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Competitive Landscape Proprietary and Confidential 2012 Sales Kickoff.

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Presentation on theme: "Competitive Landscape Proprietary and Confidential 2012 Sales Kickoff."— Presentation transcript:

1 Competitive Landscape Proprietary and Confidential 2012 Sales Kickoff

2 Proprietary Information. 2 This presentation contains forward-looking statements within the meaning of the "safe harbor" provisions of the Private Securities Litigation Reform Act of 1995. These statements are based on the current expectations or beliefs of Alvarions management and are subject to a number of factors and uncertainties that could cause actual results to differ materially from those described in the forward-looking statements. The following factors, among others, could cause actual results to differ materially from those described in the forward-looking statements: potential impact on our business of the current global recession, the inability of our customers to obtain credit to purchase our products as a result of global credit market conditions, the failure to fund projects under the U.S. broadband stimulus program, continued delays in 4G license allocation in certain countries; the failure of the products for the 4G market to develop as anticipated;, Alvarions inability to capture market share in the expected growth of the 4G market as anticipated, due to, among other things, competitive reasons or failure to execute in our sales, marketing or manufacturing objectives; the failure of the Alvarions strategic initiatives to enable Alvarion to more effectively capitalize on market opportunities as anticipated; inability to further identify, develop and achieve success for new products, services and technologies; increased competition and its effect on pricing, spending, third-party relationships and revenues; as well as the inability to establish and maintain relationships with commerce, advertising, marketing, and technology providers and other risks detailed from time to time in the Companys 20-F Annual Report Risk Factors section as well as in other filings with the Securities and Exchange Commission. The information in this presentation is provided solely for information purposes, and is not a commitment, promise or legal obligation to deliver any products, features and/or functionalities, and should not be relied upon in making purchasing decisions. The development, release and timing of any products, features and/or functionalities described remains at the sole discretion of Alvarion. If and when any products, features and/or functionalities are offered for sale by Alvarion, they will be sold under agreed upon terms and conditions. This information may not be incorporated into any contractual agreement with Alvarion or its subsidiaries or affiliates. Alvarion makes no representations or warranties with respect to the contents of this presentation, and specifically disclaims any express or implied warranties of merchantability or fitness for any particular purpose. Copyright 2012 Alvarion Ltd. All rights reserved. Alvarion®, its logo and certain names, product and service names referenced herein may be either registered trademarks, trademarks, tradenames or service marks of Alvarion Ltd in certain jurisdictions. All other names are or may be the trademarks of their respective owners. The content herein is subject to change without further notice. Disclaimer

3 Proprietary Information. 3 Differentiators and positioning Ruckus Cisco GoNet BelAir Altai Summary Outline Duration: 45 minutes

4 Differentiators and Positioning

5 Proprietary Information. 5 Alvarion Wi-Fi Key Differentiators Technology differentiators Two-way spatially adaptive Beamforming Interference Immunity Suite 900 Mbps per unit, three streams 512 users per unit 3x3 MIMO High Gain Diversely Polarized (HGDP) antenna Others IP-68, high EIRP, 4.9-5.9 GHs single HW Solution differentiators Very flexible: bands, field-of-view WCPEn-2400-I, Market leading Wi-Fi CPE Built-in Access Controller

6 Proprietary Information. 6 Alvarion Wi-Fi Key Differentiators Value proposition Best coverage and capacity Best interference mitigation Lowest cost per sq-km Superior in NLOS and high interference Best for BWA services Unique Beamforming indoor Wi-Fi CPE Superior indoor signal penetration Best for large venues ( Airports, campus, stores, hotels… ) Ubiquitous coverage with fewer units Experienced An Alvarion company – a wireless powerhouse Two decades of wireless broadband experience

7 Proprietary Information. 7 Outdoor Wi-Fi Market & Positioning Alvarion is a Carrier Grade Wi-Fi Market Leader $$$ per Account Direct Distribution Alvarion-Wavion Motorola Low-end WISPs High-end WISPs Campus Safe City Air ports Sea ports Mines Oil & gas Hotels Malls SPG Carrier Access Service Cellular Offloading Altai, GoNet, BelAir Ubiquiti MikroTik Ruckus Tropos Firetide Skypilot Cisco Growth, $1B Market in 1-2 years

8 Ruckus Wireless

9 Proprietary Information. 9 Ruckus – in a nutshell Privately held Revenue 2011: $120M (estimated) HQ: Sunnyvale, CA, USA 300+ employees Solutions: Wi-Fi for enterprises/carriers, indoor/outdoor Customers: enterprises 70% and operators 30% Technology: 802.11a/b/g/n, adaptive antenna array, mesh Main partners: Alcatel-Lucent, Nokia Siemens Distribution: 2,600 partners WW Main customers: AT&T, Deutsche Telekom, Swisscom, China Telecom, KDDI and Tikona Active WW, less in Africa

10 Proprietary Information. 10 Ruckus Claim to Fame Smart antenna selection for better coverage Tikona network KDDI win Perceived as low price Good CPE

