huawei partner program 2010 v1.0 mexico jun 2010

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential

www.huawei.com

Huawei Partner Program Mexico & CC

v 2.0

Fernando ArenasMexico and C&C Network Solution Technical Sales Department

[email protected]. 55 30028873, Cell: 55 19490217

www.huawei.com


Contents

Global Performance of Huawei

Huawei Partner Program

Product and Solution for Partners

How to be Our Partner


Sustainable Growth

0

5

10

15

20

25

30

35

2004 2005 2006 2007 2008 2009E

11

5.6

8.2

41%

58%

65%

72%

16

23.3

75%

30

Contract sales from the international market (USD in billions)


Mobile Network

3

2

1

Nortel

Huawei

A-Lu

Optical AccessNGN Core

NSN

A-LuNortel

HuaweiHuawei

Source: Dittberner, Ovum-RHK, GartnerMobile Fixed

IP

CiscoJunipe

r

A-LuEricsson

NSN

All-IP based FMC

3

2

1

Huawei

NSN

Ericsson

WCDMA CDMAGSM

Nortel

Huawei Huawei

A-LuEricsson

The only telecom supplier ranking top 3 in all these areas

All-IP based FMC solutions ensure users enjoy consistent experiences

any time, anywhere, via any terminal

Router

Huawei

Juniper

Cisco

3

2

1

IP Network

Fixed Broadband Network

Leading in the All-IP Based FMC

NSN


Huawei DataCom - Achievements in the Market

No. 1 in router market of China since 2005, and No. 3 in worldwide SP router market in 2008.

No.1 in NGN/wireless IP bearer network market, serving more than 1 billion subscribers (over 70% are mobile).

E2E carrier-class IP solution serving 27 of the world’s top 50 operators, and over 50% contract sales increase in 2008.

Self-developed chips (65nm) and network operating system (VRP), 1500+ IP patents

4000+ IP R&D engineers and 8000+ IP-related R&D engineers Worldwide R&D Facilities, more than 10% of annual revenue put back into R&D

Contribution from:

Cisco,42.00%

Juniper,20.90%

Other,7.70%

Ericsson,4.00%

AL, 10.90%

Huawei,14.50%

3Q08, Global SP Router market

Source: Dittberner （ DAI)


Global OperationsHUAWEI TECHNOLOGIES (Headquarters)

R&D center

Huawei Headquarters

Technical support center

22 regional HQ and over 100 branch offices

14 R&D centers, 29 training centers

87,502 employees worldwide

Three-level customer service system (HQ/ regional/ local)


Customer

Regional TAC• Regional Spare Parts Center• Regional Training Center

Global TAC• Engineering Center• Technical Support Center• Spare Parts Center• Training Center• Professional Service Center

Shenzhen

Local TAC• Local Spare Parts Center• Service Delivery Manager

Huawei Technologies(Headquarters)

3-level Technical Support System 103 Service Divisions 8 Regional TACs, 7x24, in 10 languages 16 Training Centers, 128 Service Parts Hubs

1500 Engineers and 73% local staffs 320 Certified Service Partners worldwide and

over 7,500 qualified engineers from partners

Huawei Trustworthy Global Services


Contents


Huawei Partner Program Partner Program Structure Responsibility of Each Component Huawei Incentive Partner Program




Industrial Market Classification

Brand is more sensitive

Price is more sensitive

③

①

②

⑤

④

Strategic Accounts :Telco, Government

High Touch : Vendor Led ， Partner Fulfilled

High Touch : Vendor Led. Partner Leveraged

Large Enterprise

Medium Market

Medium Touch : Partner Led ， Vendor Support

SMB

SOHO and Consumer

No Touch : Vendor Incentive Program drive

High

Touch

Sales

Team

Low Touch : Partner Led ， Vendor Incentive Program drive


Huawei Partner Program Structure

Huawei

Distributor

System Integrator A System Integrator B

Retailer/SOHO User SMB User Large User

Distributing

Direct selling

Qualification 、 Authorization 、 Management 、 Su

pport

Commerce 、 Supply 、 Post-service

Customer Relationship Maintenance

Sub Distributor


Responsibility of Each Component-1Huawei HQ (Headquarter) Policy and strategy Agreement evaluation Monitoring and managing working flow High-level interface with Global Partner

