By BWNFiber Telecom Intelligence Team · June 12, 2026 · 8 min read
Bottom line for buyers: Claro Colombia is replacing HFC with fiber-to-the-home in a rollout targeting 4.5 million homes passed. The procurement window for ODN equipment — PLC splitters, fiber distribution boxes, closures, and pre-terminated assemblies — is active through late 2026, driven by a US$53 million Caribbean expansion and a 32,000 km fiber acquisition expected to close in H1 2026.
What the Claro Colombia FTTH Deployment Means for ODN Buyers
Claro Colombia, the fixed-line subsidiary of América Móvil, announced a US$200 million investment in September 2024 to migrate its fixed broadband network from HFC to full fiber-to-the-home. The initial phase targeted 1.5 million homes; the national goal is now 4.5 million homes passed.
Three signals show the build is still accelerating in 2026:
- Caribbean/Atlántico expansion: US$53 million committed to Barranquilla, Cartagena, La Guajira, Magdalena, and the San Andrés archipelago.
- Barranquilla build pace: 503 km of fiber deployed in 2025, with fiber coverage up 157%.
- 32,000 km acquisition: Claro is seeking regulatory approval to buy existing fiber routes from UTFO (20,000 km) and Azteca Comunicaciones Colombia (12,000 km), expected to close in H1 2026.
Nokia is the named infrastructure supplier, and Dominion Global holds a €10 million, three-year installation and maintenance contract with more than 175 field technicians.
Estimated ODN Equipment Demand
A 4.5 million home FTTH migration creates the following order-of-magnitude demand. These numbers are derived from public homes-passed targets and typical Latin American FTTH topologies:
| Component | Assumption | Estimated Volume | |
|---|---|---|---|
| Fiber cable (distribution + drop) | ~30–50m per home passed | ~135,000–225,000 km | |
| PLC splitters | 1 per 16–32 homes | 140,000–280,000 units | |
| Fiber distribution boxes | 1 per 250–500 homes | 9,000–18,000 units | |
| Fiber access terminals (FAT) | 1 per 50–100 homes | 45,000–90,000 units | |
| Fiber optic closures | 1 per 10–20 km of distribution fiber | 7,000–22,000 units | |
| Fiber patch cords | 2–4 per drop | 9M–18M units | |
| Pre-terminated ODN assemblies | Varies by architecture | Significant for island/rural builds |
Note: Actual volumes depend on Claro’s split ratios, topology, and whether civil works are self-performed or outsourced. Download our ODN BOM estimator to model different scenarios.
What this means for suppliers: Nokia typically supplies active equipment and large passive infrastructure. The remaining ODN materials — splitters, FDBs, closures, patch cords, and pre-terminated drops — are where specialized manufacturers and regional distributors can win recurring purchase orders.
Why Most Suppliers Will Not Get In
Claro Colombia is not an open market. Three barriers filter out most vendors:
- Formal supplier registration is mandatory: The Claro Aliados portal uses Ivalua for supplier evaluation. The process includes financial, legal, and compliance checks and can take several weeks.
- Incumbent relationships exist: Nokia holds the infrastructure contract; Dominion manages field installation. New suppliers must find gaps, not try to displace these vendors head-on.
- Local presence matters: Claro procurement prefers suppliers with Colombian tax registration, local support, or a regional distributor.
The suppliers that win are usually those that fit into the supply chain as a second source, contractor materials supplier, or regional stocking partner — not those that pitch a full network replacement.
How to Qualify as a Claro Colombia ODN Supplier
If you manufacture or distribute FTTH passive components, the realistic path looks like this:
Step 1: Register in Claro Aliados
Start at claro.com.co/institucional/aliados/. You will need:
- Company constitution and tax ID (RUT/NIT)
- Legal representative identification
- Bank certification
- Financial statements for the last two years
- Commercial references
- ISO 9001 or equivalent quality certification
- Product technical datasheets
Step 2: Map the buying center
Based on publicly available information and standard telecom procurement structures:
| Priority | Role | Why they matter | |
|---|---|---|---|
| P1 | Supply Chain Director / Procurement Manager | Controls vendor onboarding and PO issuance | |
| P2 | FTTH Network Manager / Project Manager | Defines technical specs and approves product qualifications | |
| P3 | President / Managing Director | Signs off on strategic supplier partnerships |
The identified public contact is Pablo Trujillo Rehbein, Supply Chain Director at Claro Colombia. LinkedIn outreach should be short, project-specific, and mention your tropical-deployment track record.
Step 3: Approach the contractor channel
Dominion Global and similar field contractors buy materials continuously. They prioritize:
- Short lead times
- Consistent quality and low field failure rates
- Project-specific packaging and labeling
- Local stock or fast air freight to Barranquilla/Bogotá
This channel can generate revenue while the formal Claro Aliados evaluation runs in parallel.
Step 4: Qualify your products for tropical FTTH
The Caribbean build covers coastal and island markets. Products must withstand:
- High humidity and salt spray
- Temperature cycling
- UV exposure on aerial spans
- Dust and water ingress in underground handholes
IP68-rated connectors, UV-stabilized closures, and gel-filled drop cables are baseline requirements, not premium options.
