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Huawei IP Network Products Sales Training
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
Campus Switches
Campus WLAN Products
Edge Routing: AR Products
Security Products
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
6 Huawei Confidential
Huawei Data Communication R&D Global Strategy: Long-Term Stable
Investment to Attract Top Talents Worldwide
15%+
of annual revenue invested in R&D,
Ireland higher than the industry average
Canada
Beijing
Nanjing
Germany
Suzhou Hangzhou
11,000+
R&D professionals spreading in 10+
India Shenzhen & research centers globally
Dongguan
100+
scientists and leading experts who
are dedicated to research in
standards, architectures, algorithms,
AI, etc.
7 Huawei Confidential
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
90
80
Vendor C
Industry standards and open source 70
organizations joined by Huawei 60 Huawei
50
40 Vendor N
30 Huawei
50+ 20
10
Vendor J
Vendor E
Working groups that Huawei participates 0
2013 2014 2015 2016 2017 2018 2019 2020
in as chair or higher
https://www.arkko.com/tools/allstats/
One of the top vendors issuing the most IETF patent statements
60 51
10,000+ 40
20
20
7 7
Total patents granted by the end of 0 Vendor C Vendor J Vendor G
Vendor E Vendor Vendor Z
Cisco Juniper Ericsson NokiaN Huawei ZTE Google
2020
2016-2020 IETF Patent Declared https://datatracker.ietf.org/ipr/
8 Huawei Confidential
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
Gartner, founded in 1979 and headquartered in Stamford, Connecticut, is a leading research and advisory
company around the globe.
DCN : Data Center Network
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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)
Security Products
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Huawei Data Communication Products Go-To-Market Model
Finance
Data VAP(value-added partner)
Communication
Network Data Center Energy &
Network Power
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Key Sales Opportunities for Data Communication Products
Greenfield
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Partner Service Go-To-Market Model
Customers
Hi-Care Co-Care
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Why Choosing Huawei ?
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Contents
Huawei Data Communication Business introduction
Security Products
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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 intelligent
O&M Cloud management
• One platform across WAN,LAN&WLAN 50%
• End-to-end SDN automation OpEx Savings
Public/Private 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
supplement …
Production OA Monitoring
• AirEngine 8760 16T16R high performance
• PCC hybrid copper-fiber cables deliver
40%
Branch Higher productivity
HQ • Ultra-large bandwidth
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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%
Intelligent O&M proven in a global campus with 190,000+ users: 1500+ 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.
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Contents
Huawei Data Communication Business introduction
Security Products
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Campus Switches Sales Opportunities & Strategies
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.
Access Switches: Highlight the Native AC and MPLS capabilities of our switches, avoid vendor's low-end models and Emphasize Lifecycle
Strategies Requirements
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Campus Switches Key Selling Points
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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 S5735- S5731-H/S S6730-H/S
L
CloudEngine S12700E-4/8/12
• Control and switching separation architecture, enabling on-
demand configuration and flexible capacity expansion
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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 CloudEngine S5735-L CloudEngine S5736-S
GE down-link GE/Multi-GE down-link GE down-link Multi-GE down-link
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Contents
Huawei Data Communication Business introduction
Security Products
25 Huawei Confidential
Wireless: A Solid Foundation for Enterprises' Digital Transformation
Higher Education, Primary/Secondary Large Enterprise Retail/Shopping Production and Mass Branches Public Services
Education Mall/Supermarket Manufacturing
AR/VR: improves students' learning efficiency by 76%. Millions of robots are deployed in commercial scenarios, By 2024, the compound annual growth rate (CAGR) of
By 2024, 75% of conferences will be held remotely. including hundreds of thousands of robots that start to the urban hotspot market space in public areas will
(Currently, only 40% of conferences are held remotely.) provide professional services. — exceed 12%.
— Gartner Deloitte — Global Market Insights
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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 the
management cloud
IoT IoT
Wireless IoT
Wireless Cloud-based
1 2 3
10-fold increase in bandwidth High reliability of mobile production Experience assurance in the case of
requirements activities environment changes
How to ensure 100 Mbit/s bandwidth How to ensure an ultra-low latency of How to provide committed high-
for each user at any location? less than 10 ms during production quality experience in an ever-
movement? changing environment?
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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 user
• Guaranteed enterprise office and
experience guarantee
Best-effort enterprise office production network
• High reliability, low latency, anti-interference, and seamless roaming, maximally
network • Large capacity, high reliability, and low supporting the production network
latency
• E2E security, flexible configuration of internal and external networks, and air
interface security
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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
• Built-in smart antenna, improving signal quality by 100%
Asset VR Stadium service
• 4X increase in concurrent users, from 100 to 400 (compared with
management application Wi-Fi 5)
• 4X increase in per-user bandwidth, from 2 Mbps to 6 Mbps
(compared with Wi-Fi 5)
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.
