Huawei HCSA-Sales-IP Network Products Sales Training - Update 20220304

Huawei IP Network Products Sales Training
Foreword
This document describes Huawei‘s Datacom business in the enterprise market,

including the sales model, business focuses, Opportunities and Sales Strategies，and
the main products and solutions.
Objectives
⚫ On completion of this course, you will be able to:

◼ Understand the concepts and Product’s solutions of Enterprise Datacom.
◼ Obtain an essential understanding of Huawei IP Network products & solutions
introduction, highlights, sales scenarios & opportunities, successful stories and
industry applications.
◼ Make daily communications with customers on Huawei IP Network topics.
Contents
⚫ Huawei Data Communication Business introduction
⚫ IP Products Sales Strategy Overview
⚫ Cloud Campus 3.0( Cloud Campus Network)

✓ Campus Switches
✓ Campus WLAN Products
✓ Edge Routing: AR Products
⚫ Data Center Switches
⚫ Core Routing: NE Products
⚫ Security Products
4 Huawei Confidential
Vision of Huawei Data Communication Business: IP on Everything,
Creating Ubiquitous Intelligent IP Connectivity
5G
Low latency
Algorithm
Hyper- Automation
convergence
Connecting Connecting
everything Fiber applications
Deterministic
Security Computing
assurance
power
X as a service
Copper
Intelligence
IP on Everything
Endlessly supplying the intelligence and computing power of the intelligent world to everything
Huawei Data Communication R&D Global Strategy: Long-Term
Stable Investment to Attract Top Talents Worldwide
15%+
of annual revenue invested in
Ireland R&D, higher than the industry
Canada
Beijing average
Nanjing
Germany
Suzhou Hangzhou
11,000+
R&D professionals spreading in
India Shenzhen & 10+ research centers globally
Dongguan
100+
scientists and leading experts
who are dedicated to research
in standards, architectures,
algorithms, AI, etc.
Actively Participating in Popular IP Industry Standards-Defining
Organizations for 19 Years, Becoming a Key Player and
Contributor One of the top vendors submitting the most IETF RFCs and drafts
12+
100
80 Vendor C
Industry standards and open source
organizations joined by Huawei 60 Huawei
40 Huawei Vendor N
50+ 20 Vendor J
Working groups that Huawei 0 Vendor E

participates in as chair or higher 2013 2014 2015 2016 2017 2018 2019 2020
https://www.arkko.com/tools/allstats/
One of the top vendors issuing the most IETF patent statements
510+ 120 109

101
100
IETF RFCs 76
80
60 51
10,000+
40
20
20 7 7
0
Total patents granted by the Vendor
Cisco C Vendor
JuniperJ Ericsson
Vendor E Nokia N Huawei ZTE Z
Vendor Vendor
GoogleG
Vendor
end of 2020
2016-2020 IETF Patent Declared https://datatracker.ietf.org/ipr/
Huawei ranks No. 2 vendor in Global Enterprise Data
Communication Markets, with YoY Growth of 11.8%
No. 2
in the global enterprise data
communication market
Campus WLAN DCN* switch Enterprise Security

switch router
No. 2 No. 3 No. 3 No. 2 No. 5
* 2020 full-year
Source: Gartner data (by March 2021) data
Gartner, founded in 1979 and headquartered in Stamford, Connecticut, is a leading research and
advisory company around the globe.
DCN : Data Center Network
Industry-wide Recognition: All Four Major Domains Winning
Gartner Peer Insights Customers' Choice Distinctions
Campus WAN* DCN Network security
Runners-up Best of ShowNet
"Recommended"
Special Prize Special Prize rating from NSS
Labs
2020 Digital Transformation Award 2021 Interop Tokyo 2021 Interop Tokyo
(with CCB and SAIC Motor)
"Strong Performer"
in the enterprise
firewall market
from Forrester
Frost & Sullivan Best Frost & Sullivan Best Frost & Sullivan Best
Practices Awards Practices Awards Practices Awards
Customers' Choice twice Customers' Choice twice Customers' Choice three Customers' Choice (2021)
(2020, 2021) (2020, 2021) times (2019, 2020, 2021)
9 Huawei Confidential WAN : Wide Area Network

Contents

✓ Campus Switches
Huawei Data Communication Products Go-To-Market Model
Authorized Reseller Public

Distributor Gold Silver Authorized
Sector
Partner Partner Partner
Campus Network Large

& WAN Enterprise
Finance
Data VAP(value-added partner)
Communication
Network Data Center Energy &
Network Power
Carrier Resale Partner

Transportation
Security Global Partner SMB

Network
Key Sales Opportunities for Data Communication Products
Product Lifecycle Two-Vendor Strategy

EOL/EOW Key benefits of Two-Vendor Strategy to enterprise
customers are:
Opportunity to upgrade/migrate existing ✓ Standardized infrastructure – simplifies OAM
Vendors’ IP products to Huawei IP products ✓ Cost-saving & investment protection
✓ Eliminating vendor lock-in
✓ EOL – End of Life “Gartner concluded that a multi-vendor strategy results in costs
✓ EOW – End of Warranty savings of roughly 15% to 25% over a period of five years"
(Forbes.com by Trefis Team)
Greenfield
Operational New Platform Rollout

