Cambium Network's presentation for the Purdicom Open Day - Enterprise Networking Key Strategic Verticals for WiFi Success

1. Enterprise Grade Wi-Fi for
Key Strategic Verticals

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Now listed on Nasdaq under #CMBM
Cambium Networks, a Public company since June 26th 2019

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Defense
Structuring ourselves around key sectors
Enterprise
Networking
Industry
Strategic Verticals
➢ Guest Wi-Fi access
outside of Public Services
(local/regional/federal
governance)
• Hospitality
• MDU
• Healthcare
• Education
• Retail
• Transportation
Oil & Gas

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HOSPITALITY
Strategic Verticals
EDUCATION RETAIL

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HOSPITALITY / EDUCATION / RETAIL Wi-Fi, any similar?
HOSPITALITY EDUCATION RETAIL
Wi-Fi availability 95% 50% 30%
Seasonal market Yes for Hotels, Camp sites Through School year No
Ownership Mostly Private Public & Private Private
Deals size Local, Regional, International Local, Regional Local, Regional, International
Digitalization Strong in progress Willingness Malls and F&B chains
Mobile strategy Large ecosystem Still imited Strong focus
Budget allocation September for N+1 March / September September for N+1
Installation Season Spring / Winter Summer All year long
Internal IT resources Limited to none Limited to none Limited to none
Authentication processes Facebook, Twitter, Linkedin Office 365, Chromebook Instagram
Access points types (Wi-Fi router)
Corridor
High density
Wall plate
(outdoor)
Install ratios -65dBm RSSI / 35 dB SNR / 802.11.abg disabled / 30 clients per AP / 1 AP per life unit

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HOSPITALITY trends
Mobile first: Online bookings, check-in, concierge
Back office software for Building Management
(Housekeeping & Maintenance mostly)
International Roaming
BYOD/BYOC with In-Room TV Casting
Increased usage of video (58% of internet bandwidth)
Digital door locks
Smart rooms with automation and voice control

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EDUCATION trends
Education budgets and resources are not all the same
Private investment in Ed Tech companies is preparing
now with Digital spend nearly doubled by 2025
AR/VR top technologies for Advanced Learning
Gamification enables higher retention/engagement
Technology will improve Learning and Education
Learning Management System / Robotics and Code /
Smart Classrooms

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RETAIL trends

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Specific Programs to support Specific Markets
ConnectedPartner EDUCATION Program / ConnectedPartner HOSPITALITY Program
Cambium Partner
specialized VAR registration
Demo kit order, cnPilot
training and certification
Deal Registration for every
opportunity
Requirements Benefits
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3
1
2
3
Special Pricing on cnPilot
and cnMatrix products
Technical & Sales Support
Deal Protection

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Education Leaflet : the Program in details

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Marketing collaterals to support your Sales Leads
Branded brochures
Case Studies Video Case Studies
7 questions papers
Webinars
Video Presentation
PRINT VIDEO

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Specific Adds to support Specific Markets
HOSPITALITY EDUCATION RETAIL

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Our VARs are best at… serving BtoB within their geographies
Verticals Markets International Regional Local Group Independent Branded Not Branded Public Private
HOSPITALITY Hotels X X X X X
Resorts X X X X X X
Camp Grounds X X X X
Labor Camps X X X X X
MDU X X X X
Healthcare X X X X X
Sport/Music Arenas X X X X
Events X X X X X
Cruises
F&B X X X X X X X
(RETAIL) Shopping malls X
Chains X X X X
EDUCATION Elementary Schools X X X X X
Secondary Schools X X X X X
Colleges X X X X X
Universities X X X X

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Addressing Brands and Public sector is more costly
More competition
More energy spent
More people involved
More politics in play
≠
More volume opportunities
More recognition
More visibility
More attractiveness
However we have already some interesting successes in HOSPITALITY we could build on in EMEA:
✓ ACCOR HOTELS – Mercure / Ibis Budget
✓ B&B HOTELS
✓ DUSIT INTERNATIONAL – DusitD2 Hotel
✓ HERITAGE HOTELS
✓ IHG – Holiday Inn
✓ MINOR HOTEL GROUP (NH) – Elewana Collection
✓ PREFERRED HOTELS & RESORTS
✓ RADISSON GROUP - Radisson Hotel
✓ MELIA - Sol by Melia
✓ WINDHAM HOTELS – Ramada Plaza
✓ BUFFALO GRILL – Steak Houses
✓ BURGER KING
✓ COLD STONE – Ice Creams
✓ PIZZA HUT
✓ TIM HORTON - Restaurants

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Key EMEA References for HOSPITALITY
B&B HOTELS
European Budget Hotels Chain (France, Italy, Spain)
Wi-Fi for guests and staff in 15 Hotels in Italy
All hotels to be deployed within 6 months from July 2019
2x2 corridor access points and 8/24 ports access switches
466 x e410 68 x 8-ports Switch POE
4 x 24-ports Switch POE
Reseller is NEXIS/WI-FIHOTEL: http://www.nexis.it

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Key EMEA References for EDUCATION
CONSEIL DEPARTEMENTAL DE SEINE & MARNE
1 of the 6 County Councils of Paris area (50% of the territory)
Public tender
Wi-Fi for student and teachers in 139 Middle and High Schools
All schools to be deployed within 18 months from April 2019
4x4 indoor and outdoor High Density access points
3’000 x e600 500 x e700
Reseller is DC Communication: www.dc-communication.eu

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Key EMEA References for RETAIL / F&B
APPAREL GROUP
A global fashion and lifestyle retail conglomerate
Dubai, United Arab Emirates

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Join us on July 19th for our UK Channel Partners Event
We look forward to spending an amazing day as we will “reach for the sky” together at
The Royal International Air Tatoo, Gloucestershire UK.