Huawei IP Network Products Sales Training

Huawei IP Network Products Sales Training

1

7

Contents

Click to add Title 1 IP Products Sales Strategy Overview

Click to add Title 2 Switching: S series & Datacenter Switches

Click to add Title 3 Edge Routing: AR G3 Products

Click to add Title 4 Core Routing: NE Products

Click to add Title 5 Unified Campus WLAN Products

6 Security Products

Unified Management: eSight Products

2

Market Drivers

Increase in Connectivity The number of devices connected to IP

networks will be 2x the global population

by 2015 (1)

Centralized Computing Annual global data center traffic will reach 4.8

zettabytes by 2015 (2)

Exponential Traffic

Growth Massive traffic growth challenges current

network architecture (3)

Gigabit Ethernet Explosion The Gigabit Ethernet Enterprise switch market is

expected to reach 260 million in total port shipments

by 2015, with approximately 70 percent addressing

the access switch market (3)

High-speed Access

Demand Bandwidth-intensive content in the enterprise

requires gigabit wireless connectivity speeds (4)

Influx of Mobile Devices The number of wireless devices used in enterprise WLANs is

growing, spending on enterprise wireless LAN (WLAN) will

increase by a compound annual growth rate (CAGR) of

18.4% from 2011 through 2016. (5)

3

Worldwide IP Products Market Space Summary

In total $39.45Bn

Huawei can address every

segment of the Enterprise

network space

Target products by priority

16.88, 43%

6.88, 17%

4.17, 11%

2.86, 7%

3.28, 8%

3.89, 10% 1.48, 4%

2013 Market Space ($Bn)

LSW

DC

WLAN

AR

NE

Optical

Access

Service

4

Huawei: The Sole Challenger in Enterprise IP

Continued to Maintain Market

Position

Enterprise Router maintained No.2 in 2012

Enterprise Switches increased to No.3 in 2013

Challenger Position

in the Magic Quadrant

Huawei has been placed in the Challenger Position in the

Magic Quadrant for the Wired and Wireless LAN Access

Infrastructure published 13 June 2012

Enterprise Router No.2

From: Gartner 2012Q1

2nd

9.2%

3th

3.2%

Enterprise Switches No.3

From: Dell’ORO GROUP 2013.01

http://www.gartner.com/

5

Enterprise IP

Networking

Go-To-Market Model: A 100% Indirect Channel Model

Gold

Partner

Silver

Partner Authorized

Partner

Authorized Reseller Distributor

VAP

Carrier resale Partner

Global Partner

Public Sector

Large

Corporation

Finance

Energy & Power

Transportation

SME

WAN WIFI

Datacom Security

Wireless

Security Security

Network

6

Key IP Product Sales Opportunities

Two-Vendor Strategy

Key benefits of Two-Vendors Strategy to enterprise

customers are:

Standardized Infrastructure – simplifies OAM

Cost-Saving & Investment protection

Eliminate vendor lock-in “ Gartner concluded that a multi-vendor strategy results in costs

savings of roughly 15% to 25% over a period of five years” (Forbes.com by Trefis Team)

New Platform Rollout Both new businesses and new business units:

Application evolution

Computing evolution

Mobility evolution

Storage evolution

Product Lifecycle

EOL/EOW Opportunity to upgrade / migrate existing

competitors IP products to Huawei IP

Products

EOL – End of Life

EOW – End of Warranty

Operational Restructure

& Consolidation Often includes a network refresh:

Consolidation

Expansion

Re-organization

Greenfield

http://www.forbes.com/sites/greatspeculations/2011/02/07/cisco-gets-to-24-but-gartners-multi-vendor-talk-hurts-if-it-sticks/










