Professional Documents
Culture Documents
June 2010
Al Williams
LTE Portfolio Management Team
Al.Williams@alcatel-lucent.com
Alcatel-Lucent Proprietary/Confidential
All Rights Reserved Alcatel-Lucent 2009
Version History
Date
Changes
Initial Version
June, 2010
Major update: Addition of exec summary, rewrite of market section, updates of product
sections, addition of selling points throughout.
Alcatel-Lucent Proprietary/Confidential
All Rights Reserved Alcatel-Lucent 2009
Executive Summary
Huawei Intends to Win
Huaweis goal is to become the #1 LTE vendor in the world.
Is this a reasonable goal? Consider three key points regarding Huawei:
1. Huaweis wireless growth has been rapid providing a strong base for LTE
2. Huawei SingleRAN meets our customers LTE need and drives them to demand converged RAN
3. Most analysts are picking Huawei in the top 2 in LTE ahead of Alcatel-Lucent
Given their current position, it seems that their goals are reasonable. But Huawei can be beaten they are
not without fault or flaw. The LTE market is young enough that anything can happen and momentum can be
changed. We must attack them head-on to be sure they dont establish a strong foothold.
This package explains Huaweis product and position then addresses How do we compare? and How do
we counter?
A well defined purpose, strong execution/speed, low costs, ability to throw people at
their problems, deep cash reserves and financing, simple/straightforward products, etc.
A low reputation, out-of-control growth, weak services division, not enough local staff,
security concerns, still too dependent on Chinese market, etc.
Alcatel-Lucent Proprietary/Confidential
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Executive Summary
Huaweis Rapid Wireless Growth Provides a Strong Base
Huawei: Company Revenues 2001 to 2009
Huaweis Growth:
Financials
Most telecom vendors struggled in 2009, yet
Huawei had strong increase in revenues
Huawei targets 20% increase again in 2010
Market share
In 3 years, Huawei has risen from a small
player to #3 rank in the RAN infrastructure
market
Strong share in all technologies
Only weak spot is the NAR region
2007
2008
2009
Total
4.1%
10.3%
18.1%
GSM
5.7%
10.6%
19.5%
CDMA
1.6%
5.8%
16.4%
WCDMA
3.2%
15.0%
19.1%
Alcatel-Lucent Proprietary/Confidential
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Executive Summary
SingleRAN Drives the Customers Need and Drives Converged RAN
BTS3900
Distributed
Node B
Macro Node B
Indoor Outdoor
BTS3900
Micro Node B
DBS3900
BTS3900C
BTS3900 (WCDMA+LTE)
SingleRAN
SingleRAN is a brand/concept name.
The BTS3900 supports multiple RF technologies
from same cabinet at the same time.
A customer can deploy an earlier technology,
then adopt newer technologies via software
upgrade and/or addition of new HW boards.
One OA&M system manages all technologies.
WWW
C C C L L L
D D D T T T
MMM E E E
A A A
Any RF technology
can be plugged into
any slot.
Baseband unit
supports any 2 RF
techs at same time
Alcatel-Lucent Proprietary/Confidential
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Executive Summary
Huawei is an Early Leader in LTE Picked ahead of ALU
Analyst Opinions
Analysts reflect market perception, but they also can
influence operator decisions. What they say matters.
Operator Engagements
In October, Huawei claimed to have 25 trials since
then the number has risen to 60!
TeliaSonera
Lost
Telenor (Norway)
Contract
China Mobile
Trial
Proximus (Belgacom)
LTE ready
5
6
7
Net4Mobility (Sweden)
T-Mobile
Zain (Saudi Arabia)
Contract
??
Trial
Wind (Italy)
Contract
MTS (Uzbekistan)
Trial
10
MTS/K-Telecom (Armenia)
LTE ready
Were working with IDC, Gartner, and other analysts to improve their view of Alcatel-Lucent.
See Section 2 for analyst opinions and trials/contracts.
8 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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Executive Summary
How do we Beat Them?
