[Title] Azalea Sales Training Agenda

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Transcript of [Title] Azalea Sales Training Agenda

  • 1. [Title] Azalea Sales Training

2. Agenda

  • Wireless Market Background & Perspective
  • Azalea Company Overview
  • Applications
  • Product Overview
  • Competitive Positioning
  • Challenge:Capacity
  • Challenge:Video Transport & Performance
  • Challenge:Mobility & Roaming
  • Customer Examples
    • Top reasons for installation problems
  • Distribution Channel Program
  • On-Line Tools & Aids
    • Collateral
    • Budgeting a System
    • Qualification Questions

3. Brian Carlson VP & GM, North America Wireless Market.. Background & Perspective 4. Wireless Network Topologies Point-to-Point Point-to-Multipoint Mesh Networking 4.9 Public Safety Access 2.4 Wi-Fi Access 5. Wireless BroadbandA Timeline Mid 1990s MMDS 2.5Ghz; AT&T, Sprint BB.Expensive, no business case, installation issues Late 1990s Indoor Wifi packaged outdoor; i.e. Orinoco Outdoor fixed BB proprietary products; Alvarion, Proxim Outdoor PTP products; Microwave, Western Mux 2001 - 2004 Outdoor fixed BB proprietary products; Moto-Canopy,Trango, Alvarion, Proxim Outdoor Mesh products; Tropos, BelAir, Strix, MeshNetworks, Firetide (Start of Muni Wifi) Less robust mesh products:Fluidmesh Outdoor PTP products; Microwave, Western Mux Less robust PTP products; MicroTec Outdoor fixed BB; WISPS Outdoor Mesh BB; application focus Outdoor PTP products; high-end enterprise needs WiMAX; carrier play 2005 - Now 6. Radio Spectrum North America Future (2011): 700 Mhz:Carrier (LTE)Now: 2.4 Ghz unlicensed:802.11b/g/n(Wifi), Mesh, PTP, Fixed BB, other uses 5Ghz (5.1, 5.2, 5.4, 5.7) unlicensed: 802.11a, Mesh, PTP, Fixed BB, other uses 900Mhz unlicensed:Fixed BB, Mesh, other uses 2.5Ghz licensed:WiMAX, proprietary products 3.5Ghz licensed:WiMAX, proprietary products 7. Wireless Network Topologies Mesh: Applications:Wi-Fi, BB Data Access, Video, VoIP, Mobility Players:Azalea, Firetide, BelAir, Cisco, Strix, Motorola, Tropos PTMP: Applications:Wisps (Cable, DSL replacement) Players:Motorola, Alvarion, Trango PTP: Applications:Enterprise connections Players:Dragonwave, Ceragon, Redline, Motorola, Exalt, Proxim 8. Brian Carlson VP & GM, North America Company Overview Elevator Pitch 9.

  • Azalea-at-a-Glance
    • HQ in Silicon Valley and R&D in Beijing
    • 120 employees worldwide, 50 engineers
    • Nine patents pending; two issued
  • The Azalea Difference
    • Scalable capacity
    • Broadcast quality video
    • Seamless mobility
    • Delivering superior performance and price

Bringing network intelligence to broadband wireless through an innovative wireless routing technology that sets new standards in price and performance

  • Major Markets
  • Service Providers
  • Government
  • Industrial Enterprise
  • Applications
  • Wi-Fi Mobility
  • Video Surveillance
  • Public Safety
  • Last Mile Access

10. What is Unique about Azalea Networks?

  • A Next Generation Solution
    • ONLYmesh solution with true Layer-3 & Routing design for network intelligence and superior performance
    • Highercapacity and scalability across multiple hops
    • Only network transport designed for video
    • Integratedseamless roaming & mobility
    • Bestprice-performance available

Flexible & Scalable Design

  • Major Markets
  • Service Providers
  • Government
  • Industrial Enterprise
  • Applications
  • Wi-Fi Mobility
  • Video Surveillance
  • Public Safety
  • Last Mile Access

11. Brian Carlson VP & GM, North America Applications 12. Wireless Video Surveillance with AVT TM

  • Azaleas wireless infrastructure delivers capacity and optimized transmission for video surveillance
  • Flexible and rapid placement of cameras
    • No in-ground cable laying necessary
    • Scales to support large coverage areas
    • Broadcast quality, real-time images
  • Patent-pending AVT (Active Video Transmission )
    • Deep packet inspection to prioritize video traffic
    • Adaptive jitter removal
    • In-network retransmission
    • Automatic buffering
    • High quality multicast ability