Restructuring & Both new services and new service units:
✓ Application evolution
Consolidation ✓ Computing evolution
✓ Mobility evolution
Often includes a network refresh: ✓ Storage evolution
✓ Consolidation
✓ Expansion
✓ Re-organization
Partner Service Go-To-Market Model
Customers
Huawei Brand Services Partner Brand Services

Resold by partners Partner Sold and delivered by CSP
Delivered by Huawei Supported by Huawei
Hi-Care Co-Care
Huawei Service Platform

Support-E/E-Learning/Simulators/TACs/Spares
Always Online
CSP: Certified Service Partner
Why Choosing Huawei ?
Standardization & Open

Future-oriented Performance Architecture
➢ Easy third-party integration and good
➢ Future-proof solutions
interoperability
➢ Investment protection
➢ Leading in industry standards &
➢ Enabling flexibility & resiliency on the
patents
infrastructure for expansion and growth
High-Quality Cost-Effective
A Better Way Products
Distributed Global R&D ➢ 19+ years of R&D experience in IP
Capability technologies
➢ R&D and technical support team- ➢ Industry-leading IP chipsets and IP
closer proximity to customers OS
➢ We focus on global markets ➢ Wide portfolio of enterprise ICT
products, building E2E customer-
centric networks
Customer-centric IP Network
Solutions
➢ 10GE fast and flexible campus networks;
mobile campus networks with highly
available WLAN services; green, energy-
efficient campus networks
➢ Service Continuity Data Center Solution
➢ One-Stop Branch Access Solution
Contents

✓ Campus Switches
CloudCampus 3.0: Ideal for Fully-Wireless, Intelligent Campus
Network
------------- ------------- ------------- -------------

Intelligent O&M
• Visualized user experience 90%
• Intellgent O&M, Locating faults in minutes Fewer Complaints
Network-wide automation | AI-powered

Cloud management
intelligent O&M
• One platform across WAN,LAN&WLAN 50%
Public/Private
• End-to-end SDN automation OpEx Savings
cloud
SD-WAN
One global network
• SD-WAN intelligent traffic steering 40%
• SRv6 enable one hop to cloud Internet cost savings
Wired as a Fully wireless networking

…
40%
supplement
• AirEngine 8760 16T16R high performance
• PCC hybrid copper-fiber cables deliver
Branch Higher productivity
HQ • Ultra-large bandwidth
4 Reasons for Selecting Huawei CloudCampus 3.0
in the Cloud Era
Wi-Fi 6: leader in market share, and No. 1 contributor to
Wi-Fi 6 standards
• Top contributor to Wi-Fi 6 standards
• Unique smart antennas and SmartRadio algorithms
• Industry's first intelligent wireless continuous networking technology, improving
network-wide performance by 58%
No.1 in the optical communication technology market, No. 2 in

the global switch market for 5 years in a row
• Industry-leading optical transmission theories and practices
• Industry's first hybrid optical-electrical access solution
• Ideal for building an all-optical Ethernet bearer network, enabling
campus bearer networks to easily grow with changing needs
NetEngine series routers: No. 1 market share globally

• World's first 5G AR: 3x the industry performance, ideal for access in all
office and production scenarios
• SD-WAN supported by all series of ARs: ultra-broadband interconnection,
and one hop to cloud for multi-branch campuses
Intelligent O&M proven in a global campus with 190,000+ users: 3000+

iMaster NCE sets deployed globally
• iMaster NCE (the industry's only one-stop management, control, and analysis platform): minute-
level service and policy deployment
• AI-powered CampusInsight: continuously trained on Huawei's office network by 190,000+ Huawei
employees; proactively detects 85% of potential network faults.
Contents

✓ Campus Switches
Campus Switches Sales Opportunities & Strategies
Government: Hospital: Education: Large

✓e-Government: Government platform to ✓E-health: Hospital ✓Higher education:
Enterprise:
support efficient office network infrastructure, Digital campus, network access
✓Enterprise office
✓Video surveillance network remote hospital, hospital of teachers’ and students’ devices
networks: BYOD,
✓Sports stadium: Large events metro network ✓General education: Education network
mobile office, EDC,
✓Airport/Sea port: Airport/seaport network infrastructure replacement and upgrade;
desktop cloud
infrastructure replacement and upgrade HD video surveillance network
Opportunities
ISP: Others:
Media: Commercial distribution ✓ Office networks in
✓ ISP Metro Ethernet: Bandwidth
✓Office and production network: ✓ SOHO&SMB: choose part of
vertical industries:
wholesalers to build cost-effective HD video requires network the best-selling models. BYOD to promote
metro networks and data centers infrastructure upgrade.
efficiency
◆ Markets: Focus on main scenarios, including government, hospital, education, large enterprise, transportation, energy, etc.
◆ Campus network： Focus on core switches (often modular switches). Occupation of these positions will bring opportunities for expansion or
subsequent projects, with better stickiness.
Strategies
◆ Access Switches: Highlight the Native AC and MPLS capabilities of our switches, avoid vendor's low-end models and Emphasize Lifecycle
Requirements.
Campus Switches Key Selling Points
License-based smooth upgrade, only pay-as-you-grow

