Huawei IP Network Products Sales Training
1
7
Contents
Click to add Title 1 IP Products Sales Strategy Overview
Click to add Title 2 Switching: S series & Datacenter Switches
Click to add Title 3 Edge Routing: AR G3 Products
Click to add Title 4 Core Routing: NE Products
Click to add Title 5 Unified Campus WLAN Products
6 Security Products
Unified Management: eSight Products
2
Market Drivers
Increase in Connectivity The number of devices connected to IP
networks will be 2x the global population
by 2015 (1)
Centralized Computing Annual global data center traffic will reach 4.8
zettabytes by 2015 (2)
Exponential Traffic
Growth Massive traffic growth challenges current
network architecture (3)
Gigabit Ethernet Explosion 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)
High-speed Access
Demand Bandwidth-intensive content in the enterprise
requires gigabit wireless connectivity speeds (4)
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)
3
Worldwide IP Products Market Space Summary
In total $39.45Bn
Huawei can address every
segment of the Enterprise
network space
Target products by priority
4
Huawei: The Sole Challenger in Enterprise IP
Continued to Maintain Market
Position
Enterprise Router maintained No.2 in 2012
Enterprise Switches increased to No.3 in 2013
Challenger Position
in the Magic Quadrant
Huawei has been placed in the Challenger Position in the
Magic Quadrant for the Wired and Wireless LAN Access
Infrastructure published 13 June 2012
Enterprise Router No.2
From: Gartner 2012Q1
2nd
9.2%
3th
3.2%
Enterprise Switches No.3
From: Dell’ORO GROUP 2013.01
5
Enterprise IP
Networking
Go-To-Market Model: A 100% Indirect Channel Model
Gold
Partner
Silver
Partner Authorized
Partner
Authorized Reseller Distributor
VAP
Carrier resale Partner
Global Partner
Public Sector
Large
Corporation
Finance
Energy & Power
Transportation
SME
WAN WIFI
Datacom Security
Wireless
Security Security
Network
6
Key IP Product Sales Opportunities
Two-Vendor Strategy
Key benefits of Two-Vendors Strategy to enterprise
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)
New Platform Rollout Both new businesses and new business units:
Application evolution
Computing evolution
Mobility evolution
Storage evolution
Product Lifecycle
EOL/EOW Opportunity to upgrade / migrate existing
competitors IP products to Huawei IP
Products
EOL – End of Life
EOW – End of Warranty
Operational Restructure
& Consolidation Often includes a network refresh:
Consolidation
Expansion
Re-organization
Greenfield
7
Full Rage of Enterprise Network Products
Access/
Security/
MSCG/
Wireless
Access
Router &
Core
Router &
WiFi
BTS Terminal DBS 3900
WiMAX GSM-R
eS
igh
t /U2
00
0: U
nifie
d N
etw
ork
MG
MT
IP Product & Solution
Transport
WDM
OSN6800 OSN1800
OSN3800 OSN8800
MSTP/Hybrid MSTP
OSN 500/550 Metro100/1000 OSN3500/7500/9560 OSN1500
Microwave
RTN910 RTN950 RTN980
Ethernet
Switch
T-bit Core 10GE AGG GE Access
S9700 S5700/S5710 S3700 S3700POE S2700 S2700POE S7700 S6700
S1700
Data Center
CloudEngine12800 CloudEngine
5800/6800
FE Access SMB
AR 1200 AR 200/150 AR 2200 AR 3200
Access Router AR G3
NE20E-X6
Core Router
NIP2000/5000
IDS/IPS
SVN 2000/5000
SSL VPN Firewall/UTM
USG 2000/5000
MSCG
ME60 X3/X8/X16
WiFi AP WiFi AC
AC6605 ACU For
S9700/S7700 AP7110DN AP6010SN/DN AP6310SN AP6510DN
AP6610DN
NE40E-X3/X8/X16 NE5000E
MA561x
/2x/3x
xPON
MA560x/
MA568x
OLT MxU
MA5652
/62/69
ONT
HG80x0/
81xx/82xx
OSN2500
S12700
Agile Switch
8
Channel Service GTM
Partner
Huawei Brand Services
Resold by Partner,
Delivered by Huawei
Customers
Partner Brand Services Sold and Delivered by CSP,
Supported by Huawei
Huawei Service Platform Support-E/E-Learning/Simulators/TACs/Spares
Always Online
HiCare CoCare
CSP: Certified Service Partner
9
Why Huawei IP Products?
