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Huawei IP Network Products Sales Training

Contents
1

IP Products Click
SalestoStrategy
add Title Overview

Switching: SClick
series
& Datacenter
Switches
to add
Title

Edge Routing:
ARtoG3
Click
addProducts
Title

Core Routing:
NEtoProducts
Click
add Title

Unified Campus
Products
Click WLAN
to add Title

Security Products

Unified Management: eSight Products


1

Market Drivers
Increase in Connectivity

Centralized Computing

The number of devices connected to IP


networks will be 2x the global population
by 2015 (1)

Annual global data center traffic will reach 4.8


zettabytes by 2015 (2)

Exponential Traffic
Growth

Gigabit Ethernet Explosion

Massive traffic growth challenges current


network architecture (3)

High-speed Access
Demand
Bandwidth-intensive content in the enterprise
requires gigabit wireless connectivity speeds (4)

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)

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)

Worldwide IP Products Market Space Summary


2013 Market Space ($Bn)
1.48, 4%
3.89, 10%

LSW
DC

3.28, 8%
16.88, 43%

WLAN
AR

2.86, 7% Service

NE
Optical

4.17, 11%

Access
6.88, 17%

In total $39.45Bn
Huawei can address every
segment of the Enterprise
network space
Target products by priority

Huawei: The Sole Challenger in Enterprise IP


Challenger Position
in the Magic Quadrant

Continued to Maintain Market


Position
Enterprise Switches No.3

Enterprise Router No.2


9.2%

3.2%

3th
From: DellORO GROUP 2013.01

Huawei has been placed in the

Challenger Position in the

Magic Quadrant for the Wired and Wireless LAN Access


Infrastructure published 13 June 2012

No.2 in 2012
Enterprise Switches increased to No.3 in 2013
Enterprise Router maintained

2nd
From: Gartner 2012Q1

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


Distributor
WAN

Authorized Reseller
Gold
Partner

Silver
Partner

WIFI

VAP

Enterprise IP
Networking
Datacom

Security
Wireless

Authorized
Partner

Public Sector

Large
Corporation

Finance

Energy & Power

Carrier resale Partner


Transportation

Security

Global Partner

Security
Network

SME

Key IP Product Sales Opportunities


Product Lifecycle
EOL/EOW
Opportunity to upgrade / migrate existing
competitors IP products to Huawei IP
Products
EOL End of Life
EOW End of Warranty

Two-Vendor Strategy
Key benefits of Two-Vendors Strategy to
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)

Greenfield

Operational Restructure
& Consolidation
Often includes a network refresh:
Consolidation
Expansion
Re-organization

enterprise

New Platform Rollout


Both new businesses and new business units:
Application evolution
Computing evolution
Mobility evolution
Storage evolution

