[Title] Azalea Sales Training Agenda

[Title]

Azalea Sales TrainingAzalea Sales Training

Agenda

Wireless Market – Background & PerspectiveAzalea Company OverviewApplicationsProduct OverviewCompetitive PositioningChallenge: CapacityChallenge: Video Transport & PerformanceChallenge: Mobility & RoamingCustomer Examples

Top reasons for installation problemsDistribution Channel ProgramOn-Line Tools & Aids

CollateralBudgeting a SystemQualification Questions

Brian Carlson

VP & GM, North America

Wireless Market…..Wireless Market…..Background & PerspectiveBackground & Perspective

Wireless Network Topologies

Point-to-PointPoint-to-Multipoint

Mesh Networking

4.9 Public Safety Access

2.4 Wi-Fi Access

Wireless Broadband……A Timeline

Mid 1990s MMDS 2.5Ghz; AT&T, Sprint BB….Expensive, no business case, installation issues

Late 1990sIndoor Wifi “packaged” outdoor; i.e. OrinocoOutdoor “fixed” BB proprietary products; Alvarion, ProximOutdoor PTP products; Microwave, Western Mux

2001 - 2004

Outdoor “fixed” BB proprietary products; Moto-Canopy, Trango, Alvarion, Proxim

Outdoor Mesh products; Tropos, BelAir, Strix, Mesh Networks, Firetide (Start of Muni Wifi)Less robust mesh products: FluidmeshOutdoor PTP products; Microwave, Western MuxLess robust PTP products; MicroTec

Outdoor “fixed” BB; WISPSOutdoor Mesh BB; application focusOutdoor PTP products; high-end enterprise needsWiMAX; carrier play

2005 - Now

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

Wireless Network Topologies

Mesh:Applications: Wi-Fi, BB Data Access, Video, VoIP, MobilityPlayers: Azalea, Firetide, BelAir, Cisco, Strix, Motorola, Tropos

PTMP:Applications: Wisps (Cable, DSL replacement)Players: Motorola, Alvarion, Trango

PTP:Applications: Enterprise connectionsPlayers: Dragonwave, Ceragon, Redline, Motorola, Exalt, Proxim

Brian Carlson


Company OverviewCompany Overview““Elevator Pitch”Elevator Pitch”

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

What is Unique about Azalea Networks?

A Next Generation Solution……ONLY mesh solution with true “Layer-3 &

Routing” design for network intelligence and superior performance

Higher capacity and scalability across multiple hops

Only network transport designed for video

Integrated seamless roaming & mobility

Best price-performance available



Flexible & Scalable Design

Brian Carlson


ApplicationsApplications

Wireless Video Surveillance with AVTTM

Azalea’s 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

Azalea Wireless Enabled Video Surveillance

MeshGateway

Surveillance Center, IPTV Dist. Center Mesh Network

Office,ResidenceCampus

City StreetsOil Fields,

Factory floors

Mesh Backhaul Mesh Access (fixed and mobile video)

Applications

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

Applications

High Speed Mobility with MotrixTM

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

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 ResponseReportingData Access

Compelling Markets for Wireless

Brian Carlson


Azalea ProductsAzalea Products

Flexible and Scalable Network Deployment

Point-to-Point Point-to-Multipoint

Mesh

4.9 Public Safety

2.4 Wi-Fi

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

The Azalea Product Family

Cap

acit

y/F

un

ctio

nal

ity

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

MSR4000

Four radio outdoor mesh router for

network core backhaul & access

$3,400 - $3,500

MSRP

MST200

Single radio outdoor mesh

router for video backhaul

$1,400-1,600

Azalea Architecture

Wired Network

Mesh Core MSR4000

Edge Access

MST200

MST200

MSR1000

MSR2000

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

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

MST200 Multi-service Terminal Device

Features• 2.4G or 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 connectedVia Ethernet Port

Long-rangeBackhaul

Video Surveillance

Web-based Configuration

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

Brian Carlson


Competitive PositioningCompetitive Positioning

Evolution of Mesh Networking

Technology Evolution

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

1st Generation

Per

form

ance

& S

cala

bil

ity

Indoor Access

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

2nd Generation

Indoor & Outdoor Hot 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

What is Unique about Azalea Networks?