Applications 13. Azalea Wireless Enabled Video Surveillance Mesh Gateway Surveillance Center,IPTV Dist. Center Mesh Network Office, Residence Campus City Streets Oil Fields, Factory floorsMesh Backhaul Mesh Access (fixed and mobile video) Applications 14. Industrial Strength Wi-Fi HotZones

  • Ubiquitous Wi-Fi Coverage
    • 802.11 a/b/g Wi-Fi access
    • Indoor and outdoor coverage
    • 16 SSIDs for each radio
  • Supports Multiple User Groups
    • Virtual LANS
    • Quality of Service
  • Highly Security
    • Authentication
    • Access control
    • AES, TKIP encryption

Applications 15. High Speed Mobility with Motrix TM

  • High-speed mobile access over a Wi-Fi mesh Network
    • In-vehicle routers link to mesh and support local Wi-Fi connectivity
    • Public Wi-Fi access within transit vehicles allows roaming by riders of trains and buses
  • Layer-3 IP Roaming and fast handoff
    • Seamless vehicle roaming at up to 60 mph
    • Fast roaming across IP subnets ensures scalability and metro-scale deployment.
    • Security provisions separate public users from municipal agency traffic
    • Allows mobile vehicle to act as access point for portable voice, video, or data devices outside vehicle particularly useful for first responders

Applications 16. Emergency Response Wireless Networks

  • Support for the 4.9 GHz public safety spectrum
  • Temporary & disaster recovery networks
  • VoIP Communications
  • Video Surveillance

Applications Video Surveillance Incident Response Reporting Data Access 17. Compelling Markets for Wireless 18. Brian Carlson VP & GM, North America Azalea Products 19. Flexible and Scalable Network Deployment

  • Self-forming mesh expands coverage area
  • Long range between wireless routers
  • Load balancing across multiple wired gateways

Point-to-Point Point-to-Multipoint Mesh4.9 Public Safety 2.4 Wi-Fi 20. The Azalea Product Family Capacity/Functionality Two radio indoor mesh router for Wireless LANs MSR1000 $1,350 Two radio outdoor mesh router for network edge backhaul & access MSR2000 $2,400 - $2,500 MSRP MST200 Single radio outdoor mesh router for video backhaul $1,400-1,600 MSR4000 Four radio outdoor mesh router for network core backhaul & access $3,400 - $3,500 21. Azalea Architecture Mesh Core MSR4000 WiredNetwork Edge Access MST200 MST200 MSR1000 MSR2000 22. MSR2000 Outdoor Wireless Router

  • Features
    • Two software configurable radios:2.4 , 4.9 - 5.8 GHz
    • Two product versions:
      • 2 x 100mw, or
      • 1 x 100mw and1 x 400mw (b/g only)
    • Single 10/100 Ethernet Interface
    • Ruggedized enclosure:-40 to 55
  • Major applications
    • Wi-Fi edge coverage
    • Video surveillance

High Performance Edge Wireless Router Wi-Fi Access Backhaul Wi-Fi HotZone Backhaul Video Surveillance Directional antenna for backhaul and an omni antenna for Wi-Fi access Two directional antennas for mesh backhaul 23. MSR4000 Outdoor Wireless Router

  • Features
    • Four software configurable radios:2.4 , 4.9 - 5.8 GHz
    • Two product versions:
      • 4 x 100mw, or
      • 3x 100mw and 1x 400mw (b/g)
    • Ruggedized enclosure:-40 to 55
    • Two 10/100 Ethernet interfaces
  • Major applications
    • Large-scale wireless coverage
    • Video surveillance
    • Government multi-use networks

High Capacity Core Wireless Router Directional antennas for backhaul and an omni antenna for Wi-Fi access 24. MST200 Multi-service Terminal Device

  • Features
    • 2.4Gor 5 GHz models
    • 400mW transmit power
    • 30 degree built in antenna
    • Two 10/100 Ethernet Interfaces
    • Operating temperature: -40-55
  • Applications
    • Optimized for video surveillance transmission
    • Long range transmission of up to 6 miles
    • Mobile applications with external antenna