Huawei is a formidable competitor but not unbeatable.
Do not misunderstand: Huawei is delivering a quality product in a timely manner with good prices. In
order to win, we will have to work every opportunity that we can. We will have to show the value of
our solutions and show the value of partnering with Alcatel-Lucent.
Beating them requires that we know them well and attack them head-on:
Sales: (1) Attack specific Huawei weaknesses, (2) Question their value as a partner (spread FUD)
PM/marketing: (1) Fix our product gaps, (2) Meet Huawei head-on in the marketing wars
Regarding Huawei:
ALU perspective:
Rapid
Growth
Success
Alcatel-Lucent Proprietary/Confidential
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Huawei did not win either of the first two big US contracts (Verizon and AT&T)
Huawei will get a large piece of China Mobile, but that wont launch until late 2011 at the earliest
To remain among the leaders, Huawei must win one of the big European-based operators:
Vodafone, Telefonica, T-Mobile, etc.
This section describes Huaweis current position and digs beneath the surface.
11 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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Reading these reports makes you believe that ALU and NSN are in a battle for 3 rd place.
Danger: Analyst opinions can shape our customers initial opinions.
Reading deeper into the reports, much of their opinions are based on information provided by Huawei!
Our analyst relations team is working to shape the analyst opinions to be more favorable to ALU.
12 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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T-Mobile
Trial
Vodafone
Trial
US Cellular
Trial
Cox
Trial
TMN
Trial
Mobilkom
Trial
Swisscom
Trial
China Mobile
Expo (TDD)
Telefonica
Trial
Softbank
Trial
Telecom Italia
Trial
Cricket
Trial
CMCC-HK
Trial
Zain
Trial
STC
Trial
AMX
Trial
KEY
Trial (public)
Trial (rumored)
MTS Uzbek.
Trial
Etisalat
Trial
Maxis
Trial
Telstra
Trial
Singtel
Trial
Huaweis claim of 60 trials compares to 45 from ALU, 45 from E/// and 25 from NSN.
We believe Huaweis number is inflated - including lab demos, double-counting, etc.
ALU has fewer claimed trials, but we are certainly not behind:
In US, we have as many trials + two big awards
In China, were working with both CMCC and CT Huawei only CMCC
In Europe, we have 10 placements vs. their 11
Alcatel-Lucent Proprietary/Confidential
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Jan 2010
Operator
Assessment
TeliaSonera
Replaced by NSN
Telenor
(Norway)
Significant win
China Mobile
Shanghai Expo
Proximus
(Belgacom)
LTE ready
Net4Mobility
(Sweden)
Significant win
T-Mobile
??
Vendor
Contracts
claimed
ALU
E///
Huawei
10
NSN
12
Moto
ZTE
10
Comments
November 2009
Zain
(Saudi Arabia)
Wind
(Italy)
MTS
(Uzbekistan)
Trial only
May 2010
Significant win
June 2010
Trial only?
October 2009
MTS/K-Telecom
(Armenia)
LTE ready
??
Award date
SingleRAN
a factor?
Yes
Yes
Yes
Yes
Yes
Yes
See LTE CI Market Position in marketing toolbox for other vendors contract lists.
http://wireless.app.alcatel-lucent.com/marketing_toolbox/competitive_intelligence/lte.htm
Alcatel-Lucent Proprietary/Confidential
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Be careful with market share and financial results for Huawei. Since Huawei is not publicly traded,
getting hard numbers on shipments/revenues is difficult. They are often overstated.
Note the discrepancy within a single news report in January 2010:
Global telecom major, Huawei Technologies claims achieving the number one spot for wireless base station
shipments in the year 2009 overtaking market leader Ericsson.
Its market share in the global telecom gear market stood at 20.1% at the end of Q3 2009 as compared to market
leader Ericssons 31.6% as per market research firm, DellOro Group.
15 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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Deployment status
According to Huawei, 30 operators have adopted the BTS3900 over 50,000 sites.
