huawei partner program 2010 v1.0 mexico jun 2010
DESCRIPTION
2010 Huawei\'s Enterprise Reseller ProgramTRANSCRIPT
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
HUAWEI TECHNOLOGIES CO., LTD. Page 2Huawei Confidential
Contents
Global Performance of Huawei
Huawei Partner Program
Product and Solution for Partners
How to be Our Partner
HUAWEI TECHNOLOGIES CO., LTD. Page 3Huawei Confidential
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)
HUAWEI TECHNOLOGIES CO., LTD. Page 4Huawei Confidential
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 TECHNOLOGIES CO., LTD. Page 5Huawei Confidential
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)
HUAWEI TECHNOLOGIES CO., LTD. Page 6Huawei Confidential
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)
HUAWEI TECHNOLOGIES CO., LTD. Page 7Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 8Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 9Huawei Confidential
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 TECHNOLOGIES CO., LTD. Page 10Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 11Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 12Huawei Confidential
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 TECHNOLOGIES CO., LTD. Page 13Huawei Confidential
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 TECHNOLOGIES CO., LTD. Page 14Huawei Confidential
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 TECHNOLOGIES CO., LTD. Page 15Huawei Confidential
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.
HUAWEI TECHNOLOGIES CO., LTD. Page 16Huawei Confidential
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. Page 17Huawei Confidential
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. Page 18Huawei Confidential
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. Page 19Huawei Confidential
Contents
Global Performance of Huawei
Huawei Partner Program
Product and Solution for Partners
How to be Our Partner
HUAWEI TECHNOLOGIES CO., LTD. Page 20Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 21Huawei Confidential
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
Maximum port density: 144GE/144FE/36*10GE
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
Maximum port density: 576GE/576FE/144*10GE
Quidway S9300 Unified Chassis Family
S9303 S9306 S9312
HUAWEI TECHNOLOGIES CO., LTD. Page 22Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 23Huawei Confidential
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 TECHNOLOGIES CO., LTD. Page 24Huawei Confidential
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 TECHNOLOGIES CO., LTD. Page 25Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 26Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 27Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 28Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 29Huawei Confidential
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.
HUAWEI TECHNOLOGIES CO., LTD. Page 30Huawei Confidential
Application Cases in Vertical Business
Central Governm
ent
Local Governm
ent
Financial Services
Education
Transport
Health
Others
CERNET 2
HUAWEI TECHNOLOGIES CO., LTD. Page 31Huawei Confidential
Contents
Global Performance of Huawei
Huawei Partner Program
Product and Solution for Partners
How to be Our Partner
HUAWEI TECHNOLOGIES CO., LTD. Page 32Huawei Confidential
How to be Our Partner
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
HUAWEI TECHNOLOGIES CO., LTD. Page 33Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 34Huawei Confidential
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
HUAWEI TECHNOLOGIES CO., LTD. Page 35Huawei Confidential
Our Value - Iron Triangle Relationship
Partner HW
Carrier
• Last mile access
• Network connectivity
• Product
• Training
• L3 support
• Service
• Logistic
• System Integration
Strong RelationshipStrategic Point
HUAWEI TECHNOLOGIES CO., LTD. Page 36Huawei Confidential
Our Vision
Ender User Win
Partner Win Huawei Win
Thank youwww.huawei.com