Transcript PT1-2 Huawei Enterprise Overview-Strategy-Org

Huawei Enterprise A Better Way
Huawei Company and Storage
Overview High Level Presentation
enterprise.huawei.com
WEU IT Solution Team
2012-11
HUAWEI TECHNOLOGIES CO., LTD.
Contents and Objectives
Objectives
Market
Opportunity and
Strategy
After completing this training, the participants
will be able to meet these objectives:

Product Key
Selling Points
Product
Competition
Strategy
Storage Product Sales
Opportunity & Strategy
Product Portfolio
Have deep understanding of Huawei storage
Products & Solutions portfolio:
 Huawei T series SAN, NAS,
Datacenter solutions
 Huawei Cloud Storage
 Huawei VTL
Understand Huawei Storage portfolios overall
Sales strategy and the key unique selling points

Be able to sell Huawei Storage Products &
Solutions


Understand Huawei ecosystem "win-win
Profitable" partnership
Target Audience
Version
1.0
Release Date
2012-08-30
Author
WEU IT PSE Team
HUAWEI TECHNOLOGIES CO., LTD.
Vision &
Roadmap
 Partner Product Manager
 Partner Account Manager
 Partner Inside Sales Rep.
Page 2
Contents
Chapter
One
Huawei Introduction.
Chapter
Two
Comparison Information.
Chapter
Three
Warranty and Post Sales Support.
HUAWEI TECHNOLOGIES CO., LTD.
Page 3
Huawei – Explained
HUA 华
Great Chinese Nation
WEI 为
Achievements
HUAWEI TECHNOLOGIES CO., LTD.
Page 4
Shenzhen, China – 30 years ago
HUAWEI TECHNOLOGIES CO., LTD.
Page 5
Shenzhen, China – today
HUAWEI TECHNOLOGIES CO., LTD.
Page 6
Huawei HQ in China
Huawei HQ in Shenzhen, China
Shenzhen R&D Center, China
HUAWEI TECHNOLOGIES CO., LTD.
Dongguan Manufacture Center, China
Page 7
Huawei HQ in China
Huawei Tranning Center in Shenzhen, China
Administration Center in Shenzhen, China
HUAWEI TECHNOLOGIES CO., LTD.
Huawei Domitory and Hotel in Shenzhen, China
Page 8
New Governance Model and Organizational Structure
Shareholder’s meeting
Independent Auditor
Human Resources
Committee
Board of Directors
Finance Committee
Strategy & Development
Committee
Supervisory Board
Audit Committee
CEO/EVPs
Group Functions
Carrier Network Business Group
Enterprise
Business Group
Device
Business Group
Regional Organizations
HUAWEI TECHNOLOGIES CO., LTD.
Page 9
Huawei Sustainable Growth
Sales Revenue (USD in billions)
$ 38.7 B
 Leading global ICT solutions provider,
ranked 351th in the Fortune Global 500 list
for its sales revenue in 2010.
$ 32.4 B
$ 28 B
$ 21.8 B
24%
$18.3 B
$8B
$12.8 B
$ 8.5 B
$1B
2006
2007
2008
Huawei Business

