Selling the Broadband Wireless Advantage A Nortel Networks / Star21 Networks Case Study
Selling the Broadband Wireless Advantage A Nortel Networks / Star21 Networks Case Study
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Selling the Broadband Wireless Selling the Broadband Wireless Advantage Advantage A Nortel Networks / Star21 Networks Case Study A Nortel Networks / Star21 Networks Case Study Craig Clary, Director Account Marketing Broadband Wireless Access, Nortel Networks Broadband Wireless World Forum February 19, 2001 San Francisco, California
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Selling the Broadband Wireless Advantage A Nortel Networks / Star21 Networks Case Study. Craig Clary, Director Account Marketing Broadband Wireless Access, Nortel Networks Broadband Wireless World Forum February 19, 2001 San Francisco, California. The Broadband Access Technology Landscape. - PowerPoint PPT Presentation
Transcript of Selling the Broadband Wireless Advantage A Nortel Networks / Star21 Networks Case Study
Selling the Broadband Wireless Selling the Broadband Wireless AdvantageAdvantageA Nortel Networks / Star21 Networks Case StudyA Nortel Networks / Star21 Networks Case Study
Craig Clary, Director Account MarketingBroadband Wireless Access, Nortel NetworksBroadband Wireless World ForumFebruary 19, 2001San Francisco, California
The Broadband Access The Broadband Access Technology LandscapeTechnology Landscape
FS Optics
P-P Radio
PMP Radio
wDSL
Optics
fT1/T1/DS3
xDSLCable Modem
Dial AccessISDN
Multiple Technologies Competing For a Wide Variety of Users – All Open Up The First Mile In
Their Own Way
Selecting a TechnologySelecting a TechnologyW
irel
ess FS Optics
P-P RadioBWA (LMDS)
wDSL
Generally, Solutions Are Hybrids Because No One Technology Breaks Through All Constraints
OpticsxDSLCopperCable Modem
Wir
ed
High
Sus
tain
ed
Rate
Acc
ess
User
Dist
ance
from
POP
Line
of S
ight
Acce
ss C
ost /
Use
r
Busin
ess C
lass
QoS Legend
N/A or very low barriers Some barriers exist
Issue may block implementation
Tim
e to
Depl
oy
Broadband Wireless Value Broadband Wireless Value PropositionProposition
Speeds deployment time
Provides high-speed connectivity to the optical core
Delivers scalability
Extends the reach of fiber loop
Reduces recurring operational expenditures
Increases service provider control
Service Growth ProjectionsService Growth Projections
Service Offering CAGR2000-2003*
0% 50% 100% 150% 200%
IP VPN - Network BasedADSL/SDSL
VoIPASP
Web HostingIP VPN - CPE Based
E-Commerce Web hostingFront & Back Office Applications
ATMNetwork Based Business Firewall
IP VPN - Hidden Frame RelayEthernet - Transparent LAN Service
Dedicated Internet Access LBDedicated Internet Access MBDedicated Internet Access SB
Dial-Up Internet Access SB MarketFrame Relay
LAN Dial-Up Internet Access BRI-ISDNLAN Dial-Up Internet Access 56K
Leased Private Line DS0 to T3Dial-Up Internet Access MB Market
Value Added IPServices Lead The Way
* Various sources
Business Class ServicesBusiness Class Services
Legacy Services/ Leased Line Replacement• N*T1/E1 (fractional T1/E1)• Frame Relay/T1(E1) and X.21• High Speed Internet (from T1(E1) to OC-3 & 10- and 100-BaseT)
Must support traditional services with business class QoS
Advanced IP Services
• IP-VPN (RAS and Site-Site)• Dedicated Web Hosting • Application/E-mail Hosting
Allows the Service Provider become the Ethernet Service Provider
Business Class ServicesBusiness Class Services
The BWA Challenge Is To Ensure Seamless Supportand Speedy Delivery Of High Value Services
Managed Services• End-End with Differentiated
SLA• Network Based Security (e.g.
Firewalling) • Single Point Billing for Bundled
Service
Once an Ethernet Service Provider – Managed Services become the up-sell
In-Building Distribution Solutions• BWA/xDSL bundling• Switched Etherent/VLANs on CAT5• Wireless LAN
Access is not the end-game – need integrated solutions to solve the last 500 ft
Broadband Wireless Access Broadband Wireless Access A Global Market? -AbsolutelyA Global Market? -Absolutely
0%
20%
40%
60%
80%
100%
2000 2001 2002 2003 2004
NA
CALA
Asia
Europe
Source – Strategis Group Interpreted by Nortel Networks
The Globe is Equally Divided in 4 Years Despite The Head Start in North America
BWA Year 2000 Market BWA Year 2000 Market ExpansionExpansion
North AmericaCountries Spectrum Pop
1 1300 MHz 273M
EuropeCountries Spectrum Pop
15 336-1064 MHz 380M
CALACountries Spectrum Pop
4 100-1900 MHz 49M
AsiaCountries Spectrum Pop
4 120-400 MHz 229M
Additional 24 Countries Covering 931M Pops
As the Core Expands As the Core Expands So Must the First MileSo Must the First Mile
We Haven’t Seen Anything Yet
1
10
100
1,000
10,000
100,000
1,000,000
10,000,000
2000 2001 2002 2003 2004
Capacity in kilo TeraBytes / Month
Source – Ryan, Hankin, Kent Nov-2000
BWA Flexibility Rides BWA Flexibility Rides Global See-SawGlobal See-Saw
Wireless Culture
Services
Auction
Spectrum Acquisition
Grant
IP Based Legacy
HighLow
Rapid
Spectrum Use Covenants
Over Time
Channelized Block
Spectrum Channelization Operators
CAP ILEC
Europe Asia N. America CALA
Star 21 TimelineStar 21 Timeline
March 1999 – STAR 21 (formerly Star One)founded
August 1999 – STAR 21 gains 3.5 and 26 GHZ licenses in Germany
April 2000 – STAR 21 Networks and Nortel Networks partnerto build end-to-end data network
January 2001 – STAR 21 doubles bandwidth efficiency of base stations with dual carrier solution
February 2001 – STAR 21 wins national license in Austria
November 2000 – RaisedUS$500 million in tightfinancial market
January 2001 – Commercial launch150 base stations
December 2000 – WinsNational Romanian 26 GHzlicense
April 2000 – Acquisition ofnational 26 GHz Swiss licenses
March 2000 – Acquisition ofnational 26 GHz licenses in Spain
September 2000 – Acquisition ofnational 26 GHz licenses in Czech Republic
