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Huawei Partner Program 2010 V1.0 Mexico Jun 2010
- 1. Huawei Partner Program Mexico & CC v 2.0 Fernando Arenas Mexico and C&C Network Solution Technical Sales Department [email_address] Of. 55 30028873, Cell: 55 19490217 www.huawei.com
- 3. Sustainable Growth 11 5.6 8.2 41% 58% 65% 72% 16 23.3 75% 30 Contract sales from the international market ( USD in billions )
- 6. Global Operations HUAWEI TECHNOLOGIES (Headquarters) R&D center Huawei Headquarters Technical support center 22 regional HQ and over 100 branch offices 14 R & D centers, 29 training centers 87,502 employees worldwide Three-level customer service system (HQ/ regional/ local)
- 9. Industrial Market Classification Brand is more sensitive Price is more sensitive ③ ① ② ⑤ ④ Strategic Accounts :Telco, Government High Touch : Vendor Led ， Partner Fulfilled High Touch : Vendor Led. Partner Leveraged Large Enterprise Medium Market Medium Touch : Partner Led ， Vendor Support SMB SOHO and Consumer No Touch : Vendor Incentive Program drive High Touch Sales Team Low Touch : Partner Led ， Vendor Incentive Program drive
- 10. Huawei Partner Program Structure Huawei Retailer/SOHO User Distributing Direct selling Qualification 、 Authorization 、 Management 、 Support Commerce 、 Supply 、 Post-service Customer Relationship Maintenance Distributor System Integrator A System Integrator B SMB User Large User Sub Distributor
- 13. Huawei Incentive Partner Program Enable Partner Success Free Training Certification Considerable Profit Margin Flexible Commercial Strategy Pre-/After- Sales Support
- 14. Huawei University Global Branches Brazil UK Russia China Malaysia Egypt Nigeria Greece US France Kenya Australia Thailand Saudi Arabia Mexico Tunis Japan Colombia Huawei has established 28 training centers all over the world SA
- 22. Quidway S2300/S3300/S5300 Family S2309TP-SI/EI S3328TP-SI/EI S3352P-SI/EI S2352P-EI S2318TP-SI/EI S5352C-SI/EI S5328C-EI-24S Aggregation Access Aggregation Access Switching Capability S2309TP-PWR-EI S3328TP-PWR-EI S3352P-PWR-EI S5348TP-SI S5324TP-PWR-SI S5328C-PWR-SI/EI S5324TP-SI S5348TP-PWR-SI S3328TP-EI-24S S3352P-EI-24S S3352P-EI-48S S2326TP-PWR-EI S2326TP-SI/EI SI ： Standard feature platform EI ： Enhance feature platform PWR ： PoE platform S5328C-SI/EI S5352C-PWR-SI/EI
- 26. Unified Communication & Storage Unified Communication Product Storage Solution IP-SAN V1000 Series IP/FC/SAS SAN S2000 Series FC-SAN S3000 Series FC+ IP SAN S5000 Series S6800 Series FC-SAN SAN Application OceanStor 6800 OceanStor 6800 Storage Product Marco-BS, Femto, WiMAX, WiFi IP Call Center Solution MC820b OpenEye SoftCo9500 SoftCo5816 ET523 PCA ET525 Smartcall 1000 BMU CDR Server UAP3300 ATAE Web configuration, monitor, and quality control. UAP8100
- 29. Enterprise Solution Key Message End to End Security Guarantee Including physical, terminal, network, data security. Converged Network Bears data, voice, and video conference services. End to End Network Solution Transmission, data c ommunication and access network solution. Green Enterprise Solution Energy saving, and environmental protection. Enterprise class Data Center Autoimmunization, virtualization ， integration and management of resources. Professional Service Network planning, optimization , evaluation, and security service.
