Huawei Partner Program v3.

Qiu Lei
Global Network Solution Sales Department www.huawei.com

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential

Contents

 Global Performance of Huawei

 Huawei Partner Program

 Product and Solution for Partners

 How to be Our Partner

Sustainable Growth
Contract sales from the international market (USD in
billions)
35

30 30

25
23.3

20
75%
16
15

11
72%
10
8.2
65%
5.6
5 58%
41%
0
2004 2005 2006 2007 2008 2009E

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 3

Leading in the All-IP Based FMC
 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

Mobile Network IP Network

WCDMA GSM CDMA Router
1 Ericsson Ericsson A-Lu 1 Cisco

2 Huawei Huawei Huawei 2 Juniper

3 NSN NSN Nortel 3 Huawei

Fixed Broadband Network IP

Cisco
Optical NGN Core Access Junipe
r
1 A-Lu Huawei Huawei
All-IP based FMC
2 Huawei Nortel A-Lu
Ericsson
3 Nortel NSN A-Lu
NSN
Mobile Fixed
Source: Dittberner, Ovum-RHK, Gartner

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 4

 Huawei DataCom - Achievements in the Market

 No. 1 in router market of China since

Huawei,
2005, and No. 3 in worldwide SP
Juniper, 14.50%
router market in 2008. 20.90% AL, 10.90%

 No.1 in NGN/wireless IP bearer Ericsson,

network market, serving more than 4.00%

1 billion subscribers (over 70% are

mobile). Cisco, Ot her,
42.00% 7.70%
 E2E carrier-class IP solution serving
全球运营商路由器市场
Global SP Router3Q08
27 of the world’s top 50 operators, 3Q08, market
and over 50% contract sales increase Source: Dittberner（DAI)
in 2008.
Contribution from:
 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
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 5
Global Operations
HUAWEI TECHNOLOGIES (Headquarters)

Huawei Headquarters

R&D center

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)

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 6

Huawei Trustworthy Global Services
Huawei Technologies
(Headquarters)

Customer

Shenzhen

Local TAC
• Local Spare Parts Center
• Service Delivery Manager
Regional TAC
• Regional Spare Parts Center
• Regional Training Center
Global TAC
• Engineering Center
• Technical Support Center
• Spare Parts Center
• Training Center
• Professional Service Center

 3-level Technical Support System  1500 Engineers and 73% local staffs
 103 Service Divisions  320 Certified Service Partners worldwide and
 8 Regional TACs, 7x24, in 10 languages over 7,500 qualified engineers from partners
 16 Training Centers, 128 Service Parts Hubs

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 7

Contents
 Global Performance of Huawei

 Huawei Partner Program

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

 Product and Solution for Partners

 How to be Our Partner

Industrial Market Classification
High
Strategic Accounts :Telco, Brand is more
Touch ① Government
sensitive
High Touch : Vendor Led，Partner Fulfilled
Sales
Large Enterprise
Team
② High Touch : Vendor Led. Partner Leveraged

Medium Market
③
Medium Touch : Partner Led， Vendor Support

SMB
④
Low Touch : Partner Led， Vendor Incentive Program drive

Price is more
SOHO and Consumer sensitive
⑤
No Touch : Vendor Incentive Program drive

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 9

 Huawei Partner Program Structure
Qualification、
Authorization、 Commerce、Supply、 Customer Relationship
Management、Support Post-service Maintenance

Huawei

Regional Distributor

Direct selling
Distributing

System Integrator A System Integrator B

Retailer/SOHO User SMB User Large User

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 10

Responsibility of Each Component-1
Huawei 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

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 11

Responsibility of Each Component-2
Regional 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 TECHNOLOGIES CO., LTD. Huawei Confidential Page 12

Huawei Incentive Partner Program

Enable Partner Success

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 13

 Huawei University Global Branches

UK
France Russia

Greece
Tunis Japan
US
Egypt China
Mexico Saudi Arabia
Thailand
Nigeria
Colombia Malaysia
Kenya

SA
Australia
Brazil

Huawei has established 28 training centers all over the world

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 14

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,
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 15
optimization and tertiary support of related technologies in carrier-class IP
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
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 16
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.
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 17
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.

