. Once interest reaches a defined threshold, the area can move forward.

In the signup phase, customers commit to connection terms, and operators may collect deposits to further reduce risk. This approach ensures construction only begins where demand is strong and measurable.

During construction, proactive communication is critical. Customers want clarity on timelines, installation, and property impact. The demand aggregation module supports targeted communication throughout this phase.

Once the network is live, connected customers are guided to the customer portal to select services, while late adopters are encouraged to join.

Activating Communities with Local Champions

One of the most effective elements of COS demand aggregation capabilities is the use of local Champions. These are community advocates who help spread awareness and encourage neighbors to sign up.

Champions apply digitally, are approved by the operator, and receive referral tools that allow them to recruit neighbors. This transforms the community itself into a powerful extension of the sales and outreach effort, consistently driving higher take-rates.

Key Lessons from 100+ Demand Aggregation Campaigns

A common misconception is that demand aggregation is used to cherry-pick wealthy neighborhoods. In reality, it is a tool to build fiber networks responsibly and sustainably.

By starting in areas with strong demand, early cash flow can support expansion into harder-to-serve neighborhoods later. This approach is especially important for community-owned and Open Access fiber networks, where the long-term goal is universal coverage.

Successful campaigns also share a few best practices: keep areas small (typically 50–100 homes), launch with a strong marketing push, use early buildouts as proof points, and communicate clearly and professionally throughout the project.

From Demand Aggregation to Demand Generation

What we have consistently seen is that with the right demand aggregation functionality, combined with smart marketing and strong communication, communities become active participants in the success of the fiber network.

At that point, the process goes beyond aggregating existing interest. It actively creates momentum, awareness, and long-term adoption. In many cases, demand aggregation evolves into true demand generation.

To learn more about COS Systems’ demand aggregation module and how it supports successful fiber broadband projects, visit www.cossystems.com.

 

For additional information contact:

Isak Finér
CMO & VP North America
COS Systems
+1 (540) 988-3224
isak.finer@cossystems.com
www.cossystems.com