Post on 24-Dec-2015
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
The Challenge
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Challenging the Paradigm
• 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
The Traditional Enterprise Paradigm is Being Extended by Relatively Unknown Unlicensed Wireless Broadband
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It’s About Expanding Business
Need for Network Extension Increasing Daily
Enterprise RequirementsNetwork ExtensionsVoIPVideo SurveillanceT1/E1 Replacement
VAR Opportunities:Business ExpansionSolution DifferentiationCompelling Business Case Faster Return on Investment (ROI)
It’s Connecting Buildings and Places
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Wireless Ethernet
Provides the Flexibility
to Surmount Geographic, Economic &
Time Constraints
The Opportunity
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The Right Technology:For the Right Application
Canopy Wireless Broadband
802.11 Based LAN
Wide Area Network
Last 100 Feet“Wireless Ethernet”
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Complementing Wired Networks
• Low-Cost, High-speed Data Connectivity
• Installation And Maintenance Is Easy Installs in < 1 Day
• Reaches Unreachable Areas
As a Wireless Bridge As a Wireless Network
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Why Deploy Canopy?1. Low Initial Investment
2. Low Cost Incremental Growth
3. Carrier Grade Quality of Service
4. Interference Tolerant
5. Highest Level of Security
6. Consistent User Experience
7. No Software Agent on End User Computer
Canopy Wireless Broadband:Deployment Considerations
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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%
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Canopy Global Deployments:In Over 80 Countries
North AmericaCanadaMexico
USA
ArgentinaBahamasBelizeBermudaBrazilChileColombiaCosta RicaDominican Republic
EcuadorEl SalvadorGuyanaJamaicaPanamaPuerto RicoUruguayVenezuela
Caribbean & Latin America
Asia Pacific
American SamoaAustraliaBangladeshBruneiCambodiaChinaHong KongIndiaIndonesia
MalaysiaMongoliaNepalNew ZealandPakistanPhilippinesSingaporeSri LankaTaiwanVietnam
AlgeriaBotswanaGhanaGuineaKenyaIvory CoastMaliMozambique
NamibiaNigeriaSeychellesSouth AfricaTanzaniaTogoZimbabwe
Africa
Middle EastAfghanistan
ArmeniaEgyptIraq
JordanPakistan
Saudi ArabiaTurkeyU.A.E.
AlbaniaArmenia
AzerbaijanBosnia
BulgariaCzech
RepublicGeorgia
HungaryKazakhstanLuzemburgMacedoniaMontenegroRussiaSerbiaUkraine
Europe
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Canopy20Mb BH Legacy
PBX
IP PhoneNetwork
Switchor
Router
LANLAN802.1p, 802.1q
AnalogPhone
LegacyPBX
IP PhoneNetwork
Switchor
Router
LANLAN802.1p, 802.1q
AnalogPhone
Maintain Switch/Router802.1p, 802.1q and Secure VPN
MedicalImages
VoIP AnalogVoice
Canopy Wireless Broadband:Healthcare
Canopy Wireless Backhaul
10, 20, 45Mb
CanopyT1 Mux
CanopyT1 Mux
NetworkApplications
Telco Bypass
Fiber Replacement
LAN Extension
Customer Applications
Rural Hospital to Main Hospital
Hospital Campus
Physician Offices to Hospital
HIPPA Compliant AES Encryption
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Canopy Wireless Broadband:Education
ENTERPRISEENTERPRISEAdministrationBuildingBuilding
C A N O P YC A N O P Y
Canopy NLoS45Mb Backhaul
Canopy Advantage20Mb PTMPSecure VLAN
Prioritized Voice & Video
C A N O P YC A N O P Y
C A N O P YC A N O P Y
C A N O P Y
C A N O P Y C A N O P Y C A N O P Y
C A N O P YC A N O P YC A N O P Y
C A N O P YC A N O P Y C A N O P YC A N O P Y C A N O P YC A N O P Y
Higher Ed Applications
Connect RemoteCampus/Dorms
Disaster Recovery
Video Surveillance
K-12 Applications
Connect Schoolsand
Portable Classrooms
Video Surveillance
RadiusServer
L3 SwitchVoIP Firewall
C A N O P YC A N O P Y
CanopyT1 Mux
Campus ResidenceIP Softphone
Parking L
ot
Video S
urveilla
nce
Relay Video Surveillance
to Campus Police
Connect toRemote Campus
Canopy ProvidesApplication Priority
for Latency Sensitive Video and VoIP
