Huawei IP Network Products Sales Specialist Training(HCSA) - revised.pptx

Huawei IP Network Products Sales
Training

1
Contents
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1 IP Products Sales Strategy Overview
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2 Switching: S series & Datacenter Switches
Click to add Title
3 Edge Routing: AR G3 Products
Click to add Title
4 Unified Campus WLAN Products
5 Security Products

2
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

3
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

4
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
19+ 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

5
Ranked No.2 worldwide
Ranked No.2 worldwide Ranked No.2 worldwide
No.2
No.2 No.2
No.3
Routers
Ethernet Switches WLAN
Firewalls/UTM
Data Center Switches
Industry-Leading Enterprise Network & Security Products
No.3
Ranked No.1 worldwide Ranked No.1 worldwide
No.1
No.1
xPON Optical
Source: IDC 2106 Q4

6
Recognized by Mainstream Third-Party Organizations
▲ Forrester Wave™: Hardware Platform for SDN, Q1 2018
Huawei CloudEngine Positioned as a Leader Huawei Data Center Networking & Enterprise Firewall
Positioned as a Challenger
▲ 2017 Gartner ENFW MQ
▲ 2017 Gartner Data Center Networking MQ
Huawei SD-WAN solution
get consideration as
World's most popular

7
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

8
eSight/Agile
Controller
E2E IP Products and Solutions
Ethernet
Switches
Terabit
core switch
Intelligent
routing switch
GE switch
S9700 S5700 S3700 S2700
S7700 S6700
S1700
Data center switch L3 100M switch SMB switch
Agile switch
S12700
L2 100M switch
10GE aggregation
switch
Access
Routers +
Core
Routers +
Wi-Fi
Security
NIP6000
SVN 6000
USG9500 AntiDDoS1000/8000 AnyOffice/iSOC/UMA
/CIS/Agile Controller
USG6300/6600
E2E Network Products and Solutions
NE20E-X6
Core router
NE40E-
X3/X8/X16
NE5000E NE08E-S6
Data center
security gateway
NGFW
Security
access gateway
Intrusion
detection
Anti-DDoS
Terminal security/
management
CloudEngine
12800/12800S
CloudEngine
5800/6800/7800/8800
Sandbox
FireHunter 6000 USG6000V
Virtual security
NE05E
AR1200
AR100/AR160
AR2200 AR3200
Access router IoT gateway
AR530
AR500
AR550
Wi-Fi AP Wi-Fi AC
AC6605
AC6005
SPU 2.0/
X1E/X2E
AP8050TN-HD
AP4051TN
AP4050DN-HD
AP4050DN-E
AP8050DN
AP8082DN
AP8182DN
AP6050DN
AP6150DN
AP7050DE
AP7050DN-E
AD9430DN-24 AD9430DN-12
R450D R250D

9
Contents
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Click to add Title
2 Switching: Campus & Date Center Switches
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4 Core Routing: NE Products
Click to add Title
6 Security Products

10
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
Large
Enterprise :
Enterprise Office
Network :BYOD,
mobile office,
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
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)

11
S Series Switches Key Selling Points
SDN Architecture, Ability to support new businesses
• Forwarding Interoperability： S Switch are developed in compliance with international
standard protocols . Miercom and Tolly, prove outstanding interoperability capabilities.
• Authentication Interoperability：Except the private property, Huawei and Cisco Have
interoperability, HUAWEI interoperability capabilities equivalent to HP/Aruba
• Terminal Interoperability: Using HUAWEI recommended terminal discovery protocol,
Cisco and Avaya phone industry are interoperable
• Template-based network design and automatic service deployment, reducing the
OPEX
• Big Data based visualized, and intelligent O&M, providing quantitative data for decision
making
• Free mobility and on-demand resource migration, ensuring consistent user experience
Standard Compliance, Interoperability with other vendors
Rich Agile Function, Improve experience, Simplify O&M
 BYOD  SDN
 Cloud Application
Convergent network Real-time and safety programmable
Function Sub-Function Interconnect Cisco Replace Cisco
Authenticati
on
PAP/CHAP Y Y
EAP-MD5 Y Y
EAP-TLS Y Y
Authorizati
on – Access
Wired MAC authentication Y Y
Wired DOT1X authentication Y Y
Wireless MAC authentication Y Y
RADIUS RADIUS attributes Y Y
BYOD Bring Your Own Device N Y
• Free Mobility: Service policy based on natural languages, Policy management based on
application awareness
• Wired and Wireless Convergence: Management integration (SVF),Campus
virtualized into one switch, Forwarding integration Industry-leading 4 Tbit/s native AC,
• Quality Awareness: Industry's first visual IP network quality, First self-healing campus
network
•All layer openness： Openness at all layers, supporting self-defined flow forwarding，
Full series of switches passing OpenFlow 1.3 certification