Full Rage of Enterprise Network Products


IP Product & Solution
Core Router

Access Router AR G3

AR 200/150

AR 1200

Data Center

AR 2200

AR 3200

Agile Switch

NE20E-X6 NE40E-X3/X8/X16NE5000E

AP6010SN/DN AP6510DN
AP6610DN

GE Access

10GE AGG

T-bit Core

WiFi AC

WiFi AP

AP7110DN AP6310SN

AC6605

FE Access

ACU For
S9700/S7700

SMB

Ethernet
Switch
CloudEngine12800

CloudEngine
5800/6800

xPON
Access/
Security/
MSCG/
Wireless

MxU

MA561x
/2x/3x

MA5652
/62/69

OLT

ONT

MA560x/
MA568x

HG80x0/
81xx/82xx

S7700

S9700

S12700

S6700

Firewall/UTM

SSL VPN

IDS/IPS

USG 2000/5000

SVN 2000/5000

NIP2000/5000

WDM

S5700/S5710

MSCG

ME60 X3/X8/X16

S3700 S3700POE S2700 S2700POE

WiMAX

BTS

Terminal

S1700

GSM-R

DBS 3900

Microwave

MSTP/Hybrid MSTP

Transport
OSN1800
OSN3800

OSN6800

OSN8800

Metro100/1000

OSN 500/550

OSN1500

OSN2500

OSN3500/7500/9560

RTN910

RTN950

RTN980

eSight /U2000: Unified Network MGMT

Access
Router &
Core
Router &
WiFi

Channel Service GTM


Customers

Huawei Brand Services

Partner

Resold by Partner,
Delivered by Huawei

HiCare

Partner Brand Services


Sold and Delivered by CSP,
Supported by Huawei

CoCare

Huawei Service Platform


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

Always Online
CSP: Certified Service Partner
8

Why Huawei IP Products?


Performance & Future
Capability

Standardization & Open


Architecture

Future-proof solutions
Investment protection
Enables flexibility & resiliency on the
infrastructure for expansion and growth

Easy Third-Party Integration and Good


Interoperability
Leading in Industry Standards &
Patents

A Better Way

Distributed Global R&D


Capability
R&D and technical support teamcloser proximity to customers
Global supplier with focus on markets
outside home country

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

Customer-centric IP Network
Solution
10GE Campus, Fast and Flexible; Mobile
Campus, Highly Available WLAN Services
; Green Campus, Energy Efficient Networks
Business Continuity Data Center Solution
One-Stop Branch Access Solution
9

Contents
1

IP Products Click
SalestoStrategy
add Title Overview

Switching: SClick
series
& Datacenter
Switches
to add
Title

Edge Routing:
ARtoG3
Click
addProducts
Title

Core Routing:
NEtoProducts
Click
add Title

Unified Campus
Products
Click WLAN
to add Title

Security Products

Unified Management: eSight Products


10

S Series Switches Sales Opportunity & Strategy


Government:

Hospital :

Education :

Large

E-Government: Government platform

E-health: Hospital

Higher Education:

Enterprise :

network infrastructure,

Digital Campus, network access

Video surveillance Network

remote hospital, hospital

of teachers and students devices

Sport Stadium: Large events

metro network (delivered in

General Education :Education network

Airport/Sea port: Airport/seaport network

Ghana)

infrastructure replacement and upgrade.

to support efficient Office

infrastructure replacement and upgrade

Opportunity

ISP:

Enterprise Office

Network :BYOD,
mobile office, EDC,
desktop cloud

HD video surveillance network

Media :

Commercial distribution

Others:

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

Strategy

Overseas market: Focus on the main scenes: government, hospital, education, large Enterprise, etc

Campus network: Focus on chassis switches which determine the market structure

Replication scheme: Elaborate solutions based on the projects, guide the region & office and achieve reciprocal benefit.
11

S Series Switches Key Selling Points


Ability to support new businesses

BYOD
Convergent network

Highest Reliability

Cloud carrying

Video meeting

Real-time and safety

Quality assurance

Fabric CSS

1+Nbackup
Main board
backup

E2E
EasyOperation

Industry's unique
Large bandwidth
Small delay
3+1 backup
0 Packet loss

Fabric
backup

EasyInstall

EasyConfigure

Simplify start

Automatic batch
configuration

EasyTroubleShoot

EasyMonitor

Fault inline monitoring

Smart Link Monitoring

12

Programmable switches, S12700, Differentiated Competition


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)

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.

Easy Operationincrease maintenance


and customer experience, easy to distribute
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)

Agile Switch S12700 Enables Networks to Be More Agile for Services

Agile service

Agile management
Simple operation and
maintenance: SVF, uniform

Various service features:

native AC, wired and wireless


convergence; unified user
management

deployment at access layer

Accurate quality
management: iPCA, in-line

Fast service deployment:


service innovation supported by
programmability feature

monitoring with zero error


13

Agile evolution
Next-Generation switch
structure: fully programmable
structure enables networks to be more
agile for services

