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Transcript of Canopy Training Seminar Confidential & Proprietary Welcome to the Canopy Training Seminar!
Confidential & ProprietaryMOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other
product or service names are the property of their respective owners. © Motorola, Inc. 2002.
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Canopy Training AgendaOctober, 2002
Canopy Broadband Wireless Internet Training Seminar
Canopy Training SeminarConfidential & Proprietary
Business/Sales Training Agenda
Welcome/Opening Comments
Canopy Product Overview
Competitive Landscape
Canopy Product Roadmap
Break
Building the Business Proposition
Creating the Buzz
Canopy Configurations
Breakout Sessions
Canopy Training SeminarConfidential & Proprietary
Technical Training AgendaCanopy Architectural OverviewCanopy IP NetworkingBreakCanopy System ScalabilityCanopy System Security LunchCanopy System InstallationManaging the Canopy ComponentsTroubleshooting the Canopy SystemQuestions & AnswersClosing Comments
Canopy Training SeminarConfidential & Proprietary
Agenda
Welcome/Opening Comments
Canopy Product Overview
Competitive Landscape
Canopy Product Roadmap
Break
Building the Business Proposition
Creating the Buzz
Canopy Configurations
Breakout Sessions
Confidential & ProprietaryMOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other
product or service names are the property of their respective owners. © Motorola, Inc. 2002.
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Canopy Market and Product Overview
Tony Sarallo
Sr. Manager, Distribution Strategy & Sales LACA, and Motorola Channel Partners
Canopy Broadband Wireless Internet Training Seminar
Canopy Training SeminarConfidential & Proprietary
Agenda
• Wireless Broadband Opportunity
• The Canopy System
• Key Canopy Differentiators
• Summary
Canopy Training SeminarConfidential & Proprietary
What is Wireless Broadband?
• High Speed Data with User Access Speeds Greater than 256K
• Licensed & Unlicensed Frequency Options
• Why Canopy is Focused on the Unlicensed 5GHz Spectrum
– Spectrum is Free– Spectrum is Clear– Over 200Mhz of Available
Spectrum
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What is the Difference?
• Wireless Local Area Network (WLAN):– Designed to Support Last 100 Feet (802.11A&B)– Used Largely in Enterprises but Migrating into Residential
• Hotspots– Interface to ISP to Support Nomadic Traffic in Public Areas.
Leverages WLAN and Provides Billing Support– Examples: Airports, Train Stations, Coffee Shops
• Fixed Wireless – Last Mile to Business or Residential– Fixed IP Access to a Fixed Location– Canopy can Support Internet Delivery to Hotspots with
Distribution using WLANS
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The Value Chain
Content &Applications
AccessNetworks
End-UserDevices
What User Wants Users
Companies Providing
New and traditionalContent and applications
(video, web pages)
Providers of broadbandNetworks connecting
End-users to backbonesWhere content and Applications can be
Accessed(Cable, DSL, Wireless)
Hardware and softwareUsed by end-users and
Connected to the accessNetwork
(personal computers,web cams, PDAs))
Content &Applications
AccessNetworks
End-UserDevices
What User Wants Users
Companies Providing
New and traditionalContent and applications
(video, web pages)
Providers of broadbandNetworks connecting
End-users to backbonesWhere content and Applications can be
Accessed(Cable, DSL, Wireless)
Hardware and softwareUsed by end-users and
Connected to the accessNetwork
(personal computers,web cams, PDAs))
Canopy Training SeminarConfidential & Proprietary
Experience Makes the Difference
Experienced RF Design, Installation and Support are Critical for a Successful Wireless ISP Deployment
Content &Applications
AccessNetworks
End-UserDevices
What User Wants
Users
Companies Providing
New and traditionalContent and applications
(video, web pages)
Providers of broadbandNetworks connecting
End-users to backbonesWhere content and Applications can be
Accessed(Cable, DSL, Wireless)
Hardware and softwareUsed by end-users and
Connected to the accessNetwork
(personal computers,web cams, PDAs))
Content &Applications
AccessNetworks
End-UserDevices
What User Wants
Users
Companies Providing
New and traditionalContent and applications
(video, web pages)
Providers of broadbandNetworks connecting
End-users to backbonesWhere content and Applications can be
Accessed(Cable, DSL, Wireless)
Hardware and softwareUsed by end-users and
Connected to the accessNetwork
(personal computers,web cams, PDAs))
Canopy Training SeminarConfidential & Proprietary
Up To 1000 Additional WISPs Are Expected To Deploy By End Of 2002 In The US Alone!
