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Situation Analysis

What are the reasons FHP Wireless is having diffi culty in getting sales and revenues? culty in getting sales and revenues?

There are several reasons why FHP wireless is having diculty in getting sales and revenues:

From social environmental aspect:is having di ffi culty in getting sales and revenues: 1. Most people holds the opinion

1. Most people holds the opinion that the ubiquitous wifi access cannot be available under current technology and economics conditions.

2. The FHP wireless's potential customers like airports, Starbucks were just beginning to deploy hotspots, the time for them to change to FHP

wireless is not acceptable. To abandon the current plan and substitute with another one would be too expensive.

3. Those companies hold the idea that many hotspots would eventually have full Wi-Fi coverage. The cost to cover the metro area would be uneconomic.

4. In the computer industry, most laptops did not the built-in Wi-Fi capacity, let alone other devices. The whole market demand for this metro-scale wireless was very weak. The market is just beginning to form.

The Wi-Fi value chain aspect: The Wi-Fi value chain aspect:

1. The roles in the value chain are missing. No system integrators and no service providers and the municipalities are also not clear.

2. For the likely-being companies in the chain, the FHP wireless is a new threat to their existing business but not the profitable point, they can hardly fit themselves into the value chain without harming their wired business.

The Marketing and Sales, they cannot target the right customer.into the value chain without harming their wired business. 1. They choose to sell to value-added

1. They choose to sell to value-added resellers to help them market and sale their products. However most of the prospects targeted by the VARs were large enterprise, for whom installing a FHP mesh was more expensive than the network of standard wireless access points. And because the poor performance of the marketing and sales, the opinion that FHP mesh was just a little better but more expensive becomes more prevalent.

How is FHP’s existing product/solution diff erentiated from customers’ other alternatives? erentiated from customers’ other alternatives?

The FHP's existing product/solution dierentiated from customer's other alternatives in many aspects:

The product itself is a technology to help build wide-area wireless networksThe FHP's existing product/solution di ff erentiated from customer's other alternatives in many aspects:

which can dynamically distribute trac as bandwidth needs changes and determine the optimal path for wireless clients to access the internet while hotspots cannot do that.

The FHP's solution has developed a perfect product for metro-level Wi-Fi which hotspots cannot do.to access the internet while hotspots cannot do that. The FHP's product provides more rapid, plug-and-play

The FHP's product provides more rapid, plug-and-play deployment, which current IP router might need more configurations.product for metro-level Wi-Fi which hotspots cannot do. The FHP's product is automatic scalable, according to

The FHP's product is automatic scalable, according to the nodes the optimal path has involved, the network scale can be adjusted.which current IP router might need more configurations. The FHP's product provides fault tolerance, even some

The FHP's product provides fault tolerance, even some nodes in the whole network get into trouble, there still can be steady way to get to the network. The redundancy mechanism and the ability to re-route can guarantee that the network is not influenced.path has involved, the network scale can be adjusted. The FHP's product also provides more advanced

The FHP's product also provides more advanced security for the optimal route is decided by the algorithm dynamically so it's harder to interrupt the data transmission.re-route can guarantee that the network is not influenced. The FHP's product produces a more complicated

The FHP's product produces a more complicated network so also provides more advance network management.so it's harder to interrupt the data transmission. The FHP's solution's cost would be depending on

The FHP's solution's cost would be depending on the number of nodes in the network, but potentially very likely will be more cost-effi cient than CDPD and Motorola radio. And it will be more economical on the cient than CDPD and Motorola radio. And it will be more economical on the long run on the backhauls.

On the coast-quality aspect, compared with hotspots, motorola radio and CDPD, the total NPV cost per square mile the FHP is the least while provides the best performance.it will be more economical on the long run on the backhauls. Decisions Which customer(s) should

Decisions

is the least while provides the best performance. Decisions Which customer(s) should FHP pursue/target? Why? I'd

Which customer(s) should FHP pursue/target? Why?

I'd like to talk about the Education and Campuses as the target customer. The reasons are as following:

The on-campus wireless network can be really expensive to build, but the mesh network would provide a much more economic solution so the university will be willing to adopt this.as the target customer. The reasons are as following: There are many scenarios on the campuses

There are many scenarios on the campuses for students to use the wireless network. Like in the library, in the union, in the dining hall and etc. All the places must provide a network that can seamless connected together. So there will always be a demand there.solution so the university will be willing to adopt this. There also exits the needs for

There also exits the needs for the college campus to have all places covered by wireless network considering the campus security. So they definitely need aetc. All the places must provide a network that can seamless connected together. So there will

large-scale, reliable and secure network.

Since there are already wired network on campus, so it will be cost-e ffi cient for universities to install the equipments necessary to deploy the mesh network. cient for universities to install the equipments necessary to deploy the mesh network.

install the equipments necessary to deploy the mesh network. How can FHP make its (whole) product

How can FHP make its (whole) product more appealing to those [target] customers?

To be appealing to the universities, FHP should focus on several things.

The communication. To improve the network performance when there were an event will be makes it more appealing to the university.to the universities, FHP should focus on several things. Safety. FHP should make sure that his

Safety. FHP should make sure that his product perform well under any circumstance. Especially when there is an emergency situation, the network should also be stable on its speed and availability.an event will be makes it more appealing to the university. Cost. FHP might need to

Cost. FHP might need to lower down their product cost, especially the cost for each node, and this will make its solution more appealing to the universities.Especially when there is an emergency situation, the network should also be stable on its speed