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Huawei IP Network Products Sales Training
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
2
Switching: SClick
series
& Datacenter
Switches
to add
Title
3
Edge Routing:
ARtoG3
Click
addProducts
Title
4
Core Routing:
NEtoProducts
Click
add Title
5
Unified Campus
Products
Click WLAN
to add Title
6
Security 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)
2
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)
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: Dell’ORO 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
3
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
4
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
5
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
Access Router AR G3
Mid-end Router
Core Router
AP6010SN/DN
AR 2200
AR 1200
AR 200/150
Data Center
AR 3200
Agile Switch
NE05E-SJ/SK/SL NE05E-S2/SE/SG NE08E-S6
NE20E-X6 NE40E-X3/X8
/X16
NE5000E
GE Access
10GE AGG
T-bit Core
WiFi AC
WiFi AP
AP7110DN
AP6510DN
AP6610DN
AP6310SN
FE Access
AC6605
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
6
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
7
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
8
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
2
Switching: SClick
series
& Datacenter
Switches
to add
Title
3
Edge Routing:
ARtoG3
Click
addProducts
Title
4
Core Routing:
NEtoProducts
Click
add Title
5
Unified Campus
Products
Click WLAN
to add Title
6
Security Products
9
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.
10
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
Industry's unique
Fabric CSS2 Large bandwidth
Small delay
“1+N”backup
Main board
backup
E2E
EasyOperation
“3+1” backup
“0” Packet loss
Fabric
backup
EasyInstall
EasyConfigure
Simplify start
Automatic batch
configuration
EasyTroubleShoot
EasyMonitor
Fault inline monitoring
Smart Link Monitoring
11
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 CSS2, no slot occupying, switch fabric bridging,
with low latency, large bandwidth.
• S12700 CSS2 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 CSS2 & cassette
iStack link with BFD technology, converged in 50ms, the fastest in the field
to realize the whole network virtualization.
Easy Operation，increase 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
12
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
S12700
S9700
10GE Switch
S5720-HI
GE Switch
S5700-HI
S5710-HI
S5700-SI/EI-POE
S5710-EI/POE
FE Switch
S6700-24-EI
S5720-EI/POE
S5700-SI/EI
S5700-LI/POE
S3700-SI/EI-POE
S3700-SI/EI
S2700-SI/EI
S2700-SI/EI-POE
S2750-EI/ S2751-EI
SMB Switch
S1700 SNMP Managed
13
S1700 Web Managed
eSight
S6700-48-EI
S1700 Unmanaged
S5700X-LI/POE
S Series Switches Competitive Strategy
How to Beat Cisco
Chassis
switch
10GE
box
switch
S12700
C6800
A10500
S9700
C6500E
A9500
S7700
C4500E
A7500
S6700
C4500X
A5820X
C3850
A5500EI
E5500G/E4800G
S5720EI/HI
GE
box
switch
C2960X
A5500SI
E4510G/E4500G
S5700LI
C2960S
A5120EI/SI
E4200G/E2500G
A3610
E5500
A3600-EI
E4500/E3500
A3600-SI
E3500
S3700EI
SMB
C3650
S5700SI
FE box
switch
E8200zl/E5400zl
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
14
• 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...
15
Data Center Switches Key Selling Points
32*40G ToR
CE7850
9M bufferGE ToR
CE 5850HI
10GE ToR
CE6850HI
40Guplink GE ToR
CE5850EI
Low price10G ToR Low priceGE ToR
CE6810
CE5810
System-level Fabric
DC1
DC2
EVN
vFabric
Front and rear design
Complete Fabric
DC-level Fabric
TRILL, SVF+CSS,
VXLAN
DC3
VS (Virtual System)
High Performance
• Large Capicity: 16 Slots，64T Switching Capacity， 2T per slot
• High-density wire-speed line card: 48*10GE, 24*40GE/96*10GE、
4*100GE
• Low Latency: Latency is average 3us
• Large buffer: buffer of 100 ms per port（10GE/40GE/100GE）
• TOR Switches: provides a complete TOR groups, from GE to 40GE
CSS (Cluster Switch System)
• Fabric of DCN: DCN internal Fabric by the current CSS + SVF, together
with the current Trill or Vxlan 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
• Strict front to rear airflow design,
adapt to cold air duct isolation
room design
• Each 10GE 5W power
consumption, lower than the
industry average
Campus
Office
Product
DMZ
16
Virtualization
Green
•
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
CE6850-48T4Q-EI
CE6850-48S4Q-EI
CE5850-48T4S2Q-HI
CE5850-48T4S2Q-EI
CE5810-24T4S-EI
CE12816
(2014Q1)
CE12812
CE12808
CE12804 CE12808S CE12804S