7

Full Rage of Enterprise Network Products

Access/

Security/

MSCG/

Wireless

Access

Router &

Core

Router &

WiFi

BTS Terminal DBS 3900

WiMAX GSM-R

eS

igh

t /U2

00

0: U

nifie

d N

etw

ork

MG

MT

IP Product & Solution

Transport

WDM

OSN6800 OSN1800

OSN3800 OSN8800

MSTP/Hybrid MSTP

OSN 500/550 Metro100/1000 OSN3500/7500/9560 OSN1500

Microwave

RTN910 RTN950 RTN980

Ethernet

Switch

T-bit Core 10GE AGG GE Access

S9700 S5700/S5710 S3700 S3700POE S2700 S2700POE S7700 S6700

S1700

Data Center

CloudEngine12800 CloudEngine

5800/6800

FE Access SMB

AR 1200 AR 200/150 AR 2200 AR 3200

Access Router AR G3

NE20E-X6

Core Router

NIP2000/5000

IDS/IPS

SVN 2000/5000

SSL VPN Firewall/UTM

USG 2000/5000

MSCG

ME60 X3/X8/X16

WiFi AP WiFi AC

AC6605 ACU For

S9700/S7700 AP7110DN AP6010SN/DN AP6310SN AP6510DN

AP6610DN

NE40E-X3/X8/X16 NE5000E

MA561x

/2x/3x

xPON

MA560x/

MA568x

OLT MxU

MA5652

/62/69

ONT

HG80x0/

81xx/82xx

OSN2500

S12700

Agile Switch

8

Channel Service GTM

Partner

Huawei Brand Services

Resold by Partner,

Delivered by Huawei

Customers

Partner Brand Services Sold and Delivered by CSP,

Supported by Huawei

Huawei Service Platform Support-E/E-Learning/Simulators/TACs/Spares

Always Online

HiCare CoCare

CSP: Certified Service Partner

9

Why Huawei IP Products?

Performance & Future

Capability Future-proof solutions

Investment protection

Enables flexibility & resiliency on the

infrastructure for expansion and growth

Standardization & Open

Architecture Easy Third-Party Integration and Good

Interoperability

Leading in Industry Standards &

Patents

Distributed Global R&D

Capability R&D and technical support team- closer proximity to customers Global supplier with focus on markets

outside home country

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

High Quality Cost-effective

Products 18+ years R&D in IP technology

Industry leading IP chipsets and IP OS

Wide portfolio of enterprise ICT products, build E2E customer-centric network

A Better Way

10

Contents

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6 Security Products


11

S Series Switches Sales Opportunity & Strategy

Others:

Vertical Industry Office

Network: BYOD to

promote efficiency

ISP:

ISP Metro Ethernet: Bandwidth

wholesalers to build cost-effective

metro network and data center

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

Large

Enterprise :

Enterprise Office

Network :BYOD,

mobile office, EDC,

desktop cloud

Commercial distribution

SOHO&SMB: choose part of the

best-selling models in

S2700/3700/5700

Government:

E-Government: Government platform

to support efficient Office

Video surveillance Network

Sport Stadium: Large events

Airport/Sea port: Airport/seaport network

infrastructure replacement and upgrade

Media :

Office and production network

HD video requires to upgrade

network infrastructure

Opportunity

Education :

Higher Education:

Digital Campus, network access

of teachers’ and students’ devices

General Education :Education network

infrastructure replacement and upgrade.

HD video surveillance network

Hospital :

E-health: Hospital

network infrastructure,

remote hospital, hospital

metro network (delivered in

Ghana)

12

S Series Switches Key Selling Points

Easy Operation，increase maintenance and customer experience, easy to distribute

Programmable switches, S12700, Differentiated Competition

50ms Solution for whole network, Rank No. 1

• Switch Fabric dedicated CSS, no slot occupying, switch fabric bridging,

with low latency, large bandwidth.

• S12700 CSS backup, 1+N backup for main controller, 3+1backup for

switch fabric, high reliability without service interruption.

• 50ms Solution for whole network, Rank No. 1 Chassis CSS & cassette

iStack link with BFD technology, converged in 50ms, the fastest in the field

to realize the whole network virtualization.

• 1.0 Simple Management: null configuration for site deployment, batch

configuration auto upgrade, smooth upgrade for both hardware & software

• 2.0 Optimized Experience: graphical topology, basing web page,

customized template, energy consumption monitoring (Sept, 2013)

• 3.0 Intelligent Management: intelligent deployment, monitoring & fault

management, intelligent network analysis, deep & full range optimized

management and user experience.(Match, 2014)

• Programmable switches, 4 routing and forwarding engine available in

2013, supported by full series of S127/S97/S77.