Designed for dedicated, optimized outdoor video surveillance transmission Camera connected Via Ethernet Port Long-range Backhaul Video Surveillance 25. Web-based Configuration 26. NMS1000 Network Management System

  • Full Network Management
    • Automates major management tasks
    • Automatic discovery of network topology
    • Automatic collection of traffic data for reports generation, charting and analysis
    • Remote upgrades images in batches
  • Performance and Client Monitoring
    • Traffic throughput and link quality
    • Historical performance
    • Network client information
  • Fault Management
    • Network events & alarms
    • Alarm filtering & management

27. Brian Carlson VP & GM, North America Competitive Positioning 28. Evolution of Mesh Networking Technology Evolution Performance & Scalability Indoor Access

  • Single radio
  • Omni-directional antenna
  • Layer 2 bridging

1st Generation

  • Dual radio
  • Omni-directional antennas
  • Layer 2 bridging

2nd Generation Indoor & OutdoorHot Spots 3rd Generation Hot Zones,Low-res Video

  • Multi-radio
  • Directional antennas
  • Layer 2 bridging
  • Multi-radio
  • Directional antennas
  • Layer 3 Routing

4th Generation Citywide Zones, High-res Video, Voice, and Mobility 29. What is Unique about Azalea Networks?

  • A Next Generation Solution
    • ONLYmesh solution with true Layer-3 & routing design for network intelligence and superior performance
    • Highercapacity and scalability across multiple hops
    • Only network transport designed for video
    • Integratedseamless roaming & mobility
    • Bestprice-performance available
  • Major Markets
  • Service Providers
  • Government
  • Industrial Enterprise
  • Applications
  • Wi-Fi Mobility
  • Video Surveillance
  • Public Safety
  • Last Mile Access

30. Competitors.Azalea Selling Points Firetide Higher priced, Layer-2 bridge, multiple box design, lack of scalability (25 max), performance across hops, weak channel, challenges with video & mobility Motorola Higher priced, Layer-2 bridge, 2 radio and 4 radio design, lack of scalability, performance across hops, weak channel and direct sales, challenges with video & mobility Strix Higher priced, Layer-2 bridge, lack of scalability, performance across hops, weak channel, challenges with video & mobility Tropos Higher priced, Layer-2 bridge, lack of scalability, performance across hops, weak channel, challenges with video & mobility BelAir Higher priced, Layer-2 bridge, large, carrier focused, weak channel, challenges with video & mobility Cisco Higher priced, Layer-2 bridge, weak acquisition, lack of scalability, challenges with video & mobility 31. Brian Carlson VP & GM, North America Challenge Capacity and Performance 32. Azalea AWR Maintains Network Integrity A B

  • Traditional Mesh:Tree Architecture
  • All traffic goes through a gateway
  • Non-optimal routes, latency
  • Single point of failure

Gateway Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi Wi-Fi

  • AWR : True Layer 3 Peer-to-Peer Routing
  • Full network intelligence
  • Fast convergence
  • Radio-aware
  • Proven higher performance

33. Solving the Capacity Challenge

  • With typical bridging single backhaul radio networks user throughputand critical video quality degrades dramatically with just a few hops

34. Solving the Capacity Challenge

  • Azaleas routed multi-radio, multi-channel architecture and AVTensures virtually no image quality degradation over multiple hops
  • Scalable and most cost-effective

35. Industry Leading Capacity 36. Brian Carlson VP & GM, North America Challenge Video Transport & Performance 37. Video Packets over IP Networks.Challenges Source Destination Various delayed packets Constant rate video packets A C B E D B E A D C Out of order packets IP Network B C B D C Duplicated packets B E D Lost packets A C B E D 38. Azaleas Video Transmission Architecture Ingress Point ( Video is Processed here) Routed Azalea Wireless Network Egress Point ( Processed Video is recovered here)

  • Per link video transmission quality guarantee
  • ONLY wireless system with Video Aware capabilities

Video Decoder MSR or MST MSR or MST 39. What is Unique?Active Link Transport (ALT)

  • ALT
  • Layer 2.5 Protocol
  • Operated in each link

Session RTP/RTCP Transport TCP/UDP Link 802.11a/b/g/n Physical 2.4GHz/5.8GHz OFDM Network IP/DiffServ Presentation MPEG2/MPEG4/H.264

