Three networking application notes, value-focused with referenceable customers, the last one a hypothetical template guide

1.
Three Customer Application Notes
App Notes Authored to serve as
1) A testimonial of customer satisfaction
including referenceable customer name, logo
2) Representation of manufacturer’s ability to deliver
comprehensive business solutions
3) Benefits‐focused marketing collateral
_______________________________________________
First Two App Notes = real world story
Third App Note
1) A fabricated hypothetical story
2) 2nd page defines the logical criteria & steps
for creating successful testimonial app notes
This presentation © 2011 richard hurn, all rights reserved ‐ ‐ richardhurn@aceweb.com
for references linkedin.com/in/richardhurn ‐ ‐ for career portfolio richardhurn.com ‐ ‐
for whitepaper sample slideshare.net/richardhurn/best‐network‐practices‐for‐dsl‐deployment

2. HOTEL CASE STUDY:
High Speed Internet Access for 60% Less Cost
Hotel Site: Wyndham Dallas North By the Galleria
4801 LBJ Freeway
Dallas, Texas 75244
Goal: Provide seamless Internet access for guests via ubiquitous and
economical wireless network deployed throughout the entire hotel
facility.
Requirements The hotel has fourteen floors. Requirements were to connect guest
and staff laptops, notebooks and PDA devices, which were potentially
located throughout the facilities planned coverage area. Only industry
standard 802.11b Wi-Fi devices were to be supported.
The Wyndham faced several key issues:
● 150 of the hotel’s guest rooms were Ethernet-wired
and the cost associated with continuing this effort
was deemed excessive as NO horizontal runs could
be installed due to building construction.
● The hotel had not installed a way to bill hotel guests
and as such, Internet access was being provided
with NO revenue gain.
● Wi-Fi deployment with traditional Access Points was
still too expensive.
Elandia Solutions, a primary Value Added Retailer for Vivato, reviewed Wyndham’s
requirements, and their networking wants, and opted to provide leading edge Wi-Fi products
to create a total infrastructure solution. Elandia first provided a full day detailed site survey to
ensure that all required coverage areas were properly addressed and that a variety of guest-
provided Wi-Fi enabled devices as defined would be supported within the coverage areas.
Elandia further addressed Internet access points of presence, power requirements and
overall network connectivity to allow for integration into the existing network.
Copyright 2004, Vivato, Inc www.vivato.net 866-802-1600

3. Wi-Fi Installation
BUDGET ISSUES
Elandia overcame Wyndham’s financial budget considerations by designing a truly cost
effective Wi-Fi solution. The solution equipment included eleven high-powered dual 200mW
RF (radio frequency) AP/Bridge devices. These devices, effectively representing twenty-two
wireless Access Points, were directly connected to the existing Local Area
Network in a single location via “home run” cabling. No power was required
at each location as Power-over-Ethernet (PoE) was employed. Hence the
initial cost was controlled by utilizing minimal equipment and by completely
avoiding the need for additional Ethernet cabling or power runs. This latter
issue also addressed the specific want of avoiding unsightly cable runs to
maintain the facilities interior atmosphere.
“Vivato provided the right solution
at an economical price.
Our guests now enjoy high
quality wireless broadband
access to the Internet.”
Mr. Mark. Hamner,
GM Wyndham Dallas
In-Room High Speed
Internet Access
with no per-room
All meeting, conference, & lobby
construction needed
facilities covered at no additional cost
PHYSICAL ISSUES
Finally, Elandia overcame Wyndham’s physical layout complexities by providing high-
powered Wi-Fi equipment that was capable of flooding the coverage areas as required.
Specifically, two Wi-Fi AP/Bridges were deployed for three-floor coverage. In providing this
type of design, a single unit with dual radios provided coverage for approximately 37-38
rooms or approximately 18-19 devices per radio. This design effectively balanced network
traffic across the Wireless Local Area Network. Each of the home-runned Wi-Fi devices was
attached to an existing 10/100 Switch to help maintain performance. In this manner, the
lowest cost of deployment and total system life cost of ownership was controlled. Based on
typical take rates and load balancing parameters, Wyndham anticipated no more than 5-6
active users per radio.
Copyright 2004, Vivato, Inc www.vivato.net 866-802-1600

