Questions Regarding Pre-N
 

Objection 1: Your product is not standards based.

This is somewhat true, but is not a valid reason why not to sell the product.  The N standard is not expected to be ratified until late 2006 and there are still dozens of submissions from various parties on what the standard should be.  It is assumed by most that MMO will form the basis of Pre-N, but some other minor aspects are yet to be determined.  Our product is based on the B and G standards, but not the N standard (which does not yet exist)

Objection 2: Your product is not WiFi certified.

Yes it is.  It is certified to the B and G standards, ensuring seamless interoperability with these two prevalent standards.  In fact, our product works better with B and G products than any other proprietary product on the market.  In fact, our product in a mixed mode environment will increase the range of B or G devices up to 20%.

IMPORTANT NOTE:  I suggest that whenever you state that our Pre-N product is WiFi certified that you qualify this by saying that it is certified to the B and G standards.  Avoid making open ended statements like "our product is WiFi certified' - without making that important qualification.

Objection 3: When N is ratified the Belkin pre-N product cannot be upgraded to N.

This is unknown.  Until we know what the standard is we will not know.  It may be that a simple firmware upgrade is required, or this may not be possible.  The standard will not be approved until early 2006.

Objection 4: Your numbers are bogus - you don't really get a coverage increase of 8x or a speed increase of 6x.

In fact, we do.  These numbers come from the Tolly group, an independent, and prestige testing company. In actual fact, these numbers are conservative - bear in mind that the 8x greater coverage is not a measurement of the absolute coverage at all.  When we were at the much greater range, we were still achieving 5 or 6 times the throughput.  Just so you know, our 8x and 6x figures are based on the average performance of the other products tested.  These numbers are not marketing spin; they are genuine, based on the independent.  You can and should vigorously defend these numbers with confidence.

IMPORTANT NOTE:  I have heard quite a few people talk about the range benefits of Pre-N.  Please be very careful when speaking about range - just because we have 8x greater coverage does NOT give us 8x greater range.  I suggest you stick to the word coverage.  For those still able to remember their year younger math class, the surface area of a circle is equal to Лrē.  Thus, 8x greater coverage equates to 283% greater range.

Objection 5:  Your product is only 108 speeds like ours.

True - you will notice that the 108 numbers is not prominently shown on our box, it is on the back.  This is because we do not want to be compared to other 108 products.  It is important to remember that the numbers associated with the speed of wireless (11mb, 22mb, 54mb, 108mb, 125mb) are theoretical speeds.  Just because ours says 108 does not mean it is the same speed as other 108 products on the market.  This advertised number is more marketing than reality.  We advertise our ACTUAL, measured throughput, which is several times faster than other products on the market - including 108 products.

Objection 6: Pre-N products are too expensive - why should a (NEW wireless) customer spend money on this?

Depends on the application.  If you simply need to share a broadband connection between a couple of PC's, or just allow a single laptop to be used from the lounge or bedroom, then Pre-N may be a bit expensive.  That is why we have the entry-level 54G product.  Pre-N is not being aimed at people just wanting to share a low speed Internet connection.  It is aimed at people who want to use their network to play games, copy files or shuffle media files around, and to do it over longer distances than normal.  In addition, the Pre-N solution is about the same price (and much less hassle to install) than adding a 54G access point to a 54G network to get the desired distance. 

Objection 7: Pre-N products are too expensive - why should an (EXISTING wireless) customer spend money on this?

The other big benefit is the fact that Pre-N is not impacted by lower speed technologies.  Lets take an example of somebody with an existing 802.11B or 802.11G setup - perhaps router, Cardbus, PCI and client for a game console.  If you were upgrading to 108, you would have to upgrade EVERYTHING even though the game console works perfectly with a B client and it may be fine for your old desktop too, but because it would lower the speed of the 108 router and laptop card.  Because lower speed devices do not impact Pre-N, it actually offers a degree of investment protection for people with existing network devices.  So, an upgrade to Pre-N is likely to be cheaper than an upgrade to 108 from B or G.

Objection 8: Speed is not a big deal; most people only have a 256k or 512k DSL connection to share.

True.  If the only reason for wireless is to share a broadband connection at SHORT RANGE, then I would recommend 54G.  If a customer wants to wirelessly use a broadband connection at longer distances then Pre-N might be the way to go. Sell them on the concept of lying on the hammock by the pool using a laptop rather than being restricted to a much closer range like other products.

 

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