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2012 Kick Off
Alvarion 2012 - GTM
Gadi Bahat - January 2012
Proprietary Informatiom.
What do you think about
Alvarion?
Proprietary Informatiom.
Proprietary Informatiom.
Is this really us ?
Proprietary Informatiom.
Is this really us ?
Do we keep seeing the empty half ?
Proprietary Informatiom.
Bump, Bump, Bump …Is it really the only way ?
Here is Edward Bear, coming downstairs now,
bump, bump, bump,on the back of his head, behind Christopher Robin.
It is, as far as he knows, the only way of coming downstairs,
but sometimes he feels that there really is another way, if only he could stop bumping for a moment and think of it.
“
“
Proprietary Informatiom.
There is another way
• We need a team that believe we can change our faith by working together
• We need you !
Proprietary Informatiom.
2011 update
Alvarion 2012
What’s new ?
Alvarion GTM strategy
Alvarion & Wavion
Proprietary Informatiom.
2011 Good Vs Challenging
MIXED FEELINGS
WinningsVMC, First Media, NGI, Free mobile, WavemaxFreshtel, Cilux, 4G,Canary Islands
Successful TD-LTE trial in Barrett
First successful migrations
Strategic move :Merger with Wavion
Did not meet 2011 revenue targets
Many good people left
Some of our channels introduce our competition
Did not meet 2011 product launch plan
Proprietary Informatiom.
Results and Highlights
Proprietary Informatiom.
2011 update
Alvarion 2012
What’s new ?
Alvarion GTM strategy
Alvarion & Wavion
Proprietary Informatiom.
We used to be in a “Formula 1” race
Proprietary Informatiom.
We had our top gear…
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A tight race …
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And winners!!
Proprietary Informatiom.
From “ Formula 1” to “Paris – Dakar”
From “Formula 1” to
Proprietary Informatiom.
Use to Run from Paris to Dakar (Senegal) for 16 daysToday moved to Argentina and Chile
Most dangerous race in the world – only40% of participants cross the finish line
Tough environment
Requires extreme endurance and navigational skills
Not a place for princesses
Some facts about the Dakar Rally
Proprietary Informatiom.
The different type of winners
• Money, Money, Money• Specialized cars, big engine, high speed • Quick and clean race
• Experience • Field proven machines • Determination and don’t give up approach • Willingness to dig in the dirt
DakarFormula1
Great team with
good drivers
Great driver with
supporting team
Proprietary Informatiom.
How to win a “Dakar” race ?
• Collection of many small winnings
• No short cuts
• Fight for every small deal
• The team winning is more important than the individual winning
• Have passion
Proprietary Informatiom.
Life is very different
We need to understand it’s a long road
For the next 12 months we are going to sweat
Proprietary Informatiom.
2012 – How do we start ?
• Tough business environment
• Many internal issues
• We are fighting hard to meet our targets
Proprietary Informatiom.
Do you hear the engine?
Proprietary Informatiom.
2011 update
Alvarion 2012
What’s new ?
Alvarion GTM strategy
Alvarion & Wavion
Proprietary Informatiom.
But – take a look at the bright side..
• It’s the year of “new products”
• Optimized organization
• Focus on the Vertical & Channel machine
• Harvest the BWA installed base
• Wi-Fi boost to our business
Proprietary Informatiom.
The year of “New Products” Alvarion 2012 is blooming
Compact family
Ultra P2P
Ultra P2Mp
Extreme Ver 2.0
New 4000 and 6000 CPE’s
New WiFi Offering
TD-LTE demo on Compact
Proprietary Informatiom.
Optimized organization
Functional, flat, outbound oriented
Efficiency, supporting the field, quick response
Unified strong regions :• APAC • EMEA • Americas
Channel group within the sales
Unified delivery group
HQ supporting units
Proprietary Informatiom.
Harvest the BWA installed base
Introduction of the Compact family
TD-LTE Demo – on Compact
CPE 4000 & CPE 6000
Migrations
Introduction of Wi-Fi off load solutions
Proprietary Informatiom.
Focus on Verticals and Channels
MKT & Product focus in specific verticals
Integration of sales and Channel group
Enhance Channel positions in regions
Higher focus on system
Integrators/resellers
BD focus on global channels
Proprietary Informatiom.
Wi-Fi boost for our Business
Integration of Wavion team & market
Boosting market
New offering for our customers & channels
New opportunities
Complementary solutions
Proprietary Informatiom.
Our secret weapon
Alvarion team
Alvarion team
Alvarion team
Alvarion team
Alvarion team
Proprietary Informatiom.
Yes we can !
Proprietary Informatiom.
2011 update
Alvarion 2012
What’s new ?
Alvarion GTM strategy
Alvarion & Wavion
Proprietary Informatiom.
