competitive landscape proprietary and confidential 2012 sales kickoff

Competitive Landscape

Proprietary and Confidential

2012 Sales Kickoff

Proprietary Information.

3

• Differentiators and positioning

• Ruckus

• Cisco

• GoNet

• BelAir

• Altai

• Summary

OutlineOutline

Duration: 45 minutes

Differentiators and Positioning


5

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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• 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


7

Outdoor Wi-Fi Market & Positioning

Alvarion is a Carrier Grade Wi-Fi Market Leader

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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


18

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

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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.”


21

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


22

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


23

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!

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


COSTCOST

BelAir Networks


31

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


35

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



• Belair has limited support outside Americas• No ETSI certification

• Belair cellular offloading solution focuses ontunneling, less practical for most operators


Alvarion cuts the cost by 50%Alvarion cuts the cost by 50%


38

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


39

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


40

How To Win GoNet

• GoNet solution is: • Old

• Low performance compared to Alvarion

• Expensive

• Expected GoNet 11n products are inferior

GoNet


42

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)


43

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)



• 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

Summary


47

• 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


Thank You

• Name: Lior Mishan

• E-Mail: [email protected]

• Phone: +972-54-5225756

competitive landscape proprietary and confidential 2012 sales kickoff

Documents

market positioning alvarion

proprietary information

alvarion company

g market

positioning slide

service marks of alvarion

ruckus wireless slide

b market