SDN: ultra-large hardware tables, dualplane, catering network changes in ten


years

S Series Switches Portfolio


Terabit Switch
S7700

S9700

S12700

10GE Switch

GE Switch

FE Switch

S6700-24-EI

S5710-HI

S5700-HI

S5710-EI/POE

S5700-SI/EI

S5700-LI/POE

S3700-SI/EI

S3700-SI/EI-POE

S3700-HI-GE Up Link

S2700-SI/EI-POE

S2750-EI/ S2751-EI

S2700-SI/EI

S5700X-LI/POE

SMB Switch
S1700 SNMP Managed

14

S1700 Web Managed

S1700 Unmanaged

S5700-SI/EI-POE

eSight

S6700-48-EI

S Series Switches Competitive Strategy


How to Beat Cisco
A10500
Chassis
switch

10GE
box
switch

S9700

C6500/C6500E

S7700

C4500/C4500E

A7500

S6700

C4500X

A5820X

C3750X/3560X

A5500EI

E5500G/E4800G

S5700EI/HI

GE
box
switch

C3750E/C3560E
C3750G/3560G

A5500SI

E4510G/E4500G

S5700LI

C2960G/C2960S

A5120EI/SI

E4200G/E2500G

A3610

E5500

A3600-EI

E4500/E3500

A3600-SI

E3500

S3700EI

SMB

E8200zl/E5400zl

S5700SI

FE box
switch

A9500

C3750/C3560

S3700SI
S2700EI

C2960 LAN BASE

A3100TP-EI

E4210

S2700SI

C2960 LAN LITE

A3100TP-SI

E2600/E2500

S1700

Cisco 100/200/300

V1900/V1400

15

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

How to Beat HP
Lack of product and solution strategy - many products in HP
portfolio overlap, many internal conflicts, no clear strategy
Unified E2E Management, Unified graphical, Lightweight eSight
Lack of R&D investment has hurt product performance and
competitiveness, many products still based on H3C architecture and
show no significant gains or improvements since H3C was acquired
Greater 10G / 40G/ IPv6 & POE+ readiness on all product lines
Years of competing with Cisco only on price, not a market leader

Data Center Switches Sales Opportunity & Strategy


Government:
E-Gov: e-government

Education:

Health:

Large Enterprise:

High Education: University

Electronic health

EDC: Large

platform, national data

Campus + data center

information

enterprise ERP,

centers;

platform, regional education

network: hospital

PRM, OA, such as

platform, HPC

telemedicine,

efficient systems;

Opportunity

ISP:

Energy:

ISP/OTT: Internet Company

Production networks:

oil, energy, electricity

opportunity

DC network, Include

CoLo DC: CoLocation Data

HPC for mining

Center

Medical Imaging

Media:

Finance:

MAN: MAN for HD

Two three financial

video VOD
TV station :Video

centers : financial
data center

editing

Key Customers: According to the value regional data center switches, matching the value of the
industry's enterprises BG NA, filter out the switch-value customers

Overseas Markets: Focus on customer education industry, ISP / OTT, CoLocation DC, a comprehensive
breakthrough in depth to form the pattern. Nurture other opportunities

Strategy

Solution Replication: by playing project, detailed solutions, go to the guidance line, forming a virtuous
circle...
16

Data Center Switches Key Selling Points


32*40G ToR
CE7850

9M bufferGE ToR
CE 5850HI

10GE ToR
CE6850EI

40Guplink GE ToR
CE5850EI

Low price10G ToR Low priceGE ToR


CE6810
CE5810
System-level Fabric

Complete Fabric

DC-level Fabric

DC1

TRILL, SVF+CSS

DC2

EVN

vFabric
DC3

Front and rear design

VS (Virtual System)

CSS (Cluster Switch


System)

Campus

Office
Product
DMZ

17

High Performance
Large Capicity: 16 Slots64T Switching Capacity 2T per slot
High-density wire-speed line card: 48*10GE, 24*40GE/96*10GE
4*100GE
Low Latency: Latency is average 3us
Large buffer: buffer of 100 ms per port10GE/40GE/100GE
TOR Switches: provides a complete TOR groups, from GE to 40GE