12
• 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
• Application-Centric
Automated Deployment : service
innovation supported by programmability
feature. Automatic configuration through
the Agile controller
• Simple O&M: SVF, wired and
wireless uniform deployment
• Big Data-Based Visible Network :
iPCA, in-line monitoring with zero error
• Cloud management device:
Support the evolution to cloud
management
…
Agile Switch Enables Networks to Be More Agile for Services
S12700
S5730HI
S7700 S6720HI

13
Agile Switch Portfolio
Chassis Switch
S12700Series Agile Switch
S9700Series Terabit Core Routing Switch
S7700Series Intelligent Routing Switch
S7712 S7706 S7703
S9712 S9706 S9703
S12712 S12710 S12708 S12704
10GE Box GE Box
S5720-SI/S5720I-
SISeries
Next-Generation
Standard GE Switch
S5720-LI Series
Next-Generation GE
Access Switches
S3700SI Series Standard
100M L3 Switches
S3700EI Series Enhanced
100M L3 Switches
S2720EI Series Enhanced
100M L2 Switches
S2700EI Series
Enhanced 100M L2
Switches
S2700SI Series
Standard 100M L2
Switches
FE Box SMB
S5730-SI Series
Next-Generation
Standard GE Switches
S5730/20-HI Series
Agile Switches
S5720-EI Series
Next-Generation
Enhanced GE Switch
• All GE
• FE Downlink, GE Uplink
• GE Downlink , 10GE Uplink
• All 10GE
S5720S-LI Series
Next-Generation GE
Access Switches
S1720 Series SMB Web/
SNMP-managed Switches
S1720 Series
Web-managed SMB Switches
S1700 Series SMB Web/
SNMP-managed Switches
• All GE
• GE Downlink , 10GE Uplink
• All 10GE
• All GE
• FE Downlink, GE Uplink
S6720-HI Series
10GE Agile Switches
S6720-EI Series
Next-Generation 10GE Switch
S6720-SISeries
Multi-gigabit 10GE Switch
S6720-LISeries
Next-generation 10GE Switch

14
Huawei Campus Switches, Ideal for Your Digital-Ready Campus and Branch Networking
S5720-LI Series
GE Access Switches
• Layer 2 switches in 8/24/48 port configurations, PoE
available on all ports
• Green design, saving 258 Kw-h/year, 63% more
energy-efficient than the industry
S6720-SI Series
10GE Aggregation Switches
• 1G/2.5G/5G/10G multispeed switches in 16/24/48 port
configurations
• 200-meter PoE++ (60w) power supply, best fit for IoT & AP
scenarios
Best-Selling Trendsetting
S5730-HI Series
GE Access/Aggregation Switches
Cost-effective
• Layer 3 switches in 8/24/48 port configurations, PoE+
available on all ports
• Rich routing and security functions. suit for access,
aggregation various scenarios by 45% price off
• Agile Switch, wireless & wired integrate

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
• Lack of R&D investment has hurt product performance and
competitiveness, many products still based on H3C architecture
• Using general commercial chips, unable to provide differentiated
solutions to meet customer needs
• E2E Campus network is built on a unified product family, Cisco
ecosystem is fracturing (IOS / IOS-XR / IOS-XE / NX-OS / WLAN ）
• Focus on open standard protocols while Cisco promotes
proprietary protocols and vendor lock-in
• Lower energy consumption & higher line-rate performance
• The rich and flexible port density models
GE
box
switch
FE box
switch
S2700SI
S2700EI
S3700EI
S5720EI/HI
S5720LI
S3700SI
C3750/C3560
C2960 LAN LITE
C2960 LAN BASE
C3650
C2960X
C3850
C2960S
C6500E
C4500E
Chassis
switch
A3600-EI
A3600-SI
A3100TP-EI
A3610
A3100TP-SI
A5120EI/SI
A9500
A10500
A5560EI
A5560SI
S7700
A7500
S5720SI
E4500/E3500
E3500
E4210
E5500
E2600/E2500
E4200G/E2500G
E5500G/E4800G
E4510G/E4500G
E8200zl/E5400zl
S1700 V1900/V1400
SMB Cisco 100/200/300
C4500X
S6720 A5820X
10GE
box
switch
S12700 C9500/C6800
A5560HI