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FIXED PTP FOR BUSINESSFIXED PTP FOR BUSINESS FIXED PTMP FOR BUSINESSFIXED PTMP FOR BUSINESS
MOBILE/PORTABLEMOBILE/PORTABLE
Video, VoIP & DataVideo, VoIP & Data
Canopy Hot Zone 802.11 MESHCanopy Hot Zone 802.11 MESH
802.11
802.11
802.11
802.11
Enterprise Point to Enterprise Point to Point BackhaulPoint Backhaul
BACKHAUL for HOTSPOTSBACKHAUL for HOTSPOTS
E1/T1E1/T1ReplacementReplacementVoIP and DataVoIP and Data E1/T1 / VoIP and Data E1/T1 / VoIP and Data
for Small Businessfor Small Business
VIDEO SURVEILLANCEVIDEO SURVEILLANCEWi-FiCell
Canopy Wireless Broadband:LAN Extension, T1 Replacement, Surveillance, Hot Zone
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Canopy SM Backhaul
Any Wi-Fi Node can be converted to a
GatewayWith a Canopy SM backhaul as more
bandwidth is required in the network
C A N O P YC A N O P Y
C A N O P Y
The Canopy Hot ZoneTM Community Wireless Networks
Wi-FiGateway withCanopy SM
Backhaul
Wi-FiNode
Canopy AP Cluster
Connect to Internet or Interconnect to
another Canopy AP Cluster with a Canopy 10, 20 or 45Mb Backhaul
C A N O P Y
C A N O P Y
C A N O P Y
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Canopy Wireless Broadband:Real World Applications
Canopy Wireless Broadband Platform
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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
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Canopy’s Main Components
Access Points (AP) Subscriber Module (SM)
Backhaul Modules (BH)
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Canopy - Ranges
• Internal Patch Antenna only
(AP to SM)
• Internal Patch to Reflector
(AP to SM)
• 2 Reflectors (Backhaul)
~ 2 miles 5.2 GHz~ 5 miles 2.4 GHz
~10 miles 5.7 GHz~15 miles 2.4 GHz
~30 miles 2.4 GHz
~10 miles 5.2 GHz
~40 miles 900 MHz
~30 miles 5.7 GHz
~ 2 miles 5.7 GHz
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Canopy Backhaul options
Canopy BH radio, using internal patch antenna only
Canopy backhaul radio with reflector
Canopy 45mbs, external antenna and indoor unit - 5.7 GHz only, 30+ mile range. OFDM modulation for NLOS operation
IDU
ODU
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Point-to-Point Systems
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)
2.4 GHz BH 20 Mbps 14 Mbps 3 miles(5 kilometers)
35 miles(56 kilometers)
5.2 GHz BH 10 Mbps 7.5 Mbps 2 miles(3.2 kilometers)
N/A
5.2 GHz Extended Range BH
10 Mbps 7.5 Mbps N/A 10 miles(16 kilometers)
5.2 GHz Extended Range BH**
20 Mbps 14 Mbps N/A 5 miles(5 kilometers)
5.7 GHz BH 10 Mbps 7.5 Mbps 2 miles(3.2 kilometers)
35 miles(56 kilometers)
5.7 GHz BH 20 Mbps 14 Mbps 1 mile(1.6 kilometers)
35 miles(56 kilometers)
5.7 GHz BH 45 Mbps 33.6 Mbps* 40 miles**(64 kilometers)
N/A
• 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
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Backhaul Applications
• Interconnect campus buildings and remote branch offices
• Backup network
• PBX extension
• Connecting voice and data
• Disaster recovery applications
Enterprise to Branch OfficeEnterprise to Branch Office
T1/E1 Mux-T1/E1 Mux-T1/E1 MuxT1/E1 Mux T1/E1 Mux-T1/E1 Mux-T1/E1 Mux-T1/E1 Mux-T1/E1 MuxT1/E1 MuxT1/E1 MuxT1/E1 Mux
Data
Voice
LANLAN
PBXPBX PBXPBX
Canopy BackhaulCanopy BackhaulT1/E1T1/E1 T1/E1T1/E1
LANLAN
PSTN
MainOffice
RemoteOffice
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Canopy Backhaul – MSRP(per complete link)
Signaling Rate
Reflector MSRP
2.4 or 5.7 GHz 10 Mbs $2,190
2.4 or 5.7 GHz 10 Mbs X $2,490
5.2 GHz 10 Mbs $1,190
5.2 GHz 10 Mbs X $2,290
2.4 or 5.7 GHz 20 Mbs $3,190
2.4 or 5.7 GHz 20 Mbs X $3,590
5.7 GHz 45 Mbs with antenna $11,995
5.7 GHz 150 Mbs with antenna
5.7 GHz 300 Mbs with antenna $19,995
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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 CaseFrom 3 to 12 month payback for Enterprise
Customers
Straightforward Business CaseFrom 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
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Typical Enterprise Cost Savings
Average T1 lease rates in Suburban, Rural environments
between $600 to $1100 per month if available at all.