Performance & Future
Capability Future-proof solutions
Investment protection
Enables flexibility & resiliency on the
infrastructure for expansion and growth
Standardization & Open
Architecture Easy Third-Party Integration and Good
Interoperability
Leading in Industry Standards &
Patents
Distributed Global R&D
Capability R&D and technical support team- closer proximity to customers Global supplier with focus on markets
outside home country
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
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
A Better Way
10
Contents
7
Click to add Title 1 IP Products Sales Strategy Overview
Click to add Title 2 Switching: S series & Datacenter Switches
Click to add Title 3 Edge Routing: AR G3 Products
Click to add Title 4 Core Routing: NE Products
Click to add Title 5 Unified Campus WLAN Products
6 Security Products
Unified Management: eSight Products
11
S Series Switches Sales Opportunity & Strategy
Others:
Vertical Industry Office
Network: BYOD to
promote efficiency
ISP:
ISP Metro Ethernet: Bandwidth
wholesalers to build cost-effective
metro network and data center
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
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. Strategy
Large
Enterprise :
Enterprise Office
Network :BYOD,
mobile office, EDC,
desktop cloud
Commercial distribution
SOHO&SMB: choose part of the
best-selling models in
S2700/3700/5700
Government:
E-Government: Government platform
to support efficient Office
Video surveillance Network
Sport Stadium: Large events
Airport/Sea port: Airport/seaport network
infrastructure replacement and upgrade
Media :
Office and production network
HD video requires to upgrade
network infrastructure
Opportunity
Education :
Higher Education:
Digital Campus, network access
of teachers’ and students’ devices
General Education :Education network
infrastructure replacement and upgrade.
HD video surveillance network
Hospital :
E-health: Hospital
network infrastructure,
remote hospital, hospital
metro network (delivered in
Ghana)
12
S Series Switches Key Selling Points
Easy Operation,increase maintenance and customer experience, easy to distribute
Programmable switches, S12700, Differentiated Competition
50ms Solution for whole network, Rank No. 1
• Switch Fabric dedicated CSS, no slot occupying, switch fabric bridging,
with low latency, large bandwidth.
• S12700 CSS backup, 1+N backup for main controller, 3+1backup for
switch fabric, high reliability without service interruption.
• 50ms Solution for whole network, Rank No. 1 Chassis CSS & cassette
iStack link with BFD technology, converged in 50ms, the fastest in the field
to realize the whole network virtualization.
