Huawei EBG's SD-WAN Solution

Sales Guide

Issue 3.0

Date 2018-05-25

HUAWEI TECHNOLOGIES CO., LTD.

Copyright © Huawei Technologies Co., Ltd. 2018. All rights reserved.
No part of this document may be reproduced or transmitted in any form or by any means without prior
written consent of Huawei Technologies Co., Ltd.

Trademarks and Permissions

and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd.
All other trademarks and trade names mentioned in this document are the property of their respective
holders.

Notice
The purchased products, services and features are stipulated by the contract made between Huawei and
the customer. All or part of the products, services and features described in this document may not be
within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements,
information, and recommendations in this document are provided "AS IS" without warranties, guarantees
or representations of any kind, either express or implied.
The information in this document is subject to change without notice. Every effort has been made in the
preparation of this document to ensure accuracy of the contents, but all statements, information, and
recommendations in this document do not constitute a warranty of any kind, express or implied.

Huawei Technologies Co., Ltd.

Address: Huawei Industrial Base
Bantian, Longgang
Shenzhen 518129
People's Republic of China

Website: http://www.huawei.com

Email: support@huawei.com

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Huawei EBG's SD-WAN Solution Sales Guide Change History

Change History

Date Issue Description Author Reviewer

2017-02-06 V1.0 This is the trial Wang Guo Jun/00152362

version. Binbin/00166312
2017-11-20 V2.0 The document is Wang Zhu
updated according Binbin/00166312 Yaming/00380808
to SD-WAN
V100R018C00
planning.
2018-05-25 V3.0 The document is Lai Zhu
updated according Lin/00171956 Yaming/00380808
to SD-WAN
V100R018C00
TR5.

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Huawei EBG's SD-WAN Solution Sales Guide Contents

Contents

Change History ................................................................................................................................ ii

1 Overview of Huawei SD-WAN Solution and Solution Products ....................................... 1
1.1 Overview of Huawei SD-WAN Solution ...................................................................................................................... 1
1.2 Overview of Products in Huawei SD-WAN Solution ................................................................................................... 2

2 Version-specific SD-WAN Solution Sales Strategy ............................................................... 4

2.1 SD-WAN Solution Versions .......................................................................................................................................... 4
2.2 Market Expansion Strategy ........................................................................................................................................... 5
2.3 Technical Review and Approval Path for SD-WAN Projects ....................................................................................... 7
2.4 Features Delivered in the Version-specific SD-WAN Solution..................................................................................... 8
2.5 Saleable Product List .................................................................................................................................................. 10
2.5.1 Agile Controller-Campus ......................................................................................................................................... 10
2.5.2 CPEs/uCPEs ............................................................................................................................................................ 10
2.5.3 VAS Products ........................................................................................................................................................... 11
2.6 Sales Restrictions and Precautions.............................................................................................................................. 11
2.6.1 Agile Controller-Campus Sales Restrictions ............................................................................................................ 11
2.6.2 CPE/uCPE Sales Restrictions .................................................................................................................................. 12
2.6.3 VAS Product Sales Restrictions ............................................................................................................................... 12
2.7 Business Quotation Mode and Strategy ...................................................................................................................... 12
2.8 Solution Roadmap ...................................................................................................................................................... 14

3 Differentiated Highlights and Competition Strategy.......................................................... 15

3.1 Differentiated Highlights ............................................................................................................................................ 15
3.2 Competitive Strategy .................................................................................................................................................. 16

4 Partner Solution Sales Strategy ................................................................................................ 18

4.1 Partner Strategy .......................................................................................................................................................... 18
4.2 Partner List ................................................................................................................................................................. 19

5 Help and Contact Information ................................................................................................. 20

5.1 Project Operation Process ........................................................................................................................................... 20
5.2 Solution Expert Team ................................................................................................................................................. 20
5.3 Projection Initiation Application ................................................................................................................................. 21
5.4 R&D Support .............................................................................................................................................................. 21

