Transcript Slide 1

Winning in our Unlicensed Market
2012 Kick Off
Agenda
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High Level Competition Snapshot
Winning vs. Motorola
Winning vs. Radwin
Proprietary Information.
Products Per Market Segment
Business & Industry
BreezeULTRA
BMAX Extreme
BMAX Extreme
BreezeMAX
Extreme 36x0 / 5000
BreezeULTRA
BreezeULTRA
BreezeMAX
Extreme 5000
BreezeULTRA
BreezeULTRA PTP
BreezeULTRA
WBSn
BreezeULTRA
PTP
BreezeULTRA
BreezeMAX
Extreme 5000
BNB
BreezeMAX
Extreme 36x0
Proprietary Information.
4Motion
All other freq
High End
BMAX Extreme
Low End
High End
Low-Mid End
Unlicensed
Licensed
Smart City
WISP
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High End
Low End
PTP
Unlicensed
Licensed
Smart City
Proprietary Information.
High End
Business & Industry
Low-Mid End
WISP
Products Per Market Segment
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Winning vs. Motorola /
Cambium Networks
About Motorola
Networks (GSM, CDMA,
WCDMA, WIMAX, LTE)
Mobile
Orthogon (PTP 100-800)
Canopy (PMP 100-430)
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Sales and R&D people are leaving Motorola
Channels and partners are puzzled about days to come
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An Opportunity to approach Motorola partners!
Motorola Solutions focus on
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Public Safety
Radio - 700MHz (FD-LTE with Ericsson gear, hand-off with Verizon)
Proprietary Information.
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Cambium Networks (ex Motorola) PTP
B14
B100
B28
Ultra
B100
Ultra
Ultra
Proprietary Information.
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Cambium Networks (ex Motorola) PTP
Win With
Price
PMP 600 list is over $10K!!
Transfer of $6-$8K
Hidden price /
complex BOM
Many feature licenses (BW, AES)
Mounting kit, power supply…
Many Product
SKUs
Moto - 6 different product lines, band dep. HW
BNB 14-100 on single HW
Ultra - single HW, all bands, great price
Support and
partner focus
It’s not Motorola any longer it’s cambium…
Cambium will have their own channel program
No clear policy for 1-tier radio partners and 2-tier distributors
Watch Out From
Spectral
Efficiency
Claim: Reaching 250Mbps on 30MHz channel (prop. MAC)
Reply: $/Mbps doesn’t justify, spectrum is unlicensed…
Sync / TDM intfc
Claim: a synchronized protocol, have (IP-MUX) E1/T1 intfc
B100
B28
B100
Reply: relevancy of TDM declines – its all IP with QoS – our
proprietary QoS enables video, voice and data reliably over IP
iDFS
Reply: Ultra has strong interference mitigation techniques,
and ACS is a coming feature.
B14
Proprietary Information.
Ultra
Ultra
Ultra
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Cambium Networks (ex Motorola) PTMP
VL
VL
VL
Extreme
VL
VL
Extreme
Extreme
Proprietary Information.
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Cambium Networks (ex Motorola) PTMP
Win With
Capacity
Extreme is 70Mbps, VL is 32Mbps
Coverage
VL radio performance and antennas – 10’s of Km
Extreme unique antenna technology – up to 40 Km
Technology
superiority
NLOS, MIMO, OFDMA for multiple access many subscribers,
dynamic simultaneous MIMO A/B, network entry time
Hidden price /
complex BOM
CMM, power supply, pole mount, CPE antenna
AES license
Many Product
SKUs
Moto - 5 different product lines.
ALV – 2 products with much more capabilities
Support and
partner focus
It’s not Motorola any longer it’s cambium…
Cambium will have their own channel program
No clear policy for 1-tier radio partners and 2-tier distributors
VL
Watch Out
From
Price
VL
VL
VL
VL
Extreme is a high-end, delivering high and reliable
Extreme
Extreme QoS.Extreme
performance in NLOS and PTMP
as well as reliable
Comparing TCO considering the 8km coverage of PMP we
build a more competitive TCO and less sites
Proprietary Information.
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From Moto/Cambium FAQ
Link
Proprietary Information.
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Recent Kills…
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City of Eau Claire, US –
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Municipal project in 3.65 and 2.5 GHz
Running multiple services over a single network
• City Workers, Vehicles, WiFi backhaul
Extreme 3650 and 4Motion winning over Motorola
• Technology superiority – NLOS, better MIMO switching
• Offering – multi frequency, VSU
NGI, Italy –
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Motorola had a strong-hold in NGI (backhaul, personal relationship)
Tried HARD to win the network expansion in 5GHz with PMP430
After field trials and technology workshop NGI selected Extreme
Over $10M of business and growing
Proprietary Information.