- 30. Application Cases in Vertical Business CERNET 2 Others Health Transport Education Financial Services Local Government Central Government
- 32. How to be Our Partner Huawei Authorized Partner Step 3: Agreement Negotiation Step 2: Evaluation Step 1: Application Step 4: Signing Agreement
- 33. Basic Requirements for Distributor An amount of minimum purchase commitment /Minimum PO is above 50,000 USD Sales OA environment for its staff who can communicate with Huawei through IT platform easily Office Environment Having the storage capability, branches throughout the region where products can be distributed mutually Logistics Good financial affairs without bad business record and liability Financial Situation Be capable of providing Level 2 technical support and service for its customer Technical Support and Service At least four engineers have HCDA certificate, another two with HCPA. HR Above 20M USD for register capital, above 10M USD for sales revenue （ It depends ） Capital Be capable of covering regional industrial market and resource pool of system integrator Industrial Experience Qualified documents for local business Validity Description Item
- 34. Basic Requirements for SI B Minimum PO is above 25,000 USD for Huawei Sales OA environment for its staff who can communicate with Huawei through IT platform easily Office Environment Good financial affairs without bad business record and liability Financial Situation Be capable of providing Level 1 technical support and service for its customer Technical Support and Service At least two engineers have HCDA certificate, another one with HCPA. HR Above 1M USD for register capital Capital Sales experience for network product with good performance In some specific industry area with good repute and customer relationship, being knowledgeable with network service and capable of providing good service, also customized and competitive total solutions Industrial Experience Qualified documents for local business Validity Description Item
- 36. Our Vision Ender User Win Partner Win Huawei Win Three Wins Huawei Partner Ender User
Notes de l'éditeur
- 3.8 2004 5.6 2005 8.2 2006 11 2007 16 2008 23.3 2009 30 28% 41% 58% 65% 72% 75%
- General speaking, Huawei is very powerful in all-IP based network areas including mobile, fixed broadband and IP backborne. So Huawei has abundant experiences in the world to fully understand the FMC requirements from the end users which is unique. FMC: Fixed and Mobile Convergence: both services in a single hand set: a. VoIP + cell b. 3G Networks WCDMA: UMTS or Wideband CDMA 表明我司网络 IP 领域的强大综合实力，以及对未来 FMC 趋势的理解力，在业界是独一无二的。
- Show Huawei‘s performance in global Datacom market which is contributed from tremendous and continuous investment on R&D, also strong capability on it. 强调我司在全球数通领域的实力，这些得益于长期以来巨大的研发持续投入以及较强的研发能力。
- Point out Huawei’s global operations as an international company and organization structure which can ensure the powerful support for our partners. 指出我司作为国际化大公司的全球布局，以及组织架构能力，为合作伙伴提供强有力的支持保证。
