"Vp Marketing and Sales"
Azalea Sales Training [Title] Agenda Wireless Market – Background & Perspective Azalea Company Overview Applications Product Overview Competitive Positioning Challenge: Capacity Challenge: Video Transport & Performance Challenge: Mobility & Roaming Customer Examples Top reasons for installation problems Distribution Channel Program On-Line Tools & Aids Collateral Budgeting a System Qualification Questions Wireless Market….. Background & Perspective Brian Carlson VP & GM, North America Wireless Network Topologies Point-to- Point-to-Point Multipoint Mesh Networking 2.4 Wi-Fi Access 4.9 Public Safety Access Wireless Broadband……A Timeline MMDS 2.5Ghz; AT&T, Sprint BB….Expensive, no business Mid 1990s case, installation issues Indoor Wifi “packaged” outdoor; i.e. Orinoco Late 1990s Outdoor “fixed” BB proprietary products; Alvarion, Proxim Outdoor PTP products; Microwave, Western Mux Outdoor “fixed” BB proprietary products; Moto-Canopy, Trango, Alvarion, Proxim Outdoor Mesh products; Tropos, BelAir, Strix, Mesh 2001 - 2004 Networks, Firetide (Start of Muni Wifi) Less robust mesh products: Fluidmesh Outdoor PTP products; Microwave, Western Mux Less robust PTP products; MicroTec Outdoor “fixed” BB; WISPS 2005 - Now Outdoor Mesh BB; application focus Outdoor PTP products; high-end enterprise needs WiMAX; carrier play Radio Spectrum – North America Now: 2.4 Ghz “unlicensed”: 802.11b/g/n(Wifi), Mesh, PTP, Fixed BB, other uses 5Ghz (5.1, 5.2, 5.4, 5.7) “unlicensed”: 802.11a, Mesh, PTP, Fixed BB, other uses 900Mhz “unlicensed”: Fixed BB, Mesh, other uses 2.5Ghz “licensed”: WiMAX, proprietary products 3.5Ghz “licensed”: WiMAX, proprietary products Future (2011): 700 Mhz: Carrier (LTE) Wireless Network Topologies Mesh: Applications: Wi-Fi, BB Data Access, Video, VoIP, Mobility Players: Azalea, Firetide, BelAir, Cisco, Strix, Motorola, Tropos PTMP: Applications: Wisps (Cable, DSL replacement) Players: Motorola, Alvarion, Trango PTP: Applications: Enterprise connections Players: Dragonwave, Ceragon, Redline, Motorola, Exalt, Proxim Company Overview “Elevator Pitch” Brian Carlson VP & GM, North America Bringing network intelligence to broadband wireless through an innovative wireless routing technology that sets new standards in price and performance Azalea-at-a-Glance • HQ in Silicon Valley and R&D in Beijing Major Markets • 120 employees worldwide, 50 engineers • Service Providers • Government • Nine patents pending; two issued • Industrial Enterprise The Azalea Difference • Scalable capacity Applications • Broadcast quality video • Wi-Fi Mobility • Seamless mobility • Video Surveillance • Public Safety • Delivering superior performance and price • Last Mile Access What is Unique about Azalea Networks? A Next Generation Solution…… ONLY mesh solution with true “Layer-3 & Routing” design for network intelligence and superior performance Major Markets • Service Providers • Government Higher capacity and scalability across • Industrial Enterprise multiple hops Applications Only network transport designed for • Wi-Fi Mobility • Video Surveillance video • Public Safety • Last Mile Access Integrated seamless roaming & mobility Flexible & Scalable Best price-performance available Design Applications Brian Carlson VP & GM, North America Wireless Video Surveillance with AVTTM Azalea’s wireless infrastructure delivers capacity and Applications optimized transmission for video surveillance Flexible and rapid placement of cameras • No in-ground cable laying necessary • Scales to support large coverage areas • Broadcast quality, real-time images Patent-pending AVT (Active Video Transmission ) • Deep packet inspection to prioritize video traffic • Adaptive jitter removal • In-network retransmission • Automatic buffering • High quality multicast ability Azalea Wireless Enabled Video Surveillance Applications Surveillance Center, Office, IPTV Dist. Center Mesh Network Residence Campus City Streets Oil Fields, Factory floors Mesh Gateway Mesh Backhaul Mesh Access (fixed and mobile video) Industrial Strength Wi-Fi HotZones Ubiquitous