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 18

Contents

 Global Performance of Huawei

 Huawei Partner Program

 Product and Solution for Partners

 How to be Our Partner

Huawei Industrial Products Portfolio

End-to-End Network & Service Solution

Router & Switch & Optical Unified

Video Conference
NMS Transmission Communication
•NE5000E/80E/40E TSR •OSN 6800 (WDM) •Softco 9500/5816 •Group Video
•NE80 GSR •OSN 3800 •Smartcall 1000 •Desktop Video
•NE40 USR •OSN 1800 I/II •BMU CDR •MCU
•NE20 Multi-Service •Softphone Openeye •Management
•OSN 3500 (MSTP) •IP phone ET523/525 •Recording System
•AR4/2/19 Router •OSN 2500 •MC820b
•S9/5/3/2300 Switch •OSN 1500 •Telepresence
•UAP 3300/8100
•iManager DMS •ATAE

Self-Design & CMM 5 Certification

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 20

Quidway S9300 Unified Chassis Family

S9303 S9306 S9312

 4U chassis  10U chassis  15U chassis
 720G switch capability, 1.2T  2T switch capability, 2.4T  2T switch capability, 4.8T
backplane bandwidth backplane bandwidth backplane bandwidth
 Maximum port density:  Maximum port density:  Maximum port density:
144GE/144FE/36*10GE 288GE/288FE/72*10GE 576GE/576FE/144*10GE

Platform Consistency
 Redundant 1+1 AC or DC Power  Dual engines support load balancing and 1+1 backup
 Hot swappable fan tray with N+1 redundant fans  Advanced intelligence – QoS, security, manageability
 Hot swappable modules and power supplies multicast
 Intelligent fuzzy fan speed-adaptation, low  Integrated POE
consumption, low noise

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 21

Quidway S2300/S3300/S5300 Family

Switching Capability
S5324TP-SI S5324TP-PWR-SI S5328C-PWR-SI/EI

S5348TP-SI S5328C-SI/EI S5328C-EI-24S

Aggregation

S5352C-PWR-SI/EI S5352C-SI/EI S5348TP-PWR-SI

S3352P-SI/EI S3328TP-EI-24S S3352P-EI-24S S3352P-EI-48S

Access Aggregation

S3328TP-SI/EI S3328TP-PWR-EI S3352P-PWR-EI

SI：Standard feature
platform
S2326TP-PWR-EI S2326TP-SI/EI S2352P-EI
EI：Enhance feature
Access platform
PWR：PoE platform
S2309TP-SI/EI S2309TP-PWR-EI S2318TP-SI/EI

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 22

 S9300 Series Highlight

Super-high Capacity Highest port density

Provide huge capacity to face Metro  Minimum chassis height, saving
Ethernet aggregation node about 33% space
bandwidth challenge.  Highest port density per rack

Super Green Design 3D Security

Combine green design on both Three-dimensional protection for both
hardware and software level to network and equipment, hardware-level
reduce OPEX. precision, delay and jitter beyond software
protection.

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 23

S5300/3300/2300 Series Highlight
Smartlink/Monitorlink/RRPP PPPOE Intermediate Agent (PPPOE+)
BFD For VRRP 1:1/N:1 VLAN Mapping
Flexible and Abundant DHCP Security Selective QinQ/Multicast VLAN
suit
Economic VPN Solution- MCE
MFF/VCT/NQA
IGMP v1/v2/v3
EthOAM 802.3ah/802.1ag
IGMP v1/v2/v3 Snooping
Unicast Reverse Packet Forwarding
(uRPF) MCE/802.1x
RSPAN DHCP Snooping/DAI/IPSG
Zero Multi
Intelligent Stack DHCP Relay
Strong Lightning Protection Design
Touch Service Ethernet OAM : IEEE 802.3ah/802.1ag
Front Access CPU CAR
AC/DC All in One

