Three  Customer  Application Notes  

 

App Notes Authored to serve as  

1) A testimonial of customer satisfaction  including referenceable customer name, logo   

2) Representation of manufacturer’s ability to deliver comprehensive business solutions  

3) Benefits‐focused marketing collateral 

_______________________________________________   First Two App Notes  = real world story 

 

Third App Note   

1) A fabricated hypothetical story  

2) 2nd page defines the logical criteria & steps for creating successful testimonial app notes 

 

 

This presentation © 2011 richard hurn, all rights reserved   ‐ ‐   richardhurn@aceweb.com         for references linkedin.com/in/richardhurn   ‐ ‐   for career portfolio  richardhurn.com   ‐ ‐      for whitepaper sample slideshare.net/richardhurn/best‐network‐practices‐for‐dsl‐deployment  

         

 

Copyright 2004, Vivato, Inc www.vivato.net 866-802-1600

HOTEL CASE STUDY:

High Speed Internet Access for 60% Less Cost Hotel Site: Wyndham Dallas North By the Galleria

4801 LBJ Freeway Dallas, Texas 75244

Goal: Requirements

Provide seamless Internet access for guests via ubiquitous and economical wireless network deployed throughout the entire hotel facility.

The hotel has fourteen floors. Requirements were to connect guest and staff laptops, notebooks and PDA devices, which were potentially located throughout the facilities planned coverage area. Only industry standard 802.11b Wi-Fi devices were to be supported.

The Wyndham faced several key issues: ● 150 of the hotel’s guest rooms were Ethernet-wired

and the cost associated with continuing this effort was deemed excessive as NO horizontal runs could be installed due to building construction.

● The hotel had not installed a way to bill hotel guests and as such, Internet access was being provided with NO revenue gain.

● Wi-Fi deployment with traditional Access Points was still too expensive.

Elandia Solutions, a primary Value Added Retailer for Vivato, reviewed Wyndham’s requirements, and their networking wants, and opted to provide leading edge Wi-Fi products to create a total infrastructure solution. Elandia first provided a full day detailed site survey to ensure that all required coverage areas were properly addressed and that a variety of guest-provided Wi-Fi enabled devices as defined would be supported within the coverage areas. Elandia further addressed Internet access points of presence, power requirements and overall network connectivity to allow for integration into the existing network.

Copyright 2004, Vivato, Inc www.vivato.net 866-802-1600

In-Room High Speed Internet Access with no per-room construction needed All meeting, conference, & lobby

facilities covered at no additional cost

Wi-Fi Installation

BUDGET ISSUES Elandia overcame Wyndham’s financial budget considerations by designing a truly cost effective Wi-Fi solution. The solution equipment included eleven high-powered dual 200mW RF (radio frequency) AP/Bridge devices. These devices, effectively representing twenty-two wireless Access Points, were directly connected to the existing Local Area Network in a single location via “home run” cabling. No power was required at each location as Power-over-Ethernet (PoE) was employed. Hence the initial cost was controlled by utilizing minimal equipment and by completely avoiding the need for additional Ethernet cabling or power runs. This latter issue also addressed the specific want of avoiding unsightly cable runs to maintain the facilities interior atmosphere.

PHYSICAL ISSUES Finally, Elandia overcame Wyndham’s physical layout complexities by providing high-powered Wi-Fi equipment that was capable of flooding the coverage areas as required. Specifically, two Wi-Fi AP/Bridges were deployed for three-floor coverage. In providing this type of design, a single unit with dual radios provided coverage for approximately 37-38 rooms or approximately 18-19 devices per radio. This design effectively balanced network traffic across the Wireless Local Area Network. Each of the home-runned Wi-Fi devices was attached to an existing 10/100 Switch to help maintain performance. In this manner, the lowest cost of deployment and total system life cost of ownership was controlled. Based on typical take rates and load balancing parameters, Wyndham anticipated no more than 5-6 active users per radio.

“Vivato provided the right solution at an economical price. Our guests now enjoy high quality wireless broadband access to the Internet.”