Data Center Core Switches——CloudEngine 12800 Series

Data Center 40GE TOR/EOR Switches——CloudEngine 7800Series

Data Center 10GE TOR Switches——CloudEngine 6800Series

Data Center GE TOR Switches——CloudEngine 5800Series
17
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 don’t provide imcomplete
series of cards. And now they only have F3 broad which can not provide
high specification card. It has concatenation heating and heat dissipation
efficiency is low.
• ToR switches: Nexus 5k which provide L3 with one more L3 cards.
How to Beat HP
• 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.
18
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
2
Switching: SClick
series
& Datacenter
Switches
to add
Title
3
Edge Routing:
ARtoG3
Click
addProducts
Title
4
Core Routing:
NEtoProducts
Click
add Title
5
Unified Campus
Products
Click WLAN
to add Title
6
Security Products
19
AR G3 Sales Opportunity & Strategy
Energy
Power
Operational Network:
Finance
Data &Dispatch Network:
Branch: Switch and
Enterprise HQ/Branch




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:
Distribution Automation: IEC
Industrial Switching Router:IP51, can be

101/104, IEEE1613 comply
Opportunity
adapted to a more harsh environment
Government
Mobile Interconnection

Office network: IP PBX, Voice, WIFI

WAN Access: Wide variety of

One-box ICT solution
interface types xDSL, E1, Ethernet, 3G
ATM or 3G/4G router:
support E1/T1, Eth, xDSL,
Wireless links as backup
SA, CPOS
for wired, or dual main wireless links
Education
Distance education: High

performance with Eth, POS, PON
Video, Audio Built-in

Android Open Platform
Ethernet access, WLAN Controller


Wide variety of interface
Education Office: High density
Industrial Switch
• Transportation： PIS,
vehicle communication.
• Industrial informatization
Industrial Ethernet

Complete unified intelligent office solution (routing, switching, voice, security, WLAN, 3G)

Sales to managed services / outsourcing providers not end-users (promote service stickiness)

Use higher performance and capability set to attack WAN modernization against competitor’s more expensive solutions

