Corning Education Selling Guide

Corning Education Selling Guide

The Changing Education Landscape Today, the higher education learning environment is undergoing a tectonic shift due to the proliferation of wireless devices on campus. Students, faculty, and staff members rely heavily on Wi-Fi for access to the Internet, and a diverse cellular wireless portfolio coming from various multiple wireless providers is visible on higher education school campuses. Furthermore, conventional instructional methodologies are being replaced by techniques designed for tech-savvy students who expect their learning environments to mirror the environments in which they grew up and now live one that is characterized by always-on, available-anywhere information and personalized, multichannel learning. Adoption of Mobile Devices To enable high-capacity and bandwidth-intensive real-time applications like mobile video at stadiums and to empower data-heavy applications such as virtual seminars and Web-based learning classes, higher education school campuses are increasingly adopting mobile devices as the main vehicle of communications among students, faculty, staff members, technicians, and administrators, as well as the proliferation of new learning devices. Even critical communication applications (e.g. video surveillance/ip cameras, location awareness, Public Safety, etc.) now run on any type of smartphone or tablet PC. They are also adopting more and more data-heavy applications like radio-frequency identification (RFID), e-learning, real-time notification/response, asset tracking, and more throughout the facility, which are driving the adoption of fiber to the room in certain areas of the university/college school campus. These changes are enabling higher education school campuses to enhance on-campus communications and productivity, maximize operational efficiency, and improve overall student, faculty, and staff satisfaction. Moreover, students, faculty, and staff members are also using bandwidth-heavy mobile applications and have come to expect reliable connectivity anytime and anywhere on the school campus (e.g. blazing fast residential hall wireless access). Students, faculty, and staff members rely heavily on Wi-Fi for access to the Internet, and a diverse cellular wireless portfolio coming from various multiple wireless providers are visible on higher education school campuses. The CIO Challenge The increase in connectivity needs, user demand, and requirement to control costs drive chief information officers (CIOs) and chief security officers (CSOs) to maximize operational efficiencies and seek reliable, flexible indoor coverage meeting both current and future data and communications needs. Especially since the majority of the buildings on higher education institutions is antiquated and has church-like gothic structures with poor cellular coverage, there could be potential opportunities and needs for distributed antenna systems (DAS). Education Selling Guide 2

With a long-standing expertise in deploying hundreds of DAS solutions on higher education school campuses across the United States, Corning understands the education environment. Corning s Experience in Education With a long-standing expertise in deploying hundreds of DAS solutions on higher education school campuses across the United States, Corning understands the education environment. We work very closely with the leading universities and colleges in the United States to understand their ever changing connectivity challenges, and we develop solutions to support their needs. The latest solution which is designed with the needs of university/college campuses in mind is the Corning ONE Wireless Platform, a solution that converges cellular, Wi-Fi, and Ethernet backhaul over a single composite fiber cable and delivers wireless and wired services to the edge. Why Corning ONE Wireless Platform for Education The Corning ONE Wireless Platform offers higher education campuses the ability to converge Wi-Fi, Ethernet, and multioperator cellular services over a fiber-to-the-edge architecture. This architecture provides maximum flexibility to deploy new services as demand grows. Corning ONE Wireless Platform s modular electronics also accommodate easy and quick service modifications with slide-in modules for capacity or service enhancements. About the Education Vertical Market There are approximately 7,000 higher education institutions in the United States of which approximately 40 percent are four-year colleges/universities with the largest campuses and most students and faculty members. Higher education school campuses with > 10,000 students are ideal target markets for the Corning ONE Wireless Platform Most higher education school campuses have some open wireless requirements based on unmet multidepartmental service, coverage, or capacity gaps Corning ONE Wireless Platform decision driver: incidents when there is pressure to provide more fiber, speed, and Wi-Fi for students and faculty who complain about bad mobile communications access due to poor cellular coverage in older education buildings Many existing school campuses require upgrades to their Wi-Fi networks or 700 MHz LTE data services Network modifications or upgrades are needed due to ongoing renovations and floor plan changes in residence halls, dormitories, and classrooms, etc. Education Selling Guide 3