• S12700 Main controller & Switching separation,3+1 Fabric backup high

performance slot: 640G, full beyond Cisco HP (Sept, 2013)

Ability to support new businesses

BYOD Video meeting Cloud carrying

Convergent network Real-time and safety Quality assurance

Fabric CSS

Main board backup

Industry's unique Large bandwidth Small delay

“1+N”backup “3+1” backup “0” Packet loss

Fabric backup

EasyInstall

Simplify start

EasyConfigure

Automatic batch

configuration

EasyMonitor

Smart Link Monitoring

EasyTroubleShoot

Fault inline monitoring

E2E EasyOperation

Highest Reliability

13

• 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

Agile service

Agile evolution

Agile management

Various service features: native AC, wired and wireless

convergence; unified user

management

• Fast service deployment: service innovation supported by

programmability feature

• Simple operation and

maintenance: SVF, uniform

deployment at access layer

• Accurate quality

management: iPCA, in-line

monitoring with zero error

…

Agile Switch S12700 Enables Networks to Be More Agile for Services

14

S Series Switches Portfolio

S5700-SI/EI-POE S5700-HI

S5700-LI/POE

S9700

S6700-48-EI S6700-24-EI

S5700-SI/EI

S7700

S2700-SI/EI S2700-SI/EI-POE

S1700 SNMP Managed S1700 Web Managed S1700 Unmanaged

S3700-SI/EI S3700-SI/EI-POE

Terabit Switch

10GE Switch

GE Switch

FE Switch

SMB Switch

S3700-HI-GE Up Link

S5710-EI/POE

eSig

ht

S5710-HI

S5700X-LI/POE

S2750-EI/ S2751-EI

S12700

15

S Series Switches Competitive Strategy

How to Beat HP

How to Beat Cisco

• 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

• E2E Campus network is built on a unified product family, Cisco

ecosystem is fracturing (IOS / IOS-XR / IOS-XE / NX-OS / WLAN –

product line differences from acquisition and development fracture

the overall solution continuity.

• Focus on open standard protocols while Cisco promotes

proprietary protocols and vendor lock-in

• Unified E2E Management, Unified graphical, Lightweight eSight

• Lower energy consumption & higher line-rate performance GE

box

switch

FE box

switch

S2700SI

S2700EI

S3700EI

S5700EI/HI

S5700LI

S3700SI

C3750/C3560

C2960 LAN LITE

C2960 LAN BASE

C3750E/C3560E

C3750G/3560G

C3750X/3560X

C2960G/C2960S

S9700 C6500/C6500E

C4500/C4500E

Chassis

switch

A3600-EI

A3600-SI

A3100TP-EI

A3610

A3100TP-SI

A5120EI/SI

A9500

A10500

A5500EI

A5500SI

S7700 A7500

S5700SI

E4500/E3500

E3500

E4210

E5500

E2600/E2500

E4200G/E2500G

E5500G/E4800G

E4510G/E4500G

E8200zl/E5400zl

S1700 V1900/V1400 SMB Cisco 100/200/300

C4500X S6700 A5820X 10GE

box

switch

http://image.baidu.com/i?ct=503316480&z=&tn=baiduimagedetail&word=hp&in=30368&cl=2&lm=-1&pn=0&rn=1&di=66478946340&ln=2000&fr=&fmq=&ic=0&s=0&se=1&sme=0&tab=&width=&height=&face=0&is=&istype=2

http://image.baidu.com/i?ct=503316480&z=0&tn=baiduimagedetail&word=cisco&in=7270&cl=2&lm=-1&pn=1&rn=1&di=27862654905&ln=2000&fr=&fmq=&ic=&s=0&se=&sme=0&tab=&width=&height=&face=&is=&istype=2

16

Data Center Switches Sales Opportunity & Strategy

Media:

MAN: MAN for HD

video VOD

TV station :Video

editing

Finance:

Two three financial

centers : financial

data center

ISP:

ISP/OTT: Internet Company

opportunity

CoLo DC: CoLocation Data

Center

Opportunity

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

Solution Replication: by playing project, detailed solutions, go to the guidance line, forming a virtuous

circle... Strategy

Government:

E-Gov: e-government

platform, national data

centers;

Education:

High Education: University

Campus + data center

platform, regional education

platform, HPC

Large Enterprise:

EDC: Large

enterprise ERP,

PRM, OA, such as

efficient systems;

Health:

Electronic health

information

network: hospital

telemedicine,

Medical Imaging

Energy:

Production networks:

oil, energy, electricity

DC network, Include

HPC for mining

17

Data Center Switches Key Selling Points High Performance

• 1 to N: support 16 VS at most

• CSS&iStack: CSS (Cluster Switch

System), 640Gbps Cluster

bandwith

• Virtual awareness: nCenter

compatible with Vmware VM

vCenter

• Strict front to rear airflow design,

adapt to cold air duct isolation

room design

• Each 10GE 5W power

consumption, lower than the

industry average

• Large Capicity: 16 Slots，64T 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 port（10GE/40GE/100GE）

• TOR Switches: provides a complete TOR groups, from GE to 40GE

Virtualization Green

40Guplink GE ToR CE5850EI

Low priceGE ToR CE5810

Low price10G ToR CE6810

10GE ToR CE6850EI

32*40G ToR CE7850

9M bufferGE ToR CE 5850HI

Front and rear design

Campus

Office

Product

DMZ

VS (Virtual System) CSS (Cluster Switch

System)

TRILL, SVF+CSS

vFabric

EVN DC1 DC2

DC3

System-level Fabric DC-level Fabric • Fabric of DCN: DCN internal Fabric by the current CSS + SVF,

together with the current Trill to form the complete data center network.