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

Virtualization

Green
Strict front to rear airflow design,
adapt to cold air duct isolation
room design
Each 10GE 5W power
consumption, lower than the
industry average

1 to N: support 16 VS at most

CSS&iStack: CSS (Cluster Switch


System), 640Gbps Cluster
bandwith

Virtual awareness: nCenter


compatible with Vmware VM
vCenter

Data Center Switches CloudEngine (CE) Series Portfolio


Core Switches

TOR Switches

world's highest performance

high-performance box switches


CE7850-32Q-EI(2014Q1)
CE6850-48T4Q-EI
CE6850-48S4Q-EI
CE5850-48T4S2Q-HI(2014Q1)

CE5850-48T4S2Q-EI
CE5810-24T4S-EI
CE12816
(2014Q1)

CE12812

CE12808

CE12804

Data Center Core SwitchesCloudEngine 12800 Series

Data Center 40GE TOR/EOR SwitchesCloudEngine 7800Series

Data Center 10GE TOR SwitchesCloudEngine 6800Series

Data Center GE TOR SwitchesCloudEngine 5800Series


18

CE5810-48T4S-EI

CloudEngine (CE) Series Switches Competitive Strategy


How to Beat Cisco
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 dont 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.

CE12800

Core and Agg

CE7850

How to Beat HP

CE6850EI

10GE TOR switch

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.

CE6810

CE5850HI

1GE TOR switch

CE5850EI

19

Contents
1

IP Products Click
SalestoStrategy
add Title Overview

Switching: SClick
series
& Datacenter
Switches
to add
Title

Edge Routing:
ARtoG3
Click
addProducts
Title

Core Routing:
NEtoProducts
Click
add Title

Unified Campus
Products
Click WLAN
to add Title

Security Products

Unified Management: eSight Products


20

AR G3 Sales Opportunity & Strategy


Energy

Power

Operational Network:

Finance

Data &Dispatch Network:

Branch: Switch and

Enterprise HQ

leased line access

Lower-cost, larger bandwidth,

router in-one-box

types and services,

and richer services over MPLS

Voice and Data service

Multi service gateway:

Industrial Switching Router:IP51, can

Industrial Switching Router:IP51, can be

be adapted to a more harsh environment

Opportunity

adapted to a more harsh environment

Government

Medical

Office network: IP PBX, Voice, WIFI

WAN Access: Wide variety of

Distance Medical:

One-box ICT solution

interface types xDSL, E1, Ethernet, 3G

Wide variety of interface

ATM or 3G router:

support E1/T1, Eth, xDSL,

Wireless links as backup

SA, CPOS

for wired, or dual main wireless links

Education
Distance education: High

Enterprise Branch

Multi service gateway

performance with Eth, POS, PON

One-box ICT solution

Education Office: High density

IT outsourcing platform

Ethernet access, WLAN Controller

Complete unified intelligent office solution (routing, switching, voice, security, WLAN, 3G)

Sales to managed services / outsourcing providers not end-users (promote service stickiness)

Use higher performance and capability set to attack WAN modernization against competitors more expensive solutions

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
21

AR G3 Key Selling Points


Applications in one box, Reduce TCO by 30%+
IP Carrier Network

Application

Voice
Switch

All-in-One

Security

Better Experience, Business Continuity

Huawei AR G3
Industry Average Level PerformanceKPPS

x2

Voice
server

OA

Application

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 Industrys first LTE enterprise access solutions
Variety of industrial standards to build reliable production network in harsh
environments

Cooperation Platform, On Demand applications

Security
Video
Surveillance

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

OSP

22

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

AR G3 Series Portfolio
AR3200
Series

AR3260

HQ/Large Branch
(>350 users)

AR2200
Series

AR2201-48FE/
AR2202-48FE

AR2204

AR2220

AR2240

Medium Branch
(50~350 users)

AR1200
Series

AR1220

AR1220V

AR1220W/1220VW

Small Branch
(<50 users)

AR150&200
Series
SOHO&SMB
(<30 users)

