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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
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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, fharris@azaleanet.com
Brian Carlson, VP & GM North America
847-910-6491, bcarlson@azaleanet.com
Paul Gassett, Director Worldwide Marketing Communications,
314-842-1716, paul.gassett@azaleanet.com
www.azaleanet.com/partners
Thank You!
Brian Carlson
bcarlson@azaleanet.com
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