Transcript Slide 1

2012 Sales Kickoff
Competitive Landscape
Proprietary and Confidential
Outline
Outline
Duration: 45 minutes
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Differentiators and positioning
Ruckus
Cisco
GoNet
BelAir
Altai
Summary
Proprietary Information.
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Differentiators and Positioning
Alvarion Wi-Fi Key Differentiators
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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
• High Gain Diversely Polarized (HGDP) antenna
• Others
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IP-68, high EIRP, 4.9-5.9 GHs single HW
Solution differentiators
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Very flexible: bands, field-of-view
WCPEn-2400-I, Market leading Wi-Fi CPE
Built-in Access Controller
Proprietary Information.
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Alvarion Wi-Fi Key Differentiators
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Value proposition
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Best coverage and capacity
Best interference mitigation
Lowest cost per sq-km
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Superior in NLOS and high interference
Best for BWA services
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Unique Beamforming indoor Wi-Fi CPE
Superior indoor signal penetration
Best for large venues (Airports, campus, stores, hotels… )
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Ubiquitous coverage with fewer units
Experienced
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An Alvarion company – a wireless powerhouse
Two decades of wireless broadband experience
Proprietary Information.
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Outdoor Wi-Fi Market & Positioning
Alvarion is a Carrier Grade Wi-Fi Market Leader
Ruckus
Distribution
Tropos
Firetide
Skypilot
Cisco
MikroTik
Low-end WISPs
$$$ per
Account
Ubiquiti
High-end WISPs
SPG
Malls
Hotels
Oil & gas
Mines
Sea ports
Air ports
Safe City
Carrier
Access Service
Direct
Cisco
Cellular
Offloading
Campus
Alvarion-Wavion
Altai, GoNet, BelAir
Motorola
Growth, $1B Market in 1-2 years
Proprietary Information.
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Ruckus Wireless
Ruckus – in a nutshell
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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
Proprietary Information.
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Ruckus Claim to Fame
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Smart antenna selection for better coverage
Tikona network
KDDI win
Perceived as low price
Good CPE
Proprietary Information.
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Beamforming vs. Pattern Selection
Ruckus Antenna Pattern Selection
Alvarion Beamforming
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Unique High Gain Diversely Polarized
(HGDP) antenna array
Exploits multipath
Coherently combines all reflections
Adapts per packet per user, tracks
movements and noise variations
Excels in NLOS and noise handling
Excels in indoor penetration
Max gain: 20 dB
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Multiple low-gain antennas
Selecting an antenna pattern from 4000+
patterns
No coherent combing of reflections
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“Try-and-error” over multiple packets
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Good for home usage (few of users, low
interference, less dynamic)
Max gain: (estimated) 10 dB
Proprietary Information.
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Indoor Competitive Test, Hanoi Vietnam
50m
Site
Alvarion
Ruckus
ATI lobby
35-50 Mbps
15-20 Mbps
K. Ro Café
300 Kbps
No Access
K.R o Café 2nd floor
2 Mbps
No Access
Xe May Moto bike Garage
10-15 Mbps
1-2 Mbps
Under construction House
15-20 Mbps
2-3 Mbps
Computer Shop
2-4 Mbps
No Access
M&V Shop
15-20 Mbps
No Access
Grocery Shop
10-15 Mbps
No Access
Proprietary Information.
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Outdoor Coverage Competitive Test
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Light urban, heavy interference, laptop tests
WBSn Sector
Mbps
Ruckus Sector
On average, WBSn provides 50% greater ubiquitous coverage,
and 50% higher capacity
Proprietary Information.
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Building Coverage
Alvarion: Superior Radios Cover Building Using Fewer Units
Alvarion
Ruckus
List price: $14,700
List price: $48,000
Proprietary Information.
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Hotel Coverage Tests
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A test by a large hotel chain
Thick concrete walls, reinforced with heavy metal structure
LOCATIONS
#1
#2
#3
#4
#5
#6
#7
#8
#9
#10
#11
#12
Results:
• Undesirable results with BelAir and Ruckus
• BelAir and Ruckus require additional equipment – expensive
• Wavion is the preferred solution
Proprietary Information.
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Seoul International Airport, S. Korea
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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.”
Proprietary Information.
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Ruckus Latest News
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ChannlyFly
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A Buzz over “Online ACS” support
Cellular data offloading
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Announced a GW on 2/11, still not in market
Acquisitions of Intelinet and ComAbility
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Different approaches – no focus
Proprietary Information.
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Tikona and KDDI Insights
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Tikona India
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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
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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
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Was planning 100,000 hotspots by 3/12
A couple of thousand indoor APs only are under installation
A new RFI – released yesterday
Proprietary Information.
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Limited Actual Field Performances
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ATI Vietnam
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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
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Ruckus failed the POC – low performance
Other limitations
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ZD – a must, extra cost
No good Omni solution – need 3x sectors – expensive and complex!
Proprietary Information.
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How to win Ruckus
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Alvarion radio superiority
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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
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Presence, support, distribution
Tikona – a failure!
Proprietary Information.
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Cisco Systems
Cisco in a nutshell
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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
Proprietary Information.
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Cisco Claim to Fame
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Complete solution
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Indoor/outdoor AP
Access Controllers
Gateways
Core integration
Proprietary Information.
