Alvarion 2012 - GTM

1. Alvarion 2012 - GTM Gadi Bahat - January 2012

2. What do you think about Alvarion?

4. Is this really us ?

5. Is this really us ? Do we keep seeing the empty half ?

6. Bump, Bump, Bump …Is it really the only way ? “ Here is Edward Bear, coming downstairs now, bump, bump, bump, on the back of his head, behind Christopher Robin. It is, as far as he knows, the only way of coming downstairs, but sometimes he feels that there really is another way, if only he could stop bumping for a moment and think of it. “

7. There is another way • We need a team that believe we can change our faith by working together • We need you !

8. 2011 update Alvarion 2012 What’s new ? Alvarion GTM strategy Alvarion & Wavion

9. 2011 Good Vs Challenging Winnings VMC, First Media, NGI, Free mobile, Wavemax Freshtel, Cilux, 4G, Canary Islands Successful TD-LTE trial in Barrett First successful migrations Strategic move : Merger with Wavion MIXED FEELINGS Did not meet 2011 revenue targets Many good people left Some of our channels introduce our competition Did not meet 2011 product launch plan

10. Results and Highlights

11. 2011 update Alvarion 2012 What’s new ? Alvarion GTM strategy Alvarion & Wavion

12. We used to be in a “Formula 1” race

13. We had our top gear…

14. A tight race …

15. And winners!!

16. From “ Formula 1” to “Paris – Dakar” From “Formula 1” to

17. Some facts about the Dakar Rally Use to Run from Paris to Dakar (Senegal) for 16 days Today moved to Argentina and Chile Most dangerous race in the world – only 40% of participants cross the finish line Tough environment Requires extreme endurance and navigational skills Not a place for princesses

18. The different type of winners Formula1 Dakar • Money, Money, Money • Specialized cars, big engine, high speed • Quick and clean race • Experience • Field proven machines • Determination and don’t give up approach • Willingness to dig in the dirt Great driver with supporting team Great team with good drivers

19. How to win a “Dakar” race ? • Collection of many small winnings • No short cuts • Fight for every small deal • The team winning is more important than the individual winning • Have passion

20. Life is very different We need to understand it’s a long road For the next 12 months we are going to sweat

21. 2012 – How do we start ? • Tough business environment • Many internal issues • We are fighting hard to meet our targets

22. Do you hear the engine?

23. 2011 update Alvarion 2012 What’s new ? Alvarion GTM strategy Alvarion & Wavion

24. But – take a look at the bright side.. • It’s the year of “new products” • Optimized organization • Focus on the Vertical & Channel machine • Harvest the BWA installed base • Wi-Fi boost to our business

25. The year of “New Products” Alvarion 2012 is blooming • Compact family • Ultra P2P • Ultra P2Mp • Extreme Ver 2.0 • New 4000 and 6000 CPE’s • New WiFi Offering • TD-LTE demo on Compact

26. Optimized organization • Functional, flat, outbound oriented • Efficiency, supporting the field, quick response • Unified strong regions: • APAC • EMEA • Americas • Channel group within the sales • Unified delivery group • HQ supporting units

27. Harvest the BWA installed base Introduction of the Compact family TD-LTE Demo – on Compact CPE 4000 & CPE 6000 Migrations Introduction of Wi-Fi off load solutions

28. Focus on Verticals and Channels MKT & Product focus in specific verticals Integration of sales and Channel group Enhance Channel positions in regions Higher focus on system Integrators/resellers BD focus on global channels

29. Wi-Fi boost for our Business Integration of Wavion team & market Boosting market New offering for our customers & channels New opportunities Complementary solutions

30. Our secret weapon • Alvarion team • Alvarion team • Alvarion team • Alvarion team • Alvarion team

31. Yes we can !

32. 2011 update Alvarion 2012 What’s new ? Alvarion GTM strategy Alvarion & Wavion

33. BWA In Direct Verticals Mobile Carriers Our GTM strategy - The three pillars of our 2012 business

34. 2012 Focus: 2012 GTM Strategy Mobilecarriers BWA Verticals • Growth • Yearly booking 84.5M • New Ultra family • Vertical focus • Global partners • Improved channel management • Wavion synergy • Focus : LATAM, Europe, NA • Penetrate • 3-5 new carriers • Recruit partners • Identify processes • Dedicated teams • Maintain • Yearly booking 84M • Migration potentials • Launch Compact Family & CPE 6000 • TD-LTE roadmap • Focus : Africa, LATAM, APAC

