HCSA-IP Network Certification Training

Contents
1 IP Products Click
SalestoStrategy
add Title Overview

2 Switching: SClick
series & Datacenter
to add Title Switches

3 Edge Routing: AR
Click toG3
addProducts
Title

4 Core Routing: NEtoProducts

Click add Title

5 Unified Campus
Click WLAN Products
to add Title

6 Security Products

1
Huawei: Achieving Stable Growth, Creating More Value for Customers

Sales Revenue
USD Billion
75.1

60.8 In 2016, Huawei's sales revenue grew by 24% and

operating profit grew by 23% YoY.
46.5
Leading global ICT solutions provider
39.5
35.4
32.4 Ranked 129th in Fortune Global 500 list
27.6
Customer-centric culture

World-class management, processes and

practices

2010 2011 2012 2013 2014 2015 2016

The financial section of Huawei's annual report is audited by KPMG.

2
Enterprise Business: Rapidly Increasing Key Market

Enterprise Business Sales Revenue Enterprise Networking Market

USD In 2016, Huawei achieved a strong growth in the

Billion Enterprise Networking market
5.85
Campus Branch IoT

10,000+ 30+ top electric

4.25
800+ Enterprises power companies with
millions of electric
Projects
500+ meters connected
2.96 Carriers
20% IoEE market
share, worlds No. 1
DC Security elevators connection
2.35 solution provider

1.78 30,000+ buses

1.41 120+ 80+ connected, improving
Countries Countries experience of
hundreds of millions of
passengers
2011 2012 2013 2014 2015 2016

3
Industry-Leading Enterprise Network & Security Products

Ethernet Switches Data Center Switches WLAN

Ranked No.2 worldwide Ranked No.3 worldwide Ranked No.3 worldwide

No.2 No.3 No.3

Routers Firewalls/UTM xPON Optical

Ranked No.2 worldwide Ranked No.2 worldwide Ranked No.1 worldwide Ranked No.1 worldwide

No.2 No.2 No.1 No.1

Source: IDC 2106 Q4

4
Go-To-Market Model: A 100% Indirect Channel Model
Public Sector

Authorized Reseller
Distributor Gold Silver Authorized
Partner Partner Partner
Large
WAN WIFI Corporation

Finance
Enterprise IP VAP
Networking
Security
Datacom Wireless
Energy & Power

Carrier resale Partner

Transportation

Security Security
Global Partner
Network
SME

5
Key IP Product Sales Opportunities
Product Lifecycle Two-Vendor Strategy
EOL/EOW Key benefits of Two-Vendors Strategy to enterprise
customers are:
Opportunity to upgrade / migrate existing Standardized Infrastructure simplifies OAM
competitors IP products to Huawei IP Cost-Saving & Investment protection
Products Eliminate vendor lock-in
EOL End of Life Gartner concluded that a multi-vendor strategy results in costs
EOW End of Warranty savings of roughly 15% to 25% over a period of five years
(Forbes.com by Trefis Team)

Greenfield

Operational Restructure New Platform Rollout

& Consolidation Both new businesses and new business units:
Application evolution
Often includes a network refresh: Computing evolution
Consolidation Mobility evolution
Expansion Storage evolution
Re-organization

6
E2E Network Products and Solutions
E2E IP Products and Solutions

Terabit Intelligent 10GE aggregation

Data center switch Agile switch GE switch L3 100M switch L2 100M switch SMB switch
core switch routing switch switch
Ethernet
Switches
S1700
S12700 S9700 S7700 S6700 S5700 S3700 S2700
CloudEngine CloudEngine
12800/12800S 5800/6800/7800/8800

eSight/Agile Controller
Core router Access router AR G3 Industrial router Wi-Fi AP Wi-Fi AC
Access
Routers +
AP4030DN AP4050DN-HD AP6050DN
Core AP2030DN AD9430DN-24 AD9430DN-12 AC6605
AP4130DN AP4050DN-E AP6150DN AC6005
AR150/160/200 AR1200 AR500 AR510 AR530
Routers +
Wi-Fi NE5000E
NE40E-
X3/X8/X16 NE20E-X6 NE08E-S6 NE05E
AP5030DN
AP5130DN
AP7030DE
AP8030DN
AP8130DN
AP7050DE
R240D
SPU 2.0/
X1E
AP7050DN-E R230D
AR2200 AR3200 AR550 AR2500

Data center Security Intrusion Terminal security/

NGFW Sandbox Anti-DDoS Virtual security
security gateway access gateway detection management

Security

USG9500 USG6300/6600 FireHunter 6000 SVN 6000 NIP6000 AntiDDoS1000/8000 USG6000V AnyOffice/iSOC/UMA
/CIS/Agile Controller

7
Channel Service GTM
Customers

Huawei Brand Services Partner Brand Services

Resold by Partner, Partner Sold and Delivered by CSP,
Delivered by Huawei Supported by Huawei

HiCare CoCare

Huawei Service Platform

Support-E/E-Learning/Simulators/TACs/Spares
Always Online

CSP: Certified Service Partner

8
 Why Huawei IP Products?
Performance & Future Standardization & Open
Capability Architecture
Future-proof solutions
Easy Third-Party Integration and Good
Investment protection
Interoperability
Enables flexibility & resiliency on the
Leading in Industry Standards &
infrastructure for expansion and growth
Patents

Distributed Global R&D A Better Way

High Quality Cost-effective
Capability Products
R&D and technical support team- 18+ years R&D in IP technology
closer proximity to customers Industry leading IP chipsets and IP OS
Global supplier with focus on markets Wide portfolio of enterprise ICT products,
outside home country build E2E customer-centric network