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Metro Hot-Zone Cost Comparison
Alvarion
WBSn-2450
Cisco
Aironet 1552
Ruckus
ZoneFlex 7762(s)
Costs per blanket sq-km coverage in urban area
$3,500-$4,000 depending $3,000-$3,500 depending $2000, SW upgrades are
on configurations
on configurations
priced separately
Unit List Price
AC license: $670
AC: $250-$450, per AP
AC: $120-$225 per AP
No need for redundancy - need redundancy
need redundancy
distributed architecture
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Units required
Better coverage due to
superior radios
Equipment cost (base
$35,360
$69,300
$35,250
station and ACs)
$2,800
$6,300
$5,250
Installation and
backhauling costs
$5,314
$11,853
$9,653
$64,728
$134,865
$88,763
Maintanace per year
Total 5Y project cost
Comment
Price lists (to the best of
our knowledge)
BH: $500, 30% of sites
Installation and
commissioning:
$200 per site
Support: 1% of cost
Electricity $120/site/Y
Rental : $500 /site/Y
Proprietary Information.
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How to win Cisco
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Cisco is expensive
Alvarion radio superiority
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Much better at metro NLOS
Much better at handling interference
Much better at indoor signal penetration
COST
Alvarion is flexible and committed
• Alvarion is big enough to deliver, and small enough to care
Leverage on Alvarion
• Presence, support, distribution
Proprietary Information.
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BelAir Networks
BelAir in a nutshell
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Privately held
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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
Proprietary Information.
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BelAir Latest News
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Launched GigXOne solution in 11/2011
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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
Proprietary Information.
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How to Win BelAir
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Alvarion radio superiority
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Much better at metro NLOS
Much better at handling interference
Much better at indoor signal penetration
Belair has limited support outside Americas
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No ETSI certification
Belair cellular offloading solution focuses on
tunneling, less practical for most operators
Leverage on Alvarion
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Presence, support, distribution
Alvarion cuts the cost by 50%
Proprietary Information.
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GoNet
GoNet Update
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11a/g portfolio has come of age
11n is late, a new portfolio introduction is expected during 2012
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Standard (1st generation) 11n 2x2 MIMO, uplink BF (MRC) only no TX BF
Fully OEM based (AuteLAN, China, limited support capabilities)
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Implies limited in-house resources
MBW311/312
Indoor
20 dBm low power
No BF
Standard 2x2 MIMO
Singe/dual radios
5.2, 5.3, 5.8 GHz support
FIT/FAT IP
TR-69, NMMP v2/v3
MBW 610
Outdoor
Dual radio
5 GHz mesh
Standard 2x2 MIMO
No BF
Access Controllers
ACW 5608 (Pizza box)
ACW 6810 (rack)
Carrier grade
128 APs to 16k APs
From 4096 users to 512k
users
CAPWAP, SNMP
GRE tunneling
Proprietary Information.
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11g Comparison Tests
Field Test
Alvarion WBS-2400
GoNet MBW 1100
Lab Test
Alvarion 11g clearly outperforms GoNet 11g
Alvarion Beamforming
GoNet Beam selection
6 radios, spatially adaptive
BF per packet, exploits all
propagation paths, ensure
coherent combinations of
signals at receiver’s antenna,
5-10 dB gain
4 radios, beam selection with
14 beam options, no
exploitation of multipath, no
adaptivity of beam pattern,
decreased array gain in end-fire
(due to linear array structure),
0-5 dB gain
Proprietary Information.
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How To Win GoNet
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GoNet solution is:
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Old
Low performance compared to Alvarion
Expensive
Expected GoNet 11n products are inferior
GoNet
Proprietary Information.
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Altai
Company in a Nutshell
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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
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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)
Proprietary Information.
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Altai A8 Portfolio Evolution
A8
A8-Ei
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Omni
Cumbersome
Expensive
b/g access + a BH
4 sectors 14 dBi, ant.
selection
 Limited NLOS
 6.5 kg, w/o ant.
 $3,400 (eBay)
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A8i
Launched June/10
Sector 19 dBi
b/g access
Limited NLOS
$1,600
 Launched Feb/11
 11a (BH) + b/g (access)
 8 elements ant.
selection, 14 dBi, -3dB
at back
 Ant. section
 10.5 kg - heavy
A8n
 Launched June/11 (not
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on website)
Cumbersome
11an (BH) + b/g/n
(access)
2x2 MIMO, no BF
4 sectors, ant. section
Limited NLOS
Expecting (standard) 11n availability in 2012
Proprietary Information.
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Altai A2 and A2e
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Basic radio solutions
• 802.11a/n (BH PTP/PTMP)
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23 dBm, 5.150-5.825 GHz (partial 5.8)
802.11b/g/n (AP/CPE)
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26 dBm, 13 ch.
• 2x2 MIMO, no BF
Flexible field of view (No dual band Omni)
Ant.
Altai A2
Altai A2e
2.4 GHz
5 dBi Omni, ext.
12 dBi panel , ext.
13 dBi, panel, built-in
5 GHz
16 dBi panel, built-in
9 dBi Omni, ext.
20 dBi panel, ext.
Alvarion
WBSn-2450-OS/S
WBSn-2450-SO/S
IP-67
1st generation 11n equipment
Proprietary Information.
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How To Win Altai
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Alvarion radio superiority
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Much better at metro NLOS (not LOS)
Much better at handling interference
Much better at indoor signal penetration
Altai 11n is basic and late
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No BF, 2x2 MIMO
Altai is expensive
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A8/A8n is expensive
More base stations per sq-km
WCPEn-2400-I – the BWA Ace up the sleeve
Limited core integration experience
Proprietary Information.
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Summary
Alvarion Wi-Fi Key Differentiators
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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
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Solution Differentiators
• Very flexible: bands, field-of-view
• Built-in Access Controller
• WCPEn-2400-I – best CPE in the market
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Value Proposition
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Best coverage and capacity
Best interference mitigation
Lowest cost per sq. km
Best for BWA services
Best for large venues
Experienced
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15+ years of wireless and Wi-Fi
Proprietary Information.
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Thank You
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Name: Lior Mishan
E-Mail: [email protected]
Phone: +972-54-5225756