Use ‘OSP’ platform to promote value-add channel driven customization

Downplay router function and sell as WiFi AC, SIP voice gateway, PBX, MS Lync platform
Strategy
20
AR G3 Key Selling Points
Applications in one box, Reduce TCO by 30%+
IP Carrier Network
A
•
Application
Voice
Switch
•
•
All-in-One
Security
Better Experience, Business Continuity
•
Huawei AR G3
Industry Average Level Performance（KPPS）
x2
B
•
•
•
Voice
server
•
C
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 Industry’s 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
21
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 Series Models
AR3200
series
AR3260
Headquarters/Largescale branch (>350 users)
AR2200
series
AR2201-48FE/
AR2202-48FE
AR2204
AR2220
AR2240
Medium-scale branch
(50-350 users)
AR1200
series
AR1220
AR1220F
AR1220V
AR1220W/ AR1220VW
Small-scale branch
(<50 users)
AR201/AR201VW-P
AR150&160&
200 series
SOHO&SMB
(<30 users)
AR161FG-L/
AR161FGW-L
AR156/AR156W/AR15
7G-HSPA+7/AR 157W
/AR157VW
AR206/AR207/207V/207V-P
AR207G-HSPA+7/AR207VW
AR208E
AR168F
AR169F
22
AR151/AR 151W-P
/AR 151G-HSPA+7
/AR151G-C
AR158E/
AR158EVW
AR Industrial Series and ICT Convergence Series
AR550
series
AR550-8FE-D-H
AR550-24FE-D-H
Industrial Switch
AR531-2C-H
AR530
series
Industrial Router
AR531GPe-U-H
AR510
series
AR531-F2C-H
AR3600
series
AR531GR-U-H
AR531G-U-D-H
AR3670
Headquarters/Lar
ge-scale branch
Agile Gateway
AR511GW-LAV2M3
AR160-M
series
Mobile Gateway
AR500 series
AR502G-L
AR509G-L-D-H
AR161FW-P-M5
AR169-P-M9
SOHO&SMB
Agile Gateway
LTE Wireless Gateway
Industrial AR Series
23
ICT Convergence Series
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
2
Switching: SClick
series
& Datacenter
Switches
to add
Title
3
Edge Routing:
ARtoG3
Click
addProducts
Title
4
Core Routing:
NEtoProducts
Click
add Title
5
Unified Campus
Products
Click WLAN
to add Title
6
Security Products
25
NE Router Sales Opportunity & Strategy
Grid，Transportation network migration
form SDH/ATM to IP
Vertical industry IP core
construct/upgrade
Rich ATM/SDH interfaces, latency<10ms, link
 Rich MPLS Tech, flexible services carried &
isolation
 Rich experience in carrier market
 High reliability, 50ms link switchover
 IPv6 commercial deployment
Opportunity
switchover<50ms
Opportunity
DC interconnection of ISP
 Large capacity WAN，24*10GE line card,
100G interface。
 1st E2E 100G IP & Optical solution
 5 level HQoS, guarantee key services
IP hard pipe, guarantee key services
Government, Railway, ISP 3G/LTE
Backhaul
 No.1 sharing (%52) in carrier market
 L3 VPN to edge, HVPN suit any scale
network, 1588v2，SyncE…
 Focus on top customers of government, grid, transportation, energy, ISP industries.
 Focus on high-touch, and tightly cooperate with Huawei experts to win
Strategy
Simply O&M with Huawei Atom Engine
 Provide integrated WAN interconnection solution by leveraging Huawei unique IP + Optical Synergy
 IP
Backhaul designed in 3G/LTE/GSM-R solution
 Scanning customer’s network, search Cisco 76/73/72 (deployment time > 5 years) replacement opportunity
26
NE Router Key Selling Points
5-Level Hierarchical QoS
Virtual Router
Internet
Compus exit
VR 1#
VR 2#
intranet
office
manuafa
ctory
VR 3#
Managemet
area
DMZ
Save equipment cost，service separately
disposed in a same physical equipment,
High Reliability
Key Components
Redundant
Backup
Self-designed Chipset
Non-Stop
Routing
Fast
Reroute
Non-Stop
Forwarding
5-level HQoS solution to ensure the
quality of all kinds services
In-Service
System
Upgrade
Bidirectional
Forwarding
Detection
Minimum 50ms service self-recovery, to
guarantee continuity of critical services
27
Solar 1.0
/Solar2.0
40 G/100G
Solar 3.0
Solar 5.0G
480 G
1T
Sustaining platform, large capacity, low
power consumption
NE Router Key Selling Points
Multi & Flexible VPN Service
UNI
IP/MPLS
Multipointto-Multipoint
IP with Eth
MEN
UNI
Multipoint-toMultipoint EVC
MEN
E-Line Service type
E-LAN Service type
VPRN Service type
Full service carrying , L2/L3 VPN,TDM
Access
SDN
ISP
TDM
Ether
Voice
Video
HSI
Hard