Industry analysts have slightly more conservative figures:
Current Analysis says 10,000 units were deployed by April 2009
TBR says 1.5 million TRXs were shipped by June 2009
Telfonica-O2 (Germany)
Axis (Indonesia)
Telus/ Bell Mobility
Vodafone
America Movil
T-Mobile
Chinese operators
16 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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Typical
exaggerated
claim from
Huawei
Feb 2010
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Issues
Aggressive behavior
Poor Reputation
Product
Market performance
Contract wins lend credibility: Telenor, Net4Mobility
Trial participants everywhere
Rapid growth
Will it put pressure on already weak services business?
Can they maintain their low-cost profile while
supporting multiple markets and multiple generations?
Giving away free mobile network hardware to win contracts does win new operator customers but that doesn't
mean the mobile operator loves you. They don't. They actually can't stand your presence within their network but
you just saved them over $300+ million for a national mobile network.
Customer relationship can not be performed by a dedicated team that doesn't speak to the rest of the Huawei
organization
Arrogance killed Alcatel, Nortel and Lucent...trust me it will kill Huawei too!
Hiring new employees at a growth rate of 100% every 6 months leads to inefficiencies and stagnation
Mobile operators will absorb all your new ideas and strategies but will not invest their future in you unless youre
willing to give it all away again for free.
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The other leading vendors also offer converged RAN for 3GPP RF (GSM, WCDMA, LTE).
Only Huawei and ZTE cover all leading RF technologies.
The difference is in the details OA&M support, shared antennas, how many boxes required, etc.
20 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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Macro Node B
Multi-mode BTS
Q1 2010
BTS3900C
DBS3900
BTS3900 BTS3900A
(Indoor) (Outdoor)
RRU
RFU
BBU
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Huawei was first to market with SingleRAN but other vendors offer similar advantages.
For example, Cosmote says Huawei SingleRAN saved 70% in footprint and 60% in energy over their old
GSM/UMTS equipment. This is true, but similar results would come from using anyones new equipment.
See Section 3c for more details on SingleRAN evolution.
22 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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2009
2Q
2010
3Q
4Q
1Q
2Q
3Q
4Q
1Q
2011
2Q
FDD
2009
2Q
Pico eNodeB
Macro eNodeB
MBMS
RAN sharing
100 km cell radius
Rx diversity
ICIC
Enhanced SON
Distributed eNodeB
RRU 3201
700/AWS/2600/850/900/
1900
5/10/15/20 MHz
15km cell radius
Basic SON
1Q
eRAN3.0
eRAN2.0
eRAN1.0
2011
2010
3Q
4Q
1Q
2Q
3Q
4Q
1Q
2Q
TDD
eRAN1.1
eRAN1.0
Distributed eNodeB
2300, 2600 (trial only)
10/20 MHz
2T2R RRU
2x2 MIMO
FDD->TDD BBU upgrade
Basic SON
2300/2600
5/10/15/20 MHz
4x2 MIMO
Enhanced SON
eRAN2.0
Micro eNodeB
4x4 MIMO
TD-LTE to TD-SCDMA
handover
VoIP
Alcatel-Lucent Proprietary/Confidential
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Huawei is delivering its OA&M capabilities in stages in a similar timeframe as all LTE vendors.
Huawei may have an edge with the single OA&M system that runs 2G, 3G and LTE.
24 | Huawei LTE RAN CI | June 2010
Alcatel-Lucent Proprietary/Confidential
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Some of the information comes from Huawei, thus it is reliable only in theory:
In other words, it clearly describes what they are promising.
It doesnt necessarily describe what they will actually deliver.
We often get comments from field trials that Huawei has used prototypes or has
adjusted parameters to ensure successful results. For example, one customer
commented that: Huawei used March 09 alignment (instead of the required June 09) and
their mobile is not compliant with 3GPP Cat 3 definition.
While this practice is not unusual (for any vendor), it is particularly common in this
fast-paced LTE market where customers want everything sooner than vendors are
ready to deliver.
Pay attention to the red boxes on each page they provide the ALU counterpoint to
Huaweis claims.
