Good question Matt. The way this is addressed with our major customers
is with radio network planning. One of the services we do that each
major customer has used is to perform a major coverage analysis using
the most current clutter data and a software package called Hexagon. The
analysis is done in complete conjunction with development of the
business plan, since there are many variables to measure from what
services to what scale to what range to what percentage planned for
self-install versus outdoor CPE, not to mention the basics such as cell
height, etc. We are able to provide these guys with a document that is
both a technical instruction and a sales and marketing doc. The
deliverable tells an operator with better than 98% certainty (and this
has been proven out in EVERY case) EXACTLY which addresses can be served
at what data rates with what CPE. It is far more than just a coverage
plan.

This plan is something that is the bible of the operator, since they
should never install a client outside the boundaries of this doc.

So pretty much all the variables are accounted for and there is no guess
work. All this contributes to extremely high satisfaction rates so far
and virtually no support calls (a data point that DBC measures carefully
and is able to benchmark it against years in previous CLEC business).
There is a public presentation somewhere that I will link to if I can
find it that reveals some of the interesting data gathered so far. One
of the most interesting for us is that our 802.16e WiMAX operators we
have in North America (at least those we know that have shared this data
with us) has at least doubled take rates. One beat it by 10x.
 
Patrick

-----Original Message-----
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Matt Liotta
Sent: Tuesday, April 22, 2008 6:42 AM
To: WISPA General List
Subject: Re: [WISPA] Future

For all the props Patrick is giving them for a self-install CPE it  
would seem that the link budget isn't there for the service you  
ordered. Most likely a professionally installed outdoor CPE would work  
for you, but that isn't the point. How can you build a business model  
around selling a service with self-install variables? I would think  
you need to sell a best effort service such that the customer doesn't  
have incorrect expectations. For customers who want guaranteed  
performance a professional install seems appropriate.