100%
100%
2009
2010
2011
 Serving 1/3 of the world’s population
 Serving 45 of the world's top 50 telecom
operators with ~65% of our sales from these
operators
$4B
$2B
 Huawei's sales revenue for 2011 exceeded
$32 billion USD, a year-on-year increase of
22%. (In enterprise market it is 100%)
2012
 As one of the Main contributor of industry
standards
Enterprise Business
Huawei releases its Annual Report with consolidated financial statements audited by KPMG
HUAWEI TECHNOLOGIES CO., LTD.
Page 10
Four Business Groups of Huawei
Enterprise
Business Group
Carrier Network Business
Group
Governmen
t
IP
Networ
k
DCN
Transmissio Wireless
n Network Network
Corporate
IP
Device
Business Group
Mobile Broadband
Emerging Business Group
Module
Box
No.1
Network
Infrastructure
+
Energy
Home Devices
All-IP
based FMC
Single platform
UC
Mobile
Site or
Central
Office
Fixed
Cloud CC
TP/VC conference IVS
Communication
& Collaboration
+
Smart
Grid
Transportatio
n
No.1
Hardware Platform
Smart Phone /
TouchPad
App
App App
Finance
Top 3
Cooling
System
Smart modularize power
management
Smart fan management
3×3KW
2KW
needed
Software Platform
Cloud-based IT Solutions
HUAWEI TECHNOLOGIES CO., LTD.
Power
System
9K
W
Server
Storage
Security Cloud
Service
One
Cabinet
One Site
Page 11
A Global Company with Centers of Expertise Worldwide
Holland
Germany
Hungary
Romania
Mexico
Bahrain
China
UAE
India
Huawei Headquarters
Accounting share center
Biding center (Planning)
Malaysia
Brazil
Supply center & Hub
R&D center
Mauritius
Training center
Argentina
Technical support center
Enterprise Business
Global Presence

120,000+ employees worldwide

15 regional HQ, 140+ branch offices

20 R&D centers, 36 training centers




HUAWEI TECHNOLOGIES CO., LTD.
12,000+ employees worldwide including 6000+ R&D
15 regional HQ, 4 competence centre in USA, Europe, China
(Beijing, Shanghai)
More than 10 global partners, 10 global Telecom partners
12 authorized Co-op training centers, 1500 instructors
Page 12
World-class Management
Major Projects
Since 1995
Since 2005
Integrated Product Development
Leadership Development
Integrated Supply Chain
Integrated Financial Services
Human Resources
Customer Relation Management
Quality Control
Key Accounts Management
Financial Management
Joint Innovation Management
Since 2009
Compressed Regional Organization
Solution-oriented Organization
E2E LTC Process
Consultancies
consulting
Operational cost reduction, efficiency enhancement and end-to-end quality delivery
HUAWEI TECHNOLOGIES CO., LTD.
Page 13
Global Service Supporting Platform
All Localized and Best-in-Class Delivery...
delivery for value
G reenland
Sweden
Netherlands
Poland
Germany
Portugal
Uk raine
France
Kazakhstan
Romania
Spain
Bulgaria
Italy
Uzbekistan
Turkey
Mo rocco
G reece
Kyrgyzstan
Tunisia
Turkmenistan
UK
Algeria
Russia
Canada
USA
South Ko rea
Pakistan
Egypt
U AE
Nepal
Saudi A rabia
India
Bangladesh
Laos
Myanmar
Thailand
Cambodia
Vietnam
Nigeria
Sri Lanka
Kenya
Japan
HUAWEI TECHNOLOGIES
(Headquarter)
SHENZHEN
Mexico
Philippine
Venezuela
Malaysia
Singapo re
Colombia
Ecuador
Indonesia
Brazil
Zimbabwe
Chile
Aust ralia
Paraguay
South Africa





Country Premise:
Technical Center:
Resource Center:
Logistic Center:
Knowledge Center:
116 Service Branch Offices
2 GTAC + 11 LTAC
4 GSRC + 16 RSRC
A rgentina


Network Operation Center:
Network Analysis Center:
3 GNOC
2 GNAC
2 Global Distribution Centers; 129+ Country Spare Parts Centers; 300+ Field Stock Locations
29 Training Centers + 44 Authorized Partners
HUAWEI TECHNOLOGIES CO., LTD.
Page 14
Huawei Corporate Social Responsibility
Bridging the Digital Divide



Expanding communications
coverage
Elevating local telecommunications
expertise
Narrowing broadband gap
Fair Operation



Environmental Protection



Green Communications
Green Huawei
Green World
Supply Chain
Transparent sales
Transparent procurement
Building a harmonious business
environment