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Huawei EBG's SD-WAN Solution Sales Guide Contents

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 1 Overview of Huawei SD-WAN Solution and Solution
Huawei EBG's SD-WAN Solution Sales Guide Products

1 Overview of Huawei SD-WAN Solution

and Solution Products

1.1 Overview of Huawei SD-WAN Solution

The overall architecture of Huawei SD-WAN Solution includes the network connection layer,
cloud management platform, and application layer.
Network connection layer
For interconnection between the headquarters, branches, and public/private clouds, enterprises
use devices, such as the customer-premises equipment (CPE), universal CPE (uCPE), and
virtual CPE (vCPE), and the overlay technology to achieve on-demand network-wide
connection using links including Internet links and MPLS leased lines.
Cloud management platform
The Agile Controller-Campus is used to manage the entire process of enterprise
interconnection services. It provides southbound NETCONF interfaces to interconnect with
devices such as CPEs, uCPEs, and vCPEs, achieving network configuration and orchestration,
lightweight management and service chain orchestration of virtualized network functions
(VNFs) on uCPEs, and network service policy management and delivery. The Agile
Controller-Campus also provides northbound standard RESTful interfaces to interconnect
with third-party applications.
Application layer
The application layer includes the third-party Business Support System (BSS) or Operations
Support System (OSS), service portal, and value-added service (VAS) store. The Agile
Controller-Campus provides northbound interfaces so that it can be integrated with third-party
applications.

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 1 Overview of Huawei SD-WAN Solution and Solution
Huawei EBG's SD-WAN Solution Sales Guide Products

Figure 1-1 Architecture of Huawei SD-WAN Solution

The SD-WAN solution applies to the following scenarios: enterprise branch interconnection,
access of enterprise branches to the Internet, access of enterprise branches to the data center
(DC) or clouds, and interconnection between the enterprise and traditional MPLS sites. The
SD-WAN solution brings the following benefits to enterprises:
1 Reduce leased line costs by load balancing traffic over the Internet.
2. Enable users to obtain VASs on demand, shortening the VAS provisioning period from
weeks to minutes.
3. Support intelligent path adjustment by application, implementing lossless experience of
key services.
4. Support intelligent and visualized O&M, greatly reducing the OPEX.

1.2 Overview of Products in Huawei SD-WAN Solution

Huawei SD-WAN Solution mainly includes the following products: the Agile Controller-
Campus, CPEs, uCPEs, vCPEs, and VASs.

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 1 Overview of Huawei SD-WAN Solution and Solution
Huawei EBG's SD-WAN Solution Sales Guide Products

Figure 1-2 Portfolio of Huawei SD-WAN Solution products

The following table describes functions of each component in Huawei SD-WAN Solution.

Component Product Function Description

Controller Agile Controller-Campus Centralized and automated
management of network devices
CPE Traditional CPEs such as Traditional ARs supporting
AR161EW and AR3260 evolution to SD-WAN
uCPE AR1600 and AR650 series, such CPEs supporting deployment of
as AR1610-X6, AR651W-X4, VNFs
and AR651-X8
vCPE AR1000V CPEs that can be installed on virtual
machines (VMs) or independent
servers for interconnection between
branches and hub nodes, or between
branches and services on the cloud
VAS Include: VNFs and independent software
Huawei-developed vFW:
USG6000v
Third-party products, for
example, Riverbed's WAN
acceleration product SteelHead
VCX

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Huawei EBG's SD-WAN Solution Sales Guide 2 Version-specific SD-WAN Solution Sales Strategy

2 Version-specific SD-WAN Solution Sales

Strategy

2.1 SD-WAN Solution Versions

There are two versions of the SD-WAN solution that are currently being developed.