Unique Optical-Electrical Synergy:
Multi-GE ports support software-defined port rates which achieve the flexible bandwidth
First-of-Its-Kind 300m PoE++
upgrade via RTU, reducing the CAPEX by 38%. In this way, the network can deeply align
with customers' service requirements and protect their investment.
Hybrid cable PoE capability of bandwidth and
(copper-
fiber)
an Ethernet distance of an Rich Agile Functions to Improve User Experience and Simplify O&M
cable optical cable
• Automation Capabilities: Campus switches provide NETCONF/YANG capabilities. They are also
VXLAN capable to implement network virtualization. The switches support policy automation,
achieving end-to-end network deployment and reducing network O&M.
• Intelligence Capabilities: Campus switches support streaming telemetry to collect network data
in seconds. They use Enhanced Media Delivery Index (eMDI) to detect audio and video quality.
The result is intelligent O&M of wired and wireless networks.
• Integrated Security Capabilities: Campus switches implement Encrypted Communication
Analytics (ECA) and proactive threat deception through built-in security probes. These features
CloudEngine
promote collaborative campus-security protection and help prevent the lateral movement of
S5732-H48XUM2CC threats across networks.
300m long distance, 60 W
(PoE++) power supply
Standards Compliance, Interoperability with Other Vendors
• Forwarding interoperability: S series switches are developed in compliance with international
standard protocols. Miercom and Tolly have proved the outstanding interoperability capabilities
of Huawei’s S series switches.
10 Gbit/s fast access via optical • Authentication interoperability: Except the proprietary attributes, Huawei and Cisco devices are
fiber, ready for network evolution interoperable; Huawei’s interoperability capabilities are equivalent to HP and Aruba.
• Terminal interoperability: Using Huawei-recommended terminal discovery protocols, Cisco and
in the next 10 years Avaya phones are interoperable.
AirEngine
Wi-Fi 6 AP
CloudEngine S Series Switches: Building a High-Quality Campus
Network for the Wi-Fi 6 Era
CloudEngine
S12700E-12
CloudEngine
S12700E-8
CloudEngine
S12700E-4
CloudEngine
CloudEngine S7700 CloudEngine
CloudEngine S5731-H/S S6730-H/S
S5735-L
Wi-Fi 6 Ready IoT Ready Cloud Ready Quality Ready

• Core switches deliver 6x the • Integrated WAC* (or native AC)
industry switching performance provides ultra-large specifications • Cloud-based management and • HQoS ensures the application
O&M, when combined with iMaster experience for key users.
• Innovative hybrid optical- • Intelligent terminal identification
NCE, achieves automatic
electrical switches build ultra- facilitates refined access control of IoT • Fully programmable, open
deployment and intelligent O&M
high-speed Wi-Fi 6 networks terminals at scale architecture facilitates smooth
network evolution
21 Huawei Confidential WAC*: Wireless Access Controller

CloudEngine S12700E: The new core of the campus network in
the era of Wi-Fi 6
CloudEngine S12700E-4/8/12
• Control and switching separation architecture, enabling
on-demand configuration and flexible capacity expansion
• Redundancy design for key components, providing 99.999%

reliability
• Ultra-large buffer and HQoS scheduling, ensuring user

experience with key applications
Benchmarking Model • 4.8 Tbps/slot super-strong forwarding, building a Wi-Fi 6
HW:S12700E C :C9600 high-speed channel
Next-Generation High-Performance Campus Core Switches Unleash Wi-Fi 6 High-Speed Potential
Huawei CloudEngine S Series Switches Panorama
Core switch
CloudEngine
S12700E series
CloudEngine S12700E
3.2T - 4.8T bps/slot
Aggregation Switch
CloudEngine
S7700 series
S6700 series CloudEngine S7700 CloudEngine S6730-H CloudEngine S6730-S
160G-800G bps/slot 25GE down-link 10GE down-link 10GE down-link
Access Switch
CloudEngine
S5700 series CloudEngine S5731-H/S CloudEngine S5732-H CloudEngine S5735-L CloudEngine S5736-S
GE down-link GE/Multi-GE down-link GE down-link Multi-GE down-link
Contents

✓ Campus Switches
Wireless: A Solid Foundation for Enterprises' Digital
Transformation
Higher Education, Large Enterprise Retail/Shopping Production and Mass Branches Public Services
Primary/Secondary Education Mall/Supermarket Manufacturing
Wired-to- All-wireless ESL* (wireless) Automated

