Transcript Slide 1

Alvarion Markets,
Positioning and Offering
Outline
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Alvarion Market – “The 3 pillars”
Market trends
Who are we ?
Where are we coming from ?
Alvarion Offering and Positioning
Road Map
New Alvarion - Marketing rebound
Wavion who?
Proprietary Information.
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Alvarion New Market Focus – "3 Pillars"
BWA Market
• Traditional, Fix operators, Licensed, WiMax driven
• Size – $1.9B (Mobile and Fix)
• Addressable (BWA Fixed/Nomadic WiMAX) – $500M, moderate growth
• Growth components:
• WiMAX CPE
• Networks in transition WiMAX/LTE
• Fixed/Nomadic TD-LTE
• Market will move partially, slowly, to TD-LTE
• Alvarion strategy
- Preserve market position
- Look for large enough niche markets to leverage Alvarion
technology
Proprietary Information.
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Alvarion New Market Focus – "3 Pillars"
5GHz Private networks (Enterprise, Verticals) market
• Typical topologies: PtP, PtMP - WiFi, WiMAX, Proprietary
• “Close garden” solution
• Size - $800M, CAGR - 13%
• Alvarion Strategy - Rebound and grow
Carrier grade WiFi market
• New, Mobile Carriers
• Traditional, Enterprise
• Open system, mobile WiFi device driven
• Size - $500M, CAGR - 40%
• Alvarion Strategy - Grow and lead
Proprietary Information.
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Wireless Broadband Market
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Smartphones and tablets are driving exploding data and video traffic
Operators’ usage of Wi-Fi for data offloading and backhauling, in order to reduce
cost, improve QoS, and enable service expansion
Technology choice (Wi-Fi, 4G/LTE, Femto) driven by capacity, availability & cost
“White Space” initiative and unlicensed spectrum will use Wi-Fi and LTE
Wi-Fi
4G/LTE
Unlicensed Spectrum/bands (2.4, 5 GHz)
Licensed bands (700MHz, 1.8, 2.1, 2.3, 2.5, 3.5
GHz)
Focused on fixed & mobile applications
Focused on country- wide mobile applications
Lowest cost last mile solution (matured, small
BS, CPE volume, consolidated standard)
consumer electronics
Medium to high cost (non-mature, large BS,
expensive CPE) 2-3 years for mass market
Expanding to “White Space” – “Wi-Fi on
Steroids”
Frequency & bandwidth allocation delays,
diversified
Wi-Fi and LTE are complementary solutions for carriers
Proprietary Information.
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Exponential Data Usage Growth
• AT&T reports an 8X increase in data traffic between ‘07-’10, coinciding with the launch of
the iPhone; driving broadband download demand with less capability to provide capacity
• Cisco study projects 26x growth from ’10 -’15, to 6.3 exabytes/month; 2/3rds will be video
Skyrocketing Data Usage
Average Demand vs. Capacity per User (USA)
Capacity
Demand
Mobile devices and
increased mobile
video driving usage
Capacity Supply
Source: AT&T
Data Downloads
Capacity
Shortage
Source: Rysavy Research 2010
Users
Operators now understand they need all spectrum and all technologies
Proprietary Information.
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Where Are We Coming From ?
• 2 decades of wireless experience
• One of the largest fix wireless
focused R&D organization
• One of the largest outdoor fix
wireless installed base
• Large customer base
• Larger partners base
• WiMAX, WiMAX, … many
technology building blocks (OFDMA,
MIMO, etc.) are part of LTE
Proprietary Information.
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Who Are We?
• Broadband Wireless Solutions provider
• Strong two market pillars – Carriers, Enterprise
• Multiple technologies – WiMAX, WiFi, DAS
• Value creator – Connectivity, Coverage, Capacity
• Company in transition
• From the Elephant track to leading in large niche markets
• In turn-around: From declining to stabilizing to rebounding
Providers of optimized broadband wireless solutions to
address connectivity, capacity and coverage
challenges of public and private networks
Proprietary Information.
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New Alvarion - Launch
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Reposition the company: New strategy and messages
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Multiple technologies and solutions
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Serving both Public and Private networks
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New product launches after 2 years with no product “news”
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Profitable company after few years with losses
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New branding to serve the above
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Launch in the Sales kick off
Proprietary Information.
