Professional Documents
Culture Documents
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
Switching: SClick
series
& Datacenter
Switches
to add
Title
Edge Routing:
ARtoG3
Click
addProducts
Title
Core Routing:
NEtoProducts
Click
add Title
Unified Campus
Products
Click WLAN
to add Title
Security Products
Market Drivers
Increase in Connectivity
Centralized Computing
Exponential Traffic
Growth
High-speed Access
Demand
Bandwidth-intensive content in the enterprise
requires gigabit wireless connectivity speeds (4)
LSW
DC
3.28, 8%
16.88, 43%
WLAN
AR
2.86, 7% Service
NE
Optical
4.17, 11%
Access
6.88, 17%
In total $39.45Bn
Huawei can address every
segment of the Enterprise
network space
Target products by priority
3.2%
3th
From: DellORO GROUP 2013.01
No.2 in 2012
Enterprise Switches increased to No.3 in 2013
Enterprise Router maintained
2nd
From: Gartner 2012Q1
Authorized Reseller
Gold
Partner
Silver
Partner
WIFI
VAP
Enterprise IP
Networking
Datacom
Security
Wireless
Authorized
Partner
Public Sector
Large
Corporation
Finance
Security
Global Partner
Security
Network
SME
Two-Vendor Strategy
Key benefits of Two-Vendors Strategy to
customers are:
Standardized Infrastructure simplifies OAM
Cost-Saving & Investment protection
Eliminate vendor lock-in
Greenfield
Operational Restructure
& Consolidation
Often includes a network refresh:
Consolidation
Expansion
Re-organization
enterprise
Access Router AR G3
AR 200/150
AR 1200
Data Center
AR 2200
AR 3200
Agile Switch
NE20E-X6 NE40E-X3/X8/X16NE5000E
AP6010SN/DN AP6510DN
AP6610DN
GE Access
10GE AGG
T-bit Core
WiFi AC
WiFi AP
AP7110DN AP6310SN
AC6605
FE Access
ACU For
S9700/S7700
SMB
Ethernet
Switch
CloudEngine12800
CloudEngine
5800/6800
xPON
Access/
Security/
MSCG/
Wireless
MxU
MA561x
/2x/3x
MA5652
/62/69
OLT
ONT
MA560x/
MA568x
HG80x0/
81xx/82xx
S7700
S9700
S12700
S6700
Firewall/UTM
SSL VPN
IDS/IPS
USG 2000/5000
SVN 2000/5000
NIP2000/5000
WDM
S5700/S5710
MSCG
ME60 X3/X8/X16
WiMAX
BTS
Terminal
S1700
GSM-R
DBS 3900
Microwave
MSTP/Hybrid MSTP
Transport
OSN1800
OSN3800
OSN6800
OSN8800
Metro100/1000
OSN 500/550
OSN1500
OSN2500
OSN3500/7500/9560
RTN910
RTN950
RTN980
Access
Router &
Core
Router &
WiFi
Partner
Resold by Partner,
Delivered by Huawei
HiCare
CoCare
Always Online
CSP: Certified Service Partner
8
Future-proof solutions
Investment protection
Enables flexibility & resiliency on the
infrastructure for expansion and growth
A Better Way
Customer-centric IP Network
Solution
10GE Campus, Fast and Flexible; Mobile
Campus, Highly Available WLAN Services
; Green Campus, Energy Efficient Networks
Business Continuity Data Center Solution
One-Stop Branch Access Solution
9
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
Switching: SClick
series
& Datacenter
Switches
to add
Title
Edge Routing:
ARtoG3
Click
addProducts
Title
Core Routing:
NEtoProducts
Click
add Title
Unified Campus
Products
Click WLAN
to add Title
Security Products
Hospital :
Education :
Large
E-health: Hospital
Higher Education:
Enterprise :
network infrastructure,
Ghana)
Opportunity
ISP:
Enterprise Office
Network :BYOD,
mobile office, EDC,
desktop cloud
Media :
Commercial distribution
Others:
best-selling models in
Network: BYOD to
network infrastructure
S2700/3700/5700
promote efficiency
Focus on NA customers: Match the NA of Enterprise BG based on value area & industry of swicth, then screen and
select the value customers of switch
Strategy
Overseas market: Focus on the main scenes: government, hospital, education, large Enterprise, etc
Campus network: Focus on chassis switches which determine the market structure
Replication scheme: Elaborate solutions based on the projects, guide the region & office and achieve reciprocal benefit.