Employee




Dedicated employees as the
foundation
Employee occupational health and
safety
Employee career path and growth
Open communication channels
Improving CSR awareness and
capability of Huawei and its
supply chain
Strengthen supply chain CSR
management
Community Support

Disaster relief efforts

Social welfare contributions

Local community engagement
Focusing on the above areas, we are committed to the sustainable development of the social economy and the environment
HUAWEI TECHNOLOGIES CO., LTD.
Page 15
Page
15
Huawei Europe 10 Years: Local Operation & Development
5,800+ employees, 70% local
3 Technical Assistance Centers with 24x7 service operation
37 subsidiaries for proximity to customers
9 multi-language Training Centers, 2 logistic center ,1 global
assembling center
2.74 billion USD Revenue in Europe (2010)
TEN YEARS OF CONNECTING EUROPE
Huawei France
Huawei Spain
Huawei Italy
2 Regional Spare Parts Centers, 41 country-level Spare Parts Centers
and 90 field service locations
Huawei Portugal
Huawei Germany
Huawei Sweden
Huawei UK
…… others
HUAWEI TECHNOLOGIES CO., LTD.
Page 16
Huawei Storage.…… our history
Huawei Symantec Technologies Co. Ltd. (Huawei Symantec)
Mission statement
A Joint venture created to develop and manufacture industry leading
storage and security products, to deliver an end to end solution and
service for businesses worldwide.
Established as a joint venture in May 2007.
Officially registered in February 2008
Huawei acquires remaining shares March 30 2012
Renaming of the brand May 1 2012
HUAWEI TECHNOLOGIES CO., LTD.
Page 17
EU Customers of Huawei Storage
IT solutions
Customers
…
Carrier
Customers
…
HUAWEI TECHNOLOGIES CO., LTD.
Page 18
Market Awareness – Gartner Magic Quandrant for SAN
HUAWEI TECHNOLOGIES CO., LTD.
Page 19
Market Awareness – Gartner Magic Quandrant for NAS
HUAWEI TECHNOLOGIES CO., LTD.
Page 20
WEU IT Solution Department
Enterprise Business Group
Solution & Marketing Team
WEU IT Solution Department
PSS Team

PSS support for qualified
opportunities

Enable Sales force

Strategy Partnerships

Focused Experts to support
business

Solution Partnerships

Solution Architecture

Seminars and Workshops

Sales/Channel Readiness

n
Deal Desk & SPQ

Product management

Business Review and Status

Technical Sales enablement

Market Trends

POC support

Programs
HUAWEI TECHNOLOGIES CO., LTD.
CTO
PSE
Page 21
Leverage Ecosystem to Reach the Market
Sell Through

Server and storage

Data center solution

Desktop Cloud
Carrier
Partner
Business Oriented
High Touch Sales for
Large Account
SI, VAD
Project Oriented
Volume Sales for Open
Market
Distributor
Volume Oriented
Logistics, Joint Solution, Brand,
Service, Training
HUAWEI TECHNOLOGIES CO., LTD.
Local price, local marketing,
local support
Page 22
Enterprise
End User
Huawei IT Solution Product Portfolio
Cloud
GalaX8800
Cloud Storage
Desktop Cloud (VDI)
Cloud Platform
S2200T/2600T
Storage
N8300
S5500T/S5800T/
S6800T/Dorado
N8500
NAS
Server
RH1285
VTL3500
HVS85T/88T
SAN
RH2285/RH2288
RH2485
VTL6900
VTL
RH5485
Rack server
E6000
X6000/X8000
Blade server
Cloud server
Data
Center
Container Data Center
HUAWEI TECHNOLOGIES CO., LTD.
Modular Data Center
Land-Based Data Center
Page 23
Leading Position in ICT Technology and Standardization

3479 patents filed in IP area.




Member of 15 major standard bodies
Leading Role in IETF: 1 IAB(5), 2 ADs(7), chairs of 10
IETF Working Groups
Published 38 RFCs, now having 85 WG drafts,
Huawei is the 2nd most active router vendor in IETF
3200 patents in transport area.