23

AR201
AR 201VW-P

AR151/
AR 151W-P
AR 151G-HSPA+7

AR206

AR156

AR207/AR 207V/207V-P
AR207G-HSPA+7/AR 207VW

AR 157/AR 157G-HSPA+7
AR 157W/AR 157VW

AR208E

AR 158EVW

AR G3 Competitive Strategy
No Product

Headquarter
ISR3925(E)/3945(E)

AR3200

MSR 5060

Medium Branch
Office

Small Branch Office

ISR 2901/2911/ 2921/2951

AR2200

MSR 5040/301X3020/3040

SRX 240/550

ISR1921/1941/1941w

MSR 201x/202x/2040

SRX 210/220

ISR 800

MSR 900

SRX 100

SRX 650

AR1200
AR150/200

Huawei vs Cisco
Higher forwarding performance
Higher IPSEC performance
Full hot-swappable design vs. limited hot-swap
Higher reliability, dual SRU
More integrated features
More multi-mode network capabilities
More multi-service capabilities (OSP)

Huawei vs HP
Old HP architecture demands high CPU utilization and
the processing performance of concurrent multiservice use is much lower as a result.
Full Hot-swappable design vs. Limited Hot-swap
Higher reliability, dual SRU
Higher switching density and performance
More multi-service capabilities (OSP)
24

Huawei vs Juniper
Not real multi-service platforms (no voice, no
WLAN, limited routing features)
Full Hot-swappable design vs. Limited Hot-swap
More multi-service capabilities (OSP)
No high-end product

Contents
1

IP Products Click
SalestoStrategy
add Title Overview

Switching: SClick
series
& Datacenter
Switches
to add
Title

Edge Routing:
ARtoG3
Click
addProducts
Title

Core Routing:
NEtoProducts
Click
add Title

Unified Campus
Products
Click WLAN
to add Title

Security Products

Unified Management: eSight Products


25

NE Router Sales Opportunity & Strategy

Opportunity

Vertical industry IP core

GridTransportation network migration

construct/upgrade

form SDH/ATM to IP

Rich MPLS Tech, flexible services carried &

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

isolation

switchover<50ms

High reliability, 50ms link switchover

Rich experience in carrier market

IPv6 commercial deployment

5 level HQoS, guarantee key services

Opportunity
DC interconnection of ISP
Large capacity WAN24*10GE line card,

100G interface
1st E2E 100G IP & Optical solution

Government, Railway, ISP 3G/LTE


Backhaul
No.1 sharing (%52) in carrier market
L3 VPN to edge, HVPN suit any scale

network, 1588v2SyncE

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


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

Strategy

Provide integrated WAN interconnection solution by leveraging Huawei unique IP + Optical Synergy
IP Backhaul designed in 3G/LTE/GSM-R solution
Scanning customers