11 Proprietary Information. 11 Beamforming vs. Pattern Selection

12 Proprietary Information. 12 Alvarion-Cisco-Ruckus

13 Proprietary Information. 13 Alvarion-Cisco-Ruckus Cont.

14 Proprietary Information. 14 Alvarion-Cisco-Ruckus Cont.

15 Proprietary Information. 15 Alvarion-Cisco-Ruckus Cont.

16 Proprietary Information. 16 50m Indoor Competitive Test, Hanoi Vietnam

17 Proprietary Information. 17 Light urban, heavy interference, laptop tests On average, WBSn provides 50% greater ubiquitous coverage, and 50% higher capacity Outdoor Coverage Competitive Test

18 Proprietary Information. 18 Building Coverage Alvarion: Superior Radios Cover Building Using Fewer Units

19 Proprietary Information. 19 Hotel Coverage Tests Results: Undesirable results with BelAir and Ruckus BelAir and Ruckus require additional equipment – expensive Wavion is the preferred solution A test by a large hotel chain Thick concrete walls, reinforced with heavy metal structure LOCATIONS #1 #2 #3 #4 #5 #6 #7 #8 #9 #10 #11 #12

20 Proprietary Information. 20 Seoul International Airport, S. Korea KT Ruckus failed in the airport due to coverage and throughput performance. … started checking Airport coverage with twelve Ruckus APs and had bad coverage and throughput. Then … tested Wavion and Wavion covered half the floor with one WBS2400-SCT. Still …decided to go with Ruckus as it got better throughput when tested Ruckus in short distances. After installing four Ruckus … got lots of dead spots and 20 meter-only coverage for the throughput measured in initial trials. … have decided to remove Ruckus and install four Wavion units.

21 Proprietary Information. 21 Ruckus Latest News ChannlyFly A Buzz over Online ACS support Cellular data offloading Announced a GW on 2/11, still not in market Acquisitions of Intelinet and ComAbility Different approaches – no focus

22 Proprietary Information. 22 Tikona and KDDI Insights Tikona India 40k 11g only Ruckus APs in 39 states Low QoS and a lot of technical issues Huge churn, 300k customers dropped to 100k Investors are not happy Not profitable No additional POs for Ruckus over the last year Scanning for alternatives: 2.3 GHz spectrum, LTE, managed services… A bad Wi-Fi example for Indian operators KDDI Japan Was planning 100,000 hotspots by 3/12 A couple of thousand indoor APs only are under installation A new RFI – released yesterday

23 Proprietary Information. 23 Limited Actual Field Performances ATI Vietnam Ruckus won the deal in 2010 The project is on hold: Performance does not meet expectations in Hanoi (1 st phase) Limited coverage Only LOS Reasonable performance with Ruckus CPEs only WBSn showed superior performances in trials PLDT Ruckus failed the POC – low performance Other limitations ZD – a must, extra cost No good Omni solution – need 3x sectors – expensive and complex!

24 Proprietary Information. 24 How to win Ruckus Alvarion radio superiority Much better in metro NLOS Much better in handling interference Much better in indoor signal penetration Business case advantage WCPEn-2400-I – the BWA Ace up the sleeve Leverage on Alvarion Presence, support, distribution Tikona – a failure!

25 Cisco Systems

26 Proprietary Information. 26 Cisco in a nutshell Public company Revenue 2011: ~$1.6B 50% Enterprise WLAN market share HQ: San Jose, CA, USA Solutions: enterprise Wi-Fi, smart cities, carrier 3G/LTE offloading, outdoor/indoor Customers: enterprise, government, carriers Technology: 82.11a/b/g/n, mesh, CleanAir Active WW

27 Proprietary Information. 27 Cisco Claim to Fame Complete solution Indoor/outdoor AP Access Controllers Gateways Core integration

28 Proprietary Information. 28 Metro Hot-Zone Cost Comparison

29 Proprietary Information. 29 How to win Cisco Cisco is expensive Alvarion radio superiority Much better at metro NLOS Much better at handling interference Much better at indoor signal penetration Alvarion is flexible and committed Alvarion is big enough to deliver, and small enough to care Leverage on Alvarion Presence, support, distribution COST

30 BelAir Networks

31 Proprietary Information. 31 BelAir in a nutshell Privately held Comcast Venture, T-Mobile venture and others Revenue 2011: $40M-$50M (estimated) HQ in Kanata, Ontario, Canada 200 employees Solutions: small cell HetNet, metro Wi-Fi, outdoor and indoor Customers: Cable and mobile operators, governments and military Technology: 802.11, WiMAX, 3G/LTE, strand-mounting Main partners: Alcatel, Motorola, ip.access, Ericsson? Tessco Main customers: AT&T, Comcast, Cablevision, Time Warner A significant deployment: Times Square, NYC Mainly active in North America Marketing positioning: carrier Wi-Fi and small cell solutions

