huawei piranha battlecard - cisco.com · company profile huawei positioning why cisco comparison...

Company Profile

Huawei Positioning

Why Cisco

Comparison

Architecture Positioning

Infrastructure Positioning

Service & Support

Solution

Huawei Piranha Program — May 2011Partner Version

Cisco Confidential—For Cisco Use Only

Huawei Positioning

Why Cisco

Comparison



Service & Support

Solution

Company Profile

Piranha Program | © 2011 Cisco Systems, Inc. and/or its affiliates. All rights reserved. Cisco Confidential—For Cisco Use Only. 31

Huawei Sales Strategy: Leverage brand, Carrier Ethernet footprint, Storage/Security JV and breath of portfolio to target Enterprise in emerging markets

Revenue: $21.8B (FY2009, last reported). Contracted sales revenue and not audited company revenue

Gross Margins: 39.6%

Operating Profit: $3B (FY2009)

Financial Strategy: Invest less than 9% of revenue in R&D investment (vs. Cisco’s 15%)

Core Products/Technology: Focus on Telecom Network Infrastructure (GSM/3G/LTE, optical, access networks, and routers), attempted to grow in Enterprise through joint ventures Huawei-Symantec

Channels Strategy: No Enterprise channel, will leverage SP relationships, joint ventures and partnerships

Huawei Company Profile

Product Portfolio Products OfferedWLAN Limited product portfolio

Security Joint partnership with Symantec

Enterprise Routing NE and AR series routers http://www.huawei.com/products/datacomm/catalog.do?id=-2

LAN Switch Quidway LAN Switching Series http://www.huawei.com/products/datacomm/catalog.do?id=-2

Collaboration Video collaboration suite http://www.huawei.com/enterprise/video-communications.do

2007 2008 2009 2010

LAN Market Share (Source: Dell’Oro)

Cisco 75.4% 75.5% 71.3% 72.9%

Huawei 1.3% 1.3% 1.8% 1.6%

Access Routing (Source: Dell’Oro)

Cisco 87.2% 86.5% 86.2% 86.9%

Huawei 2.9% 2.5% 1.4% 0.6%

http://www.huawei.com/products/datacomm/catalog.do?id=-2

http://www.huawei.com/products/datacomm/catalog.do?id=-2

http://www.huawei.com/enterprise/video-communications.do

Company Profile

Why Cisco

Comparison



Service & Support

Solution

Huawei Positioning


Huawei Positioning Cisco AssertionLeading and Reliable Partner: Claims leadership in IP networking given by strong success in Telecom sector

Response: Success is limited to China and few Telcos. Limited transfer of expertise and technologies possible from SP market to enterprise. Lack of channels (Sis and VARs) affects availability and support

Leading End-to-End IP network and service solution provider with complete self-proprietary intellectual property right

Response: Huawei has had a poor track record with regard to intellectual propriety rights, transparency and openness. “Trust” issues have been raised by governments and corporations outside China. No transparency; Selling solutions to Bundle and hide true cost

Reduce Network Complexity: simplifying network maintenance, while providing end-to-end, flexible, integrated solutions

Response: Product integration is key to reduce complexity – Huawei enterprise solutions are broad but fragmented requiring joint venture (3Com, Symantec) and partnerships. Custom solutions, customized and installed they become difficult to swap

Huawei Positioning

Company Profile

Huawei Positioning

Comparison



Service & Support

Solution

Why Cisco


Why Cisco

Borderless Network Architecture for unmatched functionality: switching, security, routing, WLAN, WAN Optimization and application velocity

A systems approach to networking lowers TCO, improves availability and drives workplace transformation

Integrated wireless and security to reduce complexity and costs

Proven commitment to investment protection, business transformation, lowest TCO over the entire product lifecycle (strong focus on OpEx not just CapEx)

Architectural approach, no point – product to allow IT to deliver business transformations

Workplace transformation is enabled by Cisco’s unique combination of video, mobility and application optimization

Smart Business Architecture greatly reduces implementation risk: wireless assessment, planning & design, migration, optimization and more

Superior technical support via Cisco SmartNet and TACs

Product: Cisco has innovation and investment protection at heart offering a tiered product pricing – Find the right product to your customer needs

Ask: Looking at a multi-year total cost of owning a Network, how do you view Network CapEx vs. OpEx?