The Broadband Wireless Landscape
• The Fixed Wireless Market Is Expected To Grow To $344M In 2002 With 68% Of Spending Occurring From July – December 2002.
• WISPs Will Account For $243M (74%) Of Total$180M Will Be Spent In The Second Half 2002
• 31% Of Existing ISPs Will Expand Into Broadband Wireless
Access Market• WISP Market Is Highly Fragmented With More Than 1000
Companies Offering Service Today
Canopy Training SeminarConfidential & Proprietary
Why are ISPs Becoming WISPs?
• Subscribers Have Limited Or No Broadband Access • Ability To Quickly Meet Demand For Broadband
Services via Wireless• Telco DSL Resale Costs Don’t Leave Enough Room
For Realistic ROI• Means To Increase Service Area With Better Profit
Margins Than Dial-up And T-1• Reduce Operating Costs By Eliminating Local Loop
85% of the WISPs are Also Some Type of IP Provider
Canopy Training SeminarConfidential & Proprietary
Fixed Wireless Market Sizing(Total Available Market by Segment)
0%
10%
20%
30%
40%
50%
60%
2002 2005
WISPs
Cable Operators
DSL Suppliers
Direct Satellite
Enterprises
Alarm Companies
Municipalities
Canopy Training SeminarConfidential & Proprietary
Key Service Provider Challenges
• Business Environment– Bypassing LEC– Faster Access– Customer Demand– Broadband Alternatives
• Vendor Selection Criteria– Equipment Price– Technical Support
• Most Challenging Feature– System Design/Installation– Radio/Wireless Knowledge– Technical Support– Interference Mitigation
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Broadband access solutions that can address the price/performance, availability, and cost of ownership requirements of the service provider will enjoy long-term viability in this emerging market.
Bottom Line
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How The Canopy Solution Meets the Challenge
• No Licenses Required– Canopy Works in the Unlicensed UNII Spectrum so there is no license
required– No Right of Way Issues
• No Complicated Equipment– Canopy Equipment Is Streamlined And Simple To Install For Those
Experienced In RF And Wireless Communications
• No Major Investment– The Start-up Costs Of The Canopy Platform Are More Affordable Than Any
Other Wireless Internet Connectivity Option - Demand Based Build-out
• No Complex Infrastructure– Canopy Can Be Up And Running In A Day! No Requirements For Overhead
Or In-ground Wire, Microwave Or Software To Install– No Recurring T1 Leasing Costs
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The Canopy Opportunity
5Ghz Fixed Wireless Access Total Available Market(United States)
2002 2003 2004 2005
5Ghz Subs Deployed Each Year
144,496 636,173 695,799 964,524
5Ghz Equipment TAM
$96,667,540 $361,759,492 $395,666,101 $548,476,846
5Ghz Systems Design, Installation and Support
$33,833,639 $126,615,822 $138,483,135 $191,966,896
5Ghz Equipment & Services
$130,501,179 $488,375,314 $534,149,237 $740,443,741
Canopy Training SeminarConfidential & Proprietary
ISPs & WISPs
• Canopy Enables both ISPs and WISPs to:
– Deliver Cost Effective Broadband Service to Existing Portfolio
– Provide Fast, Secure, Reliable Service Without the Interference Issues that Plague Competitive Wireless Offerings
• Higher Quality of Service with Lower Network & Maintenance Costs
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Municipalities
• Provides an Alternative to Broadband Providers
• Serves Consumers in the “Digital Divide”
• Build Electronic Village• Construct Safe Zones• Provide Community Net• Wireless Broadband
Solution for Public Safety Applications
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Security Market
• Leverage Long-Term Customer Relationships
• Expand Product Offering to Include a Broadband Component for Overall Alarm Monitoring
• Provide Incremental Revenue Growth
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Medium to Large Enterprises
• Broadband Connections for Virtual Private Networks
• Backhaul Services that Significantly Reduce/Eliminate Monthly T1 Costs
• Safe, Secure & Reliable• Redundancy Application
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SOHO/Residential
• With Canopy, SOHOs can afford the benefits of high-speed Broadband Service to Support their Business
• Canopy Levels the Playing Field by Delivering Cost Effective Broadband Access for Everyone
• “Crossing the Digital Divide”
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Point-to-Multipoint
Point-to-Multipoint
Point-to-Point
Canopy Wireless Internet PlatformA Fixed Wireless Access Solution
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Main Components
• Access Point (AP)• Subscriber Module (SM)• Backhaul (BH)
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Access Point
The Canopy Access Point is used as a relay to transmit Internet Service to the surrounding Community
The brains of your Internet access networkis the Canopy AP Cluster.
