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Innovative ICT,
Enabling an Industry
Revolution
Huawei Enterprise Business Group
2
• Steady Growth
• Opportunities and Challenges
• Innovative ICT, Enabling an
Industry Revolution
3
3.14
2.49
1.881.67
2011 2012 2013 2014
Revenue (US$1 billion)
+ 23%
+ 27.3%
4
Transport Oil & gas Electric power
Russian Railway
China Railway
Turkish State Railway
…
Singapore SMRT
operations & communications
• Integrated business operations &
communications, saving construction and
maintenance costs by 40%
• High-capacity urban railway
communications, and single-mode fiber
bandwidth at 40G, supporting speed and
acceleration requirements for the next 15
years
87,000+
km
14
of top 20
Saudi Aramco
Smart energy
• Unified communications for 130,000
employees in 149 branches,
reducing communications and travel
costs by 40%
Petrobras
PEMEX
PetroChina
…
• Reduced annual communications
interruptions from 2,000 minutes to 3
minutes
• Support high bandwidth at 400G and
create a new model for added
value through bandwidth leasing
160+
Brazil Copel
KEPCO
Thailand PEA/MEA
China State Grid
…
5
Bank
6
of top 10
China Merchants Bank
Big Data platform
ICBC
Santander bank
Sberbank of Russia
…
90+
China Alibaba
France Qwant
Netherland Leaseweb
…
Govt./Public
sector
ISP
• Provide leading end-to-end ICT solutions,
including nation-wide networks and DCs,
for 47,000 primary and secondary
schools across Turkey
140+
Turkey
E-education
University of Newcastle
Tsinghua University
Netherlands BovenIJ
Hospital
…
• Shortened the credit investigation time for
credit card holders from 15 days to 10
minutes
• Increased forecasted conversion of
customer attraction to Microcredit by
40-fold
• Acquired 69% of customers through our
Big Data platform
• High density design saves equipment
room space by 50%
• Dynamic power consumption control
reduces energy consumption by 15%
• Strict testing and high reliability design
lower fault rates by 15%
China Tencent
Cloud Platform
6
74%of our revenue comes from our partners
300+Tier 1 partners
6,000+Tier 2 partners
300+Solution partners
1,200+Service partners
110+Education partners
26,000+
9,400+
Trained Partner Engineers
Huawei Certified Engineers&
7
• Big Data analytics platform for Sinopec; data
upload time ↓ 87.5%; data processing speed
improved 4x to 6x
• Widely deployed in manufacturing,
energy, finance, government,
public sector, retail…
"With the SAP HANA solution, we needed a partner that
was ready to support us in every way possible. By helping
us to stay in budget and to adopt a system that could grow
in line with company requirements, Huawei really
delivered."
—Federico Vecchiatti, Head of IT, Unicomm srl
8
• Enterprise ICT cooperation areas:
connectivity, M2M, security, cloud,
and hosting
• Jointly innovated ICT solutions deployed in
UK, Spain, Germany, Kenya, South
Africa, etc.
"In the age of digital transformation, Huawei and VGE will
work together to continuously release industry leading
and innovative enterprise ICT services. Together we can
go further…"
—Jan Geldmacher, CEO, VGE
9
"Accenture is acclaimed for our industry solutions and
delivery excellence, while Huawei has a reputation for its
infrastructure construction and software products. If these
two companies join forces to provide the latest and better
solutions, we can further help our customers reduce costs,
risks, and project lead time, thus enabling them to achieve
their business objectives."
—Marty Cole, CEO of Accenture's IT Service Excellence
"These two companies will jointly develop and market new
technologies to provide optimal end-to-end ICT solutions for
our customers."
—Eric Xu, rotating CEO of Huawei
10
• Steady Growth
• Opportunities and Challenges
• Innovative ICT, Enabling an
Industry Revolution
11
• Industry chain
integration
• High-concurrency/Low-
latency communication
technologies
• Big Data analytics
100B
Industry connections
2025
90%
Number of connections
12
ITsystems
Production support unit
Support unit for
comprehensive research
Production
command
Oil well
diagnosis
Prospecting
optimization
Analysis of
mineral
reserves
Petroleum
Transaction core Second data plane
Capital
business
Online
details
Social
emotions
Financial
pulse
Banking
Real-time operation
Data analytics
platform
Security
monitoring
Emergency
command
Video
forensic
Intelligent
alarm
Safecity
Big Data analytics
platform
Offline
analysis
Decision
-making
support
Real-time process
platform
Online
production
Real-time
coordination
+
13
Technological
innovation capabilities
based on customer
business
E2E "one-stop"
product supply
capabilities
"Focus on main points and coordinate all peripheral
resources based on customers' core requirements and with
continuous innovation." - Hua Min, GM of Process & IT
Dept
"Huawei has the technology, and Sobey has rich industry
experience. Together, we can carry out joint innovation
projects to create an optimal application— a media cloud
computing architecture." - Yu Jun, Sobey CTO
"There is an increasing demand for IT hardware providers
on the shortlist to supply a full range of products, such as
servers, switches, and transmission products." - Wu
Qinnan, Tencent's Purchasing Director
14
Ecosystem reshuffleTraditional channel
partners
Sales of simple box-shaped products
and equipment to meet office system
requirements
Value-added channel
partners
Have integration, operation & maintenance,
and service capabilities, and provide
solutions covering customers' production
systems.