Version Positioning Main Features TR5 GA

V100R018C00 The first  USB-based batch deployment April August
global  Service chain orchestration and lifecycle 2018 2018
commercial management of VASs on uCPEs
version
 Isolation of multiple departments on a single-
tenant basis
 Identification of 6000+ well-known applications
and user-defined applications
 Agile Controller-Campus supporting multi-
tenancy and geographic redundancy deployments
 VNFs integrating vFWs (Huawei, Check Point,
and Fortinet) and vWOC (Riverbed)
V100R018C10 Global  Zero-touch provisioning (ZTP) in DHCP mode 2018 Q4 2019 Q1
commercial  Agile Controller-Campus deployed on the AWS
version or Azure public cloud
 Agile Controller-Campus providing open
northbound APIs
 vCPEs supporting multi-tenancy and allowing
automatic deployment on the AWS, Huawei, or
Azure public cloud
 ARM series high-performance CPEs
 Huawei-developed WAN acceleration product
 VNFs integrating security (Palo Alto) and WAN
acceleration (InfoVista) functions

The planned features of V100R018C10 are subject to the

final implementation. The preceding information is for

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reference only.

The following table lists the mapping product versions of Huawei SD-WAN Solution
V100R018C00.

Product Version
Agile Controller- Agile Controller-Campus V300R003C00
Campus
CPE, uCPE, and AR V300R003C00
vCPE
vFW vNGFW V500R005C00

2.2 Market Expansion Strategy

Overall strategy:
 Focus on key regions such as Europe, Asia Pacific, the Middle East, Latin America, and
China.
 Focus on tier-1 carriers with whom Huawei establishes a good relationship, proactively
influence these carriers, and achieve a Huawei-favored control over customer
requirements and progress.
 Centralize resources to break through single-country tier-2 carriers and MSPs, set up a
role model, and cultivate them as motivators for more breakthroughs in the market.
 Sort out the installed base in the carrier CPE market and shift focus to two types of target
markets:
(1) Huawei's installed base: Evolve from traditional ARs to SD-WAN CPEs.
(2) Competitors' installed base: Use SD-WAN to break through the untapped market
and swap out Cisco's offerings on the customer's live network.
 CloudVPN projects are not developed. If a customer has CloudVPN requirements, try to
persuade the customer to use the SD-WAN solution.
Target Customer Characteristics Market Expansion Strategy Typical
Customer Customer
Single-country  Medium-and large-sized  Focus on tier-1 carriers who have  TELKO
tier-1 carriers enterprises, governments, strong willingness and innovation  Swisscom
(outside China) and financial services strength, achieve a Huawei-favored
institutes in the local control over customer requirements
country are their target and progress, and avoid over-
customers. customization.
 Have a large 2B market
share in the local country.
Driven by competition,
these carriers need to
prevent customer churn.

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Target Customer Characteristics
Customer
Multinational tier-  Multinational enterprises
1 carriers with a lot of branches are
their main target
customers.
 Have a clear network
transformation plan and
strong technical
capabilities.
Tier-2 and tier-3  Use SD-WAN to win
carriers/tier-1 customers and increase the
carriers' leased line market share.
subnets/MSPs  Have strong willingness to
cooperate with Huawei,
which means that Huawei
can influence them at a
large scope.
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2 Version-specific SD-WAN Solution Sales Strategy
Market Expansion Strategy Typical
Customer
Tier-1 carriers with which Huawei  VDF
establishes a good relationship  BT
 Enter the shortlist of such tier-1  OBS
carrier groups (which is our current
main target) and set up a strategic
foothold.
 Focus on the breakthrough point
that ARs on the live network can
smoothly evolve to SD-WAN.
Strategic tier-1 carriers with which
Huawei establishes an ordinary
relationship
 Participate in joint innovation,
participate in bidding documents
and POC tests, and track the latest
progress.
 Take uCPEs as the breakthrough
point for developing such
customers.
 Focus on key regions including
 Softbank
Western Europe, South Pacific,
 Globe
Southeast Asia, the Middle East,
Latin America, and China.  Broadnet
 Centralize resources into optimal
use and set up a role model.
Select high-value customers based on
the following three dimensions and put
the most advantageous resources into
them to ensure the project success rate.
'Business-driven' taking precedence
over 'technology-driven'
 CEO-involved projects with
clearly-defined end customers and
business plans
High local Internet coverage and
NFV basis
 Determine whether the Internet
broadband service coverage rate is
high in the local country.
 Determine the NFV maturity of a
customer's live network: NFV-
based network reconstruction has
been performed, and the customer
has a NFV plan and technical
evolution capabilities.
Large price difference between
leased lines and the Internet
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Target Customer Characteristics Market Expansion Strategy Typical