16
Data Center Switches Sales Opportunity & Strategy
Carrier:
 Rack hosting,
carrier EDC,
telecom cloud
Finance:
 Two three financial
centers : financial
data center
ISP:
 ISP/OTT: Internet Company
opportunity
 CoLo DC: Colocation Data
Center, Physical server
,VM/VPC leasing
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,
DC cloudification;
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: CSS (Cluster Switch System),
3.2T Cluster bandwidth
• M-LAG: Dual Management and
Control Planes，Support 4-to-1
• 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 Capacity: 16 Slots，178T Switching Capacity， 11T per slot
• High-density wire-speed line card: 48*10GE, 24/36*40GE,
12/36/72*100GE
• Low Latency: Average 2 us latency
• Large buffer: buffer of 100 ms per port（10GE/40GE/100GE）
• TOR Switches: provides a complete TOR groups, from GE to 100GE
Virtualization
Green
40G uplink GE ToR
CE5855EI
Low price10G ToR
CE6810
4G buffer 10G ToR
CE6870
9M bufferGE ToR
CE 5850HI
Front and rear design
Campus
Office
Product
DMZ
VS (Virtual System) CSS (Cluster Switch System)
BGP-
EVPN
DC1 DC2
DC3
System-level Fabric DCI-level Fabric
• Fabric of DCN: DCN internal Fabric by the current CSS, SVF, M-AG,
together with the current Trill or Vxlan to form the complete DC network.
• Fabric of DCI: DCI by three traditional L3VPN, and can provide Layer 2
network connectivity between data centers via BGP-EVPN, implemented in
MAC over IP
Complete Fabric
10/25/40/100G ToR
CE8860
SVF+CSS,M-LAG
TRILL, VXLAN
vFabric

18
Data Center Switches CloudEngine (CE) Series Portfolio
CE6870-24S6CQ-EI
Core switches ToR switches
10GE ToR switch
CE6851-48S6Q-HI
CE6850-48T6Q-HI
CE6810-48S4Q-LI
CE6810-32T16S4Q-LI
CE6810-48S-LI
CE6810-24S2Q-LI
GE ToR switch
CE5850-48T4S2Q-HI
CE5855-48T4S2Q-EI
CE5855-24T4S2Q-EI
CE1800V
CE6855/CE6856-48S6Q-HI
CE6855-48T6Q-HI
10GE large-buffer ToR
switch
CE6870-48S6CQ-EI
CE6870-24S6CQ-EI
ToR switch with line card slots
CE8860-4C-EI
40GE switch
CE7855-32Q-EI
CE6850U-24S2Q-HI
CE6850U-48S6Q-HI
FC/FCoE switch
CE12816 CE12812 CE12808
CE12808S CE12804S
CE12804
CE12800
CE12800S CE6870-48T6CQ-EI
CE6875-48S4CQ-EI
CE6860-48S8CQ-EI
25GE ToR switch
CE6865-48S8CQ-EI（new）
Virtual switch
100GE switch
CE8850-32CQ-EI
CE8850-64CQ-EI（new）

19
CE12800S
Core /Aggregation
Switch
10GE TOR
GE TOR
N7000
N6004
N6001
N3000
N3048
N7700
N9500
N9300
40GE Switch
100GE Switch
N9364C
CE8860-EI
N9300
N3232C
N5600
25GE TOR N9300 N9200
N2200
N2200 N2300
N5600
N5500
N3100 N3500
CE6860-EI CE8860-EI
CE7855-EI
CE8860
CE12800
HP 5900/5120
HP 5500
HP 5700
HP 5900/5920
HP 7900
HP12900
HP 5930
HP 7900
CloudEngine (CE) Series Switches Mapping Table
N9236C
CE8850-EI
N3100
N3100-V
N3200
N36180YC
CE6850-EI
CE6851-HI
CE6850U-HI
CE6855-HI
CE6875-EI CE6870-EI
CE5855-EI
CE5850-HI N9348G