What to Look for A mobility initiative being formed for the entire education institution by C-level executives, directors, or board of regents C-level executives who consider expansion or upgrade of the existing Wi-Fi infrastructure C-level executives who wish to upgrade their school infrastructure (from the stadiums to student residences, including wireless networks) C-level executives who realize that one size does not fit at all and that heterogeneous networks (HetNets) are required to cover today s school campus needs Majority of students and staff trying to use multiple Internet-capable devices simultaneously inside education buildings or on campus to study or prepare Budget challenges multiple departments with wireless needs and separate budgets Support for Public Safety or robust wireless networks for first responders A need to optimize RFID implementation Who to Talk to (list not in order of importance) 1. CIO 2. Director of IT Services 3. CTO 4. Dean of Academic Affairs 5. Board of Regents 6. CFO 7. Director of Student Services 8. Director of Facilities Important Organization Considerations and Triggers Each college/university may have an average of two C-level staff members involved in decision making and another five to 10 staff members involved in mobility initiatives (influencers) IT controls budget and consultants are almost always used For CIOs, mobility applications are often not a want but more of a severe need Many higher education campuses have ad hoc legacy networks that need to be replaced (i.e. BDA + coax systems on certain floors) or UHFNHF Public Safety communications systems An event often triggers IT to investigate broader wireless coverage options (i.e. wireless coverage in residential hall is weak or video surveillance/ip camera is being installed due to on-campus violent crime incidents) Greenfield (pre-construction) opportunities are ideal for the Corning ONE Wireless Platform with an opportunity to address the benefits of a fiber-based infrastructure and the complex mobility needs and application enablement necessary on the school campus Focus on application-driven needs because nearly all students adopt data-heavy applications including virtual seminars, Web-based learning classes, etc. A cost-effective solution allowing as-needed capacity deployment since many areas of school campuses are empty much of the time; this would minimize the number of sectors and reduce total cost of ownership (TCO) The Corning ONE Wireless Platform offers higher education campuses the ability to converge Wi-Fi, Ethernet, and multioperator cellular services over a fiber-to-the-edge architecture. Education Selling Guide 4

Challenges and Actions 1. Ensuring future network upgrades do not require fork lift efforts. Action: Providing proof of the future-ready capabilities of the Corning ONE Wireless Platform (i.e. example of a college that needed an upgrade later) provides IT decision makers with assurance that their investment will extend well beyond the immediate facilities needs unlike other network investments. Specifically designed with the needs of college/university campuses in mind, the Corning ONE Wireless Platform can accommodate future cellular services or support Ethernet-based applications more easily than competing solutions and without disruption to operational areas. 2. Buying process involves multiple department heads and mobile stakeholders, causing decision-making delays. Action: Emphasizing the need for a converged infrastructure that supports Wi-Fi, Ethernet, and cellular that enables IT control with full visibility and fault detection capabilities vs. ad hoc networks. The Corning ONE Wireless Platform enables pooling of a multidepartmental budget for a converged platform with lower cost per service. 3. Mission-critical applications need to work. Action: For mobile applications, provide example of initial facility heat maps showing where coverage gaps occur and obtaining blue prints prior to rough order of magnitude (ROM) development. Demonstrate how fiber in the horizontal for connected applications is cheaper to install and is more flexible, secure, and reliable than copper media. 4. Older education buildings have poor cellular coverage and need to be renovated, but the problem cannot be resolved easily due to budget and space limitations. Action: Address the (up to 50 percent) upgrade savings which the IT department could realize with the platform. Show an example of the > 50 percent space savings of Corning ONE Wireless Platform vs. competing solutions and discuss the associated benefits of power and HVAC savings. Corning ONE Wireless Platform provides the enterprise with the market s first truly scalable future-ready solution. Corning ONE Wireless Platform: Converged Network Solution The Corning ONE Wireless Platform is a converged future-ready solution that delivers cellular, Wi-Fi, and Ethernet backhaul over an unlimited bandwidth-capable fiber infrastructure. With modular components and a wire-it-once architecture, upgrades are accommodated with simple slide-in modules for capacity or service enhancements no re-cabling necessary. At virtually half the time, space, and cost of installing, maintaining, and upgrading comparative networks, Corning ONE Wireless Platform provides the enterprise with the market's first truly scalable future-ready solution. Solution Benefits Single composite cable architecture supports multiple operators and mobile services (including CELL, PCS, AWS, and LTE) as well as any 802.11 protocol and Gigabit Ethernet backhaul Modular electronics for easy and cost-effective addition of new services Modular six-band remote enables multiservice MIMO support for maximum service performance Composite cabling with multiple fibers and copper for power eliminate clogged conduit/cable trays Remote powering can reduce or eliminate floor-level switches Proactive management interface enables centralized monitoring and control Education Selling Guide 5