The glue of your Internet access networkis the Canopy Cluster Management Module.
Canopy Training SeminarConfidential & Proprietary
Subscriber Module
The Canopy Subscriber Module is used to receive Internet Service from the closest Access Point.
The Canopy Subscriber Module (SM)connects you to your Internet access network.
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Backhaul
The Canopy Backhaul can be used to deliver Internet feed to an Access Point for distribution.
The Canopy Backhaul Unit (BH) gives you the flexibility to connect your Internet access network to a remote Internet “feed.”
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Standard Multipoint configuration
The standard multipoint configuration is a 5.2GHz set of Access Point Modules connected by a Cluster Management Module serving 5.2GHz SM equipped households.
5.2GHz
Subscriber Module Equipped Households
Network Connection
AC Feed
Access Point Cluster
ClusterManagementModule
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Standard Point-to-Point Configuration
The standard Point-to-Point configuration is a 5.7GHz pair of Backhaul Modules used to deliver an Internet feed to a 5.2GHz AP Cluster.
5.2GHz
Network Connection
AC Feed
Backhaul Unit
Backhaul Unit
AC Feed
5.7GHz
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5.7 GHz Multipoint
In this configuration a 5.7 GHz access point cluster provides the network feed to multiple 5.2 GHz access point clusters via a 5.7GHz subscriber module with reflector dish assembly
5.2GHz
Network Connection
AC Feed
5.7 GHz Access Point Cluster
**Subscriber Module
AC Feed
5.7GHz
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• Delivers Superior Performance
• Is Designed to Mitigate RF Interference
• Gracefully Supports Growth From Islands to
Contiguous Coverage
• Offers a Better User Experience than Wired Broadband
Alternatives
Canopy’s Unique Characteristics
Canopy Training SeminarConfidential & Proprietary
"Canopy is the only fixed wireless solution that has the
range that you said it has. We have one link that is 1.6
miles between the SM and the AP going through one tree
that we did not think would work when we were setting it
up, but it is working great! One of my favorite parts of
Canopy is the simplicity of your network management and
WEB interface for set-up and monitoring. You have the
most customer friendly product in the industry."
John MillsFounder, Outback Telecom
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• Wireless Connectivity to the Internet via an Access Point (AP) Cluster
• Six AP Modules per AP Cluster, each serving up to 200 Subscriber Modules (SM) each
• Two Mile 5.2 GHz AP Cluster Radius
• 10 Mile 5.7 GHz AP Cluster Radius
• Effective Data Transfer Rates: ―>7 Mbps for Backhaul Module―>6 Mbps for Access Point Module―3-6 Mbps for a Single Subscriber
Module (Depending on Applications)
Superior Performance
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Canopy Interference Immunity
• Canopy Virtually Ignores External Interference– Canopy was optimized to ignore external interference– Every radio is factory tested to meet throughput at 3db C/I – Canopy nominal C/I performance is ~2 dB – Competitions C/I requirements are 8db – 25 db
• Canopy Does Not Create Destructive Self Interference– Canopy avoids self interference through precise GPS
synchronization – Cluster Management Module has GPS Receiver to deliver exact
synchronization signals to APs and BHs– AP Cluster can be put where capacity and/or coverage is
needed
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Non-Canopy scenario – Other wireless systems – with less interference toleranceand no directional antennas – experience lots of interference from other Access Points in the area. Only customers closest to the transmitting signal can expect good service ( green areas ).
Interference Immunity
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Non-Canopy scenario – Adding access points adds more signals andincreases interference. Good service is reduced (green areas).
Interference Immunity
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Canopy scenario – With its high interference tolerance and directional antennas on all access points, Canopy expands the areas that receive good service (green areas)and reduces areas experiencing interference (red areas).
Interference Immunity
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Canopy scenario – Because of Canopy’s high interference tolerance and directionalantennas, adding access points actually increases coverage and capacity.