A Next Generation Solution……ONLY mesh solution with true “Layer-3 &

routing” design for network intelligence and superior performance

Higher capacity and scalability across multiple hops

Only network transport designed for video

Integrated seamless roaming & mobility

Best price-performance available



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

Brian Carlson


Challenge……Challenge……Capacity and PerformanceCapacity and Performance

Azalea AWR Maintains Network Integrity

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

Wi-Fi

A

B

Traditional Mesh: Tree ArchitectureAll traffic goes through a gatewayNon-optimal routes, latencySingle point of failure

Gateway

AWR : True Layer 3 Peer-to-Peer RoutingFull network intelligenceFast convergenceRadio-awareProven higher performance

Solving the Capacity Challenge

With typical “bridging” single backhaul radio networks user throughput and critical video quality degrades dramatically with just a few hops

Solving the Capacity Challenge

Azalea’s routed multi-radio, multi-channel architecture and AVT ™ ensures virtually no image quality degradation over multiple hops

Scalable and most cost-effective

Industry Leading Capacity

Brian Carlson


Challenge……Challenge……Video Transport & PerformanceVideo Transport & Performance

Video Packets over IP Networks….Challenges

A CB ED

B EA DC

Out of order packets

Source Destination

IP NetworkB CB DC

Duplicated packets

B ED

Lost packets

Various delayed packets

A CB ED

Constant rate video packets

Video Decoder

Azalea’s Video Transmission Architecture

MSR orMST

MSR orMST

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

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.264MPEG2/MPEG4/H.264

What is Unique? ………Active Link Transport (ALT)

ALT Implemented in each router to ensure video smooth transmission

Designed to minimize wireless packet loss

World’s first “coordinated” video transport

ALT Implemented in each router to ensure video smooth transmission

Designed to minimize wireless packet loss

World’s first “coordinated” video transport

ALT• Layer 2.5 Protocol• Operated in each link

Session RTP/RTCP

Transport TCP/UDP

Link 802.11a/b/g/n


Network IP/DiffServ


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

AVTOnly network transport to understand video

Build in reliable frame transport protocol

Video decoder timing awareness

AVTOnly network transport to understand video

Build in reliable frame transport protocol

Video decoder timing awareness

AVT• Layer 4.5 Protocol• Operated end to end

Session RTP/RTCP

Transport TCP/UDP

Link 802.11a/b/g/n


Network IP/DiffServ


Presentation Layer Video Technologies

1. Deep Packet Inspection (DPI)

2. Adaptive Jitter Removal (AJR)

3. Packet Loss Avoidance (PLA)

World’s 1st Layer-7 technologies in wireless transport

Optimizes digital video applications

1. Deep Packet Inspection (DPI)

2. Adaptive Jitter Removal (AJR)

3. Packet Loss Avoidance (PLA)

World’s 1st Layer-7 technologies in wireless transport

Optimizes digital video applications

Brian Carlson


Challenge……Challenge……Roaming & Mobility ManagementRoaming & Mobility Management

Solving Mobility Challenges With Motrix™

Mobility Demo

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

Brian Carlson


CustomersCustomers

CECT-Chinacomm Deploys “Wireless Beijing” Municipal Network with Azalea

Beijing Olympics Wireless Network

Cover 50 km2 of Beijing

Further expansion is planned

Wireless services• Wi-Fi broadband

access• Mobile patrol access• Video surveillance

Lakewood Mall increases security for shoppers with Azalea

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

Backhaul Link

FaEthernet

1 2 3 Radio Interface

10 .x. x.. x/30 Wds Interface IP

Mesh ID

0

AzaleaMesh

157

36

165

153

64

161157 153

157

149

36

Came ra

Route r

149

Azalea Networks Selected by Daqing Oilfield Company to Deploy the Largest Industrial Wireless Broadband Network in China

China’s Largest Oil Producer Goes Wireless

Deployment covers over 80 km² of China’s largest oilfield; expanding to 180 km²• 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

Installation Lessons Learned

Proper planning for scope/size of project

Site acquisition

Power

Cabling

Mounting

Maintenance

Ordinances

Management

Brian Carlson


Azalea Distribution Channel Azalea Distribution Channel Program… Mesh360Program… Mesh360

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

Visit www.azaleanet.com/customer-support for 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

mailto:[email protected]

Brian Carlson


On-Line Tools & AidsOn-Line Tools & Aids

Capacity, Scalability and Performance

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

Your Azalea Contacts

Frederick Harris, Director Channel Sales & Management 408-582-1333, [email protected]

Brian Carlson, VP & GM North America 847-910-6491, [email protected]

Paul Gassett, Director Worldwide Marketing Communications, 314-842-1716, [email protected]

www.azaleanet.com/partners

Brian [email protected]

Thank You!

[Title] Azalea Sales Training Agenda

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