• 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)
• 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)
Ability to support new businesses
BYOD Video meeting Cloud carrying
Convergent network Real-time and safety Quality assurance
Fabric CSS
Main board backup
Industry's unique Large bandwidth Small delay
“1+N”backup “3+1” backup “0” Packet loss
Fabric backup
EasyInstall
Simplify start
EasyConfigure
Automatic batch
configuration
EasyMonitor
Smart Link Monitoring
EasyTroubleShoot
Fault inline monitoring
E2E EasyOperation
Highest Reliability
13
• Next-Generation switch
structure: fully programmable
structure enables networks to be more
agile for services
• SDN: ultra-large hardware tables, dual-
plane, catering network changes in ten
years
Agile service
Agile evolution
Agile management
Various service features: native AC, wired and wireless
convergence; unified user
management
• Fast service deployment: service innovation supported by
programmability feature
• Simple operation and
maintenance: SVF, uniform
deployment at access layer
• Accurate quality
management: iPCA, in-line
monitoring with zero error
…
Agile Switch S12700 Enables Networks to Be More Agile for Services
14
S Series Switches Portfolio
S5700-SI/EI-POE S5700-HI
S5700-LI/POE
S9700
S6700-48-EI S6700-24-EI
S5700-SI/EI
S7700
S2700-SI/EI S2700-SI/EI-POE
S1700 SNMP Managed S1700 Web Managed S1700 Unmanaged
S3700-SI/EI S3700-SI/EI-POE
Terabit Switch
10GE Switch
GE Switch
FE Switch
SMB Switch
S3700-HI-GE Up Link
S5710-EI/POE
eSig
ht
S5710-HI
S5700X-LI/POE
S2750-EI/ S2751-EI
S12700
15
S Series Switches Competitive Strategy
How to Beat HP
How to Beat Cisco
• 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
• 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 GE
box
switch
FE box
switch
S2700SI
S2700EI
S3700EI
S5700EI/HI
S5700LI
S3700SI
C3750/C3560
C2960 LAN LITE
C2960 LAN BASE
C3750E/C3560E
C3750G/3560G
C3750X/3560X
C2960G/C2960S
S9700 C6500/C6500E
C4500/C4500E
Chassis
switch
A3600-EI
A3600-SI
A3100TP-EI
A3610
A3100TP-SI
A5120EI/SI
A9500
A10500
A5500EI
A5500SI
S7700 A7500
S5700SI
E4500/E3500
E3500
E4210
E5500
E2600/E2500
E4200G/E2500G
E5500G/E4800G
E4510G/E4500G
E8200zl/E5400zl
S1700 V1900/V1400 SMB Cisco 100/200/300
C4500X S6700 A5820X 10GE
box
switch
16
Data Center Switches Sales Opportunity & Strategy
Media:
MAN: MAN for HD
video VOD
TV station :Video
editing
Finance:
Two three financial
centers : financial
data center
ISP:
ISP/OTT: Internet Company
opportunity
CoLo DC: CoLocation Data
Center
Opportunity
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
Solution Replication: by playing project, detailed solutions, go to the guidance line, forming a virtuous
circle... Strategy
Government:
E-Gov: e-government
platform, national data
centers;
Education:
High Education: University
Campus + data center
platform, regional education
platform, HPC
Large Enterprise:
EDC: Large
enterprise ERP,
PRM, OA, such as
efficient systems;
Health:
Electronic health
information
network: hospital
telemedicine,
Medical Imaging
Energy:
Production networks:
oil, energy, electricity
DC network, Include
HPC for mining
17
Data Center Switches Key Selling Points High Performance
• 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
• Strict front to rear airflow design,
adapt to cold air duct isolation
room design
• Each 10GE 5W power
consumption, lower than the
industry average
• 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
Virtualization Green
40Guplink GE ToR CE5850EI
Low priceGE ToR CE5810
Low price10G ToR CE6810
10GE ToR CE6850EI
32*40G ToR CE7850
9M bufferGE ToR CE 5850HI
Front and rear design
Campus
Office
Product
DMZ
VS (Virtual System) CSS (Cluster Switch
System)
TRILL, SVF+CSS
vFabric
EVN DC1 DC2
DC3
System-level Fabric DC-level Fabric • Fabric of DCN: DCN internal Fabric by the current CSS + SVF,
together with the current Trill to form the complete data center network.
• Fabric of DCI: DCI by three traditional L3VPN, and can provide Layer 2
network connectivity between data centers via EVN, implemented in
MAC over IP
Complete Fabric
18
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
Data Center Switches CloudEngine (CE) Series Portfolio
CE12812 CE12808 CE12804
CE5850-48T4S2Q-EI
CE6850-48S4Q-EI
CE6850-48T4Q-EI
Core Switches world's highest performance
TOR Switches high-performance box switches
CE5810-24T4S-EI
CE5810-48T4S-EI
CE5850-48T4S2Q-HI(2014Q1)
CE7850-32Q-EI(2014Q1)
CE12816 (2014Q1)
19
CE6810
CE7850
CE5850HI
CE5850EI
CE12800
CE6850EI
Core and Agg
10GE TOR switch
1GE TOR switch
How to Beat HP
How to Beat Cisco
• 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.
