wireless product plan2007(ken)-show

Product Plan 20071

Product Plan 2007

Ken Wong

Product Plan 20072

Wireless LAN

Product Plan 20073

Market Market OverviewOverview

2 user group Thick AP - Functional- Characteristics: Connectivity, price is everything- Price war- How to play the game? – Proxim, 3com, Linksys

Thin AP - Advanced- Characteristics: Management, Security, Performance- Feature is importantHow to play the game?– Aruba pricing support- Cisco close partnership (Cisco base)

Product Plan 20074

Market TrendMarket Trend

Access only

Management/ Security/QoS

Thick AP

Thin AP

(WLAN Controller)30+ AP

Project size: $300K+

1-30AP

Project size: HK$100K

Product Plan 20075

Vendor Market ShareVendor Market Share

Cisco38%

Aruba19%

Proxim7%

3com10%

Others26%

2006 Total market size

HKD 42M

Product Plan 20076

2006 WLAN Magic 2006 WLAN Magic Quadrant Quadrant

Cisco, Aruba are the Only 2 Players Clearly in the Leader Quadrant

Challengers Leaders

Completeness of Vision

Niche Players Visionaries

Ab

ilit

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o E

xecu

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*As of September 2006

2006

Alcatel

Bluesocket

Extricom

Siemens

Enterasys Networks

3Com

Xirrus

Foundry Networks

Hewlett-Packard ProcurveColubris Networks

Extreme Networks

Aruba Wireless TechnologiesSymbol Technologies

Trapeze Networks

Meru Networks

Nortel Networks

Product Plan 20077

SI Market ShareSI Market Share

PCCW is the market leader 34% market share

PCCW35%

ASL18%

JOS8%

Others39%

Product Plan 20078

Strength & Weakness of Strength & Weakness of PCCWPCCW

JOS ASL PCCWStrength •High

penetration in Government sector

•Voice/PABX customer base for Voice-over-WIFI

•High penetration in Government sector with her strong software development and IT outsourcing background

•Strong references, esp tertiary education sector

•Comprehensive solution - leverage with network services and hotspot

Weakness •Connectivity only – technology lag behind

•Expertise & references in networking project is limited

•PCCW image as a telecom company (not IT solution provider)

Focus Product

•Linksys/ H3C (Gov’t and K-12)

•H3C (K-12)• Aruba

•Aruba•Cisco•H3C (K-12)

Product Plan 20079

Access only

Wireless IPS / Security/QoS

Thick AP

Product StrategyProduct Strategy

VendorsProducts/Solutions

Thick AP

Thin AP

(WLAN Controller)

Product Plan 200710

Product PositioningProduct Positioning

Access only

WLAN switching

(1-30 Access Points)

Masss Deployment (>30

Access Points)

Cisco bulk base

Single WLAN project

K12 Hotel

Deployment scale

Solution domain

Government Large Enterprise

SME

Universities

Product Plan 200711

Q3 Q4Q2Q1

Sales Marketing Sales Marketing ProgramProgram

K123com K12 Price book- Special discount price for K12 sector

CS1Sales Push- Joint call for Nominated account- Global account mapping- Regular show case

SMESME program – Linksys promotional

offer

Product Plan 200712

Areas for ImprovementAreas for Improvement

• Vendor partnership- Close partnership and engagement with Cisco as it is the still the market leader in networking solution

• Quick turnaround time- Conduct professional site survey with 1-week service lead time- Standardize protection case quoting- Limited resources of site survey equipment

• Technical competence- Engineers are not familiar with Cisco WLAN

Product Plan 200713

Infrastructure Infrastructure OptimizationOptimization

Product Plan 200714

Market DriversMarket Drivers

“A Layer 4-to-7 approach to manage customer needs”

• Optimize overall application performance

• Ineffective use of WAN resources• Latency in protocol and application• Bandwidth issues

Product Plan 200715

Market TrendMarket TrendThe industry defines 2 areas1. Application Delivery Controller2. WAN Optimization Controller

ADC Optimized OS Offload ASICs Server load balancing Connection management SSL termination URL rewrite Compression Object caching Transaction assurance Application security

WOCOptimized OSTraffic shaping/QOSCompression/sequence cachingNetwork protocol manipulationApplication-specific optimization

Product Plan 200716

ADC WW Market ShareADC WW Market Share

Delivery Controller Market Share

SOURCE: Gartner

Cisco30.1%

F5 NETWORKS33.5%

Foundry5%

Other14%

Radware5%

Citrix7.4%

Nortel5%

*Application Delivery Controller Segment Includes: Server Load Balancing/Layers 4-7 Switching and Advanced (Integrated) Platforms

Product Plan 200717

Gartner ratings on ADC vendorsGartner ratings on ADC vendors

Source: Gartner

Cisco Systems

Citrix Systems (NetScaler)

Radware

Juniper Networks (Redline)

Akamai Technologies

Netli

Stampede Technologies

Zeus Technology

NetContinuumFoundry Networks

Coyote Point Systems

Array Networks

Nortel Networks

F5 Networks

Challengers Leaders

Niche Players Visionaries

Ab

ilit

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xe

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Completeness of Vision

Product Plan 200718

PCCW focus in ADC market PCCW focus in ADC market

• F5– Top revenue amongst F5 Gold Partners– Revenue of HK$6.24M (internal + resell)– 20% market share in HK

• Nortel Alteon (project based)- repeated purchase

• Allot (project based)– Typical deal 500k – 1M

Product Plan 200719

PCCW optional in WOC PCCW optional in WOC market market

• WAN Optimization - conflict with Telco core business where bandwidth sales will be minimized

• Early adoption phase – depend on customer’s intelligence

• Project base- Packeteer- Riverbed

Product Plan 200720

Non-Cisco Non-Cisco networkingnetworking

Product Plan 200721

Product Portfolio Product Portfolio

• H3C- Cisco is just too expensive!- Lower price same performance

• Extreme- Global reason to deploy

- e.g. Wynn, Four seasons hotel

• Huawei (non-standard)- Project base (e.g. HKBU)- Limited support on Enterprise sector

Product Plan 200722

Thank YouThank You

wireless product plan2007(ken)-show

Documents

30 access points

project based

wlan controller

play

game