wireless office Wireless mobile production Massive branch Public Wi-Fi
upgrade Wireless cashier AGV (wireless) management MISE wireless city
AR/VR teaching campus Self-service Asset management Remote O&M
Wireless Zoom/Teams checkout HD quality
multimedia for wireless machine inspection
teaching office Wireless scale
AR/VR: improves students' learning efficiency by 76%. Millions of robots are deployed in commercial By 2024, the compound annual growth rate
By 2024, 75% of conferences will be held remotely. scenarios, including hundreds of thousands of (CAGR) of the urban hotspot market space in
(Currently, only 40% of conferences are held remotely.) robots that start to provide professional services. public areas will exceed 12%.
— Gartner — Deloitte — Global Market Insights
ESL: Electronic shelf label
Traditional Wi-Fi 4 and Wi-Fi 5 Networks Are Confronting New
Challenges of Enterprises' Digital Services
VR/AR 4K smart camera ESL Factory AGV Energy efficiency Enterprise apps onto
management the cloud
IoT IoT
Wireless IoT
Wireless Cloud-based
1 2 3
10-fold increase in bandwidth High reliability of mobile Experience assurance in the
requirements production activities case of environment changes
How to ensure 100 Mbit/s How to ensure an ultra-low How to provide committed high-
bandwidth for each user at any latency of less than 10 ms during quality experience in an ever-
location? production movement? changing environment?
Huawei Wi-Fi 6 Changes Enterprises
Highly Reliable Enterprise Office and Production Networks + Cloud-Based Intelligent O&M + Multi-
Protocol IoT Convergence
Now Future Customer Benefits
• Ultra-fast ultra-broadband WAC and QoS, delivering per-user and per-
application assurance across the full process from AP management to
• Guaranteed enterprise office and
user experience guarantee
Best-effort enterprise production network
• High reliability, low latency, anti-interference, and seamless roaming,
office network • Large capacity, high reliability, and maximally supporting the production network
low latency
• E2E security, flexible configuration of internal and external networks,
and air interface security
• Autonomous driving network, adaptive to scenarios and terminals,

• Intelligent and simplified WLAN
automatic network planning and optimization, network health self-
Complex deployment that features self-optimization and
check, automatic fault locating, and basic self-healing capabilities
and passive response self-management
• Easy management: intelligent upgrade, lossless service upgrade, and
• Intelligent O&M
wide version compatibility
• Diversified massive connections for

• Multi-protocol IoT convergence technology, scalable software and
People-people people and things
hardware platforms
connections • Multi-protocol IoT convergence for
• Multi-protocol air interface interference detection and coordination
more value-added services
Industry's First Full Series of Wi-Fi 6 Products, Ideal for Build
Future-proof High-quality Wi-Fi
Ultra-broadband access and ultra-high-speed
experience
Asset VR Stadium
service
• Built-in smart antenna, improving signal quality by 100%
management application
• 4X increase in concurrent users, from 100 to 400
(compared with Wi-Fi 5)
• 4X increase in per-user bandwidth, from 2 Mbps to 6
Mbps (compared with Wi-Fi 5)
Industry-unique SmartRadio technology

• Lossless intelligent roaming, with zero packet loss for
services
• 30% higher performance through DFA and DBS
• Voice and VR service latency reduced to less than 10 ms,
due to an application acceleration engine
Flexible expansion into IoT applications

• Wi-Fi and IoT converged architecture, reducing the TCO
of the entire network by 50%
Connected people 100 Mbps/person, latency 400+ concurrent users • Built-in Bluetooth 5.0, supporting extended applications
and IoT terminals < 15 ms per AP such as Bluetooth serial port and Bluetooth location
Office IoT VR class/game High-density
stadium SmartRadio: Supported on Huawei Wi-Fi 5 and later APs
Full series of all-scenario AirEngine Wi-Fi 6 APs
Flagship AirEngine 8760-X1-PRO

model 4+12, 4+4+8, or 4+8+scanning
AirEngine 6760-X1/X1E AirEngine 6761-21/21E

Mid-range
AP7060DN: RTU upgrade: 4+4+4, 4+8, 4+4
and high-end
4+8 4+6+scanning
models
Basic: 4+6
Economical AirEngine 5761-21 AirEngine 5761-11:

AirEngine 6761-21T
model 2+2+4 2+4 2+2
Wall plate
AirEngine 5761-12W AirEngine 5761-11W
model 2+2
2+2 PoE Out
Outdoor AirEngine 8760R series AirEngine 6760R series AirEngine 5761R series
model 8+8, 4+12, 4+4+4 4+4 2+2
4+8+scanning
* Right To Use (RTU): The number of spatial streams and functions are added through licenses.
Contents

✓ Campus Switches
5G Enables Digital Transformation in All Sectors
5G
Multi-function integration
Pure routing
⚫ 5G
⚫ Application identification and
optimization
⚫ Wi-Fi, LTE, security, VPN, voice, etc.
⚫ Wi-Fi, LTE, security, VPN, voice, etc.
⚫ Routing and switching
5G-native branch routers: enabling digital transformation in all sectors
NetEngine AR Sales Opportunities & Strategies
AR6300/
MPLS AR8140
SOHO/SMB HQ
SOHO/SMB HQ
AR600
Internet
Small and
midsize Large
branch branch
Small and midsize MPLS AR6280/ Large branch
branch
AR6100 AR6300
Strategies
1.AR routers are mainly used in carrier resale scenarios. They can also
be used in branch interconnection of large enterprises. Government,
finance, Oil and Gas station and retail sectors are the main targets
2. SD-WAN is another focus market substitute for tradition router.
Solution is typically applicable to interconnection of enterprise
branches, access from enterprise branches to the Internet, access from
Government Finance Large Enterprise Retail
enterprise branches to data centers or clouds, and interconnection
between enterprises and legacy MPLS sites. supports application-based
e-Government network Bank Gas station intelligent traffic steering and device plug-and-play and intelligent
Retail Store O&M
Government agencies Insurance Office
NetEngine AR Routers Key Selling Points
Multi-core CPU (L4-L7 service processing) • Leading CPU + NP Heterogeneous Forwarding IPSec, SA,
Application
IPSec engine identification … HQoS, and ACL acceleration engines；Acceleration instruction set, quickly
engine matching ACL and routing entries.
Core 1 Core 2 Core 3 … Core N
• High-Density Interfaces10GE uplink, multi-link redundancy, WAN-
Packet scheduling and ordering engine (POE) side wide pipes for interconnection；High-density access, stronger access
Leading Hardware Architecture capability on the LAN side；Flexible card expansion, 5G/LTE/XPON/ADSL.
NP (L2-L4 traffic offload) • Built-in ACLower Enterprise Wi-Fi Deployment Costs；Integrated Wi-Fi,
Wired and Wireless Convergence.
HQoS engine ACL engine
• ZTP, enabling automated deployment facilitating site rollout；