Questions to Ask 1. Is wireless connectivity an important aspect for students when asked what they would like to have on their school campus? 2. Is Public Safety currently a part of your wireless capability/infrastructure? 3. Is your current wireless infrastructure ready for the next-generation high-throughput/bandwidth requirements? (e.g. Gigabit Ethernet speeds the latest speeds require fiber or a whole new CAT 5 infrastructure) 4. Do you have any plans to expand the WLAN network? 5. Are you changing your corporate mobile reimbursement or corporate-subsidized handset policy or wireless operator? 6. Do you have a high-profile IT project/initiative launching in the next nine to 12 months? 7. Do you enable one or more of the following services or applications: VMTS, pagers, critical messaging, video surveillance/ip cameras, CPOE, HER, RFID, cloud computing, VoIP? CIO Pain Points and Messaging Issue: Managing multiple systems purchased by multiple departments over time increases OpEx and complexity for IT. > Selling Messages: A single unlimited bandwidth-based solution can deliver robust wireless coverage, capacity, and network flexibility across the school campus. Issue: Adding new services may expose the inside of ceilings and walls, disrupting business operations. > Selling Messages: With a zone-based architecture, the Corning ONE Wireless Platform delivers wireless services and Ethernet backhaul to critical care areas from outside. Issue: Infrastructure may be obsolete in the future. > Selling Messages: With the virtually unlimited bandwidth of fiber and a modular design, the Corning ONE Wireless Platform delivers a future-ready solution supporting any current and future wireless services. Issue: IT departments are fragmented and want one less thing to manage. > Selling Messages: The Corning ONE Wireless Platform delivers seamless Wi-Fi and Ethernet backhaul there are no additional applications to manage. Corning ONE Wireless Platform also includes built-in RF interference components and end-to-end management to ensure maximum uptime. The Corning ONE Wireless Platform is a converged future-ready solution that delivers cellular, Wi-Fi, and Ethernet backhaul over an unlimited bandwidth-capable fiber infrastructure. Education Selling Guide 6

With preterminated and preconnectorized cabling options, Corning ONE Wireless Platform can be more easily installed than other solutions. Value Proposition As a fiber optic-based flexible platform, Corning ONE Wireless Platform supports colleges /universities bandwidth and capacity needs today and in the future no matter what the application (e.g. stadium projects). The modular components with fiber optic cabling enable up to 50 percent savings on upgrades (can change the end points, not the fiber backbone). As a low-power DAS, Corning ONE Wireless Platform enables much more robust 911 functional capabilities since fiber will be connected directly to the antenna, which in turn enables a high degree of location functionality (can pinpoint exact location on the school campus). Corning ONE Wireless Platform combines cellular, Wi-Fi, and Ethernet backhaul capabilities in an equipment footprint that requires up to 60 percent less space than alternative solutions. With preterminated and preconnectorized cabling options, Corning ONE Wireless Platform can be more easily installed than other solutions. With zone ceiling enclosures, install and service upgrades can be easily addressed without having to address ICRA standards and requirements. General: What is an In-building System or Distributed Antenna System (DAS)? Unfortunately, most enterprise buildings are dead zones when it comes to cellular coverage wireless coverage doesn't just happen. Just as Wi-Fi indoor signal strength (RSSI) must ensure application performance, the same is true for cellular. Most often, radio frequency (RF) signals are blocked or absorbed by a building's dense structural materials. Known as in-building wireless (IBW) systems or distributed antenna systems (DAS), these solutions overcome a building's inherent structural impediments and deliver robust wireless coverage throughout the facility. At the simplest level, IBW solutions provide a wired path for delivering wireless service frequencies indoors. Corning offers two solutions with DAS capabilities. The MobileAccess1000/2000 distributed antenna system is a single-operator, multiservice DAS (1000) or a neutral host (multiservice/multioperator) DAS. Both support a variety of remote power options (low, medium, and high) to address various venue and design considerations. The Corning ONE Wireless Platform is a converged solution that combines the capabilities of a multiservice/multioperator DAS with Wi-Fi and Ethernet backhaul for wireless and wired application enablement. Customer References Texas A&M University (Corning ONE Wireless Platform)* Boston College (Corning ONE Wireless Platform) Purdue University (MA1000 and MA2000) University of Maryland (MA1000 and MA2000) Baruch College (MA1000 and MA2000) University of Florida (MA1000 and MA2000) Hampton University (MA1000 and MA2000) *currently under construction. See Other Literature: Solution Brochures, Education Presentation (for end customers). Education Selling Guide 7

Corning Optical Communications Wireless, Inc. 13221 Woodland Park Road, Suite 400 Herndon, Virginia 20171 USA 866-436-9266 FAX: 703-848-0280 Tech Support Hotline: 410-553-2086 or 800-787-1266 www.corning.com/opcomm Corning Optical Communications Wireless reserves the right to improve, enhance, and modify the features and specifications of Corning Optical Communications Wireless products without prior notification. A complete listing of the trademarks of Corning Optical Communications Wireless is available at www.corning.com/opcomm/trademarks. All other trademarks are the properties of their respective owners. Corning Optical Communications Wireless is ISO 9001 certified. 2014 Corning Optical Communications. All rights reserved. Published in the USA. CMA-371-AEN / September 2014