• Fabric of DCI: DCI by three traditional L3VPN, and can provide Layer 2

network connectivity between data centers via EVN, implemented in

MAC over IP

Complete Fabric

18

Data Center Core Switches——CloudEngine 12800 Series

Data Center 40GE TOR/EOR Switches——CloudEngine 7800Series

Data Center 10GE TOR Switches——CloudEngine 6800Series

Data Center GE TOR Switches——CloudEngine 5800Series

Data Center Switches CloudEngine (CE) Series Portfolio

CE12812 CE12808 CE12804

CE5850-48T4S2Q-EI

CE6850-48S4Q-EI

CE6850-48T4Q-EI

Core Switches world's highest performance

TOR Switches high-performance box switches

CE5810-24T4S-EI

CE5810-48T4S-EI

CE5850-48T4S2Q-HI(2014Q1)

CE7850-32Q-EI(2014Q1)

CE12816 (2014Q1)

19

CE6810

CE7850

CE5850HI

CE5850EI

CE12800

CE6850EI

Core and Agg

10GE TOR switch

1GE TOR switch

How to Beat HP

How to Beat Cisco

• Lack of product and solution strategy - many products in HP portfolio

overlap, many internal conflicts, no clear strategy

• Unified E2E DC Solution, Route is also important for the DC. So Huawei can

provide totally solution of DC.

• 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

• Old architecture heat dissipation is So important for the Core switch. While

HP S12900 use an old ventilation channels which is left to right.

• Private Protocl: Cisco proprietary technologies are just the copies of

standards. Cisco use so many private protocol. Such as FabricPath, OTV,

LISP, vPC.

• Core Switches: Nexus 7k is an old product, the product performance is not

good. Nexus 7700 is the newest product which don’t provide imcomplete

series of cards. And now they only have F3 broad which can not provide

high specification card. It has concatenation heating and heat dissipation

efficiency is low.

• ToR switches: Nexus 5k which provide L3 with one more L3 cards.

CloudEngine (CE) Series Switches Competitive Strategy


20

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6 Security Products


21

AR G3 Sales Opportunity & Strategy

Education

Distance education: High

performance with Eth, POS, PON

Education Office: High density

Ethernet access, WLAN Controller

Energy

Operational Network:

leased line access

Multi service gateway:

Voice and Data service

Industrial Switching Router:IP51, can be

adapted to a more harsh environment

Finance

Branch: Switch and

router in-one-box

ATM or 3G router:

Wireless links as backup

for wired, or dual main wireless links

Medical

Distance Medical:

One-box ICT solution

Government

Office network: IP PBX, Voice, WIFI

WAN Access: Wide variety of

interface types xDSL, E1, Ethernet, 3G

Power

Data &Dispatch Network:

Lower-cost, larger bandwidth,

and richer services over MPLS

Industrial Switching Router:IP51, can

be adapted to a more harsh environment

Opportunity

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 competitor’s more expensive solutions

Use ‘OSP’ platform to promote value-add channel driven customization

Downplay router function and sell as WiFi AC, SIP voice gateway, PBX, MS Lync platform

Strategy

Enterprise HQ

Wide variety of interface

types and services,

support E1/T1, Eth, xDSL,

SA, CPOS

Enterprise Branch

Multi service gateway

One-box ICT solution

IT outsourcing platform

22

AR G3 Key Selling Points

Better Experience, Business Continuity

Cooperation Platform, On Demand applications

Applications in one box, Reduce TCO by 30%+

• Industry-Leading performance, cloud ready architecture, with 40Gbps non

blocking throughput

• Service reliability and Network stability with hot-swappable boards and fault

recovery<50ms

• Successful evaluation with Industry’s first LTE enterprise access solutions

• Variety of industrial standards to build reliable production network in harsh

environments

• Flexible access supporting dual-mode wireless and wired mode

• Converged Services with Data/Voice/security/WAN Acceleration, integrated

in one box

• Choice of industrial and high density interfaces for industrial routing and

switching

• Customized services using OSP (Open Service Platform) with

Linux/Windows/VMware

• On demand application using DCP (Data Collection Platform) in partnership with

other vendors

• Easy network management using standard MIBs, on Huawei VRP platform,

callable by 3rd party application

B

C

A

x2

Performance（KPPS） Industry Average Level

Huawei AR G3

IP Carrier Network

Security

Voice Application

Switch All-in-One

Application

Video Surveillance

Security

Voice server

OA

OSP

23

AR G3 Series Portfolio

Small Branch

(<50 users)