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Winning vs. Radwin
About Radwin
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Privately held company
Provider of sub 6GHz backhaul (PTP) solutions
Target segments: Cellular operators, service providers, video
surveillance and variety of private networks
Operating from Israel with regional headquarters in North America,
Latin America, EMEA and APAC
Sells through RAD channel under the brand of Airmux
Introduced PTMP solution – HPMP 5000 since mid 2011
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Aggressive in its Sales and GTM
Aggressively approaching Alvarion customers and partners
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Proprietary Information.
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Radwin - PTP
ULTRA PTP
BNB 14
BNB 28/100
Proprietary Information.
Radwin - PTP
Win With
Capacity
B14 to B100 is 14-73Mbps while Winlink 6-18Mbps
Ultra is 250Mbps (future 500Mbps) Radwin2000 is 200Mbps
Hidden price /
complex BOM
POE or IDU, power feed are extra BOM items in Radwin. GPS sync requires
external component
POE out
Enabling video surveillance, high power POE out (802.3at) in Ultra
Fully
asymmetric
BNB is fully asymmetric - fits diverse applications.
Winlink is symmetric only, Radwin 2000 B Series and L Series are 10/100 Eth and
are up to 100/100 Mbps symmetric, only C-Series is GigE and asymmetric
QoS
BNB family supports QoS with L2,3,4 classification
DFS and ETSI
BNB complies with latest ETSI DFS 1.5.1. Radwin ACS compliancy is questionable
Watch Out From
ACS
Radwin’s ACS compliancy to ETSI DFS is questionable. Adv. ACS on Ultra roadmap
Sync / TDM
intfc
Claim: a synchronized protocol, have (IP-MUX) E1/T1 intfc
Reply: relevancy of TDM declines – its all IP with QoS – our prop QoS enables
PTPover IP
BNB 14
video, voice and dataULTRA
reliably
Price
Reply: Radwin claims for incurrent BNB prices – do not lose on price!
BNB 28/100
Proprietary Information.
Radwin - PTMP
Extreme
ULTRA PTMP
Proprietary Information.
Radwin - PTMP
Win With
Product
Maturity
HBS is a the first PTMP solution from Radwin. Alvarion vast experience in PTMP
deployment is well facilitated in the reach feature set – QoS, ATPC, adaptive rate,
scheduler, etc
Number of CPEs Extreme support 200 CPEs/sector. Radwin supports 16.
Technology
Extreme supports NLOS, dynamic simultaneous MIMO A/B, HARQ, OFDMA
scheduling . Radwin’s scheduling is very basic and not designed to scale
CPE Price
HSU CPEs are very expensive - $600-$1250 list price.
Networking
features
VL and Extreme supports rich networking feature set , L2 and L3.
DFS and ETSI
VL & Extreme complies with latest ETSI DFS 1.5.1. Radwin ACS compliancy is
questionable
Watch Out From
Sector capacity
Claimed to be 200Mbps. Our current offering is 72Mbps supporting NLOS, with
Ultra we will have 3x250Mbps
High CPE
performance
Supporting 10,20 and 50 Mbps CPEs. Reply: VL supports up to 54Mbps per SU,
with Extreme ~19Mbps asExtreme
max performance per CPE.
ULTRA PTMP
Proprietary Information.
Radwin - General
Win With
Breath of offering
Alvarion has a mature field proven PTMP and PTP portfolio
deployed worldwide, covering licensed and unlicensed bands
Multiple
technologies and
know how
Alvarion’s experience in licensed, unlicensed – scheduled and
CSMA, private and open networks is facilitated in its products
Watch Out From
Aggressive
approach
Radwin are approaching our partners proactively – we need
to keep close engagement and proactive communications
Aggressive
presence in large
opportunities
A focused, high engagement approach on key opportunities –
we must fight!
Proprietary Information.
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Summary
High Capacity PTP Solutions - $/Mbps
$/Mbps
$35.0
$30.0
$25.0
$20.0
$15.0
$10.0
$5.0
$0.0
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Ultra enables you to fight head to head and WIN!
The combination of high power (24dBm), high capacity (250Mbps)
and differentiating features allows you to proactively attack
Cambium (Motorola), Radwin and Proxim
The dual radio future of Ultra creates an un-matches $/Mbps !!!
Proprietary Information.
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Winning Business in 2012
Winning Tools
Ultra PTP
• Tools: $/Mbps of Ultra, max capacity, high Tx power, price
• Go after Motorola and Radwin partners
Leverage Extreme 5000
• Best NLOS performance
• Vehicular CPE
Win with Extreme 3650 and 3600
• Upper band support
• Dual carrier and dual sector support
Protect with the coming future
• High-end Ultra PTMP platform
• Compact 3.6x with 4x4 and dual 2x2 sectors
Proprietary Information.
Thank You
Name: Tsahi Tal
E-Mail: [email protected]
Phone: +972-545-480-786