4. Wyndham Results “The right solution at the right price! Saved us over
$22,000 and our Wi-Fi coverage is tremendous!”
Mr. Mark Hamner, GM Wyndham
Elandia’s professional approach yielded a Wi-Fi networking infrastructure that was
completely designed, tested and installed within three days. Should expanded coverage
areas be required, Elandia’s initial design will allow Wyndham to simply grow in a modular
fashion following the same facility criteria as the initial deployment.
As part of the overall solution, Elandia addressed Wyndham’s Internet access bandwidth
requirements and ascertained that sufficient capabilities already existed such that their
“customer’s experience” met with state-of–the-art expectations. In doing this, Elandia
provided a liaison with Wyndham’s Internet Service Provider (ISP).
Similar Results by Vivato’s WindChannel VAR
Both the WindChannel and Elandia
VARs will be presenting at the
upcoming Wi-Fi Roadshow this May
through June all across America.
Please see www.wifiroadshow to
select a city near you! Come hear
why the following hotels have chosen
Vivato:
Hilton Gardens
Hampton Inns
Quality Suites
Sheraton
Comfort Inns
Holiday Inns
Homewood Suites
Courtyard by Mariott
Fairfield Inns
Copyright 2004, Vivato, Inc www.vivato.net 866-802-1600

5. How ‘Smart’ Cities Utilize Vivato Wireless Wi-Fi
Increasing City Efficiency, Safety and Economic Development
The term ‘Smart City’ has recently been used to These 3rd generation or 3G products, including
categorize cities that have several progressive 1xEVDO, simply can not adequately handle the
initiatives, which include wireless data networks to bandwidth requirements of the applications that cities
increase the city’s internal efficiencies thus increasing are eager to run.
the safety to the citizens and visitors. ‘Smart’ cities have
found new ways to drive retail commerce, tourism and Wi-Fi
economic development using new standardized wireless 802.11 Wireless Fidelity, or Wi-Fi, is an industry
technologies. This paper reviews the use of wireless ‘Wi- standard that uses an unlicensed spectrum. Wi-Fi
Fi’ technology in cities, and the enabling of new enabled mobile devices such as laptops, person digital
municipality and public applications. assistants (PDAs) and rugged handheld PCs are
prevalent, inexpensive and can run thousands of useful
BACKGROUND municipality applications. Standard Wi-Fi (802.11b
City public safety and transportation agencies currently version) has a throughput of 11,000 kbps (11Mbps)
use a wireless communication network called Cellular which enables such bandwidth-intensive mobile
Digital Packet Data (CDPD). CDPD is a relatively low applications as fast image retrieval, streaming video,
bandwidth network and is used for emergency and non- large database access and Automatic Field Reporting
emergency mobile services: (AFR).
• Police and fire dispatching
• Suspect identification CDPD
• Vehicle license plate lookup GPRS
GSM Vivato
• Mobile Display Terminals (MDTs) 1XRTT Wi-Fi
RANGE
• Message signs and intersection controllers
Maximum throughput of CDPD is, at best, only 19.2
kbps. CDPD uses FCC licensed frequency spectrum
(usually between 800 and 900 MHz) and requires Standard
expensive proprietary equipment. It is important to note Wi-Fi
that life-critical emergency communications require use
of licensed frequencies to avoid interference and
guarantee service. BANDWIDTH
The major wireless communication firms have Figure 1 – Bandwidth & Range Comparison
announced the end-of-life of CDPD, with no future
upgrades or support. They are marketing new improved, While enabling more than 10x the bandwidth of current
but relatively low bandwidth, replacement systems like: CDPD or similar systems, standard Wi-Fi is limited in
coverage distance. An ordinary Access Point (AP) can
• Global Systems for Mobile (GSM) support wireless connectivity within a distance of
• General Packet Radio Service (GPRS, an approximately 300 feet (91 meters).
extension of GSM)
• 1xRTT

