competitive landscape proprietary and confidential 2012 sales kickoff
TRANSCRIPT
![Page 1: Competitive Landscape Proprietary and Confidential 2012 Sales Kickoff](https://reader034.vdocuments.net/reader034/viewer/2022051515/551a2c9f550346cb358b4eaf/html5/thumbnails/1.jpg)
Competitive Landscape
Proprietary and Confidential
2012 Sales Kickoff
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Proprietary Information.
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• Differentiators and positioning
• Ruckus
• Cisco
• GoNet
• BelAir
• Altai
• Summary
OutlineOutline
Duration: 45 minutes
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Differentiators and Positioning
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Alvarion Wi-Fi Key Differentiators
• Technology differentiators• Two-way spatially adaptive Beamforming
• Interference Immunity Suite
• 900 Mbps per unit, three streams
• 512 users per unit
• 3x3 MIMO
• High Gain Diversely Polarized (HGDP) antenna
• Others• IP-68, high EIRP, 4.9-5.9 GHs single HW
• Solution differentiators• Very flexible: bands, field-of-view
• WCPEn-2400-I, Market leading Wi-Fi CPE
• Built-in Access Controller
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Alvarion Wi-Fi Key Differentiators
• Value proposition• Best coverage and capacity
• Best interference mitigation
• Lowest cost per sq-km • Superior in NLOS and high interference
• Best for BWA services• Unique Beamforming indoor Wi-Fi CPE
• Superior indoor signal penetration
• Best for large venues (Airports, campus, stores, hotels… )
• Ubiquitous coverage with fewer units
• Experienced• An Alvarion company – a wireless powerhouse
• Two decades of wireless broadband experience
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Outdoor Wi-Fi Market & Positioning
Alvarion is a Carrier Grade Wi-Fi Market Leader
$$$ perAccount
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Growth, $1B Market in 1-2 years
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Ruckus Wireless
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Ruckus – in a nutshell
• Privately held
• Revenue 2011: $120M (estimated)
• HQ: Sunnyvale, CA, USA
• 300+ employees
• Solutions: Wi-Fi for enterprises/carriers, indoor/outdoor
• Customers: enterprises 70% and operators 30%
• Technology: 802.11a/b/g/n, adaptive antenna array, mesh
• Main partners: Alcatel-Lucent, Nokia Siemens • Distribution: 2,600 partners WW
• Main customers: AT&T, Deutsche Telekom, Swisscom, China Telecom, KDDI and Tikona
• Active WW, less in Africa
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Ruckus Claim to Fame
• Smart antenna selection for better coverage
• Tikona network
• KDDI win
• Perceived as low price
• Good CPE
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Beamforming vs. Pattern Selection
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50m
Indoor Competitive Test, Hanoi Vietnam
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• Light urban, heavy interference, laptop tests
On average, WBSn provides 50% greater ubiquitous coverage, and 50% higher capacity
On average, WBSn provides 50% greater ubiquitous coverage, and 50% higher capacity
Outdoor Coverage Competitive Test
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Building Coverage
Alvarion: Superior Radios Cover Building Using Fewer Units
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Hotel Coverage Tests
Results:•Undesirable results with BelAir and Ruckus•BelAir and Ruckus require additional equipment – expensive•Wavion is the preferred solution
• A test by a large hotel chain
• Thick concrete walls, reinforced with heavy metal structure
LOCATIONS
#1
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#3
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#5
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Seoul International Airport, S. Korea
• KT
• “Ruckus failed in the airport due to coverage and throughput performance. … started checking Airport coverage with twelve Ruckus APs and had bad coverage and throughput. Then … tested Wavion and Wavion covered half the floor with one WBS2400-SCT. Still …decided to go with Ruckus as it got better throughput when tested Ruckus in short distances. After installing four Ruckus … got lots of dead spots and 20 meter-only coverage for the throughput measured in initial trials. … have decided to remove Ruckus and install four Wavion units.”