32 Proprietary Information. 32 Alvarion – BelAir

33 Proprietary Information. 33 Alvarion-BelAir Cont.

34 Proprietary Information. 34 Alvarion-BelAir Cont.

35 Proprietary Information. 35 BelAir Latest News Launched GigXOne solution in 11/2011 New indoor AP (BelAir1000) New outdoor AP (BelAir 1100, 2x2:2 no BF) New Strand-mounting AP (BelAir3200, 3x3:3, standard BF) New controllers (BelAirCC8000, BelAirHZ4000) Targeting service providers –Hot zones, 3G/LTE offloading, campuses

36 Proprietary Information. 36 How to Win BelAir Alvarion radio superiority Much better at metro NLOS Much better at handling interference Much better at indoor signal penetration Belair has limited support outside Americas No ETSI certification Belair cellular offloading solution focuses on tunneling, less practical for most operators Leverage on Alvarion Presence, support, distribution Alvarion cuts the cost by 50%

37 GoNet

38 Proprietary Information. 38 GoNet Update 11a/g portfolio has come of age 11n is late, a new portfolio introduction is expected during 2012 Standard (1 st generation) 11n 2x2 MIMO, uplink BF (MRC) only no TX BF Fully OEM based (AuteLAN, China, limited support capabilities) Implies limited in-house resources

39 Proprietary Information. 39 Alvarion WBS-2400 GoNet MBW 1100 Lab Test Alvarion 11g clearly outperforms GoNet 11g 11g Comparison Tests Field Test

40 Proprietary Information. 40 How To Win GoNet GoNet solution is: Old Low performance compared to Alvarion Expensive Expected GoNet 11n products are inferior GoNet

41 Altai

42 Proprietary Information. 42 Company in a Nutshell Privately held Revenue 2011: $10M-$20M (estimated) Based in Hong Kong 200 employees Solutions: BWA, rural, verticals, 3GO Technology: 802.11a/b/g/n, antenna selection Spectrum: 2.4, 3.5, 4.9, 5.x GHz Largest deployment: 150 base stations, in Malaysia Mainly active in Asia, ME, US Marketing positioning: carrier-grade super Wi-Fi Latest PR: provided services on New Years Eve. Jan. 2012 based on A8-Ei with Fitel (ISP)

43 Proprietary Information. 43 Altai A8 Portfolio Evolution A8 Omni Cumbersome Expensive b/g access + a BH 4 sectors 14 dBi, ant. selection Limited NLOS 6.5 kg, w/o ant. $3,400 (eBay) A8 Omni Cumbersome Expensive b/g access + a BH 4 sectors 14 dBi, ant. selection Limited NLOS 6.5 kg, w/o ant. $3,400 (eBay) A8-Ei Launched June/10 Sector 19 dBi b/g access Limited NLOS $1,600 A8-Ei Launched June/10 Sector 19 dBi b/g access Limited NLOS $1,600 A8i Launched Feb/11 11a (BH) + b/g (access) 8 elements ant. selection, 14 dBi, -3dB at back Ant. section 10.5 kg - heavy A8i Launched Feb/11 11a (BH) + b/g (access) 8 elements ant. selection, 14 dBi, -3dB at back Ant. section 10.5 kg - heavy A8n Launched June/11 (not on website) Cumbersome 11an (BH) + b/g/n (access) 2x2 MIMO, no BF 4 sectors, ant. section Limited NLOS A8n Launched June/11 (not on website) Cumbersome 11an (BH) + b/g/n (access) 2x2 MIMO, no BF 4 sectors, ant. section Limited NLOS Expecting (standard) 11n availability in 2012

44 Proprietary Information. 44 Basic radio solutions 802.11a/n (BH PTP/PTMP) 23 dBm, 5.150-5.825 GHz (partial 5.8) 802.11b/g/n (AP/CPE) 26 dBm, 13 ch. 2x2 MIMO, no BF Flexible field of view (No dual band Omni) IP-67 1st generation 11n equipment Altai A2 and A2e

45 Proprietary Information. 45 How To Win Altai Alvarion radio superiority Much better at metro NLOS (not LOS) Much better at handling interference Much better at indoor signal penetration Altai 11n is basic and late No BF, 2x2 MIMO Altai is expensive A8/A8n is expensive More base stations per sq-km WCPEn-2400-I – the BWA Ace up the sleeve Limited core integration experience

46 Summary

47 Proprietary Information. 47 Technology Differentiators Two-way spatially adaptive Beamforming Interference Immunity Suite 900 Mbps per unit, three streams 512 users per unit 3x3 MIMO HGDP antenna Solution Differentiators Very flexible: bands, field-of-view Built-in Access Controller WCPEn-2400-I – best CPE in the market Value Proposition Best coverage and capacity Best interference mitigation Lowest cost per sq. km Best for BWA services Best for large venues Experienced 15+ years of wireless and Wi-Fi Alvarion Wi-Fi Key Differentiators

48 Thank You Name: Lior Mishan E-Mail: lior.mishan@alvarion.com Phone: +972-54-5225756


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