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Alvarion Multi-Technology Solution Portfolio
Market
/ Solution
Mobile
Carriers
4G RAN
(Licensed &
Unlicensed
spectrum)
- Close Garden
5GHz
- Carrier-Grade WiFi
2.4GHz and 5GHz
Intelligent DAS
Primary
(cellular offload)
Primary
BWA
Operators/WISPs
Enterprise/ Vertical
Markets
Primary
Secondary
Primary
(access, backhaul)
Primary
(access; backhaul)
Secondary
Unique combination of complementary solutions optimized for
a variety of networks, applications, topologies, and environments
Proprietary Information.
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Products and Solutions
Carrier WiFi
Metro WiFi
3G Data
Offload
DAS
In-Building
Capacity &
Coverage
Private Networks
Public Safety
Smart City
4G Wireless Access
Industries &
Business &
Utility
WISPs
Fixed Access
4G Broadband
Urban & Rural
WBSn
WBSn
4G Small Cell
Backhaul
WALKair
Breeze Ultra
BreezeCell
BreezeMAX 4Motion
Breeze Compact
BreezeMAX Extreme
Breeze Access VL
BreezeNet B
Carrier WiFi
DAS
Private
PrivateNetworks
Networks
4G Wireless Access
Proprietary Information.
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A Full Spectrum Portfolio
700-800
850 900MHz 1.8 1.9 2.1
WBS
2.3 2.4 2.5 3.3 3.5 3.6–3.8 4.9 – 5.8 5.9 10.5 26 28 GHz
WBSn
WBSn
Ultra
Breeze Cell
BNB
BNB
VL
VL
Extreme
BreezeMAX 4Motion
WALKair
Compact
700-800 850
900MHz 1.8 1.9 2.1
2.3 2.4 2.5 3.3 3.5 3.6–3.8 4.9 – 5.8 5.9 10.5 26 28 GHz
Proprietary Information.
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Alvarion Product Plan 2012
• New products launch in all three market pillars
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Compact
Ultra
WBSn
• Major product milestones
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Extreme 2.0
WALKair 5000
LTE Trial, Phase 2
NMS, Uplift and Wavion products
DAS, Strategic customer and partner
Proprietary Information.
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Portfolio Roadmap - 2012
H2’11
Carrier Wi-Fi
• WBSn-2400-S
• WBSn-2400-O
DAS
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Private
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Extreme v1.8
H1’12
• WBSn-2450-S
• WBSn-2450-O
• WBSn-2450-SO/OS
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4Motion v3.5
Wireless
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WALKair 5000
• WBSn-2400-E
• AlvariStar
BreezeCell v2.0
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Ultra PtP
Networks
4G
H2’12
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Compact 3.5GHz
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Ultra PtMP
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Extreme v2.0
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LTE Demo II
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Compact 2.5G *
Access
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BMAX Pro 6000
Proprietary Information.
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Why New Branding?
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Reflect the new Alvarion strategy and messages
Reposition Alvarion as a key provider of broadband solutions to
private and public networks
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Reflect the merger of Alvarion and Wavion –
“One Company – New Brand”
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Connect to our customers’ business and lifestyle
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Give Alvarion a modernized and refreshed look
Proprietary Information.
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How Do We “Look”
Proprietary Information.
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COO Organization Structure
COO
Tal Meirzon
CTO
R&D
Mark Altshuller, Dr. Mati Wax
Yishai Amsterdamer, Ruby Tweg
Products & DAS
Marketing & CS
Ron Agam
Ulik Broida & Open Position
BD
Sales
PMI & CFO
Operation
HR
Eedo Lifshitz
Zeev Farkash
Adi Sapir
Adi Corem
Lilach Romano
Proprietary Information.
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Who is Wavion?