Software: Sell the value of architectures – Focus on video, mobility and application optimization. Cisco architectures allows IT to deliver business transformations enabled by Switching, integrated security, routing, converged WLAN, WAN Optimization and application velocity

Ask: Are you expecting video, wireless and business critical applications to run on this Network?

Operations: Proven designs greatly reduce implementation risk – Use Smart Business Architecture guides, wireless assessment, planning & design, migration, optimization and more

Ask: What level of implementation risk is your organization willing to accept?

Services: Best support in the industry – Cisco offers limited lifetime warranty (LLW) and free SW update policy – Position SMARTNet but use basic SMARTFoundation for apples-to-apples Services and free SW updates even with Advanced Layer3 images

Ask: Are you wiling to make multiple calls to Huawei/3Com/H3C/HP, and still not get CCIE level support?

Company Profile

Huawei Positioning

Why Cisco



Service & Support

Solution

Comparison


Huawei – Comparison

Why Not Huawei Questions to Ask CustomersBusiness Reasons “Trust” issues due to Huawei track record and strong ties

with the Chinese Gov.

Strong focus on SP NGN , not on Enterprise

Lack of establish channels limits customer support/availability

Broad portfolio with basic functionalities

Lack innovation in Computing and Storage

Negative economics of customization and the drawbacks of being locked in

Business Questions Would Huawei operate in its customers best interest?

Can Huawei provide the flexibility, detailed and customization for the variety of enterprise needs?

Can Huawei provide open architectures and solutions based on standards?

Would Enterprise customers compete with SPs for Huawei attention?

Innovative in SP NGN, what innovation is Huawei bringing in Enterprise?

Solution and Architecture Reasons Broad but highly fragmented portfolio

“Cheap Cisco-like products”, lack of sophistication limits integration into solutions

Ethernet products based on Merchant silicon may lead to unpredictable life cycle and no investment protection

Leverage JV and partnerships to reach par with Cisco

Solution and Architecture Questions Are Huawei products, base on generic merchant silicon or

developed in joint ventures, fully integrated?

Does Huawei provide the same level of end-to-end resiliency and availability in his products?

What is Huawei investment protection track record?

What’s the need for JVs to enter the Enterprise market?

Technology/Product Reasons Ethernet products developed during H3C joint venture are

now part of HP portfolio

Ethernet switches lack Catalyst’s resiliency features

Fairly comprehensive data center portfolio (SAN, data storage, compute), lack innovative strategy in unified fabric

Merchant silicon-based LAN products – little control over hardware feature roadmap

Technology/Product Questions Will Huawei develop a new family of switches?

Will Huawei align with HP via 3Com

Will they be backward compatible or will require painful upgrade and forklift?

Are H3C switches designed also for the DC?

What is Huawei strategy in the Data Center?

What is Huawei innovation in Enterprise networking?

Company Profile

Huawei Positioning

Why Cisco

Comparison


Service & Support

Solution




Element Cisco Differentiators Huawei WeaknessBorderless Networks

Cisco EnergyWise delivers energy efficiency and savings to IT and facilities

A medianet ready borderless network ensures that your network not only delivers a high-quality video experience but also help ensure that your network is ready for changing bandwidth demands

End-to-end policy framework that allows IT to support any device, securely and at scale

Complete, integrated network management for unified wired and wireless lifecycle management to simplify operations

Integrated wired/wireless access policy enforcement with ISE Integrated wired/wireless access management with NCS (was WCS) AnyConnect provides endpoint services to desktops, laptops,

netbooks and smartphones Services include connection management, security, device and

policy management

Lack of end-to-end architecture for enterprise

No technical innovation in energy management, security architecture, mobility and wired-wireless integration