11
BYOD
Convergent network
Highest Reliability
Cloud carrying
Video meeting
Quality assurance
Fabric CSS
1+Nbackup
Main board
backup
E2E
EasyOperation
Industry's unique
Large bandwidth
Small delay
3+1 backup
0 Packet loss
Fabric
backup
EasyInstall
EasyConfigure
Simplify start
Automatic batch
configuration
EasyTroubleShoot
EasyMonitor
12
Agile service
Agile management
Simple operation and
maintenance: SVF, uniform
Accurate quality
management: iPCA, in-line
Agile evolution
Next-Generation switch
structure: fully programmable
structure enables networks to be more
agile for services
S9700
S12700
10GE Switch
GE Switch
FE Switch
S6700-24-EI
S5710-HI
S5700-HI
S5710-EI/POE
S5700-SI/EI
S5700-LI/POE
S3700-SI/EI
S3700-SI/EI-POE
S3700-HI-GE Up Link
S2700-SI/EI-POE
S2750-EI/ S2751-EI
S2700-SI/EI
S5700X-LI/POE
SMB Switch
S1700 SNMP Managed
14
S1700 Unmanaged
S5700-SI/EI-POE
eSight
S6700-48-EI
10GE
box
switch
S9700
C6500/C6500E
S7700
C4500/C4500E
A7500
S6700
C4500X
A5820X
C3750X/3560X
A5500EI
E5500G/E4800G
S5700EI/HI
GE
box
switch
C3750E/C3560E
C3750G/3560G
A5500SI
E4510G/E4500G
S5700LI
C2960G/C2960S
A5120EI/SI
E4200G/E2500G
A3610
E5500
A3600-EI
E4500/E3500
A3600-SI
E3500
S3700EI
SMB
E8200zl/E5400zl
S5700SI
FE box
switch
A9500
C3750/C3560
S3700SI
S2700EI
A3100TP-EI
E4210
S2700SI
A3100TP-SI
E2600/E2500
S1700
Cisco 100/200/300
V1900/V1400
15
How to Beat HP
Lack of product and solution strategy - many products in HP
portfolio overlap, many internal conflicts, no clear strategy
Unified E2E Management, Unified graphical, Lightweight eSight
Lack of R&D investment has hurt product performance and
competitiveness, many products still based on H3C architecture and
show no significant gains or improvements since H3C was acquired
Greater 10G / 40G/ IPv6 & POE+ readiness on all product lines
Years of competing with Cisco only on price, not a market leader
Education:
Health:
Large Enterprise:
Electronic health
EDC: Large
information
enterprise ERP,
centers;
network: hospital
platform, HPC
telemedicine,
efficient systems;
Opportunity
ISP:
Energy:
Production networks:
opportunity
DC network, Include
Center
Medical Imaging
Media:
Finance:
video VOD
TV station :Video
centers : financial
data center
editing
Key Customers: According to the value regional data center switches, matching the value of the
industry's enterprises BG NA, filter out the switch-value customers
Overseas Markets: Focus on customer education industry, ISP / OTT, CoLocation DC, a comprehensive
breakthrough in depth to form the pattern. Nurture other opportunities
Strategy
Solution Replication: by playing project, detailed solutions, go to the guidance line, forming a virtuous
circle...