Customer Customer
 End customers are willing to
purchase SD-WAN only when the
price difference between leased
lines and the Internet is large.
Multi-branch NAs  Have strong IT  For NAs in sectors such as retail Ping An
capabilities. and finance, determine whether to Technology,
 Build WANs by expand projects based on Huawei IT
themselves. customers' network construction
habits and IT capabilities (whether
there is an independent IT
department).
 For NAs who do not build WANs
by themselves, strengthen
communication with them and
introduce carriers or MSPs as soon
as possible.

2.3 Technical Review and Approval Path for SD-WAN

Projects
The following review and approval path must be followed for all SD-WAN projects
worldwide before August 2018.
Review and approval path: HQ sales representative -> PDT manager

Review Reviewer Role Name Employee ID

Path
1 Sales representative Han Ge 00402617
(outside China)
2 Sales representative (in Du Juan 00218479
China)
3 PDT manager Zhu Yaming 00380808

The list price can be provided only for projects that pass the technical review and
approval.
After a project passes the technical review and approval, contact Cai Zhonghua (employee ID:
00167445) to obtain the quotation. The related application email must be attached. (An
independent quotation is manually made for each project, and the quotation is valid only once.
Open, unified quotation is not provided.)

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2.4 Features Delivered in the Version-specific SD-WAN
Solution
No. Feature
1 Plug-and-play
2 Interfaces types
3 Site-to-site (S2S) access
Site-to-Internet (S2I)
4
access
Site-to-traditional MPLS
5 gateways (local SD-WAN gateways) or SD-
network access
Agile Controller-Campus
6
supporting multi-tenancy
7 Application identification
Application and link
8
quality detection
Visibility in application
9
and link quality
Application-based
10
intelligent path selection
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2 Version-specific SD-WAN Solution Sales Strategy
Description
Email-based deployment is supported.
USB-based deployment is supported.
Ethernet and xDSL (including ADSL, VDSL,
and G.SHDSL) interfaces are supported.
A single CPE supports a maximum of three links
and two CPEs support six.
Enterprise sites can access each other directly or
through the HQ.
Policies are for the following services:
 Internet access in local mode
 Internet access through the HQ
 Local-mode Internet access for some
applications, and Internet access through the
HQ for other applications
Enterprise CPEs function as interworking
WAN gateways (deployed in centralized mode).
Multiple enterprises can use the same set of
Agile Controller-Campus.
Application identification using the first packet:
Applications can be identified based on the
triplet information in the first packet.
Huawei SA signature databases can be used to
identify applications. Two types of SA signature
databases are supported: 6000+ application
database and 1600+ application database.
TCP FPM measures the quality of TCP
applications.
IP FPM measures link quality.
Visibility in link quality, including the link jitter,
latency, and packet loss ratio, is supported.
Links can be dynamically selected based on the
quality. Active and standby links can be
configured for applications or application groups
and dynamically switched based on the link
quality (including the jitter, latency, and packet
loss ratio). An LTE link can be used as the active
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Huawei EBG's SD-WAN Solution Sales Guide 2 Version-specific SD-WAN Solution Sales Strategy

No. Feature Description

link.
QoS policies can be configured based on
11 QoS applications or traffic classifier.
VPN-based QoS policies are supported.
GRE encapsulation is supported.
12 Tunneling technology
GRE over IPSec encapsulation is supported.