Tropical FTTH Deployment: Technical Requirements
Standard indoor-grade ODN products will fail in Barranquilla or San Andrés. The following specifications are typically required for Caribbean FTTH builds:
| Component | Typical Specification | Why it matters | |
|---|---|---|---|
| PLC splitter | 1×8 / 1×16 / 1×32, planarized lightwave circuit, PBT or metal casing | GPON/XGS-PON compatible; 1×16 and 1×32 are most common for Caribbean density | |
| Fiber distribution box | 16–32 ports, IP65/IP68, wall or pole mount | Outdoor installation; must survive rain and dust | |
| Splice closure | Dome or inline, IP68, 48–144 fibers, mechanical or heat-shrink sealing | Aerial and underground backbone consolidation | |
| Drop cable | G.657A2, 1–2 fibers, LSZH or PE sheath, 3.0 mm or flat | Tight bending in residential drops; UV resistance outdoors | |
| Patch cord / pigtail | SC/APC or SC/UPC, G.657A2, 0.9–3.0 mm | Low reflection APC for analog/video services | |
| Field connector | Mini SC IP68, pre-polished or fusion-spliced | Reduces truck rolls; no epoxy or polishing in the field |
For a deeper comparison of GPON vs XGS-PON split ratios, see our GPON vs XGS-PON guide.
How BWNFiber Supports Claro-Scale FTTH Builds
BWNFiber supplies ODN equipment to operators, EPCs, and distributors in Latin America, Africa, the Middle East, and Europe. For a build like Claro Colombia’s, we typically provide:
- PLC splitters 1×2 to 1×128 in ABS box, LGX cassette, mini type, and rack-mount formats
- Fiber distribution boxes and access terminals with IP65/IP68 ratings
- Fiber optic closures for aerial, underground, and duct applications
- Mini SC IP68 field connectors for plug-and-play drops
- Pre-terminated ODN assemblies to reduce splicing time on site
- Custom packaging, labeling, and OEM branding for regional distributors
We do not position BWNFiber as a replacement for Nokia. We position it as a specialized ODN supplier that can fill gaps in splitters, distribution boxes, closures, patch cords, and pre-terminated drops.
What to Do Next
If you are targeting Claro Colombia’s FTTH deployment:
- Register in Claro Aliados — the process takes weeks, and H1 2026 acquisition closing will trigger new procurement cycles.
- Request a sample kit from BWNFiber with tropical-grade PLC splitters, IP68 closures, and Mini SC connectors.
- Contact Pablo Trujillo Rehbein on LinkedIn with a message that references the Caribbean expansion and your tropical-deployment track record.
- Approach Dominion Colombia as a parallel materials channel for active installation contracts.
The window is open, but procurement cycles move fast once the 32,000 km acquisition closes.
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Frequently Asked Questions
How much is Claro Colombia investing in FTTH?
Claro Colombia announced a US$200 million investment to migrate its network from HFC to FTTH, plus an additional US$53 million for expansion in the Caribbean and Atlántico regions. América Móvil’s total Colombia investment plan is approximately US$1.1 billion.
How many homes will Claro Colombia pass with FTTH?
The initial phase targets 1.5 million homes, with a national FTTH target of 4.5 million households across Colombia.
Which regions are priority for Claro Colombia fiber expansion?
The Caribbean and Atlántico departments are priorities, including Barranquilla, Cartagena, La Guajira, Magdalena, and the San Andrés archipelago.
What ODN products are needed for a 4.5M home FTTH rollout?
A rollout at this scale needs PLC splitters, fiber distribution boxes, fiber access terminals, splice closures, patch cords, drop cables, and pre-terminated ODN assemblies. Split ratios typically range from 1×16 to 1×32 depending on whether the network uses GPON or XGS-PON.
Who are Claro Colombia’s fiber suppliers?
Nokia is the named infrastructure supplier. Dominion Global holds a €10 million, three-year contract for fiber installation and maintenance, deploying more than 175 field technicians.
How can a supplier register with Claro Colombia?
Suppliers must register through the official Claro Aliados portal at claro.com.co/institucional/aliados/ and complete the Ivalua-based evaluation process. The journey includes registration, document review, financial and legal assessment, and enablement in Claro’s supplier pool.
Why is the Caribbean region challenging for FTTH?
Coastal and island deployments face high humidity, salt exposure, tropical storms, and permitting delays. IP68-rated connectivity and pre-terminated ODN reduce splicing in harsh conditions and lower long-term maintenance costs.
What is the difference between HFC and FTTH?
HFC uses fiber to a neighborhood node and coaxial cable for the final drop. FTTH brings optical fiber all the way to the subscriber premises, enabling higher symmetrical speeds and lower latency.
What does an FTTH supplier need to win business with Claro Colombia?
Suppliers need approved vendor status through the Claro Aliados portal, fast delivery, tropical-grade products such as IP68 connectors, and a realistic entry strategy — often starting as a second source or through contractors like Dominion Global.
How much fiber cable does 4.5M homes passed require?
Order-of-magnitude estimates suggest 135,000 to 225,000 kilometers of combined distribution and drop cable, assuming 30–50 meters of fiber per home passed and shared backbone infrastructure across neighborhoods.
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Ready to Supply Claro Colombia’s FTTH Network?
BWNFiber provides:
- ✓ Quick ODN Solution
- ✓ Pre-Terminated Fiber Distribution Network
- ✓ PLC Splitters 1×2 to 1×128
- ✓ Fiber Distribution Box & Fiber Access Terminal
- ✓ Fiber Optic Closure & Fiber Patch Cord
- ✓ Mini SC IP68 Connectivity
- ✓ MPO-Based ODN Architecture
- ✓ OEM & Custom Packaging
Contact us for samples and quotations.
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Why Trust BWNFiber on This Topic
BWNFiber is a global supplier of Quick ODN and complete FTTx solutions. Our team has supported fiber deployment projects across Latin America, Africa, the Middle East, and Europe. This report combines publicly available operator announcements, regulatory filings, and industry estimates with our own ODN deployment experience. All third-party data is linked in the Sources & Confidence section below.