pipe
Normal
Pipe
Physical
Link
VPLS
VLL
Point-toPoint
EVC
MEN
IP hard pipe
Hardware to separate two plane, hard
pipe guarantee key service
Atom Engine
ISP
IP layer
WAN
R
Controler
Optical layer
Private DC2
Cloud network, RR+, PCE+ ,IP + optical,
vxlan
28
Simplify O&M, adapt any box, any scenario,
Real-Time measurement, RFC2544,TWAMP
and IP FPM OAM function
Introduction for Huawei Atom Router Solution
Clear
Chaotic
Atom Router
0 Reconstruction
Visible
Manageable
Multi-vendor
network
Per-Service Per-User
Real-Time measuring
Accurate SLA report
Fast trouble shooting
29
Introduction for Huawei Hard Pipe Solution
VC tunnel 2
VC tunnel 3
Data
VPN1-1
Department 2
VPN1-2
Department 3
VPN1-3
Station 1
VPN2-1
Station 2
VPN2-2
Station 3
VPN2-3
VPN 1
30
Isolation
Reliablity
voice
video
VPN 2
internet
Disaster Prevention, Entrance guard system etc.
Hardware
High
soft pipe
Soft pipe
Video
Department 1
hard pipe
manufac
ture
…
Hard pipe
生
产
业
务
VC tunnel 1
Hard pipe and soft pipe will
not compete with each other.
Segregate the scheduling
the same interface
Smooth
evolution
OAM fault detection
Dual access protection
Hot standby path protection
50ms Protection switching
 time guarantee
NE series + new card =
hard pipe, Save TCO.
Huawei IP FPM Solution for SLA Measurement
Direct： Insert measure packet in
service flow
Service
Measure
L2VPN/L3VPN
uTraffic
OSS System
Based on pipe, no service type
Low precision
Indirect：Simulating flow
Service
Simulate
IP FPM
Per service per user
Based on real traffic
Simulate flow, not real traffic
Path maybe different
31
Detect path same as service
High accurate: 10ˉ6
NE05E08E: Any Media, Any Service Access
Any Service, Any
Rich interface
New
Fiber
Twist
Copper
LTE upload
•
FXS
•
FXO
•
E1
•
V.35/X.21 interface
•
E&M
•
RS232/RS422 interface
PCM Interface card
NE05E/08E
Industrial Design，Any environment adaptation
Lightning
proof
PCM, E1, xDSL, FE/GE/10GE
LAN
Page 32
Video
3G/LTE
Computer
FAX
32
Rainproof
PBX
Telephone
HUAWEI TECHNOLOGIES CO., LTD.
Dustproof
IP65
-40℃
65℃
Mine、Highway、Roadway、Wall…
NE Series Routers Portfolio
Cluster
Router
High-end
Router
NE40E-X16A
NE5000E
NE40E-X16 NE40E-X8A
NE40E-X8 NE40E-X3
Atom Engine
NE20E-S16
NE20E-S8
NE20E-S4
NE20E-S2E/F
NE08E-S6
NE05E-S2 NE05E-SE/SG NE05E-SJ/SM
Mid-end
Router
BRAS
ME60-X16
ME60-X8
ME60-X3
33
NE/ME Competitive Strategy
How to Beat Cisco
core
NE5000E-X16B
NSC
NE5000E-X16A
CRS
T4000
 Cisco has no E2E solution for enterprise, they lack a
T1600
solid optical solution and are weak at TDM/ATM
T640
AP
High-end
Mid-end
AC
 Cisco has weak IPv6 readiness
NE40E-X16A
ASR9922
MX2020
 Cisco has no unified OS platform, e.g. CRS (IOS-XR),
NE40E/ME60-X16
ASR9912
MX2010
ASR9000 (IOS-XR), ASR1000 (IOS-XE) and 7600
NE40E-X8A
ASR9006/9010
MX960
(IOS), leading customers to high OPEX and difficult
NE40E/ME60-X8
7600 Series
MX480
upgrades.
NE40E/ME60-X3
ASR9904
MX240
NE20E-S16
ASR1013
NE20E-S8
ASR1006
NE20E-S4
ASR1004
NE20E-S2F
ASR9001
NE20E-S2E
ASR1002-X
NE08E-S6
NE05E
M320
M120
MX104
Mi10
How to Beat Juniper
 Juniper has a limited product portfolio for enterprise,
covering only core network, no E2E network solution
 Juniper has limited service capability
 Juniper is financially weak, losing money and sales;
ASR1002
MX5-10-40-80
ASR1001
Mi7
ASR 901
ACX 2100
34
maybe cannot support 7-10 year service life-cycle
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
2
Switching: SClick
series
& Datacenter
Switches
to add
Title
3
Edge Routing:
ARtoG3
Click
addProducts
Title
4
Core Routing:
NEtoProducts
Click
add Title
5
Unified Campus
Products
Click WLAN
to add Title
6
Security Products
35
WLAN Sales Opportunity & Strategy
Education Campus
Mobile Office
Stadium
 University Campus
 All Wi-Fi office
 Free Wi-Fi for spectators
 K12 Primary
 Campus Wi-Fi
 LBS service
Education
 Branch Access
 Airport, exhibition
Wireless City
Video Backhaul
Rail Transit (Metro)
 Indoor hotspot
 Video surveillance
 Vehicle –to - ground backhaul
Opportunity
 Outdoor hotspot
backhaul
 Compartment Coverage
 Station Coverage