• 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.
CloudEngine (CE) Series Switches Competitive Strategy
20
Contents
7
Click to add Title 1 IP Products Sales Strategy Overview
Click to add Title 2 Switching: S series & Datacenter Switches
Click to add Title 3 Edge Routing: AR G3 Products
Click to add Title 4 Core Routing: NE Products
Click to add Title 5 Unified Campus WLAN Products
6 Security Products
Unified Management: eSight Products
21
AR G3 Sales Opportunity & Strategy
Education
Distance education: High
performance with Eth, POS, PON
Education Office: High density
Ethernet access, WLAN Controller
Energy
Operational Network:
leased line access
Multi service gateway:
Voice and Data service
Industrial Switching Router:IP51, can be
adapted to a more harsh environment
Finance
Branch: Switch and
router in-one-box
ATM or 3G router:
Wireless links as backup
for wired, or dual main wireless links
Medical
Distance Medical:
One-box ICT solution
Government
Office network: IP PBX, Voice, WIFI
WAN Access: Wide variety of
interface types xDSL, E1, Ethernet, 3G
Power
Data &Dispatch Network:
Lower-cost, larger bandwidth,
and richer services over MPLS
Industrial Switching Router:IP51, can
be adapted to a more harsh environment
Opportunity
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
Enterprise HQ
Wide variety of interface
types and services,
support E1/T1, Eth, xDSL,
SA, CPOS
Enterprise Branch
Multi service gateway
One-box ICT solution
IT outsourcing platform
22
23
AR G3 Series Portfolio
Small Branch
(<50 users)
AR2240
AR3260
AR1220
Medium Branch
(50~350 users)
AR1220W/1220VW
AR201
AR 201VW-P
AR1220V
AR2220 AR2204 AR2201-48FE/
AR2202-48FE
AR151/
AR 151W-P
AR 151G-HSPA+7
AR206 AR156
AR207/AR 207V/207V-P
AR207G-HSPA+7/AR 207VW
AR 157/AR 157G-HSPA+7 AR 157W/AR 157VW
AR208E AR 158EVW
AR3200
Series
HQ/Large Branch
(>350 users)
AR2200
Series
AR1200
Series
AR150&200
Series
SOHO&SMB
(<30 users)
24
AR G3 Competitive Strategy
Small Branch Office
Medium Branch
Office
Headquarter AR3200
AR2200
AR1200
ISR3925(E)/3945(E)
ISR 2901/2911/ 2921/2951
ISR1921/1941/1941w
MSR 5060
MSR 5040/301X3020/3040
MSR 201x/202x/2040
AR150/200 ISR 800 MSR 900 SRX 100
SRX 210/220
SRX 240/550 SRX 650
No Product
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 multi-service 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)
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
25
Contents
7
Click to add Title 1 IP Products Sales Strategy Overview
Click to add Title 2 Switching: S series & Datacenter Switches
Click to add Title 3 Edge Routing: AR G3 Products
Click to add Title 4 Core Routing: NE Products
Click to add Title 5 Unified Campus WLAN Products
6 Security Products
Unified Management: eSight Products
26
NE Router Sales Opportunity & Strategy
DC interconnection of ISP
Large capacity WAN,24*10GE line card,
100G interface。
1st E2E 100G IP & Optical solution
Focus on top customers of government, grid, transportation, energy, ISP industries.