- 1. Through 18 years development, Huawei business is expanded from China to another eight regions worldwide. To guarantee the provision of fast and high efficient service, we have built 3-level Technical Support System in nearly 90 countries and regions around the world. Until March 2006, there are altogether 103 branch offices, 8 regional TAC providing 7*24 non-stop support service in 10 languages, which guarantee high quality and localized service for each customers around the world. In addition, there are 16 training centers and 128 service parts hubs, which provide diversified training and fast spare parts service. All these service branches is still undertaken some adjustment based on our customers’ requirements, aiming to provide both fittest and fastest service. You will enjoy fast localized service, not matter how far we are away from you. 2. The complexity of business leads to a complex service structure. However, it is quite simple for our customers. They are neither necessary to spend time and energy to understand the service process, nor required to contact with each business staff. What they need to know is the consulting telephone numbers of local office or local Service Delivery Manager. Take this picture as an example: when the customer has demands or problems, he/she calls the local office or SDM, and then relevant service employees will resolve the problem as soon as possible. In case the local office is unable to solve the problem, our staff will hand it to Regional Service Division through IT system or telephone call. In case Regional Service Division is still unable to solve it, it will be handed to our Headquarters, which will give a final answer to the customer. Problem-handing processes are visible to customers, because the local office or SDM will timely let them know the processes and results. Thus, we believe our service process is both simple and efficient. In Chinese: 经过 18 年 的发展，华为公司的业务从中国逐步拓展到全球其他 8 个区域，伴随着公司业务的快速发展，为了保证客户能够得到快速、高效的服务，我们在全球近 90 个 国家和地区建立了服务分支机构，截至 2006 年 3 月 共成立了 103 个 服务办事处，在 8 个区域设立了区域 TAC ，这些 TAC 能够为客户提供 7×24 小时的持续服务，而且是 10 种 不同的语言支持，这样就可以保证全球各个区域的客户都能够享有 高质量的、本土化的 技术支持服务。另外，全球 16 个 培训中心和 128 个 备件库，可以为客户提供多样化的培训服务以及快速的备件支持服务。所有的这些服务机构还在根据我们的客户需求进行不断的增减和调整，目的只有一个，为你们提供最为合适的快速的服务。虽然我们来自遥远的东方国度中国，但是我们将为您提供本土化的快速服务。 由于业务的复杂性决定了我们的组织架构也较为复杂，但其实这些架构对于客户来说是透明的。客户不需要花费时间和精力去了解我们的业务流程，也不需要去跟每个业务的人员进行联系。客户只需要知道我们在当地的服务经理（ Service Delivery Manager ）和当地的服务机构的热线电话就可以了。举个例子吧，我们看到图上的客户有任何需求或者问题的时候，只需要致电客户所在地的服务机构或者 SDM ，那么就会有相应的服务人员来解答客户的问题或需求，如果这些问题或者需求当地的服务机构不能够解决或者响应，那么我们内部的人员会通过 IT 系统或者电话的方式将信息传递给更高一级的区域服务机构（ Regional Service Division ），如果 Regional Service Division 还不能够解决，那么就会再升级到 Headquarter 来处理。 Headquarter 的服务部门会最终给予答复。内部升级的过程对于客户来说是透明的，当地的服务机构或 SDM 会向客户反馈我们的进展及结果。所以我们说，我们的服务流程是简单而且高效的。
- The industrial market in the world can be classified into five levels: Telco and Gov., Large Enterprise, Medium Market, SMB and SOHO. The business model in each area above is different. In Telco and Gov. area, vendor will be dominate and do high touch for end users. In medium and SMB market, partner should lead the project and get support from vendor. However, In SOHO market there is no relationship with end users and partner will be stimulated to sell products by the incentive program from vendor. The higher level is, the more sensitive band is. The lower market is, the more sensitive price is. 行业市场细分为以下五个领域：电信及政府，大型行业，中级市场， 中小企业 SMB ， SOHO 。各个领域的销售模式有所区分，电信、政府以及大型行业是靠厂商主导，合作伙伴为辅来进行拓展，厂商掌控客户关系，中级市场以及中小型企业 SMB 靠合作伙伴来主导，厂商提供支持以及激励政策。 SOHO 市场则主要靠厂商的激励政策来拉动销售。不同领域终端用户关注的重点也不一样，越高端的客户越关注产品的品牌，越低端的客户对价格越敏感。