15
• Steady Growth
• Opportunities and Challenges
• Innovative ICT, Enabling an
Industry Revolution
16
Innovative ICT enables an industry revolution
3 billion 10 billion+
Innovation One-stop
ICT infrastructure
provider
17
HuaweiCustomers Partners
Cloud Storage
PLM
ERP
MES
…
eSDK
Network Wireless
BDII (Business-driven ICT Infrastructure)
Smart Grid
4K Omnimedia
Smart city…
18
Sobey
Omnimedia
…
Huawei
Inside eSDK
ICT
infrastructure
Open labs
Website
Joint innovation
Open & collaborativeHuawei Inside
19
Smart Gateway
Service-driven –DC2
MES PLMERP
SDN5G
IaaS/
SaaS
Cloud:
Smart IoT gateway
LTE-M
DC2 + Big Data
Software-defined, hardware reconfiguration,
business-driven, and data innovation
Pipe:
Low-latency, high-concurrency, and
agile networks
5G and agile network
Device:
20
Product
innovation
ICT convergence capabilities
Cloud
computing
Big Data
Mobility Internet
of Things
Social
networking
Cyber-
Physical
system
Enterprise
wireless
UC
Storage
Network
Cloud OS
Business Apps
Enables
Drives
Enables
Drives
Enables
GPs, ISVs, and
SIs
Drives
Customers Huawei
21
1
2
3
4
5
6
Customer
requirements
Technology
development
Global
talent
Global Innovation
culture
Engineering
capability
Open
collaboration
R&D
Investment
Chip
Innovation
Hardware
Innovation
Software
Innovation
22

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Huawei Enterprise Business Group Growth, presented by David He, President Marketing & Solution Sales Dept, Huawei EBG

  • 1. Innovative ICT, Enabling an Industry Revolution Huawei Enterprise Business Group
  • 2. 2 • Steady Growth • Opportunities and Challenges • Innovative ICT, Enabling an Industry Revolution
  • 3. 3 3.14 2.49 1.881.67 2011 2012 2013 2014 Revenue (US$1 billion) + 23% + 27.3%
  • 4. 4 Transport Oil & gas Electric power Russian Railway China Railway Turkish State Railway … Singapore SMRT operations & communications • Integrated business operations & communications, saving construction and maintenance costs by 40% • High-capacity urban railway communications, and single-mode fiber bandwidth at 40G, supporting speed and acceleration requirements for the next 15 years 87,000+ km 14 of top 20 Saudi Aramco Smart energy • Unified communications for 130,000 employees in 149 branches, reducing communications and travel costs by 40% Petrobras PEMEX PetroChina … • Reduced annual communications interruptions from 2,000 minutes to 3 minutes • Support high bandwidth at 400G and create a new model for added value through bandwidth leasing 160+ Brazil Copel KEPCO Thailand PEA/MEA China State Grid …