Focus on high-touch, and tightly cooperate with Huawei experts to win
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
Grid,Transportation network migration
form SDH/ATM to IP
Rich ATM/SDH interfaces, latency<10ms, link
switchover<50ms
Rich experience in carrier market
5 level HQoS, guarantee key services
Vertical industry IP core
construct/upgrade
Rich MPLS Tech, flexible services carried &
isolation
High reliability, 50ms link switchover
IPv6 commercial deployment
Government, Railway, ISP 3G/LTE
Backhaul
No.1 sharing (%52) in carrier market
L3 VPN to edge, HVPN suit any scale
network, 1588v2,SyncE…
Opportunity
Strategy
Opportunity
27
28
NE Series Routers Portfolio
NE40E-X16 NE40E-X3 NE40E-X8
ME60-X16 ME60-X3 ME60-X8
NE5000E
NE20E-S8 NE20E-S4 NE20E-S16
Mid-end Router
Cluster Router
BRAS
High-end Router
29
NE Competitive Strategy
Cisco has no E2E solution for enterprise, they lack a
solid optical solution and are weak at TDM/ATM
Cisco has weak IPv6 readiness
Cisco has no unified OS platform, e.g. CRS (IOS-XR),
ASR9000 (IOS-XR), ASR1000 (IOS-XE) and 7600
(IOS), leading customers to high OPEX and difficult
upgrades.
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;
maybe cannot support 7-10 year service life-cycle
ASR1000 NE20E-S
7600 Mid-end
Router
NE40E-X3/X8/X16 ASR9000
High-end
Router
NE40E-X16 MX960 High-
end
Router NE40E-X8 MX480
NE40E-X3 MX240
How to Beat Cisco
How to Beat Juniper
30
Contents
7
Click to add Title 1 IP Products Sales Strategy Overview
Click to add Title 2 Switching: S series & Datacenter Switches
Click to add Title 3 Edge Routing: AR G3 Products
Click to add Title 4 Core Routing: NE Products
Click to add Title 5 Unified Campus WLAN Products
6 Security Products
Unified Management: eSight Products
31
Education
Digital classroom
Safe Campus
Seamless Campus
Healthcare
Wireless
healthcare
Wireless location
Internet access
Large Enterprise
Mobile office
BYOD
Remote access
Video surveillance
Retail
Wireless location
Ad push
Wireless voice
Enterprise Branch
AP+ARG3, all in One
Solution, Voice,
Security ...
Transportation
Wireless backhaul
Video surveillance
Hospitality
Guest Wi-Fi
Wireless voice
Mobile office
Government
Wireless City
Public safety
Mobile office
Focus on new wireless campus opportunities, Wi-Fi performs as the major breakthrough to driven sales of the entire IP products,
especially LSW.
Focus on education sector which can highly match Huawei advanced RF performance, support regional WLAN product sales.
Seek for PK test opportunities and provide professional network planning.
AC6005 or AR G3 for small integrated solutions without cloud managed draw-backs
Highlight smart policy management and intelligent wired / wireless network integration
Highlight unified intelligent multi-vendor network management
Strategy
WLAN Sales Opportunity & Strategy
Opportunity
32
Outdoor AP
DAS AP
Indoor AP
WiFi signal
AP7110DN
AP6310SN
Shared 2G/3G/CATV antenna system
2G/3G Micro-Cell
AP6510DN/6610DN
Coverage & Performance (CAPEX Saving)
Advanced algorithms for wireless transmission from Huawei’s carrier heritage, delivers higher usable network performance than competitors allowing for fewer APs
Policy Control (More Efficiency)
The unique user + group-based QoS control mechanism for SLA management plus intelligent ACL / traffic classification
OAM - Easy Management (OPEX Saving) Wired and wireless unified topology and management; AP wizard-based configuration, touch-less deployment; Management system is open and vendor neutral
Distributed Antenna System ‘DAS’
(CAPEX Saving) One AP serves multiple antennas, Indoor or Outdoor Integration with 3G micro-cell eliminates the needs for additional RF planning and greatly reduces management cost and complexity by reducing AP count.