500+ contributions to main SDOs since 2005
ITU-T Q10/15 Chair, 20+ Rec. Editors; IETF
Routing Area Director, 8 RFCs, 10+ WG drafts
HUAWEI TECHNOLOGIES CO., LTD.

Board Member of DMTF, Chairman of IETE, key
member of IETF & TMF
+600 patents in server area
 658 patents in cloud computing area


Cover technologies of virtualization, storage,
server, security & search

11,000 R&D for IT Solutions
distributed in USA, Canada, Beijing, Shenzhen,
Xi’an, Hangzhou.
Page 24
Full Suite of Storage Product Supports Enterprise Needs



Distributed and scale-out architecture
Erasure Code
Compatibilty : JDBC,ODBC,SQL92
Automatic deployment and upgrade
Application
Storage System
Advanced architecture
Virtualization
Data protection



Disk Storage System
2U
132 Disks
S2600T
SS5000T

Multiple Data Center

Complete multi-tenant and security features

Support S3
Virtual Tape Library


Cluster architecture,
High scalability
2 Controllers 204~ 1440 Disks
HVS 88T
2~16 Controllers
3216Disks
Dorado2100
2 Controllers
200, 000IOPS


PB level massive backup
Support Inline and Postprocess Dedupe
NAS
Full SSD SAN
S6800T
VTL6900
VTL6000
Integrate with NBU and SUSE11
Data protection
Quick OS recovery
SAN
S2200T
Unified Distributed Storage
HDP3500/HDP3500E
VIS6000


UDS
Data Protection
VIS

Distributed architecture Database

Automatic deployment and upgrade


Distributed Storage System
Cloud Storage
Big Data Storage
Distributed DB Hardware
Scale –out NAS
Dorado5100
2Controllers
1, 000, 000IOPS
N8000
2～16 Nodes ~ 15360 Disks
SW
Snapshot, Clone, LUN Copy, Remote Replication/S, Remote Replication/A, Thin Provisioning, SmartCache, ISM device management ,
ISM network management , UltraPath, UltraAPM, UltraVR, Mirror, Dynamic storage Tiering
HUAWEI TECHNOLOGIES CO., LTD.
Page 25
EU Storage Customers of Huawei
IT solutions
Customers
Carrier
Customers
…
HUAWEI TECHNOLOGIES CO., LTD.
Page 26
Contents
Chapter
One
Huawei Introduction.
Chapter
Two
Comparison Information.
Chapter
Three
Warranty and Post Sales Support.
HUAWEI TECHNOLOGIES CO., LTD.
Page 27
Storage Lineup
CDC
New Product Strategy:
Cloud Storage
• Fast connection (8Gb FC, 10GE, 6Gb SAS2.0)
High-End Storage
• SSD, SAS, SATA HDD application
Appliance Storage
CSS&CSE
High Performance
Large Capacity
Unified Storage
Best Cost Effectiveness
Application
SAN Storage
SSD Storage
HVS 85T/88T
VTL
HDP
Dorado 5100
S5600T
S6800T
N8300
S2600T
Dorado S2100
S2200T
N8500
VIS
S5500T
Implementation
HUAWEI TECHNOLOGIES CO., LTD.
Page 28
Huawei Storage Portfolio Matrix
IP/FC SAN
S5500T
High-end NAS
HVS
S5600T/S5800T S6800T
N8000
S2200T/S2600T
VNX 5100
VNX 5300
VNX 5500
VNX 5700
VMAX
Celerra NSX
SSD System
Backup & DR & Virtulization
Dorado 2100/5100
VTL6000
VNX-F
VIS6000
FAS3210
DL 4100
DL3D 1500
AMS2100
DS3000
AMS2300
DS5000
P4000
AMS2500
V7000
EVA6000
P2000 G3
HUAWEI TECHNOLOGIES CO., LTD.
VSP
XIV
EVA8000
NearStore 300
FAS6270
FAS6210
FAS3270
DS8000
P9500
NearStore 1400
ExDS 9100
Recover
Point
V6080
USP VM
H-NAS
N7000
CloudStor
VTL3000
Neo 120
FAS2000
Online Storage
TS 7530
VMA 3200
VLS6000
TS 7700
VLS9000 VLS12000
Page 29
SVC
HP SVSP
Atoms
Market Positioning
High-end platform
Mid-range platform
HVS 85T/88T
Dorado
Entry-level platform
(channel sale)
EMC
Symmetrix
IBM
DS8000
HDS
USP
Price
Price
IBM
DS5000
Dell
MD3000
IBM
DS3000
NetApp
FAS2000
HP
P2000
EMC
AX4/VNXe
HP
EVA/P4000
IBM
V7000
EMC
CX4/VNX
NetApp
FAS32xx/62xx
HDS
AMS2000
N8000
S5600T/S6800T
S5500T
S2600T
Snapshot
Local replication
Remote replication
Snapshot
Local replication
× value-added
software
S2600
Performance
Performance
HUAWEI TECHNOLOGIES CO., LTD.
Page 30
Contents
Chapter
One
Huawei Introduction.
Chapter
Two
Comparison Information.
Chapter
Three
Warranty and Post Sales Support.
HUAWEI TECHNOLOGIES CO., LTD.
Page 32
Warranty / Maintenance Options