6. Smart Cities Using Wi-Fi
NEW ECONOMIC MODEL expensive to deploy with the hardware, professional
services and the recurring operating expenditures.
Vivato has taken standard Wi-Fi and extended it to more There are many dependencies on the overall Wi-Fi
than 20 times the coverage by means of innovative deployment – size of coverage area, building height,
technology phased-array antenna base stations. Using building material and wall thickness, terrain and other
intelligent Vivato Wi-Fi Base Stations, cities are able to obstacles such as large trees. The pico-cellular AP
reach laptops, hand-held PCs in patrol cars, fire engines, method can be susceptible to seasonal variances due to
parking meter attendants and city workers within the annual shedding of leaves by trees.
distances over 13,000 feet (4 kilometers). In addition,
extending beyond 4 km is achievable using higher power In this example, the cost of the ordinary pico-cellular AP
client devices. coverage method would be several thousands of dollars
per unit. Since this example city with a population of
An ordinary Wi-Fi Access Point (AP) mesh solution 15,000 requires 100’s of units, the hardware cost alone
deployed in a city results in what is know as ‘pico- would exceed $400,000. This figure does not include
cellular’ coverage. Figure 2 shows the many pico- professional services, installation, software or
cellular or “hot spots” covering a deployment area using maintenance costs. Compare this to the cost effective
standard AP antennas. Even for a small coverage area of Vivato solution that would cost under $20,000.
15,000 residents, this ordinary AP approach would
require hundreds of APs. Each AP would require a
professional installation on a city light pole, providing
the city has the rights-of-use to every light pole needed.
Each AP in this pico-cellular deployment would also
require power to the AP, and network connectivity or
back-haul to many of these AP devices.
Figure 3 – Vivato Base Station and AP Coverage
The expansion in coverage using Vivato Wi-Fi Base
Stations can drastically reduce the overall equipment
needed for a municipal solution. This same city size of
15,000 would require just a few Vivato Wi-Fi base
stations. In figure 4, a typical city deployment is shown
Figure 2 – ‘Pico-cellular’, Hot Spot Coverage with (1) Vivato Base Station and (2) Vivato AP/Bridges
to fill an area not covered by the base station. This
Consider the Information Technology (IT) maintenance meshed combination of extended range Base Stations
challenge from having hundreds of APs to manage and and AP/Bridges keeps the complexity low, while giving
potentially hundreds of points-of-failure. This pico- the city the largest and most efficient wireless coverage.
cellular architecture approach requires long installation
time, disruption to the city and can be extremely A recent Vivato Wi-Fi installation in the city of Salida,
Colorado (population 16,000) gave ubiquitous coverage
Please visit www.vivato.com or call toll free 1-866-802-1600 2

7. Smart Cities Using Wi-Fi
throughout the city for mobile police applications. This infrared capability. A wireless camera system can also
installation required only (1) Vivato base station and no be linked into existing wired video systems.
AP/Bridges, providing the police force with the most
cost efficient wireless solution. Police Reporting
Automatic Field Reporting (AFR) - Much time of the
In the cellular phone industry, coverage for a given city patrol officer is spent at the office manually entering
area is accomplished by use of base stations. As in the field reports into a Records Management System (RMS),
Vivato Wi-Fi solution, areas not covered by the base or writing manual reports. This time spent in the office is
stations (tunnels, bridges, etc.) are covered by use of time away from patrol and can be eliminated using the
pico-cell antennas (analogous to the AP). If a city were Vivato Wi-Fi solution. Now officers can simply enter in
to use the pico-cellular method for cell phone coverage, their reports from a laptop in their patrol vehicle and
it would require a pico-cell antennas placed on every city communicate in real-time to headquarters. This
block. drastically increases their presence in the community and
help makes a city safer.
Computer-Aided Dispatch (CAD) for
MUNICIPALITY WI-FI APPLICATIONS Police, Fire and Rescue
As a means of redundant dispatch, Wi-Fi can enable
Real-time Database Access for Police police, fire and rescue vehicles to review dispatch
Equipped with rugged laptops in the vehicle, law information quickly and with enhanced graphics and
enforcement officers can now have instant access to video. Fire hydrant information, building and floor plans
regional crime information databases such as RISS, can be quickly sent to the response teams.
ROCIC, COPLINK, Amber Alert System, and DMV
records. Police officers can now obtain mug shots, floor Traffic
plans and other images in real-time while on patrol. Intersections, streets and bridges can be monitored by
video surveillance using mounted Wi-Fi cameras. These
video or static images can easily be stored and retrieved
using standard image databases. Electronic traffic signs
can be updated and controlled from a wireless
connection.
Parking & Public Works
Meter attendants can access vehicle and parking
violation records in real-time using handheld PC devices
to determine the best course of action with a violation.
Even parking meters are being equipped with Wi-Fi so
that the attendant can determine meter expiration without
having to physically read each meter. Utility meter
Wireless camera surveillance attendants have the same flexibly and power with Wi-Fi
With the advent of low cost Wi-Fi cameras, patrol in reading water, sewer and power meters. This data can
officers in their vehicles can obtain then be sent back to a central facility in real-time.
quick access to images of intersections
and streets, high crime areas, schools
and other surveillance areas. Fire ECONOMIC DEVELOPMENT
engines and response teams can use
these wireless cameras to monitor the Public Internet Access
status of a fire out of harms way. Wi- Cities are working with Internet Service Providers (ISPs)
Fi cameras range in complexity from to provide the citizens with internet access throughout
basic models to remote controlled and the city, in parks, malls and open community areas.
weatherized models. Some have remote focus and
Please visit www.vivato.com or call toll free 1-866-802-1600 3