vRouter
Cloud service 5G, cabling-free, enabling fast network provisioning.
• On-demand interconnection, high-quality networks for
branches, HQ, and clouds；Internet access, cloud service access, and cross-
Full SD-WAN: Private cloud
domain interconnection.
service
Intelligent Network Construction • Application-based traffic steering and optimization
Full-mesh
• Intelligent O&MNetwork visualization, service visualization, and
Partial-mesh
Hub-spoke
MPLS Internet LTE
topology-based O&M；Proactive user and application experience optimization.
Legacy network
• Built-in firewall Stateful inspection and packet filtering firewalls.

• URL filtering130+ categories, accuracy > 96% Refined Internet access
control
Comprehensive Security
• App access control Identification of 6000+ well-known and customized
；
applications Identification of popular encrypted P2P applications.
• IPS IPS engine update，Detection of 5500+ attacks, at a 90%+ detection rate.
• Data encryption Mainstream VPN encryption
33 Huawei Confidential rotocolsSM1/SM2/SM3/SM4
Huawei NetEngine AR Series Routers Panorama
HQ/Large branch AR6300

AR6280
NetEngine High performance
AR6300/AR6200 3x performance, ready for SD-WAN
series network evolution in the next 5 years
10Gbps~12Gbps SRU-400H/SRU-600H SRU-400H/SRU-600H
Branches of SME
AR6121E AR6140E-9G-2AC Hyper convergence
NetEngine Simplified network deployment with
AR6100 series
fewer branch devices required
2Gbps
Small enterprise
NetEngine
AR651W-8P AR657W
Simplified O&M
AR650 series AR651 AR651W Deployment in minutes through ZTP,
web-based O&M
1Gbps
SOHO
In-house design and
NetEngine
AR610 series
controllability
In-house design for full series,
AR617VW AR617VW-LTE4EA controllable and trustworthy components
300Mbps AR611W
AR617VW-LTE4
Contents

✓ Campus Switches
Data Center Switches: Sales Opportunities & Strategies
Government: Education: Health: Large Enterprise:

✓ E-Gov: e-government platform, ✓ Higher education: university ✓ Electronic health ✓ EDC: large enterprise
national data centers campus + data center platform, information ERP, PRM, OA, such as
regional education platform, HPC network: hospital efficient systems and
telemedicine, DC cloudification
ISP: Opportunities medical imaging
✓ ISP/OTT: Internet company Finance:

Energy: Carrier:
opportunity ✓ Geo-redundant
✓ Production networks: oil, ✓ Rack hosting, carrier
✓ CoLo DC: colocation data center,
energy, and electricity DC EDC, telecom cloud financial centers:
physical server, VM/VPC leasing financial data center
network, including HPC for
mining
◆ Markets: Focus on customer ISP/OTT, colocation DC, carrier, finance, energy, healthcare, large enterprises and
education industries, make breakthroughs to establish a foothold in the market, and nurture other opportunities.
◆ Solution replication: Guide projects before bidding and Build a favorable situation through project operation and
solution highlights.
Strategies
Huawei DCN Solution has been widely deployed in 12,000+ DCs
" 42,000+ flagship core switches

CloudEngine Switches 1400+ sets of iMaster NCE
Positioned as a
No.1 share in the Chinese market for 5 consecutive years (IDC 2020)
Leader by Forrester "
10GE + 25GE shipments rank No.1 globally (Gartner 2020)
CloudEngine 16800 CloudFabric CloudEngine 16800

CloudEngine 16800
Won "Frost & Sullivan 2020 Global Data Recognized as Gartner Peer New Infrastructure Product
Won Best of Show Award at
Center Switch Technology Leadership Insights Customers' Choice 3 Recommendation in Network (China)
Interop
Award" with the highest score consecutive times Data Center Switch by Frost & Sullivan
DCN is Facing three Challenges to Evolve to New Ethernet
Zero packet loss required Zero packet loss required for More complex O&M of
for HPC active-active storage large-scale networks
1000 nodes，millions of
0.2-0.3% Packet loss rate configurations
0.15%
（>70km）
0.02% DC A DC B
Number of
Nodes
The packet loss rate increases Delays increase during intra-city Traditional Ethernet lacks effective
exponentially with network nodes on (long distance) transmission, and it is O&M methods, and the network is
a traditional Ethernet. difficult to perform flow control across too complex to be handled
DCNs on a traditional Ethernet. manually.
Three Features of Next-Generation DCN
Network-wide intelligent O&M