WLAN Key Selling Points
Cellular signal
AP5030/5130DN
AP6010SN/DN
AP7030DE
33
WLAN Series Portfolio
AP6010SN-GN
(Indoor single-band AP)
AP6010DN-AGN
(Indoor dual-band AP)
AP7110DN-AGN
( Indoor 3x3 MIMO
dual-band )
AP5010SN-GN
(Indoor single-
band AP)
AP5010DN-
AGN
(Indoor dual-
band AP)
AP7110SN-GN
( Indoor 3x3 MIMO
single-band )
Indoor coverage
AP6310SN-GN
(Indoor high-power AP)
AP3010DN-AGN (Indoor dual-band AP)
Distribution
Indoor distributed
AP6510DN-AGN
(Outdoor dual-band
AP, RJ45, PoE power
supply)
AP6610DN-AGN
(Outdoor dual-band AP,
SPF, AC power supply, AC
power supply)
Outdoor AC
SPU Value-added service board
for S9700/S7700
AC6605-26-PWR
AC6005-8-PWR
34
WLAN Series Competitive Strategy
Highest Performance:
The use of a new generation of WiFi chips and optimization of hardware design, Huawei WLAN products by Tolly testing bandwidth than the Cisco 20%~47%; AC uplink bandwidth is two times of the vendors;
Highest Reliability:
Lightning Protection, 6KV: Reduces up to 30 times the
probability of lighting failure
Wider Temperature Range for Indoor AP -10°C +50°C for
outdoor AP -40°C +60°C.
Waterproof: The industry‘s highest ,outdoor AP IP67,work
normal under the water 1m
Design:
Humanization Design: Improved installation efficiency 200%;
Industrial Design:win iF Germany industrial design award;
OPEX Reduction :
Dying Gasp, reduces the overall time and cost of recovery
Unified Network Management :All the IT and IP product of
Huawei can be adminstrated by Esight;
AP
ind
oo
r o
utd
oo
r
AC
distrib
ute
AP7110DN
AP6610DN/6510DN
AP6310SN
AP6010SN/DN
S97/77 ACU Module
AC6605
AP5010SN/DN
AC6005
AP3500
AP1550
AP1140
AP5500
WiSM2 AC module
AP1040
AP2500
1208E-GNP
2610E-GNP
3610i/3620i-AGN
3628i-AGN
2610i/2620i-AGN
2620E H1/H2
2610X/2620X
2360X
3010E/3024E
AC Module
WX5004
35
Contents
7
Click to add Title 1 IP Products Sales Strategy Overview
Click to add Title 2 Switching: S series & Datacenter Switches
Click to add Title 3 Edge Routing: AR G3 Products
Click to add Title 4 Core Routing: NE Products
Click to add Title 5 Unified Campus WLAN Products
6 Security Products
Unified Management: eSight Products
36
Positioning of Huawei Enterprise Security Services
Internet
R&D dept
Marketing dept
Customer service
Web service
Mail service
Cloud desktop
computing service
ERP service
Securely provides
enterprise IT resources
for correct persons.
Mobile office security
Mobile office
Unified network security
Provides branch
connection economically
and securely.
Efficient and secure
application transmission
networks.
Unified security policies
based on enterprise
applications and employee
identities.
Branch connection WAN Headquarters office
Data center security
Defense integrating
networks, applications,
and data.
Data center
37
Smart Network
Proposal:Firewall solution to guarantee the security
between the headquarters and branches with leased
Ethernet Line
Industry:public sector,education,Large Enterprise,
Bank & ATM
Security of mobile office
Proposal: SSL VPN, MDM and security applications
integrated to mobile office security framework–
AnyOffice solution
Industry :Financial, Energy, Large Enterprise,
Government
Security of Datacenter
Proposal : Data center infrastructure security solutions,
ensure the system reuse and isolation over secure
resource virtualization. Realize the automate configuration
over centralized management system
Industry : Financial, Energy, Large Enterprise,
Government
Security of Campus network
Proposal :The deployment of firewalls, professional
security hardware gateway, the terminal secure acess and
unified policy management software, realize comprehensive
threat protection
Industry: Large Enterprise 、 public sector 、 education
Focused on multi-branches departments, such as public sector, bank, large Enterprises, provide the routing, switching,
security, Layer 7 application analyze in-one-box----Security gateway USG series
Focused on mobile office requirement, such as the Security-sensitive large enterprises, financial, energy, provide the end to
end security protection. Especially the security of applications between user terminal and enterprise gateway with L4
SSLVPN
Lower-cost, larger bandwidth smart network solution, leading in industry
High performance security gateway, and DDoS protection gateway, 99.999% high reliability data center protection
IPS Feature library from Symantec, provide the professional Intrusion Prevention System with USG series gateway.