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

2 Switching: Campus & Date

Click to add Title Center Switches

3 Edge Routing: AR
Click toG3
addProducts
Title

4 Core Routing: NEtoProducts

Click add Title

5 Unified Campus
Click WLAN Products
to add Title

6 Security Products

10
S Series Switches Sales Opportunity & Strategy
Government: Hospital : Education : Large
E-Government: Government platform E-health: Hospital Higher Education:
Enterprise :
to support efficient Office network infrastructure, Digital Campus, network access
Enterprise Office
Video surveillance Network remote hospital, hospital of teachers and students devices
Network :BYOD,
Sport Stadium: Large events metro network (delivered in General Education :Education network
mobile office, EDC,
Airport/Sea port: Airport/seaport network Ghana) infrastructure replacement and upgrade.
desktop cloud
infrastructure replacement and upgrade HD video surveillance network
Opportunity
ISP: Media : Others:
Commercial distribution
ISP Metro Ethernet: Bandwidth
Office and production network SOHO&SMB: choose part of the Vertical Industry Office
wholesalers to build cost-effective HD video requires to upgrade best-selling models in Network: BYOD to
metro network and data center 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

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.
Strategy
11
 S Series Switches Key Selling Points
SDN Architecture, Ability to support new businesses
Template-based network design and automatic service deployment, reducing the
OPEX
Big Data based visualized, and intelligent O&M, providing quantitative data for decision
BYOD Cloud Application SDN making
Convergent network Real-time and safety programmable Free mobility and on-demand resource migration, ensuring consistent user experience

Rich Agile Function, Improve experience, Simplify O&M

Free Mobility: Service policy based on natural languages, Policy management based on
application awareness
Wired and Wireless Convergence: Management integration (SVF),Campus
virtualized into one switch, Forwarding integration Industry-leading 4 Tbit/s native AC,
Quality Awareness: Industry's first visual IP network quality, First self-healing campus
network
All layer openness Openness at all layers, supporting self-defined flow forwarding
Full series of switches passing OpenFlow 1.3 certification

Function Sub-Function Interconnect Cisco Replace Cisco

Standard Compliance, Interoperability with other vendors
Authenticati PAP/CHAP Y Y

on EAP-MD5 Y Y Forwarding Interoperability S Switch are developed in compliance with international

EAP-TLS Y Y standard protocols . Miercom and Tolly, prove outstanding interoperability capabilities.
Authorizati Wired MAC authentication Y Y Authentication InteroperabilityExcept the private property, Huawei and Cisco Have
on Access Wired DOT1X authentication Y Y interoperability, HUAWEI interoperability capabilities equivalent to HP/Aruba
Wireless MAC authentication Y Y Terminal Interoperability: Using HUAWEI recommended terminal discovery protocol,
RADIUS RADIUS attributes Y Y Cisco and Avaya phone industry are interoperable
BYOD Bring Your Own Device N Y

12
Agile Switch Enables Networks to Be More Agile for Services
S12700 S9700 S7700

S5720HI

Agile service Agile management Agile evolution

Various service features: native AC,
wired and wireless convergence; unified
user management
Application-Centric
Automated Deployment : service
innovation supported by programmability
feature. Automatic configuration through
the Agile controller
Simple O&M: SVF, wired and
wireless uniform deployment
Big Data-Based Visible Network :
iPCA, in-line monitoring with zero error
Cloud management device:
Support the evolution to cloud
managment
Next-Generation switch structure:
fully programmable structure enables
networks to be more agile for services
SDN: ultra-large hardware tables, dual-
plane, catering network changes in ten
years

13
S Series Switches Portfolio

Terabit Switch
S7700 S9700 S12700

10GE Switch
S6720-SI S6720-EI S6720-LI

eSight
S5720-HI S5710-HI S5700-HI S5720-EI/POE S600-E(For education)

GE Switch

S5710-EI/POE S5720-SI/EI-POE S5700-SI/EI S5720-LI/POE S5700-LI/POE

S3700-SI/EI S3700-SI/EI-POE
FE Switch

S2700-SI/EI S2720-SI/EI-POE S2750-EI/ S2751-EI

SMB Switch
S1700 SNMP Managed S1720 Web Managed S1700 Unmanaged

14
Huawei Campus Switches, Ideal for Your Digital-Ready Campus and Branch Networking

Best-Selling Cost-effective Trendsetting

S5720-LI Series S5720-SI Series S6720-SI Series

GE Access Switches GE Access/Aggregation Switches 10GE Aggregation Switches

Layer 2 switches in 8/24/48 port configurations, PoE 1G/2.5G/5G/10G multispeed switches in 16/24/48 port
Layer 3 switches in 8/24/48 port configurations, PoE+
available on all ports configurations
available on all ports
Green design, saving 258 Kw-h/year, 63% more 200-meter PoE++ (60w) power supply, best fit for IoT & AP
Rich routing and security functions. suit for access,
energy-efficient than the industry scenarios
aggregation various scenarios by 45% price off