Mission
Provide wider coverage, higher capacity and lower cost outdoor Wi-Fi solutions for
carrier-grade broadband applications
Key Stats
• Founded in 2000
• An Alvarion company since 11/11
• HQ – Yokneam, Israel
• Global presence in the US, Brazil, Mexico, Colombia,
Customers
India, China, Philippines, Singapore, Africa, Russia
Large scale deployments in over 75 countries and
with hundreds of Service Providers
Metro Wi-Fi
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Products, Solution, Technology
• Access, Backhaul and CPE products ,
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spanning 2.4 GHz, 4.9 – 5.9 GHz, 700 MHz
End-to-end Outdoor Wi-Fi (802.11a/b/g/n) solution
Unique Beamforming and Interference
mitigating technologies
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Carriers and ISPs, Governments,
Enterprises
Applications
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Cellular off-loading
Rural broadband
Education, Healthcare, Hospitality
connectivity
SME, Residential and Enterprise
Digital city (security and video surveillance)
Energy management / Smart grid / Utilities
Proprietary Information.
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Wi-Fi Market Trends
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Growing number of Wi-Fi devices
Consolidation of Wi-Fi in Cellular handheld devices
Start of Wi-Fi consolidation in the core cellular network (handoffs,
mobility, roaming)
Most of outdoor Wi-Fi market is still in traditional applications and
developing countries
Carriers growing interest in Wi-Fi
Outdoor is noisier
2011 was the transition year to “Outdoor 11.n”
Proprietary Information.
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Demand for Carrier Grade Wi-Fi
In Developed Countries
• 3G data offloading due to high penetration of smartphones
• Broadband extension to rural communities
and tablets
In Developing Countries
• Low cost broadband access for Metro and Rural
• Residential and SME, mostly desk-top users
• Synergies with existing cellular infrastructure
Large carriers require licensed and unlicensed (Wi-Fi) frequencies
to fully meet capacity needs
• Active deployments in US, Korea, Japan, EU etc.
• RFPs from Multinational carriers – Bharti, Telefonica, Vodafone, T-Mobile etc.
New Carrier Grade Wi-Fi Market is Ramping up
Proprietary Information.
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ISPs, Government, Verticals
• ISPs
• Government
• Vertical markets
• Education
• Campuses
• Healthcare
• Hospitality connectivity
• Digital city
(Security and Video Surveillance)
• Energy Management / Smart Grid / Utilities
Growth in traditional unlicensed markets –
mass market technology and devices
Proprietary Information.
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Selected Customer Case Studies
Wavion technology used globally in Developed and Developing
Countries, each with unique requirements
TTML (TATA), India (Carrier)
• Wireless Coverage of ~50 K”m2 in
China Carriers (Carrier)
• China Mobile, China
Navi Mumbai
220 WBS-2400 base stations
Utilizes the cellular infrastructure
10,000 subscribers
Telecom, China Unicom
3 Provinces – Sichuan,
Guangxi, Inner Mongolia
1000 base stations
Residential, 3G offloading,
Universities, Terminal hubs
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San Luis Telecom, Argentina (Metro/Muni)
• Wireless coverage for the local
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community, schools, students,
companies, factories, municipalities
& hotels
84 towns, blanket coverage
620 WBS-2400
2nd order 100 WBS-2400 for 10
additional cities(2/2010)
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Ural Sviaz (USI), Russia (Metro)
• Wireless coverage of the
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area Capital Yekaterinburg
350 WBS-2400 base
stations, 17,000 users
Utilizes roof tops and the
cellular infrastructure
Proprietary Information.
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New WBSn Family of Base Stations
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Industry’s first two-way Beamforming with 802.11n
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Gigabit outdoor Wi-Fi system
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Carrier grade end-to-end solution
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Fastest ROI, 50% less CAPEX and OPEX required
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Leading interference immunity suite
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Seamless mobile data offload
Sector & Omni
Omni
Sector
Enhanced Omni
Flexible Access and Backhaul Solution
Proprietary Information.
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WBSn - E2E Wi-Fi Network Solution
Wavion offers end-to-end carrier grade wireless networks for a
variety of applications, based on its Omni-direction and Sector
Base Stations
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Carrier grade Wi-Fi solution
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One-stop-shop for project
execution
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Wide product range
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Access, backhaul, CPEs,
NMS, service provisioning,
billing
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Fully managed
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Open standards
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Layer 3 – 4 routing,
QOS, AAA, etc.