Data transmission IPSec encryption using IKEv2 and AES-256 is

13
security supported.
AR with built-in security URL filtering, ACLs, IPS, and firewalls are
14
capabilities supported.
VRFs can be used to isolate multiple virtual
15 Service security
networks.
Automated service chain Automated service chain orchestration based on
16
orchestration for uCPEs the quintuple information or VLAN is supported.
Huawei's USG6000V, Check Point's vSEC, and
uCPE supporting
Fortinet's FortiGate can be used as vFWs.
17 Huawei's or third-party
Riverbed's SteelHead VCX can be used as the
VNFs
vWOC.
Geographic redundancy
The Agile Controller-Campus is deployed in
18 of the Agile Controller-
multiple DCs for geographic redundancy.
Campus
Cloud-based deployment
The Agile Controller-Campus can be deployed
19 of the Agile Controller-
on Huawei public cloud.
Campus
The Agile Controller-Campus can be deployed
Deployment of the Agile on the VMware.
20 Controller-Campus on a
virtualization platform The Agile Controller-Campus can be deployed
on the FusionSphere.
Dual-CPE deployment and two hubs working in
21 Reliability
active/standby mode are supported.
Topology management, log display, batch
22 Network O&M upgrade, tenant management, and remote
resetting are supported.

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2.5 Saleable Product List

2.5.1 Agile Controller-Campus
The Agile Controller-Campus must be deployed to manage devices. In SD-WAN Solution
V100R018C00, the Agile Controller-Campus can be deployed on local servers or Huawei
cloud.
The Agile Controller-Campus provides the following functions: plug-and-play, tunnel
management, intelligent path selection, QoS configuration, VAS service management, and
visualized O&M.

For details about the sales of the Agile Controller-Campus, see SD-WAN@Agile
Controller-Campus V300R003C00 Sales Guide.

2.5.2 CPEs/uCPEs
The followings are the AR products applicable to SD-WAN Solution V100R018C00:
 CPEs: Main models of traditional ARs evolve to SD-WAN. The major features include
automated deployment, application visualization, and intelligent path selection.
 uCPEs: The x86-based AR651W-X4 and AR651-X8 series and ARM-based AR651
series are available.
 vCPEs: The AR1000V is available.

Product Model SD-WAN Bidirectional Forwarding

Performance
(DPI+DSVPN+IPSec+QoS+NetStream)

CPE AR161 50 Mbit/s

CPE AR161W 50 Mbit/s
CPE AR161F 50 Mbit/s
CPE AR161FGW-L 50 Mbit/s
CPE AR161FW 50 Mbit/s
CPE AR168F 50 Mbit/s
CPE AR169F 50 Mbit/s
CPE AR169FGW-L 50 Mbit/s
CPE AR161EW 200 Mbit/s
CPE AR169EGW-L 200 Mbit/s
CPE AR169EW 200 Mbit/s
CPE AR2240 + SRU200 2000 Mbit/s
CPE AR2240 + 1500 Mbit/s
SRU200E
CPE AR3260 + SRU200 2000 Mbit/s

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Product Model SD-WAN Bidirectional Forwarding

Performance
(DPI+DSVPN+IPSec+QoS+NetStream)

CPE AR3260 + 1500 Mbit/s

SRU200E
CPE AR3260 + SRU400 2500 Mbit/s
uCPE AR1610-X6 1200 Mbit/s
uCPE AR651W-X4 600 Mbit/s
uCPE AR651-X8 1000 Mbit/s
uCPE AR651 700 Mbit/s
vCPE AR1000V 1000–5000 Mbit/s

2.5.3 VAS Products

The following table lists VNFs applicable to SD-WAN Solution V100R018C00.