15
 S Series Switches Competitive Strategy
How to Beat Cisco
S12700 C6800 A10500 E2E Campus network is built on a unified product family, Cisco
Chassis S9700 C6500E A9500 ecosystem is fracturing (IOS / IOS-XR / IOS-XE / NX-OS / WLAN
switch
product line differences from acquisition and development fracture
S7700 C4500E A7500 E8200zl/E5400zl
the overall solution continuity.
10GE S6720 A5820X
box
C4500X Focus on open standard protocols while Cisco promotes
switch C3850 A5560HI proprietary protocols and vendor lock-in
S5720EI/HI Lower energy consumption & higher line-rate performance
C3650 A5560EI E5500G/E4800G
GE The rich and flexible port density models
box S5720SI C2960X A5560SI E4510G/E4500G
switch
S5720LI C2960S A5120EI/SI E4200G/E2500G How to Beat HP
A3610 E5500 Lack of product and solution strategy - many products in HP
S3700EI portfolio overlap, many internal conflicts, no clear strategy
FE box C3750/C3560 A3600-EI E4500/E3500
Lack of R&D investment has hurt product performance and
switch S3700SI A3600-SI E3500 competitiveness, many products still based on H3C architecture and
S2700EI C2960 LAN BASE A3100TP-EI E4210 show no significant gains or improvements since H3C was acquired
Years of competing with Cisco only on price, not a market leader
S2700SI C2960 LAN LITE A3100TP-SI E2600/E2500
Using general commercial chips, unable to provide differentiated
SMB
solutions to meet customer needs
S1700 Cisco 100/200/300 V1900/V1400

16
Data Center Switches Sales Opportunity & Strategy
Government: Education: Health: Large Enterprise:
E-Gov: e-government EDC: Large
High Education: University Electronic health
platform, national data Campus + data center enterprise ERP,
information
centers; platform, regional education PRM, OA, such as
network: hospital
platform, HPC telemedicine, efficient systems,
ISP:
ISP/OTT: Internet Company Energy:
Opportunity Medical Imaging
Carrier:
DC cloudification;
Finance:
opportunity Production networks: Two three financial
Rack hosting,
CoLo DC: CoLocation Data oil, energy, electricity centers : financial
carrier EDC,
Center, Physical server DC network, Include data center
telecom cloud
,VM/VPC leasing HPC for mining

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 ISP / OTT, CoLocation DC, Carrier, Finance, education
industry a comprehensive breakthrough in depth to form the pattern. Nurture other opportunities
Solution Replication: by playing project, detailed solutions, go to the guidance line, forming a

Strategy virtuous circle...

17
 Data Center Switches Key Selling Points
10/25/40/100G 9M bufferGE ToR
High Performance
ToR CE8860 CE 5850HI Large Capicity: 16 Slots178T Switching Capacity 11T per slot
High-density wire-speed line card: 48*10GE, 24/36*40GE,
4G buffer 10G ToR 40G uplink GE ToR 12/36/72*100GE
CE6870 CE5855EI Low Latency: Average 2 us latency
Large buffer: buffer of 100 ms per port10GE/40GE/100GE
Low price10G ToR Low priceGE ToR TOR Switches: provides a complete TOR groups, from GE to 100GE
CE6810 CE5810
System-level Fabric DCI-level Fabric
Complete Fabric
Fabric of DCN: DCN internal Fabric by the current CSS, SVF, M-AG,
together with the current Trill or Vxlan to form the complete DC network.
SVF+CSS,M-LAG DC1 DC2
BGP- Fabric of DCI: DCI by three traditional L3VPN, and can provide Layer 2
TRILL, VXLAN
EVPN network connectivity between data centers via BGP-EVPN, implemented in
vFabric MAC over IP
DC3

Front and rear design VS (Virtual System) CSS (Cluster Switch System) Green Virtualization
Strict front to rear airflow design, 1 to N: support 16 VS at most
Campus adapt to cold air duct isolation
CSS: CSS (Cluster Switch
room design
Office System), 712Gbps Cluster
Each 10GE 5W power
bandwith
Product consumption, lower than the
industry average M-LAG: Dual Management and
DMZ
Control PlanesSupport 4-to-1

18
Data Center Switches CloudEngine (CE) Series Portfolio
Core switches ToR switches
ToR switch with line
10GE ToR switch 10GE large-buffer ToR
card slots
CE12800 switch
CE6855-48S6Q-HI
CE8860-4C-EI CE6870-48S6CQ-EI

100GE switch CE6855-48T6Q-HI

CE6870-24S6CQ-EI
CE8850-32CQ-EI CE6851-48S6Q-HI
CE12816 CE12812 CE12808 CE12804

40GE switch
CE6870-48T6CQ-EI
CE12800S CE6850-48T6Q-HI
CE7855-32Q-EI

GE ToR switch
25GE ToR switch
CE12808S CE12804S CE6810-48S4Q-LI

CE6860-48S8CQ-EI CE5855-48T4S2Q-EI

CE6810-32T16S4Q-LI
Virtual switch FC/FCoE switch
CE5855-24T4S2Q-EI
CE6850U-48S6Q-HI CE6810-48S-LI

CE6870-24S6CQ-EI CE5850-48T4S2Q-HI
CE1800V CE6850U-24S2Q-HI CE6810-24S2Q-LI

19
CloudEngine (CE) Series Switches Mapping Table

CE12800 N7700 HP12900

Core /Aggregation
Switch CE12800S N7000
HP 7900
N9500 N6004

100GE Switch
CE8860-EI N3232C N9236C HP 7900

40GE Swtich CE7850-EI CE7855-EI N9300 N9200

N3100 N5600 HP 5930
CE8860
25GE TOR CE6860-EI CE8860-EI N9300 N9200

CE6870-EI N9300
HP 5900/5920
CE6855-HI CE6851-HI N5600 N6001
10GE TOR
HP 5700
CE6850U-HI N3100 N5500 N3500
CE6810-LI N3000 N2200 N2300

CE5850-HI HP 5900/5120

GE TOR CE5855-EI N3048

HP 5500
CE5810-EI N2200

20
CE Switch How to beat Cisco
Beat N7K + N5K + N2K
N7K + N5K + N2K is traditional network solution, but it can not support ACI solution; making use of this
advantage, we can exclude Cisco in competition.
N7K has been updated to N77, but the N77 still can not support high-density 40GE/100GE line card. The line
card of N77 still can not support the large buffer and FIB table.
N2K is just a port extender, that is, it can not forward any data by itself.