  • 5. 5 Bank 6 of top 10 China Merchants Bank Big Data platform ICBC Santander bank Sberbank of Russia … 90+ China Alibaba France Qwant Netherland Leaseweb … Govt./Public sector ISP • Provide leading end-to-end ICT solutions, including nation-wide networks and DCs, for 47,000 primary and secondary schools across Turkey 140+ Turkey E-education University of Newcastle Tsinghua University Netherlands BovenIJ Hospital … • Shortened the credit investigation time for credit card holders from 15 days to 10 minutes • Increased forecasted conversion of customer attraction to Microcredit by 40-fold • Acquired 69% of customers through our Big Data platform • High density design saves equipment room space by 50% • Dynamic power consumption control reduces energy consumption by 15% • Strict testing and high reliability design lower fault rates by 15% China Tencent Cloud Platform
  • 6. 6 74%of our revenue comes from our partners 300+Tier 1 partners 6,000+Tier 2 partners 300+Solution partners 1,200+Service partners 110+Education partners 26,000+ 9,400+ Trained Partner Engineers Huawei Certified Engineers&
  • 7. 7 • Big Data analytics platform for Sinopec; data upload time ↓ 87.5%; data processing speed improved 4x to 6x • Widely deployed in manufacturing, energy, finance, government, public sector, retail… "With the SAP HANA solution, we needed a partner that was ready to support us in every way possible. By helping us to stay in budget and to adopt a system that could grow in line with company requirements, Huawei really delivered." —Federico Vecchiatti, Head of IT, Unicomm srl
  • 8. 8 • Enterprise ICT cooperation areas: connectivity, M2M, security, cloud, and hosting • Jointly innovated ICT solutions deployed in UK, Spain, Germany, Kenya, South Africa, etc. "In the age of digital transformation, Huawei and VGE will work together to continuously release industry leading and innovative enterprise ICT services. Together we can go further…" —Jan Geldmacher, CEO, VGE
  • 9. 9 "Accenture is acclaimed for our industry solutions and delivery excellence, while Huawei has a reputation for its infrastructure construction and software products. If these two companies join forces to provide the latest and better solutions, we can further help our customers reduce costs, risks, and project lead time, thus enabling them to achieve their business objectives." —Marty Cole, CEO of Accenture's IT Service Excellence "These two companies will jointly develop and market new technologies to provide optimal end-to-end ICT solutions for our customers." —Eric Xu, rotating CEO of Huawei
  • 10. 10 • Steady Growth • Opportunities and Challenges • Innovative ICT, Enabling an Industry Revolution
  • 11. 11 • Industry chain integration • High-concurrency/Low- latency communication technologies • Big Data analytics 100B Industry connections 2025 90% Number of connections
  • 12. 12 ITsystems Production support unit Support unit for comprehensive research Production command Oil well diagnosis Prospecting optimization Analysis of mineral reserves Petroleum Transaction core Second data plane Capital business Online details Social emotions Financial pulse Banking Real-time operation Data analytics platform Security monitoring Emergency command Video forensic Intelligent alarm Safecity Big Data analytics platform Offline analysis Decision -making support Real-time process platform Online production Real-time coordination +