16
9M bufferGE ToR
CE 5850HI
10GE ToR
CE6850EI
40Guplink GE ToR
CE5850EI
Complete Fabric
DC-level Fabric
DC1
TRILL, SVF+CSS
DC2
EVN
vFabric
DC3
VS (Virtual System)
Campus
Office
Product
DMZ
17
High Performance
Large Capicity: 16 Slots64T Switching Capacity 2T per slot
High-density wire-speed line card: 48*10GE, 24*40GE/96*10GE
4*100GE
Low Latency: Latency is average 3us
Large buffer: buffer of 100 ms per port10GE/40GE/100GE
TOR Switches: provides a complete TOR groups, from GE to 40GE
Virtualization
Green
Strict front to rear airflow design,
adapt to cold air duct isolation
room design
Each 10GE 5W power
consumption, lower than the
industry average
1 to N: support 16 VS at most
TOR Switches
CE5850-48T4S2Q-EI
CE5810-24T4S-EI
CE12816
(2014Q1)
CE12812
CE12808
CE12804
CE5810-48T4S-EI
CE12800
CE7850
How to Beat HP
CE6850EI
CE6810
CE5850HI
CE5850EI
19
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
Switching: SClick
series
& Datacenter
Switches
to add
Title
Edge Routing:
ARtoG3
Click
addProducts
Title
Core Routing:
NEtoProducts
Click
add Title
Unified Campus
Products
Click WLAN
to add Title
Security Products
Power
Operational Network:
Finance
Enterprise HQ
router in-one-box
Opportunity
Government
Medical
Distance Medical:
ATM or 3G router:
SA, CPOS
Education
Distance education: High
Enterprise Branch
IT outsourcing platform
Complete unified intelligent office solution (routing, switching, voice, security, WLAN, 3G)
Sales to managed services / outsourcing providers not end-users (promote service stickiness)
Use higher performance and capability set to attack WAN modernization against competitors more expensive solutions
Downplay router function and sell as WiFi AC, SIP voice gateway, PBX, MS Lync platform
Strategy
21
Application
Voice
Switch
All-in-One
Security
Huawei AR G3
Industry Average Level PerformanceKPPS
x2
Voice
server
OA
Application
Security
Video
Surveillance
OSP
22
AR G3 Series Portfolio
AR3200
Series
AR3260
HQ/Large Branch
(>350 users)
AR2200
Series
AR2201-48FE/
AR2202-48FE
AR2204
AR2220
AR2240
Medium Branch
(50~350 users)
AR1200
Series
AR1220
AR1220V
AR1220W/1220VW
Small Branch
(<50 users)
AR150&200
Series
SOHO&SMB
(<30 users)
23
AR201
AR 201VW-P
AR151/
AR 151W-P
AR 151G-HSPA+7
AR206
AR156
AR207/AR 207V/207V-P
AR207G-HSPA+7/AR 207VW
AR 157/AR 157G-HSPA+7
AR 157W/AR 157VW
AR208E
AR 158EVW
AR G3 Competitive Strategy
No Product
Headquarter
ISR3925(E)/3945(E)
AR3200
MSR 5060
Medium Branch
Office
AR2200
MSR 5040/301X3020/3040
SRX 240/550
ISR1921/1941/1941w
MSR 201x/202x/2040
SRX 210/220
ISR 800
MSR 900
SRX 100
SRX 650
AR1200
AR150/200
Huawei vs Cisco
Higher forwarding performance
Higher IPSEC performance
Full hot-swappable design vs. limited hot-swap
Higher reliability, dual SRU
More integrated features
More multi-mode network capabilities
More multi-service capabilities (OSP)
Huawei vs HP
Old HP architecture demands high CPU utilization and
the processing performance of concurrent multiservice use is much lower as a result.
Full Hot-swappable design vs. Limited Hot-swap
Higher reliability, dual SRU
Higher switching density and performance
More multi-service capabilities (OSP)
24
Huawei vs Juniper
Not real multi-service platforms (no voice, no
WLAN, limited routing features)
Full Hot-swappable design vs. Limited Hot-swap
More multi-service capabilities (OSP)
No high-end product
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
Switching: SClick
series
& Datacenter
Switches
to add
Title
Edge Routing:
ARtoG3
Click
addProducts
Title
Core Routing:
NEtoProducts
Click
add Title
Unified Campus
Products
Click WLAN
to add Title
Security Products
Opportunity
construct/upgrade
form SDH/ATM to IP
isolation
switchover<50ms
Opportunity
DC interconnection of ISP
Large capacity WAN24*10GE line card,
100G interface
1st E2E 100G IP & Optical solution
network, 1588v2SyncE
Strategy
Provide integrated WAN interconnection solution by leveraging Huawei unique IP + Optical Synergy
IP Backhaul designed in 3G/LTE/GSM-R solution
Scanning customers
network, search Cisco 76/73/72 (deployment time > 5 years) replacement opportunity
26
Virtual Router
Internet
Compus exit
VR 1#
VR 2#
intranet
office
manuafa
ctory
VR 3#
Managemet
area
VLL
Point-toPoint
EVC
MEN
DMZ
UNI
High Reliability
Key Components
Redundant
Backup
Fast
Reroute
Non-Stop
Forwarding
Self-designed Chipset
VPLS
Multipoint-toMultipoint EVC
MEN
IP/MPLS
Multipointto-Multipoint
IP with Eth
MEN
UNI
IP+Optical Synergy
U2000
Non-Stop
Routing
Solar 1.0
40 G
20 G/40 G
In-Service
System
Upgrade
Bidirectional
Forwarding
Detection
40 G
Solar 2.0
100 G
40 G/100 G
400 G
Solar 3.0
200 G
100 G/200 G
400 G
Cluster
Router
High-end
Router
NE5000E
NE40E-X16
NE40E-X8
NE40E-X3
Mid-end
Router
BRAS
ME60-X16
ME60-X8
ME60-X3
28
NE20E-S16
NE20E-S8
NE20E-S4
NE Competitive Strategy
How to Beat Cisco
Cisco has no E2E solution for enterprise, they lack a
ASR9000
7600
Mid-end
Router
ASR1000
upgrades.