Mr. Mark. Hamner, GM Wyndham Dallas

Copyright 2004, Vivato, Inc www.vivato.net 866-802-1600

Wyndham Results

Elandia’s professional approach yielded a Wi-Fi networking infrastructure that was completely designed, tested and installed within three days. Should expanded coverage areas be required, Elandia’s initial design will allow Wyndham to simply grow in a modular fashion following the same facility criteria as the initial deployment.

As part of the overall solution, Elandia addressed Wyndham’s Internet access bandwidth requirements and ascertained that sufficient capabilities already existed such that their “customer’s experience” met with state-of–the-art expectations. In doing this, Elandia provided a liaison with Wyndham’s Internet Service Provider (ISP).

Similar Results by Vivato’s WindChannel VAR

“The right solution at the right price! Saved us over $22,000 and our Wi-Fi coverage is tremendous!”

Mr. Mark Hamner, GM Wyndham

Both the WindChannel and Elandia VARs will be presenting at the upcoming Wi-Fi Roadshow this May through June all across America. Please see www.wifiroadshow to select a city near you! Come hear why the following hotels have chosen Vivato:

Hilton Gardens

Hampton Inns

Quality Suites

Sheraton

Comfort Inns

Holiday Inns

Homewood Suites

Courtyard by Mariott

Fairfield Inns

How ‘Smart’ Cities Utilize Vivato Wireless Wi-Fi

Increasing City Eff iciency, Safety and Economic Development

The term ‘Smart City’ has recently been used to categorize cities that have several progressive initiatives, which include wireless data networks to increase the city’s internal efficiencies thus increasing the safety to the citizens and visitors. ‘Smart’ cities have found new ways to drive retail commerce, tourism and economic development using new standardized wireless technologies. This paper reviews the use of wireless ‘Wi-Fi’ technology in cities, and the enabling of new municipality and public applications. BACKGROUND City public safety and transportation agencies currently use a wireless communication network called Cellular Digital Packet Data (CDPD). CDPD is a relatively low bandwidth network and is used for emergency and non-emergency mobile services:

• Police and fire dispatching • Suspect identification • Vehicle license plate lookup • Mobile Display Terminals (MDTs) • Message signs and intersection controllers

Maximum throughput of CDPD is, at best, only 19.2 kbps. CDPD uses FCC licensed frequency spectrum (usually between 800 and 900 MHz) and requires expensive proprietary equipment. It is important to note that life-critical emergency communications require use of licensed frequencies to avoid interference and guarantee service. The major wireless communication firms have announced the end-of-life of CDPD, with no future upgrades or support. They are marketing new improved, but relatively low bandwidth, replacement systems like:

• Global Systems for Mobile (GSM) • General Packet Radio Service (GPRS, an

extension of GSM) • 1xRTT

These 3rd generation or 3G products, including 1xEVDO, simply can not adequately handle the bandwidth requirements of the applications that cities are eager to run. Wi-Fi 802.11 Wireless Fidelity, or Wi-Fi, is an industry standard that uses an unlicensed spectrum. Wi-Fi enabled mobile devices such as laptops, person digital assistants (PDAs) and rugged handheld PCs are prevalent, inexpensive and can run thousands of useful municipality applications. Standard Wi-Fi (802.11b version) has a throughput of 11,000 kbps (11Mbps) which enables such bandwidth-intensive mobile applications as fast image retrieval, streaming video, large database access and Automatic Field Reporting (AFR).

Figure 1 – Bandwidth & Range Comparison

While enabling more than 10x the bandwidth of current CDPD or similar systems, standard Wi-Fi is limited in coverage distance. An ordinary Access Point (AP) can support wireless connectivity within a distance of approximately 300 feet (91 meters).