Interference Immunity
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Canopy Security•Fundamentally, end-to-end security should extend beyond wireless
•Unique Air Interface
“Sniffer” Radios Don’t Exist – Chipset required
Fragmented, 64-bit data packets sent OTA
MAC protocol for Packet Assembly/Disassembly and retransmission is not published
•Bearer Channel Encryption
Single DES (Release 3)
AES (Authentication Server – Early Q4)
•Operation: Continuous Key Changes
BRAID (TIA Standard Used in Cell Phones)
–Key Distribution
–SM Authentication
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Authentication Server Features (Early Q4)•SM Authentication via 128 bit key
PTP key changed every 24 hours
Individual SM authentication, key management
Based on TIA standard BRAID
•Per SM bandwidth allocation
Sustained Rate
Burst Traffic
•Customer Platform
Linux based – Redundant Database
Authentication Server is NOT open source
Manageable via GUI or Telnet - Customer apps may be added
Built with redundant components
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Canopy is faster than any other ISP option your customer has. And we can prove it –
Speed Comparison
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Canopy is at least as fast as MMDS – and faster than all other
options.
Canopy is faster for downloads.Now, watch as 5 MB file downloads from server to PC.
*Download speeds based on typical dial-up, 58.8 modem, --- Actual speeds may vary.
Speed Comparison: Download
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There’s no contest - Canopy uploads faster than all other ISP options.
Canopy is faster for uploads.Watch how fast a 2.5 MB file uploads from a PC to a server, with typical speeds for each ISP option.*
*Upload speeds based on typical dial-up, 58.8 modem, --- Actual speeds may vary.
Speed Comparison: Upload
Canopy Training SeminarConfidential & Proprietary
Summary• The fixed wireless market is healthy and is expected to gain
considerable strength in the second half of 2002.
• Canopy is a highly cost-effective, superior performing, interference tolerant wireless broadband solution.
• Canopy leverages the technical knowledge and experience of Motorola and builds on your “trusted relationships” to enter new business opportunities and realize enhanced revenue streams.
• Canopy is an extremely versatile solution that offers new and unique opportunities for service providers of every kind.
• Canopy is well positioned to support private IP distribution networks for service providers, large enterprises, and municipalities
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Agenda
Welcome/Opening Comments
Canopy Product Overview
Competitive Landscape
Canopy Product Roadmap
Break
Building the Business Proposition
Creating the Buzz
Canopy Configurations
Breakout Sessions
Canopy Training SeminarConfidential & Proprietary
"I have tested and deployed most every 2.4 GHz and 5.8
GHz Fixed Wireless Access product in the industry and
Canopy is the best Point-to-Multipoint solution. You
have the right combination of functionality, speed, and
price for the WISP operators targeting the SME and
residential markets. I hope you are ready to handle the
success that is heading your way!"
Brian MagnusonPresident and CEO of
Cascade Networks
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Players in the Access Network Space
CableAT&T
Time WarnerComcast
MediaOne
WirelessMotorola
Western MultiplexSunstreamAlvarion
DSLBellSouth
QuestSBC
VerizonSatelliteStarbandHughes
CableAT&T
Time WarnerComcast
MediaOne
WirelessMotorola
Western MultiplexSunstreamAlvarion
DSLBellSouth
QuestSBC
VerizonSatelliteStarbandHughes
Canopy Training SeminarConfidential & Proprietary
Competitive Technology Summary
Notes 1) Subscriber expenditures include hardware and installation; Source: McKinsey and Bernstein analysis,CSO analysis
Technology Capital Cost per Sub. (2001/2005E)
Subscriber Expenditures
(2001/2005E)
Typical Bit Rate to User
Dial-Up N/A $200 56 Kbps
Cable Modem $208 - $196 $770/$280 >1.2Mbps
DSL $254/$204 $1,395/$487 384 Kbps – 1.5 Mbps
Fixed Wireless - MMDS $1000+ $1,150/$540 1-2 Mbps
Fixed Wireless - Meshed >$600 ~$2,000 300 Kbps
Fixed Wireless - Canopy
$625/$325 $535/$340 1-3 Mbps
Canopy Training SeminarConfidential & Proprietary
Un-licensed PMP Offerings
10 40 60
2.4
SunStream 5800BAS
WMUX Tsunami Multipoint5.8
5.3
GH
Z
SunStreamWestern Multiplex
AlvarionMotorola
BreezeAccessII
Canopy 5200 PMP
Effective Through Put (Mbps)
Lucent
RaylinkWave Wireless
CiscoTeltronics
YDI
Nokia Rooftop
Proxim
Zcomax
Adaptive Broadband
5 20
Canopy 5700 PMP