8. Smart Cities Using Wi-Fi
Varying economic models range from free access to a Dual Networks
monthly fee around $20 per month. Many cities are desiring to run simultaneous wireless
networks – one for public internet access and one for
Vivato Wi-Fi is flexible and can municipality applications. Using the Vivato Wi-Fi
be used temporarily for events solution, this can be achieved with out having to
such as festivals, ceremonies, purchase redundant equipment. Cities can use many of
sporting tournaments and the built-in security features of the Vivato Wi-Fi
concerts providing visitors with solutions to ensure a highly secure network for police,
real-time information, email and Internet access. fire, traffic and public works applications.
Retail traffic Security
In addition to prepaid cards driving customers to coffee Security is an important issue for municipality Wi-Fi
shops and restaurants, retail stores can offer wireless installations. Vivato's Base Stations include state-of-the-
promotions, discounts, and events, thus driving more art Wi-Fi security - the Wired Equivalency Protocol
foot traffic to their establishments. Using any Wi-Fi (WEP) and Temporal Key Integrity Protocol
enabled laptop or PDA, a visitor could access many of (TKIP) with 802.1X authentication with per-
the ‘digital city’ sites that list restaurants, concerts, station keys. In addition, they are industry
hotels entertainment, museums and points of interest in standard 802.11i compliant FIPS 140-2
the city. capable. Higher-level security mechanisms
normally found in add-on products such as
Tourism Virtual Private Networks (VPNs) and Virtual LANs
A prepaid wireless access card is being used today to (VLANS) are built into each Base Station. Vivato is also
increase the experience of the traveler. Imagine checking introducing Rogue AP detection with its Base Stations.
into a hotel and being given a free 10 hours of usage
Internet card for access anywhere in Summary
the city. Retailers can also sell the Wi-Fi is powerful network technology that can be used
prepaid cards to customers. Cities are in conjunction with the municipal emergency systems to
installing visitor kiosks for enable higher bandwidth applications for police, fire,
information and high resolution maps rescue and public works. In addition to providing a
of city amenities. These Wi-Fi kiosks public access network, these applications help the city
can also include real-time language increase efficiency, safety and economic development.
translation for visitors. The Vivato combined Wi-Fi Base Station and AP/Bridge
meshed solution provides the largest coverage and the
lowest cost.
For more information please call 1-866-802-1600 or visit www.vivato.com
About Vivato - Vivato delivers a complete family of innovative Wi-Fi
infrastructure products, featuring Wi-Fi Base Stations, both indoor and outdoor.
Vivato's base stations are packaged as a single integrated unit, including the
planar phased array antenna and all of the electronics needed to run the Base
Station. Simply supply Ethernet and power, and the Base Station delivers beams
of Wi-Fi to a large area.
Vivato's Wi-Fi network Base Stations and AP/Bridges are changing the "physics" and economics
of Wi-Fi, combining unsurpassed performance and capacity at the lowest cost of deployment.
One manageable network element, instead of many, controls the entire Wi-Fi Zone. Call Vivato
today and find out how to make your city safer, more
efficient and how to drive economic development.
Please visit www.vivato.com or call toll free 1-866-802-1600 4