Standard Wi-Fi

CDPD GPRS GSM

1XRTT

B A N D W I D T H

RA

NG

E

Vivato Wi-Fi

Smart Cities Using Wi-Fi

Please visit www.vivato.com or call toll free 1-866-802-1600 2

N E W E C O N O M I C M O D E L Vivato has taken standard Wi-Fi and extended it to more than 20 times the coverage by means of innovative technology phased-array antenna base stations. Using intelligent Vivato Wi-Fi Base Stations, cities are able to reach laptops, hand-held PCs in patrol cars, fire engines, parking meter attendants and city workers within distances over 13,000 feet (4 kilometers). In addition, extending beyond 4 km is achievable using higher power client devices. An ordinary Wi-Fi Access Point (AP) mesh solution deployed in a city results in what is know as ‘pico-cellular’ coverage. Figure 2 shows the many pico-cellular or “hot spots” covering a deployment area using standard AP antennas. Even for a small coverage area of 15,000 residents, this ordinary AP approach would require hundreds of APs. Each AP would require a professional installation on a city light pole, providing the city has the rights-of-use to every light pole needed. Each AP in this pico-cellular deployment would also require power to the AP, and network connectivity or back-haul to many of these AP devices.

Figure 2 – ‘Pico-cellular’, Hot Spot Coverage

Consider the Information Technology (IT) maintenance challenge from having hundreds of APs to manage and potentially hundreds of points-of-failure. This pico-cellular architecture approach requires long installation time, disruption to the city and can be extremely

expensive to deploy with the hardware, professional services and the recurring operating expenditures. There are many dependencies on the overall Wi-Fi deployment – size of coverage area, building height, building material and wall thickness, terrain and other obstacles such as large trees. The pico-cellular AP method can be susceptible to seasonal variances due to the annual shedding of leaves by trees. In this example, the cost of the ordinary pico-cellular AP coverage method would be several thousands of dollars per unit. Since this example city with a population of 15,000 requires 100’s of units, the hardware cost alone would exceed $400,000. This figure does not include professional services, installation, software or maintenance costs. Compare this to the cost effective Vivato solution that would cost under $20,000.

Figure 3 – Vivato Base Station and AP Coverage

The expansion in coverage using Vivato Wi-Fi Base Stations can drastically reduce the overall equipment needed for a municipal solution. This same city size of 15,000 would require just a few Vivato Wi-Fi base stations. In figure 4, a typical city deployment is shown with (1) Vivato Base Station and (2) Vivato AP/Bridges to fill an area not covered by the base station. This meshed combination of extended range Base Stations and AP/Bridges keeps the complexity low, while giving the city the largest and most efficient wireless coverage. A recent Vivato Wi-Fi installation in the city of Salida, Colorado (population 16,000) gave ubiquitous coverage

Smart Cities Using Wi-Fi

Please visit www.vivato.com or call toll free 1-866-802-1600 3

throughout the city for mobile police applications. This installation required only (1) Vivato base station and no AP/Bridges, providing the police force with the most cost efficient wireless solution. In the cellular phone industry, coverage for a given city area is accomplished by use of base stations. As in the Vivato Wi-Fi solution, areas not covered by the base stations (tunnels, bridges, etc.) are covered by use of pico-cell antennas (analogous to the AP). If a city were to use the pico-cellular method for cell phone coverage, it would require a pico-cell antennas placed on every city block.

M U N I C I P A L I T Y W I - F I A P P L I C A T I O N S Real-time Database Access for Police Equipped with rugged laptops in the vehicle, law enforcement officers can now have instant access to regional crime information databases such as RISS, ROCIC, COPLINK, Amber Alert System, and DMV records. Police officers can now obtain mug shots, floor plans and other images in real-time while on patrol.

Wireless camera surveil lance With the advent of low cost Wi-Fi cameras, patrol officers in their vehicles can obtain quick access to images of intersections and streets, high crime areas, schools and other surveillance areas. Fire engines and response teams can use these wireless cameras to monitor the status of a fire out of harms way. Wi-Fi cameras range in complexity from basic models to remote controlled and weatherized models. Some have remote focus and

