2012 Kick Off Licensed Product Competitive Update.
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2012 Kick Off
Licensed Product Competitive Update
Proprietary Information.
Agenda
• Market Trends
• Alvarion target customer and markets
• Winning vs. Huawei
• Winning vs. Airspan
• Summary
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Proprietary Information.
WiMAX Market Update
BWA WiMAX Device Trends
• The cumulative number of fixed WiMAX devices worldwide is growing showing a 10% quarterly growth.
• BWA WiMAX networks in CALA, the Middle East, and Africa are normally used as a complementary/ competitive offering to the existing DSL, cable, and fiber networks
• BWA WiMAX deployments are dominated by the use of residential gateways
Proprietary Information.
WiMAX Market Numbers
Subscriber Growth and Service Revenues Growth
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Proprietary Information.
Competitive Landscape 2012
Competitive Matrix
Vendor
BST Type
Macro Micro Pico Diversity
2x2 2x4 4x4 - - - (Micro)
Frequencies (GHz)
2.3 2.5 3.5 Power Output
Macro Tx
MicroTx
Pico
Tx38dBm
36dBm
27dBm4x4
40dBm
40dBm
27dBm
40/37 dBm 2.x/3.x GHz
27dBm2x2
10 MHz
40dBm
35dBm
27dBm4x4
Indoor 10 MHz
40dBm
40dBm
27dBm
Product Architecture
Zero Footprintor Cabinet
Cabinet or All Outdoor Macro/Micro
Cabinet or All Outdoor Micro*
All outdoor Cabinet or All Outdoor
Micro*Cabinet or All Outdoor Micro
RRH(Macro) IF Optical NA Optical Optical
Best in class WiMAX RAN portfolio. Flexible to multiple scenarios, het-net , rural and remote deployments
Focusing on Tier 1 operators, FDD LTE, Offering standardized solutions only
Aiming for Alvarion install base, attacking Alvarion's positioning, less proven deployments, less comprehensive solutions
Focusing on Tier 1 operators, FDD LTE, Offering standardized solutions only
Focusing on larger operators, concentrating on APAC, leading TD-LTE efforts
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Winning vs. Huawei
Proprietary Information.
About Huawei
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• Private company, backed by Chinese Government and headquartered in Shenzhen• More than 100K employees (~50% R&D), 20 regional HQs, additional 100 branches • Product lines: full telecommunications equipment portfolio
• Customers include 35 of top 50 telecom carriers worldwide including Vodafone, BT, Telefonica, FT/Orange, China Mobile, KPN, Deutsche Telecom, Telecom Italia and America Movil
• Considered to be a financially strong company, investing at least 10% of annual revenues in R&D
• Strong IP portfolio :Huawei filed 39,184 patent applications; ranked among top three companies worldwide in LTE essential patents
• Large involvement in 91 international standardization organizations: holding over 100 positions (including WiMAX Forum®)
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Huawei
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• What to emphasize:• Product scalability : Macro Indoor &Outdoor , Micro , BreezeCOMPACT….
• Hidden price / complex BOM :Many feature licenses (10 MHz, MIMO A/B per sector)
• Alvarion is easier to do business with, more flexible and customer oriented
• Alvarion’s vast, field-proven experience and large installed base
• Alvarion’s open, best of breed ecosystem
• Alvarion ASN- GW enables a real pay as you grow
• What to avoid:• Comparison of product HW prices: shift focus to pricing of a complete solution instead and
emphasize Alvarion’s reduced Total Cost of Ownership (TCO)
• Financing: deal with this aspect separately, try not to bundle with technical discussions on the most suitable solution for a customer
• Huawei have TD-LTE networks : “closed garden” eco system new technology ….
Proprietary Information.
Winning vs. Airspan
Proprietary Information.
About Airspan
• US company owned by Oak Investment Group (VC) – NASDAQ Pink Sheet
• Provider of sub 6GHz PtMP 4G Solutions
• Target segments: Alvarion like ….and Smart Grid and Smart Cities and…
• Aggressive in its Sales and GTM
• Aggressively approaching Alvarion customers and partners
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Airspan
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• What to emphasize:• Product line scalability: Macro Indoor &Outdoor , Micro , BreezeCOMPACT…. Unlicensed
portfolio!!!
• Product Maturity :Alvarion’s vast, field-proven experience and large install base– Airspan don’t have single large network on 16e….
• 16d to 16e migration experience – Alvarion is the ONLY company migrating its customers including CPE form TDD/FDD to 16e
• Alvarion’s open, best of breed ecosystem – Alvarion IOT for devices and Core is significantly larger
• Alvarion ASN- GW enables a real pay as you grow – Airspan have to work with Starent ASR5K or EOL XT2 or in proprietary mode….
• Alvarion feature set : Scheduling , Standard ETHCS/IPCS versus proprietary “stand alone”, RRM, Mobility, Idle mode, POE out..
• Alvarion NMS and CPE offering
• Airspan has very slim support organization
• Low project planning and post sales capabilities – absence of 3rd party network device deployment knowledge and practice
• Watch out :• Comparison of product HW prices: shift focus to pricing of a complete solution actual project
“burden”
• LTE discussions – Airspan have “good story” but in reality it is opportunistic and not scalable….
Proprietary Information.
Summary
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Competitive Analysis
• Alvarion’s strength is in Tier 2&3, with
flexibility and customization. Alvarion has the
best fitted solution for its target market.
• Airspan is focusing is on Tier 2 &3, rural
customers, and on Alvarion’s install base -
offering attractive prices and LTE-ready
products (well perceived by market ?)
• ZTE has enhanced products: LTE ready, one
box solution leaving WiMAX.
• NSN is under NewNet : acquisition
• Huawei &Samsung- Tier1, big e2e projects
mainly.
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When does Alvarion Win?
• Proven success with flexibility and Tier
2&3 fit (BARRET, ELRO)
• CPE verity customization is a strength
• URBAN 4G Full Scale deployments –
out of range (UQ, CLWR)
• 3.x GHz aggressive product price
competition leadership
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Proprietary Information.
Thank You
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