Competitive Landscape4.2x

plantcitybusinessUrban and Civil

Nov 26, 2013 (3 years and 9 months ago)

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Competitive Landscape

Proprietary and Confidential

Proprietary Information.

3


Differentiators and positioning


Ruckus


Cisco


GoNet


BelAir


Altai


Summary

Outline

Outline

Duration: 45 minutes

Differentiators and Positioning

Proprietary Information.

5

Alvarion Wi
-
Fi Key Differentiators


Technology differentiators


Two
-
way spatially adaptive Beamforming


Interference Immunity
S
uite


900
Mbps per unit, three streams


512
users per unit


3
x
3
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

Proprietary Information.

6

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


T
wo decades of wireless broadband experience

Proprietary Information.

7

Outdoor Wi
-
Fi Market & Positioning

Alvarion is a Carrier Grade Wi
-
Fi Market Leader

$$$ per

Account

Direct

Distribution

Alvarion
-
Wavion

Motorola

Low
-
end WISPs

High
-
end WISPs

Campus

Safe City

Air ports

Sea ports

Mines

Oil & gas

Hotels

Malls

SPG

Carrier

Access Service

Cellular
Offloading

Altai,
GoNet
,
BelAir

Ubiquiti

MikroTik

Ruckus

Tropos


Firetide

Skypilot

Cisco

Cisco

Growth, $1B Market in 1
-
2 years

Ruckus Wireless

Proprietary Information.

9

Ruckus


in a nutshell


Privately held


Revenue
2011
: $
150
M
-
$
200
M (estimated)


HQ: Sunnyvale, CA, USA


340
employees


Solutions: Wi
-
Fi for enterprises/carriers, indoor/outdoor


Customers: enterprises
70
% and operators
30
%


Technology:
802.11
a/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.

10

Ruckus Claim to Fame


Smart antenna selection for better coverage


Tikona

network


KDDI win


Perceived as low price


Good CPE


Proprietary Information.

11

Alvarion Beamforming

Ruckus

Antenna Pattern Selection






Unique High Gain Diversely Polarized
(HGDP) antenna array


Multiple low
-
gain antennas


Selecting an antenna pattern from 4000+
patterns


䕸灬bi瑳tl瑩灡瑨


䍯桥r敮瑬礠c潭扩湥o 慬a re晬散fi潮o


乯⁣潨or敮琠c潭扩湧 潦⁲e晬散fi潮o


䅤Ap瑳⁰敲⁰ecke琠灥爠畳敲, 瑲慣a猠
浯v敭en瑳t慮a潩獥 v慲aa瑩潮o


“Try
-
and
-
error” over multiple packets


䕸c敬猠楮e乌体⁡湤潩獥 桡h摬d湧


䕸c敬猠楮ei湤潯o 灥湥瑲a瑩潮


䝯潤 f潲⁨潭攠o獡g攠⡦e眠潦⁵獥r猬o眠
int敲e敲敮c攬el敳猠摹d慭楣)


䵡砠x慩渺a㈰⁤O


䵡砠x慩渺a⡥E瑩浡t敤⤠㄰⁤N

Beamforming vs. Pattern Selection

Proprietary Information.

16

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

50
m

Indoor Competitive Test, Hanoi Vietnam

Proprietary Information.

17


Light urban, heavy interference, laptop tests


On average, WBSn provides
50
% greater ubiquitous coverage,
and
50
% higher capacity

WBSn Sector

Ruckus Sector

Mbps

Outdoor Coverage Competitive Test

Proprietary Information.

18

Alvarion

Ruckus

List price: $
14
,
700

List price: $
48
,
000


Building Coverage

Alvarion: Superior Radios Cover Building Using Fewer Units

Proprietary Information.

19

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



#1

#2

#3

#4

#5

#6

#7

#8

#9

#10

#11

#12

Proprietary Information.

20

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 WBS
2400
-
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.

21

Ruckus Latest News


ChannlyFly


A Buzz over “Online ACS” support



Cellular data offloading


Announced a new solution:
SmartCell

8800
AP with a slot for
3
G/LTE
cellular card and
SmartCell

200
GW. Both are planned for GA on
2
H
2012
. The GW, formally known as WSG was announced on
2
/
11
and
still not in market

Proprietary Information.

22

Tikona

and KDDI Insights


Tikona

India


40
k
11
g only Ruckus APs in
39
states


Low
QoS

and a lot of technical issues


Huge churn,
300
k customers dropped to
100
k


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

Proprietary Information.

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 (
1
st

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
3
x sectors


expensive and complex!



Proprietary Information.

24

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

Proprietary Information.

26

Cisco in a nutshell


Public company


Revenue
2011
: ~$
1.6
B


50
% Enterprise WLAN market share


HQ: San Jose, CA, USA


Solutions: enterprise Wi
-
Fi, smart cities, carrier
3
G/LTE offloading,
outdoor/indoor


Customers: enterprise, government, carriers


Technology:
82.11
a/b/g/n, mesh,
CleanAir


Active WW


Proprietary Information.

27

Cisco Claim to Fame


Complete solution


Indoor/outdoor AP


Access Controllers


Gateways


Core integration


Proprietary Information.

