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%.
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
Objection 3: When N is ratified the Belkin pre-N product cannot be
upgraded to N.
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
Objection 4: Your numbers are bogus - you don't really get a
coverage increase of 8x or a speed increase of 6x.
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
Objection 6: Pre-N products are too
expensive - why should a (NEW
wireless) customer spend money on
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
Objection 7: Pre-N products are too
expensive - why should an (EXISTING
wireless) customer spend money on
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.