Beat N95 + N93 + N2K

N95/N93 is based XGS chipset and a few self-researched chipset, so the N9500 can not support the non-
blocking switching (for example , not support cell switching, voq), so it has lowest cost.
Similar to N7K/N77, the line card of N95 can not support the large buffer and FIB table.
According to datasheet of N95, N95 fabric can not support N+1 redundancy.
The N95 can not support VDC, FabricPath, OTV, LISP, MPLS features.
N2K is just a port extender, that is, it can not forward any data by itself.

21
CE Switch How to beat HP
Try to recommend the cell switching, voq non-blocking feature, so we can use CE12800S to
compete with HP's S12900.
S12900-E is an updated switch of S12900. it eliminate some problems of S12900 but bring other
problem (cascade airflow leads to bad heat dissipating of fabric units)
Introduce Huawei's unique feature to customers and convince customers to choose Huawei switches
over HP's.
CSS: This CSS feature separates the control plane from the forwarding plane. Main Processing Units (MPUs) of
CE12800 switches provide independent GE ports to set up CSS control channels, and line cards provide
10GE/40GE/100GE ports to set up data channels. Separation of the control and forwarding planes further enhances
reliability of a cluster system.
M-LAG: M-LAG feature virtualizes two switches into one logical device with double active control planes.
Compared with virtualized systems with a single control plane, M-LAG provides higher reliability and prevents
service interruption during system upgrades.
SVF : F series line cards of S12900/-E will be the main line cards sold to the market, but they do not support IRF3
feature.

22
Contents
1 IP Products Click
SalestoStrategy
add Title Overview

2 Switching: SClick
series & Datacenter
to add Title Switches

3 Edge Routing: AR
Click toG3
addProducts
Title

4 Core Routing: NEtoProducts

Click add Title

5 Unified Campus
Click WLAN Products
to add Title

6 Security Products

23
AR Sales Opportunity & Strategy
Industrial Backhaul
Electric: Distribution Automation, substation digitization
Transportation: Trailside communications, Road monitoring. The
solution design and delivery is supplied by integrator .
Government: Safe City video backhaul
Industry Production: Industrial Automation, traditional site
In-Vehicle
In-Vehicle wifi: Provide free Wi-Fi services for passengers. Media
companies gain profits through post-payment. Target customer : Media and
transportation companies
In-Vehicle safety: Monitor inside and outside vehicles for safety reason.
Target Customer: Transportation company / Logistics enterprise /School

Opportunity
In-Vehicle Media: advertisement scream, advertisement post, propaganda
communication to Industrial Ethernet
board; Transportation Media: Bus , Airport, Railway station, bus station
media platform. Target customers: Media and telecom company
Power IoT
Lighting IoT
AMI: Reducing line loss, anti-tamper, cash period shortened,
Connected City Lighting: Reduce power consumption and maintenance
reducing labor cost, load management.
cost, Construction Mode: governmentutilitycarrierprivate streetlight
O&M company, Scenario and Target Customergovernmentchannel

Industrial Backhaul: Touch High leader, cooperation big partner to develop

In-Vehicle: Cooperate with Carrier to touch the final customer through its channels and partners or focus on the enterprise
for public transportation or special industrial.
Power IoT: In Africa and Latin America, providing AMI system integration, other areas case by case
Lighting IoT:Building access infrastructure for City IoT based on streetlight
Strategy

24
 AR G3 Key Selling Points
Most Comprehensive Service Functions
Routing
Routing Switching: Abundant access and uplink interfaces
(eth/SA/E1/FXS/pon/LTE etc.), high-density switching access(24GE/51GE)
Switching Voice
Integrated 6 key techniques VPN: IPsec VPN/DSVPN/Any to Any VPN/SVPN/MPLS VPN/L2TPv3
AR G3 Security: IPS/Firewal/URL Filtering
Wireless: Wireless 3G/4G Uplink, Fat and Fit Aps, built-in AC
Security
VPN Voice: Voice Gateway, enrich Enterprise PBX Voice Services
Wireless

Dual SRUs Most Reliable Router

Nonstop forwarding

Industry Data Device-level Reliability: Dual SRUs, Hot swapping, NSF/GR, redundancy
eSight
WAN

VoIP
OA Video Application of fan and power modules
Mail
Hot Inspection
swapping of
Guest Network-level Reliability: Link backup and load balancing, Smart Policy
Redundancy
full series of
design of key
Routing , association between BFD and NQA
cards Hardware QoS
components Service-level Reliability: Security defense, application visibility and control
Device-level Reliability Network-level Reliability Service-level Reliability

Most Open Router Most Convenient Management

Security
Voice OPS(open programmability system):
Video
server Smart maintenance assistant, Zero Touch Configuration
Surveillance Zero Touch
Configuration
SMS Batch Deployment
automatic service deployment and Batch Deployment Using USB Flash Drive
delivery Batch Deployment Using SMS
Application OA
Open Service Platform: X86 Web-based NMS, GUI-based O&M
USB Flash Drive
25 Web-based NMS
architecture
 AR Agile Gateways Key Selling Points
Most Complete Access Types
Abundant Interfaces: 17+ types of interface, like Industrial Serial, Power
Line Communication (PLC), ZigBee/RF, Wi-Fi, HDMI etc.
Various wireless protocols (ZigBee/Bluetooth/RF), providing flexible
networking
Agile Gateway Reliable and flexible remote access in the industrial field
Various industrial interfaces, facilitating stable transition of networks