  • 13. 13 Technological innovation capabilities based on customer business E2E "one-stop" product supply capabilities "Focus on main points and coordinate all peripheral resources based on customers' core requirements and with continuous innovation." - Hua Min, GM of Process & IT Dept "Huawei has the technology, and Sobey has rich industry experience. Together, we can carry out joint innovation projects to create an optimal application— a media cloud computing architecture." - Yu Jun, Sobey CTO "There is an increasing demand for IT hardware providers on the shortlist to supply a full range of products, such as servers, switches, and transmission products." - Wu Qinnan, Tencent's Purchasing Director
  • 14. 14 Ecosystem reshuffleTraditional channel partners Sales of simple box-shaped products and equipment to meet office system requirements Value-added channel partners Have integration, operation & maintenance, and service capabilities, and provide solutions covering customers' production systems.
  • 15. 15 • Steady Growth • Opportunities and Challenges • Innovative ICT, Enabling an Industry Revolution
  • 16. 16 Innovative ICT enables an industry revolution 3 billion 10 billion+ Innovation One-stop ICT infrastructure provider
  • 17. 17 HuaweiCustomers Partners Cloud Storage PLM ERP MES … eSDK Network Wireless BDII (Business-driven ICT Infrastructure) Smart Grid 4K Omnimedia Smart city…
  • 19. 19 Smart Gateway Service-driven –DC2 MES PLMERP SDN5G IaaS/ SaaS Cloud: Smart IoT gateway LTE-M DC2 + Big Data Software-defined, hardware reconfiguration, business-driven, and data innovation Pipe: Low-latency, high-concurrency, and agile networks 5G and agile network Device:
  • 20. 20 Product innovation ICT convergence capabilities Cloud computing Big Data Mobility Internet of Things Social networking Cyber- Physical system Enterprise wireless UC Storage Network Cloud OS Business Apps Enables Drives Enables Drives Enables GPs, ISVs, and SIs Drives Customers Huawei
  • 22. 22

Editor's Notes

  1. 回望2014年,ICT行业迎来蓬勃发展:云计算、大数据、物联网等技术创新加速,华为抓住机遇,坚持战略聚焦、简化管理、有效增长。2014年,华为企业业务公司销售收入达到31.4美金,实现超过26%的增长。
  2. 在智慧城市领域,华为携手合作伙伴,采用新一代eLTE移动宽带集群系统和可视化指挥平台,构建平安城市解决方案,目前已被广泛应用于全球100多个城市。政务云方案帮助中国成都市政府创新服务模式,为企业提供云灾备、云管理和云安全服务。 ■ 在交通领域,华为数字铁路解决方案服务里程累计达87,000公里,可绕地球两圈。华为携手阿尔斯通完成LTE承载CBTC信号控制系统动态测试;联合庞巴迪在赞比亚部署非洲首条ERTMS Regional线路;助力朔黄铁路开行2.5万吨重载列车,引领重载铁路发展。 ■ 在能源领域,华为已服务于全球20大能源公司中的14家,覆盖超过100,000个变电站、38,000公里油气管道。华为全联接电网解决方案助力泰国PEA建设高速安全生产网络,为全面实现电力智能化保驾护航。华为数据中心网络解决方案助力中国石油建设亚太地区最大的企业云数据中心,满足其集团层面“两地三中心”数据灾备需求。 ■ 在金融领域,全渠道银行解决方案在全球300多家金融机构商用,包括渣打银行、香港恒生银行、俄罗斯最大商业银行Sberbank等;企业网络、服务器、存储等产品在中国工商银行、农业银行、中国银行、建设银行规模部署;大数据解决方案在招商银行和中国工商银行获得规模应用,帮助客户在互联网时代拓展精准营销业务。 ■ 在互联网领域,华为为法国第一搜索引擎Qwant构建高效安全的云平台,为荷兰LeaseWeb打造高性价比的托管平台。华为产品和解决方案被90多家互联网以及数据中心云服务商采用。   在教育领域,华为弹性教育云解决方案应用于20多个国家和地区;智慧校园解决方案协助清华大学等50多所大学提高学校教学科研信息化水平;敏捷教育广域网解决方案助力中国教育科研网全面提速。 ■ 在媒资领域,华为全媒体解决方案广泛应用于中国、法国、意大利等15个国家的近200家影视传媒机构。其中,业界首个由业务定义的全媒体云方案,携手索贝公司率先服务于深圳广电融合新闻中心,助力其实现全媒体战略转型;基于大数据存储、敏捷网络构建的高清制作方案在中国中央电视台、凤凰卫视、香港无线电视台、湖南广播电视台等众多知名传媒集团规模商用。 ■ 华为还与沃达丰全球企业部、德国电信、英国电信全球业务部等20多家全球领先运营商合作,共同向企业客户提供ICT服务。