9. Smart Cities Using Wi-Fi
139 Townsend Street, Suite 200, San Francisco, CA 94107
Please visit www.vivato.com or call toll free 1-866-802-1600 5

10. embedding digital services
over an exhausted copper plant
problem:
UMC1000 Case Study #207
Telmex customers are demanding ISDN and ADSL services Since AFC’s new line cards can be hot-swapped into “live”
in region where copper is exhausted and right-of-ways service platforms, and since the single existing UMC
congested. Fiber deployment for this platform accomodates any mix of service cards, this entire
region is scheduled for three years from upgrade was performed for Tequila Flats in one afternoon
now. How can Telmex hold on to these and without any service interruption. Following software
data services customers? provisioning from the central office and sign-up of new
customers, Rudi was able to bring up service on his first 18
Sr. Rudi Fernandez, Manager of digital services for
customers only two weeks after phoning Mr. Sloan back in
Telmex’s Mexico City service area was pondering his ability
Petaluma.
to retain customer loyalty in the midst of strenuous
competition from both Sprint and GTE for digital services
over both phone lines and cable. Mr. Fenandez’s network budget: With
planning office had just booked the upscale domestic no funding scheduled
neighborhood just north of Tequila Flats for fiber until 2000, Rudi
deployment in late 2001, but Rudi had over 78 dormant would have tradi-
service requests on his desk demanding either ISDN or tionally been para-
ADSL services for home-office and entertainment-hungry lyzed. But by
customers. leveraging the existing UMC investment, arranging a
budget variance based on the revenue from 87 orders for
digital service sitting on his desk, and the minimal cost of
adding incremental service cards, the Telmex budget
committee approved the service expansion with an
Mr. Fernandez was also painfully aware that his ultimate capacity for 240 digital subscribers by year’s end.
existing plant was completely exhausted and the
right-of-way to Tequila Flats was highly results: Denied growth by
congested and would be costly to string new Telmex’s rapid digital services
capacity. His network planners clearly had no implementation, GTE has since
upgrade budget available until Q2, 2000. dismantled its digital services push
Unwilling to simply turn his back on paying customers, in Mexico City and Sr. Fernandez
Rudi remembered AFC’s presentaion at SuperCom last year was promoted to Vice President,
promising the ability to rescue stranded plant. Extracting Digital Services. The and the
additional POTS from a copper plant was one thing, -- but revune stream for AFC digital
now he wondered, could AFC help embed digital service solution has exceed projections and
into the same situation? Sr. Fernandez happily signs up 87 digital system uptime has exceeded
customers only 8 weeks after calling AFC 99.94%.
solution: With UMC1000 multi-service platforms With customer loyalty firmly established in the Tequila
already installed as local loop access devices for Tequila Flats region, the network planners at Telmex last month
Flats, Rudi phoned his application engineering team in invited AFC to present a technical seminar on expanding
their Petaluma California office with his problem. digital services throughout Mexico City. “Why wait for
Working with Mr. George Sloan at AFC, Rudi received a fiber installation when we can generate digitial services
fax diagramming three options for revenue today?” Sr Fernandez
installing ISDN and ADSL pondered. “Especially with the
bysimply adding line cards into cost/benefit ratio we receive from the
Telmex’s existing UMC cabinets. UMC1000 multi-service platform,
you would be loco to let customers get
Mr. Fernandez met with his away from you while you wait for
network planners and decided to fiber!”
modify the existing POTS service
with 4:1 concentration, and then Another in a series
add the data service line cards to of business successes provided
use the bandwidth freed up by the by the UMC1000 solution from AFC.
POTS concentration. Phone (707) 792-3800 or visit www.fibre.com
for more examples of profit engineering from AFC!
c 1998 Advanced Fibre Communications, Inc. All references and trademarks used by permission