Strongest Environment Adaptation

Operating range: -40 to 70
Resist electromagnetic interference
Fan-less Convection Cooling
IP54 Ingress Protection
Substation compliant

Highest Intelligence Most Convenient Management

APP2
APP1 APP2 APP1
Open Interfaces and Service Converged Management: Terminals,
Router
vEth VM1 VM2 Platform: API, ARM/X86 architecture, Gateways, Computing, Applications, and
vEth vEth
secondary development capabilities Data
vEth vEth
vSwitch Virtualization : Enterprise-customized Barcode Scanning
HostOS(Linux) Integrated Application Batch Deployment Using SMS
26
AR Series Models
AR3200
AR3260
series
Headquarters/Large-
scale branch (>350 users)
AR2204-27GE/
AR2200 AR2201-48FE AR2204-27GE-P/ AR2204E AR2220/AR2220E AR2240/AR2240C
AR2204-51GE-P
series
Medium-scale branch
(50-350 users)

AR1200 AR1220E/AR1220E
AR1220 AR1220C AR1220F AR1220V AR1220W/
series V/AR1220EVW AR1220VW
Small-scale branch
(<50 users)
AR161/AR161F AR161FG-L/
AR201 AR161FW/AR161W/ AR161FGW-L/ AR121/AR121W/AR151
AR161FV-1P/AR162F AR161G-L/ /AR 151G-HSPA+7
AR100&120& AR161FGW-La

150&160&200 AR156/AR156W/AR157 AR109/

AR207/207G-HSPA+7 G-HSPA+7/AR 157W AR109W/
series
SOHO&SMB /AR157VW AR109GW-L
(<30 users)
AR208E AR168F
AR158E/
AR158EVW

AR169FGVW-L AR129/AR129W AR129CGVW-L

AR169/AR169F/AR169W
AR169FGW-L
AR169FVW
AR169G-L
27
AR Agile Gateway Portfolio

AR3600 Series
AR3670

AR530
AR2500 Series Series
AR160-M Series
AR532
AR161FW-P-M5

AR2504-H AR2504E-H
AR531-2C-H AR531GPe-U-H AR169W-P-M9 AR169RW-P-M9

AR550 Series AR500 Series AR510 Series

AR550C-4GE/AR550C- AR502EG-L AR511GW-LAV2M3
8GE/AR550C-2C6GE AR502EGW-L
AR503GW-LM7

AR550-8FE-D-H AR550-24FE-D-H AR503EQGW-L AR513W-V3M8 AR515GW-LM9-D

AR509G-L-D-H
/AR503EW

Industrial Switching Industrial Routing ICT Convergence

Series Series Series

28
 AR G3 Competitive Strategy
How to Beat Cisco
Headquart MSR4080
C3945E Advanced architecture: Only a few models are applied with multi-cores
ers/Large-
AR3260
scale C3945 MSR4060 CPU. Besides, the system is single core designed which doesnt support
branch parallel processing on multi-cores. The service, control, and forwarding
C3925E panels are not separated.
AR2240
C3925 Excellent performance: WAN forwarding performance is 2 times
advance to Cisco, encrypting/decrypting needs for addition card.
MSR3064
AR2240C C2951 Reliability and easy maintenance: Only a few boards are hot-swappable
MSR3644 Integration and openness: Much more private protocols,
Medium-
scale MSR3024
branch AR2220E C2911/C2921
MSR3012
AR2204E C2901
How to Beat HP
Lack of Multiple Service Capability: MSR G2 dont support following
AR2204-27GE, C2911+24GE/ MSR2004-24/
AR2204-27GE-P, features which have been widely used on multiple service CPE
C2921+48GE MSR2004-48
AR2204-51-P Security: IPS/URL Filtering
AR1220E C1941 MSR2003 Voice: H.323/Voice mail/High density FXS card(32FXS)
Small- C1921 VPN: EVPN, DSVPN
MSR1003-8/
scale AR1220C Lack of WAN Access Capability: MSR G2 dont support xPON which is the
C800M MSR1002-4
branc
h most common access type for CPE
AR1220F C840

AR160F C890
SOHO
&SMB AR160 C880 MSR930

AR120 C860
29
AR500 C819
Contents
1 IP Products Click
SalestoStrategy
add Title Overview

2 Switching: SClick
series & Datacenter
to add Title Switches

3 Edge Routing: AR
Click toG3
addProducts
Title

4 Core Routing: NEtoProducts

Click add Title

5 Unified Campus
Click WLAN Products
to add Title

6 Security Products

30
NE Router Sales Opportunity & Strategy
All IP transport network
IP Hardpipe for tele-protection
Smart Grid Built in PCM with RS232, G.704 64K and so on , All interface Access
Unified NMS,Easy O&M
Opportunity

Tracffic: GSM-R &DCS transport network

Transportation Atom GPS+1588V2 time sync solution save TCO
PCM for dispatch phoneunfied network
L2/L3 E2E 50ms fault fast recove timehight reliability

ISP and DCI

ISP&DCI DCI:fast service provisioning, BOD,PEC+,IP+optical
ISP:mini BNGsmart CO

Leased line
Leased line IP hardpipe for VIP service
Large cache for Vedio experience

Focus on top customers of smart grid, transportation, energy, ISP industries.