Fully Loaded Canopy T1 transport
0.01.02.03.04.05.06.07.0
$600 $700 $800 $900 $1,000 $1,100
T1 Monthly Lease Cost
Pa
yB
ac
k P
eri
od
(M
on
ths
)
One Port 2 Port 3 Port1 4 Port
Canopy T1/E1
Multiplexer delivers from 3 to 12 month
payback
Canopy T1/E1
Multiplexer delivers from 3 to 12 month
payback
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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 802.16X in mind…
Cost Effective Extension of Existing Business Opportunities
Canopy is not another Wireless
Alternative,it’s a
Complement to Wires and
Wireless LANs
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What Makes Canopy ValuableThink about the product mix
0
10
20
30
40
50
60
70
80
90
ProductMix
AverageMargin
GrossMargin
CanopyProducts
Other Products
Deal Size = 100K• Hardware Only• Canopy = 10K• Other = 90K
0
10
20
30
40
50
60
70
80
ProductMix
AverageMargin
GrossMargin
CanopyProducts
Other Products
Deal Size = 100K• Hardware Only• Canopy = 25K• Other = 75K
Margin• Canopy = 1.2K• Other = 3.6K
Margin• Canopy = 3K• Other = 3K
Assumes 4% margins for “Other” products and 12% margins for Canopy products
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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 ServicesRF AnalysisInstallation Support
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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
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Canopy Tools You Can Use
We Support You:
• WebsiteCanopy Content and DocumentationReseller Support Services Interactive Forum and Knowledge
Base
• In PersonRegional Technical ManagersHands-on TrainingCustomer Support
• Other ToolsTraining CDsProduct / Business Webinars
Canopy Applications
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A Secure Port in a High-Risk Storm
• 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
Virginia Port Authority Enhances Security Monitoring Across Three Ports Covering a 15 Mile Area
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Oklahoma Cardiovascular Associates
• 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
Increases Bandwidth to Remote Clinics While Reducing Costs & Complying with HIPPA Requirements
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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. E-mail, Internet Bandwidth, Client Billing & First Level Support Handled by University.
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Enterprise Looks to Motorola & CanopyFlorida Car Dealership
• 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
How One Enterprise Enhanced Their Voice & Data Communications Capabilities While Significantly Reducing Frame Relay Costs, Increasing
Bandwidth & Eliminating Variable Delay Issues
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The Desktop Town Hall:Canopy Brings CEO’s Live Message to Employees’ Desktops
• 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
Over 1,300 Motorola Employees on Two Campuses & Separated by 20 Miles Were Able to View a Live Town Hall Presentation
Next Steps
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Take Action
• Sign Up Today to become a Motorola Authorized Canopy Solution Provider or www.motorola.com/canopy
• 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
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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
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Contact Us
Mike Dalton – Director US Channel Sales
mike.dalton@motorola.com
1+ 480-451-0114
Craig Gaffney – North America Channel Manager
craig.gaffney@motorola.com
1+ 847-538-6615
www.motorola.com/canopy
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Motorola and WiMAX
• Motorola Is a Principal Member of the WiMAX Forum and Fully Supports 802.16 Standards
• 802.16 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
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Canopy Hot ZoneTM SolutionEnable Mobile Applications for…
• Campus Environment Enterprise
University / School
Hospital / Healthcare
Entertainment Venues
• Community / Public Venues Public Venues / Stadiums
Library Grounds
Park Districts
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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:
ScalableMultiple Canopy SM’s backhaul
traffic from Hot ZoneCanopy SM’s uses for high-speed
fixed access to individual usersEasy to Deploy
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-FiWi-Fi
Wi-Fi
Wi-Fi
Wi-Fi
CanopyBackhaul
CanopyBackhaul
Wi-Fi
CanopyBackhaul
Wi-Fi
CanopyBackhaul
Wi-Fi
CanopyBackhaul
Wi-Fi
Or Canopy Fixed
Access Inside Zone
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Canopy Hot ZoneTM SolutionCanopy SM - Fixed Access and Backhaul to Hot Zone
Tropos
CanopySM
Fixed AccessInside
Hot Zone
Fixed AccessOutside
Hot Zone
Home User
EnterpriseUser