infrared capability. A wireless camera system can also be linked into existing wired video systems. Police Reporting Automatic Field Reporting (AFR) - Much time of the patrol officer is spent at the office manually entering field reports into a Records Management System (RMS), or writing manual reports. This time spent in the office is time away from patrol and can be eliminated using the Vivato Wi-Fi solution. Now officers can simply enter in their reports from a laptop in their patrol vehicle and communicate in real-time to headquarters. This drastically increases their presence in the community and help makes a city safer. Computer-Aided Dispatch (CAD) for Police, Fire and Rescue As a means of redundant dispatch, Wi-Fi can enable police, fire and rescue vehicles to review dispatch information quickly and with enhanced graphics and video. Fire hydrant information, building and floor plans can be quickly sent to the response teams. Traffic Intersections, streets and bridges can be monitored by video surveillance using mounted Wi-Fi cameras. These video or static images can easily be stored and retrieved using standard image databases. Electronic traffic signs can be updated and controlled from a wireless connection. Parking & Public Works Meter attendants can access vehicle and parking violation records in real-time using handheld PC devices to determine the best course of action with a violation. Even parking meters are being equipped with Wi-Fi so that the attendant can determine meter expiration without having to physically read each meter. Utility meter attendants have the same flexibly and power with Wi-Fi in reading water, sewer and power meters. This data can then be sent back to a central facility in real-time.

E C O N O M I C D E V E L O P M E N T Public Internet Access Cities are working with Internet Service Providers (ISPs) to provide the citizens with internet access throughout the city, in parks, malls and open community areas.

Smart Cities Using Wi-Fi

Please visit www.vivato.com or call toll free 1-866-802-1600 4

Varying economic models range from free access to a monthly fee around $20 per month.

Vivato Wi-Fi is flexible and can be used temporarily for events such as festivals, ceremonies, sporting tournaments and concerts providing visitors with

real-time information, email and Internet access. Retail traffic In addition to prepaid cards driving customers to coffee shops and restaurants, retail stores can offer wireless promotions, discounts, and events, thus driving more foot traffic to their establishments. Using any Wi-Fi enabled laptop or PDA, a visitor could access many of the ‘digital city’ sites that list restaurants, concerts, hotels entertainment, museums and points of interest in the city. Tourism A prepaid wireless access card is being used today to increase the experience of the traveler. Imagine checking into a hotel and being given a free 10 hours of usage Internet card for access anywhere in the city. Retailers can also sell the prepaid cards to customers. Cities are installing visitor kiosks for information and high resolution maps of city amenities. These Wi-Fi kiosks can also include real-time language translation for visitors.

Dual Networks Many cities are desiring to run simultaneous wireless networks – one for public internet access and one for municipality applications. Using the Vivato Wi-Fi solution, this can be achieved with out having to purchase redundant equipment. Cities can use many of the built-in security features of the Vivato Wi-Fi solutions to ensure a highly secure network for police, fire, traffic and public works applications. Security Security is an important issue for municipality Wi-Fi installations. Vivato's Base Stations include state-of-the-art Wi-Fi security - the Wired Equivalency Protocol

(WEP) and Temporal Key Integrity Protocol (TKIP) with 802.1X authentication with per-station keys. In addition, they are industry standard 802.11i compliant FIPS 140-2 capable. Higher-level security mechanisms normally found in add-on products such as

Virtual Private Networks (VPNs) and Virtual LANs (VLANS) are built into each Base Station. Vivato is also introducing Rogue AP detection with its Base Stations. Summary Wi-Fi is powerful network technology that can be used in conjunction with the municipal emergency systems to enable higher bandwidth applications for police, fire, rescue and public works. In addition to providing a public access network, these applications help the city increase efficiency, safety and economic development. The Vivato combined Wi-Fi Base Station and AP/Bridge meshed solution provides the largest coverage and the lowest cost.

About Vivato - Vivato delivers a complete family of innovative Wi-Fi infrastructure products, featuring Wi-Fi Base Stations, both indoor and outdoor. Vivato's base stations are packaged as a single integrated unit, including the planar phased array antenna and all of the electronics needed to run the Base Station. Simply supply Ethernet and power, and the Base Station delivers beams of Wi-Fi to a large area.

Vivato's Wi-Fi network Base Stations and AP/Bridges are changing the "physics" and economics of Wi-Fi, combining unsurpassed performance and capacity at the lowest cost of deployment. One manageable network element, instead of many, controls the entire Wi-Fi Zone. Call Vivato today and find out how to make your city safer, more efficient and how to drive economic development.