Strategy
Security Sales Opportunity & Strategy
Opportunity
38
Virus Library
Protocol/Application Library
Botnet Signature Library
Vulnerability Library
URL Classification Library
Spam Library
Capability Security Service
Credibility Assessment
On-line Upgrade
Emergency Response
Security Consulting
Security Management Service
Security Management
Security Service
USG3000/6000
Next-Generation Firewall
Network Security
Data Centers Security
Gateway
USG9500
统一威胁管理
USG2110/2100/2200 USG5100/5500
Anti-DDoS
AntiDDoS1000/8000
Secure Access Gateway
SVN2000 SVN5000
Intrusion Prevention System
NIP2000 NIP5000
AnyOffice Mobile Security Solution
Mobile Security
Unified Threat Management
Security Product Portfolio
Terminal Security Management Document Security
Management
39
Advantage 1 for NGFW: The Most Fine-grained Control
Applications Identification No.1 in Industry
40
Competitive Analysis
Huawei
Cisco
CheckPoint
PAN
1181
1600
5000
6000
ALL
P2P 450
422
GAME
321 183
75 62
120 56
ALL
P2P
GAME
ALL
P2P
GAME
ALL
P2P
GAME
✔ ✔ ✔
✘
✘ ✘
WeChat Great
Wisdom
LINE RapidShare Freenet Games
✘ ✘
✔
✔
✘ ✔
Games
Half-life
Voice/
Text
Voice/
Text
Upload/
Download
App Only
App Only
App Only
App Only
App Only
App Only
App Only
App Only
App Only
App Only
App Only
App Only
Browsing/
Exchange
41
Advantage 2 for NGFW: The Industry-Unique Smart Policy
42
Verifying that application-based policies are enforced correctly
Competitive Analysis
39%
37%
36%
How to maintain threat prevention policies
How to optimize firewall policies
Huawei others
90%
87%
86%
43
Advantage 3 for NGFW: Comprehensive Protection
Renewed DDoS Threats APT is New And Powerful
44
Industry-leading Anti-DDoS Capability
“V-ISA” reputation mechanism to defense DDoS
Huawei Others
Number of
DDoS that could
defense 100+ 30+
DDoS detection
mechanism DPI Detection Flow Detection
AntiDDoS
Evolution Support IPv6 Only IPv4
V I S A
I: Botnet defense based on an IP reputation
S: Slow attack defense based on session reputation
A: Application attack defense based on behavior reputation
V: Virtual customization, Support for VM protection
45
Comprehensive Sandbox Technologies
Comprehensive
Sandbox Technologies
to catch APT
Huawei
CISCO
CheckPoint
Palo Alto
FireEye
Windows WEB Mobile Sandbox
The only vendor who can provide sandbox for mobile phones.
46
Advantage 4 for NGFW: Best Performance
FW
IPS
AV
DLP
Application identification
FW
Ap
pli
cati
on
iden
tifi
cati
on
IPS
All
th
reat
pre
ven
tio
n
fun
cti
on
s
VPN
20G 20G 15G 20G 20G 20G 20G
20G 20G 12G
Un
kn
ow
n
Un
kn
ow
n
3G 10G
12G Unk
now
n
8G 6G 1.5G
No
t
su
pp
ort
ed
5G
10G 10G 6G 3.1G 0.4G
No
t
su
pp
ort
e
d 4G
12G 4G 2.5G 8G 6G
Un
kn
ow
n
Un
kn
ow
n Comparison of 20G Firewalls
47
Contents
7
Click to add Title 1 IP Products Sales Strategy Overview
Click to add Title 2 Switching: S series & Datacenter Switches
Click to add Title 3 Edge Routing: AR G3 Products
Click to add Title 4 Core Routing: NE Products
Click to add Title 5 Unified Campus WLAN Products
6 Security Products
Unified Management: eSight Products
48
eSight Sales Opportunity & Strategy
Campus management
• Integration management of wired and wireless networks.