Part of Network security portfolio provided under Symantec JV

Data Center and Virtualization

Unified fabric technology and Cisco FabricPath Partnerships with leading data center vendors to help design the

industry’s data center architecture Tight integration of computing, storage and data networking Unified enterprise switching, storage, computing and cloud service

solutions An Architectural Framework For The “Evolving Data Center”:

Cisco Data Center Business Advantage represents an architectural framework for connecting technology innovation to business innovation. It is the foundation of the Dynamic Networked Organization

Innovate Quickly And Efficiently: Cisco Data Center Business Advantage represents a fundamental shift in the role of IT into a driver of business innovation. Businesses can create services faster, become more agile, and take advantage of new revenue streams and business opportunities. isco Data Center Business Advantage increases efficiency and profitability by reducing capital, operating expenses and complexity. It also transforms how a business approaches its market and how IT supports and aligns with the business, to help enable new and innovative business models

Limited data enter solution which include tick box products for; SAN, data storage in multiple formats, compute, and security (partnership with Symantec)

No products or announced strategy for unified fabric

Company Profile

Huawei Positioning

Why Cisco

Comparison


Service & Support

Solution




Element Cisco Differentiators Huawei Weakness

Keep Control of Your Data Center Architecture: The Cisco Data Center Business Advantage architectural framework is delivered as a portfolio of technologies and systems that can be adapted to meet organizational needs. Customers can adopt the framework in an incremental and granular fashion to control when and how they implement data center innovations. This allows them to easily evolve and adapt the data center to keep pace with changing organizational needs

Be Free to Choose: Data Center Business Advantage preserves the customers ability to work with other industry leaders to solve a particular IT or business problem. Because Data Center Business Advantage is built around an ecosystem-centric framework and open solution stacks, customers can easily work with your existing data center vendors and Cisco’s industry-leading community of development, design, and deployment partners

Collaboration Leverage strengths in Unified Communications and Collaboration Consistently invest in Research and Development of next generation

UC and Collaboration solutions Ability to offer a single and integrate platform End to End Capabilities Offer premise, hybrid and off-premise UC and Collaboration

solutions Unified enterprise communications (VoIP), conferencing, instant

messaging, email and collaboration solutions Any to Any: We uniquely enable people to work together naturally anywhere, on any device, with any content. Cisco lets people use the devices they have today [Apple, Android,

RIM, latest tablets], safely Cisco integrates TelePresence with a laptop WebEx conference

with a smartphone audio call, simply, so everyone has the best meeting possible

With Cisco collaboration solutions, people can work with individuals in other companies, using video, unified communications and presence as if they were inside a single company

Cisco keeps costs low and flexibility high through cloud deployment models and standards, vendor and platform interoperability

Telepresence solution but limited end-point offering

Limited offering of collaboration software, desktop communicator, not prevalent outside of China

Company Profile

Huawei Positioning

Why Cisco

Comparison


Service & Support

Solution




Element Cisco Differentiators Huawei WeaknessVideo Everywhere: Video is an essential part of effective, natural collaboration. Only Cisco provides the breadth of applications and endpoints to make pervasive video a reality Cisco made voice over the network the standard for business. We

are doing the same for video Only Cisco has the broadest suite of video endpoints to integrate

video into the fabric of how we work Only Cisco has a business video architecture [medianet] for scale,

speed and reliability Cisco is driving a new wave of video experiences that change the

way we communicate, collaborate, and enjoy entertainment — in the home, at work, and on the go

New Collaborative Workspace: Cisco is converging social, mobile, video, and unified communications capabilities, to shape the new collaboration experience Advancement in collaboration is influenced by the rapid changes in

the consumer market No other company empowers individual collaboration style as well

as Cisco with the broadest choice of how to communicate based on preference, location and device

Cisco makes work personal again, using a network-based approach to quickly locate the most relevant experts and information and cut through information overload

Unlike others, Cisco provides deep integration with existing software and hardware infrastructure so IT doesn’t have to rip and replace

In this new, more connected world, no other company offers a network-based approach to keep organizations safe because the network provides greater security and policy management control

Cloud Collaboration: When it comes to deploying collaboration, one size does not fit allOnly Cisco provides the combination of: A broad set of collaboration applications including voice, video,

web and customer care Flexible deployment models across private, public and hybrid clouds Virtualized applications AND desktop clients