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Ruckus Latest News
• ChannlyFly• A Buzz over “Online ACS” support
• Cellular data offloading• Announced a GW on 2/11, still not in market
• Acquisitions of Intelinet and ComAbility• Different approaches – no focus
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Tikona and KDDI Insights
• Tikona India• 40k 11g only Ruckus APs in 39 states
• Low QoS and a lot of technical issues
• Huge churn, 300k customers dropped to 100k
• Investors are not happy• Not profitable
• No additional POs for Ruckus over the last year
• Scanning for alternatives: 2.3 GHz spectrum, LTE, managed services…
• A bad Wi-Fi example for Indian operators
• KDDI Japan• Was planning 100,000 hotspots by 3/12
• A couple of thousand indoor APs only are under installation
• A new RFI – released yesterday
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Limited Actual Field Performances
• ATI Vietnam• Ruckus won the deal in 2010
• The project is on hold:
• Performance does not meet expectations in Hanoi (1st phase)
• Limited coverage
• Only LOS
• Reasonable performance with Ruckus CPEs only
• WBSn showed superior performances in trials
• PLDT• Ruckus failed the POC – low performance
• Other limitations• ZD – a must, extra cost
• No good Omni solution – need 3x sectors – expensive and complex!
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How to win Ruckus
• Alvarion radio superiority• Much better in metro NLOS
• Much better in handling interference
• Much better in indoor signal penetration
• Business case advantage
• WCPEn-2400-I – the BWA Ace up the sleeve
• Leverage on Alvarion• Presence, support, distribution
• Tikona – a failure!
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Cisco Systems
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Cisco in a nutshell
• Public company
• Revenue 2011: ~$1.6B• 50% Enterprise WLAN market share
• HQ: San Jose, CA, USA
• Solutions: enterprise Wi-Fi, smart cities, carrier 3G/LTE offloading, outdoor/indoor
• Customers: enterprise, government, carriers
• Technology: 82.11a/b/g/n, mesh, CleanAir
• Active WW
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Cisco Claim to Fame
• Complete solution• Indoor/outdoor AP
• Access Controllers
• Gateways
• Core integration
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Metro Hot-Zone Cost Comparison
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How to win Cisco
• Cisco is expensive
• Alvarion radio superiority• Much better at metro NLOS
• Much better at handling interference
• Much better at indoor signal penetration
• Alvarion is flexible and committed• Alvarion is big enough to deliver, and small enough to care
• Leverage on Alvarion• Presence, support, distribution
COSTCOST
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BelAir Networks
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BelAir in a nutshell
• Privately held • Comcast Venture, T-Mobile venture and others
• Revenue 2011: $40M-$50M (estimated)
• HQ in Kanata, Ontario, Canada
• 200 employees
• Solutions: small cell HetNet, metro Wi-Fi, outdoor and indoor
• Customers: Cable and mobile operators, governments and military
• Technology: 802.11, WiMAX, 3G/LTE, strand-mounting
• Main partners: Alcatel, Motorola, ip.access, Ericsson? Tessco
• Main customers: AT&T, Comcast, Cablevision, Time Warner
• A significant deployment: Times Square, NYC
• Mainly active in North America
• Marketing positioning: carrier Wi-Fi and small cell solutions
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BelAir Latest News
• Launched GigXOne solution in 11/2011 • New indoor AP (BelAir1000)
• New outdoor AP (BelAir 1100, 2x2:2 no BF)
• New Strand-mounting AP (BelAir3200, 3x3:3, standard BF)
• New controllers (BelAirCC8000, BelAirHZ4000)
• Targeting service providers– Hot zones, 3G/LTE offloading, campuses
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How to Win BelAir
• Alvarion radio superiority• Much better at metro NLOS
• Much better at handling interference
• Much better at indoor signal penetration
