1. Motorola Canopy Wireless Broadband Platform
Mike Dalton
Director US Sales
Motorola, Inc.

2. Agenda The Enterprise Challenge Defining the Business Opportunity
Complimentary Technologies
Why Motorola
Successful Applications
Making Money with Canopy Products
The Canopy System
Growing Revenue and Margins
Marketing Programs and Sales Tools
Canopy Applications
Next Steps

3. The Challenge

4. Challenging the Paradigm
The Traditional Enterprise Paradigm is Being Extended by Relatively Unknown Unlicensed Wireless Broadband
ISPs Have Been the True Trailblazers & Have Proved the Viability and Security of Fixed Wireless Broadband Across the Globe
Enterprises are Recognizing the Promises of the Technology & are Beginning to Deploy on a Widespread Basis
ROI Time Continues to Drop as More Companies Deploy Network Extensions
How? Fixed Wireless
For example: Into oilfields, expanding campuses (hospital, enterprise)

5. It’s About Expanding Business
It’s Connecting Buildings and Places
Need for Network Extension Increasing Daily
Enterprise Requirements
Network Extensions
VoIP
Video Surveillance
T1/E1 Replacement
VAR Opportunities:
Business Expansion
Solution Differentiation
Compelling Business Case
Faster Return on Investment (ROI)

6. Wireless Ethernet
Provides the Flexibility to Surmount Geographic, Economic & Time Constraints
Give an example of how Canopy has been used before.

7. The Opportunity

8. The Right Technology: For the Right Application
Last 100 Feet
Canopy Wireless Broadband
“Wireless Ethernet”
Based LAN
Wide Area Network

9. Complementing Wired Networks
As a Wireless Bridge
As a Wireless Network
Low-Cost, High-speed Data Connectivity
Installation And Maintenance Is Easy
Installs in < 1 Day
Reaches Unreachable Areas

10. Canopy Wireless Broadband: Deployment Considerations
Why Deploy Canopy?
Low Initial Investment
Low Cost Incremental Growth
Carrier Grade Quality of Service
Interference Tolerant
Highest Level of Security
Consistent User Experience
No Software Agent on End User Computer

11. A Snapshot: Canopy Wireless Broadband
Developed by Motorola Labs (>65 Patents) for the unlicensed band
Launched June 2002
Deployments Worldwide
2,000 Private System Deployments
1,000 Service Providers
Extremely Reliable - 45 Year MTBF
Return Rate of < 1.5%
Canopy is new to the market place of fixed wireless though it is a very mature product. The initial product was developed in Motorola Labs back in 1997, nearly 6 years ago.
They first took this product to Alpha test in 2000, Beta with over 1000 subscriber Modules across the country with a multitude of users in 2001 and only just launch this rock solid product back in June of Motorola only launched the product after it passed Motorola’s world class standards for product quality. This thing works.
You can see Canopy is also priced to make wireless the third alternative for internet access.10 Mbps Point to Point links are only 2k MSRP. Full AP Clusters with Multiple Subscribers can be deployed for under 10k.

12. Canopy Global Deployments: In Over 80 Countries
Europe
Albania
Armenia
Azerbaijan
Bosnia
Bulgaria
Czech Republic
Georgia
Hungary
Kazakhstan
Luzemburg
Macedonia
Montenegro
Russia
Serbia
Ukraine
North America
Canada
Mexico
USA
Middle East
Afghanistan
Armenia
Egypt
Iraq
Jordan
Pakistan
Saudi Arabia
Turkey
U.A.E.
Asia Pacific
Caribbean & Latin America
American Samoa
Australia
Bangladesh
Brunei
Cambodia
China
Hong Kong
India
Indonesia
Malaysia
Mongolia
Nepal
New Zealand
Pakistan
Philippines
Singapore
Sri Lanka
Taiwan
Vietnam
Argentina
Bahamas
Belize
Bermuda
Brazil
Chile
Colombia
Costa Rica
Dominican Republic
Ecuador
El Salvador
Guyana
Jamaica
Panama
Puerto Rico
Uruguay
Venezuela
Africa
Algeria
Botswana
Ghana
Guinea
Kenya
Ivory Coast
Mali
Mozambique
Namibia
Nigeria
Seychelles
South Africa
Tanzania
Togo
Zimbabwe