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

26

NE Router Key Selling Points


5-Level Hierarchical QoS

Virtual Router

Multi & Flexible VPN Service

Internet
Compus exit

VR 1#
VR 2#
intranet

office

manuafa
ctory

VR 3#

Managemet
area

VLL
Point-toPoint
EVC
MEN

DMZ
UNI

Save equipment costservice separately


disposed in a same physical equipment,

5-level HQoS solution to ensure the


quality of all kinds services

High Reliability
Key Components
Redundant
Backup

Fast
Reroute

Non-Stop
Forwarding

Self-designed Chipset

E-Line Service type

VPLS
Multipoint-toMultipoint EVC
MEN

IP/MPLS
Multipointto-Multipoint
IP with Eth
MEN
UNI

E-LAN Service type

VPRN Service type

Full service carrying , L2/L3 VPN,TDM


Access

IP+Optical Synergy
U2000

Non-Stop
Routing

Solar 1.0
40 G
20 G/40 G

In-Service
System
Upgrade

Bidirectional
Forwarding
Detection

40 G

Minimum 50ms service self-recovery, to


guarantee continuity of critical services

Solar 2.0
100 G
40 G/100 G
400 G

Solar 3.0
200 G
100 G/200 G
400 G

Sustaining platform, large capacity, low


power consumption
27

100G E2E solution, 50ms E2E network


switchover, unified NMS U2000
improving 40% management efficiency

NE Series Routers Portfolio

Cluster
Router

High-end
Router

NE5000E

NE40E-X16

NE40E-X8

NE40E-X3

Mid-end
Router

BRAS
ME60-X16

ME60-X8

ME60-X3
28

NE20E-S16

NE20E-S8

NE20E-S4

NE Competitive Strategy
How to Beat Cisco
Cisco has no E2E solution for enterprise, they lack a

solid optical solution and are weak at TDM/ATM


High-end
Router

ASR9000

Cisco has weak IPv6 readiness


NE40E-X3/X8/X16

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


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

7600

Mid-end
Router

ASR1000

(IOS), leading customers to high OPEX and difficult


NE20E-S

upgrades.

How to Beat Juniper


Juniper has a limited product portfolio for enterprise,

Highend
Router

29

MX960

NE40E-X16

MX480

NE40E-X8

MX240

NE40E-X3

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

Contents
1

IP Products Click
SalestoStrategy
add Title Overview

Switching: SClick
series
& Datacenter
Switches
to add
Title

Edge Routing:
ARtoG3
Click
addProducts
Title

Core Routing:
NEtoProducts
Click
add Title

Unified Campus
Products
Click WLAN
to add Title

Security Products

Unified Management: eSight Products


30

WLAN Sales Opportunity & Strategy


Education

Healthcare

Large Enterprise

Government

Digital classroom

Wireless

Mobile office

Wireless City

Safe Campus

healthcare
Wireless location
Internet access

BYOD

Public safety

Remote access

Mobile office

Seamless Campus

Video surveillance

Opportunity
Retail

Enterprise Branch

Transportation

Hospitality

Wireless location

AP+ARG3, all in One

Wireless backhaul

Guest Wi-Fi

Video surveillance

Wireless voice

Ad push

Solution, Voice,
Security ...

Wireless voice

Mobile office

Focus on new wireless campus opportunities, Wi-Fi performs as the major breakthrough to driven sales of the entire IP products,

especially LSW.

Strategy

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

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


31

WLAN Key Selling Points


AP6310SN

DAS AP

2G/3G Cellular
Micro-Cell signal
Shared
2G/3G/CATV
antenna system

WiFi
signal

Coverage & Performance (CAPEX Saving)


Advanced algorithms for wireless transmission from
Huaweis 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
Indoor AP
AP6010SN/DN

Outdoor AP

AP7110DN

AP6510DN/6610DN
AP5030/5130DN
AP7030DE
32

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 Series Portfolio


Distribution

Outdoor
AP6510DN-AGN
(Outdoor dual-band
AP, RJ45, PoE power
supply)

AP3010DN-AGN
(Indoor dual-band AP)

Indoor distributed

AC6605-26-PWR

AP6310SN-GN
(Indoor high-power AP)

AP6610DN-AGN
(Outdoor dual-band AP,
SPF, AC power supply, AC
power supply)

Indoor coverage
AP7110SN-GN
( Indoor 3x3 MIMO
single-band )

AP6010SN-GN
(Indoor single-band AP)

AP7110DN-AGN
( Indoor 3x3 MIMO
dual-band )

AP6010DN-AGN
(Indoor dual-band AP)

33

AC

AP5010SN-GN
(Indoor singleband AP)

AP5010DNAGN
(Indoor dualband AP)