35. 2012 Focus: 2012 GTM Strategy II Growth engines Organization Business Targets • Yearly Revenues – 195M • 168.5 BWA & Verticals • 26.5 – Wi-Fi Outdoor • GM= 45% • Not loosing direct customers • Engage to 50 SI • Insert Wi-Fi portfolio into more channels • Global players • SI focus • PtP market • Migrations • Compact & CPE 6000 • Wi-Fi outdoor • Market share from competition • Flat organization : • APAC, EMEA, Americas • Delivery group • GTM BD • Integration of Alvarion and Wavion sales team

36. 2012 tools • New products • Building a dedicated and professional Indirect / Channel sales force to grow Alvarion’s Indirect sales • Automation tools : • SalesForce.com, • Configurator • PRM • Vertical aids : Commercial packages, MKT aids, Specific product features, engage Vertical partners

37. 2012 tools - II • Integration of the sales teams : • Full integration – APAC, Europe • Partial integration : Africa, Americas • Channel integration • Delivery group - Unite Services and HQ functions – one delivery group including PM’s End to End accountability • Simplified and functional WBD - Functional structure, faster response, focused MKT group

38. How much we rely on big Deals? Percentage of yearly booking coming from customers ordered 1M-3M or more than 3M a year.

39. 2012 Forecast by market segment

40. 2012 targets AMERICAS APAC EMEA NA 30M LATAM 43M APAC 28M Europe 55M Africa 43M Full integration with Wavion Focus : China, Indonesia, India, Australia, Japan, Philippines Develop partners and Channel business Increase BWA presence : First Media, VMC, LB, Maintain Key accounts : NGI, Linkem, WaviMax, Elro, Freshtel, MTS Reengage channels in : Spain, France and Italy Focus : UK, Poland, CIS, Engage to SI Introduce Wi-Fi portfolio Maintain leadership in BWA market Focus : Nigeria, SA, Kenia, Angola, Kongo, Orange, Cameroon Develop key channels Recruit new channels Develop big accounts : TMx, Telefonica Focus on Mexico, Brazil , Columbia and Peru Introduce Wi-Fi portfolio to the regions Engage top SI Ramp up migration projects Building the sales team Grow Barrett and MSBB Recruit additional Platinum partners Develop the Muni Vertical Improve Service and training

41. 2011 update Alvarion 2012 What’s new ? Alvarion GTM strategy Alvarion & Wavion

42. Alvarion + Wavion = Synergy Need to work on the graphics We want to leverage the synergy and raise our targets by 10-15% 2 + 2 = 5 We want to leverage the synergy and upside our targets in 10-15%

43. Alvarion Sales Synergies in Process Starting point: Separate sales groups • Full integration in APAC ,West Europe – All ready in place • West Europe • Strongest area of performance for Alvarion weakest for Wavion • Sales to be led by Yaron and Yossi in W. Europe • Asia • Strongest area of performance for Wavion, weakest for Alvarion • One Sales organization in 2012 led by Zeev • Partial integration in East Europe , NA, LATAM and Africa  Sales engagement plan Ending Point: • Full integration to one group by the end of 2012

44. Alvarion / Wavion sales engagement plan • Both groups to push all product lines – we want to benefit from the synergy : • Clear engagement rules - Clear leader per opportunity • Supporting cross commission plan – win / win incentive • Managed introduction process for Channels and distribution • Intensive raining for both groups • Working mutual accounts: • Kenya (Safaricom), • Spain (Telefonica), Srilanka (LB), • Large opportunities in Brazil

45. How we work Alvarion and Wavion • We are all partners with common goals • The business is more important than the organization • Both cultures are important – Don’t try to teach “our way” Let’s start working – the integration will be natural

46. We need to learn how to sing together

47. Our Culture We fight for every deal Better to do and make mistakes than not to do Who is with us on the bus is more important than where the bus goes We will do it together !

48. 49 Team work – Together we can do it

49. Alvarion style TEAM WORK

50. Think Alvarion Thank You!