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CANTO – Freedom in WavesCANTO – Freedom in WavesIan LenathenIan Lenathen
Director - Sales Bermuda and Caribbean Director - Sales Bermuda and Caribbean RegionRegion
Airspan Networks Airspan Networks
President – BroadbandAction Inc.President – BroadbandAction Inc.
Connecting The World
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Commercial in Confidence2
VoIP Market Growth --- VoIP Market Growth ---
Residential US
Now – over 3 Million Users
By 2008 – 27 Million
Business US
By 2008 - 44% IP Telephony
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Commercial in Confidence3
Traditional Telecom Monopoly Business ModelTraditional Telecom Monopoly Business Model
• Best Model to ensure world connectivity.
• Long term contracts
• Exclusive
• Multi-Million $ Investment
• Guaranteed Returns
• Good For Government
• Taxes
• Good For Tourism
• PIF
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Commercial in Confidence4
Diminishing RevenuesDiminishing Revenues
• Long Distance Revenue is falling
– Diminishing tax revenue to governments
– Hotels charging for Broadband
• Some block VoIP
• Mobile Phone Revenue increasing– Marketing and Engineering energy focus
– Incumbents put less focus on Broadband Penetration
$
$
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Commercial in Confidence5
• Dial up– E-mail
– Fax Killer
• Broadband– Richer Content
– Cable competition
– Converging Networks
– Converging Services
• Multiple Threat– Music Content
– Movie Content
– Voice Network Assets
Packet Switched - Digital
Telephone
Television/Radio-Media
DataConverging Networks
Converging Services
Internet Protocol
Network Convergence = Service ConvergenceNetwork Convergence = Service Convergence
Traditional Business Models Challenged
Market Discontinuity In Content Distribution and Billing
Data + Movies + Radio + VoiceIP
Internet
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Commercial in Confidence6
IP Trumps IPIP Trumps IP
IP = Intellectual Property
IP = Internet Protocol
Follow the Rules The Rules don’t apply
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Commercial in Confidence7
Pay Per Use Business Model – Adapting StrategiesPay Per Use Business Model – Adapting Strategies
• Apple Computer– iPod
– iMusic
– New Products
– New Business Model
5 Million iPOD’s Sold in first three months of
2005
• Sony Pictures– New Products
– New Business Model
500 most popular titles available from Sony
digital download site by 2006.
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Commercial in Confidence8
PSTN – Same Pain More SourcesPSTN – Same Pain More Sources
Cable Companies - Unregulated
Desktop Portals - Unregulated
VoIP and Peer to Peer - Unregulated
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Commercial in Confidence9
In My Humble Opinion…In My Humble Opinion…
• Greatest threat to Incumbent Telephone companies…
– Competitors granted License to compete in Island Nations
• No desire to run the wire
• Leap-frog with Fixed and Nomadic Wireless Access
• Hot Spot and Wireless backhaul.
For the first time in history – competitors can provide voice and data services to mass markets without touching any
part of the Incumbents Network!
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Commercial in Confidence10
Market DiscontinuityMarket Discontinuity
• Entry fee to become a Telecom Provider is very inexpensive.
– Very little Outside Plant – No wires, No holes, No poles.
– Faster redeployment if a Hurricane hits
– “Instant” Penetration
– “Instant” Service Bundle
–
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Commercial in Confidence11
INTERNETINTERNETBACKBONEBACKBONE
Private (Fiber) Private (Fiber) NetworkNetwork
Non Line of SightNon Line of SightPoint to Multi-Point to Multi-
pointpointOUTDOOROUTDOORCPECPE
802.11802.11 ProprietaryProprietary
ProprietaryProprietaryPtPPtP
INDOORINDOORCPECPE
Point to Point Point to Point BACKHAULBACKHAUL
ProprietaryProprietaryPtMPPtMP
Proprietary Fixed WirelessProprietary Fixed Wireless
Base StationBase Station
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Commercial in Confidence12
INTERNETINTERNETBACKBONEBACKBONE
Private (Fiber) Private (Fiber) NetworkNetwork
Non Line of SightNon Line of SightPoint to Multi-Point to Multi-
pointpointOUTDOOROUTDOORCPECPE
802.11802.11 ProprietaryProprietary
WiMAXWiMAXPtPPtP
INDOORINDOORCPECPE
Point to Point Point to Point BACKHAULBACKHAUL
WiMAXWiMAX
Hybrid Deployment – Standards = Ubiquity Hybrid Deployment – Standards = Ubiquity
Base StationBase Station
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Commercial in Confidence13
Spectrum Profiles – Towards “Harmonization”Spectrum Profiles – Towards “Harmonization”
2 3 4 GHz 5 6
3.300-3.400
Low and Mid U-NII Bands 5.150-5.350
802.11a
Upper U-NII/ISM
Band 5.725-5.850
WRC 5.470-5.725
Unlicensed
ISM (802.11b/g)2.400-2.480
Unlicensed
3.5GHz Band 3.400-3.600
MMDS 2500-2.690 2.700-
2.900
US WCS 2.305-2.320 2.345-2.360
LicensedLicensed
Licensed
WiFi
Future WiMAX profiles
Initial WiMAX profiles
Ian L
Only Two System Profiles will be released Initially:
3.5 GHz FDD5.8 GHz TDD
PCS1.850-1.990