Strategy

Focus on high-touch, and tightly cooperate with Huawei experts to win

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

31
NE Key Selling Points

3 Solution advantage
4 Product Highlight
High reliability
NP insidetelecommunications equipment
high reliability of 99.999%
IP Hard Pipe Minimum 50ms service self-recovery

Big equipment
200 ms Big buffer for Video experience
NE Large capacity:480G/1T board Expand to 2T
E-to-E Us-level low latency for critical service

IP FPM
SDN Smart sofeware
utracffic
Plug and play,replace and play
RFC 2544,Instuctment free for deploy

Anymedia All in one box

Built in PCM,All interface Access
Form 64K to 100GE Any service can Access

32
 NE Router Product Portfolio
Network
IP/optical SDN Controller uTraffic NetMatrix U2000
Management

NE40E-X16A NE40E-X16 NE40E-X8A NE40E-X8 NE40E-X3A NE40E-X3 ME60-X16 ME60-X8 ME60-X3

NE5000E Cluster Router NE40E Universal service Router ME60 Multi-Services Control Gateway

Router

NE20E-S16 NE20E-S8 NE20E-S4 NE20E-S2F NE20E-S2E Direct deployment Bypass deployment

NE20E Universal service Router Atom Router

NE08E-S6/S6E NE05E-S2 NE05E-SN NE05E-SE/SF/SQ NE05E-SG/SH/SI NE05E-SJ/SK NE05E-SL/SM

NE05/08 Mid service Router

33
 NE/ME Competitive Strategy
How to Beat Cisco
NE5000E-X16B NSC T4000 Cisco has no E2E solution for enterprise, they lack a
core

T1600 solid optical solution and are weak at TDM/ATM

NE5000E-X16A CRS
T640 Cisco has weak IPv6 readiness

NE40E-X16A ASR9922 MX2020 Cisco has no unified OS platform, e.g. CRS (IOS-XR),
AP NE40E/ME60-X16 MX2010 ASR9000 (IOS-XR), ASR1000 (IOS-XE) and 7600
ASR9912
High-end

NE40E-X8A MX960 (IOS), leading customers to high OPEX and difficult

ASR9006/9010
upgrades.
NE40E/ME60-X8 7600 Series MX480

NE40E/ME60-X3 ASR9904 MX240

M320
NE20E-S16 ASR1013 How to Beat Juniper
M120
Mid-end

NE20E-S8 ASR1006 Juniper has a limited product portfolio for enterprise,

MX104
NE20E-S4 ASR1004 covering only core network, no E2E network solution
Mi10
AC NE20E-S2F Juniper has limited service capability
ASR9001
Juniper is financially weak, losing money and sales;
NE20E-S2E ASR1002-X
MX5-10-40-80 maybe cannot support 7-10 year service life-cycle
NE08E-S6 ASR903
MX80
NE05E ASR 920 MX40
34
Contents
1 IP Products Click
SalestoStrategy
add Title Overview

2 Switching: SClick
series & Datacenter
to add Title Switches

3 Edge Routing: AR
Click toG3
addProducts
Title

4 Core Routing: NEtoProducts

Click add Title

5 Unified Campus
Click WLAN Products
to add Title

6 Security Products

35
 WLAN Sales Opportunity & Strategy
Education Campus Mobile Office Stadium
University Campus All Wi-Fi office Free Wi-Fi for spectators
K12 Primary Campus Wi-Fi LBS service
Education Branch Access Airport, exhibition

Opportunity
Wireless City Video Backhaul Rail Transit (Metro)
Indoor hotspot Video surveillance Vehicle to - ground backhaul
Outdoor hotspot backhaul Compartment Coverage
Station Coverage

Leverage Huaweis industry leading high density Wi-Fi to penetrate indoor scenarios such as

airport, station, exhibition, etc.

Strategy
Take the opportunities of transforming wireless to break through education campus.

Focus on key scenarios: education campus, city hotspot (Stadium and wireless city)

36
WLAN Key Selling Points
The Industrys Best High Density Access
Internet
Narrow beam width of 18, offer the industry's best user
Controller Router experience, be replicable for indoor scenarios.

FW Wired and Wireless Deeply Convergence

Wired and Wireless Native AC reduce cost, SVF makes the management simple
CS Convergence
Ajax, The Netherlands 120 KM/H High Mobility WLAN Solution
Fast switching at a120 km/h driving speed, with switching
AS
Industry's NO.1 High time less than 30 ms, 380 Mbps data backhauling in high
Density Coverage
AP BVB, Germany mobility.

10 KM Long-Distance WLAN backhaul

Point-to-point backhaul bandwidth: 90 Mbps
Long-distance access bandwidth: 40 Mbps
Stadium Transportation Square Exhibition hall

37
 WLAN Product Family
802.11ac wave2 AP Series 802.11ac Wave1 AP Series
Indoor AP Outdoor AP
NEW
NEW

AP7050DE AP7050DN-E AP6x50DN AP4x51DN AP8050DN AP8030DN AP7030DE AP5x30DN AP4x30DN

4x4:4 MU-MIMO 4x4:4 MU-MIMO 4x4:3MU-MIMO 2x2:2MU-MIMO 2x2:2 MU-MIMO, 3*3 MIMO, 3*3 MIMO, 3*3 MIMO 2*2 MIMO
Intelligent antenna 2.5GE,PoE out Dual PoE Build-in antenna Build-in antenna Smart antenna

