Wireless product plan2007(ken)-show


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Wireless Product

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  • ADCs reside in the data center, generally in front of front-line Web servers. They are deployed asymmetrically (that is, only at the data center end) and are designed to improve the performance of Web- or IP-based applications. ADCs enhance the performance of Web-based and related applications for end users by providing a suite of services at the network and application layers.
  • Wireless product plan2007(ken)-show

    1. 1. Product Plan 2007 Ken Wong
    2. 2. Wireless LAN
    3. 3. Market Overview <ul><li>2 user group </li></ul><ul><li>Thick AP - Functional </li></ul><ul><li>Characteristics: Connectivity, price is everything </li></ul><ul><li>Price war </li></ul><ul><li>How to play the game? – Proxim, 3com, Linksys </li></ul><ul><li>Thin AP - Advanced </li></ul><ul><li>Characteristics: Management, Security, Performance </li></ul><ul><li>Feature is important </li></ul><ul><li>How to play the game? </li></ul><ul><li>– Aruba pricing support </li></ul><ul><li>- Cisco close partnership (Cisco base) </li></ul>
    4. 4. Market Trend Access only Management/ Security/QoS Thick AP Thin AP (WLAN Controller) 30+ AP Project size: $300K+ 1-30AP Project size: HK$100K
    5. 5. Vendor Market Share 2006 Total market size HKD 42M
    6. 6. 2006 WLAN Magic Quadrant Cisco, Aruba are the Only 2 Players Clearly in the Leader Quadrant Challengers Leaders Completeness of Vision Niche Players Visionaries Ability to Execute *As of September 2006 2006 Alcatel Bluesocket Extricom Siemens Enterasys Networks 3Com Xirrus Foundry Networks Hewlett-Packard Procurve Colubris Networks Extreme Networks Symbol Technologies Trapeze Networks Meru Networks Nortel Networks Aruba Wireless Technologies
    7. 7. SI Market Share PCCW is the market leader 34% market share
    8. 8. Strength & Weakness of PCCW <ul><li>Aruba </li></ul><ul><li>Cisco </li></ul><ul><li>H3C (K-12) </li></ul><ul><li>H3C (K-12) </li></ul><ul><li>Aruba </li></ul><ul><li>Linksys/ H3C (Gov’t and K-12) </li></ul>Focus Product <ul><li>PCCW image as a telecom company (not IT solution provider) </li></ul><ul><li>Expertise & references in networking project is limited </li></ul><ul><li>Connectivity only – technology lag behind </li></ul>Weakness <ul><li>Strong references, esp tertiary education sector </li></ul><ul><li>Comprehensive solution - leverage with network services and hotspot </li></ul><ul><li>High penetration in Government sector with her strong software development and IT outsourcing background </li></ul><ul><li>High penetration in Government sector </li></ul><ul><li>Voice/PABX customer base for Voice-over-WIFI </li></ul>Strength PCCW ASL JOS
    9. 9. Access only Wireless IPS / Security/QoS Thick AP Product Strategy Vendors Products/Solutions Thick AP Thin AP (WLAN Controller)
    10. 10. Product Positioning Access only WLAN switching (1-30 Access Points) Masss Deployment (>30 Access Points) Cisco bulk base Single WLAN project K12 Hotel Deployment scale Solution domain Government Large Enterprise SME Universities
    11. 11. Sales Marketing Program Q3 Q4 Q2 Q1 <ul><li>K12 </li></ul><ul><li>3com K12 Price book </li></ul><ul><li>Special discount price for K12 sector </li></ul><ul><li>CS1 </li></ul><ul><li>Sales Push </li></ul><ul><li>Joint call for Nominated account </li></ul><ul><li>Global account mapping </li></ul><ul><li>Regular show case </li></ul><ul><li>SME </li></ul><ul><li>SME program – Linksys promotional offer </li></ul>