Wi-Fi Coverage Applications • 802.11 a/b/g Wi-Fi access • Indoor and outdoor coverage • 16 SSIDs for each radio Supports Multiple User Groups • Virtual LANS • Quality of Service Highly Security • Authentication • Access control • AES, TKIP encryption High Speed Mobility with MotrixTM High-speed mobile access over a Wi-Fi Applications mesh Network • In-vehicle routers link to mesh and support local Wi-Fi connectivity • Public Wi-Fi access within transit vehicles allows roaming by riders of trains and buses Layer-3 IP Roaming and fast handoff • Seamless vehicle roaming at up to 60 mph • Fast roaming across IP subnets ensures scalability and metro-scale deployment. • Security provisions separate public users from municipal agency traffic • Allows mobile vehicle to act as access point for portable voice, video, or data devices outside vehicle… particularly useful for first responders Emergency Response Wireless Networks Support for the 4.9 GHz public safety spectrum Applications Temporary & disaster recovery networks VoIP Communications Video Surveillance Video Surveillance Data Access Reporting Incident Response Compelling Markets for Wireless Oil & Gas Exploration and Campus Settings Production Construction Chemical Production & Refining Iron Works & Steel Mills Mining & Quarrying Lumber & Paper Processing Airports Municipalities – Public Safety Ports & Transportation Logistics Azalea Products Brian Carlson VP & GM, North America Flexible and Scalable Network Deployment Point-to-Point Point-to- Multipoint Mesh 2.4 Wi-Fi 4.9 Public Safety • Self-forming mesh expands coverage area • Long range between wireless routers • Load balancing across multiple wired gateways The Azalea Product Family MSR4000 Capacity/Functionality MSR2000 MST200 MSR1000 Four radio outdoor mesh router for Two radio outdoor network core mesh router for backhaul & access Single radio network edge outdoor mesh backhaul & access Two radio indoor router for video mesh router for backhaul Wireless LANs $1,350 $1,400-1,600 $2,400 - $2,500 $3,400 - $3,500 MSRP Azalea Architecture Edge Access MST200 Mesh Core MSR4000 MSR1000 Wired Network MST200 MSR2000 MSR2000 Outdoor Wireless Router High Performance Edge Wireless Router Features • Two software configurable radios: 2.4 , 4.9 - 5.8 GHz • Two product versions: • 2 x 100mw, or • 1 x 100mw and1 x 400mw (b/g only) • Single 10/100 Ethernet Interface Wi-Fi Video Surveillance • Ruggedized enclosure: -40 to 55 ℃ HotZone Backhaul Major applications Backhaul • Wi-Fi edge coverage Wi-Fi Access • Video surveillance Directional antenna for Two directional antennas backhaul and an omni for mesh backhaul antenna for Wi-Fi access MSR4000 Outdoor Wireless Router High Capacity Core Wireless Router Features • Four software configurable radios: 2.4 , 4.9 - 5.8 GHz • Two product versions: • 4 x 100mw, or • 3x 100mw and 1x 400mw (b/g) • Ruggedized enclosure: -40 to 55 ℃ • Two 10/100 Ethernet interfaces Major applications • Large-scale wireless coverage • Video surveillance • Government multi-use networks Directional antennas for backhaul and an omni antenna for Wi-Fi access MST200 Multi-service Terminal Device Designed for dedicated, optimized outdoor video surveillance transmission Features • 2.4G or 5 GHz models • 400mW transmit power • 30 degree built in antenna • Two 10/100 Ethernet Interfaces • Operating temperature: -40-55℃ Applications Video • Optimized for video surveillance transmission Surveillance • Long range transmission of up to 6 miles Long-range Backhaul • Mobile applications with external antenna Camera connected Via Ethernet Port Web-based Configuration NMS1000 Network Management System Full Network Management • Automates major management tasks • Automatic discovery of network topology • Automatic collection of traffic data for reports generation, charting and analysis • Remote upgrades images in batches Performance and Client Monitoring • Traffic throughput and link quality • Historical performance • Network client information Fault Management • Network events & alarms • Alarm filtering & management Competitive