Leverage Huawei’s industry leading high density Wi-Fi to penetrate indoor scenarios such as
airport, station, exhibition, etc.
Strategy

Take the opportunities of transforming wireless to break through education campus.

Focus on key scenarios: education campus, city hotspot (Stadium and wireless city)
36
WLAN Key Selling Points
The Industry’s Best High Density Access
Internet
Narrow beam width of 18°, offer the industry's best user
Router
Controller
experience, be replicable for indoor scenarios.
FW
Wired and Wireless Deeply Convergence
Wired and Wireless
Convergence
Ajax, The Netherlands
CS
Native AC reduce cost, SVF makes the management simple
120 KM/H High Mobility WLAN Solution
Fast switching at a120 km/h driving speed, with switching
AS
Industry's NO.1 High
Density Coverage
BVB, Germany
AP
time less than 30 ms, 380 Mbps data backhauling in high
mobility.
10 KM Long-Distance WLAN backhaul
Point-to-point backhaul bandwidth: ≥ 90 Mbps
场馆
交通枢纽
会展
广场
37
Long-distance access bandwidth: ≥ 40 Mbps
WLAN Product Family
802.11n AP
802.11ac AP
Indoor
AP2010DN (300 Mbps)
Wall plate AP
AP5010SN (300 Mbps)
AP5010DN (300 Mbps x 2)
Standard office environments
Outdoor
AP5030DN/5130DN
Indoor 802.11ac
dual-band AP, 1.75
Gbps
AP6010SN (300 Mbps)
AP6010DN (300 Mbps x 2)
High-density environments
AP7030DE
Indoor 802.11ac
dual-band AP, smart
antenna, 1.9 Gbps
AP6510DN (300 Mbps x 2)
Uplink gigabit network ports,
PoE power supply
AP6310SN (150 Mbps)
Indoor distributed AP
AP7110SN (450 Mbps)
High-density environments
AP7110DN (450 Mbps x 2)
High-density environments
AP6610DN (300 Mbps x 2)
Uplink gigabit optical port, AC
power supply
AP8030DN
Outdoor 802.11ac
dual-band AP, built-in
antenna, 1.75 Gbps
AP8130DN
Outdoor 802.11ac
dual-band AP, 2.4-to5G switching,
1.75 Gbps
WLAN AC
AC6005
(4G/128AP)
AC6605 (10G/1024AP)
38
ACU 2.0
(40G/2KAP)
S12700 (Native AC)
(1T/4KAP)
AP9130DN
Rail transit vehicle-mounted AP
Industrial anti-vibration M12 connectors
1.75 Gbps
WLAN Products Competitive Strategy
outdoor
AP8030DN/8130DN
1750 Series
AP-225
AP6610DN/6510DN
1550 Series
AP-175 series
Higher Throughput
Delivered the highest throughput numbers Tolly has validated
thus far, with up to 952Mbps aggregated throughput with
Indoor 11ac
AP
AP7030DE
Indoor 11n
3700 Series
AP-220 series
3600 Series
AP-210 series
2700 Series
AP-200 series
3600 Series
AP-130 series
2600 Series
AP-110 series
AP7030DE.
Delivered 30%~50% higher average throughput than Cisco
and Aruba AP in coverage distance and multi-user test.
AP5030DN/5130DN
Lower performance degradation with co-channel interference
compared to Cisco and Aruba’s AP.
AP7110DN
AP6010DN
1600 Series
AP5010DN
600 Series
ACU2.0 / X1E
WiSM2/7500/8500
AP-100 series
Higher Reliability
Lightning Protection, 6KV: Reduces up to 30 times the
probability of lighting failure
Wider Temperature Range for Indoor AP -10°C +50°C for
7240/6000 series
outdoor AP -40°C +60°C.
AC
AC6605/5720HI
5508/5760/3850
7220/7210 series
AC6005
2504
70xx/3000 series
39
Waterproof: The industry‘s highest ,outdoor AP IP67
Contents
1
IP Products Click
SalestoStrategy
add Title Overview
2
Switching: SClick
series
& Datacenter
Switches
to add
Title
3
Edge Routing:
ARtoG3
Click
addProducts
Title
4
Core Routing:
NEtoProducts
Click
add Title
5
Unified Campus
Products
Click WLAN
to add Title
6
Security Products
40
Security Sales Opportunity & Strategy
NGFW Operator reseller
Security of mobile office
 Proposal:Firewall solution to guarantee the L7 security
 Proposal: SSL VPN, MDM and security applications
for branches with leased Ethernet Line
 Industry:public sector，government，Large Enterprise
and Education
integrated to mobile office security framework–
AnyOffice solution
 Industry :Financial, Energy, Large Enterprise,
Government
Opportunity
DDos prevention for ISP and Datacenter
Security of Campus network
 Proposal : Data center and ISP infrastructure security
 Proposal :The deployment of firewalls, professional
solutions, ensure the system alarm and operate over the
DDoS attack. Provide the Anti-DDoS operation platform
solution.
 Industry :Public or Private cloud datacenter 、ISP
security hardware gateway, the terminal secure acess and
unified policy management software, realize comprehensive
threat protection
 Industry: Large Enterprise 、 public sector 、 education