20
 Beat N7K + N5K + N2K
 N7K + N5K + N2K not support ACI solution.
 N77 not support high-density 40GE/100GE line card; without large buffer.
 N2K can not forward any data by itself.
 Beat N95 + N93 + N2K
 N95/N93 is based XGS chipset & self-researched chipsets, not support non-blocking switching (not support
cell switching, voq), it has lowest cost.
 the line card of N95 without large buffer.
 N95 not support fabric module redundancy.
 N95 not support VDC or Netflow or Fabric Path or OTV.
 N95 not provide better support for VXLAN, FCoE, and MPLS.
 Although there are many types of line cards, but the line cards are not interchangeable.
 Smooth upgrade from Serdes 10G to 25G is not supported
 N2K can not forward any data by itself.
CE Switch How to beat Cisco

21
CE Switch How to beat HP
 Recommend cell switching, voq non-blocking features, so we can use CE12800S to compete with
HP's S12900.
 S12900-E cascade airflow leads to bad heat dissipating of fabric units.
 Huawei's unique features below:
 CSS: This CSS feature separates the control plane from the forwarding plane. Main Processing Units (MPUs) of
CE12800 switches provide independent GE ports to set up CSS control channels, and line cards provide
10GE/40GE/100GE ports to set up data channels. Separation of the control and forwarding planes further enhances
reliability of a cluster system.
 M-LAG: M-LAG feature virtualizes two switches into one logical device with double active control planes.
Compared with virtualized systems with a single control plane, M-LAG provides higher reliability and prevents
service interruption during system upgrades.
 SVF : F series line cards of S12900/-E will be the main line cards sold to the market, but they do not support IRF3
feature.

22
Contents
Click to add Title
Click to add Title
Click to add Title
Click to add Title
Click to add Title
6 Security Products

23
AR Series Application Scenario
Branch Interconnection Scenario
Typical Markets:
Government Retailing
Enterprise Branch
Finance
WAN
PSTN
Small-scale Branch (30~50 users)
WIFI
FXS
GE
SOHO&SMB Branch(<30 Users)
Headquarters/Large-scale
Branch(>350 users)
Medium-scale Branch(50~350 users)
AR2200
AR3200
AR100&AR160
AR1200

24
Wireless
VPN
Security
Voice
Switching
AR
Routing
Integrated 6 key techniques
AR Routers Key Selling Points
W
A
N
VoIP
Video
Mail
Industry Data
OA
Guest
Hardware QoS
Hot
swapping of
full series of
cards
Dual SRUs
Nonstop forwarding
Redundancy
design of key
components
Application
Inspection
eSight
Device-level Reliability Network-level Reliability Service-level Reliability
Zero Touch
Configuration
USB Flash Drive Web-based NMS
Most Comprehensive Service Functions
• Routing Switching: Abundant access and uplink interfaces
(eth/SA/E1/FXS/pon/LTE etc.), high-density switching access(24GE/51GE)
• VPN: IPsec VPN/DSVPN/Any to Any VPN/MPLS VPN/L2TPv3
• Security: IPS/Firewall/URL Filtering
• Wireless: Wireless 3G/4G Uplink, Fat and Fit Aps, built-in AC
• Voice: Voice Gateway, enrich Enterprise PBX Voice Services
Most Reliable Router
• Device-level Reliability: Dual SRUs, Hot swapping, NSF/GR, redundancy
of fan and power modules
• Network-level Reliability: Link backup and load balancing, Smart Policy
Routing , association between BFD and NQA
• Service-level Reliability: Security defense, application visibility and control
Most Convenient Management
• Zero Touch Configuration: Supports TR069 and works with ACS and
NMS, making network operation and maintenance simpler.
• Batch Deployment Using USB Flash Drive：Requires no specialized
training.
• Web-based NMS, GUI-based O&M：Better user experience with GUI-
based operation and maintenance
Easier Operation and Maintenance

25
AR Routers Portfolio
Small-scale branch
(<50 users)
AR3260
Medium-scale branch
(50-350 users)
AR3200
series
Headquarters/Large-
scale branch (>350 users)
AR2200
series
AR1200
series
AR100&160
series
SOHO&SMB
(<30 users)
AR1220E
AR161FG-L/
AR161FGW-L/
AR161G-L
AR161/AR161F/AR161F-DGP
AR161FW/AR161W/
AR161EW
AR168F
AR169/AR169F/AR169W
AR169FGW-L/
AR169FVW/
AR169G-L/
AR169EW/
AR169EGW-L
AR2240//AR2240C
AR2204E
AR2204-27GE/
AR2204-27GE-P
AR1220C
AR2204XE
AR168F-4P
AR2204-51GE-P
AR109/AR109W/
AR109GW-L
AR2220E