30 Huawei Confidential
Contents
Huawei Data Communication Business introduction
Security Products
31 Huawei Confidential
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
Routing and switching
Routing and switching
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NetEngine AR Sales Opportunities & Strategies
AR6300/
MPLS AR8140
SOHO/SMB HQ
SOHO/SMB HQ
AR600
Internet
Small and
midsize branch Large
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 enterprise branches to data
Government Finance Large Enterprise Retail
centers or clouds, and interconnection between enterprises and legacy MPLS
sites. supports application-based intelligent traffic steering and device plug-and-
e-Government network Bank Gas station play and intelligent O&M
Retail Store
Government agencies Insurance Office
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NetEngine AR Routers Key Selling Points
Multi-core CPU (L4-L7 service processing) • Leading CPU + NP Heterogeneous Forwarding IPSec, SA, HQoS,
IPSec engine
Application identification
… and ACL acceleration engines ; Acceleration instruction set, quickly matching ACL and
engine
routing entries.
Core 1 Core 2 Core 3 … Core N
• High-Density Interfaces10GE uplink, multi-link redundancy, WAN-side wide
Packet scheduling and ordering engine (POE) pipes for interconnection ; High-density access, stronger access capability on the LAN
Leading Hardware Architecture 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
Legacy network
Branches of SME
AR6121E AR6140E-9G-2AC Hyper convergence
NetEngine Simplified network deployment with fewer
AR6100 series
branch devices required
2Gbps
Small enterprise Ethernet + LTE Ethernet + Wi-Fi + LTE Ethernet+ Wi-Fi + Ethernet + DSL + Wi-Fi +
(MIC) (MIC) LTE(MIC)+PoE LTE (MIC)
NetEngine
AR651W-8P AR657W
Simplified O&M
AR650 series AR651 AR651W Deployment in minutes through ZTP, web-
based O&M
1Gbps
Security Products
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Data Center Switches: Sales Opportunities & Strategies
ISP: Opportunities
ISP/OTT: Internet company
Energy: Carrier: Finance:
opportunity Production networks: oil, Geo-redundant financial
Rack hosting, carrier
CoLo DC: colocation data center,
energy, and electricity DC EDC, telecom cloud centers: financial data
physical server, VM/VPC leasing 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
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Huawei DCN Solution has been widely deployed in 12,000+ DCs
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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.
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Three Features of Next-Generation DCN
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 transmission
GPU CPU Storage • Convergence of computing and storage networks
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CloudFabric 3.0 Hyper-Converged Data Center Network Solutions
Overview
Full-lifecycle automation
Automation Intelligence
Reduces TTM by 90%.
General-purpose HPC
Ethernet for HPC
computing Storage
Unleashes 100% of computing power.
Intelligent Network Management and Flexible Card Switch CloudEngine 8850-64CQ-EI CloudEngine 6820-48S6CQ
Control System
CloudEngine 8850-SAN
CloudEngine 6881-48S6CQ
CloudEngine 8861-4C-EI
CloudEngine 6881-48T6CQ
CloudEngine 6863-48S8CQ-EI
CloudEngine 5855-48T4S2Q-EI
CloudEngine 6860-SAN
CloudEngine 16800
CloudEngine 5882-48T4S
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Contents
Huawei Data Communication Business introduction
Security Products
43 Huawei Confidential
NetEngine Routers Products Sales Opportunities & Strategies
Opportunities
Information network
OTT(DCI, POP) National broadband IP MPLS transmission and
Signal bearer network
IXP(P, PE) Traditional backbone transformation network
GSM-R /LTE-R network
MTDC, IXE e-Government Oil and gas Signal bearer network
IAP(Backbone, IGW, Metro) Safe city
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.
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New Requirements at Cloud Era on IP Networks
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CloudWAN 3.0: Leading WANs into the Intelligent Cloud-Network Era
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
46 Huawei Confidential
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
47 Huawei Confidential
FBB:fixed broadband
Huawei NetEngine Router Panorama
Core Router • 4T line card, scale to • 4T line card, 80T/chassis • 2T line card,
14.4T/slot • Cable-based Backplane, up BNG/FMC full service
• Orthogonal architecture to 8T/slot router
48 Huawei Confidential
Contents
Huawei Data Communication Business introduction
Security Products
49 Huawei Confidential
Main Scenarios of Security Product
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
50 Huawei Confidential
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
51 Huawei Confidential
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
Second-level
handling
Threat Analyzer
intelligence
Threat response time
FireHunter
Network and security device collaboration,
proactive threat deception, and automatic
closed-loop handling
Controller Identity controller
Intelligent
SecoManager iMaster NCE IAM
80%
O&M
Enforcer
OPEX Security O&M costs
ICT infrastructures
Based on automatic mapping from services
to policies
52 Huawei Confidential
The Highlights of Huawei USG NGFW
• Fully unleashing firewalls' defense • Real-time threat processing at the network • Security O&M based on service
capabilities edge deployment and change policies,
• 5x the unknown threat detection • Unknown threat detection accuracy: > 99% reducing OPEX by 80%+
performance
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Brief View of USG Capabilities
54 Huawei Confidential
Huawei Security Products Panorama
NGFW Management
2*40G(QSFP+)+12*10GE(SFP+)+12*GE+1*USB3.0
USG6630E / 6650E
USG6530E: 2*10GE/GE+10GE
SecoManager
55 Huawei Confidential
Quiz
1. Which of the following platforms support partner service GTM?
A: Support-E
B: E-Learning
C: Simulators
D: TACs
C: Spares
56 Huawei Confidential
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.
57 Huawei Confidential
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.