Monetizing your Wi-Fi Networks with cnmaestro. Rad Sethuraman Vice President, Product Management

Transcription

1 Monetizing your Wi-Fi Networks with cnmaestro Rad Sethuraman Vice President, Product Management

2 Future is bright for Enterprise-Grade Wi-Fi Enterprise Wi-Fi market is robust: 6.5B in 2018, CAGR of ~10% EMEA: 29% of total TAM Explosion in number of client devices, IoT, and video traffic making high Density Wi-Fi deployments common place Explosive growth in Cloud Managed Wi-Fi (47% CAGR) ax will be a key driver in 2019 & beyond Wi-Fi is mission critical for enterprises of all sizes small sized businesses upgrading to enterprise class Wi-Fi Fueling strong growth in lower-end of the enterprise market Simplicity, ease of management & TCO trump feeds & speeds Driving demand for Managed Wi-Fi (MSP) National Broadband initiatives driving growth in public Wi-Fi deployments WW Enterprise WLAN Market Forecast $ 8.5 B $ 7.9 B $ 7.1 B $ 6.5 B CAGR : 9.7 % Copyright 2014 Cambium Networks, Ltd. All rights reserved. 2

3 Wi-Fi Market Opportunity $ 7000 M CLOUD MANAGED VS ON-PREMISES WLAN (Rev) Cloud Managed WLAN a fast growing segment of the market REV Total WLAN market (2017): 5.7B; CAGR: 9% On-premises: 4.8B; CAGR: 4% Cloud Managed: ~ 1B; CAGR: 47% UNITS $ 6000 M $ 5000 M $ 4000 M $ 3000 M $ 2000 M $ 1000 M $ 0 M $ 967 M $ 686 M $ 445 M $ 4378 M $ 4533 M $ 4784 M Total On-prem Managed WLAN Rev Total Cloud Managed WLAN Rev Total Enterprise AP Units 13.8M 15.8M 18.4M Cloud Managed AP Units 1 M 1.7M 2.5M Cloud Managed as a % of total 8% 11% 14% Cloud Managed AP units growth CAGR: 58% AP HW Rev Cloud License Rev Cloud Managed License Rev rose to 44% of Total Cloud Managed Revenue in 2017 from 37% in 2015 Copyright 2014 Cambium Networks, Ltd. All rights reserved. 3

4 Industry Average and Competitive ASP s on Cloud Managed AP s Reality Check on True AP costs VENDOR HW & LICENSE ASP Total ASP HW License Industry tendency is to compare HW prices Important to compare true AP price (AP Hardware + Cloud License) $600 $500 $400 44% 51% $514 $433 41% 42% 60% 50% 40% Industry Average Total AP ASP: $382 Cloud license is 44% of the total ASP $300 $200 $100 $382 $213 $251 32% $296 $340 $375 $260 $215 $199 $217 17% 30% 20% 10% Cambium Cloud License fee today: $0 $- I N D U S T R Y A V E R A G E C I S C O A R U B A R U C K U S A E R O H I V E H A U W E I 0% Copyright 2014 Cambium Networks, Ltd. All rights reserved. 4

5 Mid-Market, SME ($3 B) Large Enterprises, Tier 1 SP s ($3.5 B) A sizeable market opportunity for affordable enterprise class Wi-Fi High Priced AP s AP licenses Management License Annual SW Support contracts Cisco, Aruba, Ruckus, others Enterprise Class Wi-Fi Enterprise Grade Wi-Fi Reliable, Simple, Low TCO CAMBIUM OPPORTUNITY Consumer Class Wi-Fi Low-cost consumer grade UBNT, MikroTik, TPLink others Copyright 2014 Cambium Networks, Ltd. All rights reserved. 5

