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2012 Kick Off
Winning in our Unlicensed Market
Proprietary Information.
Agenda
• High Level Competition Snapshot
• Winning vs. Motorola
• Winning vs. Radwin
Proprietary Information.
Products Per Market Segment4
WIS
PS
mar
t C
ity
Hig
h E
nd
Lo
w-M
id E
nd
Bu
sin
ess
& In
du
stry
PT
P
Un
lice
nse
dL
ice
nse
d
Hig
h E
nd
Lo
w E
nd
BreezeMAX Extreme 36x0 / 5000
BreezeMAX Extreme 36x0
BreezeMAX Extreme 5000
4MotionAll other freq
BreezeMAX Extreme 5000
BMAX ExtremeBMAX Extreme
BMAX ExtremeBMAX Extreme
BMAX ExtremeBMAX Extreme
BNBBNB
WBSnWBSn
BreezeULTRA
BreezeULTRABreezeULTRA
BreezeULTRA PTPBreezeULTRA PTP
BreezeULTRABreezeULTRA
BreezeULTRA
BreezeULTRABreezeULTRA
BreezeULTRABreezeULTRA
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Products Per Market Segment5
WIS
PS
mar
t C
ity
Hig
h E
nd
Lo
w-M
id E
nd
Bu
sin
ess
& In
du
stry
PT
P
Un
lice
nse
dL
ice
nse
d
Hig
h E
nd
Lo
w E
nd
Winning vs. Motorola / Cambium Networks
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About Motorola
• Sales and R&D people are leaving Motorola
• Channels and partners are puzzled about days to come• An Opportunity to approach Motorola partners!
• Motorola Solutions focus on • Public Safety
• Radio - 700MHz (FD-LTE with Ericsson gear, hand-off with Verizon)
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Orthogon (PTP 100-800)Canopy (PMP 100-430)
Mobile
Networks (GSM, CDMA, WCDMA, WIMAX, LTE)
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Cambium Networks (ex Motorola) PTP
8
B14B14 B28B28 B100B100B100B100
UltraUltraUltraUltra UltraUltra
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Cambium Networks (ex Motorola) PTP
9
B14B14 B28B28 B100B100B100B100
UltraUltraUltraUltra UltraUltra
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Cambium Networks (ex Motorola) PTMP
10
VLVL VLVL VLVLVLVL
ExtremeExtreme
VLVL
ExtremeExtreme ExtremeExtreme
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Cambium Networks (ex Motorola) PTMP
11
VLVL VLVL VLVLVLVL
ExtremeExtreme
VLVL
ExtremeExtreme ExtremeExtreme
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From Moto/Cambium FAQ
Link
12
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Recent Kills…
• City of Eau Claire, US –• Municipal project in 3.65 and 2.5 GHz
• Running multiple services over a single network
• City Workers, Vehicles, WiFi backhaul
• Extreme 3650 and 4Motion winning over Motorola
• Technology superiority – NLOS, better MIMO switching
• Offering – multi frequency, VSU
• NGI, Italy – • Motorola had a strong-hold in NGI (backhaul, personal relationship)
• Tried HARD to win the network expansion in 5GHz with PMP430
• After field trials and technology workshop NGI selected Extreme
• Over $10M of business and growing
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Winning vs. Radwin
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About Radwin
• Privately held company
• Provider of sub 6GHz backhaul (PTP) solutions
• Target segments: Cellular operators, service providers, video surveillance and variety of private networks
• Operating from Israel with regional headquarters in North America, Latin America, EMEA and APAC
• Sells through RAD channel under the brand of Airmux
• Introduced PTMP solution – HPMP 5000 since mid 2011
• Aggressive in its Sales and GTM
• Aggressively approaching Alvarion customers and partners
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Radwin - PTP
ULTRA PTPULTRA PTP BNB 14BNB 14
BNB 28/100BNB 28/100
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Radwin - PTP
ULTRA PTPULTRA PTP BNB 14BNB 14
BNB 28/100BNB 28/100
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Radwin - PTMP
ExtremeExtreme
ULTRA PTMPULTRA PTMP
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Radwin - PTMP
ExtremeExtreme
ULTRA PTMPULTRA PTMP
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Radwin - General
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Summary
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High Capacity PTP Solutions - $/Mbps
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• Ultra enables you to fight head to head and WIN!
• The combination of high power (24dBm), high capacity (250Mbps) and differentiating features allows you to proactively attack Cambium (Motorola), Radwin and Proxim
• The dual radio future of Ultra creates an un-matches $/Mbps !!!
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Winning Business in 2012
Winning Tools
Ultra PTP
• Tools: $/Mbps of Ultra, max capacity, high Tx power, price
• Go after Motorola and Radwin partners
Leverage Extreme 5000
• Best NLOS performance
• Vehicular CPE
Win with Extreme 3650 and 3600
• Upper band support
• Dual carrier and dual sector support
Protect with the coming future
• High-end Ultra PTMP platform
• Compact 3.6x with 4x4 and dual 2x2 sectors