Vendor VAS Product Model

Huawei vFW USG6000V
Check Point vFW vSEC
Fortinet vFW FortiGate
Riverbed vWOC SteelHead VCX

For details about the sales of Huawei USG6000V, see HUAWEI USG6000V sales guide.
For details about the sales of Check Point's vSEC, Fortinet's FortiGate, and Riverbed's
SteelHead VCX, see chapter 4 "Partner Solution Sales Strategy."

2.6 Sales Restrictions and Precautions

2.6.1 Agile Controller-Campus Sales Restrictions
All materials purchased from the USA cannot be shipped to class-A sales-restricted countries:
Cuba, Iran, the Democratic People's Republic of Korea, Sudan, and Syria.
There is no CESC/SRP certification plan for this version. Sales in countries including the UK,
Canada, and New Zealand must be reported in advance.

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2.6.2 CPE/uCPE Sales Restrictions

The following table lists the regional sales restrictions on new AR models in SD-WAN
V100R018C00. For details about the sales restrictions of other models, see Enterprise
Business Products and Solutions Sales List .

AR651 sales restrictions:

 The AR651 is sold as a uCPE. Currently, there is no corresponding ecosystem of VNFs
using the ARM architecture.
 The 1LTE6-L card (Cat 6) is sold under control and must be reported in advance.

2.6.3 VAS Product Sales Restrictions

For the sales of Huawei USG6000V, see HUAWEI USG6000V sales guide.
For the sales of Check Point, Fortinet, and Riverbed products, see chapter 4 "Partner Solution
Sales Strategy."

2.7 Business Quotation Mode and Strategy

SD-WAN V1R18C00 supports only the solution selling mode but not the SaaS management
service mode. The SD-WAN solution consists of ARs and the Agile Controller-Campus:
 ARs: Include traditional CPEs, uCPEs, and vCPEs. Business quotation can be applied
for based on authorization.
 Agile Controller-Campus: The Agile Controller-Campus is an unauthorized product.
All business quotations must be applied for from the product line.
The following table shows the detailed quotation structure.

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1. Related personnel in any new project must obtain the latest quotation template from the
business model representative considering that quotation templates before GA may be
changed.
2. The pricing specialist supports and assists the frontline personnel in quotation.
3. The business quotation applications of all SD-WAN projects submitted by the frontline
personnel must be approved by Wang Shaosen (employee ID: 00436071) and Kevin Hu
(employee ID: 00341078).
Business review and registration path:
EBG's commercial representative -> SPDT manager -> Product line president

Path Reviewer Role Name Employee ID

1 Commercial Affairs Dept Zhuo Huazeng 00333995
of EBG (outside China)
2 SPDT manager Wang Shaosen 00436071

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Path Reviewer Role Name Employee ID

3 Product line president Zhong Kaisheng 00419023
(Optional. The SPDT
manager decides whether
to submit an application to
the product line president
for review based on
projects.)

Business analysis support team (responsible for commercial calculation):

Role Responsibility Name Employee ID

Business model Pre-review the business Cai Zhonghua 00167445
representative model of SD-WAN
projects and the quotation
correctness.
Pricing engineer Provide the SD-WAN Fu Guo 00201454
baseline cost.

For details about the configuration quotation, see Huawei SD-WAN Ordering Guide.

2.8 Solution Roadmap

Roadmap released on the 3ms website: Huawei SD-WAN Solution Roadmap.
For the latest roadmap, access the 3ms website or contact the product management owner
Zhang Jinling (employee ID: 00330148).

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Huawei EBG's SD-WAN Solution Sales Guide 3 Differentiated Highlights and Competition Strategy

3 Differentiated Highlights and

Competition Strategy

3.1 Differentiated Highlights

The following table lists the differentiated highlights of SD-WAN V1R18C00 that can be
promoted.