- The key components of Huawei partner program structure are Regional Distributor and System Integrator. Huawei will do high touch for large user perspective including customer relationship and direct project support. Regional Distributor focuses on Huawei’s products distribution which helps us to resolve small PO and meet short lead time. System Integrator B focuses on vertical industry projects with integrated solutions using Huawei’s relevant products. Huawei prefers Regional Distributor is in charge of all logistics in appointed regions including the projects from SI B. 我司初期的分销类网络产品行业准直销模式结构，核心是区域分销商和行业集成商，根据区域市场情况，我司可以主动寻求有实力的行业集成商 B ，共同拓展行业大用户项目。行业集成商根据认证的发起者不同，而分为了 A 和 B 两类。 分销商的合作模式分为两条线，第一条线为分销，产品类型以及商务等都在分销协议中加以约束，第二条线为走货，以项目的形式，产品为我司自产设备，具体类型根据项目需求而定，由集成商发起， A 、 B 类行业集成商采用华为产品（不限于协议约定）在行业领域所打下的单均通过分销商走货。
- The regional office of Huawei is responsible for the daily and concrete cooperation affairs. The HQ of Huawei is responsible for the instruction of cooperation policy and high-level communication, even signing global partner agreement. 代表处作为合作的第一责任主体，主要负责日常、具体的合作事务；机关作为合作策略的制定者，以及全球大 P 合作的发起人，主要负责合作政策的起草、指导，以及高层面的交流，全球合作协议的签订等。
- The regional distributor is responsible for establishing the distribution platform of Huawei products and providing logistics support for other partners of Huawei. System Integrator is responsible for integrating Huawei products and development & delivery of projects from end to end. 区域分销商的主要职责在于，搭建华为设备分销平台，为该区域华为合作伙伴提供物流支持。系统集成商的主要职责在于，集成华为产品，端到端的项目拓展以及项目交付。
- Huawei incentive partner program includes four parts which are considerable profit margin, free training certification (together with PO), flexible commercial strategy, and pre-/after sales support. All those above can enable partner to achieve success. 华为合作伙伴激励政策主要包括四个方面：客观利润空间、免费的培训认证（需要 PO 支持），灵活的商务策略以及售前售后支持，通过这四项，努力帮助合作伙伴取得成功。
- Huawei has extended and delivered excellent training services all over the world and our university has established 28 training centers including those in the USA, UK, France, Russia, Brazil, Malaysia, Egypt, Kenya, Nigeria and Mexico. 07 年华大拥有 28 个培训中心，其中 22 个海外培训中心（埃及、突尼斯、沙特、阿联酋、伊拉克；俄罗斯、乌兹别克；巴西、哥伦比亚、墨西哥、委内瑞拉；英国、希腊、法国；美国；尼日利亚、肯尼亚、巴基斯坦；马来西亚、泰国、澳洲；日本）， 5 个国内培训分部（杭州、北京、南京、昆明、桂林）， 1 个培训总部（深圳）
- Based on the customer requirements and capability of staffs, Huawei can offer hierarchical datacom certificate service which includes HCDA, HCDP and HCDE. 针对不同的客户需求以及人员基础能力，华为能够提供层次化的数通产品认证培训，包括 HCDA 、 HCDP 以及 HCDE 。
- In this part, the price protection and inventory balance are just applied for Regional Distributor for the sake of the stock of Huawei products. 灵活的商务策略包括季度和年度返点， SPQ 授权，价格保护，库存平衡，以及授予一定付款帐期。其中价格保护和库存平衡只适用于区域分销商。
- Pre-/after sales support can be provided for all Huawei partners, but their contents will be different according to the type of partner which can be executed flexibly by the front line. 针对所有合作伙伴，华为均提供售前售后支持，但依据合作伙伴的不同，支持的内容有所不同，一线可灵活执行。
