2012 Kick Off Licensed Product Competitive Update.

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2012 Kick Off Licensed Product Competitive Update

Transcript of 2012 Kick Off Licensed Product Competitive Update.

Page 1: 2012 Kick Off Licensed Product Competitive Update.

2012 Kick Off

Licensed Product Competitive Update

Page 2: 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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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

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WiMAX Market Numbers

Subscriber Growth and Service Revenues Growth

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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

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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 ….

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Winning vs. Airspan

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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….

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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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Thank You

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