• Policy center provides smart policy of access terminals, users, and networks
Opportunity
• WAN Visible
• Provides network traffic Analysis, support Netstrem, Netflow and sFlow
• Network health evaluation by IP SLA • Manage VPN services, include MPLS
VPN , IPSec VPN.
Multi-vendor support:
•Cost-Saving & Investment protection •One NMS manage multi-vendor devices •Customize monitoring for alarm, performance
Data center management
•Unified management of the resources of networks, servers, virtual machine •Automated migration of virtual machines, dynamically adjust the virtual machine's physical network strategy
Strategy
Focus on campus network, Integration management of wired and wireless network , increase user stickiness
Focus on the visitor management solutions, touch our customers through BYOD, and provide unified user management and policy control
We provide the eSight trial version to our customers. "Easy to use, simple and efficient" , and create sales opportunities for the network devices
49
eSight Key Selling Points
• Various service management components: easily
adapt to network management expansion and change,
including network traffic analysis management, MPLS
VPN service management, SLA management etc.
• Web2.0, Lightweight System
• Converged Wired & Wireless Management: Converged Topology , Fault and
Performance Management
• Unified Network & User Management: supporting network user tracking and
troubleshooting
• Converged Physical & Virtual Management: supporting physical and virtual
resources and network topology
Unified Wired, Wireless and User Management
Network Service Visualized Management Context-aware Policy Management
• Unified BYOD Engine: Rule based policy management ,
control what, when, where , who, how, to access network
• Full Guest Access Lifecycle Solution : Guest provisioning
and notification; guest management; guest authentication/authorize;
guest audit
50
Huawei Enterprise Networking: Software Product Portfolio
Access terminal
IT device
Server Network device
Storage device
Unified Resource
Management
Security & Network Management Center
eSight UMA Policy Center
iSOC Unified security management, centralized log collection, event correlation analysis, security event location
User/Administrator
Management Tools
WLAN Series Tools
Planning tool
Testing tool
Site survey tool
Network Tools
eNSP
Network migration
Tool
Network assessment
tool
Unified network, server, and security
management
Service level agreement (SLA)
Network traffic analysis (NTA)
LogCenter, the network log analysis
and management.
MPLS VPN and Tunnel visual
management
User access policies:
Portal, 802.1X, MAC.
Terminal security policies:
Security hardening and office
behavior management.
Desktop policies:
Software delivery, patch
management, and remote
management.
Web-based
management
Mobile O&M
Unified entrance: single sign-on, to
achieve the centralized management of
operation and maintenance operations.
Unified management system
password.
Video recording operation process
and recording the operation log.
Playback operation steps to help
analyze security events
51
eSight & Application Software Competitive Strategy
NULL
Prime Infrastructure
Cisco netManager Mini iMC
iMC Standard edition
iMC Professional edition
Huawei provide eSight + UMA network security operation and maintenance
management solution, this solution can achieve the network can be managed, controlled
and auditable.
eSight supports custom third-party device configuration and profile management,
support for third-party devices VPN service management.
eSight supports hierarchical network management functions.
eSight supports customizable dashboard capabilities.
Huawei has documents asset security management products.
Huawei Policy Center support patch management, asset management and software
distribution capabilities.
How to Beat Cisco
Huawei provide eSight + UMA network security operation and maintenance
management solution, this solution can achieve the network can be managed,
controlled and auditable.
eSight supports both wired and wireless networks fault location function.
eSight supports the integration of security and network management.
Huawei provide WLAN planning tools and WLAN test tools.
Huawei has documents asset security management products.
How to Beat HP
Compact edition
Standard edition
Professional edition
eSight
NULL
NULL
ISE EAD
NULL
ArcSight
Policy Center
UMA
iSOC
NULL NULL OMM
NULL NULL DSM
Application Software
NGNAC
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.
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