6 Mid-Market, SME ($3 B) cnmaestro (Free) Large Enterprises, Tier 1 SP s ($3.5 B) cnmaestro Pro MSP Strategy to target the unique needs of the target segments cnmaestro Offers Enterprise IT Enterprise Class Wi-Fi Business Outcomes Need Advanced Capabilities Need sophisticated Management Willing to pay for advanced features Vertical Specific requirements for e.g., Guest Experience in Hospitality SI / MSP Consumer Class Wi-Fi Set and forget Prefer Simplicity over feature set Have basic management needs Prefer Low priced HW Not willing to pay for software Lean IT / No IT Copyright 2014 Cambium Networks, Ltd. All rights reserved. 6

7 Large Enterprises, Tier 1 SP s ($3.5 B) Mid-Market, SME ($3 B) Penetrating deeper into the enterprise segment with a verticals focused approach cnmaestro (Free) cnmaestro Pro MSP HOSPITALITY EDUCATION RETAIL OTHERS cnmaestro Offers Tier 1 Hopitality: Major Brands e.g Marriott, Hilton Higher Ed, Large K-12 Large Big Box Chains Enterprise Class Wi-Fi Tier 2: Smaller Hotel Chains, Boutique Hotel Chains Small Campus Community Colleges; medium sized K-12 Medium sized stores, regional chains e.g Quick Service Restaurants Tier 3 & below: Independent properties & resorts, campgrounds, RV parks, Multi-Dwelling- Units (MDU Small K-12 Schools Smaller independent retail outlets, coffee shops Copyright 2014 Cambium Networks, Ltd. All rights reserved. 7

8 cnmaestro Evolution: Cloud Management to Services cnmaestro Advanced (Subscription) Future Evolution Client Dashboard Advanced Mgmt. Graphical Reports API 13-month Data Retention MSP Network Analytics Policy / Security Location Predictive Support IoT Gateway 3 rd Party Ecosystem cnmaestro Essentials (Free) Zero Touch Provisioning Troubleshooting Tools Management / Monitoring WLAN Controller 7-day Data Retention Guest Access Gartner Feedback - a bulk of the functionality you are building in cnmaestro are capabilities that customers are willing to pay for and expect to do so Copyright 2014 Cambium Networks, Ltd. All rights reserved. 8

9 cnmaestro Pro Offers cnmaestro Advanced (Subscription) Wi-Fi Pro Fixed Wireless Pro ` Managed Services Provider Draft Subscription Pricing (MSRP) 1 Year: $30/AP ($2.50/AP/month) 3 Years: $60/AP ($1.67/AP/month) 5 Years: $90/AP ($1.50/AP/month) Draft Subscription Pricing (MSRP) 1 Year: $20/device ($1.67/dev/month) 3 Years: $40/device ($1.11/dev/month) 5 Years: $60/device ($1.00/dev/month) Draft Subscription Pricing (MSRP) 1 Year: $10/AP ($0.83/dev/month) 3 Years: $20/AP ($0.56/dev/month) 5 Years: $30/AP ($0.50/dev/month) cnmaestro Essentials (Free) CnMaestro Offer as it stands today Copyright 2014 Cambium Networks, Ltd. All rights reserved. 9

10 Competitive Comparison Wi-Fi Pro Per AP Subscription I Year 3 Year 5 Year Aruba Device Mgmt $100 $300 $500 Per service (Guest, Policy etc) $50 $50 $50 Cisco Meraki $150 $300 $450 Ruckus $95 $190 $285 Mojo $180 $360 $540 Cambium Networks* $30 $60 $90 *Draft Pricing, subject to change Interesting comment on the UBNT Community Page- New UniFi cloud pricingseriously? :21 PM Does anyone else think the new cloud controller pricing is astronomically high compared to what we re getting? I have 12 devices on my controller and instead of $200/yr it s going up to $500/yr when I renew in July Copyright 2014 Cambium Networks, Ltd. All rights reserved. 10

11 cnmaestro Subscription Model Guiding Principle : Keep it Simple

12 A token based approach Deposit Tokens in cnmaestro Apply to device count or subscription term Subscription renewal cnmaestro Subscription Manager Subscription tokens and pricing based on Type of Service Number of Devices Subscription Term Customer / Partner Evaluate new offers Estimate token needs Manage token usage Buy Tokens A single SKU on the price list - $1 per Token Apply to device count or subscription term Subscription renewal Copyright 2014 Cambium Networks, Ltd. All rights reserved. 12