13. Canopy Wireless Broadband: Healthcare
Network
Applications
Telco Bypass
Fiber Replacement
LAN Extension
Customer Applications
Rural Hospital to
Main Hospital
Hospital Campus
Physician Offices
to Hospital
Canopy
Wireless Backhaul
10, 20, 45Mb
Medical
Images
VoIP
Analog
Voice
Maintain Switch/Router
802.1p, 802.1q and Secure VPN
HIPPA Compliant AES Encryption
Canopy
20Mb BH
Analog
Phone
Legacy
PBX
Canopy
T1 Mux
Legacy
PBX
Canopy
T1 Mux
Analog
Phone
Network
Network
IP Phone
IP Phone
Switch or
Router
Switch or
Router
LAN
802.1p, 802.1q
LAN
802.1p, 802.1q

14. Canopy Wireless Broadband: Education
K-12
Applications
Connect Schools
and
Portable Classrooms
Video Surveillance
Higher Ed Applications
Connect Remote
Campus/Dorms
Disaster Recovery
Video Surveillance
Canopy Provides
Application Priority
for Latency Sensitive
Video and VoIP
Campus Residence
IP Softphone
Connect to
Remote Campus
Relay Video
Surveillance
to Campus Police
Canopy NLoS
45Mb Backhaul
Canopy Advantage
20Mb PTMP
Secure VLAN
Prioritized Voice & Video
Video Surveillance
Parking Lot
ENTERPRISE
Administration
Building
ENTERPRISE
VoIP
L3 Switch
Radius
Server
Canopy
T1 Mux

15. FIXED PTMP FOR BUSINESS
Canopy Wireless Broadband: LAN Extension, T1 Replacement, Surveillance, Hot Zone
FIXED PTP FOR BUSINESS
FIXED PTMP FOR BUSINESS
BACKHAUL for HOTSPOTS
E1/T1
Replacement
VoIP and Data
Video, VoIP & Data
E1/T1 / VoIP and Data for Small Business
MOBILE/PORTABLE
802.11
Enterprise Point to Point Backhaul
802.11
VIDEO SURVEILLANCE
Wi-Fi
Cell
802.11
802.11
Canopy Hot Zone MESH

16. The Canopy Hot ZoneTM Community Wireless Networks
Canopy SM Backhaul
Any Wi-Fi Node can be converted to a Gateway
With a Canopy SM backhaul as more bandwidth is required in the network
Canopy AP Cluster
Connect to Internet or Interconnect to another Canopy AP Cluster with a Canopy 10, 20 or 45Mb Backhaul
Wi-Fi
Node
Wi-Fi
Gateway with
Canopy SM
Backhaul

17. Canopy Wireless Broadband: Real World Applications

18. Canopy Wireless Broadband Platform

19. Removes Right-of-Way Issues
Serving Geographically Diverse Companies and Campuses: With License Free Spectrum
Ideal for Developing, Enhancing & Extending Advanced Broadband Networks & Services
Removes Right-of-Way Issues
Flexible Deployment Possibilities with both Line of Sight & Non Line of Sight Applications:
Remote Office Connectivity
Secure Data Transfer
Canopy Products in Action Today:
Voice Over IP (VoIP)
Video Services
Security Surveillance
PBX Extensions
T1/E1 Extension/Replacement
Broadband Internet Access

20. Canopy’s Main Components
Subscriber Module (SM)
Access Points (AP)
Backhaul Modules (BH)

21. Internal Patch Antenna only
Canopy - Ranges
~ 2 miles 5.7 GHz
Internal Patch Antenna only
(AP to SM)
Internal Patch to Reflector
2 Reflectors
(Backhaul)
~ 2 miles 5.2 GHz
~ 5 miles 2.4 GHz
~40 miles 900 MHz
~10 miles 5.7 GHz
~15 miles 2.4 GHz
~30 miles 5.7 GHz
~10 miles 5.2 GHz
~30 miles 2.4 GHz