• Network-wide intelligent O&M of devices, interfaces,
optical modules, networks, and services
Finance Government
Large • Predictive maintenance, ensuring zero service
enterprise
interruption
Full-lifecycle automation
• Automated network planning, construction,
maintenance, and optimization
• Intent-driven network, enabling network servitization
Ethernet
Lossless Ethernet
Computing Cluster Service Cluster Storage Cluster
• Zero packet loss for local and long-distance
GPU CPU Storage transmission
• Convergence of computing and storage networks
CloudFabric 3.0 Hyper-Converged Data Center Network Solutions
Overview
Network-wide Intelligent O&M

Proactively predicts 90% of network
Planning
Multi cloud faults
Optimization
Construction Maintenance
Full-lifecycle automation
Automation Intelligence
Reduces TTM by 90%.
Ethernet for active-active storage

Hyper-Converged DCN Reduces inter-DC links by 90%.
General-purpose HPC
Ethernet for HPC
computing Storage
Unleashes 100% of computing power.
HPC: high-performance computing
CloudFabric 3.0 Hyper-Converged DCN Product Panorama
100GE Switch 10GE TOR Switch
Intelligent Network Management Flexible Card Switch CloudEngine 8850-64CQ-EI CloudEngine 6820-48S6CQ
and Control System
CloudEngine 8850-SAN
CloudEngine 6881-48S6CQ
CloudEngine 8861-4C-EI
CloudEngine 6881-48T6CQ
25GE TOR Switch

GE TOR Switch
CloudEngine 9860-4C-EI
CloudEngine 6863-48S8CQ-EI
CloudEngine 5882-48T4S
CloudEngine 6860-SAN
CloudEngine 16800
Core Switches Access Switches
Contents

✓ Campus Switches
NetEngine Routers Products Sales Opportunities & Strategies
Opportunities
ISP Government Energy Transportation
OTT(DCI, POP) National broadband IP MPLS transmission and Information network
IXP(P, PE) Traditional backbone transformation network Signal bearer network
Oil and gas Signal bearer GSM-R /LTE-R network

MTDC, IXE e-Government
IAP(Backbone, IGW, Metro) Safe city network
Education backbone NREN

Strategies
⚫ Focus on cloud network and network digital transformation in developed countries.
⚫ Focus on construction of infrastructure like national broadband and e-government in developing countries.
⚫ OTT players speed up construction in markets. Cloud backbone solutions focus on accelerating provisioning, optimizing bandwidth,
and simplifying protocols.
⚫ In MAN, NE routers have high reliability, large bandwidth, and high performance.
⚫ For IAP, mini-BRAS can be deployed with OLT, saving space and providing large table size for more subscribers.
⚫ For electric power and transportation, focus on SDH/EoS, OT/IT network digital transformation, easy O&M, network slice for critical
services, and 50 ms protection switchover.
New Requirements at Cloud Era on IP Networks
Immersive Vertical industries Site-to-cloud

experience services private lines
10x SLA Automated

higher bandwidth assurance one-hop to the cloud
• LG U+ (South Korea): 8K VR games b/w • China Southern Power Grid: Latency for • China Unicom (Guangdong): site-to-
>200Mbps differential protection: 5ms~10ms cloud private line services provisioned
• China Mobile (Zhejiang): Latency for within 2 days and real-time bandwidth
• CCTV New Year's Gala 2019 (China): 4K adjustment through app-based self
live broadcast b/w 40Mbps~90Mbps remote medical rescue: 15ms~20ms
service
CloudWAN 3.0: Leading WANs into the Intelligent Cloud-
Network Era
One-hop cloud access: flexible cloud-network
connection
• SRv6 implements service provisioning within minutes and
agile service cloudification.
Protection
Real-time Fault locating
visualization within minutes
switching within
milliseconds One-fiber multipurpose transport: deterministic
experience
iFIT Netconf/YANG • Hierarchical slicing delivers 1000+ slices, 10 times the
industry average.
• Patented fingerprint-based slicing technology simplifies
deployment.
One-click fast scheduling: integrated cloud-

SRv6 network scheduling
• The intelligent cloud-map algorithm enables integrated
cloud-network scheduling, improving cloud-network
FlexE-based slicing resource utilization by 30%.
DC
One-network wide connection: simplified O&M
• 100x improvement in NE management capability, and
unified network management.
integrated access converged bearer backbone interconnection • Industry-unique hop-by-hop measurement technology
enables network status visualization.
IPE 100+ commercial use cases worldwide, with Huawei contributing to 59% of related standards
Key Selling Points of NetEngine Routers
High reliability: high-value service bearer, high-quality experience guaranteed
Analyzer
⚫ Hot backup for the control planes, forwarding planes, power modules
Manager Controller ⚫ VPN/VLL/PW/LDP FRR, SR/SRv6 Ti-LFA, TE-FRR/HSB ensuring high reliability and
service continuity.
⚫ Unique K-level hard slices and 1G FlexE granularity ensuring committed SLA
⚫ SRv6-based fast service deployment
100G/200G/400G
DC DC Large capacity: Up to 14.4T/slot, facilitating smooth bandwidth evolution
backbone interconnection ⚫ High-density high-speed LPUs: 50G/240G/480G/1T/2T/4T, scale up to 14.4T
⚫ 400GE port ready, E2E 400GE ultra-bandwidth network
⚫ Maximum 1M BNG access users allowed per device
Full services: abundant features for multi-service bearer