﹢
USB Rapid Deployment Patented energy-saving algorithm
Auto configuration Easy Green Leading Green chip technology
HGMP Deployment Mute Friendly no Fan design
Easy web Management Low Radiation
PoE various Service Applications Green Power Supply
Highly Integration Supply

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 24

Huawei vs Cisco Product Portfolio in Datacom
Router Switch

AR Series NE20/40/80 NE40E/80E/500

Router 0E S23/33/53 S93

Catalyst
ISR Series Router Cisco 72/73/76 Cisco 12xxx /CRS 2960/3560/3750 Catalyst 45/65

Branch High End Core/ Super Core Branch Core

Security Customer Benefits:

• One Operating System (VRP)

E50/100E/200 E300/500/1000 Eudemon 8000 for All Datacom Products

• Simplified Design,
Configuration, Management
ASA5520 ASA5540 ASA5580

Low End Middle End High End (10G) Lower the TCO

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 25

Unified Communication & Storage
Storage Product FC-SAN
Unified Communication Product
FC+ IP SAN

FC-SAN
Smartcall 1000 BMU CDR SoftCo9500 SoftCo5816
Server
IP/FC/SAS S5000 S6800
SAN S3000 Series Series
IP-SAN Series

S2000 ET523 ET525 MC820b

OpenEye PCA Marco-BS, Femto,
V1000 Series Series WiMAX, WiFi

Storage SolutionApplication IP Call Center Solution

UAP3300
SAN

Web configuration, monitor,

and quality control.

OceanStor 6800 ATAE

OceanStor 6800 UAP8100

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 26

 Video Conference

Video
Conference
Product

 Abundant Experience --16 years

 Sustainable Innovation --100+
patents
Telepresenc  Abundant Portfolio --12 terminal
e Solution and MCU, for SME, Service Provider,
etc
 Market Share -- No.1 in China,
No.4 worldwide
 Large-scale Deployment – 40+
countries
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 27
 Similar Function, Half Price
 Huawei Comprehensive Enterprise Solutions

Application Government Education Petroleum Power

Field

Campus Transportation Bank Police

Network
Platform
Data Center IP Network Transmission Network

Integrated
Service Consultation Service Security Service Training Service

 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

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 28

Enterprise Solution Key Message
End to End Network Solution Enterprise class Data Center

Transmission, data communication Autoimmunization, virtualization，

integration and management of
and access network solution.
resources.

End to End Security Guarantee Green Enterprise Solution

Including physical, terminal, network, Energy saving, and environmental

data security. protection.

Converged Network Professional Service

Bears data, voice, and video Network planning, optimization,

conference services. evaluation, and security service.

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 29

Application Cases in Vertical Business
Central
Government

Local
Government

Financial
Services

Education
CERNET 2
Transport

Health

Others

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 30

Contents

 Global Performance of Huawei

 Huawei Partner Program

 Product and Solution for Partners

 How to be Our Partner

How to be Our Partner

Step 1: Application

Step 2: Evaluation Huawei

Authorized
Step 3: Agreement Negotiation Partner

Step 4: Signing Agreement

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 32

 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 Be capable of providing Level 2 technical support and service for its
and Service 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
20,000 USD

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 33

Basic Requirements for SI B
Item 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 Be capable of providing Level 1 technical support and service for its
and Service 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 150,000 USD for Huawei

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 34

 Our Value - Iron Triangle Relationship

• Last mile access

Carrier • Network connectivity

• Service • Product
• Logistic • Training
• System Integration Partner HW • L3 support

Strategic Point Strong Relationship

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 35

Our Vision

Ender User
Partner Win Huawei Win
Win

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 36

 www.huawei.com

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