28

Metro Hot
-
Zone Cost Comparison



Alvarion

Cisco

Ruckus

Comment

WBSn
-
2450

Aironet

1552

ZoneFlex

7762
(s)



Costs per blanket
sq
-
km
coverage
in
urban area


Unit List Price

$3,500
-
$4,000 depending
on
configurations

AC
license: $670

No need for redundancy
-

distributed
architecture

$3,000
-
$3,500 depending
on
configurations

AC:
$250
-
$
450, per AP
need redundancy

$2000,
SW
upgrades
are
priced separately

AC: $
120
-
$225 per
AP
need redundancy

Price lists

(to
the best of
our knowledge
)

Units required

8

Better coverage due to
superior radios

18

15

Equipment cost (base
station and
ACs)

$35,360

$69,300

$35,250

Installation
and
backhauling costs

$2,800

$6,300

$5,250

BH: $500,
30
% of
sites

Installation
and
commissioning:

$
200 per site

Maintanace per year

$5,314

$11,853

$9,653

Support: 1% of

cost

Electricity $
120/site/Y

Rental : $
500
/site/Y

Total
5Y project
cost

$64,728

$
134,865

$
88,763

Proprietary Information.

29

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

BelAir Networks

Proprietary Information.

31

BelAir in a nutshell


Privately held


Comcast Venture, T
-
Mobile venture and others


Revenue
2011
: $
40
M
-
$
50
M (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,
3
G/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.

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



Ericsson acquired
BelAir



announced at MWC Barcelona 2/2012


Overall a positive indication of the carrier grade Wi
-
Fi market potential
and growth trend



Proprietary Information.

36

How to Win
BelAir


Alvarion radio superiority


Much better at metro NLOS


Much better at handling interference


Much better at indoor signal penetration



Belair

cellular offloading solution focuses on

tunneling, less practical for most operators



Ericsson acquisition relates to the product

arm. The integration arm may/will use market

product such as from Wavion as required.

We should push our benefits per case

via the operators

Alvarion cuts the cost by
50
%

GoNet

Proprietary Information.

38

GoNet

Update

11n Announced at MWC 2/12


very late


Existing
11
a/g
portfolio has come of age


New
11
a/g sector


MBW
3100


sector dual band ,
11
a+
11
b/g



11
g from
GoNet

was proved to be inferior to Wavion


next slide




New
11
n products announced


GoBeam

5100


Omni,
11
b/g/n access,
11
a/n
backhauling


GoBeam

6100


Sector,
11
b/g/n access,
11
a/n backhauling


Actual first launch is planned only in
2
H
2012


very late!


Proprietary Information.

39

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

Alvarion WBS
-
2400

GoNet

MBW
1100

Lab Test

Alvarion
11
g clearly outperforms
GoNet

11
g

11g Comparison Tests

Field Test

Proprietary Information.

40

GoNet

-

Beam
Selection
11
n


Expensive and proprietary


Proprietary DSP


“Old”
11
n baseband only chip (obsolete risk?)


Non
-
integrated baseband + radio


Not supported in
5
GHz


Based on selecting one beam from a set of
14
fixed beams


No exploitation of multipath


No adaptively of beam pattern


Decreased array gain in end
-
fire


due to linear array structure


No diversity gain


critical in the downlink


Diversity is important for MIMO





GoBeam

5160

GoBeam

5100

Proprietary Information.

41

How To Win GoNet


GoNet

solution is:


Old


Low performance compared to Alvarion


Expensive


Expected early
GoNet

11
n products are only in
2
H
2012


Will be expensive, proprietary and reduced features


GoNet

Altai

Proprietary Information.

43

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
b
ase 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.

44

Altai A
8
Portfolio Evolution

A
8


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)

A
8
-
Ei


Launched June/
10


Sector
19
dBi


b/g access


Limited NLOS


$
1
,
600

A
8
i


Launched Feb/
11


11
a (BH) + b/g (access)


8
elements ant.
selection,
14
dBi,
-
3
dB
at back


Ant. section


10.5
kg
-

heavy

A
8
n


Launched June/
11
(not
on website)


Cumbersome


11
an (BH) + b/g/n
(access)


2
x
2
MIMO, no BF


4
sectors, ant. section


Limited NLOS

Expecting (standard) 11n availability in 2012

Proprietary Information.

45


Basic radio solutions


802.11
a/n (BH PTP/PTMP)


23
dBm,
5.150
-
5.825
GHz (partial
5.8
)


802.11
b/g/n (AP/CPE)


26
dBm,
13
ch.


2
x
2
MIMO, no BF


Flexible field of view
(No dual band Omni)








IP
-
67

Ant.

Altai A
2

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

1
st generation
11
n equipment

Altai A2 and A2e

Proprietary Information.

46

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
11
n is basic and late


No BF,
2
x
2
MIMO


Altai is expensive


A
8
/A
8
n is expensive


More base stations per sq
-
km


WCPEn
-
2400
-
I


the BWA Ace up the sleeve


Limited core integration experience


Summary

Proprietary Information.

48


Technology Differentiators


Two
-
way spatially adaptive Beamforming


Interference Immunity
S
uite


900
Mbps per unit, three streams


512
users per unit


3
x
3
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



Alvarion Wi
-
Fi Key Differentiators

Thank You


Name: Lior Mishan


E
-
Mail: lior.mishan@alvarion.com


Phone: +972
-
54
-
5225756