- The price structure is composed of list price, supply price, sample price and spare part price. Once signing the agreement, the local office of Huawei will apply Quoter tool with agent version for the partner who will quote by himself later. When the front line makes out commercial strategy for our partners, there are two main points which should be considered. On one hand, the price here should be higher reasonably than what we offer in existing telco market. On the other hand, the price should be competitive compared with local competitors. 给合作伙伴的产品价格，原则上包括：目录价、供货价、样机价、备件价等，一旦达成合作协议，一线负责为合作伙伴申请代理商版 Quoter ，在条件允许的情况下，由其自行报价。一线在分析制定商务的时候，需要重点结合两点来考虑，第一，不能对现有运营商体系商务造成冲击，第二，相较市场竞争对手，我司商务要有一定竞争力。
- There are datacom, transmission, UC and VC products which are available from Huawei in the industrial market. However, network products should be prior introduction to partners. 华为在行业网可销售的产品包括数通，传输，统一通信，以及视讯。但鉴于此合作政策出自于网络产品解决方案部，一线应以网络产品介绍为主。
- S93 high-end switch includes three types: S9303, S9306, S9312 with 3/6/12 slots. S93 系列高端交换机包括三种型号： S9303, S9306, S9312 ，分别有 3 、 6 、 12 个槽位。
- The middle-low end switch S23/33/53 are used in access and aggregation levels with SI and EI version of each type, also which can provide PoE function. 中低端 S23/33/53 系列交换机通常用在接入和汇聚层，每一系列都包含 SI 以及 EI 两个版本，并且都能提供 PoE 功能。
- Mainly introduce the compact size, switching capacity, port density, and 3D reliability, green design. 侧重介绍 S93 的高度，交换容量，端口密度，三维的可靠性，以及绿色环保等特点，同时参考客户的关注点。
- Mainly introduce the multi service, easy maintenance and deployment, green design. 侧重介绍 S23/33/53 的多业务，易维护，易部署，绿色环保等特点。
- The contrast between Huawei and Cisco is suitable for the customers who are familiar with Cisco’s products or even Cisco’s partners. 华为数通以及安全产品与思科产品的对照关系，适用于交流的对象为思科的合作伙伴或者对思科产品熟悉的客户。
- Show the other products and solutions from Huawei in the industrial market. 不做详细介绍，只是表明我司有这方面的对应的产品与解决方案。
- Show the other products and solutions from Huawei in the industrial market. 不做详细介绍，只是表明我司有这方面的对应的产品与解决方案。
- Huawei has integrated enterprise solutions which include several industries, such as government, education, oil & gas, power grid, railway, bank, police, campus network and data center. 华为行业解决方案包括各大行业的解决方案 : 政府 教育 石油 电力 交通 银行 警察 园区网等方案 . 华为行业解决方案是综合的解决方案 : 从咨询服务、网络规划、培训，全方位的 ICT 解决方案，包括数据中心、网络等。 行业网络解决方案是综合传输、接入、数据等产品的全方位解决方案。
- 华为行业解决方案的亮点： １ . 端到端的网络方案：从传输＼数据到接入； ２ . 端到端的安全解决方案：包括物理安全＼终端安全＼网络安全＼数据安全； ３ . 融合的网络方案：可以承载语音＼视频＼数据业务； ４．企业级的数据中心方案： ５．绿色网络：环保＼节能； ６．专业的服务：可以提供专业的网络规划＼优化＼评估＼安全咨询等专业服务．
- HTM is a public transport operator based in the Netherlands, carrying nearly 130 million passengers a year. COLT connects their data centres and major offices with a high-speed highly reliable network. HSBC: Use Huawei AR Router and LAN Switch in Hong Kong for their Intranet network. BBC use Huawei high-end Ethernet Switch and AR router for their monitoring network.
- 区域合作伙伴的授权，由一线来掌控，全球合作伙伴的授权，由机关统一掌控。
- 区域分销商的认证标准，红色字体标注部分由一线灵活把握，不做强制性规定。
- 集成商的认证标准，红色字体标注部分由一线灵活把握，不做强制性规定。
- Our values are as follows: Good understanding for the network infrastructure as to make a more suitable solution for the customer. Right local team which can provide immediate support directly. Abundant kinds of products which can fulfill the requirements from both Telco and industry markets. 华为长期致力于全球运营商网络的建设和发展，与当地运营商建立了稳固的合作关系，延伸到行业领域，运营商的网络作为行业网络互联互通的管道，与行业网的建设密不可分。因此，华为在行业合作中的价值在于，对基础网络架构有很好的理解，制作的方案更贴近客户。完善的本地团队，直接提供当地支持。丰富的产品，满足运营商以及行业市场的需求。
- “ 三赢” 是我司合作策略的指导思想与最终目的。