Positioning Brian Carlson VP & GM, North America Evolution of Mesh Networking 4th Generation • Multi-radio Citywide Zones, • Directional antennas High-res Video, Performance & Scalability • Layer 3 Routing Voice, and Mobility 3rd Generation • Multi-radio • Directional antennas Hot Zones, • Layer 2 bridging Low-res Video 2nd Generation • Dual radio • Omni-directional antennas Indoor & Outdoor • Layer 2 bridging Hot Spots 1st Generation • Single radio • Omni-directional antenna Indoor Access • Layer 2 bridging Technology Evolution What is Unique about Azalea Networks? A Next Generation Solution…… ONLY mesh solution with true “Layer-3 & routing” design for network intelligence and superior performance Major Markets Higher capacity and scalability across • Service Providers multiple hops • Government • Industrial Enterprise Only network transport designed for Applications video • Wi-Fi Mobility • Video Surveillance • Public Safety Integrated seamless roaming & mobility • Last Mile Access Best price-performance available Competitors….Azalea Selling Points Firetide – Higher priced, Layer-2 bridge, multiple box design, lack of scalability (25 max), performance across hops, weak channel, challenges with video & mobility Motorola – Higher priced, Layer-2 bridge, 2 radio and 4 radio design, lack of scalability, performance across hops, weak channel and direct sales, challenges with video & mobility Strix – Higher priced, Layer-2 bridge, lack of scalability, performance across hops, weak channel, challenges with video & mobility Tropos – Higher priced, Layer-2 bridge, lack of scalability, performance across hops, weak channel, challenges with video & mobility BelAir – Higher priced, Layer-2 bridge, large, carrier focused, weak channel, challenges with video & mobility Cisco – Higher priced, Layer-2 bridge, weak acquisition, lack of scalability, challenges with video & mobility Challenge…… Capacity and Performance Brian Carlson VP & GM, North America Azalea AWR Maintains Network Integrity A Wi-Fi B Wi-Fi Wi-Fi Wi-Fi Wi-Fi AWR : True Layer 3 Peer- Wi-Fi Wi-Fi Wi-Fi to-Peer Routing Traditional Mesh: Full network intelligence Wi-Fi Tree Architecture Fast convergence Wi-Fi Radio-aware All traffic goes through a gateway Gateway Proven higher performance Wi-Fi Non-optimal routes, latency Wi-Fi Single point of failure Wired Backhaul Tree routing path between node A and B Optimal paths to the gateway AWR routing path between node A and B Alternate back-up routes Solving the Capacity Challenge With typical “bridging” single backhaul radio networks user throughput and critical video quality degrades dramatically with just a few hops Solving the Capacity Challenge Azalea’s routed multi-radio, multi-channel architecture and AVT ™ ensures virtually no image quality degradation over multiple hops Scalable and most cost-effective Industry Leading Capacity Challenge…… Video Transport & Performance Brian Carlson VP & GM, North America Video Packets over IP Networks….Challenges Source Destination B A E C D Out of order packets B B C C D A B C D E IP Network Duplicated packets Constant rate video packets B D E Lost packets A B CDE Various delayed packets Azalea’s Video Transmission Architecture Routed Azalea Ingress Point Wireless Network ( Video is Processed here) MSR or MST Egress Point ( Processed Video is recovered here) MSR or MST Video Decoder Per link video transmission quality guarantee ONLY wireless system with “Video Aware” capabilities What is Unique? ………Active Link Transport (ALT) Presentation MPEG2/MPEG4/H.264 Session RTP/RTCP Transport TCP/UDP ALT Implemented in each Network IP/DiffServ router to ensure video smooth transmission ALT • Layer 2.5 Protocol Designed to minimize • Operated in each link wireless packet loss World’s first “coordinated” Link 802.11a/b/g/n video transport Physical 2.4GHz/5.8GHz OFDM What is Unique? …….Active Video Transport (AVT) Presentation MPEG2/MPEG4/H.264 AVT Only network transport to Session RTP/RTCP understand video AVT Build in reliable frame • Layer 4.5 Protocol transport protocol • Operated end to end