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Competitive Landscape

2012 Sales Kickoff. Competitive Landscape. Proprietary and Confidential. Outline. Outline. Duration: 45 minutes. Differentiators and Positioning. Alvarion Wi-Fi Key Differentiators. Technology differentiators Two-way spatially adaptive Beamforming Interference Immunity Suite

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Competitive Landscape

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  1. 2012 Sales Kickoff Competitive Landscape Proprietary and Confidential

  2. Outline Outline Duration: 45 minutes

  3. Differentiators and Positioning

  4. 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

  5. Alvarion Wi-Fi Key Differentiators • 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

  6. Outdoor Wi-Fi Market & Positioning Alvarion is a Carrier Grade Wi-Fi Market Leader Growth, $1B Market in 1-2 years Alvarion-Wavion Altai, GoNet, BelAir Ruckus Cisco Cellular Offloading Direct CarrierAccess Service Motorola $$$ perAccount Sea ports Mines Oil & gas Hotels Cisco Safe City Air ports TroposFiretideSkypilot Campus Malls SPG Ubiquiti High-end WISPs MikroTik Distribution Low-end WISPs

  7. Ruckus Wireless

  8. 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

  9. Ruckus Claim to Fame • Smart antenna selection for better coverage • Tikona network • KDDI win • Perceived as low price • Good CPE

  10. Beamforming vs. Pattern Selection

  11. Indoor Competitive Test, Hanoi Vietnam 50m

  12. Light urban, heavy interference, laptop tests Outdoor Coverage Competitive Test Ruckus Sector Mbps WBSn Sector 180m 300m AP AP On average, WBSn provides 50% greater ubiquitous coverage, and 50% higher capacity

  13. Building Coverage Alvarion: Superior Radios Cover Building Using Fewer Units

  14. A test by a large hotel chain Thick concrete walls, reinforced with heavy metal structure Hotel Coverage Tests • Results: • Undesirable results with BelAir and Ruckus • BelAir and Ruckus require additional equipment – expensive • Wavion is the preferred solution

  15. 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.”

  16. 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

  17. 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

  18. 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!

  19. 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!

  20. Cisco Systems

  21. 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

  22. Cisco Claim to Fame • Complete solution • Indoor/outdoor AP • Access Controllers • Gateways • Core integration

  23. Metro Hot-Zone Cost Comparison

  24. 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 • Leverage on Alvarion • Presence, support, distribution COST

  25. BelAir Networks

  26. 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

  27. 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

  28. How to Win BelAir • Alvarion radio superiority • Much better at metro NLOS • Much better at handling interference • Much better at indoor signal penetration • Belair has limited support outside Americas • No ETSI certification • Belair cellular offloading solution focuses ontunneling, less practical for most operators • Leverage on Alvarion • Presence, support, distribution Alvarion cuts the cost by 50%

  29. GoNet

  30. 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

  31. 11g Comparison Tests Field Test Lab Test Alvarion WBS-2400 GoNet MBW 1100 Alvarion 11g clearly outperforms GoNet 11g

  32. How To Win GoNet • GoNet solution is: • Old • Low performance compared to Alvarion • Expensive • Expected GoNet 11n products are inferior Everyone else GoNet

  33. Altai

  34. 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)

  35. Altai A8 Portfolio Evolution • A8 • 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) • A8-Ei • Launched June/10 • Sector 19 dBi • b/g access • Limited NLOS • $1,600 • A8i • 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 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

  36. Altai A2 and A2e • 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 equipment

  37. How To Win Altai • Alvarion radio superiority • Much better at metro NLOS (not LOS) • Much better at handling interference • Much better at indoor signal penetration • 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

  38. Summary

  39. 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 • 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

  40. Name: Lior Mishan E-Mail: lior.mishan@alvarion.com Phone: +972-54-5225756 Thank You

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