Alcatel-Lucent Proprietary/Confidential
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3a
Macro
Indoor
BBU
Distributed
Micro
Alcatel-Lucent Proprietary/Confidential
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F
A
N
A
B
C
D
LBBP
LBBP
LBBP
E
F
G
H
PWR
PWR
PWR
PWR
Alcatel-Lucent Proprietary/Confidential
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LBBP
LBBP
LBBP
LMPT
PWR
PWR
Transmission Interfaces
Alcatel-Lucent Proprietary/Confidential
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mRFU GSM/WCDMA/LTE
Capacity: 2 LTE carriers
Output: 2 x 40W
Frequencies: 900/1800/850/1900
Availability: H2 2009 (for GSM/WCDMA)
Capacity: 2 carriers
Output: 2 x 40W **
Frequencies: 2600/700/AWS
Availability: Q2 2009
RRU3808 WCDMA/LTE
Capacity: 2 LTE carriers
Output: 2 x 40W
Frequencies: 2100
Based on WCDMA RRU 3804
Availability: Q3 2009 (LTE)
RRU3908 GSM/WCDMA/LTE
Capacity: 2 LTE carriers
Output: 2 x 40W
Frequencies: 900/1800/850/1900
Similar function to an mRFU
Availability: Q2 2009 (GSM/WCDMA)
Alcatel-Lucent Proprietary/Confidential
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Note each
RRU has a
different
form-factor.
Specs:
WCDMA RFU: 4 carriers, 80W total
Alcatel-Lucent Proprietary/Confidential
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In May 2010, Huawei filed a report with the US FCC for the RRU3203. This new RRU
looks identical to the RRU3201, with minor specification differences (see below).
RRU3203 differences
Twin TRX:
Two Tx, two Rx, one feedback channel
Each channel supports one carrier
Output power:
40W per antenna port
Measured: 36.3W to 37.2W
Other Specs:
Frequencies: 700/AWS/2600
Bandwidths: 5/10/20 MHz
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Huawei
Ericsson
Nokia Siemens
Height
2U
2U
1.5U
3U
RF techs
supported
LTE
GSM, WCDMA,
CDMA, TD-SCDMA,
WiMAX, LTE
LTE carriers
(2x2 MIMO @ 20MHz)
Baseband Unit
Radio Unit
LTE carriers /
output power
2 / 2x40W
2 / 2x40W
Radio Head
LTE carriers /
output power
2 / 2x40W
3 / 3x60W
(LTE RFU)
2 / 2x40W
2 / 2x30W
(RRU3201/3203)
(RRUS11)
1 / 1x60W
2 / 2x40W
(RRU3808)
2 / 2x40W
(RRU3908)
Huawei Strengths:
BBU can support multiple technologies
Radio units can support multiple
technologies
Small BBU cards for flexibility
Integrated GE interfaces
Huawei Issues:
BBU can only support 2 technologies
simultaneously
Availability dates are floating
Why was RRU3201 replaced?
Alcatel-Lucent Proprietary/Confidential
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3b
Alcatel-Lucent Proprietary/Confidential
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RFU
Capacity
6 carriers, 2x2 MIMO (12 total)
40W per channel
Interfaces
FE or GE (elec. or opt.)
Specifications
Size: 900 x 600 x 450 mm
Weight: 120 kg (typical)
Power Consumption: 2400W
(6 x 2x2MIMO @ 10MHz)
BBU
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BBU
RFU
Standard size
Standard size
(w/ batteries)
Double size
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(6 x 2x2MIMO @ 10MHz)
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RRU3804
BBU3900
41 | Huawei LTE RAN CI | June 2010
(or RRU3201?)
