outdoor campus value proposition for hospitality with...
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Outdoor Campus Value Proposition for Hospitality with cnPilot and ePMP
Marco OlivieriRegional Sales Manager Italy
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Hospitality market in Europe
*Source PwC Global
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Hospitality market in Europe
• European hotel transaction volume reached €20.9 billion in 2017. • 11% increase compared to 2016 deal volume and surpassed the record level achieved in 2015. • This growth was driven by a resurgence in UK hotel investment activity in 2017 and record levels of
investment in the Spanish hotel market. The start of 2018 has seen a strong level of investment activity in the UK and Spanish markets.
• Continued European and international interest in the German hotel market, we anticipate European hotel transaction volume to moderately increase in 2018 from 2017 levels.
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Hospitality in Italy
• Hospitality market in Italy– Kind of tourism: Cultural, business and
“food and wine”– #2 in Europe in terms of overnights*– High season duration: 12 months
• Business 40%• Leisure 60%
– +14,6%Growth in 2017
*Source (Eurostat, Federalberghi)
Stars # of Hotels
# of Guest Rooms
# of Beds
5 362 28.679 61.484
4 5.083 336.937 706.383
3 17.953 565.734 1.176.187
2 6.764 115.866 220.001
1 3.837 48.116 89.287
Total 33.999 1.095.332 2.253.342
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Vertical market: Outdoor connectivity
Customers/enviroments:• Public municipalities/providers for outdoor connectivity • Events organization/Concert• Outdoor resorts, Villages, Multi Dwelling Units and Residences• Campgrounds• Sky area resorts • Seaboards and beaches
Applications:• Guest access for tourists
• Squares, Parks, Swimming pools, Beaches, Paths• Videosourveillance and security• Employee connectivity (Voip, Maintainance devices,…)• Sensors and IOT connections for monitoring (environment, pollution,
traffic)• Events connectivity: Journalists, hosts (high density) and operators• Digital SignageCustomer needs: • Robust solution IP67, reliable and secure• PoE Out to connect active devices (cameras, sensors, PTP/PMP)• Interference robustness• End to end solution (PMP+wifi o Mesh)• Flexibility in authentication (Customized captive portal, Payment model,
Marketing, Social interoperability,..)• One single management platform and easy troubleshooting
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Campgrounds market
• Value of market in 15 EU countries– approximately 26,000 campsites– 13.6 billion:
• 3.4 billion: 367 million overnight stays amount
• 10.2 billion: tourism-related expenses (meals, entertainment and cultural offerings)
– 367 million camping and caravan overnight stays (purely tourism-related overnight stays) by country:
• France: 109.7 million• Italy: 52.9 million • UK: 50.27 million• Germany: 46.9 million
*Source (Deutsche Wirtschaftswissenschaftliche Institut für Fremdenverkehr(dwif) at the University of Munich )
Campgrounds, caravan parks and other outdoor hospitality services have come out from a low-cost touristic accommodation to a real recreational experience
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Let’s focus on wifi
How is Wi-Fi experience in a outdoor environment?
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Camping without Wi-Fi
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Camping with Wi-Fi
WiFi is mandatory!!
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Cambium for campgrounds
Big opportunity for Cambium partners:• Huge number: 26.000 companies• Important coverage area:
• Outdoor deployment:• Restaurants and bars• Swimming pools• Beaches• Camping area
• Indoor deployment: • Reception• Bungalows• Roulottes
• Backhauling is a key point: ePMP and 450 solution
• Connecting access points• Connecting cameras
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Cambium for campgroundsCompetitors:
• Low number of outdoor competitors• Few full end to end solutions• Most of the time with expensive hardware• Complex management platform with Licenses,
Cloud subscription, Mandatory annual support feesCambium key selling points:
• Perfect fit in outdoor hospitality market• NO LICENSES• Wide wifi portfolio:
• Mid density/High density• Indoor celing, desktop and wallplate• Outdoor with different antenna sectors flavours
• One panel of glass – cnMaestro end to end visibility, management and troubleshooting
• Smart guest management (different profiles Standard/Premium, different authentication methods, client isolation, sms-one time pw, social login)
• Multi-applications network (guest, employees, events, ...)