Huawei RO (Regional Office) Developing Regional Distributor and System Integrator

B Establishing specific team for this business mode Providing level-2/-3 (pre-and after sales) support for

Customers Technical communication with customers and offering

training, participating in marketing promotion activities Processing purchase order and organizing SPQ (Special

Price Quote) application from System Integrators Providing the pre-sales technical support including RFP

analysis, bidding process, and clarification process for our partners

Managing our partners from end to end, evaluating their quarterly and annual report, and executing incentive policy

Working together with System Integrators to maintain Large customer relationship


Responsibility of Each Component-2Regional Distributor Planning and organizing market promotion for Huawei

network distributed products Developing qualified System Integrator A and providing

level-2 support (pre-and after sales) Building up regional stock to distribute Huawei

products, and processing PO from SI. Periodically providing sales report and prediction Providing RFP analysis and support for SI A Apply for SPQ from Huawei Making out competitive commercial strategy

System Integrator Developing and maintaining the relationship of end

users Collecting market and project information, organizing

related communication and promotion Pre-bidding issues and organizing bidding process,

getting support from regional distributor or Huawei Apply for SPQ from Huawei Providing engineering and service, level-1 support, and

simple on-site training for end users


Huawei Incentive Partner Program

Enable Partner Success

Free

Tra

inin

g

Certif

icat

ion

Considerable Profit

Margin

Flexible Comm

ercial

StrategyPre

-/Afte

r- Sal

es

Support


Huawei University Global BranchesHuawei University Global Branches

BrazilBrazil

UKUKRussiaRussia

China

MalaysiaMalaysia

EgyptEgypt

NigeriaNigeria

GreeceGreece

USUS

FranceFrance

KenyaKenya

AustraliaAustralia

ThailandThailandSaudi ArabiaSaudi ArabiaMexicoMexico

TunisTunis JapanJapan

ColombiaColombia

Huawei has established 28 training centers all over the world

SASA


Huawei Datacom Certificate Service

HCDA is available to IP network maintenance engineers and other interested professionals working

with carrier-class IP networks. HCDP is available to IP network commissioning engineers, IP network O&M engineers, IP network

design engineers and interested professionals who intend to gain a comprehensive and extensive

proficiency of related technologies in routing, switching, access control and IP bearer networks.

HCDE is available to IP network design engineers and interested professionals who intend to gain a

comprehensive and extensive proficiency in the design, optimization and tertiary support of related

technologies in carrier-class IP Networks.


Flexible Commercial Strategy Conditional Rebate Quarterly or Annually

Based on partner’s sales performance relevantly Special Price Quote (SPQ)

The special pricing quote that Huawei may grant to Partner in

order to meet pricing from competitive products on particular

bids or conditions. Partners should launch an application for Special Pricing Quote

before placing the relevant Purchase Order. Price Protection

When Huawei decreases the List price of distributed products,

distributor can get compensation under some conditions. Inventory Balancing

Distributor may balance its inventory by returning for credit

against future Purchase Orders with specific rate. Payment Credit Term

Based on the capability of different partners


Pre-sales and After-sales Support Pre-sales Support

Huawei can arrange related experts to participate in marketing

activities organized by our partner. Technical sales instructors from Huawei can be sent to partner’s office to

offer customized on-site training for its cooperation team in the beginning.

Huawei will provide level-3 support to its Distributor and level-2 support to

System Integrator for the whole bidding process.

After-sales Support Huawei will open its TAC (Technical Assistant Center) for

partners within specific time. Huawei can appoint engineering experts to support on-site by

charge when it receives the requirement from partner. Huawei will facilitate the return of Products under warranty for

repair.


Considerable Profit Margin List Price

List Price shall refer to the price of the Huawei Products, as published

by Huawei. Supply Price

Supply Price shall refer to the price at which Huawei sells Products to

partners under an Agreement which will be profitable. Sample Price

Sample Price is the price that shall only apply to the Sample Products

purchased by partners. Spare Part Price

Spare Part Price is the price that shall only apply to the Spare Part

purchased by partners.

Huawei will help its partner to make out a competitive price structure based on the analysis of competitors in order to get considerable profit margin.