26
AR Competitive Strategy
How to Beat HP
How to Beat Cisco
Lack of Multiple Service Capability: MSR G2 don’t support following
features which have been widely used on multiple service CPE
• Security: IPS/URL Filtering
• Voice: H.323/Voice mail/High density FXS card(32FXS)
• VPN: EVPN, DSVPN
Lack of WAN Access Capability: MSR G2 don’t support xPON
which is the most common access type for CPE
Box router models: AR series have a wealth of models and support
voice
Reliability: Cisco don’t support dual main control board
Excellent performance: WAN forwarding performance is 2 times
advance to Cisco, encrypting/decrypting needs for addition card.
Integration and openness: Cisco has much more private protocols
Number of slots: AR series have more slots and good scalability.
AR1220C
AR2204-27GE,
AR2204-27GE-P,
AR2204-51GE-P
AR2240C
AR1220E ISR4321
ISR4351
ISR4431
ISR4451-X
Headquarters
/Large-scale
branch
MSR2004-24/
MSR2004-48
MSR1003-8/
MSR1002-4
MSR4060
MSR4080
MSR3064
AR2240
AR2204XE
Small-
scale
branch
Medium-
scale
branch
AR3260
AR2220E
AR160F/AR160E
Series
C890/ISR1100
AR160 Series C880
ISR4221
AR500 Series C819
MSR3044
SOHO
&SMB
ISR4331 MSR3012
MSR3024
MSR2003
MSR958
MSR954

27
Contents
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Click to add Title
Click to add Title
Click to add Title
6 Security Products

28
WLAN Product Family
802.11ac Wave 2 Indoor APs
WLAN AC
AP4051DN/AP4151DN
2SU-2MU MIMO
Dual-band, 1.267 Gbit/s
2 x uplink GE port
AP4050DN
2SU-2MU MIMO
NEW
NEW
AP7052DN/7152DN
4SU-4MU MIMO
2.5/5GE uplink port,
2.4G-to-5G switching,
built-in IoT modules
NEW
AP6052DN
4SU-4MU MIMO
2.4G-to-5G switching
AP7052DE
4SU-4MU MIMO
smart antennas
AP7052TN-WI
4SU-4MU MIMO
2.4G-to-5G switching,
security Detection Radio
NEW
NEW
NEW
AP4051TN
2SU-2MU-4MU MIMO
Triple radios, 3 Gbit/s
2 x uplink GE port,
built-in Bluetooth
NEW
AC6005
256 APs，2k users
ACU 2.0 card
2,048 APs，32kusers
Native AC card(X1E/X2E)
AP: 4K/unit, 6K/chassis
Users: 16K(32K)/unit, 64K/chassis
AC6605
1,024 APs，10k users
802.11ac wave 2 outdoor AP
AP8050TN-HD
2SU-2MU-2MU MIMO
Triple radios, 2.13Gbps
built-in smart antennas
AP8082DN
4SU-4MU MIMO
Dual-band, 2.53Gbps
2.5/5GE uplink port
AP8182DN
4SU-4MU MIMO
Dual-band, 2.53Gbps
2.5/5GE uplink por,
2.4G-to-5G switching
NEW NEW NEW NEW
AP8050DN
2SU-2MU MIMO
Dual-band,
1.267Gbps
NEW
Agile Distributed APs
AD9430DN-24
Management over
24 RUs
AD9430DN-12
Management over
12 RUs
R250D-E
Dual-band,
1.267 Gbit/s
NEW
R450D
Dual-band,
1.267 Gbit/s
R450D
Dual-band,
1.267 Gbit/s

