Funny watching all of this go back and forth- I think since it started
we have installed another 10-12 VL's for our customers. I really don't
know how you guys find the time to keep up with this.

You all can argue the merits of the technical abilities of the different
products but what really make the count for us is REVENUE- Revenue pays
the bills and keeps the whole ship afloat. Now when I say revenue I
don't mean enough for me to take a check and go to the grocery. I mean
enough revenue to hire the proper staff, (so I don't have to work 80
hours per week), revenue to rent a real office, revenue to pay full
benefits like health care and 401K, revenue to pay for training, revenue
to purchase network management so we can keep an eye on the network,
revenue so we can take a few days off and attend industry trade shows
and seminars, etc etc.

So if you set aside your technical dream solution hat (I am an engineer
by training too) and instead put on your revenue hat you will see things
with a different light.

A solution is not revenue focused if it does not scale your customer
base beyond the grocery store check. Scale means the products allow you
to install LOTS of customer without each one being a science project.
Scale means you have a VERY LOW failure rate. Scale means the solution
fits a majority of your desired customers. Scale means you have all of
the tools needed to prevent your customers from abusing you or your
other customers. Scale means you can hand the product to a contractor
and it will get installed without a major effort. Scaling means..etc

A solution that scales also comes with REAL support. A real account
manager and a real SE- not to mention marketing. Can you really expect
your network to keep up with/grow to your needs if your sole source of
product information and future direction is a WEB site? When was the
last time a Trango EMPLOYEE asked for your feedback?

We have installed well over 1000 VL's and close to 1900 total customers,
almost all using Alvarion products. We started with Wifi, Trango, MOTO
etc but in the end the Alavarion product line was the most focused on
revenue and the only solution that allowed us to scale. Today our
customers are VERY happy and our network performs excellently. We have a
very LOW turnover (almost none) and our monthly AR is also very low. I
learned long time ago that happy customers pay their bills and unhappy
ones, well you know what happens.

So in summary the VL's and (Alvarion products) may not have every
version of every possible bell and whistle but if you decide to really
make a big play (scale) you can't go wrong with Alvarion and their team.

BTW-I have the revenue to prove it!

Marty Dougherty
Roadstar Internet Inc

-----Original Message-----
Behalf Of Patrick Leary
Sent: Tuesday, December 26, 2006 6:31 PM
To: WISPA General List
Subject: [WISPA] Jon, okay, I'm no engineer. But what about the

Sigh. Jon, I'm really not sure why you beat that drum when examples
exist all around that show it is not true. In fact, no tier 1 or 2
operator that deploys in the 5GHz unlicensed bands (i.e. operators that
tend to do lengthy trials, comparisons) that I know of has fallen for
that argument either, at least not for long. Many WISPs also know
better. It is only a few Canopy-based WISPs who continue to believe that
GPS is required in the UL bands. Could it be because they have to use it
to get Canopy to scale so they can't imagine how other systems could
scale well without it? 

As for the non-engineer part, it seems Jon that you'd benefit from some
wider non-technical thinking. What about the business? Here are some
BUSINESS-minded things to think about:

- What about an operator that does not want to be stranded by being
limited in their service offering, such as one that would like to do
scaled VoIP? BreezeACCESS VL can scale VoIP very well where other
systems struggle with only minimal users. Canopy Advantage's VoIP
scaling abilities are there for all to see in Motorola's own white paper
-- 26-28 simultaneous calls per AP only, and that's with a 50%
uplink/downlink configuration. VL can do 10x that and that all equates
to revenue potential. 
- What about the LOS-limited coverage of Canopy that might require 2 or
more times the towers to get the same coverage as one cell of VL? Even
cell for cell, CAPEX is now similar between brands, but VL produces
about 2x the geographic coverage. Canopy requires more cells (i.e.
higher OPEX due to more cell leases and more sectors to maintain) and
needs more premium sites.
- And that's not counting the customer accessibility -- even within the
exact same geography, VL can "see" many more of the potential customers
than can Canopy.
- And what about cell capacity? Using the same channel sizes, Canopy
needs 2x the sectors to get still 15% less than VL?
- And what about subscriber capacity? Anyone in the cell that wants more
than 14mbps is totally out of the revenue picture and business model --
even with a Canopy ptp. BreezeACCESS VL pmp can connect 15mbps, 20mbps,
25mbps and even higher speed demanding customers.
- And for sure now even the cost equation is now equal or better for VL
than Canopy both per cell and per CPE since the advent of the
AlvarionCOMNET program for WISPs.