AR2240

AR3260

AR1220

Medium Branch

(50~350 users)

AR1220W/1220VW

AR201

AR 201VW-P

AR1220V

AR2220 AR2204 AR2201-48FE/

AR2202-48FE

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

AR3200

Series

HQ/Large Branch

(>350 users)

AR2200

Series

AR1200

Series

AR150&200

Series

SOHO&SMB

(<30 users)

24

AR G3 Competitive Strategy

Small Branch Office

Medium Branch

Office

Headquarter AR3200

AR2200

AR1200

ISR3925(E)/3945(E)

ISR 2901/2911/ 2921/2951

ISR1921/1941/1941w

MSR 5060

MSR 5040/301X3020/3040

MSR 201x/202x/2040

AR150/200 ISR 800 MSR 900 SRX 100

SRX 210/220

SRX 240/550 SRX 650

No Product

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 multi-service 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)

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

25

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6 Security Products


26

NE Router Sales Opportunity & Strategy

DC interconnection of ISP

Large capacity WAN，24*10GE line card,

100G interface。

1st E2E 100G IP & Optical solution

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

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 customer’s network, search Cisco 76/73/72 (deployment time > 5 years) replacement opportunity

Grid，Transportation network migration

form SDH/ATM to IP

Rich ATM/SDH interfaces, latency<10ms, link

switchover<50ms

Rich experience in carrier market

5 level HQoS, guarantee key services

Vertical industry IP core

construct/upgrade

Rich MPLS Tech, flexible services carried &

isolation

High reliability, 50ms link switchover

IPv6 commercial deployment

Government, Railway, ISP 3G/LTE

Backhaul

No.1 sharing (%52) in carrier market

L3 VPN to edge, HVPN suit any scale

network, 1588v2，SyncE…

Opportunity

Strategy

Opportunity

27

NE Router Key Selling Points

IP+Optical Synergy

U2000

100G E2E solution, 50ms E2E network switchover, unified NMS U2000 improving 40% management efficiency

High Reliability

Minimum 50ms service self-recovery, to guarantee continuity of critical services

Multi & Flexible VPN Service Virtual Router

Save equipment cost，service separately disposed in a same physical equipment,

Self-designed Chipset

Sustaining platform, large capacity, low power consumption

5-Level Hierarchical QoS

5-level HQoS solution to ensure the quality of all kinds services

Key Components

Redundant

Backup

Fast

Reroute In-Service

System

Upgrade

Non-Stop

Routing

Bidirectional Forwarding

Detection

Non-Stop

Forwarding

Solar 1.0 40 G

Solar 2.0 100 G

Solar 3.0 200 G

20 G/40 G 40 G/100 G 100 G/200 G

40 G 400 G 400 G

Managemet

area

Compus exit

intranet

Internet

office

manuafa

ctory

DMZ

VR 2# VR 1# VR 3#

Point-to-Point EVC

MEN

E-Line Service type

MEN

Multipoint-to-Multipoint EVC

E-LAN Service type

MEN

Multipoint-to-Multipoint IP with Eth UNI

VPRN Service type UNI

IP/MPLS VPLS VLL

Full service carrying , L2/L3 VPN,TDM Access

28

NE Series Routers Portfolio

NE40E-X16 NE40E-X3 NE40E-X8

ME60-X16 ME60-X3 ME60-X8

NE5000E

NE20E-S8 NE20E-S4 NE20E-S16

Mid-end Router

Cluster Router

BRAS

High-end Router

29

NE Competitive Strategy

Cisco has no E2E solution for enterprise, they lack a

solid optical solution and are weak at TDM/ATM

Cisco has weak IPv6 readiness

Cisco has no unified OS platform, e.g. CRS (IOS-XR),

ASR9000 (IOS-XR), ASR1000 (IOS-XE) and 7600

(IOS), leading customers to high OPEX and difficult

upgrades.