Company Profile

Huawei Positioning

Why Cisco

Comparison


Service & Support

Solution




Element Cisco Differentiators Huawei WeaknessRouting Full-featured enterprise routing for campus, branch offices,

and WAN Integration of routing platforms with security, switching, wireless

LAN (WLAN), and Cisco Wide Area Application Services (WAAS)

Strong Core routing competency Lack breath of features AR and NE series routers cover

applications from SOHO to core

Switching Full-featured enterprise switching for campus, distribution access, and branch office

Auto Management features such as GOLD, EEM, Smart Call Home First in industry pass-through PoE and powerful security

capabilities for PCI DSS Fully integrated with security, WLAN, and routing. New integrated

controller WiSM2 for Cat6500 Broad architectures to optimize security (Cisco TrustSec™

technology), video (medianet), and energy management (Cisco EnergyWise,™)

Next Generation Operating System with open software environment to run applications such as Wireshark

Scalable architecture in terms of routes and TCAM Resiliency with full redundancy; Ability to upgrade software

“In-Service” with <10ms downtime Infrastructure support for performance monitoring mediatrace,

Medianet Services Interface (MSI) and Media Services Proxy Energy optimized with features such as Cisco Cisco StackPower™ Commitment to investment protection with Cat6500 Sup2T

supervisor with 3x performance and 4x scalability Driving down TCO through competitive CapEx and lowest OpEx Line-rate Multicast replication; Video performance monitoring with

Flexible Netflow, IPSLA, Mediatrace, Medianet Services Interface (MSI) and Media Services Proxy

Offering legacy systems from H3C joint venture via OEM

Merchant silicon based products provides no differentiation

Lack of resiliency features Limited offering of service modules,

form factors, and media types supported

Company Profile

Huawei Positioning

Why Cisco

Comparison


Service & Support

Solution




Element Cisco Differentiators Huawei WeaknessSecurity SecureX Architecture: Context-aware security that combines in-

depth local network context from Cisco TrustSec, real-time global threat intelligence from Cisco SIO, and unique mobile client insight from Cisco AnyConnect

Broad, integrated array of enterprise-class firewall, network IPS, IPsec and SSL VPN platforms; web and email content security delivery platforms; secure routing platforms

TrustSec 2.0 with Identity Services Engine (ISE) - Policy-driven architecture for integrated user and device identification, endpoint posture control, granular wired and wireless access controls, L2 integrity/confidentiality, and user/device-based access management to enterprise resources across an organization’s campus, branch and remote sites

AnyConnect 3.0 - converged security and mobility client

PCI 2.0 Architecture Guide and TrustSec 2.0 Planning and Design Services

Network security leveraging Symantec JV

Full integration of security

WLAN Advanced RF features across a family of 11n APs delivering Enterprise-Class RF performance, reliability and lower TCO, teleworker AP for OfficeExtend (AP600) with zero touch deployment

NCS (was WCS) for integrated wired/wireless management with comprehensive provisioning, management, monitoring and troubleshooting for WLAN, location, wireless IPS and CleanAir

Flexible and secure architecture: unified, autonomous, H-REAP, OfficeExtend, indoor/outdoor, CAPWAP AP-controller tunneling, controllers to address a variety of deployment requirements, comprehensive integrated security for wired and wireless IPS

Next Gen controllers with line rate encryption performance (5500) and integration with Cat 6500 (WiSM) & ISRG2 (WLCM2), Flex 7500 for enterprise scale remote AP deployments

WLAN products range from SMB wireless routers to light duty 802.11N offerings

WAAS Full- featured enterprise WAAS appliance, integration with switching, branch office and mobile clients

Router-integrated WAAS via Cisco Integrated Services Router (ISR) platforms (WAAS Express, WAAS on Cisco Services-Ready Engine)

Company Profile

Huawei Positioning

Why Cisco

Comparison



Solution

Service & Support


Service & Support

What to Do Next?