SPU Value-added service board


for S9700/S7700

AC6005-8-PWR

WLAN Series Competitive Strategy


Highest Performance:
outdoor

AP6610DN/6510DN

2610X/2620X

AP1550

2360X

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:
AP
indoor

AP5010SN/DN

AP1040

AP6010SN/DN

AP1140

2620E H1/H2
3610i/3620i-AGN

AP7110DN

distribute

AC

2610i/2620i-AGN

AP3500

3628i-AGN

2610E-GNP

AP6310SN

1208E-GNP
S97/77 ACU Module

WiSM2 AC module

AC Module

AC6605

AP5500

WX5004

AC6005

AP2500

3010E/3024E

34

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


probability of lighting failure
Wider Temperature Range for Indoor AP -10C +50C for
outdoor AP -40C +60C.
Waterproof: The industrys highest ,outdoor AP IP67work
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;

Contents
1

IP Products Click
SalestoStrategy
add Title Overview

Switching: SClick
series
& Datacenter
Switches
to add
Title

Edge Routing:
ARtoG3
Click
addProducts
Title

Core Routing:
NEtoProducts
Click
add Title

Unified Campus
Products
Click WLAN
to add Title

Security Products

Unified Management: eSight Products


35

Positioning of Huawei Enterprise Security Services

Internet

R&D dept

Web service
Mail service

Marketing dept
Cloud desktop
computing service
Customer service

Mobile office
Securely provides
enterprise IT resources
for correct persons.

Branch connection
Provides branch
connection economically
and securely.

Mobile office security

WAN
Efficient and secure
application transmission
networks.
Unified network security

36

Headquarters office
Unified security policies
based on enterprise
applications and employee
identities.

ERP service

Data center
Defense integrating
networks, applications,
and data.
Data center security

Security Sales Opportunity & Strategy


Smart Network

Security of mobile office

Proposal:Firewall solution to guarantee the security

Proposal: SSL VPN, MDM and security applications

between the headquarters and branches with leased


Ethernet Line
Industry:public sectoreducationLarge Enterprise
Bank & ATM

integrated to mobile office security framework


AnyOffice solution
Industry :Financial, Energy, Large Enterprise,
Government

Security of Datacenter

Opportunity

Security of Campus network

Proposal : Data center infrastructure security solutions,

Proposal :The deployment of firewalls, professional

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 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

Strategy

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 from37


Symantec, provide the professional Intrusion Prevention System with USG series gateway.

Security Product Portfolio


Security
Service

Botnet Signature Library

Capability

Spam Library

Protocol/Application Library

URL Classification Library

Virus Library

Vulnerability Library

Secure Access Gateway

Network
Security

Emergency Response

Security Management

On-line Upgrade

Security Management Service

Credibility Assessment

Security Consulting

Intrusion Prevention System

SVN2000

SVN5000

Unified Threat Management

USG2110/2100/2200

Mobile
Security

Security
Service

USG5100/5500

AnyOffice Mobile
Security Solution
38

NIP2000

NIP5000

Next-Generation
Firewall

USG3000/6000

Terminal Security Management

Anti-DDoS

AntiDDoS1000/8000

Data Centers Security


Gateway

USG9500

Document Security
Management

Advantage 1 for NGFW: The Most Fine-grained Control

Applications Identification

39

No.1 in Industry

Competitive Analysis

Huawei

Games
6000 Half-life Freenet Games

ALL
P2P
GAME

450
422

WeChat

Great

LINE RapidShare Wisdom


Browsing/
Exchange

Voice/
Text

Upload/
Download

App Only

App Only

App Only

App Only

Voice/
Text

CheckPoint

ALL
P2P
GAME

Cisco

ALL
P2P
GAME

1181
75
62

App Only

App Only

App Only

App Only

PAN

ALL
P2P
GAME

1600
120
56

App Only

App Only

App Only

App Only

5000

321
183

40

Advantage 2 for NGFW: The Industry-Unique Smart Policy

Fast deployment based on policy


templates.

Policy
Simplification
Smart Policy

Configuration simplification.

For management optimization, TCO decrease 30%.


41

Smart policy optimization.