Broad Global Utilization of 3.5 GHzAsia Pacific – Australia, NZ, China, India (3.3-3.4) Japan, Malaysia, Taiwan.EMEA – Czech Republic, France, Germany, Hungary, Greece, Ireland, Norway, Poland, Romania, Russia, Spain, Switzerland, UK, Israel, Turkey, Nigeria, Mali.Americas – Argentina, Brazil, Canada, Columbia, Costa Rica, Ecuador, Mexico, Peru, Uruguay, Venezuela
Licensed
4.9-5.03 GHz TDD Unlicensed - 10MHz Channels - Airspan
Yozan Japan
Market Driven WiMAX example2,5 GHz 3G Europe
Wants it
3G
Eu
rop
e
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Commercial in Confidence14
Speaker Name
Title of Speaker
Spectrum by RegionSpectrum by Region Target ’05-’07 Deployment BandsTarget ’05-’07 Deployment Bands
USA 2.5, 5.8 and 3.4 GHzPossible 700 and 900 MHz
Central & So America2.5, 3.5 & 5.8 GHz
EUROPE3.5 & 5.8 GHz
Possible: 2.5, 3.6 GHz
MIDDLE EASTAFRICA
3.5 & 5.8 GHz
ASIA PACIFIC2.3, 2.5, 3.5 & 5.8 GHz
CANADA2.3, 2.5, 3.5 & 5.8 GHz
RUSSIA 3.5 & 5.8 GHzPossible: 2.3, 2.5 GHz
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Commercial in Confidence15
VoIP Served by Wireless vs. WirelineVoIP Served by Wireless vs. Wireline
• VoIP is simply Voice over a Packet Network.– Wireline companies could easily offer VoIP
– Must protect their investment in the installed “way” of doing things.
• Market discontinuity (Network Connectivity and Digital Broadband Services)
– Wireless Deployment to the home is now possible
– Carrier grade VoIP from the Wireless Network is now possible
“Slow as Possible” Strategy is Risky if mistimed
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Commercial in Confidence16
Traditional Wireline – An example – Atlantis TelcoTraditional Wireline – An example – Atlantis Telco
• Served the Island Nation for the past 50 years (monopoly business model)
• Local, Tandem, Gateway TDM Circuit switches
• Data Networking Overlay with a fiber ring
• Mobile network for past 10 years
• Dial Up Internet for past 8 years
• DSL offered two years ago – Penetrations at 10% of market
• Marketing and Engineering has concentrated on Mobile side the business since this is where customer growth has come from in the past few years.
• Recently dropped DSL price by 30 %
• Residents of the island feel they are paying too much and want to use their broadband as they see fit including running Vonage, Skype and Net2Phone.
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Commercial in Confidence17
Traditional Wireline Competitive Threat Traditional Wireline Competitive Threat
• Government granted license to local “data” company
• New company promised:– High speed Internet for everyone
– Carrier Grade Voice Services
– Value Added Services available through monthly subscription
• The incumbent was wary but knew they owned the wire infrastructure
– Started pushing hard to increase DSLAM Installations to increase penetration.
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Commercial in Confidence18
The Wireless Broadband Service ProviderThe Wireless Broadband Service Provider
• Received permission to use spectrum
• Deployed Soft Switch Class 4 and Class 5 switching Servers
• Installed Towers, Base Stations and Wireless Back Haul
• Created a Marketing plan for CPE and Value added Services including VoIP
• Deployed Hot Spot and Mesh Networks at key locations
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Commercial in Confidence19
New Company Deployment - Freedom in WavesNew Company Deployment - Freedom in Waves
IPNetwork
PSTN
Mobile
Base Station
Soft SwitchNetwork
Management
Subscriber Terminal
Subscriber Terminal
SS7 ISUP
Soft Switch
Hotspot
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Commercial in Confidence20
Indoor Deployment Desktop(Integral Antenna)
Indoor Deployment(Window Antenna)
EasyST withWiFi “Base”
11
22
33
Subscriber self install --- no truck rolls!Subscriber self install --- no truck rolls!
Airspan AS MAX CPE
The EasyST
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Commercial in Confidence21
Wireless Broadband Access Business Case Metrics Wireless Broadband Access Business Case Metrics
• Costs– Infrastructure
• SoftSwitch
• BSR
– CPE
• Media Gateway
– Software Licenses
– Support
– Training
– Installation
• Revenue– One time set up fees
• CPE Lease or Own
• VoIP
– Monthly subscription fee
• VoIP
• Content Filtering
• Secure e-mail
• Anti-virus/Anti-SPAM
• E-Learning
• Home/Office Video Surveillance
– Hot Spot Subscription & Pay Per use.
– Hot Zones with Mesh and WiMAX72 % less cost than Traditional TDM Network
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Commercial in Confidence22
An incumbent’s “Pre-Emptive Strike!”An incumbent’s “Pre-Emptive Strike!”
• C&W Cayman has launched “NetSpeak”
• VoIP is here as a local incumbent broadband service provider offering
• Wireless broadband deployment accelerates time to market – DSLAM’s Versus Base Stations…
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Commercial in Confidence23
It is not a question of Broadband or VoIPIt is not a question of Broadband or VoIP
It is a question of who will deliver it first to the greatest segment of the
market!
It is a question of who will provide the most compelling bundles!
Owning the wire to the home is no longer an asset… it may even be a liability
Airspan Believes both incumbents and new competitors must deploy BWA to remain competitive.
QoS and Speed to market is key.
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Thank You!Thank You!
Connecting The World