BWABWA
Mobile CarriersMobile
Carriers
In Direct VerticalsIn Direct Verticals
Our GTM strategy - The three pillars of our 2012 business
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2012 GTM Strategy
2012 Focus:
• Maintain• Yearly booking 84M• Migration potentials• Launch Compact
Family & CPE 6000• TD-LTE roadmap• Focus : Africa,
LATAM, APAC
• Growth• Yearly booking 84.5M• New Ultra family• Vertical focus• Global partners• Improved channel
management• Wavion synergy • Focus : LATAM, Europe,
NA
• Penetrate • 3-5 new carriers• Recruit partners • Identify processes • Dedicated teams
BWA Verticals Mobile carriers
Proprietary Informatiom.Proprietary Informatiom.
2012 GTM Strategy II
2012 Focus:
• Flat organization :• APAC, EMEA,
Americas• Delivery group• GTM BD • Integration of
Alvarion and Wavion sales team
• Yearly Revenues – 195M• 168.5 BWA & Verticals• 26.5 – Wi-Fi Outdoor• GM= 45%• Not loosing direct
customers• Engage to 50 SI• Insert Wi-Fi portfolio into
more channels
• Global players• SI focus• PtP market• Migrations• Compact & CPE 6000• Wi-Fi outdoor• Market share from
competition
Organization Business Targets
Growth engines
Proprietary Informatiom.
2012 tools
•New products
•Building a dedicated and professional
Indirect / Channel sales force to grow Alvarion’s
Indirect sales
• Automation tools :
•SalesForce.com,
•Configurator
•PRM
• Vertical aids : Commercial packages, MKT aids, Specific product features, engage Vertical partners
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2012 tools - II
•Integration of the sales teams :
•Full integration – APAC, Europe
•Partial integration : Africa, Americas
•Channel integration
• Delivery group - Unite Services and HQ functions – one delivery group including PM’s
End to End accountability
• Simplified and functional WBD - Functional
structure, faster response, focused MKT group
Proprietary Informatiom.
How much we rely on big Deals?
Percentage of yearly booking coming from customers ordered 1M-3M or more than 3M a year.
Proprietary Informatiom.
2012 Forecast by market segment
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2012 targets
APAC 28M Europe 55M Africa 43MNA 30M
1. Maintain leadership in BWA market
2. Focus : Nigeria, SA, Kenia, Angola, Kongo, Orange, Cameroon
3. Develop key channels
4. Recruit new channels
1. Maintain Key accounts : NGI, Linkem, WaviMax, Elro, Freshtel, MTS
2. Reengage channels in : Spain, France and Italy
3. Focus : UK, Poland, CIS,
4. Engage to SI
5. Introduce Wi-Fi portfolio
1. Develop big accounts : TMx, Telefonica
2. Focus on Mexico, Brazil , Columbia and Peru
3. Introduce Wi-Fi portfolio to the regions
4. Engage top SI
5. Ramp up migration projects
1. Full integration with Wavion
2. Focus : China, Indonesia, India, Australia, Japan, Philippines
3. Develop partners and Channel business
4. Increase BWA presence : First Media, VMC, LB,
1. Building the sales team
2. Grow Barrett and MSBB
3. Recruit additional Platinum partners
4. Develop the Muni Vertical
5. Improve Service and training
AMERICAS APAC EMEA
LATAM 43M
Proprietary Informatiom.
2011 update
Alvarion 2012
What’s new ?
Alvarion GTM strategy
Alvarion & Wavion
Proprietary Informatiom.
Alvarion + Wavion = Synergy
Need to work on the graphics
We want to leverage the synergy and upside our targets in 10-15%
We want to leverage the synergy and raise our targets by 10-15%
Proprietary Informatiom.
Alvarion Sales Synergies in Process
Starting point: Separate sales groups
• Full integration in APAC ,West Europe – All ready in place • West Europe
– Strongest area of performance for Alvarion weakest for Wavion – Sales to be led by Yaron and Yossi in W. Europe
• Asia – Strongest area of performance for Wavion, weakest for Alvarion – One Sales organization in 2012 led by Zeev
• Partial integration in East Europe , NA, LATAM and Africa
Sales engagement plan
Ending Point:
• Full integration to one group by the end of 2012
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Alvarion / Wavion sales engagement plan
• Both groups to push all product lines – we want to benefit from the synergy :
1. Clear engagement rules - Clear leader per opportunity
2. Supporting cross commission plan – win / win incentive
3. Managed introduction process for Channels and distribution
4. Intensive raining for both groups
5. Working mutual accounts: • Kenya (Safaricom), • Spain (Telefonica), Srilanka (LB), • Large opportunities in Brazil
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How we work Alvarion and Wavion
• We are all partners with common goals
• The business is more important
than the organization
• Both cultures are important –
Don’t try to teach “our way”
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Let’s start working – the integration will be natural
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We need to learn how to sing together
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Our Culture
We fight for every deal
Better to do and make mistakes than not to do
Who is with us on the bus is more important than where the bus goes
We will do it together !
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Team work – Together we can do it
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Alvarion style TEAM WORK
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Think Alvarion
Thank You!