Juniper has a limited product portfolio for enterprise,

covering only core network, no E2E network solution

Juniper has limited service capability

Juniper is financially weak, losing money and sales;

maybe cannot support 7-10 year service life-cycle

ASR1000 NE20E-S

7600 Mid-end

Router

NE40E-X3/X8/X16 ASR9000

High-end

Router

NE40E-X16 MX960 High-

end

Router NE40E-X8 MX480

NE40E-X3 MX240

How to Beat Cisco

How to Beat Juniper

30

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31

Education

Digital classroom

Safe Campus

Seamless Campus

Healthcare

Wireless

healthcare

Wireless location

Internet access

Large Enterprise

Mobile office

BYOD

Remote access

Video surveillance

Retail

Wireless location

Ad push

Wireless voice

Enterprise Branch

AP+ARG3, all in One

Solution, Voice,

Security ...

Transportation

Wireless backhaul

Video surveillance

Hospitality

Guest Wi-Fi

Wireless voice

Mobile office

Government

Wireless City

Public safety

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.

Focus on education sector which can highly match Huawei advanced RF performance, support regional WLAN product sales.

Seek for PK test opportunities and provide professional network planning.

AC6005 or AR G3 for small integrated solutions without cloud managed draw-backs

Highlight smart policy management and intelligent wired / wireless network integration

Highlight unified intelligent multi-vendor network management

Strategy

WLAN Sales Opportunity & Strategy

Opportunity

32

Outdoor AP

DAS AP

Indoor AP

WiFi signal

AP7110DN

AP6310SN

Shared 2G/3G/CATV antenna system

2G/3G Micro-Cell

AP6510DN/6610DN

Coverage & Performance (CAPEX Saving)

Advanced algorithms for wireless transmission from Huawei’s carrier heritage, delivers higher usable network performance than competitors allowing for fewer APs

Policy Control (More Efficiency)

The unique user + group-based QoS control mechanism for SLA management plus intelligent ACL / traffic classification

OAM - Easy Management (OPEX Saving) Wired and wireless unified topology and management; AP wizard-based configuration, touch-less deployment; Management system is open and vendor neutral

Distributed Antenna System ‘DAS’

(CAPEX Saving) One AP serves multiple antennas, Indoor or Outdoor Integration with 3G micro-cell eliminates the needs for additional RF planning and greatly reduces management cost and complexity by reducing AP count.

WLAN Key Selling Points

Cellular signal

AP5030/5130DN

AP6010SN/DN

AP7030DE

33

WLAN Series Portfolio

AP6010SN-GN

(Indoor single-band AP)

AP6010DN-AGN

(Indoor dual-band AP)

AP7110DN-AGN

( Indoor 3x3 MIMO

dual-band )

AP5010SN-GN

(Indoor single-

band AP)

AP5010DN-

AGN

(Indoor dual-

band AP)

AP7110SN-GN

( Indoor 3x3 MIMO

single-band )

Indoor coverage

AP6310SN-GN

(Indoor high-power AP)

AP3010DN-AGN (Indoor dual-band AP)

Distribution

Indoor distributed

AP6510DN-AGN

(Outdoor dual-band

AP, RJ45, PoE power

supply)

AP6610DN-AGN

(Outdoor dual-band AP,

SPF, AC power supply, AC

power supply)

Outdoor AC

SPU Value-added service board

for S9700/S7700

AC6605-26-PWR

AC6005-8-PWR

34

WLAN Series Competitive Strategy

Highest Performance:

The use of a new generation of WiFi chips and optimization of hardware design, Huawei WLAN products by Tolly testing bandwidth than the Cisco 20%~47%; AC uplink bandwidth is two times of the vendors;

Highest Reliability:

Lightning Protection, 6KV: Reduces up to 30 times the

probability of lighting failure

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

outdoor AP -40°C +60°C.

Waterproof: The industry‘s highest ,outdoor AP IP67，work

normal under the water 1m

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;

AP

ind

oo

r o

utd

oo

r

AC

distrib

ute

AP7110DN

AP6610DN/6510DN

AP6310SN

AP6010SN/DN

S97/77 ACU Module

AC6605

AP5010SN/DN

AC6005

AP3500

AP1550

AP1140

AP5500

WiSM2 AC module

AP1040

AP2500

1208E-GNP

2610E-GNP

3610i/3620i-AGN

3628i-AGN

2610i/2620i-AGN

2620E H1/H2

2610X/2620X

2360X

3010E/3024E

AC Module

WX5004

35

Contents

7






6 Security Products


36

Positioning of Huawei Enterprise Security Services

Internet

R&D dept

Marketing dept

Customer service

Web service

Mail service

Cloud desktop

computing service

ERP service

Securely provides

enterprise IT resources

for correct persons.