Alcatel-Lucent
Huawei
Ericsson
Nokia Siemens
Macro indoor
Yes
Yes
Yes
Yes*
Macro outdoor
Yes
Yes
Yes
Yes*
Yes
Yes
Micro/Mini
Distributed
Yes
Yes
Yes
Yes*
2008
2008
2009
2005
Q3 2009
Q3 2009
Q2 2009
Q4 2009
* NSN stacks Flexi units to
make each configuration
Huawei Strengths:
Full range of options
All configurations built from same
elements
Mature base station design
All RF technologies available
Huawei Issues:
Many, confusing options
Uncertain small cell direction
Alcatel-Lucent Proprietary/Confidential
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3c
Huaweis SingleRAN
BTS3900 Supports Multiple Technologies
The BTS3900 is designed to be the only base station that the operator needs to deploy. It
was released in 2008 and has been deployed for GSM, CDMA, WCDMA and WiMAX
applications. LTE (FDD and TDD) is the next technology to be added.
BBU 3900
The BBU3900 can contain two control boards, therefore can
support two technologies simultaneously. If there is empty
space in an existing BBU, you can add a 2nd technology by
adding appropriate control and modem cards.
RFUs
The macro radio shelf can contain 3 to 6 radio units. Again, if
there is empty space, you can add a new RFU into any empty
slot. (If mRFUs are deployed, you could do a software upgrade
to change an existing one to support LTE.)
RRUs
Huawei has multiple flavors of RRU, several of which support
multiple technologies (in a single frequency band). You can
reuse an appropriate existing RRU or deploy a new one.
Since the BBU, RFU and RRU are the key elements in all BTS3900s, any of the configurations
can be easily upgraded macro indoor, macro outdoor, micro and distributed.
44 | Huawei LTE RAN CI | June 2010
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Huaweis SingleRAN
SingleRAN Examples
These pictures show how to add LTE to an existing WCDMA deployment. Note addition of
hardware required in both baseband and radio elements.
BTS3900 (WCDMA only)
W
C
D
M
A
W
C
D
M
A
W
C
D
M
A
BTS3900 (WCDMA+LTE)
W
C
D
M
A
W
C
D
M
A
W
C L L L
D T T T
M E E E
A
BBU supports 2
technologies
simultaneously
Add RRU
Most RRUs
support multitechs
LTE
WCDMA
WCDMA
WCDMA
or you can
just deploy
another RRU
DBS3900 (WCDMA+LTE)
45 | Huawei LTE RAN CI | June 2010
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Huaweis SingleRAN
BBU3900 Options
The key cards in the BBU are the control and modem cards (as discussed in the last
section). Because of the independence of the BBU slots, multiple combinations of
technologies can be supported.
F
A
N
WCDMA modem
Transmission
WCDMA modem
WCDMA modem
GSM control +
modem
WCDMA modem
WCDMA control
PWR
PWR
F
A
N
WCDMA modem
WCDMA modem
WCDMA modem
WCDMA modem
LTE modem
WCDMA control
LTE modem
LTE control
empty
Transmission
empty
LTE modem
GSM control +
modem
LTE modem
LTE control
PWR
PWR
F
A
N
CDMA modem
CDMA modem
CDMA modem
CDMA modem
LTE modem
CDMA control
LTE modem
LTE control
GSM + LTE
PWR
WCDMA + LTE
GSM + WCDMA
F
A
N
PWR
CDMA + LTE
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PWR
PWR
Huaweis SingleRAN
Radio Units
Each RRU in Huaweis portfolio supports a different combination or technologies. The
RRU3804 is a multi-carrier unit that will support both WCDMA and LTE. It can be
reprogrammed as the network evolves.
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Huaweis SingleRAN
Example: WCDMA/LTE
Huawei BTS3900 WCDMA networks are LTE Ready. This means the operator can deploy
LTE without replacing equipment, however they still must upgrade SW and/or HW.