For more information please call 1-866-802-1600 or visit www.vivato.com

Smart Cities Using Wi-Fi

Please visit www.vivato.com or call toll free 1-866-802-1600 5

139 Townsend S t r ee t , Su i t e 200 , San F ranc i s co , CA 94107

problem:Telmex customers are demanding ISDN and ADSL servicesin region where copper is exhausted and right-of-wayscongested. Fiber deployment for thisregion is scheduled for three years fromnow. How can Telmex hold on to thesedata services customers?

Sr. Rudi Fernandez, Manager of digital services forTelmex’s Mexico City service area was pondering his abilityto retain customer loyalty in the midst of strenuouscompetition from both Sprint and GTE for digital servicesover both phone lines and cable. Mr. Fenandez’s networkplanning office had just booked the upscale domesticneighborhood just north of Tequila Flats for fiberdeployment in late 2001, but Rudi had over 78 dormantservice requests on his desk demanding either ISDN orADSL services for home-office and entertainment-hungrycustomers.

Mr. Fernandez was also painfully aware that hisexisting plant was completely exhausted and theright-of-way to Tequila Flats was highlycongested and would be costly to string newcapacity. His network planners clearly had noupgrade budget available until Q2, 2000.

Unwilling to simply turn his back on paying customers,Rudi remembered AFC’s presentaion at SuperCom last yearpromising the ability to rescue stranded plant. Extractingadditional POTS from a copper plant was one thing, -- butnow he wondered, could AFC help embed digital serviceinto the same situation?

solution: With UMC1000 multi-service platformsalready installed as local loop access devices for TequilaFlats, Rudi phoned his application engineering team intheir Petaluma California office with his problem.Working with Mr. George Sloan at AFC, Rudi received afax diagramming three options forinstalling ISDN and ADSLbysimply adding line cards intoTelmex’s existing UMC cabinets.

Mr. Fernandez met with hisnetwork planners and decided tomodify the existing POTS servicewith 4:1 concentration, and thenadd the data service line cards touse the bandwidth freed up by thePOTS concentration.

Since AFC’s new line cards can be hot-swapped into “live”service platforms, and since the single existing UMCplatform accomodates any mix of service cards, this entireupgrade was performed for Tequila Flats in one afternoonand without any service interruption. Following softwareprovisioning from the central office and sign-up of newcustomers, Rudi was able to bring up service on his first 18customers only two weeks after phoning Mr. Sloan back inPetaluma.

budget: Withno funding scheduleduntil 2000, Rudiwould have tradi-tionally been para-lyzed. But byleveraging the existing UMC investment, arranging abudget variance based on the revenue from 87 orders fordigital service sitting on his desk, and the minimal cost ofadding incremental service cards, the Telmex budgetcommittee approved the service expansion with anultimate capacity for 240 digital subscribers by year’s end.

results: Denied growth byTelmex’s rapid digital servicesimplementation, GTE has sincedismantled its digital services pushin Mexico City and Sr. Fernandezwas promoted to Vice President,Digital Services. The and therevune stream for AFC digitalsolution has exceed projections andsystem uptime has exceeded99.94%.

With customer loyalty firmly established in the TequilaFlats region, the network planners at Telmex last monthinvited AFC to present a technical seminar on expandingdigital services throughout Mexico City. “Why wait forfiber installation when we can generate digitial services

revenue today?” Sr Fernandezpondered. “Especially with thecost/benefit ratio we receive from theUMC1000 multi-service platform,you would be loco to let customers getaway from you while you wait forfiber!”

Another in a series of business successes provided

by the UMC1000 solution from AFC.

Phone (707) 792-3800 or visit www.fibre.com for more examples of profit engineering from AFC!

UMC1000 Case Study #207

Sr. Fernandez happily signs up 87 digitalcustomers only 8 weeks after calling AFC

c 1998 Advanced Fibre Communications, Inc. All references and trademarks used by permission

embedding digital services over an exhausted copper plant

Telmex customers are demanding ISDN and ADSLservices in region where copper is exhausted and right-of-ways congested. Fiber deploymentfor this region is scheduled for threeyears from now. How can Telmex holdon to these data services customers?Sr. Rudi Fernandez, Manager of digital services forTelmex’s Mexico City service area was pondering hisability to retain customer loyalty in the midst ofstrenuous competition from both Sprint and GTE fordigital services over both phone lines and cable. Mr.Fenandez’s network planning office had just booked theupscale domestic neighborhood just north of TequilaFlats for fiber deployment in late 2001, but Rudi had over78 dormant service requests on his desk demandingeither ISDN or ADSL services for home-office andentertainment-hungry customers.