NEW

AP4050DN-E AP4050DN-HD AP2050DN-E AP2050DN AP8050DN AP8130DN AP4030TN AP2030DN AP913xDN

2x2:2 MU-MIMO 2x2:2 MU-MIMO 2x2:2 MU-MIMO 2x2:2 MU-MIMO 2x2:2 MU-MIMO, 3*3 MIMO, 2*2 MIMO Wall plate AP Vehicle-mounted AP
Biult-in Bluetooth, Built-in smart high- Built-in Bluetooth, External antenna External antenna, triple radio 2*2 MIMO Industrial anti-vibration
IoT Slots density antenna PoE out 2.4G/5GHz+5GHz 2.4G/5GHz+5GHz SDR(2.4G<->5G) 3*3 MIMO

WLAN AC Agile Distributed WiFi Solution

NEW

AC6005 AC6605 ACU2.0 Native AC (X1E/X2E) AD9430DN-24/12 R240D/R230D R250D-E/R250D

256 AP, 2k users 1024 AP, 10k users AP: 4K/unit, 6K/chassis 4GE/2GE uplink 2x2:2MIMO 2x2:2 MU-MIMO
2K AP, 32k users
24*GE/12GE downlink 1,167Gbit/s 1.267Gbit/s
Users: 16K(32K)/unit, 64K/chassis
Management 48/24 RUs R250D-E:Built-in Bluetooth,PoE
out
38
 WLAN Products Competitive Strategy(1)
Higher Throughput
Huawei AP7050DE supports MU-MIMO and four spatial
Indoor 11ac wave2

AP7050DN-E
streams, one more than Cisco's and Aruba's APs. It also
AP 3800 Series AP-330 series
supports smart antennas, providing better performance.
AP7050DE
Delivered 30%~50% higher average throughput than Cisco

AP-320 series
and Aruba AP in coverage distance and multi-user test.
AP6050DN/6150DN 2800 Series In scenarios such as school dormitories, hotel guest rooms,
AP-310 series
and hospital wards, Huawei's Agile Distributed Wi-Fi Solution
AP4050DN-HD
has considerable advantages over Cisco's and Aruba's settled
AP4051DN/4151DN 1832i AP-300 series AP deployment solutions, in terms of signal coverage and user

AP4050DN-E access performance.

Higher Reliability
Agile Distributed AP

AD9430DN-24/12 Lightning Protection, 6KV: Reduces up to 30 times the

1702 Series AP-200 series
R250D/R250D-E
probability of lighting failure

Wider Temperature Range for Indoor AP -10C +50C

39
 WLAN Products Competitive Strategy(2)

Higher Throughput
Delivered the highest throughput numbers , with up to 1.267Gbps
Wall plate 11ac

AP2050DN OEAP1810 AP-303H

aggregated throughput with AP2050DN/AP2050DN-E.
AP2050DN-E 1810W/1815W Delivered 30%~50% higher average throughput than Cisco and

AP2030DN AP-205H
Aruba Outdoor AP with A8150DN/8130DN(Dual 5G) .
AP Lower performance degradation with co-channel interference
compared to Cisco and Arubas AP.
AP8050DN/8150DN 1562/1542 Series AP-360 series
Higher Reliability
outdoor

AP8030DN/8130DN 1572 Series AP-270 series

Lightning Protection, 6KV: Reduces up to 30 times the probability
AP6610DN/6510DN 1552 Series AP-170 series of lighting failure

Wider Temperature Range for Indoor AP -10C +50C for outdoor

AP -40C +60C.
ACU2.0 / X1E WiSM2/7500/8500 7240/6000 series
Waterproof: The industrys highest ,outdoor AP IP67
AC AC6605/5720HI 5508/5760/3850 7220/7210 series

AC6005 2504 70xx/3000 series

40
Contents
1 IP Products Click
SalestoStrategy
add Title Overview

2 Switching: SClick
series & Datacenter
to add Title Switches

3 Edge Routing: AR
Click toG3
addProducts
Title

4 Core Routing: NEtoProducts

Click add Title

5 Unified Campus
Click WLAN Products
to add Title

6 Security Products

41
Security Sales Opportunity & Strategy
NGFW Operator reseller
Proposal: Firewall solution to guarantee the L7
security for branches with leased Ethernet Line
Industry: Public sector, government, Large Enterprise
and Education
Security of mobile office
Proposal: SSL VPN, MDM and security applications
integrated to mobile office security framework
AnyOffice solution
Industry :Financial, Energy, Large Enterprise,

DDoS prevention for ISP and Datacenter

Opportunity
Proposal : Data center and ISP infrastructure security
solutions, ensure the system alarm and operate over the
DDoS attack. Provide the Anti-DDoS operation platform
solution.
Industry :Public or Private cloud datacenter, ISP
Government
Security of Campus network
Proposal :The deployment of firewalls, professional
security hardware gateway, the terminal secure access and
unified policy management software, realize comprehensive
threat protection
Industry: Large Enterprise, public sector, education

Focused on operator reseller such as public sector, bank, large Enterprises reseller, provide the routing, switching, security,
Layer 7 application analyze in-one-box----NGFW USG series
Focused on ISP and Datacenter NA, introducing Huawei Anti-DDoS high capacity, high response speed and high accurate
detection method solution
Focused on mobile office requirement, such as the Security-sensitive large enterprises, financial, energy, provide the end to
Strategy end security protection. Especially the security of applications between user terminal and enterprise gateway with L4
SSLVPN