New HW for
different
band
HW upgrade
required
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Huaweis SingleRAN
Example: WCDMA/LTE
Existing WCDMA network
Each base station has 3 5MHz carriers
F
A
N
Transmission
WCDMA modem
WCDMA modem
WCDMA control
F
A
N
PWR
PWR
Transmission
LTE modem
WCDMA modem
LTE control
WCDMA modem
WCDMA control
PWR
PWR
WCDMA + LTE
WCDMA only
Capacity:
Each WCDMA modem card supports 3s2c
Could deploy 2 or 3 modem cards
depending on growth planning
Interfaces:
2 FE connections to network (1 from
WCDMA controller, 1 from transmission card)
3 CPRI links to RRUs (from modem cards)
Capacity:
Each WCDMA modem card supports 3s2c
Each LTE modem card supports 3s 2x2 MIMO (@20 MHz)
Interfaces:
2 FE connections to network for WCDMA (1 from
WCDMA controller, 1 from transmission card)
3 CPRI links to RRUs (from modem cards)
BBU engineering isnt consistent across technologies, so the operator must design the
WCDMA network with the intent to upgrade to LTE. Otherwise, change can be difficult.
49 | Huawei LTE RAN CI | June 2010
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Huaweis SingleRAN
Example: GSM/LTE
Two steps in this evolution:
1.Addition of GSM 1800 and LTE 2600
2.Reduction of GSM900 replaced with LTE900
If the GSM900 was deployed using MRFUs instead of GSM-specific RFUs, the second
step can be done via software instead of replacing RFUs.
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G444
G
9
0
0
G
1
8
0
0
G
1
8
0
0
G
1
8
0
0
L
2
6
0
0
L
2
6
0
0
L
2
6
0
0
G
1
8
0
0
G
1
8
0
0
G
1
8
0
0
L
2
6
0
0
L
2
6
0
0
L
2
6
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
G
9
0
0
L
9
0
0
L
9
0
0
L
9
0
0
G666/LTE
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Huaweis SingleRAN
SingleRAN Realities
Huawei portrays SingleRAN evolution as a simple upgrade, typically requiring only
software. Lets look a little closer at some of the real limitations.
Adding the 3rd technology
requires a 2nd BBU.
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Huaweis SingleRAN
SingleRAN@Broad
What is it?
At Mobile World Congress 2010, Huawei unveiled their SingleRAN@Broad marketing campaign, discussing
expansion of mobile broadband to LTE and beyond.
This continues their recent history of rolling out new campaigns at MWC:
2008 Fourth Generation BTS; 2009 SingleRAN; 2010 SingleRAN@Broad
The diagram on the right shows the basic
principles of SingleRAN@Broad:
1.Capacity will increase by 500x
New topologies
New use of spectrum
New technology
Be Careful: This is not a product/offer. There are no specific Huawei products mentioned.
Any vendor could draw this chart.
SingleRAN is a concept with specific current products that support it.
SingleRAN@Broad requires future developments like LTEAdvanced to achieve the promised results.
52 | Huawei LTE RAN CI | June 2010
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Huaweis SingleRAN
How to Position Against It?
Huawei Strengths:
Single design structure for all RF
technologies
Single OA&M system for all
applications
Relatively simple evolution
Numerous options for upgrade
Operators are already deploying
LTE Ready networks
Customers have bought into the
converged RAN concept and see
Huawei as the leader
Huawei Issues:
Software only upgrade claim
- Yes if RRH is the right one
- Yes if frequency is the same
- Never true in BBU always need HW
Simply add cards to BBU claim
- Only works if you have empty space
- Did you overbuy initially?
- Or did you pre-equip with LTE?
- How did you know where/how much?
- Do you have both GSM+UMTS already?
- Youll need a new BBU.
Generations
- Huawei is cheap in initial purchase and
expensive in extensions. If the customer
didnt lock-in prices when first deploying
SingleRAN, they may get surprised.
- Huawei has reputation of coming out with
new hardware and abandoning the old.
Example, RRU3201 -> RRU3203.
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Beating Huawei
Introduction
Huawei is Formidable but NOT Unbeatable
There are three general directions we can take to attack Huawei:
Are they really a leader? Analysts think so, but they still havent won the big LTE contracts or delivered
the big LTE networks. There are still question marks here.
The next 6 months will tell whether Huawei can continue their highly respected position.