Video decoder timing awareness Transport TCP/UDP Network IP/DiffServ Link 802.11a/b/g/n Physical 2.4GHz/5.8GHz OFDM Presentation Layer Video Technologies Presentation MPEG2/MPEG4/H.264 1. Deep Packet Inspection (DPI) Session RTP/RTCP 2. Adaptive Jitter Removal (AJR) Transport TCP/UDP 3. Packet Loss Avoidance (PLA) Network IP/DiffServ World’s 1st Layer-7 Link 802.11a/b/g/n technologies in wireless transport Physical 2.4GHz/5.8GHz OFDM Optimizes digital video applications Challenge…… Roaming & Mobility Management Brian Carlson VP & GM, North America Solving Mobility Challenges With Motrix™ Fast roaming at up to 70 mph Seamless roaming across IP subnets ensures scalability In-vehicle routers link to mesh Security provisions separate public from government traffic Mobility Demo Customers Brian Carlson VP & GM, North America Beijing Olympics Wireless Network CECT-Chinacomm Deploys “Wireless Beijing” Municipal Network with Azalea Cover 50 km2 of Beijing Further expansion is planned Wireless services • Wi-Fi broadband access • Mobile patrol access • Video surveillance Video Surveillance at Lakewood Mall, CA Lakewood Mall increases security for shoppers with Azalea Increased security in parking areas by deploying 13 cameras with an Azalea wireless network • Limited line of sight and crossing major public roads • No costly trenching of fiber • Rapid deployment and ability to expand network 36 149 153 161 149 157 153 15 15 165 7 36 7 64 China’s Largest Oil Producer Goes Wireless Azalea Networks Selected by Daqing Oilfield Company to Deploy the Largest Industrial Wireless Broadband Network in China Deployment covers over 80 km² of China’s largest oilfield; expanding to 180 km² • Sixty Azalea Wireless Routers Deployed • Transmits remote oil well information • Video surveillance backhaul at 30 frames per second over 6 mile links • Support for VoIP communications • Mobile wireless access for inspection teams Benefits • Real time and accurate SCADA information • Reduced downtime by providing remote expertise • Improved communications Installation Lessons Learned Proper planning for scope/size of project Site acquisition Power Cabling Mounting Maintenance Ordinances Management Azalea Distribution Channel Program… Mesh360 Brian Carlson VP & GM, North America Mesh360 Channel Program Mesh360 Advantage for VARs • Great profit margins • Customer value • New opportunities • Differentiate your business Program Benefits • High-touch sales engagement and sales tools • Increased discounts • Technical support and Certification Program • Demo Program • Marketing campaigns and leads www.azaleanet.com/partners The Azalea Certified Training Program 3-Day Certification Course Learn to sell and install the Azalea wireless network solution •Product overview •TCP/IP overview •RF and antenna basics •RF network design •Labs and exam • February 10-12, Denver, CO • February 24-26, Atlanta, GA • March 10-12, Anaheim, CA • March 24-26, Boston, MA Visit www.azaleanet.com/customer-support for more info On-Line Tools & Aids Brian Carlson VP & GM, North America Capacity, Scalability and Performance Azalea’s Layer-3 routed, multi-radio architecture delivers the cost efficiency of wireless with superior capacity, scalability and performance Industry Leading Flexible Architecture for Proven Performance for Scalable Capacity Ease of Deployment Voice & Video True Layer-3 peer-to-peer Self-selectable radios in End-to-end QoS network routing 2.4, 4.9 and 5 GHz Minimal degradation over Point-to-Multipoint and Spectral efficiency and multiple wireless hops mesh topologies interference mitigation Load sharing between Long range links between Video and mobility network gateways wireless routers optimized infrastructure Your Azalea Contacts Frederick Harris, Director Channel Sales & Management 408-582-1333, firstname.lastname@example.org Brian Carlson, VP & GM North America 847-910-6491, email@example.com Paul Gassett, Director Worldwide Marketing Communications, 314-842-1716, firstname.lastname@example.org www.azaleanet.com/partners Thank You! Brian Carlson email@example.com