Highend
Router
29
MX960
NE40E-X16
MX480
NE40E-X8
MX240
NE40E-X3
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
Switching: SClick
series
& Datacenter
Switches
to add
Title
Edge Routing:
ARtoG3
Click
addProducts
Title
Core Routing:
NEtoProducts
Click
add Title
Unified Campus
Products
Click WLAN
to add Title
Security Products
Healthcare
Large Enterprise
Government
Digital classroom
Wireless
Mobile office
Wireless City
Safe Campus
healthcare
Wireless location
Internet access
BYOD
Public safety
Remote access
Mobile office
Seamless Campus
Video surveillance
Opportunity
Retail
Enterprise Branch
Transportation
Hospitality
Wireless location
Wireless backhaul
Guest Wi-Fi
Video surveillance
Wireless voice
Ad push
Solution, Voice,
Security ...
Wireless voice
Mobile office
Focus on new wireless campus opportunities, Wi-Fi performs as the major breakthrough to driven sales of the entire IP products,
especially LSW.
Strategy
Focus on education sector which can highly match Huawei advanced RF performance, support regional WLAN product sales.
Highlight smart policy management and intelligent wired / wireless network integration
DAS AP
2G/3G Cellular
Micro-Cell signal
Shared
2G/3G/CATV
antenna system
WiFi
signal
Outdoor AP
AP7110DN
AP6510DN/6610DN
AP5030/5130DN
AP7030DE
32
Outdoor
AP6510DN-AGN
(Outdoor dual-band
AP, RJ45, PoE power
supply)
AP3010DN-AGN
(Indoor dual-band AP)
Indoor distributed
AC6605-26-PWR
AP6310SN-GN
(Indoor high-power AP)
AP6610DN-AGN
(Outdoor dual-band AP,
SPF, AC power supply, AC
power supply)
Indoor coverage
AP7110SN-GN
( Indoor 3x3 MIMO
single-band )
AP6010SN-GN
(Indoor single-band AP)
AP7110DN-AGN
( Indoor 3x3 MIMO
dual-band )
AP6010DN-AGN
(Indoor dual-band AP)
33
AC
AP5010SN-GN
(Indoor singleband AP)
AP5010DNAGN
(Indoor dualband AP)
AC6005-8-PWR
AP6610DN/6510DN
2610X/2620X
AP1550
2360X
Highest Reliability:
AP
indoor
AP5010SN/DN
AP1040
AP6010SN/DN
AP1140
2620E H1/H2
3610i/3620i-AGN
AP7110DN
distribute
AC
2610i/2620i-AGN
AP3500
3628i-AGN
2610E-GNP
AP6310SN
1208E-GNP
S97/77 ACU Module
WiSM2 AC module
AC Module
AC6605
AP5500
WX5004
AC6005
AP2500
3010E/3024E
34
Design:
Humanization Design: Improved installation efficiency 200%;
Industrial Design:win iF Germany industrial design award;
OPEX Reduction :
Dying Gasp, reduces the overall time and cost of recovery
Unified Network Management :All the IT and IP product of
Huawei can be adminstrated by Esight;
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
Switching: SClick
series
& Datacenter
Switches
to add
Title
Edge Routing:
ARtoG3
Click
addProducts
Title
Core Routing:
NEtoProducts
Click
add Title
Unified Campus
Products
Click WLAN
to add Title
Security Products
Internet
R&D dept
Web service
Mail service
Marketing dept
Cloud desktop
computing service
Customer service
Mobile office
Securely provides
enterprise IT resources
for correct persons.
Branch connection
Provides branch
connection economically
and securely.
WAN
Efficient and secure
application transmission
networks.
Unified network security
36
Headquarters office
Unified security policies
based on enterprise
applications and employee
identities.
ERP service
Data center
Defense integrating
networks, applications,
and data.