Mobile office security

Mobile office

Unified network security

Provides branch

connection economically

and securely.

Efficient and secure

application transmission

networks.

Unified security policies

based on enterprise

applications and employee

identities.

Branch connection WAN Headquarters office

Data center security

Defense integrating

networks, applications,

and data.

Data center

37

Smart Network

Proposal:Firewall solution to guarantee the security

between the headquarters and branches with leased

Ethernet Line

Industry:public sector，education，Large Enterprise，

Bank & ATM

Security of mobile office

Proposal: SSL VPN, MDM and security applications

integrated to mobile office security framework–

AnyOffice solution

Industry :Financial, Energy, Large Enterprise,

Government

Security of Datacenter

Proposal : Data center infrastructure security solutions,

ensure the system reuse and isolation over secure

resource virtualization. Realize the automate configuration

over centralized management system

Industry : Financial, Energy, Large Enterprise,

Government

Security of Campus network

Proposal :The deployment of firewalls, professional

security hardware gateway, the terminal secure acess and

unified policy management software, realize comprehensive

threat protection

Industry: Large Enterprise 、 public sector 、 education

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

SSLVPN

Lower-cost, larger bandwidth smart network solution, leading in industry

High performance security gateway, and DDoS protection gateway, 99.999% high reliability data center protection

IPS Feature library from Symantec, provide the professional Intrusion Prevention System with USG series gateway.

Strategy

Security Sales Opportunity & Strategy

Opportunity

38

Virus Library

Protocol/Application Library

Botnet Signature Library

Vulnerability Library

URL Classification Library

Spam Library

Capability Security Service

Credibility Assessment

On-line Upgrade

Emergency Response

Security Consulting

Security Management Service

Security Management

Security Service

USG3000/6000

Next-Generation Firewall

Network Security

Data Centers Security

Gateway

USG9500

统一威胁管理

USG2110/2100/2200 USG5100/5500

Anti-DDoS

AntiDDoS1000/8000

Secure Access Gateway

SVN2000 SVN5000

Intrusion Prevention System

NIP2000 NIP5000

AnyOffice Mobile Security Solution

Mobile Security

Unified Threat Management

Security Product Portfolio

Terminal Security Management Document Security

Management

39

Advantage 1 for NGFW: The Most Fine-grained Control

Applications Identification No.1 in Industry

40

Competitive Analysis

Huawei

Cisco

CheckPoint

PAN

1181

1600

5000

6000

ALL

P2P 450

422

GAME

321 183

75 62

120 56

ALL

P2P

GAME

ALL

P2P

GAME

ALL

P2P

GAME

✔ ✔ ✔

✘

✘ ✘

WeChat Great

Wisdom

LINE RapidShare Freenet Games

✘ ✘

✔

✔

✘ ✔

Games

Half-life

Voice/

Text

Voice/

Text

Upload/

Download

App Only

App Only

App Only

App Only

App Only

App Only

App Only

App Only

App Only

App Only

App Only

App Only

Browsing/

Exchange

41

Advantage 2 for NGFW: The Industry-Unique Smart Policy

Fast deployment based on policy templates.

Smart policy optimization.

Configuration simplification. Policy

Simplification

Smart Policy

For management optimization, TCO decrease 30%.

42

Verifying that application-based policies are enforced correctly

Competitive Analysis

39%

37%

36%

How to maintain threat prevention policies

How to optimize firewall policies

Huawei others

90%

87%

86%

43

Advantage 3 for NGFW: Comprehensive Protection

Renewed DDoS Threats APT is New And Powerful

44

Industry-leading Anti-DDoS Capability

“V-ISA” reputation mechanism to defense DDoS

Huawei Others

Number of

DDoS that could

defense 100+ 30+

DDoS detection

mechanism DPI Detection Flow Detection

AntiDDoS

Evolution Support IPv6 Only IPv4

V I S A

I: Botnet defense based on an IP reputation

S: Slow attack defense based on session reputation

A: Application attack defense based on behavior reputation

V: Virtual customization, Support for VM protection

45

Comprehensive Sandbox Technologies

Comprehensive

Sandbox Technologies

to catch APT

Huawei

CISCO

CheckPoint

Palo Alto

FireEye

Windows WEB Mobile Sandbox

The only vendor who can provide sandbox for mobile phones.