-Matt

On Apr 22, 2008, at 9:34 AM, Travis Johnson wrote:
> My point was they are selling a "3mbps connection" that doesn't  
> deliver... just like the cable companies and telcos... they are no  
> different. Fluff it all up and do whatever it takes to "fool" the  
> customer so they will sign up. I don't like it and I think it's  
> dishonest. I don't like people that do business like that.
>
> Travis
> Microserv
>
> Patrick Leary wrote:
>>
>> One point you need to remember Travis is that that "barely 1 mbps"  
>> you
>> are getting is with a self-install CPE that was either mailed to  
>> you or
>> you picked in a retail shop, correct? If so, you likely had it up and
>> running in under 5 minutes and they did not have to roll a truck.
>> Chances are, you can also take that CPE anywhere with you around town
>> and it will connect. You can also pop out the SIM card and pop in  
>> into
>> any other Alvarion self-install CPE in town and your specific  
>> services
>> will pop right up.
>>
>> That 1 mbps you are getting through your wall is certainly better  
>> than
>> any neighboring fixed outdoor 900 MHz Canopy connection in both  
>> average
>> up and down steam that I have seen and it uses a smaller channel AND
>> goes through your wall AND required no truck roll (unless you are  
>> one of
>> those that have an outdoor CPE).
>>
>> Patrick Leary
>> AVP, Market Development
>> Alvarion, Inc.
>> o: 650.314.2628
>> c: 760.580.0080
>> [EMAIL PROTECTED]
>>
>> -----Original Message-----
>> From: [EMAIL PROTECTED] [mailto:wireless- 
>> [EMAIL PROTECTED] On
>> Behalf Of Travis Johnson
>> Sent: Monday, April 21, 2008 8:55 AM
>> To: WISPA General List
>> Subject: Re: [WISPA] Future
>>
>> Regardless... my point is they have invested $40M and I am offering
>> higher speeds, for less money, with less cost per CPE and AP... and I
>> have 10x the coverage they do in my market.
>>
>> The GM even mentioned "and if Sprint or Clearwire were to come to  
>> town
>> with a check, we would definitely look at it"... which means, once
>> again, they are not in it for the long haul... and their customer
>> service, and quality of service, will show that the longer they are  
>> in
>> business. They are looking for the "buyout" to take their money (and
>> profit) and run.
>>
>> Travis
>> Microserv
>>
>> Patrick Leary wrote:
>>
>>> Actually, most of that $40M would have been for spectrum  
>>> acquisition,
>>> which in the accounting world is marked as an asset. They also
>>> constructed a major NOC center. The wireless hardware is a small
>>> minority of the spending.
>>>
>>>
>>>
>>> Patrick
>>>
>>> ________________________________
>>>
>>> From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED]
>>>
>> On
>>
>>> Behalf Of Travis Johnson
>>> Sent: Monday, April 21, 2008 6:36 AM
>>> To: WISPA General List
>>> Subject: Re: [WISPA] Future
>>>
>>>
>>>
>>> Hi,
>>>
>>> A new player just came to my area... BridgeMaxx (a Digital Bridge
>>> company). They are using Alvarion WiMax equipment. We have a test
>>>
>> radio
>>
>>> that we play with. We have their "up to 3meg premium service" and we
>>> barely get 1meg (any time we have tested over the last 3 months).
>>>
>>> Here's the real kicker... they will have spent $40 million dollars  
>>> to
>>> roll out 15 cities (this is direct from their GM to me). She was
>>>
>> pretty
>>
>>> proud of herself with that statement. So that's $2.6 million per
>>>
>> city...
>>
>>> and I'm talking some cities with 15,000 population (their biggest  
>>> had
>>> 120,000).
>>>
>>> Travis
>>> Microserv
>>>
>>> Chuck McCown - 2 wrote:
>>>
>>> WiMAX was dead, is dead and will remain dead.  OK, not factually  
>>> true
>>> but
>>> emotionally true.  The cell companies will use  WiMax frequencies  
>>> and
>>> technologies but they will be a premium service and not well  
>>> suited to
>>>
>>
>>> compete with us for point to multi point fixed wireless.  It will
>>>
>> never
>>
>>> live
>>> up to the hype.
>>>
>>> All the cell data technologies will remain premium for folks on the
>>>
>> go.
>>
>>> Cell does not want to squander the bandwidth to go after the value
>>> driven
>>> customer that love us so much.  Cell is and will not be value leader
>>>
>> for
>>
>>> fixed wireless. technologies.
>>>
>>> 700 MHz is just not going to be used for anything other than more  
>>> cell
>>>
>>
>>> spectrum.  The bands are narrow.  Good for phone and limited amounts
>>>
>> of
>>
>>> data.  Great propagation. Problem with 700 MHz is that the size of  
>>> the
>>>
>>
>>> antenna will be problematic for really small cell phones.  Less gain
>>> than
>>> the current 900 and 1800 antennas for the same physical sizes.  Also
>>> there
>>> will be a few years of implementation due to moving some existing TV
>>> stations.  And some of them are not moving for some reason.  I don't
>>> know if
>>> they get a special dispensation or what.
>>>
>>> All ILECs will continue to build out with fiber to the home.  That
>>>
>> will
>>
>>> erode market share for WISPs in some areas.  This is a slow and
>>>
>> capital
>>
>>> intensive process so no reason to get jumpy on that.  Plus many  
>>> folks
>>> prefer
>>> to deal with us vs a large public traded company.  Superior customer
>>> service
>>> and support will always retain the customer.
>>>
>>> The cable companies will continue to shoot themselves in the foot  
>>> and
>>> drop
>>> the balls.  They are sooo freaked out by the erosion of customer  
>>> base
>>> from
>>> DirecTV that they are not managing the IP side of the house as  
>>> well as
>>> they
>>> could.  They will continue to get in a tighter and tighter cash
>>> situation
>>> from satellite TV pressing from one side and the ILEC FTTH (and us)
>>>
>> from
>>
>>> the
>>> other.
>>>
>>> In the meantime, we add VOIP, computer repair, data backup, web
>>> development,
>>> OTA HDTV install and maint, etc as cross sell and up sell
>>>
>> opportunities.
>>
>>> All of us can offer triple play if we team up with DirecTV or OTA
>>>
>> HDTV.
>>
>>> OTA
>>> HDTV is a wonderful opportunity for the next 18 months for the value
>>> conscious customer.  Stock UHF TV antennas and converter boxes and
>>>
>> help
>>
>>> folks get their analog TVs converted over.  Less work than a WISP
>>> install
>>> and you will lock in the customer even more with superior customer
>>> service.
>>> You can rent them the gear for $5/month and make it a low cost
>>>
>> package.
>>
>>>
>>> In 5 years hopefully your investment will be a cash cow and you will
>>> ride
>>> this horse until it dies.  Perhaps other technologies will come  
>>> along
>>> for us
>>> to deploy but I see our segment strong for the next 5 years.  In 10
>>> years,
>>> if we have not diversified, we will probably be hurting.
>>>
>>> Oh, and satellite ISP will never do much.  Pesky physics.
>>>
>>> ----- Original Message -----
>>> From: "Mike Hammett" <[EMAIL PROTECTED]>
>>> <mailto:[EMAIL PROTECTED]>
>>> To: "WISPA List" <wireless@wispa.org> <mailto:wireless@wispa.org>
>>> Sent: Sunday, April 20, 2008 6:44 PM
>>> Subject: [WISPA] Future
>>>
>>>
>>>
>>>
>>>     What do you see as the future of our industry over the next 5
>>> years?
>>>     
>>>     AT&T is expanding U-Verse (will this be available outside of
>>> town?)
>>>     Verizon is expanding FiOS (will this be available outside of
>>> town?)
>>>     Cable will be using DOCSIS 3
>>>     3G will gain more steam
>>>     WiMAX will have larger and larger shares of the market
>>>     700 MHz will be in use possibly for data communications by the
>>> big guys
>>>     
>>>     
>>>     My banker asked me, so I figured I'd see what other's opinions
>>> are.
>>>     
>>>     My thought is that the big guys mentioned above will continue to
>>> avoid the
>>>     niche that we currently serve and we'll be able to provide
>>> better services
>>>     with more spectrum (5.4 GHz, additional 2.5 GHz, 3.6 GHz,
>>> possibly TV
>>>     white spaces) and WiMAX.
>>>     
>>>     
>>>     ----------
>>>     Mike Hammett
>>>     Intelligent Computing Solutions
>>>     http://www.ics-il.com
>>>     
>>>     
>>>     
>>>     
>>>
>>>
>>
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