1
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5 GHz FWA PMP Competitive Assessment
Price Radio
Perfor-mance
Network
Management/Stability
Distribution
Channel and Support
Brand
Identity
Motorola/
CANOPY
Alvarion
(2.4 GHz)
Trango/ SunStream
Western Multiplex
(Tsunami -Multipoint)
Canopy Training SeminarConfidential & Proprietary
The Competition:Proxim
Competitor Markets Served
Technology Strengths Weaknesses
Proxim(Western Multiplex & Proxim)
Enterprise
Residentia
l
Campus
Backhaul
Last mile
• Fixed
Wireless
Access
(FWA) 2.4
GHz
5.8 GHz
(Tsunami)
• In-Building
5 GHz
(802.11a)
2.4 GHz
(802.11b)
Broad Portfolio
High Data Rates
And Carrier
Interfaces To T1,
E1, etc
Strong
Distribution And
Partner Program
Proxim Merger
Increases
Portfolio Into
Home Networking
Size/Weight
Of Last Mile
Technology
High Cost
No Cost-
Effective
CPE for FWA
Only High
End
Backhaul
Canopy Training SeminarConfidential & Proprietary
The Competition:Alvarion
Competitor Markets Served
Technology Strengths Weaknesses
Alvarion Residential
Campus
2.4, 2.5, 2.6,
3.5, 5.8 GHZ
Broad Portfolio
of PMP
Incumbent
Manufacturer
Respected By
WISP
Operators
Strong
Distribution
And Partner
Program
Multiple
Global
Markets
Only 2.4
GHz PMP in
US
Complexity
of Solution
Cost – More
Component
s
No PMP 5.8
GHz
Solution
Supply
Chain
Concerns
Canopy Training SeminarConfidential & Proprietary
The Competition:SunStream
Competitor Markets Served
Technology Strengths Weaknesses
Trango Wireless (AKA: Sunstream)
Campus
Backhaul
5.8 GHZ New Product Size
Lower Cost($2500 for AP, $795 for CPE)
Software Control for RF Power, Antenna Polarization
Wireless Experience and Associated Product Stability
Distribution Network
Brand Recognition
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The Leader in 5GHz PMP Access: Motorola
Competitor Markets Served
Technology Strengths Weaknesses
Motorola Cable DSL Satellite Single Family
Residential SOHO Municipalities Telemetry Backhaul Medium/Large
Businesses
• 5.3 GHz
• 5.8 GHz
Superior Product
Performance Product Size Lowest Costs Worldwide
Wireless
Experience Distribution
Channels Brand
Recognition Customization
Services Customer Service
New to
Market
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Canopy Competitive Positioning
• Product of Choice for the Small to Medium Enterprise (SME) and residential point to multipoint (PMP) in FWA applications at 5 GHz
• CANOPY products are aggressively priced while offering the advantages of operating at the less crowded 5 GHz bands
• CANOPY only player with 5.2 GHz and 5.7 GHz products– 5.7 GHz provides range for backhaul and long range PMP
– 5.2 GHz provides coverage and capacity for hotspots and cell splits
• CANOPY designed from the ground up to address the issues of private networks and WISPs operating in the unlicensed band
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Competition Summary
• Many Technology Alternatives– Fixed Wireless Access (FWA) is most attractive today in underserved markets– FWA attractive to service providers that need to extend their reach– Canopy is competitive with wired technologies in new deployments
• Canopy is the 5GHz FWA Leader– Lowest Cost– Integrated Solution (PMP and PTP)– Superior Performance– Brand Recognition– Superior Technology– Lowest cost of ownership
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Agenda
Welcome/Opening Comments
Canopy Product Overview
Competitive Landscape
Canopy Product Roadmap
Break
Building the Business Proposition
Creating the Buzz
Canopy Configurations
Breakout Sessions
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Committed Product Enhancements
• Software Release 3.0 – Available– DES, Improved Security of Telnet controls– Enables Authentication Server – 4Q ‘02– Individual Controls on Bandwidth Limit per user – 4Q ‘02
• 20 Mbps Backhaul – 4Q ‘02
• Software Release 4.0 – 2Q ‘03– All Control Access under Public Encryption– Full SNMP - Enables a higher level of unified network and customer
management– Private Network at the user’s end – NAT, VPN tunnel, user can’t see
other Canopy users– AES encryption option
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Standards
• 802.11a– This is a Local Area Network (100 foot range) architecture
– Canopy belongs in the Access or Local Loop (2 mile range) space
• 802.16– 802.16 is focused on the Access space, BUT it’s not yet mature
– We are now deeply involved
– We are committed to a strategy of bringing our expertise in the missing pieces (wireless and the middle layers) to the process
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What’s in the Future?