29
WLAN Products Competitive Strategy(1)
High Lights
Promote dual-5G radio switching and uplink 2.5/5GE ports of
APs.
Promote AP7050DE/7052DE with smart antennas in indoor
wireless office scenarios, reduce the RF interference.
Convince customers that APs should support an operating
temperature range of at least -10ºC to +50ºC.
highlight that Huawei APs support IP67 rating and are therefore
more reliable.
Highlight Huawei APs' ability to support backup between two
network ports.
Promote the tripe-radio AP4051TN in high-density or burst-
traffic scenarios.
Promote the indoor high-density AP4050DN-HD, built-in small
angel directional antenna.
AP
Indoor
11ac
wave2
AP7052DN
AP7152DE/7050DN-E
3802i
AP-324/325
AP6052DN
AP6150DN
AD9431DN-24X/
AD9430DN-12/24
Agile
Distributed
AP
Indoor settled AP
2802i/e
NA
AP4050DN
1830i
AP-315
Indoor settled AP
AP4050DN-E/HD
AP4051DN/4151DN
AP-304/305
R230D/R240DR250D/
R250D-E/R450D
3802e/p
AP4051TN/AP7052DE 4800
AP7050DE 1850i
1815i/1815m
AP6050DN 1850i
1850e
AP-303
AP-314
NA
AP-334/335/344/345
AP-334/335/344/345

30
WLAN Products Competitive Strategy(2)
Higher Throughput
Delivered the highest throughput numbers , with up to 1.267Gbps
aggregated throughput with AP2050DN/AP2050DN-E.
Delivered 30%~50% higher average throughput than Cisco and
Aruba Outdoor AP with A8150DN/8130DN(Dual 5G) .
Lower performance degradation with co-channel interference
compared to Cisco and Aruba’s AP.
Higher 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
AP
Wall
plate
11ac
outdoor
AC
AP2030DN/2050DN-E
ACU2.0 / X1E/X2
AC6605/5720HI
AP2050DN
AC6005
1560e/d,1540i/d
NA
5508/3850/3650
8540/8510/7500/5760
/5520/WISM2
1810w/1815w/1815t
3504/2500/Soft AC
AP8050DN/8150DN AP-365/367
72XX/6000 series
72XX series
70xx/3000 series
1572eac/ec,1572ic
AP8030DN/8130DN AP274/275
AP-205H
AP-303H
NA
AP8X82DN/8050TN-HD AP318/37X series

31
Contents
Click to add Title
Click to add Title
Click to add Title
Click to add Title
Click to add Title
6 Security Products

32
NGFW Operator reseller
 Proposal: Firewall solution to guarantee the L7
security for branches with leased Ethernet Line
 Industry: Public sector, government, Large Enterprise
and Education
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
DDoS prevention for ISP and Datacenter
 Proposal : Data center and ISP infrastructure security
solutions, ensure the system alarm and operate over the
DDoS attack. Provide the Anti-DDoS operation platform
solution.
 Industry :Public or Private cloud datacenter, ISP
Security of Campus network
 Proposal :The deployment of firewalls, professional
security hardware gateway, the terminal secure access and
unified policy management software, realize comprehensive
threat protection
 Industry: Large Enterprise, public sector, education
Security Sales Opportunity & Strategy

33
Security Key Selling Points
Gov. / Edu. /
Enterprise
Banks
DC
Branches
Campus
Mobile
Office
DC
Branches
Mobile
Office
DC
ISPs
Manufacture
Oil Grid
Campus
Mobile Office
AntiDDoS
NGFW
DCFW
 Focus on education, banks, and government branches, they need a
huge numbers firewall using as a access gateway with AV/IPS/URL features
only.
 Synch with campus, to achieve more customers, to improve brand of
HW security, also to find the product weakness and make it better.
 Trying to find a distributer, in-depth talk with them about advantages
and disadvantage of HW firewall , and how to get a project from Fortinet,
we can even provide customized feature to built the leading business for
partner.
 To scan ISPs, DC of Banks & online games, Radware, Arbor users in Italy.
 To scan MSSP(Managed security service provider), and discuss what
we can do for them with the competitive product sincerely, we can also
consider a new cooperation business model beyond selling boxes.
 Drawing up a marketing plan such as participate local forum and
summit, to join them and sound ourselves.