22. Canopy Backhaul options
Canopy BH radio, using internal patch antenna only
Canopy backhaul radio with reflector
Canopy 45mbs, external antenna and indoor unit GHz only, 30+ mile range. OFDM modulation for NLOS operation
IDU
ODU

23. Point-to-Point Systems
Used in Wireless Backhaul, Bridging, Channelized T1/E1 (Voice & Data)
Six Degree Antenna Beam Spans Distances up to 40 Miles
Greater Distances Can be Achieved By Daisy Chaining Systems Together
Canopy Product
Modulation Rate
Aggregate Throughput
Range Without Reflector
Range With Reflector
2.4 GHz BH
10 Mbps
7.5 Mbps
5 miles
(8 kilometers)
35 miles
(56 kilometers)
20 Mbps
14 Mbps
3 miles
(5 kilometers)
5.2 GHz BH
2 miles
(3.2 kilometers)
N/A
5.2 GHz Extended Range BH
10 miles
(16 kilometers)
5.2 GHz Extended Range BH**
5.7 GHz BH
1 mile
(1.6 kilometers)
45 Mbps
33.6 Mbps*
40 miles** (64 kilometers)

24. Backhaul Applications
Interconnect campus buildings and remote branch offices
Backup network
PBX extension
Connecting voice and data
Disaster recovery applications
Voice
Main
Office
Remote
Office
Data
T1/E1
Canopy Backhaul
T1/E1
PBX
LAN
LAN
PBX
Enterprise to Branch Office
PSTN

25. Canopy Backhaul – MSRP (per complete link)
Signaling Rate
Reflector
MSRP
2.4 or 5.7 GHz
10 Mbs
$2,190 X
$2,490
5.2 GHz
$1,190
$2,290
20 Mbs
$3,190
$3,590
5.7 GHz
45 Mbs
with antenna
$11,995
150 Mbs
300 Mbs
$19,995

26. T1/E1 Multiplexer and Backhauls
New Business Value:
Simple Pt-Pt: Ethernet / VoIP Connectivity
Bandwidth Feeder to Access Point Clusters
Legacy T1 Interface and LAN Connectivity
IP Piggyback to Existing 6 GHz Pt-Pt Microwave*
Straightforward Business Case
From 3 to 12 month payback for Enterprise Customers
Save up to $500 to $1000/month on leased line cost/site.
1 Port Savings - $500 x 12 months = $6,000
4 Port Savings - $2,000 x 12 months = $24,000
Capability to work around right of way issues
Achieve cost savings by:
Eliminating the recurring expense of leased lines
Implementing wireless PBX networking
Aggregating voice and data traffic via one medium
Using remaining bandwidth to route LAN/WAN data
* requires 6 GHz diplexers, uses existing 6 GHz antenna system

27. Canopy T1/E1 Multiplexer delivers from 3 to 12 month payback
Typical Enterprise Cost Savings
Canopy T1/E1 Multiplexer delivers from 3 to 12 month payback
Average T1 lease rates in Suburban, Rural environments between $600 to $1100 per month if available at all.

28. What Makes Canopy Different?
A Motorola Technological Breakthrough That Significantly Improves Wireless Broadband
Low CPE Cost
Low Infrastructure Cost
Affordable Continuous Metro-wide Wireless Coverage
LOW Total Cost of Ownership
>7 Mbps Throughput to standard CPE
>14 Mbps Throughput to Enterprise CPE
HIGH Throughput and Return on Investment
Built From The Ground-up For Broadband Access In Outdoor Environments
Secure (DES And AES Encryption)
Robust And Reliable
Scalable for Metropolitan, Campus, or Distance Deployments
Easy to Install
Designed with X in mind…
Cost Effective Extension of Existing Business Opportunities
Canopy is not another Wireless Alternative, it’s a Complement to Wires and Wireless LANs

29. What Makes Canopy Valuable Think about the product mix
Deal Size = 100K
Hardware Only
Canopy = 25K
Other = 75K
Deal Size = 100K
Hardware Only
Canopy = 10K
Other = 90K
Assumes Average Margins of 4% for “Other” products and 12% for Canopy products.
Margin
Canopy = 3K
Other = 3K
Margin
Canopy = 1.2K
Other = 3.6K
Assumes 4% margins for “Other” products and 12% margins for Canopy products