Focused on operator reseller such as public sector, bank, large Enterprises reseller, provide the routing, switching, security,
Layer 7 application analyze in-one-box----NGFW USG series

Focused on ISP and Datacenter NA, introducing Huawei Anti-DDoS high capacity, high response speed and high accurate
detection method solution
Strategy

Focused on mobile office requirement, such as the Security-sensitive large enterprises, financial, energy, provide the end to
end security protection. Especially the security of applications between user terminal and enterprise gateway with L4
SSLVPN
41
Security Key Selling Points
 To scan ISPs, DC of Banks & online games, Radware, Arbor users in Italy.
ISPs
Gov. / Edu. /
Enterprise
Banks
DC
DC
Branches
Campus
Mobile
Office
DC
Branches
Mobile
Office
Oil
Grid
 To scan MSSP(Managed security service provider), and discuss what
we can do for them with the competitive product sincerely, we can also
consider a new cooperation business model beyond selling boxes.
 Drawing up a marketing plan such as participate local forum and
summit, to join them and sound ourselves.
AntiDDoS
 Focus on education, banks, and government branches, they need a
huge numbers firewall using as a access gateway with AV/IPS/URL features
only.
Manufactur
e
Campus
Mobile Office
42
 Synch with campus, to achieve more customers, to improve brand of
HW security, also to find the product weakness and make it better.
 Trying to find a distributer, in-depth talk with them about advantages
and disadvantage of HW firewall , and how to get a project from Fortinet,
we can even provide customized feature to built the leading business for
partner.
NGFW
DCFW
Botnet signature database
Spam library
Application protocol category database
URL category database
Virus/Malicious code signature database
Intrusion/vulnerability feature library
Data Center Security Gateway
Service
Center
Security
Service
Competence
Center
Security Product Portfolio
Security emergency response
Security management center
Online upgrade platform
Security management service
Reputation evaluation platform
Security consulting
Security Card
DDoS Attack Defense
DC/
Cloud
Security
AntiDDoS1000/8000
USG9500
NGFW
IDS/IPS
UTM
CE12800 Series Swithches
Security Access
Gateway
Security Card
Campus
Security
USG6300
Terminal
Security
NIP2000/5000
USG6600
Policy Center
AnyOffice
TSM
Mobile Terminal Client
43
USG2100
Security
Management
SVN5600/5800
S Series Switches
Log
eSight
Elog
Unified Network
Management
unified Log
Management
UMA
Unified O&M and Audit
Security product Competitive Strategy(NGFW)
How to Beat Palo Alto
USG6680
USG6300
USG6600
USG6670
ASG5585-X(ssp60)
PA-5060
USG6660
3240C
1240B
12600
12400
USG6650
How to Beat CheckPoint
ASG5585-X(ssp40)
USG6630
PA-5050
12200
USG6620
PA-4050/4060
4600/4800
USG6390
PA-5020
USG6380
PA-3050
USG6370
PA-4020
 Hardware: Emphasize power redundancy and hardware bypass.
 Function: Emphasize the Smart Policy feature that features scenario
template-based policy making, intelligent tuning, and policy cleanup.
 Price: Guide the bidding based on the number of fixed ports on Huawei
NGFWs and try your best to configure security function licenses to
relatively increase the price of Palo Alto NGFWs.
1000C
600C/800C
ASG5585-X(SSP20)
How to Beat Cisco