Mr. Fernandez was also painfully aware that hisexisting plant was completely exhausted andthe right-of-way to Tequila Flats was highlycongested and would be costly to string newcapacity. His network planners clearly had noupgrade budget available until Q2, 2000.

Unwilling to simply turn his back on paying customers,Rudi remembered AFC’s presentaion at SuperCom lastyear promising the ability to rescue stranded plant.Extracting additional POTS from a copper plant was onething, -- but now he wondered, could AFC help embeddigital service into the same situation?

With UMC1000 multi-service platformsalready installed as local loop access devices for TequilaFlats, Rudi phoned his application engineering team in theirPetaluma California office with his problem. Working withMr. George Sloan at AFC, Rudi received a fax diagrammingthree options for installing ISDNand ADSL bysimply adding linecards into Telmex’s existing UMCcabinets.Mr. Fernandez met with hisnetwork planners and decided tomodify the existing POTS servicewith 4:1 concentration, and thenadd the data service line cards touse the bandwidth freed up by thePOTS concentration.

Since AFC’s new line cards can be hot-swapped into“live” service platforms, and since the single existingUMC platform accomodates any mix of service cards,this entire upgrade was performed for Tequila Flats inone afternoon and without any service interruption.Following software provisioning from the central officeand sign-up of new customers, Rudi was able to bring upservice on his first 18 customers only two weeks afterphoning Mr. Sloan back in Petaluma.

Withno funding scheduleduntil 2000, Rudiwould have tradi-tionally been para-lyzed. But byleveraging the existingUMC investment, arranging a budget variance based onthe revenue from 87 orders for digital service sitting onhis desk, and the minimal cost of adding incrementalservice cards, the Telmex budget committee approved theservice expansion with an ultimate capacity for 240digital subscribers by year’s end.

Denied growth byTelmex’s rapid digital servicesimplementation, GTE has sincedismantled its digital services pushin Mexico City and Sr. Fernandezwas promoted to Vice President,Digital Services. The and the revunestream for AFC digital solution hasexceed projections and systemuptime has exceeded 99.94%.

With customer loyalty firmly established in the TequilaFlats region, the network planners at Telmex last monthinvited AFC to present a technical seminar on expandingdigital services throughout Mexico City. “Why wait forfiber installation when we can generate digitial servicesrevenue today?” Sr Fernandez pondered. “Especially

with the cost/benefit ratio we receivefrom the UMC1000 multi-serviceplatform, you would be loco to letcustomers get away from you whileyou wait for fiber!”

Sr. Fernandez happily signs up 87 digitalcustomers only 8 weeks after calling AFC

step #1: - define a concise,specific problem - hopefully aBUSINESS issue, not just atechno- gear problem.or translate the techno issue intoa dollar problem (ie. rusted plantin coastal town)

Step #2 - personalize the story w/a contacts name and companylogo

step #3:describe the AFC solution inspecific reference to the problemdefined in step #1. Also givedetails of the implementation, AFCengineers, time frame, particularsurprises overcome.

step #4:Give examples of how ourtechnology uniquley enabled thesolution. Refer to specific systemcapabilities that lead to thesuccess.

step #6 - Success: provide bothconcrete and anecdotal successexamples. More than “the linewas put up”, what’s the resultingVALUE to the telco, the town, theguy who specified our equipment

step #7:We must have rights tophotographs and quotes for thesetestamonials to have anycredability. No quotes - no good,no pix - no validity. Sorry, butquality marketing requires guts.

step #8:Ship all photos, quotes, & signedpermissions with rough story andtechnical details details to RichardHurn for publication. Will sendyou a finished piece for yourcritique & customer signoff prior topublishing. thanx richard x4162

step #5:If possible, create data-point diagramto quantify (validate) success of oursolution.