Competitive Analysis

Huawei
Verifying that application-based policies are
enforced correctly

others

90%

39%

How to maintain threat prevention policies

87%

37%

How to optimize firewall policies

86%

36%

42

Advantage 3 for NGFW: Comprehensive Protection


Renewed DDoS Threats

43

APT is New And Powerful

Industry-leading Anti-DDoS Capability


V

Huawei

Others

Number of
DDoS that could
defense

100+

30+

DDoS detection
mechanism

DPI Detection

Flow Detection

AntiDDoS
Evolution

Support IPv6

Only IPv4

V-ISA reputation
mechanism to defense DDoS

V: Virtual customization, Support for VM protection S: Slow attack defense based on session reputation
I: Botnet defense based on an IP reputation
A: Application attack defense based on behavior reputation

44

Comprehensive Sandbox Technologies

Sandbox

CheckPoint
CISCO

Palo Alto
FireEye

Huawei

Comprehensive
Sandbox Technologies
to catch APT
45

Windows

WEB

Mobile

The only vendor who can provide sandbox for mobile phones.

DLP IPS

Application
identification

All threat
prevention
functions

FW

VPN

IPS

46

4G

2.5G

8G

6G

10G

10G

6G

3.1G

0.4G

12G

Unk
now
n

8G

6G

1.5G

20G

20G

12G

20G

20G

15G

20G

Unknown

FW

12G

Unknown

Application
identification

AV

20G

Unknown

Comparison of 20G Firewalls

Not
Not
Unknown
supportedsupporte
d

Advantage 4 for NGFW: Best Performance

4G

5G

3G

10G

20G

20G

Contents
1

IP Products Click
SalestoStrategy
add Title Overview

Switching: SClick
series
& Datacenter
Switches
to add
Title

Edge Routing:
ARtoG3
Click
addProducts
Title

Core Routing:
NEtoProducts
Click
add Title

Unified Campus
Products
Click WLAN
to add Title

Security Products

Unified Management: eSight Products


47

eSight Sales Opportunity & Strategy


Campus management

Integration management of
wired and wireless networks.
Policy center provides smart
policy of access terminals, users,
and networks

WAN Visible

Opportunity

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

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

Strategy

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

48

eSight Key Selling Points


Unified Wired, Wireless and User Management
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

Network Service Visualized Management

Various service management components: easily


adapt to network management expansion and change,
including network traffic analysis management, MPLS
VPN service management, SLA management etc.
49

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

Huawei Enterprise Networking: Software Product Portfolio


Management Tools

Security & Network Management Center

WLAN Series Tools

Planning tool

Testing tool

Site survey tool

eSight

UMA

Unified network, server, and security

Network Tools

eNSP

Network migration

Network traffic analysis (NTA)

MPLS VPN and Tunnel visual

Unified management system


password.

LogCenter, the network log analysis

management

Network assessment

operation and maintenance operations.

Service level agreement (SLA)

and management.

Tool

Unified entrance: single sign-on, to


achieve the centralized management of

management

Policy Center

Video recording operation process

and recording the operation log.

Playback operation steps to help

User access policies:


Portal, 802.1X, MAC.
Terminal security policies:
Security hardening and office
behavior management.

Web-based

management

Desktop policies:
Software delivery, patch
management, and remote
management.

analyze security events

tool

Mobile O&M

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

User/Administrator

Access terminal Network device

50

IT device

Server

Storage device

eSight & Application Software Competitive Strategy


How to Beat HP
Huawei provide eSight + UMA network security operation and maintenance
management solution, this solution can achieve the network can be managed,

eSight

NGNAC

Compact edition

Mini iMC

Cisco netManager

Standard edition

iMC
Standard edition

Prime Infrastructure

Professional edition

iMC
Professional edition

NULL

Policy Center

EAD

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.

ISE

Huawei has documents asset security management products.

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

Application
Software

UMA

NULL

NULL

iSOC

ArcSight

NULL

OMM

NULL

NULL

eSight supports hierarchical network management functions.

DSM

NULL

NULL

Huawei has documents asset security management products.

and auditable.

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


support for third-party devices VPN service management.

eSight supports customizable dashboard capabilities.

Huawei Policy Center support patch management, asset management and software
distribution capabilities.

51

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.