• Eco system partner for third party integration
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Case study Campground
• Network design and implementation:• 120 Outdoor Aps E500• 80 E430 for bungalows• 20 ePMP Force 180 for backhaul
• Application: • Wifi connection (guest hot spot)
• Authentication via voucher• Campground employees connectivity
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Outdoor case studies: Hotels and resorts
Technology and architecture:
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Outdoor case studies: Residence and Multi-Dwelling Units
Enviroments:– Apartment– Dormitory– Condominium– Senior livings– Holiday farm
Cambium solutions:– Indoor and Outdoor
wifi– PMP backhauling for
connectivity distribution
– PTP as backup to fiber
– Management platform
Architecture:
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Outdoor case studies: Residence and Multi-Dwelling Units
Tuscany residence– Network:
• Indoor: n.15 E410
• Outdoor: n.3 E500
• ePMP: n.3 Force180 backhaul link
Resort in Puglia region– Application
• Guest access• Event: Conference
rooms (High density)– Network:
• Indoor: n.7 E600 and n.10 E410
• Outdoor: n.4 E500
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Outdoor case studies: Touristic ports, marinas and beaches
Touristic port of Vallugola:• Outdoor: n.13 E500• ePMP: n.3 ePMP2000n.15 +
Force180 as backhaul
Jesolo beaches (near Venice):• Outdoor: n.10 E500 and 25 E501S• Covering more than 3Km of
beaches
Beach, bars and restaurants in Rimini:• Outdoor: n.7 E500 and 8 E501S• Event and employee access• Wifi for engaging customers with games,
funny activity (photo shooting contest,…)
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High Density environment: Thousands of people to connect
Outdoor case studies: Events
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Camping monetize wifi network:
Network cost:Wifi coverage:• 70 bungalows – roulottes • Public areas (swimming pool, restaurants
and bars)• Part of camping area
Total installed APs number: 64 Outdoor APs + 15 Indoor APsTotal project cost: 20k€ + 15k€ of installation and fiber cabling
ROI: Less than 1 year
Annual revenue based on wifi voucher selling
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Automate
Easy to manage
End User ExperienceAdd value to their business
Future rediness
What customers want?
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cnPilot F r i c t i o n l e s s W i - F i
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The new Cambium wifi enterpriseEnterprise features: Multiple architecture (Controller‐less, On‐premises, Cloud‐managed), High density, Load balancy, AAA, Security
Strong and robust hardware: High speed access points, Outdoor extreme capabilities (Temperature range, IP67, Humidity valve), Co‐channel and LTE interference and power management,
Right price for mid‐ market, SMB, Retail, Education and Hospitality
Guest features: Multiple authentication methods (Voucher, email, SMS, Social), Standard and premium access, Payment method (PayPal), Captive portal, External platform integration
Scalable solution : Single deployment, high density, Multi‐location, PTP‐PMP outdoor backbone
Consistent channel program: Trainings, Deal registration and protection, Promotions, Marketing Funds
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Copyright 2014 Cambium Networks, Ltd. All rights reserved. 22
India “e-chaupal” – 20,000 Access Point network
Copyright 2014 Cambium Networks, Ltd. All rights reserved. 22
cnMaestro Wi‐Fi Controller
e410e600
e500 e501Se502S
e430W
The cnPilot Portfolio
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How to address the market
1. Vertical collaterals (Hospitality flyer, Why Cambium wify for your Campground)
2. Co-Branded documentation On line tool to create your own document with your brand and Cambium brand
3. Leverage partnership with our ecosystem partner: the combination of Cambum technology and our partner solution helps you in being more attractive and more competitive adding real value to your solution
4. Use our case studies and join our case study campaign
5. Thanks to the deal registration you can be protected against competitors and you can add margin to your sales
Eco-system Interop
& many more…
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2017 Sky resort – Cermis cable car
Case study tools: Last year winner
Link Video: Click
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Channel program benefits
Trainings
• Certification on all products• 2-Day classes
• Certified instructors• Live hands-on training• Proficiency test
• 8 classes per month• Courses offered around the
world in multiple languages• Test online to achieve
certification
Trainings
• Certification on all products• 2-Day classes
• Certified instructors• Live hands-on training• Proficiency test
• 8 classes per month• Courses offered around the
world in multiple languages• Test online to achieve
certification
Deal registrations
• Available to all current partners
• Ensure channel margins• Earn additional discount off
MSRP • Eligible products: PTP-
PMP, WiFi enterprise (excluding accessories)
• Deal and channel protection
Deal registrations
• Available to all current partners
• Ensure channel margins• Earn additional discount off
MSRP • Eligible products: PTP-
PMP, WiFi enterprise (excluding accessories)
• Deal and channel protection
Support
• Contact Technical Assistance Center
• Select the support level that meets your needs• Standard: 8 x 5 (customer
business hours)• Plus: 24 x 7, accelerated
access to Level 2 and Level 3• Prime: 24 x 7, service level
agreements, All Risks repair/replace
• Extended warranty options• Lifetime warranty
Support
• Contact Technical Assistance Center
• Select the support level that meets your needs• Standard: 8 x 5 (customer
business hours)• Plus: 24 x 7, accelerated
access to Level 2 and Level 3• Prime: 24 x 7, service level
agreements, All Risks repair/replace
• Extended warranty options• Lifetime warranty
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WHY CAMBIUM NETWORKS ?
Wireless leadership and experienceBest-in-class noise-
handling ability, outdoor resilience, scalability
and security
TechnologyScalable and wide
portfolio: Enterprise wifi , Backbone and
distribution solutions (PTP,PMP), Licensed
and unlicensed
Channel programLocal pre-post sales
24x7 support, Benefits for partners, Trainings,
Deals protection