Apply the service advantage and identify additional resources to leverage during the sales engagement

Huawei Services and Support are Weak Compared to Cisco

Huawei almost exclusively serves SPs; its experience in supporting enterprises, where Cisco and its services reign supreme, hardly exists

Cisco’s advanced services address Borderless Networks at an architectural level; Huawei’s nearest counterparts do so only at a technology level

Cisco’s advanced services for UCS cover compute, storage and network fabric as holistically as UCS itself, unlike their nearest Huawei equivalents

Cisco tops Huawei and other rivals in resolving the quality-of-service issues that arise from virtualization and embodies its edge in VXI and VDI services

J.D. Power & Associates has certified Cisco – but never Huawei—four times in five years for “delivering an outstanding technical service experience”

Cisco’s years of proven commitment to—services experience in—migrating customers to IPv6 puts Huawei’s corresponding involvement to shame

Huawei lacks any rich media—related offering s that compare to Cisco’s Medianet Readiness Assessment Service

Huawei’s large workforce of services technicians averages less than two years of experience per head, as contrasted with five-plus years for Cisco

Self-help tools on Cisco.com let customers resolve 80% of their own issues and track the status of their TAC cases; Huawei can match neither feat

Cisco’s technical certifications set the industry standard and pack much more prestige than Huawei’s comparable training program

Company Profile

Huawei Positioning

Why Cisco

Comparison



Service & Support

Solution

© 2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Cisco’s trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R) C96-666136-00 05/11

11

Solution

Why Cisco Services Why Not Huawei Services Why It MattersAn architectural approach to enablement: Cisco’s advanced services cover wireless, security, rich media (Medianet) and routing/switching with one support contract

In Borderless Networks, Cisco can do with just advanced service what takes Huawei two or more professional services to match

Cisco enables and supports the various components of Borderless Networks as a holistic solution rather than as discrete technologies, as Huawei’s services do

Smart Advanced Services: Cisco’s Network Optimization Service incorporates smart analytics that marry pacesetting intellectual capital with intuitive visual representations of complex networks to let customers easily and quickly monitor policy compliance and benchmark operational performance

Huawei significantly lags Cisco;s in maturity and breadth of networking intellectual capital. Nor does any Huawei service duplicate the intuitive graphics interfaces that visually represent networks in Cisco’s smart analytics

Cisco’s combination of superior intellectual capital and easy-to-interpret interfaces yields unmatched insights that speed improvement of operational excellence, reduction of network complexity and costs, mitigation of risks and proactive detection of potential disruptions. Cisco’s smart analytics also differ from Huawei’s services in letting users gauge their network compliance with best practices in relation to peers

Smart Technical Services: Cisco’s SMARTnet Total Care seamlessly blends proactive event notifications with select advanced services and delivers network-level support

Huawei credits its newly launched Smart Care, not to be confused with Cisco’s preexisting service of the same name, with streamlining operations and management and with proactively maintaining networks. But Huawei limits Smart Care to SPs and offers zero proof of its claimed grand capabilities

Total Care comprises Smart Call Home, a proactive service capability that has proven its value for years in hundreds of accounts, and uses network-level support to lower labor costs by reducing contract administration. Huawei’s Smart Care, by contrast, is unproven and lacks even a verified beta-test site

Quality Leadership: When Gartner asked customers to rate their product vendors’ service and support as part of a survey in 2010, the top average score—6.10 out of a perfect seven—went to Cisco. A similar result occurred in late 2010 when participants in a different customer survey by Infonetics rated Cisco higher on service and support than any of the other seven evaluated hardware vendors

Among the 14 vendors that customers rated in Gartner’s survey about service and support, Huawei ranked last with an average score of 4.15 on a 7-point scale. Huawei also brought up the rear in ratings of service and support by respondents to Infonetics’ survey

Both independent and objective evaluations fly in the face of Huawei’s knee-jerk refrain that its services are on par with Cisco’s. Indeed, the survey results furnish strong empirical evidence to conclude that Cisco’s services beat Huawei’s not by a little but by a lot in quality and effectiveness, as judged by customers

huawei piranha battlecard - cisco.com · company profile huawei positioning why cisco comparison...

Documents