If you analyze completely today, you may find that Canopy's GPS ability
is the only thing left that can even be spun as being an advantage over
BreezeACCESS VL since we have come out with v.4.0 and the AlvarionCOMNET
program. And when you realize that Canopy needs 2x sectors PER cell (to
get the same capacity) and about 2x cells PER geography (to achieve the
same coverage) -- it becomes pretty clear why Canopy must have GPS.

Patrick Leary
AVP WISP Markets
Alvarion, Inc.
o: 650.314.2628
c: 760.580.0080
Vonage: 650.641.1243

-----Original Message-----
Behalf Of Jon Langeler
Sent: Wednesday, December 27, 2006 1:06 AM
To: WISPA General List
Subject: Re: [WISPA] Alvarion Comnet Radios have arrived

Marlon, if that's the type of product your looking for, I'll save you 
the hassle of looking (and you can come back to this post in 5-10 years 
to make your conclusions on my recommendation) because your best best is

to go with canopy or wait until a 5GHz 802.16e solution comes out(not 
likely soon). If Alvarion would get an actual ENGINEER to debate about 
their RF technology compared to others on-list, that would be the day

Jon Langeler
Michwave Tech.

Marlon K. Schafer (509) 982-2181 wrote:

> Got it.  Thanks.
> I guess my "beef" comes from being a wifi based wisp.  I find it too 
> difficult to reject interference with a csma based product.  Anything 
> with a "wait for clear air, then transmit" MAC is GREAT for 
> collocation.  But sucks when there are products around that don't 
> follow that mechanism.  That's (my personal belief) why Canopy went 
> with it's GPS sync.  It doesn't care who's already out there, when 
> it's time to transmit it does.  Trango does that to, just without 
> sync'ing the AP's.
> My REAL world experience so far is that csmak (or csma/ca, or whatever

> collision avoidance scheme you want to use) is GREAT where there 
> aren't many other systems within ear shot of the radios.  However, 
> when there are other devices in the area, especially those that don't 
> have a collision avoidance mechanism, the csma radio will pay a heavy 
> price in performance.
> Having used both csma and polling products, I'm not putting in any 
> wifi type products at 5 gig.  All of our next gen products will be 
> polling as long as we can keep things that way.
> These days, I'm learning to sacrifice raw performance for reliability 
> and uptime.  There's a balance, sure, but getting that last 10 to 20% 
> out of a product is less important to me than having a product that 
> can survive some of the games that my less scrupulous competitors
> However, with EITHER technology choice, it's critical to design a 
> network that can, and does, physically (antenna choice and ap 
> locations) isolates your system as well as you possibly can.  That 
> seems to be the type of trick that just can't be taught.  Your network

> designer either gets it or he doesn't.  Heck, I've even done 
> consulting gigs where I looked a guy right in the eye and gave them 
> several choices for site locations.  Only to have them pick something 
> completely different, and sometimes unworkable.
> 80 to 90%  of people's problems with wireless are self inflicted.  
> Either outright or in a lack of forethought manner.
> Here's an idea for you Patrick.  Make this product work both ways.  
> Give it the option to be either csma or some fancy new version of 
> token ring.  Then we could optimize performance for any environment 
> that we find ourselves in.
> Oh yeah, I remember the big hubbub about GPS in the BreezeACCESS II 
> line. Why was it important for collocation then but not now?
> Hope you guys all had a great Christmas!
> Marlon
> (509) 982-2181                                   Equipment sales
> (408) 907-6910 (Vonage)                    Consulting services
> 42846865 (icq)                                    And I run my own
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