And even with that, our PMP channel inventory level went down. So even more than absorbing that exchange in essence, that came back from the channel. But I think we’re not going to get into specific channel inventory by product line. We’ve never spoken about that. We’re not going to disclose that. But I think I’ve given you enough information that you can pretty easily back into it.
George Notter: Got it. Okay. And then I guess the other question I had was just on the fiber product. I’m curious about initial reactions. I think Atul, you kind of said earlier that the feedback has been positive, but anything more specific or tangible you can say would be great?
Atul Bhatnagar: Sure. George, as I think we mentioned in last call, our focus in fiber is on the mid-size customers, not very large customers. Our focus on fiber is on our installed base, Wireless Internet Service Providers. I would say more than half of our Wireless Internet Service Providers, particularly in North America, they already have fiber. They use wireless. But they also use fiber. And with the government money, many of them are interested in going towards fiber. So when we conceived our fiber product, we knew our differentiation has to be in ease of deployment, ease of management, integration with wireless like 60 GHz, just making it seamless for our customers who are used to Cambium Simplicity, that’s what you will see.
So we have 15 POCs and we are going to increase that. And initial customer feedback is yes, it is much simpler to deploy because we have not designed fiber for a large service provider. We have designed fiber for a mid-size WISP and service provider and kept the simplicity and so far, very positive feedback. And as the government money comes into this space, you’ll see Cambium participate there.
George Notter: Got it. Thank you very much.
Atul Bhatnagar: Thanks, George.
Operator: Please hold for our next question. Our next question comes from Erik Suppiger from JMP Securities. Please go ahead.
Erik Suppiger: Yes, thanks for taking the question. First off, I want to just follow-up on the last question about fiber. Can you give us some context around how you think that product, how big that product could become? Maybe you could compare it to some of your other products or what kind of contribution could we anticipate? Then you talked about competition, using pricing to getting aggressive on pricing. What competitors are you seeing? Is it other players like Ubiquity? Or is it more enterprise centric competitors like an HP or Cisco?
Atul Bhatnagar: So, Erik, first one on the fiber, as I said, when we design the product, we focus on the mid-tier. I think for the first 12 to 18 months, our goal is to establish the product with that mid-tier segment, our existing installed base and go into situations where Cambium is already known for the quality and simplicity. Overall, you will not see us for the first 12 months, 18 months, to really go up to very large installations. So, opportunity wise, fiber is going to be, I think a sizable opportunity because government is also pushing in many government sponsored programs, fiber. And as we work with different states, some states are wireless friendly, but some states are also fiber friendly. Particularly if you look at Northeast, which has foliage and all that, they prefer fiber.
So that’s why Cambium went towards convergence. That Mr. Customer, you can use wireless, you can use fiber. We’ll give you seamless, single pane of glass to manage. We’ll give you simplicity. That’s our key message. Focus on your high performance network. Leave the layer one wireless or fiber to us and the simplicity. So I think in terms of size of the opportunity, as our experience is, it always takes four to five quarters to establish traction, get the POCs going, and then you have the acceleration phase, maybe after a year or 15 months or so. But fiber can be absolutely a substantial opportunity for Cambium, and it is in the PMP bucket. It’s Point-to-Multipoint. For some customers it will be wireless, for some customers, Point-to-Multipoint will come from wire.