No. Feature Highlights of Huawei Solution

1  10+ interface types  Multiple access modes (including Ethernet, xDSL,
 20+ networking and LTE/4G) and flexible mode combinations are
models supported.
 New-type CPEs support the LTE MIC card and
 High reliability
can evolve to LTE/5G. Only the MIC card needs to
 High be replaced for the evolution.
specifications
 Various network architectures are supported,
including single-CPE, dual-CPE, single-hub, dual-
hub, and multi-link (a single CPE supports up to three
links and two CPEs support up to six links).
 Single CPE: MPLS+Internet+LTE, 2*MPLS+LTE,
2*Internet+LTE
 Three-layer network architecture (including the HQ,
regional aggregation, and branches) is supported.
 The Agile Controller-Campus supports geographic
redundancy.
 Large-scale deployment is supported. One cluster
system (containing three nodes) supports 13,000
CPEs, and one or two nodes can be added to improve
reliability (3+1).
2  Application  The DPI 6000+ application signature database is
visualization and provided and can be automatically upgraded.
service quality Application customization based on URLs and
guarantee quintuple information is supported.
 Application identification using the first packet is
supported. Over 85% of cloud applications (such as
Office 365) can be effectively detected.

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No. Feature Highlights of Huawei Solution

 SD-WAN supports the innovative IP FPM–based
packet coloring and in-line detection technology
which requires no extra link cost and achieves
broader detection scope and more refined detection.
3  Multiple  SD-WAN supports uCPEs using x86 and ARM
ecosystems and architectures and various VASs, including those
various VASs from Riverbed (vWOC), Fortinet (vFW), Check Point
(vFW), and Huawei (vFW).
 Huawei is the first CPE/uCPE vendor in the industry
that supports ARM and provides higher flexibility and
cost-effectiveness.
4  Traffic and  Simplified batch configuration using templates is
performance report supported.
and visualization  Display of quality and performance by site,
by site, application, and link, LQM customization, and
application, and display of over 45 views are supported.
link

3.2 Competitive Strategy

The following table describes the major attack and defense strategies targeting Cisco – the
major SD-WAN competitor.
For detailed competitive analysis materials, see Cisco SD-WAN Competitive Analysis.

Vendor Cisco
Defend  Avoid comparison tests on automated AVC service delivery and
O&M interface.
 Avoid security tests.
Attack Unification:
 The convergence of Cisco iWAN and Viptela takes 24 months. Two

sets of systems have been used concurrently for a long time. Huawei
offers a unified platform and supports upgrade of some traditional
CPEs to SD-WAN, protecting customer investment and simplifying
O&M and management.
Scalability
 Cisco vBond supports a maximum of 2,000 vEdges, and each

vManage or vSmart supports a maximum of 2,700 vEdges. Huawei's

Agile Controller-Campus supports 10,000 CPEs (high-end version
supports 20,000 CPEs).
 The vManage can be deployed in cluster mode for capacity
expansion. The vManage does not provide HA. The vManage
cluster can run in only one DC. Huawei SD-WAN controller cluster

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Vendor Cisco
(with three server nodes and 2+1 redundancy backup) supports
geographic redundancy across DCs.
Device model:
 Viptela box devices support only Ethernet interfaces and do not

support interfaces such as xDSL. Only some models support LTE. To

use these interfaces, customers need to additionally purchase the ISR
model and two sets of systems and products are then used. Huawei
products support xDSL interfaces.
Performance:
 Viptela vEdge

2 x vCPU (500 Mbit/s), 4 x vCPU (1 Gbit/s), 8 x vCPU (1.5 Gbit/s)

 Huawei AR1000V
2 x vCPU (1 Gbit/s), 4 x vCPU (2 Gbit/s), 8 x vCPU (3 Gbit/s)

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Huawei EBG's SD-WAN Solution Sales Guide 4 Partner Solution Sales Strategy

