2012 Kick Off Alvarion 2012 - GTM Gadi Bahat - January 2012

2012 Kick Off

Alvarion 2012 - GTM

Gadi Bahat - January 2012

Proprietary Informatiom.

What do you think about

Alvarion?



Is this really us ?


Is this really us ?

Do we keep seeing the empty half ?


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.

“

“


There is another way

• We need a team that believe we can change our faith by working together

• We need you !


2011 update

Alvarion 2012

What’s new ?

Alvarion GTM strategy

Alvarion & Wavion


2011 Good Vs Challenging

MIXED FEELINGS

WinningsVMC, First Media, NGI, Free mobile, WavemaxFreshtel, Cilux, 4G,Canary Islands

Successful TD-LTE trial in Barrett

First successful migrations

Strategic move :Merger with Wavion

Did not meet 2011 revenue targets

Many good people left

Some of our channels introduce our competition

Did not meet 2011 product launch plan


Results and Highlights


2011 update

Alvarion 2012

What’s new ?


Alvarion & Wavion


We used to be in a “Formula 1” race


We had our top gear…


A tight race …


And winners!!


From “ Formula 1” to “Paris – Dakar”

From “Formula 1” to


Use to Run from Paris to Dakar (Senegal) for 16 daysToday moved to Argentina and Chile

Most dangerous race in the world – only40% of participants cross the finish line

Tough environment

Requires extreme endurance and navigational skills

Not a place for princesses

Some facts about the Dakar Rally


The different type of winners

• 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

DakarFormula1

Great team with

good drivers

Great driver with

supporting team


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


Life is very different

We need to understand it’s a long road

For the next 12 months we are going to sweat


2012 – How do we start ?

• Tough business environment

• Many internal issues

• We are fighting hard to meet our targets


Do you hear the engine?


2011 update

Alvarion 2012

What’s new ?


Alvarion & Wavion


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


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


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


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


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


Wi-Fi boost for our Business

Integration of Wavion team & market

Boosting market

New offering for our customers & channels

New opportunities

Complementary solutions


Our secret weapon

Alvarion team

Alvarion team

Alvarion team

Alvarion team

Alvarion team


Yes we can !


2011 update

Alvarion 2012

What’s new ?


Alvarion & Wavion


BWABWA

Mobile CarriersMobile

Carriers

In Direct VerticalsIn Direct Verticals

Our GTM strategy - The three pillars of our 2012 business

Proprietary Informatiom.Proprietary Informatiom.

2012 GTM Strategy

2012 Focus:

• Maintain• Yearly booking 84M• Migration potentials• Launch Compact

Family & CPE 6000• TD-LTE roadmap• Focus : Africa,

LATAM, APAC

• 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

BWA Verticals Mobile carriers


2012 GTM Strategy II

2012 Focus:

• Flat organization :• APAC, EMEA,

Americas• Delivery group• GTM BD • Integration of

Alvarion and Wavion sales team

• 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

Organization Business Targets

Growth engines


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


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


How much we rely on big Deals?

Percentage of yearly booking coming from customers ordered 1M-3M or more than 3M a year.


2012 Forecast by market segment


2012 targets

APAC 28M Europe 55M Africa 43MNA 30M

1. Maintain leadership in BWA market

2. Focus : Nigeria, SA, Kenia, Angola, Kongo, Orange, Cameroon

3. Develop key channels

4. Recruit new channels

1. Maintain Key accounts : NGI, Linkem, WaviMax, Elro, Freshtel, MTS

2. Reengage channels in : Spain, France and Italy

3. Focus : UK, Poland, CIS,

4. Engage to SI

5. Introduce Wi-Fi portfolio

1. Develop big accounts : TMx, Telefonica

2. Focus on Mexico, Brazil , Columbia and Peru

3. Introduce Wi-Fi portfolio to the regions

4. Engage top SI

5. Ramp up migration projects

1. Full integration with Wavion

2. Focus : China, Indonesia, India, Australia, Japan, Philippines

3. Develop partners and Channel business

4. Increase BWA presence : First Media, VMC, LB,

1. Building the sales team

2. Grow Barrett and MSBB

3. Recruit additional Platinum partners

4. Develop the Muni Vertical

5. Improve Service and training

AMERICAS APAC EMEA

LATAM 43M


2011 update

Alvarion 2012

What’s new ?


Alvarion & Wavion


Alvarion + Wavion = Synergy

Need to work on the graphics

We want to leverage the synergy and upside our targets in 10-15%

We want to leverage the synergy and raise our targets by 10-15%


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


Alvarion / Wavion sales engagement plan

• Both groups to push all product lines – we want to benefit from the synergy :

1. Clear engagement rules - Clear leader per opportunity

2. Supporting cross commission plan – win / win incentive

3. Managed introduction process for Channels and distribution

4. Intensive raining for both groups

5. Working mutual accounts: • Kenya (Safaricom), • Spain (Telefonica), Srilanka (LB), • Large opportunities in Brazil


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”

46

Let’s start working – the integration will be natural


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 !

Proprietary Informatiom. 49

Team work – Together we can do it


Alvarion style TEAM WORK


Think Alvarion

Thank You!

Documents

2012 Kick Off Alvarion 2012 - GTM Gadi Bahat - January 2012