30. Accelerating Growth: Helping You Succeed
Motorola & Comstor
Sales Support
Regional Technical Managers
Lead Distribution
Marketing Campaigns
3 Month Enterprise eMarketing Campaign starting in March
Goal = 150 Leads Generated
Additional Canopy Product Promotion with Campaign
Other Resources
3rd Party Engineering / Installation
Pure Services
RF Analysis
Installation Support

31. What’s in it for YOU! Enterprise is a New Space for Canopy Products
Not introducing new technology, just a different “wireless” way of delivering applications and services
Transparent to the customer
Easy to Sell – Enables Quicker Application Deployment
T1 bypass
WAN/LAN extension
Video surveillance
PBX extension
Easy to Install – Installs in less than a day
Easy to Service – Rarely needs it

32. Canopy Tools You Can Use
We Support You:
Website
Canopy Content and Documentation
Reseller Support Services
Interactive Forum and Knowledge Base
In Person
Regional Technical Managers
Hands-on Training
Customer Support
Other Tools
Training CDs
Product / Business Webinars

33. Canopy Applications

34. A Secure Port in a High-Risk Storm
Virginia Port Authority Enhances Security Monitoring Across Three Ports Covering a 15 Mile Area
Problem: Most Target-Rich Port in the U.S. Enhances Security Monitoring After 9/11 Attacks
Solution: Integrate Canopy System with 91 State-of-the-Art Cameras, Servers & Software which Together Provide Intelligent Monitoring that Can Detect Unauthorized Objects, Land & Water Intrusions and Suspicious Movements
Results: Excellent. Installed in Less than 100 Days At a Significant Cost Savings. System is Accessible From All 3 Port Security Offices & Can Be Accessed Directly by Law Enforcement & Emergency Response Centers
Since the Sept. 11, 2001, terror attacks, security has been a major concern at the United State's maritime ports. In November, 2003, Congress passed the Maritime Transportation Security Act (MTSA), which requires public and private ports to develop comprehensive security plans.
At the Virginia Port Authority (VPA), officials were beefing up security even before the terrorist attacks. The second largest port on the East Coast, the VPA comprises four ports—Norfolk International Terminal (adjacent to Norfolk Naval Base, the largest naval facility in the country), Newport News Marine Terminal, Portsmouth Marine Terminal and the Virginia Inland Port. "We are the most target-rich port in the U.S.," says Robert Merhige, deputy VPA executive director and general counsel. "We knew this [demand for enhanced security controls] was coming, and we wanted to lead, not follow.
"After passage of the MTSA, the VPA instituted a campaign to recruit "best of breed" resources for an aggressive implementation of a series of security enhancements to the Norfolk, Newport News and Portsmouth terminals, including the addition of video surveillance equipment, electronic fencing, and high-tech lighting. Industrial Video and Control (IVC), a Boston-based developer of advanced video systems, was enlisted to provide its state-of-the-art automated video monitoring system. "This was to be the largest and most advanced port security installation since 9/11. Yet, we had less than 100 days for the entire project—including design, installation, and commission," said Bill Richards, IVC vice president of engineering. "The only way to achieve the demanding functional requirements and to meet the aggressive and limited budget was to employ a wireless, IP-based system, thus eliminating the high cost of trenching or setting poles for long cable runs.”
The IVC team recommended the Motorola Canopy™ wireless system because of its ease of installation, flexibility, and low cost. Even more important, given concerns about the congestion and radio interference sources at these busy ports, it provided a more secure solution than b radios.
A total of 91 cameras were positioned at strategic locations across three ports over a 15-mile area, all connected by the Canopy wireless network. The video monitoring system integrates with advanced software for automated intelligent monitoring that can detect unauthorized objects, land and water intrusions and suspicious movements.
Today, this IP-based video system enables fire control centers, police headquarters, terrorism response centers—as well as port operations staff—to use the system from their respective locations. Authorized viewers can see live and stored video, even point and zoom cameras from any network-connected PC. "The ability to view and control cameras from any point enables vastly accelerated and highly coordinated responses to fire, sabotage, terrorism, theft and other incidents on and around the port," Richards says.
"This was the largest-scale deployment of a wireless port security project in the country," said Norman Fast, IVC president. "The other ports around the country were watching. Thanks to Canopy wireless equipment, this port and others like it are able to rapidly deploy a new level of video security in months, rather than years."