46

Advantage 4 for NGFW: Best Performance

FW

IPS

AV

DLP

Application identification

FW

Ap

pli

cati

on

iden

tifi

cati

on

IPS

All

th

reat

pre

ven

tio

n

fun

cti

on

s

VPN

20G 20G 15G 20G 20G 20G 20G

20G 20G 12G

Un

kn

ow

n

Un

kn

ow

n

3G 10G

12G Unk

now

n

8G 6G 1.5G

No

t

su

pp

ort

ed

5G

10G 10G 6G 3.1G 0.4G

No

t

su

pp

ort

e

d 4G

12G 4G 2.5G 8G 6G

Un

kn

ow

n

Un

kn

ow

n Comparison of 20G Firewalls

47

Contents

7






6 Security Products


48

eSight Sales Opportunity & Strategy

Campus management

• Integration management of wired and wireless networks.

• Policy center provides smart policy of access terminals, users, and networks

Opportunity

• WAN Visible

• Provides network traffic Analysis, support Netstrem, Netflow and sFlow

• Network health evaluation by IP SLA • Manage VPN services, include MPLS

VPN , IPSec VPN.

Multi-vendor support:

•Cost-Saving & Investment protection •One NMS manage multi-vendor devices •Customize monitoring for alarm, performance

Data center management

•Unified management of the resources of networks, servers, virtual machine •Automated migration of virtual machines, dynamically adjust the virtual machine's physical network strategy

Strategy

Focus on campus network, Integration management of wired and wireless network , increase user stickiness

Focus on the visitor management solutions, touch our customers through BYOD, and provide unified user management and policy control

We provide the eSight trial version to our customers. "Easy to use, simple and efficient" , and create sales opportunities for the network devices

49

eSight Key Selling Points

• Various service management components: easily

adapt to network management expansion and change,

including network traffic analysis management, MPLS

VPN service management, SLA management etc.

• Web2.0, Lightweight System

• Converged Wired & Wireless Management: Converged Topology , Fault and

Performance Management

• Unified Network & User Management: supporting network user tracking and

troubleshooting

• Converged Physical & Virtual Management: supporting physical and virtual

resources and network topology

Unified Wired, Wireless and User Management

Network Service Visualized Management Context-aware Policy Management

• Unified BYOD Engine: Rule based policy management ,

control what, when, where , who, how, to access network

• Full Guest Access Lifecycle Solution : Guest provisioning

and notification; guest management; guest authentication/authorize;

guest audit

50

Huawei Enterprise Networking: Software Product Portfolio

Access terminal

IT device

Server Network device

Storage device

Unified Resource

Management

Security & Network Management Center

eSight UMA Policy Center

iSOC Unified security management, centralized log collection, event correlation analysis, security event location

User/Administrator

Management Tools

WLAN Series Tools

Planning tool

Testing tool

Site survey tool

Network Tools

eNSP

Network migration

Tool

Network assessment

tool

Unified network, server, and security

management

Service level agreement (SLA)

Network traffic analysis (NTA)

LogCenter, the network log analysis

and management.

MPLS VPN and Tunnel visual

management

User access policies:

Portal, 802.1X, MAC.

Terminal security policies:

Security hardening and office

behavior management.

Desktop policies:

Software delivery, patch

management, and remote

management.

Web-based

management

Mobile O&M

Unified entrance: single sign-on, to

achieve the centralized management of

operation and maintenance operations.

Unified management system

password.

Video recording operation process

and recording the operation log.

Playback operation steps to help

analyze security events

51

eSight & Application Software Competitive Strategy

NULL

Prime Infrastructure

Cisco netManager Mini iMC

iMC Standard edition

iMC Professional edition

Huawei provide eSight + UMA network security operation and maintenance

management solution, this solution can achieve the network can be managed, controlled

and auditable.

eSight supports custom third-party device configuration and profile management,

support for third-party devices VPN service management.

eSight supports hierarchical network management functions.

eSight supports customizable dashboard capabilities.

Huawei has documents asset security management products.

Huawei Policy Center support patch management, asset management and software

distribution capabilities.

How to Beat Cisco

Huawei provide eSight + UMA network security operation and maintenance

management solution, this solution can achieve the network can be managed,

controlled and auditable.

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.

Huawei has documents asset security management products.

How to Beat HP

Compact edition

Standard edition

Professional edition

eSight

NULL

NULL

ISE EAD

NULL

ArcSight

Policy Center

UMA

iSOC

NULL NULL OMM

NULL NULL DSM

Application Software

NGNAC


Copyright©2012 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.

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