• Advanced architecture enabling 50 Mbps when appropriate, additional frequencies
• Of course lower cost, smaller size as volume and component technology maturation allow
• System/architecture features enabling simpler planning, lower system startup costs, and new applications
• Solutions (VoIP, Video Surveillance, in-building signal distribution)
Canopy Training SeminarConfidential & Proprietary
Agenda
Welcome/Opening Comments
Canopy Product Overview
Competitive Landscape
Canopy Product Roadmap
Break
Building the Business Proposition
Creating the Buzz
Canopy Configurations
Breakout Sessions
Canopy Training SeminarConfidential & Proprietary
Building the Business Proposition
• Why ISPs are becoming WISPs• Critical WISP business variables• WISPs service charge • WISP/municipality partnership• How CANOPY uniquely addresses the WISP
business case• WISP Business Case Tool
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Why are ISPs becoming WISPs
• Inability to meet demand for broadband services from existing subscribers
• Telco DSL resale costs don’t leave enough room for realistic ROI
• Subscribers have limited or no access to cable broadband systems
• Means to increase service area with better profit margins than dial-up and T-1
• Reduce operating costs by eliminating local loop
85% of the WISPs are also some type of IP Provider
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WISP Typical Cost of Operations
Operating Cost Component• Access & Backhaul• Customer Support• Equipment
– Radios– Antennas– Switches– Miscellaneous
• Tower Rights---------------------------------TOTAL TYPICAL COSTS
Typical Cost• $2,500 ($1,500 - $4,500)
• $6/Month ($3 - $10)
• $10,000/POP ($7,000 - $11,000)– $3,000 - $5,000/POP– $3,000 - $5,000/POP– $500 - $700/POP– $500/POP
• $1000/Month (0 - $7,000)---------------------------------$55,000/Year per POP
$200 - $250/subscriber (@200 Subs/POP)
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Residential Service Speeds and Pricing
Speed
Typical Monthly Subscription Fee
Average Installation Cost
128 Kbps $39($29 - $69)
$150($75 - $199)
256 Kbps(Most Popular)
$69($49 - $109)
$150($75 - $199)
512 Kbps $129($99 - $179)
$150($75 - $199)
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Business Service Speeds and Pricing
Speed
Typical Monthly Subscription Fee
Average Installation Cost
256 Kbps $129 $300
512 Kbps
(Most Popular)
$179 $450
768 Kbps $279 $600
1 Mbps $399 $600
1.5 Mbps $625 $600
2 Mbps $1,000 $600
Typical WISP Customer Split is 70% Business and 30% Residential
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Typical Cost of Customer Acquisition
• Residential Customer: $650– CPE: $500– Installation/Site Survey: $150 (1 truck roll)
• Business Customer:$1,050– CPE: $600– Installation/Site Survey $450 (2 truck rolls)
65% of WISPs build the CPE cost in to the access pricing and installation fees.
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Municipality Partnership Possibilities
• Motorola Conducted Primary Market Research With 30 Municipalities In the Chicago Metropolitan Area– Broad base of Interest by Municipalities to Sponsor a Wireless
Internet Service Provider in their Area.
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Survey Results
% Description
90% Were Interested In Competitive Broadband Solutions For Their Community
58% Were Most Interested In A FWA Alternative For Delivering IP Services To Residents, Businesses, And Municipal Agencies
73% Did Not Have Funding For This Alternative
65% Wanted To Sponsor A WISP And/Or Get Service From A WISP
73% Were Interested In Using This Alternative To Address The “Digital Divide”
44% Were Interested In Creating A Private, Local Community Only Site Linking Residents, Schools, Businesses, And Municipal Agencies
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CANOPY Features Address Key Drivers of WISP Success• Low total cost of ownership
– Lowest infrastructure cost at 5 GHz– Lowest cost per unit of customer bandwidth delivered– Speed of deployment
• Lightweight, single board design– Easiest to install – fewer truck rolls– Easiest to maintain– Best opportunity to see volume based price reductions
• Robust and reliable architecture– Reduces customer service demand– Reduces service calls
• Excellent rejection of interference– Solves top concern of existing WISPs– Addresses fears of new WISPs
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CANOPY Advantages
Operating Cost Component• Access & Backhaul• Customer Support• Equipment
– Radios– Antennas– Switches– Miscellaneous
• Tower Rights
CANOPY Advantage• Integrated BH unit• Reduced need• Fully Integrated
– Software defined– Integrated – TBD– TBD
• Light weight and small size sharply reduces costs
Canopy Training SeminarConfidential & Proprietary
Agenda
Welcome/Opening Comments
Canopy Product Overview
Competitive Landscape
Canopy Product Roadmap
Break
Building the Business Proposition
Creating the Buzz
Canopy Configurations
Breakout Sessions
Confidential & ProprietaryMOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other
product or service names are the property of their respective owners. © Motorola, Inc. 2002.