11. Telmex customers are demanding ISDN and ADSL Since AFC’ new line cards can be hot-swapped into
s
services in region where copper is exhausted and right- step #5:
“live” service platforms, and since the single existing
step #1: - define a concise, UMCpossible,accomodates any mix diagram cards,
of-ways congested. Fiber deployment If platform create data-point of service
specific problem - hopefully a for three
for this region is scheduled this entire upgrade was performed for Tequila Flats in
to quantify (validate) success of our
BUSINESS issue, not just a Telmex hold
years from now. How can one afternoon and without any service interruption.
solution.
Following software provisioning from the central office
techno- to these data services customers?
on gear problem.
and sign-up of new customers, Rudi was able to bring up
or translate the techno issue into digital services for
Sr. Rudi Fernandez, Manager of service on his first 18 customers only two weeks after
a dollar problem (ie. City service area was pondering his
Telmex’ Mexico rusted plant
s phoning Mr. Sloan back in Petaluma.
ability to retain customer loyalty in the midst of
in coastal town)
strenuous competition from both Sprint and GTE for
digital services over both phone lines and cable. Mr. With
Step #2 - personalize planning office had just booked the
Fenandez’ network the story w/
s no funding scheduled
upscale domestic neighborhood just north of Tequila
a contacts name and company until 2000, Rudi
logo Flats for fiber deployment in late 2001, but Rudi had over would have tradi-
78 dormant service requests on his desk demanding tionally been para-
either ISDN or ADSL services for home-office and lyzed. But by
entertainment-hungry customers. leveraging the existing
UMC investment, arranging a budget variance based on
the revenue from 87step #6 - digital service sitting on
orders for Success: provide both
his desk, and the minimal cost of adding incremental
concrete and anecdotal success
service cards, the Telmex budget committee approved the
examples. More than “ linethe
service expansion with an ultimate capacity for 240
Mr. Fernandez was also painfully aware that his was put up” what’ the resulting
digital subscribers by year’ end.
s , s
existing plant was completely exhausted and VALUE to the telco, the town, the
the right-of-way to Tequila Flats was highly
congested and would be costly to string new guy who specified our equipment
Denied growth by
capacity. His network planners clearly had no Telmex’ rapid digital services
s
upgrade budget available until Q2, 2000. implementation, GTE has since
Unwilling to simply turn his back on paying customers, dismantled its digital services push
Rudi remembered AFC’ presentaion at SuperCom last
s in Mexico City and Sr. Fernandez
step #3: promising the ability to rescue stranded plant.
year was promoted to Vice President,
Digital Services. The and the revune
describe the AFC solution infrom a copper plant was one
Extracting additional POTS
thing, -- but now he wondered, could AFC help embed
specific referenceinto the same situation? stepstream for AFC digital solution has
#7:
digital service to the problem Sr. Fernandez happily signs up 87 digital exceed projections and system
We must have rights to
defined in step #1. Also give customers only 8 weeks after calling AFC uptime has exceeded 99.94%.
details of the implementation, AFC photographs and quotes for these
With customer loyalty firmly established in the Tequila
engineers, time frame, particular multi-service platforms
With UMC1000 Flats region, the testamonials to have any month
network planners at Telmex last
already installed as local loop access devices for Tequila invited AFC to present a technical seminar on-expanding
credability. No quotes no good,
surprises overcome.his application engineering team in their
Flats, Rudi phoned digital services throughout no validity. Sorry, butfor
no pix - Mexico City. “Why wait
Petaluma California office with his problem. Working with fiber installationquality marketing requires guts.
when we can generate digitial services
Mr. George Sloan at AFC, Rudi received a fax diagramming revenue today?” Sr Fernandez pondered. “Especially
three options for installing ISDN with the cost/benefit ratio we receive
and ADSL bysimply adding line from the UMC1000 multi-service
cards into Telmex’ existing UMC
step #4: s platform, you would be loco to let
cabinets. customers get away from you while
Give examples of how our step #8:
Mr. Fernandez met with his
technology uniquley enabled the Ship you photos,fiber!” & signed
all wait for quotes,
network planners and decided to
modify the existing POTS service system
solution. Refer to specific permissions with rough story and
capabilities that lead to the
with 4:1 concentration, and then technical details details to Richard
add the data service line cards to
success. Hurn for publication. Will send
use the bandwidth freed up by the you a finished piece for your
POTS concentration.
critique & customer signoff prior to
publishing. thanx richard x4162