35. Oklahoma Cardiovascular Associates
Increases Bandwidth to Remote Clinics While Reducing Costs & Complying with HIPPA Requirements
Problem: Physicians Were Unable to Consult Real-Time with Off-Site Cardiovascular Doctors/Surgeons for Time Critical Life Saving Events
Solution: Install Canopy Point-to-Point & Point-to-Multipoint System That Enables Doctors To Collaborate With Colleagues At Four Hospitals And Five Clinics
Results: Doctors Use the Canopy System to Read the Digital Images from Devices such as Ultrasound, Nuclear Medicine and MRI Remotely, Share Information and Discuss Diagnostics without Physically Present at the Facility
Oklahoma Cardiovascular Associates
Problem: The Oklahoma Cardiovascular Associates which is made-up of 33 physicians and surgeons at four hospitals and five clinics needed to collaborate on diagnosis and patient care. Previously diagnostic care was only possible if doctors traveled to the location of the x-rays where reading rooms were available. In some cases, this wasted precious time and eliminated the opportunity to collaborate with other physicians.
Solution: Canopy High Speed Internet service enables doctors to share information, images, x-rays etc. for diagnostics etc. Using the 10 Mbps backhaul links, doctors are able to collaborate with doctors/hospitals in remote locations and improve patient care. Canopy Point-to-Point system. The Canopy point-to-point system’s proprietary signaling and support of HIPPA standard (health insurance portability and privacy act.)
Results: Canopy 10 Mbps backhaul links. Doctors are extremely satisfied with the solutions. They are able to read the DICOM images without having to be physically present. Patient care has improved..

36. University of Notre Dame
Problem: No Attractive High Speed Broadband Access for Notre Dame Staff & Faculty Living Off Campus
Solution: Connect the University to the Canopy Network, ND Users can be “Connected” to the University Network Directly By Management & Assignment of the Appropriate TCP/IP Addresses to the User
Results: Outstanding. , Internet Bandwidth, Client Billing & First Level Support Handled by University.

37. Enterprise Looks to Motorola & Canopy Florida Car Dealership
How One Enterprise Enhanced Their Voice & Data Communications Capabilities While Significantly Reducing Frame Relay Costs, Increasing Bandwidth & Eliminating Variable Delay Issues
Problem: Holman Enterprises Southern Division Was Spending More Than $75,000 Per Year In Frame Relay Costs For Its 9 Dealership & Service Locations
Solution: Migrating Voice And Internet Traffic Of Each Site Over To Canopy With No Change To The Dealership’s Existing Legacy Voice Equipment
Result: Nearly all 9 Sites Are Linked With Wireless Broadband. All Dealership Activities (Customer Information, ADP Database Applications, Web-based Applications And Voice) Are Connected To The Main Server Via Canopy
Background
Holman Enterprises was seeking a way to reduce its telecommunication frame relay costs of $6,500 per month. ConvergeNet proceeded to roll out Holman’s main operation’s center in Fort Lauderdale using a 5.2GHz, 10 megabit backhaul unit to a 5.7 MHz subscriber module atop a downtown bank. The first dealership, seven miles away in Hollywood, Fla., then was connected and all voice and Internet traffic was migrated away from the frame relay while maintaining all of Holman’s Vanguard routers as voice concentrators. Connected sites have downlink speeds of 4.5Mbps and uplink speeds of 1.5 Mbps with no recurring line costs.