This is a tough one, because Huaweis SingleRAN concept is a game-changer for wireless and the BTS3900
eNodeB matches the competition in capacity, flexibility, etc.
We must redirect the argument - dont start with a side-by-side comparison against our product. Instead,
talk about network design Is a converged RAN really the most cost-effective solution for you? Talk about
the total network end-to-end services, network reliability, total cost of ownership, etc.
Huawei has a history of unreliability and questionable business practices. Even if those are problems of the
past, we still put questions in our customers minds
This category should really be the foundation when competing with Huawei. Who do you want as a
partner? A low-cost manufacturer or Bell Labs? A seller of box-oriented solutions or an end-to-end
solution? A company with a long history of meeting your needs or an upstart with a spotty reputation?
The next page has a summary of Huaweis strengths and weaknesses. Following that are ideas for
attacking Huawei organized in the 3 categories listed above.
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Beating Huawei
Strengths/Weaknesses
Strengths
Low prices
High promises
Guaranteed China volume helps scale
Business
LTE
Issues
History of inconsistent performance
Credibility issues
Security concerns due to government/military links
Growth and globalization will put pressure on their
low-cost profile
Still not fully embraced by operators, often brought
into bids simply to lower prices
A weak reputation in the professional services
market compared to Ericsson, NSN and ALU.
Huawei is currently challenged by ZTE for 3G
leadership in China. To lead worldwide, Huawei
must lead in its domestic market.
Still selling boxes, not end-to-end
Loss at TeliaSonera!
Marketing says software upgradable, but most
upgrades require some new hardware
Capacity limitations on LTE dual-mode BBU?
No evolution path from older base stations (preBTS3900); requires overlay with new hardware
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Beating Huawei
Attack Market Position
Attack Huaweis
claimed leadership
position
Ideas:
Messages:
Attack Huaweis
marketing messages
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Beating Huawei
Attack Product
Examples:
Areas:
Attack Huaweis
evolution story
Attack Huaweis
BTS3900 performance
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Beating Huawei
Example of Product Failures
3G Network Outage at Bell
Canada and Telus Mobility,
February 2010
Bell had a six hour degradation on two
RNCs last Friday. According to TELUS the
RNCs were under provisioned so they were
running hot. Telus and Bell Mobility RAN
share so an outage actually effects both
(Alcatel-Lucent Canadian Teams)
Many Telus and Bell 3G (Apple iPhone,
Blackberry Bold, HTC Hero) users
experienced a 4 hour outage in the Greater
Toronto Area yesterday. Service was
resumed last night. The cause of is the issue
still remains unknown, but Telus says it was
caused by a 3rd party vendor. All users
are advised to perform a soft reset on their
handset
Based on information from the Sales Teams, it seems that Telus SGSN
(provided by NSN) was flooding' Bell 's RNC (provided by Huawei) with
traffic (Multi-Operator Core Network - MOCN environment). The amount of
concurrent traffic generated by the Telus SGSNs caused the degradation in
Bell 's Huawei RNCs. Some of the causes of the failure may have been
problems with the SGSN configuration in Telus, bad dimensioning of
Huawei's RNC or any bug in RNC/SGSN. However, independently of the root
cause of the failure the RNC should arguably have been more resilient
during the overload. This event questions whether Huawei's RNC provides
the Telco grade high traffic performance that is expected in demanding
markets.
- Sales Teams
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Beating Huawei
Use FUD
Examples:
Huaweis a privately held company and their financials are nonAttack Huaweis
credibility
transparent
Huawei reports strong growth in contracts, not revenues not always
the same thing
Wont talk directly about financing from the Chinese government
Repeated reports of ethical problems
Governments have security concerns, including reports of spying by
employees and close ties to the military (note recent problems in India).
Examples:
Huawei is investing in local resources now it will take sometime for these
Attack Huaweis
lack of maturity
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Beating Huawei
More FUD
Examples:
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For Further
Information
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www.alcatel-lucent.com
www.alcatel-lucent.com
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