⚫ Segment routing: SR MPLS BE, SR MPLS TE, SR MPLS Policy, SRv6 BE, SRv6 Policy, SR
10G 40G/100G MPLS/SRv6 co-existing
converged bearer ⚫ FBB*: EVPN VPWS/VPLS/L3VPN, NGMVPN over BIER/BIER6, HQoS , BRAS, CGN, MACsec,
IPSec
⚫ All interface types: 400GE/100GE/50GE/40GE/25GE/10GE/GE/E1/cE1/POS/cPOS
Intelligent O&M: Complete range of OAM technologies, building a stable platform

⚫ iFIT: Real-time visualization and Fault locating within minutes
⚫ eMDI: Simple deployment and video fast fault demarcation
⚫ Telemetry: ms-level real-time data collection and analysis
integrated access ⚫ 3.3 ms BFD: fast detection of port/IGP/BGP/LDP LSP/TE/SR/PW/VRRP for network
connectivity
FBB:fixed broadband
Huawei NetEngine Router Panorama
NetEngine 8000 X8/X4 NetEngine 9000-8/20 NetEngine 40E X16A/X8A
Core Router • 4T line card, scale to • 4T line card, 80T/chassis • 2T line card,
14.4T/slot • Cable-based Backplane, BNG/FMC full
• Orthogonal architecture up to 8T/slot service router
NetEngine 8000 M14 NetEngine 8000 M8 NetEngine 8000 F1A

Aggregation
• 5U, 2T • 3U, 1.2T • 1U,1T2
Router • 300mm depth • 300mm depth • 420mm depth
• Full service compact router • Full service compact • AC/DC:1+1
router redundancy
NetEngine 8000 M6 NetEngine 8000 M1C NetEngine 8000 M1A

• 2U, 220mm depth • 1U, 220mm depth • 1U, 220mm depth
Access • AC/DC: 1+1 • AC/DC: 1+1 redundancy • AC single power
Router redundancy module/DC: dual-
input
Contents

✓ Campus Switches
Main Scenarios of Security Product
HiSecEngine NGFW USG Security of datacenter network

✓ Proposal: Firewall solution to guarantee L2 to L7 ✓ Proposal: Deploy DC firewall and security controller：
Network security, for extranet border protection, provide IPSEC VPN, virtualization, SDN, Secure Resource
intranet isolation and branches connection. Pool Solution
✓ Industry: Public sector, government, large enterprise, ✓ Industry: Finance, energy, large enterprise, government
education and Carrier resale.
Scenarios
Huawei AntiDDoS Solution Security of campus networks
✓ Proposal: Prevent DDoS attack to Data center and ISP ✓ Proposal: Deployment of firewalls, professional security
infrastructure, and ensure system operating; hardware gateway, and unified policy management
✓ Industry: Public or private cloud data center, ISP software to realize comprehensive threat protection
✓ Industry: Large enterprise, public sector, education
◆ Focus on the carrier resale SMB market and exist network expansion，involving the public sector, banks, and
large enterprises, and provide the routing, switching, security, and L7 application analysis services using USG series
NGFWs.
◆ Focus on ISPs and data center, and introduce the Huawei solution with Anti-DDoS capability, high capacity, high
response speed, and highly accurate detection.
Strategies
Security Product Market Strategy
 To find more opportunities from ISP, Financial DC, and online

gaming projects.
Gov./Edu./  To engage more Managed Security Service Providers (MSSPs), and
ISPs Banks
Enterprise discuss policy to be set based on tenant.
Anti-DDoS
DC  To point out the accuracy detection and speedy response, and the
DC importance of it
DC Branches
Branches
Campus
 Focus on education institutes, banks, and government branches

which require a large number of firewalls used as access gateways
with AV/IPS/URL features.
Electric Manufactu
Oil  Work with campus in projects to win more customers and improve
power ring
the brand of Huawei security.
 Try to find distributors, conduct in-depth talk with them about NGFW
Campus
advantages and disadvantage of Huawei firewalls.
DC
HiSec Solution: Intelligent Security Protects a Fully Connected,
Digital World
Intelligent
detection
99%
Safe City e-Government Cloud Telecom Cloud Unknown threat
detection accuracy
...
Financial Manufacturers Government Industrial park
Intelligent
handling
Threat
intelligence
Analyzer Second-level
Threat response time
FireHunter
Network and security device
collaboration, proactive threat
deception, and automatic closed-loop
Controller Identity controller handling
Intelligent
SecoManager iMaster NCE IAM
80%
O&M
Enforcer
OPEX Security O&M costs
ICT infrastructures
Based on automatic mapping from
services to policies
The Highlights of Huawei USG NGFW
Superb Intelligent Simplified

Performance Defense O&M
• Fully unleashing firewalls' defense • Real-time threat processing at the • Security O&M based on service
capabilities network edge deployment and change policies,
• 5x the unknown threat detection • Unknown threat detection accuracy: > reducing OPEX by 80%+
performance 99%
Brief View of USG Capabilities
Comprehensive Application Intrusion Web security

context awareness security prevention • 120 million+ URLs in the
database
• Awareness of applications, • 6000+ application • 12,000+ Signatures • 130+ categories
content, time, users, attacks, protocol identification • 90+% detection rate
and locations • 5 million + virus
• 8 user authentication modes detection
Email security Data security Network security Routing