  • ALT
  • Implemented in each router to ensure video smooth transmission
  • D esigned to minimize wireless packet loss
  • Worlds first coordinated video transport

40. What is Unique?.Active Video Transport (AVT)

  • AVT
  • Only network transport to understand video
  • Build in reliable frame transport protocol
  • Video decoder timing awareness

Session RTP/RTCP Transport TCP/UDP Link 802.11a/b/g/n Physical 2.4GHz/5.8GHz OFDM Network IP/DiffServ Presentation MPEG2/MPEG4/H.264

  • AVT
  • Layer 4.5 Protocol
  • Operated end to end

41. Presentation Layer Video Technologies

  • Deep Packet Inspection (DPI)
  • Adaptive Jitter Removal (AJR)
  • Packet Loss Avoidance (PLA)
  • Worlds 1stLayer-7 technologies in wireless transport
  • Optimizes digital video applications

Session RTP/RTCP Transport TCP/UDP Link 802.11a/b/g/n Physical 2.4GHz/5.8GHz OFDM Network IP/DiffServ Presentation MPEG2/MPEG4/H.264 42. Brian Carlson VP & GM, North America Challenge Roaming & Mobility Management 43.

  • Fast roaming at up to 70 mph
  • Seamless roaming across IP subnets ensures scalability
  • In-vehicle routers link to mesh
  • Security provisions separate public from government traffic

Solving Mobility Challenges WithMotrix Mobility Demo 44. Brian Carlson VP & GM, North America Customers 45. Beijing Olympics Wireless Network

  • Cover 50 km2 of Beijing
  • Further expansion is planned
  • Wireless services
    • Wi-Fi broadband access
    • Mobile patrol access
    • Video surveillance

CECT-Chinacomm Deploys Wireless Beijing Municipal Network with Azalea 46. Video Surveillance at Lakewood Mall, CA

  • Increased security in parking areas by deploying 13 cameras with an Azalea wireless network
    • Limited line of sight and crossing major public roads
    • No costly trenching of fiber
    • Rapid deployment and ability to expand network

Lakewood Mall increases security for shoppers with Azalea 47. Chinas Largest Oil Producer Goes Wireless

  • Deployment covers over 80 km of Chinas largest oilfield; expanding to 180 km
    • Sixty Azalea Wireless Routers Deployed
    • Transmits remote oil well information
    • Video surveillance backhaul at 30 frames per second over 6 mile links
    • Support for VoIP communications
    • Mobile wireless access for inspection teams
  • Benefits
    • Real time and accurate SCADA information
    • Reduced downtime by providing remote expertise
    • Improved communications

Azalea Networks Selected by Daqing Oilfield Company to Deploy the Largest Industrial Wireless Broadband Network in China 48. Installation Lessons Learned

  • Proper planning for scope/size of project
  • Site acquisition
  • Power
  • Cabling
  • Mounting
  • Maintenance
  • Ordinances
  • Management

49. Brian Carlson VP & GM, North America Azalea Distribution ChannelProgram Mesh360 50. Mesh360 Channel Program

  • Mesh360 Advantage for VARs
    • Great profit margins
    • Customer value
    • New opportunities
    • Differentiate your business
  • Program Benefits
    • High-touch sales engagement and sales tools
    • Increased discounts
    • Technical support and Certification Program
    • Demo Program
    • Marketing campaigns and leads
  • www.azaleanet.com/partners

51. Visitwww.azaleanet.com/customer-supportfor more info

      • February 10-12, Denver, CO
      • February 24-26, Atlanta, GA
      • March 10-12, Anaheim, CA
      • March 24-26, Boston, MA
  • 3-Day Certification Course
  • Learn to sell and install the Azalea wireless network solution
    • Product overview
    • TCP/IP overview
    • RF and antenna basics
    • RF network design
    • Labs and exam

The Azalea Certified Training Program 52. Brian Carlson VP & GM, North America On-Line Tools & Aids 53. Capacity, Scalability and Performance

  • Azaleas Layer-3 routed, multi-radio architecture delivers the cost efficiency of wireless with superior capacity, scalability and performance

54. Your Azalea Contacts

  • Brian Carlson, VP & GM North America
  • Paul Gassett, Director Worldwide Marketing Communications, 314-842-1716, [email protected]
  • www.azaleanet.com/partners

55.

  • Brian Carlson
  • [email_address]

Thank You!