4 Partner Solution Sales Strategy

4.1 Partner Strategy

Technical strategy: Partner products can be directly interconnected with uCPEs or the Agile
Controller-Campus.
Cooperation mode: The recommended sales mode is currently used.
R&D strategy: For partners recommended by the product line, basic solution verification has
been implemented by the R&D department. However, in specific projects, solution design and
verification still need to be performed based on project requirements. For non-recommended
partners that are contacted by regions, R&D support is not guaranteed.
R&D help-seeking process for cooperation projects:
1. Development MOs serve as R&D contact persons and are responsible for project support
and analysis of project requirements.
2. After a development MO analyzes technical requirements of a cooperation project, the
development MO contacts the R&D technical support contact person. The R&D
technical support contact person then arranges related R&D investment.
Quotation help-seeking process for cooperation projects:
1 For all partners, the recommended sales mode is used. Partners are responsible for
product quotation.
3. Huawei's partner contact person for a project is a frontline product manager or channel
manager. The partner contact person contacts partners for business issues such as
quotation.
4. If a partner has provided the regional business contact information for Huawei, Huawei's
partner contact person directly contacts the partner's regional business contact persons
for quotation, and the regional business contact persons then quote based on regional
characteristics. If a partner does not provide the regional business contact information,
Huawei's partner contact person contacts the partner's general business contact person for
quotation (or asks the general business contact person to provide regional business
contact information).
5. When encountering problems during contact with partners, frontline personnel can seek
help from the product line cooperation team through the development MO.
General contact person for projects: Yang Xinfeng (employee ID: 00220031)
Contact person for SD-WAN cooperation projects: Zhang Lei (employee ID: 00211130)

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R&D contact person for SD-WAN cooperation projects: Wu Wei (employee ID:
00430863)
Sales contact person: Han Ge (employee ID: 00402617)

4.2 Partner List

The following table lists SD-WAN partners.

Field Partner Recommended Sales Scope Sales Mode

Scenario

vWOC Riverbed WOC Global Recommended sales

vFW Check Point vFW Global Recommended sales
Fortinet vFW Global Recommended sales
Log Splunk SD-WAN log service Global Recommended sales
service

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Huawei EBG's SD-WAN Solution Sales Guide 5 Help and Contact Information

5 Help and Contact Information

5.1 Project Operation Process

The following figure shows the EBG WAN project operation process.

5.2 Solution Expert Team

The solution expert team can plan and deploy E2E solutions (involving SOC, POC, and
quotation). The expert team members are the first contact persons from whom marketing
personnel can seek help. Regional contact persons help solve known marketing issues, and the
expert team motivates the SE, external test personnel, and pricing specialists to solve
unknown issues, collects scenario-based problems, generates FAQs, and delivers the FAQs to
regional contact persons in time.
The expert team members include Wang Jun (employee ID: 00430768), Yang Xinfeng
(employee ID: 00220031), and Chen Yong (employee ID: 00255710).

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5.3 Projection Initiation Application

 After initial analysis on a project, the frontline personnel need to apply for project
initiation in order to obtain R&D resource support from the product line, including but
not limited to the R&D SE visiting sites, remote demonstration, and POC tests.
 Regional contact persons report projects to the EBG sales representative Han Ge
(employee ID: 00402617) for unified registration. Project initiation is then determined at
SD-WAN PDT regular meetings. In case of an urgent project, a temporary project
initiation analysis meeting can be held.
Attachment: Projection initiation application form

SD-WAN
application + requirement.xlsx

5.4 R&D Support

Department/Position Name and Employee ID
PDT manager Zhu Yaming (employee ID: 00380808)
Development Li Yan (employee ID: 00380805)
representative
SE Ye Tao (employee ID: 00434485), Fang Yonglong (employee
ID: 00255690), He Hongwei (employee ID: 00419372)
Product management He Xinnian (employee ID: 00300398), Zhang Jianxun
(employee ID: 00399629)
External test Chen Junfeng (employee ID: 00179377), Tian Qilei
(employee ID: 00177971)
Ecological cooperation Zhang Lei (employee ID: 00211130)

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