13 cnmaestro Pro Subscription cnmaestro Subscription Manager in cnmaestro Cloud Details Devices under subscription Which Services consumed For on-premises deployment, download license to deploy Wi-Fi Pro Copyright 2014 Cambium Networks, Ltd. All rights reserved. 13

14 cnmaestro Pro Subscription Track token usage How many tokens are used? How many available? Copyright 2014 Cambium Networks, Ltd. All rights reserved. 14

15 cnmaestro Pro Subscription Purchase get an entitlement ID for the number of tokens bought Enter entitlement ID in the Add Tokens page Tokens are uploaded to the cnmaestro account and can be applied to add new devices or extend the subscription Copyright 2014 Cambium Networks, Ltd. All rights reserved. 15

16 cnmaestro Wi-Fi Pro - Example Upload Tokens to cnmaestro Customer has a 500 AP Wi-Fi network and interested in a 3-year subscription for cnmaestro Wi-Fi Pro Greenfield Customer cnmaestro can compute the number of tokens needed 30 tokens per AP * 500 = 1500 tokens Brownfield Customer 500 AP s in addition to their network 30 tokens per AP * 500 = 1500 tokens cnmaestro will adjust term appropriately so that all AP subscriptions will expire together Customer procures tokens same process as any other product. Single SKU for 1 token priced at $1 each Copyright 2014 Cambium Networks, Ltd. All rights reserved. 16

17 A Selection of cnmaestro Wi-Fi Pro Features Copyright 2014 Cambium Networks, Ltd. All rights reserved. 17

18 Enabling Managed Service Providers Allows a MSP to create a separate managed account for each one of their customer networks that can be independently configured and administered The MSP capability has the following two components Managed Accounts: groups cnmaestro devices and configuration objects (such as AP Groups, WLANs, Templates, Networks, and Sites) into independent administration domains within a single cnmaestro Company Account Branded Service: Allows the service provider to create a customized version of the cnmaestro UI that will be used by their Managed Account customers. Each Branded Service can be shared between different Managed Accounts Use Cases Enables MSP to create their own branded service with their branding An enterprise that has departments that are managed independently Copyright 2014 Cambium Networks, Ltd. All rights reserved. 18

19 Client Dashboard Provides deep down details on a specific client on the network Search capability to search for specific client by client name Some of the detail delivered Client History Client Experience Indicators over time: RSSI, SNR, Data Rate, Re-transmissions Data Usage Application Traffic Copyright 2014 Cambium Networks, Ltd. All rights reserved. 19

20 Inventory Reports What s on my network? Device Analytics Type and health of devices Connection statistics Copyright 2014 Cambium Networks, Ltd. All rights reserved. 20

21 Graphical Reports Inventory: Wi-Fi AP s & Sites Filter based on device groups such as System, Network, Site, AP Group, and WLAN) Select Timeframe - Last Day, Last week etc Reports generated and can be downloaded from the UI Sample Use Case A managed service provider maintains the Wi-Fi network for a local auto dealership. The provider generates a weekly graphical report summarizing the health, traffic and client count to provide visual feedback of the services rendered. Copyright 2014 Cambium Networks, Ltd. All rights reserved. 21

22 Modern API RESTful API s for Monitoring available now Configuration API for basic configuration tasks Onboarding Secure (standard) method for applications to communicate with cnmaestro WebHooks API Stream cnmaestro alarms and notifications to 3rd party applications Leverage applications such as Splunk to mine notifications and alarm data Receive SMS notifications through integration with PagerDuty Copyright 2014 Cambium Networks, Ltd. All rights reserved. 22

23 cnmaestro Advantage Modern Cloud Architecture: Scalable & Flexible Enterprise Wi-Fi Feature Set Solutions to drive business outcomes Modern API to integrate with the ecosystem Right Sized Economics: Freemium model Copyright 2014 Cambium Networks, Ltd. All rights reserved. 23

24 Copyright 2017 Cambium Networks, Ltd. All rights reserved. Thank You!