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the Title Master
Marketing – The Buzz
Canopy Broadband Wireless Internet Training Seminar
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Today’s Discussion
• Marketing Communications Program
• Public Relations Program
• Canopy User Protected Web Site
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Marketing Communications
Vehicle ActivityCollateral • Success Stories – feature key successes on a regular basis
• Sales tools– Brochures/Data Sheets/Application Sheets
Events Program • Targeted conferences and exhibits throughout the year
Advertising • Banner advertising in key industry websites• Print campaign in targeted vertical publications
Sales Lead Generation • Robust, online sales lead generation system that provides qualified leads to authorized resellers
• Online tools to track and capture sales data to help you meet your sales objectives
• Direct mail programs to help enhance sales lead generation process
Internet • Robust, easy-to-use external web site• Secure extranet for all Canopy resellers
Canopy Training SeminarConfidential & Proprietary
Collateral
• Available Today– Technical publications
– Brochures and sales tools
– Authorized Reseller identity program
– Sales lead system
– Direct mail campaigns
• In Development– Case Studies
– Market Development Program
– Revised User Manuals
Canopy Training SeminarConfidential & Proprietary
Events Opportunities
Q2 2002• April
– Entelec– IWCE– NAMTSE
• June– WCA 2002
Q3 2002• August
– APCO– WISP.X
• September– Wireless Hot Spots
Q1 2003• February
– SuperNET 2003– ExpoComm – Broadband Wireless
World– Americas Telecom
• March– CTIA Wireless 2003
Canopy Training SeminarConfidential & Proprietary
Advertising Schedule
Publication / Date Size3 10 17 24 1 8 15 22 29 5 12 19 26 2 9 16 23 30 7 14 21 28 4 11 18 25 2 9 16 23 30
Wireless Broadband Magazine 1/2 4C
Broadband Wireless Online 120x60 Banner
Broadband Wireless Weekly 468x60 Banner
Broadband Wireless Exchange Banner
Total Space Cost
Events
WC
A
WIS
P.X
Ho
t S
po
ts
June July Aug Sept Oct Nov Dec
12-Jul 18-Nov6-Sep
Canopy ½ page – 4 Color Print Ad
Canopy Banner Ad
Canopy Training SeminarConfidential & Proprietary
Public Relations
Vehicle ActivityPublic Relations • Build key media relationships
• Build Momentum by releasing follow up press releases on a timely basis
–Application Stories–Success Stories–New Capabilities –New Product Enhancements
Analyst Relations • Continue to build relationships with key analysts in order to increase awareness and build preference for solution
You can help by sending us newsworthy events, activities and tidbits!
Canopy Training SeminarConfidential & Proprietary
Sales Lead System
• Support the sales process with qualified sales leads and robust tracking/reporting system
• Provide real-time marketing program effectiveness information
• Assist in evaluation of sales cycle length and identification of best markets
• Create a positive first impression with customers by fulfilling collateral requests and distributing sales leads within 24 hours
Canopy Training SeminarConfidential & Proprietary
Maintaining the Excitement
We’ve created quite a flurry in the marketplace and we need your help to continue that momentum
– Sales Lead follow-up/Online system
– News, news, news– Hot events and conferences
Canopy Training SeminarConfidential & Proprietary
Agenda
Welcome/Opening Comments
Canopy Product Overview
Competitive Landscape
Canopy Product Roadmap
Break
Building the Business Proposition
Creating the Buzz
Canopy Configurations
Breakout Sessions
Confidential & ProprietaryMOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other
product or service names are the property of their respective owners. © Motorola, Inc. 2002.
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the Title Master
Configuring A Canopy System
Tony Sarallo
Canopy Broadband Wireless Internet Training Seminar
Add Pictures
Canopy Training SeminarConfidential & Proprietary
Configuring a Canopy System
• Point to Point (5.7 GHz)– Backhaul Module– Reflector Kit
• Point to Multi-Point (5.2 GHz and 5.7 GHz)– AP Cluster– Cluster Management Module– Subscriber Module– Subscriber Module with Reflector
Please refer to the Canopy Configuration Guide for detailed information on Canopy components and configuration
guidelines
Canopy Training SeminarConfidential & Proprietary
Canopy Core Components
Product5200AP/5700AP Access Point Module
5200SM/5700SM Subscriber Module
5700BHMRF/5700BHSRF Backhaul Module (with 27RD)
27RD Reflector Kit
1008CK Cluster Management Module
SMMB1 Universal Mounting Bracket
300SS Surge Suppressor
ACPS110 Single Module Power Supply
Canopy Training SeminarConfidential & Proprietary
Canopy Point to Point System
• Single Point to Point Link
• Multiple Point to Point Links
• When is the CMM required?