42
Security Key Selling Points
To scan ISPs, DC of Banks & online games, Radware, Arbor users in Italy.
To scan MSSP(Managed security service provider), and discuss what
we can do for them with the competitive product sincerely, we can also
ISPs Gov. / Edu. / Banks consider a new cooperation business model beyond selling boxes.
Enterprise
Drawing up a marketing plan such as participate local forum and AntiDDoS
DC
DC summit, to join them and sound ourselves.
Branches
Branches
DC Campus
Mobile
Mobile
Office
Office Focus on education, banks, and government branches, they need a
huge numbers firewall using as a access gateway with AV/IPS/URL features
only.
Synch with campus, to achieve more customers, to improve brand of
HW security, also to find the product weakness and make it better.
Oil Grid Manufacture
Trying to find a distributer, in-depth talk with them about advantages
and disadvantage of HW firewall , and how to get a project from Fortinet, NGFW
we can even provide customized feature to built the leading business for DCFW
Campus partner.
Mobile Office

43
Huawei Next-Generation Security Product Portfolio
Botnet Signature Library Spam Library Emergency Response Security Management
Security Security
Application Library URL Library
Security On-line Upgrade Manager Security Service
Service Library Service
Virus Library Vulnerability Library Credibility Assessment Security Consulting

T-Grade NGFW Virtual CE Switch S Switch

Cloud Mitigation
Security Security Card Security Card

AntiDDoS1600
Mitigation Service USG6000V
USG9500 AntiDDoS8000
Network
Security NGFW IPS&IDS Sandbox Secure Access On-premise
DDoS
Mitigation

USG6300 FireHunter6000
NIP6000 SVN5800 AntiDDoS1600/8000
USG6600

IoT security EMM

Terminal Security
Security management Unified control
IoT terminal agent AnyOffice Log Audit and Reports system

44
 Security product Competitive Strategy(NGFW)
How to Beat Palo Alto
Hardware: Emphasize power redundancy and hardware bypass.
Function: Emphasize the Smart Policy feature that features scenario
USG6680 PA-5060 ASA 5585-X (SSP60) 1000D/3240C template-based policy making, intelligent tuning, and policy cleanup.
Price: Guide the bidding based on the number of fixed ports on Huawei
USG6670 12600 NGFWs and try your best to configure security function licenses to
relatively increase the price of Palo Alto NGFWs.
USG6660 12400
How to Beat CheckPoint
USG6600

USG6650 PA-5050 12200 ASA 5585-X (SSP40) 800C Hardware: Emphasize power redundancy. For Gigabit high-end models,
emphasize the 10G interfaces.
USG6630 500D Function: Emphasize the Smart Policy feature, which features scenario
template-based policy making, intelligent tuning, and policy simplification.
USG6620 PA-5020 4800 ASA 5585-X (SSP20)

PA-3050 How to Beat Cisco

USG6390 4600 300D Hardware: Emphasize the non-X86 multi-core architecture and configure
PA-3060 redundant power supplies and fan modules.
USG6380 4400 Function: Guide the use of IPS, AV, and DLP together and emphasize the
Smart Policy feature, which features scenario template-based policy
ASA 5555-X 200D/240D making, intelligent tuning, and policy simplification.
USG6370 PA-4020 ASA 5585-X (SSP10) /280D
How to Beat Fortinet
USG6300

USG6360 PA-3020 4200 100D Hardware: Emphasize the use of non-X86 multi-core architecture, use
ASA 5516-X hardware bypass and redundant power supplies, and try your best to
USG6350 PA-2050 configure 10G interfaces.
/ 5525-X
ASA5508-X/5512-X Function: Guide the use of application-layer defense functions (the
USG6330 PA-2020 /5515-X FortiGate series deliver poor performance in this aspect), such as IPS, AV,
and DLP, and emphasize the Smart Policy feature, which features scenario
USG6320 PA-200 1180/2200 70D/90D/92D template-based policy making, intelligent tuning, and policy simplification.
USG6305 1140 60D/80D
45
Security product Competitive Strategy(Anti-DDoS)
How to Beat Arbor

Performance (carriers and large IDCs)

AntiDDoS8160: 1440G TMS5000: 100G Poor defense against application-layer attacks
AntiDDoS8080: 720G Application-layer attack defense
AntiDDoS8030: 120G Signature and feature based application-layer attack defense, leading to
incomplete attack detection, false positives, and service interruption
Price and emergency response
40G
TMS2800: 10-40G High price and annual OAM cost (20% to 30% of total device price); local
customer service unavailable, leading to untimely emergency response

DefensePro12412: 12G
TMS2310: 10G
10G
APS2108: 10G
AntiDDoS1680: 8G
APS2107: 8G DefensePro8412: 8G How to Beat Radware

AntiDDoS1650: 5G TMS3050: 5G Performance (carriers and large IDCs)

5G Outshine the peer vendor in the mid-range and high-end market
DefensePro4412: 4G
APS2105: 4G
DefensePro3016: 3G Application-layer attack defense
DefensePro2016: 2G Heavy-traffic DDoS attack defense, ineffective defense against application-
DefensePro2006: 2G layer attacks and low-rate connection attacks, DNS defense unavailable
APS2104: 2G
2G Lack of professional detection device
APS2003: 1G DefensePro1016: 1G
Lack of professional detection device, only in-line DDoS product
DefensePro1006: 1G
1G deployment supported
DefensePro506: 500M

46
 HUAWEI ENTERPRISE ICT SOLUTIONS A BETTER WAY

Copyright2012 Huawei Technologies Co., Ltd. All Rights Reserved.

The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product
portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive
statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time
without notice.