  3. 在智慧城市领域,华为携手合作伙伴,采用新一代eLTE移动宽带集群系统和可视化指挥平台,构建平安城市解决方案,目前已被广泛应用于全球100多个城市。政务云方案帮助中国成都市政府创新服务模式,为企业提供云灾备、云管理和云安全服务。 ■ 在交通领域,华为数字铁路解决方案服务里程累计达87,000公里,可绕地球两圈。华为携手阿尔斯通完成LTE承载CBTC信号控制系统动态测试;联合庞巴迪在赞比亚部署非洲首条ERTMS Regional线路;助力朔黄铁路开行2.5万吨重载列车,引领重载铁路发展。 ■ 在能源领域,华为已服务于全球20大能源公司中的14家,覆盖超过100,000个变电站、38,000公里油气管道。华为全联接电网解决方案助力泰国PEA建设高速安全生产网络,为全面实现电力智能化保驾护航。华为数据中心网络解决方案助力中国石油建设亚太地区最大的企业云数据中心,满足其集团层面“两地三中心”数据灾备需求。 ■ 在金融领域,全渠道银行解决方案在全球300多家金融机构商用,包括渣打银行、香港恒生银行、俄罗斯最大商业银行Sberbank等;企业网络、服务器、存储等产品在中国工商银行、农业银行、中国银行、建设银行规模部署;大数据解决方案在招商银行和中国工商银行获得规模应用,帮助客户在互联网时代拓展精准营销业务。 ■ 在互联网领域,华为为法国第一搜索引擎Qwant构建高效安全的云平台,为荷兰LeaseWeb打造高性价比的托管平台。华为产品和解决方案被90多家互联网以及数据中心云服务商采用。   在教育领域,华为弹性教育云解决方案应用于20多个国家和地区;智慧校园解决方案协助清华大学等50多所大学提高学校教学科研信息化水平;敏捷教育广域网解决方案助力中国教育科研网全面提速。 ■ 在媒资领域,华为全媒体解决方案广泛应用于中国、法国、意大利等15个国家的近200家影视传媒机构。其中,业界首个由业务定义的全媒体云方案,携手索贝公司率先服务于深圳广电融合新闻中心,助力其实现全媒体战略转型;基于大数据存储、敏捷网络构建的高清制作方案在中国中央电视台、凤凰卫视、香港无线电视台、湖南广播电视台等众多知名传媒集团规模商用。 ■ 华为还与沃达丰全球企业部、德国电信、英国电信全球业务部等20多家全球领先运营商合作,共同向企业客户提供ICT服务。
  4. 在智慧城市领域,华为携手合作伙伴,采用新一代eLTE移动宽带集群系统和可视化指挥平台,构建平安城市解决方案,目前已被广泛应用于全球100多个城市。政务云方案帮助中国成都市政府创新服务模式,为企业提供云灾备、云管理和云安全服务。 ■ 在交通领域,华为数字铁路解决方案服务里程累计达87,000公里,可绕地球两圈。华为携手阿尔斯通完成LTE承载CBTC信号控制系统动态测试;联合庞巴迪在赞比亚部署非洲首条ERTMS Regional线路;助力朔黄铁路开行2.5万吨重载列车,引领重载铁路发展。 ■ 在能源领域,华为已服务于全球20大能源公司中的14家,覆盖超过100,000个变电站、38,000公里油气管道。华为全联接电网解决方案助力泰国PEA建设高速安全生产网络,为全面实现电力智能化保驾护航。华为数据中心网络解决方案助力中国石油建设亚太地区最大的企业云数据中心,满足其集团层面“两地三中心”数据灾备需求。 ■ 在金融领域,全渠道银行解决方案在全球300多家金融机构商用,包括渣打银行、香港恒生银行、俄罗斯最大商业银行Sberbank等;企业网络、服务器、存储等产品在中国工商银行、农业银行、中国银行、建设银行规模部署;大数据解决方案在招商银行和中国工商银行获得规模应用,帮助客户在互联网时代拓展精准营销业务。 ■ 在互联网领域,华为为法国第一搜索引擎Qwant构建高效安全的云平台,为荷兰LeaseWeb打造高性价比的托管平台。华为产品和解决方案被90多家互联网以及数据中心云服务商采用。   在教育领域,华为弹性教育云解决方案应用于20多个国家和地区;智慧校园解决方案协助清华大学等50多所大学提高学校教学科研信息化水平;敏捷教育广域网解决方案助力中国教育科研网全面提速。 ■ 在媒资领域,华为全媒体解决方案广泛应用于中国、法国、意大利等15个国家的近200家影视传媒机构。其中,业界首个由业务定义的全媒体云方案,携手索贝公司率先服务于深圳广电融合新闻中心,助力其实现全媒体战略转型;基于大数据存储、敏捷网络构建的高清制作方案在中国中央电视台、凤凰卫视、香港无线电视台、湖南广播电视台等众多知名传媒集团规模商用。 ■ 华为还与沃达丰全球企业部、德国电信、英国电信全球业务部等20多家全球领先运营商合作,共同向企业客户提供ICT服务。
  5. 在企业业务领域,我们坚持“被集成”,坚持开放合作,与SAP、埃森哲等战略合作伙伴联手,在云计算、大数据等领域开拓创新。华为在全球已为客户建设了480多个数据中心,包括160多个云数据中心。我们的敏捷网络及敏捷交换机S12700自发布以来,在数百家高端行业客户中得到广泛应用。
  6. CAGR: 37% 问题:2015年目标是多少? 渠道收入比例降低到了68%。-目前的数据由欧阳菊花提供,需要再次确认。 2015年CAGR:33%,而2014年之前是40%。影响变量的主要原因是2015年的目标数据和2014年的实际数据。 2014 review: Revenue + Partner No. + MKT investment MDF 可以放在这一页,投入与产出
  7. 中国区,更加重视渠道质量:系统中的,海外二代2125家(标准发生变化)+中国区二代1257家===3382家 中国区一代 (48) +海外一代(232) 需要注意保持口径一致,胶片中的数据与2014年年报口径一致: 解决方案合作伙伴的数量待确认(HCC大会上,口径是 1000家解决,服务1000家?)
  8. 引言 后期修改注意:图片,需要与阎总的发言胶片保持一致
  9. 华为业绩发展---------partner业绩发展; 华为解决方案能力----partner解决方案能力发展; 华为服务能力---------partner服务能力提升; 华为品牌--------------partner品牌能力提升
  10. 以客户业 Customer service driven, with partners, based on the ICT infrastructure innovation 务为驱动,联手伙伴,立足ICT基础架构创新