CPE
Access
Network
Bridging &
Backhauling
Core
Network
Outdoor
CPEs
Point-to-point links
Wavion Service-Pro
USB
CPEs
Indoor
CPEs
Multiple
configurations, 2.4
and 5 GHz dual
band
Portable Wi-Fi
clients
Integrated backhaul
Self forming
Self healing
WavioNet
NMS
Proprietary Information.
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Wavion’s Mobile Data Offload
WAN
HLR
IP core
Internet
GW
NOC
Cellular Data Network
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Beamforming 802.11n
Carrier grade
SIM authentication
Local break-out and full BH
Future: HS2.0, LBS, roaming
Proprietary Information.
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Beamforming Explained
• Leverages multiple radios and a
unique High Gain Diversely
Polarized (HGDP) antenna array
HGDP
Antenna Array
• Focuses the energy to and from
clients on Rx and Tx
• Adapts per packet per user –
tracks movements and noise
variations
Signal
Strength
• Exploits multipath by coherently
combining all reflections
8 dB Beamforming gain and
12 dB HGDP antenna array gain
Proprietary Information.
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Typical Deployment Scenarios
Proprietary Information.
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Distribution
Direct
Altai, BelAir
Ruckus
Cisco
Motorola
3G
Offload
MikroTik
Low-End WISPs
Radwin, Tropos,
Firetide, Skypilot
Access
Service
Ubiquiti
High-End WISPs
SPG
Malls
Hotels
Oil & gas
Mines
Sea ports
Air ports
Safe City
Campus
Alvarion + Wavion
Unlicensed BWA Market & Positioning
Growth
$$$ per
Account
Proprietary Information.
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WLOB Sales Plan - 2012
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2012 Target revenues
of $26M @ GM=63%
2012 Pipeline
of $40M
• China (CM, CT, CU):
$6M - $10M
• Philippines (PLDT, Smart,Glob):
$8M - $10M
• Nigeria (MTN, Glo):
$5M - $10M
• Indonesia (Indosat, First Media)
$2M - $4M
• LATAM, NA, EU (W&E), India region $10M - $15M
WLOB Upside
• US, FM ,
$5M
• Nigeria MTN, Services
$3M
• Brazil, Parks
$2M
• Paraguay, Paracom
$2M
• Strategic partners - ZTE, NSN
$4M
Alvarion sales team upside - TBD
Proprietary Information.
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WLOB Sales Plan - 2012 #2
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Strategic Partners
• OEM with ZTE
• Ericsson / NSN / ALU – achieve homologation, at least one
• Production in Brazil
• ODM for WiFi Indoor strategy - WCPEn / WBSn-I
Market Penetration
• Asia - Indonesia, Thailand, Vietnam, Japan, Australia
• Africa – Another Cellular group and large distributors
• Western Europe
• Eastern Europe - Serbia, Poland, Romania, Bulgaria, Hungary
New Markets
• 5.x Access and Backhaul – “Open garden”
• Large scale indoor offering and GTM
• Cable market, product, GTM - TBD
• 700 MHz market – Sign new agreement with FM
Proprietary Information.
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Sales Synergies in Process
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Western Europe
• Strongest area of performance for Alvarion weakest for Wavion
• Wavion missed major opportunities in Europe in 2011 – T-Mobile, O2
• One Sales organization led by Gadi’s team in W. Europe
Asia
• Strongest area of performance for Wavion, weakest for Alvarion
• One Sales organization led by Zeev
Working few mutual accounts in several countries
Cross compensation defined: win – win
Knowledge: Webinars, Sales kick-off
Offering:
• 2.4GHz, 2450GHz - “open garden” access products for channels
• 700MHz (700 – 800MHz) - WBS + CPE
Proprietary Information.
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Summary
• Wider technology, wider offering, wider addressable market
• New comer to a strong growth market, well positioned to succeed in
this market
• Sizeable company for a growing market
• Strong synergies between Alvarion - Wavion
• Good news to the market - new strategy, new products, new markets
• Streamlined organization
2012 should be a turning point – It’s execution time !
Proprietary Information.
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Thank You
Name: Tal Meirzon
E-Mail: [email protected]
Phone: +972544252124