Contents






End-to-End Network & Service Solution

Unified Communication

Router & Switch & NMS

•NE5000E/80E/40E TSR•NE80 GSR•NE40 USR•NE20 Multi-Service

•AR4/2/19 Router•S9/5/3/2300 Switch

•iManager DMS

Video Conference

Self-Design & CMM 5 Certification

Huawei Industrial Products Portfolio

Optical Transmission

•OSN 6800 (WDM)•OSN 3800•OSN 1800 I/II

•OSN 3500 (MSTP)•OSN 2500•OSN 1500

•Softco 9500/5816•Smartcall 1000•BMU CDR•Softphone Openeye•IP phone ET523/525 •MC820b

•UAP 3300/8100•ATAE

•Group Video•Desktop Video•MCU •Management•Recording System

•Telepresence


10U chassis 2T switch capability, 2.4T backplane bandwidth

Maximum port density: 288GE/288FE/72*10GE

4U chassis 720G switch capability, 1.2T backplane bandwidth


Platform Consistency Redundant 1+1 AC or DC Power Hot swappable fan tray with N+1 redundant fans Hot swappable modules and power supplies Intelligent fuzzy fan speed-adaptation, low

consumption, low noise

Dual engines support load balancing and 1+1 backup Advanced intelligence – QoS, security, manageability

multicast Integrated POE

15U chassis 2T switch capability, 4.8T backplane bandwidth


Quidway S9300 Unified Chassis Family

S9303 S9306 S9312


Quidway S2300/S3300/S5300 Family

S2309TP-SI/EI

S3328TP-SI/EI

S3352P-SI/EI

S2352P-EI

S2318TP-SI/EI

S5352C-SI/EI

S5328C-EI-24SAggregation

Access Aggregation

Access

Switching Capability

S2309TP-PWR-EI

S3328TP-PWR-EI S3352P-PWR-EI

S5348TP-SI

S5324TP-PWR-SI S5328C-PWR-SI/EIS5324TP-SI

S5348TP-PWR-SI

S3328TP-EI-24S S3352P-EI-24S S3352P-EI-48S

S2326TP-PWR-EI S2326TP-SI/EI

SI ： Standard feature platform

EI ： Enhance feature platform

PWR ： PoE platform

S5328C-SI/EI

S5352C-PWR-SI/EI


S9300 Series Highlight

Super-high CapacityProvide huge capacity to face Metro Ethernet aggregation node bandwidth challenge.

Super Green DesignCombine green design on both hardware and software level to reduce OPEX.

3D SecurityThree-dimensional protection for both network and equipment, hardware-level precision, delay and jitter beyond software protection.

Highest port density Minimum chassis height, saving about 33% space Highest port density per rack

huawei

建议修改一下


ZeroTouch

GreenMute

MultiService

Easy Deployment

Smartlink/Monitorlink/RRPPBFD For VRRPFlexible and Abundant DHCP Security suitMFF/VCT/NQAEthOAM 802.3ah/802.1agUnicast Reverse Packet Forwarding (uRPF)RSPANIntelligent StackStrong Lightning Protection Design Front AccessAC/DC All in One

USB Rapid DeploymentAuto configurationHGMPEasy web ManagementPoE various Service Applications

Patented energy-saving algorithmLeading Green chip technologyFriendly no Fan design Low RadiationGreen Power SupplyHighly Integration Supply

PPPOE Intermediate Agent (PPPOE+)1:1/N:1 VLAN MappingSelective QinQ/Multicast VLANEconomic VPN Solution- MCEIGMP v1/v2/v3IGMP v1/v2/v3 SnoopingMCE/802.1xDHCP Snooping/DAI/IPSGDHCP RelayEthernet OAM : IEEE 802.3ah/802.1agCPU CAR

﹢

S5300/3300/2300 Series Highlight


Huawei vs Cisco Product Portfolio in Datacom

Catalyst 2960/3560/3750 Catalyst 45/65

Router

AR Series Router

NE20/40/80 NE40E/80E/5000E

ISR Series Router Cisco 72/73/76 Cisco 12xxx /CRS

Branch High End Core/ Super Core

Eudemon 8000E300/500/1000

ASA5520

E50/100E/200

ASA5540 ASA5580

Security

Low End Middle End High End (10G)

S23/33/53 S93

Branch Core

Switch

Customer Benefits:

• One Operating System (VRP)

for All Datacom Products

• Simplified Design,

Configuration, Management

Lower the TCO


Unified Communication & StorageUnified Communication Product

Storage Solution

IP-SAN

V1000 Series

IP/FC/SAS SAN

S2000 Series

FC-SAN

S3000 Series

FC+ IP SAN

S5000 Series

S6800 Series

FC-SAN

SAN

Application

OceanStor 6800OceanStor 6800

Storage Product

MC820bOpenEye

SoftCo9500 SoftCo5816

ET523PCA ET525

Smartcall 1000 BMU CDRServer

Marco-BS, Femto, WiMAX, WiFi

UAP3300

ATAE

Web configuration, monitor, and quality control.

UAP8100

IP Call Center Solution


Video Conference

Video Conference Product

Telepresence Solution

Abundant Experience --16 years Sustainable Innovation --100+

patents Abundant Portfolio --12 terminal and

MCU, for SME, Service Provider, etc Market Share -- No.1 in China, No.4

worldwide Large-scale Deployment – 40+

countries Similar Function, Half Price


Fully understand the actual demands of industrial users and apply the solutions in all kinds of industries all over the world

Provide state-of-the-art integrated services with end-to-end network products

Application

Field

Government Education

PoliceBankTransportationCampus

Network

Platform

Integrated

Service Security ServiceConsultation Service Training Service

Data Center IP Network

Petroleum Power

Transmission Network

Huawei Comprehensive Enterprise Solutions


Enterprise Solution Key Message

End to End Security Guarantee

Including physical, terminal, network, data security.

Converged Network

Bears data, voice, and video conference services.

End to End Network Solution

Transmission, data communication and access network solution.

Green Enterprise Solution

Energy saving, and environmental protection.

Enterprise class Data Center

Autoimmunization, virtualization ， integration and management of resources.

Professional Service

Network planning, optimization, evaluation, and security service.


Application Cases in Vertical Business

Central Governm

ent

Local Governm

ent

Financial Services

Education

Transport

Health

Others

CERNET 2


Contents







HuaweiHuawei

AuthorizedAuthorized

PartnerPartnerStep 3: Agreement Step 3: Agreement NegotiationNegotiation

Step 2: EvaluationStep 2: Evaluation

Step 1: ApplicationStep 1: Application

Step 4: Signing Step 4: Signing AgreementAgreement


Basic Requirements for Distributor

Item Description

Validity Qualified documents for local business

Industrial Experience Be capable of covering regional industrial market and resource pool of

system integrator

Capital Above 20M USD for register capital, above 10M USD for sales revenue

（ It depends ）

HR At least four engineers have HCDA certificate, another two with HCPA.

Technical Support

and Service

Be capable of providing Level 2 technical support and service for its

customer

Financial Situation Good financial affairs without bad business record and liability

Logistics Having the storage capability, branches throughout the region where

products can be distributed mutually

Office Environment OA environment for its staff who can communicate with Huawei

through IT platform easily

Sales An amount of minimum purchase commitment /Minimum PO is above

50,000 USD


Basic Requirements for SI BItem Description

Validity Qualified documents for local business

Industrial Experience Sales experience for network product with good performance

In some specific industry area with good repute and customer

relationship, being knowledgeable with network service and capable

of providing good service, also customized and competitive total

solutions

Capital Above 1M USD for register capital

HR At least two engineers have HCDA certificate, another one with

HCPA.

Technical Support

and Service

Be capable of providing Level 1 technical support and service for its

customer

Financial Situation Good financial affairs without bad business record and liability

Office Environment OA environment for its staff who can communicate with Huawei

through IT platform easily

Sales Minimum PO is above 25,000 USD for Huawei


Our Value - Iron Triangle Relationship

Partner HW

Carrier

• Last mile access

• Network connectivity

• Product

• Training

• L3 support

• Service

• Logistic

• System Integration

Strong RelationshipStrategic Point


Our Vision

Ender User Win

Partner Win Huawei Win

Thank youwww.huawei.com

huawei partner program 2010 v1.0 mexico jun 2010

Business

huawei products

lu nortel huawei huawei

wins huawei partner

huawei datacom achievements

partner fulfilledhigh

regional hq

support pre

market promotion