300C
4400
ASG5555-X
ASG5585-X(SSP10)
USG6360
PA-3020
USG6350
PA-2050
ASG5525-X
ASG-5225-X
USG6330
PA-500/2020
ASA 5512-X
USG6320
PA-200
ASG5545-X
4200
1140/1180
2200
200D/240D
/280D
100D
60D/90D
44
 Hardware: Emphasize power redundancy. For Gigabit high-end models,
emphasize the 10G interfaces.
 Function: Emphasize the Smart Policy feature, which features scenario
template-based policy making, intelligent tuning, and policy simplification.
 Hardware: Emphasize the non-X86 multi-core architecture and configure
redundant power supplies and fan modules.
 Function: Guide the use of IPS, AV, and DLP together and emphasize the
Smart Policy feature, which features scenario template-based policy
making, intelligent tuning, and policy simplification.
How to Beat Fortinet
 Hardware: Emphasize the use of non-X86 multi-core architecture, use
hardware bypass and redundant power supplies, and try your best to
configure 10G interfaces.
 Function: Guide the use of application-layer defense functions (the
FortiGate series deliver poor performance in this aspect), such as IPS, AV,
and DLP, and emphasize the Smart Policy feature, which features scenario
template-based policy making, intelligent tuning, and policy simplification.
Security product Competitive Strategy(Anti-DDoS)
How to Beat Arbor
Performance (carriers and large IDCs)
 Announced processing performance of the TMS as 10 Gbit/s, but actual
small-packet defense performance as low as 3 Mpps to 4 Mpps and
system performance as about 10 Gbit/s
 Poor defense against application-layer attacks
AntiDDoS8160: 200G
AntiDDoS8160: 100G
Application-layer attack defense
AntiDDoS8080: 40G
TMS4400: 40G
AntiDDoS8030: 20G
TMS4200: 20G
 Signature and feature based application-layer attack defense, leading to
incomplete attack detection, false positives, and service interruption
40G
Price and emergency response
TMS4100: 10G
AntiDDoS8030: 10G
10G
DefensePro12412: 12G
TMS3100: 10G
APS2108: 10G
DefensePro8412: 8G
APS2107: 8G
AntiDDoS1550: 5G
DefensePro3016: 3G
 Announced maximum processing performance as 12 Gbit/s, but the actual
small-packet defense performance as low as 12 Mpps (8 Gbit/s), or even
lower with other applications running
 Outshine the peer vendor in the mid-range and high-end market
TMS2500: 2.5G
DefensePro2016: 2G
Application-layer attack defense
APS2104: 2G
DefensePro2006: 2G
 Heavy-traffic DDoS attack defense, ineffective defense against applicationlayer attacks and low-rate connection attacks, DNS defense unavailable
TMS1200: 1.5G
DefensePro1016: 1G
Lack of professional detection device
DefensePro4412: 4G
APS2105: 4G
AntiDDoS1520: 2G
How to Beat Radware
Performance (carriers and large IDCs)
TMS3050: 5G
5G
2G
 High price and annual OAM cost (20% to 30% of total device price); local
customer service unavailable, leading to untimely emergency response
DefensePro1006: 1G
1G
DefensePro506: 500M
45
 Lack of professional detection device, only in-line DDoS product
deployment supported
HUAWEI ENTERPRISE ICT SOLUTIONS A BETTER WAY
Copyright©2012 Huawei Technologies Co., Ltd. All Rights Reserved.
The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product
portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive
statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time
without notice.