Data center security
Security of Datacenter
Opportunity
Focused on multi-branches departments, such as public sector, bank, large Enterprises, provide the routing, switching,
security, Layer 7 application analyze in-one-box----Security gateway USG series
Focused on mobile office requirement, such as the Security-sensitive large enterprises, financial, energy, provide the end to
end security protection. Especially the security of applications between user terminal and enterprise gateway with L4
Strategy
SSLVPN
High performance security gateway, and DDoS protection gateway, 99.999% high reliability data center protection
Capability
Spam Library
Protocol/Application Library
Virus Library
Vulnerability Library
Network
Security
Emergency Response
Security Management
On-line Upgrade
Credibility Assessment
Security Consulting
SVN2000
SVN5000
USG2110/2100/2200
Mobile
Security
Security
Service
USG5100/5500
AnyOffice Mobile
Security Solution
38
NIP2000
NIP5000
Next-Generation
Firewall
USG3000/6000
Anti-DDoS
AntiDDoS1000/8000
USG9500
Document Security
Management
Applications Identification
39
No.1 in Industry
Competitive Analysis
Huawei
Games
6000 Half-life Freenet Games
ALL
P2P
GAME
450
422
Great
Voice/
Text
Upload/
Download
App Only
App Only
App Only
App Only
Voice/
Text
CheckPoint
ALL
P2P
GAME
Cisco
ALL
P2P
GAME
1181
75
62
App Only
App Only
App Only
App Only
PAN
ALL
P2P
GAME
1600
120
56
App Only
App Only
App Only
App Only
5000
321
183
40
Policy
Simplification
Smart Policy
Configuration simplification.
Competitive Analysis
Huawei
Verifying that application-based policies are
enforced correctly
others
90%
39%
87%
37%
86%
36%
42
43
Huawei
Others
Number of
DDoS that could
defense
100+
30+
DDoS detection
mechanism
DPI Detection
Flow Detection
AntiDDoS
Evolution
Support IPv6
Only IPv4
V-ISA reputation
mechanism to defense DDoS
V: Virtual customization, Support for VM protection S: Slow attack defense based on session reputation
I: Botnet defense based on an IP reputation
A: Application attack defense based on behavior reputation
44
Sandbox
CheckPoint
CISCO
Palo Alto
FireEye
Huawei
Comprehensive
Sandbox Technologies
to catch APT
45
Windows
WEB
Mobile
The only vendor who can provide sandbox for mobile phones.
DLP IPS
Application
identification
All threat
prevention
functions
FW
VPN
IPS
46
4G
2.5G
8G
6G
10G
10G
6G
3.1G
0.4G
12G
Unk
now
n
8G
6G
1.5G
20G
20G
12G
20G
20G
15G
20G
Unknown
FW
12G
Unknown
Application
identification
AV
20G
Unknown
Not
Not
Unknown
supportedsupporte
d
4G
5G
3G
10G
20G
20G
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
Switching: SClick
series
& Datacenter
Switches
to add
Title
Edge Routing:
ARtoG3
Click
addProducts
Title
Core Routing:
NEtoProducts
Click
add Title
Unified Campus
Products
Click WLAN
to add Title
Security Products
Integration management of
wired and wireless networks.
Policy center provides smart
policy of access terminals, users,
and networks
WAN Visible
Opportunity
Multi-vendor support:
Cost-Saving & Investment protection
One NMS manage multi-vendor devices
Customize monitoring for alarm, performance
Focus on the visitor management solutions, touch our customers through BYOD, and
Strategy
We provide the eSight trial version to our customers. "Easy to use, simple and efficient" , and
48
Planning tool
Testing tool
eSight
UMA
Network Tools
eNSP
Network migration
management
Network assessment
and management.
Tool
management
Policy Center
Web-based
management
Desktop policies:
Software delivery, patch
management, and remote
management.
tool
Mobile O&M
iSOC Unified security management, centralized log collection, event correlation analysis, security event location
Unified Resource
Management
User/Administrator
50
IT device
Server
Storage device
eSight
NGNAC
Compact edition
Mini iMC
Cisco netManager
Standard edition
iMC
Standard edition
Prime Infrastructure
Professional edition
iMC
Professional edition
NULL
Policy Center
EAD
eSight supports both wired and wireless networks fault location function.
eSight supports the integration of security and network management.
Huawei provide WLAN planning tools and WLAN test tools.
ISE
Application
Software
UMA
NULL
NULL
iSOC
ArcSight
NULL
OMM
NULL
NULL
DSM
NULL
NULL
and auditable.
Huawei Policy Center support patch management, asset management and software
distribution capabilities.
51