• Belair has limited support outside Americas• No ETSI certification
• Belair cellular offloading solution focuses ontunneling, less practical for most operators
• Leverage on Alvarion• Presence, support, distribution
Alvarion cuts the cost by 50%Alvarion cuts the cost by 50%
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GoNet
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GoNet Update
• 11a/g portfolio has come of age
• 11n is late, a new portfolio introduction is expected during 2012• Standard (1st generation) 11n 2x2 MIMO, uplink BF (MRC) only no TX BF
• Fully OEM based (AuteLAN, China, limited support capabilities)• Implies limited in-house resources
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Alvarion WBS-2400Alvarion WBS-2400
GoNet MBW 1100GoNet MBW 1100
Lab Test
Alvarion 11g clearly outperforms GoNet 11gAlvarion 11g clearly outperforms GoNet 11g
11g Comparison Tests
Field Test
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How To Win GoNet
• GoNet solution is: • Old
• Low performance compared to Alvarion
• Expensive
• Expected GoNet 11n products are inferior
GoNet
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Altai
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Company in a Nutshell
• Privately held
• Revenue 2011: $10M-$20M (estimated)
• Based in Hong Kong
• 200 employees
• Solutions: BWA, rural, verticals, 3GO
• Technology: 802.11a/b/g/n, antenna selection• Spectrum: 2.4, 3.5, 4.9, 5.x GHz
• Largest deployment: 150 base stations, in Malaysia
• Mainly active in Asia, ME, US
• Marketing positioning: carrier-grade super Wi-Fi
• Latest PR: provided services on New Year’s Eve. Jan. 2012 based on A8-Ei with Fitel (ISP)
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Altai A8 Portfolio Evolution
A8OmniCumbersomeExpensiveb/g access + a BH4 sectors 14 dBi, ant. selectionLimited NLOS6.5 kg, w/o ant.$3,400 (eBay)
A8OmniCumbersomeExpensiveb/g access + a BH4 sectors 14 dBi, ant. selectionLimited NLOS6.5 kg, w/o ant.$3,400 (eBay)
A8-EiLaunched June/10Sector 19 dBib/g access Limited NLOS$1,600
A8-EiLaunched June/10Sector 19 dBib/g access Limited NLOS$1,600
A8iLaunched Feb/1111a (BH) + b/g (access)8 elements ant. selection, 14 dBi, -3dB at back Ant. section10.5 kg - heavy
A8iLaunched Feb/1111a (BH) + b/g (access)8 elements ant. selection, 14 dBi, -3dB at back Ant. section10.5 kg - heavy
A8nLaunched June/11 (not on website)Cumbersome11an (BH) + b/g/n (access)2x2 MIMO, no BF4 sectors, ant. sectionLimited NLOS
A8nLaunched June/11 (not on website)Cumbersome11an (BH) + b/g/n (access)2x2 MIMO, no BF4 sectors, ant. sectionLimited NLOS
Expecting (standard) 11n availability in 2012Expecting (standard) 11n availability in 2012
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• Basic radio solutions• 802.11a/n (BH PTP/PTMP)
• 23 dBm, 5.150-5.825 GHz (partial 5.8)
• 802.11b/g/n (AP/CPE)• 26 dBm, 13 ch.
• 2x2 MIMO, no BF
• Flexible field of view (No dual band Omni)
• IP-67
1st generation 11n equipment1st generation 11n equipment
Altai A2 and A2e
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How To Win Altai
• Alvarion radio superiority• Much better at metro NLOS (not LOS)
• Much better at handling interference
• Much better at indoor signal penetration
• Altai 11n is basic and late• No BF, 2x2 MIMO
• Altai is expensive• A8/A8n is expensive
• More base stations per sq-km
• WCPEn-2400-I – the BWA Ace up the sleeve
• Limited core integration experience
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Summary
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• Technology Differentiators• Two-way spatially adaptive Beamforming
• Interference Immunity Suite
• 900 Mbps per unit, three streams
• 512 users per unit
• 3x3 MIMO
• HGDP antenna
• Solution Differentiators• Very flexible: bands, field-of-view
• Built-in Access Controller
• WCPEn-2400-I – best CPE in the market
• Value Proposition• Best coverage and capacity
• Best interference mitigation
• Lowest cost per sq. km
• Best for BWA services
• Best for large venues
• Experienced• 15+ years of wireless and Wi-Fi
Alvarion Wi-Fi Key Differentiators