Outdoor Campus Value Proposition for Hospitality with cnPilot and ePMP

Marco OlivieriRegional Sales Manager Italy

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Hospitality market in Europe

*Source PwC Global

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Hospitality market in Europe

• European hotel transaction volume reached €20.9 billion in 2017. • 11% increase compared to 2016 deal volume and surpassed the record level achieved in 2015. • This growth was driven by a resurgence in UK hotel investment activity in 2017 and record levels of

investment in the Spanish hotel market. The start of 2018 has seen a strong level of investment activity in the UK and Spanish markets.

• Continued European and international interest in the German hotel market, we anticipate European hotel transaction volume to moderately increase in 2018 from 2017 levels.

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Hospitality in Italy

• Hospitality market in Italy– Kind of tourism: Cultural, business and

“food and wine”– #2 in Europe in terms of overnights*– High season duration: 12 months

• Business 40%• Leisure 60%

– +14,6%Growth in 2017

*Source (Eurostat, Federalberghi)

Stars # of Hotels

# of Guest Rooms

# of Beds

5 362 28.679 61.484

4 5.083 336.937 706.383

3 17.953 565.734 1.176.187

2 6.764 115.866 220.001

1 3.837 48.116 89.287

Total 33.999 1.095.332 2.253.342

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Vertical market: Outdoor connectivity

Customers/enviroments:• Public municipalities/providers for outdoor connectivity • Events organization/Concert• Outdoor resorts, Villages, Multi Dwelling Units and Residences• Campgrounds• Sky area resorts • Seaboards and beaches

Applications:• Guest access for tourists

• Squares, Parks, Swimming pools, Beaches, Paths• Videosourveillance and security• Employee connectivity (Voip, Maintainance devices,…)• Sensors and IOT connections for monitoring (environment, pollution, 

traffic)• Events connectivity: Journalists, hosts (high density) and operators• Digital SignageCustomer needs: • Robust solution IP67, reliable and secure• PoE Out to connect active devices (cameras, sensors, PTP/PMP)• Interference robustness• End to end solution (PMP+wifi o Mesh)• Flexibility in authentication (Customized captive portal, Payment model, 

Marketing, Social interoperability,..)• One single management platform and easy troubleshooting

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Campgrounds market

• Value of market in 15 EU countries– approximately 26,000 campsites– 13.6 billion:

• 3.4 billion: 367 million overnight stays amount

• 10.2 billion: tourism-related expenses (meals, entertainment and cultural offerings)

– 367 million camping and caravan overnight stays (purely tourism-related overnight stays) by country:

• France: 109.7 million• Italy: 52.9 million • UK: 50.27 million• Germany: 46.9 million

*Source (Deutsche Wirtschaftswissenschaftliche Institut für Fremdenverkehr(dwif) at the University of Munich )

Campgrounds, caravan parks and other outdoor hospitality services have come out from a low-cost touristic accommodation to a real recreational experience

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Let’s focus on wifi

How is Wi-Fi experience in a outdoor environment?

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Camping without Wi-Fi

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Camping with Wi-Fi

WiFi is mandatory!!

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Cambium for campgrounds

Big opportunity for Cambium partners:• Huge number: 26.000 companies• Important coverage area:

• Outdoor deployment:• Restaurants and bars• Swimming pools• Beaches• Camping area

• Indoor deployment: • Reception• Bungalows• Roulottes

• Backhauling is a key point: ePMP and 450 solution

• Connecting access points• Connecting cameras

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Cambium for campgroundsCompetitors:

• Low number of outdoor competitors• Few full end to end solutions• Most of the time with expensive hardware• Complex management platform with Licenses,

Cloud subscription, Mandatory annual support feesCambium key selling points:

• Perfect fit in outdoor hospitality market• NO LICENSES• Wide wifi portfolio:

• Mid density/High density• Indoor celing, desktop and wallplate• Outdoor with different antenna sectors flavours

• One panel of glass – cnMaestro end to end visibility, management and troubleshooting

• Smart guest management (different profiles Standard/Premium, different authentication methods, client isolation, sms-one time pw, social login)

• Multi-applications network (guest, employees, events, ...)

• Eco system partner for third party integration

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Case study Campground

• Network design and implementation:• 120 Outdoor Aps E500• 80 E430 for bungalows• 20 ePMP Force 180 for backhaul

• Application: • Wifi connection (guest hot spot)

• Authentication via voucher• Campground employees connectivity

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Outdoor case studies: Hotels and resorts

Technology and architecture:

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Outdoor case studies: Residence and Multi-Dwelling Units

Enviroments:– Apartment– Dormitory– Condominium– Senior livings– Holiday farm

Cambium solutions:– Indoor and Outdoor

wifi– PMP backhauling for

connectivity distribution

– PTP as backup to fiber

– Management platform

Architecture:

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Outdoor case studies: Residence and Multi-Dwelling Units

Tuscany residence– Network:

• Indoor: n.15 E410

• Outdoor: n.3 E500

• ePMP: n.3 Force180 backhaul link

Resort in Puglia region– Application

• Guest access• Event: Conference

rooms (High density)– Network:

• Indoor: n.7 E600 and n.10 E410

• Outdoor: n.4 E500

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Outdoor case studies: Touristic ports, marinas and beaches

Touristic port of Vallugola:• Outdoor: n.13 E500• ePMP: n.3 ePMP2000n.15 +

Force180 as backhaul

Jesolo beaches (near Venice):• Outdoor: n.10 E500 and 25 E501S• Covering more than 3Km of

beaches

Beach, bars and restaurants in Rimini:• Outdoor: n.7 E500 and 8 E501S• Event and employee access• Wifi for engaging customers with games,

funny activity (photo shooting contest,…)

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High Density environment: Thousands of people to connect

Outdoor case studies: Events

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Camping monetize wifi network:

Network cost:Wifi coverage:• 70 bungalows – roulottes • Public areas (swimming pool, restaurants

and bars)• Part of camping area

Total installed APs number: 64 Outdoor APs + 15 Indoor APsTotal project cost: 20k€ + 15k€ of installation and fiber cabling

ROI: Less than 1 year

Annual revenue based on wifi voucher selling

Automate

Easy to manage

End User ExperienceAdd value to their business

Future rediness

What customers want?

cnPilot F r i c t i o n l e s s W i - F i

The new Cambium wifi enterpriseEnterprise features: Multiple architecture (Controller‐less, On‐premises, Cloud‐managed), High density, Load balancy,  AAA, Security

Strong and robust hardware: High speed access points, Outdoor extreme capabilities (Temperature range, IP67, Humidity valve), Co‐channel and LTE interference and power management,   

Right price for mid‐ market, SMB, Retail, Education and Hospitality

Guest features: Multiple authentication methods (Voucher, email, SMS, Social), Standard and premium access, Payment method (PayPal),  Captive portal, External platform integration

Scalable solution : Single deployment, high density, Multi‐location, PTP‐PMP outdoor backbone

Consistent channel program: Trainings, Deal registration and protection, Promotions, Marketing Funds

Copyright 2014 Cambium Networks, Ltd. All rights reserved. 22

India “e-chaupal” – 20,000 Access Point network

Copyright 2014 Cambium Networks, Ltd. All rights reserved. 22

cnMaestro Wi‐Fi Controller

e410e600

e500 e501Se502S

e430W

The cnPilot Portfolio

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How to address the market

1. Vertical collaterals (Hospitality flyer, Why Cambium wify for your Campground)

2. Co-Branded documentation On line tool to create your own document with your brand and Cambium brand

3. Leverage partnership with our ecosystem partner: the combination of Cambum technology and our partner solution helps you in being more attractive and more competitive adding real value to your solution

4. Use our case studies and join our case study campaign

5. Thanks to the deal registration you can be protected against competitors and you can add margin to your sales

Eco-system Interop

& many more…

2017 Sky resort – Cermis cable car

Case study tools: Last year winner

Link Video: Click

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Channel program benefits

Trainings

• Certification on all products• 2-Day classes

• Certified instructors• Live hands-on training• Proficiency test

• 8 classes per month• Courses offered around the

world in multiple languages• Test online to achieve

certification

Trainings

• Certification on all products• 2-Day classes

• Certified instructors• Live hands-on training• Proficiency test

• 8 classes per month• Courses offered around the

world in multiple languages• Test online to achieve

certification

Deal registrations

• Available to all current partners

• Ensure channel margins• Earn additional discount off

MSRP • Eligible products: PTP-

PMP, WiFi enterprise (excluding accessories)

• Deal and channel protection

Deal registrations

• Available to all current partners

• Ensure channel margins• Earn additional discount off

MSRP • Eligible products: PTP-

PMP, WiFi enterprise (excluding accessories)

• Deal and channel protection

Support

• Contact Technical Assistance Center

• Select the support level that meets your needs• Standard: 8 x 5 (customer

business hours)• Plus: 24 x 7, accelerated

access to Level 2 and Level 3• Prime: 24 x 7, service level

agreements, All Risks repair/replace

• Extended warranty options• Lifetime warranty

Support

• Contact Technical Assistance Center

• Select the support level that meets your needs• Standard: 8 x 5 (customer

business hours)• Plus: 24 x 7, accelerated

access to Level 2 and Level 3• Prime: 24 x 7, service level

agreements, All Risks repair/replace

• Extended warranty options• Lifetime warranty

WHY CAMBIUM NETWORKS ?

Wireless leadership and experienceBest-in-class noise-

handling ability, outdoor resilience, scalability

and security

TechnologyScalable and wide

portfolio: Enterprise wifi , Backbone and

distribution solutions (PTP,PMP), Licensed

and unlicensed

Channel programLocal pre-post sales

24x7 support, Benefits for partners, Trainings,

Deals protection

Marco Olivierimarco.olivieri@cambiumnetworks.com

3401890341