38. The Desktop Town Hall: Canopy Brings CEO’s Live Message to Employees’ Desktops
Over 1,300 Motorola Employees on Two Campuses & Separated by 20 Miles Were Able to View a Live Town Hall Presentation
Problem: Delivering a Real-Time 90-Minute Town Presentation by Motorola CEO Ed Zander to Employees Located in two Buildings on the Company Headquarters in Schaumburg, IL and at a Distribution Building Located 20 Miles Away
Solution: Due to Time Constraints & High Costs Associated with Building a Tower or Leasing Fiber, Motorola and Fox Valley Internet Installed Several Canopy Wireless Broadband Point-to-Point Links to the Buildings & Broadcast the Town Hall Presentation
Results: Outstanding! Employees in Three Buildings Were Able to Watch & Listen to the CEO Without Being Inconvenienced by Having to Leave their Places of Work. Motorola was Able to Use its Own Technology in Delivering the CEOs Message in a Cost-Effective & Reliable Manner
Background
The original plan was to lease dark fiber between Elgin and Schaumburg, but the $120,000 price tag made it cost prohibitive. The next plan was to use a local tower to bounce the signal between the two locations, but it was too difficult to procure the needed tower space in the seven day time period. The third option was to deliver the presentation over the Internet. In a matter of hours, Canopy backhaul units, access points and subscriber modules were installed on all three buildings. The challenging part of the hook up was running the Ethernet from the building rooftops to the rooms where the presentation was being viewed. Two virtual private network routers were used because the MemoryLink Strongbow audio/video compression boxes needed to be on the same “network” to talk to each other and to add a layer of security because the presentation was being delivered over Motorola’s private network. “Motorolans should be proud that their CEO delivered an important message to employees via the company’s own wireless broadband technology. In effect, the company was able to practice what it preaches,” said John Diem, vice president of Fox Valley Internet. “MemoryLink’s audio/visual compression technology was instrumental in delivering the presentation in real time and without noticeable delay,” said Diem.

39. Next Steps

40. Take Action
Sign Up Today to become a Motorola Authorized Canopy Solution Provider or
Call Paul Rodgers, Craig Gaffney or Mike Dalton if you have questions about:
What Canopy Products You Should be Selling
The Value Proposition of Adding Canopy Products to Your Business
A Current Deal that Would Benefit from Canopy Products

41. Become a Reseller Higher Margins than Commoditized RF Products
Enterprise is a New Space for Canopy Products
Wide Open Opportunity “Greenfield”
No Channel Conflict
Pent-up Demand

42. www.motorola.com/canopy Contact Us
Mike Dalton – Director US Channel Sales
Craig Gaffney – North America Channel Manager

43. Motorola and WiMAX
Motorola Is a Principal Member of the WiMAX Forum and Fully Supports Standards
Technology Provides Benefits to Service Providers for Last-Mile Access Applications in Licensed Spectrum
We Expect WiMAX to Open New Markets for Our Canopy Wireless Broadband Product Line
Motorola Canopy 3.5 GHz and 2.5 GHz Licensed Products, Currently Scheduled for Availability in the 2005 & Are Planned to Be WiMAX Compatible
Today, There is No Spectrum Allocated for WiMAX in the United States

44. Canopy Hot ZoneTM Solution Enable Mobile Applications for…
Campus Environment
Enterprise
University / School
Hospital / Healthcare
Entertainment Venues
Community / Public Venues
Public Venues / Stadiums
Library Grounds
Park Districts

45. The Canopy Hot ZoneTM Goes Beyond a Hot Spot to Create a Hot Zone
Metro-Scale Broadband
Think of a Hot Zone as City or County
Hot Zones comprise a number of Wi-Fi Cells
Delivering at least T-1 Speeds
(~1Mbps) for every user
With secure access
Cost Effective Technology
Unlicensed Wireless Spectrum
Leverages Open Standard Wi-Fi
Device access is with inexpensive
or free built-in Wi-Fi Technology
The Canopy Hot Zone is:
Scalable
Multiple Canopy SM’s backhaul
traffic from Hot Zone
Canopy SM’s uses for high-speed fixed access to individual users
Easy to Deploy
Canopy
Backhaul
Canopy
Backhaul
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Canopy
Backhaul
Or Canopy Fixed Access Inside Zone
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
Canopy
Backhaul
Wi-Fi
Canopy
Backhaul

46. Canopy Hot ZoneTM Solution Canopy SM - Fixed Access and Backhaul to Hot Zone
Inside
Hot Zone
Backhaul to
Hot Zone
Backhaul to
Hot Zone
Fixed Access
Outside
Hot Zone
Home User
Enterprise
User
Tropos
Canopy SM