Canopy Training SeminarConfidential & Proprietary
Single 5.7 GHZ Backhaul Link• (1) 5700BHMRF 5.7 GHZ Backhaul Master
•One 5.7 GHz BH Module pre-configured as Master•One 27RD Reflector Kit
• (1) 5700BHSRF 5.7 GHZ Backhaul Slave•One 5.7 GHz BH Module pre-configured as Slave•One 27RD Reflector Kit
• (2) ACPS110 Single Module Power Supply1
• (2) 300SS Surge Suppressor1
1 Only one 300SS and ACPS110 needed if BH Module used with CMM
Canopy Training SeminarConfidential & Proprietary
Multiple Backhaul Links
5.2GHz
Network Connection
AC Feed
5.7 GHz BH(Timing Slave)
5.7GHz5.7GHz
CMM
AC Feed
5.7 GHz BH(Timing Slave)
AC Feed
5.7 GHz BH (Timing Masters)
Canopy Training SeminarConfidential & Proprietary
Multiple Backhaul Links at a Single Location
• Synchronize timing of all BH Modules to avoid system self interference
• Use the Cluster Configuration Module to power the BH Module(s) and provide GPS timing synchronization
• The BH Modules with the CMM are the timing masters for each link
• Always use the Reflector Kits and Frequency re-use to maximize BH Module interference immunity
Canopy Training SeminarConfidential & Proprietary
Canopy Point to Multipoint System
Subscriber Modules
Network Connection
360 Degree Coverage
60 DegreeCoverage Wedge
GPS AntennaGPS ReceiverHardened Ethernet SwitchPower Supply
Cluster ManagementModule (CMM)
Up to 2 Miles
Power Supply
1 to 6 Units
Canopy Training SeminarConfidential & Proprietary
Access Point Cluster
• 1008CK - Cluster Management Module (CMM)– Outdoor Enclosure– Power Supply (Input is 24VDC, 110 VAC or 220 VAC)– Hardened Ethernet Switch (Eight Inputs)– AP Timing Synchronization (GPS receiver and antenna)– AP Power Insertion Board
• One to Six AP Modules (5.2 GHZ or 5.7 GHZ)
• Up to Two Backhaul Modules (5.7 GHz)
• Up to One Surge Suppressor
Canopy Training SeminarConfidential & Proprietary
Subscriber Modules
• 5.2 GHZ or 5.7 GHZ– 5700SM– 5200SM
• Customer Premise Equipment Requirements• One 5200SM or 5700SM• One ACPS110• One 300SS• One SMMB1• Optional 27RD for 5700SM
AC Adapter
Ethernet Cable
CANOPY SM
Canopy Training SeminarConfidential & Proprietary
Subscriber Module Options
SM (5200SM and 5700SM) with Internal Antenna – 2 mile range – LOS– 3.6 Mbps Effective Throughput– ~20-25 ms round trip latency
• SM (5700SM) with Reflector Kit (27RD)– Up to 10 mile range – LOS– 3.6 Mbps Effective Throughput– ~20-25 ms round trip latency
Canopy Training SeminarConfidential & Proprietary
TK10001 - 30 Starter Kit
• 30 Starter Kit– (6) 5200AP Access Point Modules– (1) 5.7 GHZ Backhaul Link which comprises
• 5700BHMRF 5.7 GHZ Backhaul Master with a 27RD reflector Kit• 5700BHSRF 5.7 GHZ Backhaul Slave with a 27RD reflector Kit
– (30) 5200SM 5.2 GHZ Subscriber Modules– (1) 1008CK Cluster Management Module– (32) 300SS Surge Suppressors– (32) ACPS110 Single Module Power Supplies– (1) CAT 5 Cable Tester
Modify
Canopy Training SeminarConfidential & Proprietary
Canopy Installation Cables
• Canopy™ is a wireless broadband system requiring UV protected cables that are designed for use outdoors in temperature ranges between -30° C to +55° C.
• Motorola has designated Best-Tronics Manufacturing as an authorized dealer of cables that meet our specifications.
• Visit their website at www.best-tronics.com/motorola to take advantage of their aggressive pricing, custom cable lengths and 1-day order turnaround.