• 30+ file reassembly and • Anti-DDoS • IPv4: static routing, RIP, OSPF,
• Real-time anti-spam
content filtering • VPN BGP, and IS-IS
• Content and keyword filtering
• 120+ file type filtering (IPSec/SSL/L2TP/MPLS/GRE… • IPv6: RIPng, OSPFv3, BGP4+,
• Attachment virus detection and ) IPv6 IS-IS, IPv6 RD, and ACL6
notification
Huawei Security Products Panorama
NGFW Anti-DDoS High Security

Data Center
640Gbps ~ 2.4Tbps 50Gbps 600Gbps~2.4Tbps
USG12000 AntiDDoS1905 AntiDDoS12000 Sandbox (Firehunter6000）
NGFW Management
Branch Branch/ Small Campus Large Campus/ Small DC

1Gbps~4Gbps, 1U 2Gbps~8Gbps,1U 10Gbps~40Gbps, 1U
Campus &
Branch
2*40G(QSFP+)+12*10GE(SFP+)+12*GE+1*USB3.0
USG6630E / 6650E
USG6530E: 2*10GE/GE+10GE
SecoManager
USG6510E: 2GE(SFP)+10GE 16*GE(RJ45)+8*GE Combo 12*GE(RJ45)+8GE(SFP+)+4

2*10GE(SFP+)+ 8*GE(Combo) +2*10GE(SFP+) *10GE(SFP+)+1*USB3.0
USG6510E/6530E USG6525E /6555E/6565E/6585E/6575E-B USG6605E-B USG6610E / 6620E
Quiz
1. Which of the following platforms support partner service GTM?
A: Support-E
B: E-Learning
C: Simulators
D: TACs
C: Spares
Summary
⚫ In this course, we learned the overview of Huawei enterprise datacom product

strategies, sales models, and market positions of the products. Understand the
basic information, sales opportunities and strategies of datacom campus switches,
WLAN, data center networks, AR, NE, and security products.
Thank you. 把数字世界带入每个人、每个家庭、
每个组织，构建万物互联的智能世界。
Bring digital to every person, home, and
organization for a fully connected,
intelligent world.
Copyright©2021 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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Huawei IP Network Products Sales Training

This document describes Huawei‘s Datacom business in the enterprise market,

⚫ On completion of this course, you will be able to:

⚫ IP Products Sales Strategy Overview

⚫ Cloud Campus 3.0( Cloud Campus Network)

⚫ Data Center Switches

⚫ Core Routing: NE Products

Working groups that Huawei 0 Vendor E

510+ 120 109

Campus WLAN DCN* switch Enterprise Security

No. 2 No. 3 No. 3 No. 2 No. 5

9 Huawei Confidential WAN : Wide Area Network

⚫ IP Products Sales Strategy Overview

⚫ Cloud Campus 3.0( Cloud Campus Network)

⚫ Data Center Switches

⚫ Core Routing: NE Products

Authorized Reseller Public

Campus Network Large

Carrier Resale Partner

Security Global Partner SMB

Product Lifecycle Two-Vendor Strategy

Operational New Platform Rollout

Huawei Brand Services Partner Brand Services

Huawei Service Platform

CSP: Certified Service Partner

Standardization & Open

⚫ IP Products Sales Strategy Overview

⚫ Cloud Campus 3.0( Cloud Campus Network)

⚫ Data Center Switches

⚫ Core Routing: NE Products

------------- ------------- ------------- -------------

Network-wide automation | AI-powered

Wired as a Fully wireless networking

No.1 in the optical communication technology market, No. 2 in

NetEngine series routers: No. 1 market share globally

Intelligent O&M proven in a global campus with 190,000+ users: 3000+

⚫ IP Products Sales Strategy Overview

⚫ Cloud Campus 3.0( Cloud Campus Network)

⚫ Data Center Switches

⚫ Core Routing: NE Products

Government: Hospital: Education: Large

License-based smooth upgrade, only pay-as-you-grow

Wi-Fi 6 Ready IoT Ready Cloud Ready Quality Ready

21 Huawei Confidential WAC*: Wireless Access Controller

• Redundancy design for key components, providing 99.999%

• Ultra-large buffer and HQoS scheduling, ensuring user

Benchmarking Model • 4.8 Tbps/slot super-strong forwarding, building a Wi-Fi 6

HW:S12700E C :C9600 high-speed channel

Next-Generation High-Performance Campus Core Switches Unleash Wi-Fi 6 High-Speed Potential

⚫ IP Products Sales Strategy Overview

⚫ Cloud Campus 3.0( Cloud Campus Network)

⚫ Data Center Switches

⚫ Core Routing: NE Products

Wired-to- All-wireless ESL* (wireless) Automated

• Autonomous driving network, adaptive to scenarios and terminals,

• Diversified massive connections for

Industry-unique SmartRadio technology

Flexible expansion into IoT applications

Flagship AirEngine 8760-X1-PRO

AirEngine 6760-X1/X1E AirEngine 6761-21/21E

Economical AirEngine 5761-21 AirEngine 5761-11:

⚫ IP Products Sales Strategy Overview

⚫ Cloud Campus 3.0( Cloud Campus Network)

USG6510E: 2GE(SFP)+10GE 16GE(RJ45)+8GE Combo 12*GE(RJ45)+8GE(SFP+)+4