Standard warranty

3 years hardware warranty, no SLA

1 year for Dorado product Range, no SLA
SLA available

Silver


Gold


8 x 5, Next business day
24 x 7, 4 hour response
Extendable to 5 years (Dorado 3 Years)
HUAWEI TECHNOLOGIES CO., LTD.
Page 33
Worldwide Service Capabilities
Training
Service & Repair
• User instruction & Orientation On-site
• Workshops (Technology and Product)
• Huawei certified training
• Help-desk service (7*24 or 5*8)
• On-site service (7*24 or 5*8)
• Emergency exchange and replacement
• European Wide
Care Packs
Consulting
• Trouble-shooting of the whole storage
environment
• Pro-active monitoring and reporting
• Allotment of man-days onsite
HUAWEI TECHNOLOGIES CO., LTD.
Installation
Service logistic
Page 34
Global Service Supporting Platform
All Localized and Best-in-Class Delivery...
delivery for value
Greenland
Sweden
Russia
Netherlands
UK
Poland
Germany
Portugal France
Ukraine
Kazakhstan
Romania
Spain Italy
Bulgaria
Uzbekistan
Turkey
Mo rocco
Greece
Tunisia
Turkmenistan Kyrgyzstan
South Korea
Pakistan
Algeria
Egypt
Nepal
SHENZHEN
UAE
Bangladesh
Saudi A rabia
Laos
India Myanmar
Thailand
Cambodia
Philippine
Vietnam
Nigeria
Sri Lanka
Malaysia
Singapo re
Kenya
Indonesia
Canada
USA
Japan
HUAWEI
TECHNOLOGIES
(Headquarter)
Mexico
Venezuela
Colombia
Ecuador
Brazil
Zimbabwe
Chile
Aust ralia
Paraguay
South Africa

Country Premise:
 Technical Center:
 Resource Center:


Logistic Center:
Knowledge Center:
116 Service Branch Offices
 Network Operation Center:
2 GTAC + 11 LTAC
 Network Analysis Center:
4 GSRC + 16 RSRC
Argentina
3 GNOC
2 GNAC
2 Global Distribution Centers; 129+ Country Spare Parts Centers; 300+ Field Stock Locations
29 Training Centers + 44 Authorized Partners
HUAWEI TECHNOLOGIES CO., LTD.
Page 35
Huawei Enterprise A Better Way
Copyright©2012 Huawei Technologies Co., Ltd. All Rights Reserved.
The information contained in this document is for reference purpose only, and is subject to
change or withdrawal according to specific customer requirements and conditions.