34
USG6000
Correlation
Huawei Security Product Portfolio
Cloud
Security
Network
Security
Security
Service
Security
Manage-
ment
Threat Intelligence Update Security Emergency Response Security Consulting
Cybersecurity
intelligence system
Security
Controller
Security Event
Management System
S Series
Switch
CE Series
Switch
SDN
Controller
SecoManager
CIS
NIP6000 SVN5000 AntiDDoS1600 AntiDDoS8000
IPS&IDS
NGFW Secure Access DDoS Mitigation CE & S Switch
Security Blade
USG9500
T-Grade NGFW Virtual security Sandbox
USG6000V USG9000V FireHunter6000 Cloud Sandbox
NEW Flagship

35
USG6600
USG6300
USG6380
USG6650
USG6370
USG6390
USG6350
USG6330
USG6620
USG6320
USG6630
USG6360
USG6680
USG6660
USG6670
Security product Competitive Strategy(NGFW)
PA-4020
PA-3050
PA-3060
PA-2050
PA-2020
PA-5020
PA-200
PA-3020
PA-5060
4400
4800
1180/2200
4200
12400
12600
ASA 5585-X (SSP40)
ASA 5516-X
/ 5525-X
ASA 5585-X (SSP20)
ASA 5555-X
ASA 5585-X (SSP10)
800C/200E/
201E
200D/240D
/280D
100E/300D
70D/90D/92D
500D
100D
900D
How to Beat Palo Alto
How to Beat CheckPoint
How to Beat Cisco
How to Beat Fortinet
 Hardware: Emphasize power redundancy and hardware bypass.
 Function: Emphasize the Smart Policy feature that features scenario
template-based policy making, intelligent tuning, and policy cleanup.
 Price: Guide the bidding based on the number of fixed ports on Huawei
NGFWs and try your best to configure security function licenses to
relatively increase the price of Palo Alto NGFWs.
 Hardware: Emphasize power redundancy. For Gigabit high-end models,
emphasize the 10G interfaces.
 Function: Emphasize the Smart Policy feature, which features scenario
template-based policy making, intelligent tuning, and policy simplification.
 Hardware: Emphasize the non-X86 multi-core architecture and configure
redundant power supplies and fan modules.
 Function: Guide the use of IPS, AV, and DLP together and emphasize the
Smart Policy feature, which features scenario template-based policy
making, intelligent tuning, and policy simplification.
 Hardware: Emphasize the use of non-X86 multi-core architecture, use
hardware bypass and redundant power supplies, and try your best to
configure 10G interfaces.
 Function: Guide the use of application-layer defense functions (the
FortiGate series deliver poor performance in this aspect), such as IPS, AV,
and DLP, and emphasize the Smart Policy feature, which features scenario
template-based policy making, intelligent tuning, and policy simplification.
ASA 5585-X (SSP60)
/FirePower4110
USG6305 1140 60D/80D
ASA5508-X/5512-X
/5515-X
4600
12200
PA-5050
FirePower4110 600D/800D
100E/101E

36
Security product Competitive Strategy(Anti-DDoS)
How to Beat Arbor
How to Beat Radware
 Poor defense against application-layer attacks
40G
1G
2G
10G
5G
APS2003: 1G
APS2104: 2G
APS2105: 4G
TMS3050: 5G
APS2107: 8G
TMS2310: 10G
TMS2800: 10-40G
APS2108: 10G
DefenseProx06Series: 200M~2G
DefenseProx06Series: 3G
AntiDDoS8030: 120G
AntiDDoS8080: 960G
AntiDDoS8160: 1920G
Performance (carriers and large IDCs)
Application-layer attack defense
 Signature and feature based application-layer attack defense,
leading to incomplete attack detection, false positives, and service
interruption
Price and emergency response
 High price and annual OAM cost (20% to 30% of total device price);
local customer service unavailable, leading to untimely emergency
response
Performance (carriers and large IDCs)
Lack of professional detection device
 Outshine the peer vendor in the mid-range and high-end market
 Lack of professional detection device, only in-line DDoS product
deployment supported
AntiDDoS1680: 8G
AntiDDoS1650: 5G
TMS5000: 100G
TMS HD 1000:
20 Gbps per PPM
8PPM per chassis,
Maximum 160 Gbps
DefenseProX420 series:60G
DefensePro200:200G
DefensePro400:400G
Solution
 Cloud mitigation combined with flow-based detection defense for
backbone/IGW, and per-packet-based detection defense for
enterprise
 Flow-based detection defense combined with per-packet-
based detection defense
Solution

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.
HUAWEI ENTERPRISE ICT SOLUTIONS A BETTER WAY

Huawei IP Network Products Sales Specialist Training(HCSA) - revised.pptx

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