    12. 12. Areas for Improvement <ul><li>Vendor partnership </li></ul><ul><li>- Close partnership and engagement with Cisco as it is the still the market leader in networking solution </li></ul><ul><li>Quick turnaround time </li></ul><ul><li>- Conduct professional site survey with 1-week service lead time </li></ul><ul><li>- Standardize protection case quoting </li></ul><ul><li>- Limited resources of site survey equipment </li></ul><ul><li>Technical competence </li></ul><ul><li>- Engineers are not familiar with Cisco WLAN </li></ul>
    13. 13. Infrastructure Optimization
    14. 14. Market Drivers <ul><li>Optimize overall application performance </li></ul><ul><li>Ineffective use of WAN resources </li></ul><ul><li>Latency in protocol and application </li></ul><ul><li>Bandwidth issues </li></ul>“ A Layer 4-to-7 approach to manage customer needs”
    15. 15. Market Trend <ul><li>The industry defines 2 areas </li></ul><ul><li>Application Delivery Controller </li></ul><ul><li>WAN Optimization Controller </li></ul><ul><li>ADC </li></ul><ul><ul><li>Optimized OS </li></ul></ul><ul><ul><li>Offload ASICs </li></ul></ul><ul><ul><li>Server load balancing </li></ul></ul><ul><ul><li>Connection management </li></ul></ul><ul><ul><li>SSL termination </li></ul></ul><ul><ul><li>URL rewrite </li></ul></ul><ul><ul><li>Compression </li></ul></ul><ul><ul><li>Object caching </li></ul></ul><ul><ul><li>Transaction assurance </li></ul></ul><ul><ul><li>Application security </li></ul></ul><ul><li>WOC </li></ul><ul><ul><li>Optimized OS </li></ul></ul><ul><ul><li>Traffic shaping/QOS </li></ul></ul><ul><ul><li>Compression/sequence caching </li></ul></ul><ul><ul><li>Network protocol manipulation </li></ul></ul><ul><ul><li>Application-specific optimization </li></ul></ul>
    16. 16. ADC WW Market Share Delivery Controller Market Share SOURCE: Gartner *Application Delivery Controller Segment Includes: Server Load Balancing/Layers 4-7 Switching and Advanced (Integrated) Platforms Cisco 30.1% F5 NETWORKS 33.5% Foundry 5% Other 14% Radware 5% Citrix 7.4% Nortel 5%
    17. 17. Gartner ratings on ADC vendors Source: Gartner Cisco Systems Citrix Systems (NetScaler) Radware Juniper Networks (Redline) Akamai Technologies Netli Stampede Technologies Zeus Technology NetContinuum Foundry Networks Coyote Point Systems Array Networks Nortel Networks F5 Networks Challengers Leaders Niche Players Visionaries Ability to Execute Completeness of Vision
    18. 18. PCCW focus in ADC market <ul><li>F5 </li></ul><ul><ul><li>Top revenue amongst F5 Gold Partners </li></ul></ul><ul><ul><li>Revenue of HK$6.24M (internal + resell) </li></ul></ul><ul><ul><li>20% market share in HK </li></ul></ul><ul><li>Nortel Alteon (project based) </li></ul><ul><li>- repeated purchase </li></ul><ul><li>Allot (project based) </li></ul><ul><ul><li>Typical deal 500k – 1M </li></ul></ul>
    19. 19. PCCW optional in WOC market <ul><li>WAN Optimization - conflict with Telco core business where bandwidth sales will be minimized </li></ul><ul><li>Early adoption phase – depend on customer’s intelligence </li></ul><ul><li>Project base </li></ul><ul><li>- Packeteer </li></ul><ul><li>- Riverbed </li></ul>
    20. 20. Non-Cisco networking
    21. 21. Product Portfolio <ul><li>H3C </li></ul><ul><ul><li>Cisco is just too expensive! </li></ul></ul><ul><ul><li>Lower price same performance </li></ul></ul><ul><li>Extreme </li></ul><ul><ul><li>Global reason to deploy </li></ul></ul><ul><li>- e.g. Wynn, Four seasons hotel </li></ul><ul><li>Huawei (non-standard) </li></ul><ul><li>- Project base (e.g. HKBU) </li></ul><ul><li>- Limited support on Enterprise sector </li></ul>
    22. 22. Thank You