This document discusses Huawei's partner program, which aims to enable partner success through training, certification, profitable margins, and technical support. It outlines Huawei's global operations and performance in telecom markets. The partner program structure involves different components like distributors, system integrators, and retailers. Huawei offers incentives like rebates, special pricing, inventory balancing, and payment terms to partners. It also provides pre-sales and after-sales support, as well as end-to-end network and service solutions, to help partners succeed.

1. Huawei Partner Program Mexico & CC v 2.0 Fernando Arenas Mexico and C&C Network Solution Technical Sales Department [email_address] Of. 55 30028873, Cell: 55 19490217 www.huawei.com

2. Contents Global Performance of Huawei Huawei Partner Program Product and Solution for Partners How to be Our Partner Three Wins Huawei Partner Ender User

3. Sustainable Growth 11 5.6 8.2 41% 58% 65% 72% 16 23.3 75% 30 Contract sales from the international market ( USD in billions )

4. Mobile Network 3 2 1 Nortel Huawei A-Lu Optical Access NGN Core NSN A-Lu Nortel Huawei Huawei Source: Dittberner, Ovum-RHK, Gartner 3 2 1 Huawei NSN Ericsson WCDMA CDMA GSM Nortel Huawei Huawei A-Lu Ericsson The only telecom supplier ranking top 3 in all these areas All-IP based FMC solutions ensure u sers enjoy consistent experiences any time, anywhere, via any terminal Router Huawei Juniper Cisco 3 2 1 IP Network Fixed Broadband Network Leading in the All-IP Based FMC NSN Mobile Fixed IP Cisco Juniper A-Lu Ericsson NSN All-IP based FMC

5. Huawei DataCom - Achievements in the Market No. 1 in router market of China since 2005, and No. 3 in worldwide SP router market in 2008. No.1 in NGN/wireless IP bearer network market, serving more than 1 billion subscribers (over 70% are mobile). E2E carrier-class IP solution serving 27 of the world’s top 50 operators, and over 50% contract sales increase in 2008. Self-developed chips ( 65nm ) and network operating system (VRP), 1500+ IP patents 4000+ IP R&D engineers and 8000+ IP-related R&D engineers Worldwide R&D Facilities, more than 10% of annual revenue put back into R&D Contribution from: 3Q08, Global SP Router market Source: Dittberner （ DAI)

6. Global Operations HUAWEI TECHNOLOGIES (Headquarters) R&D center Huawei Headquarters Technical support center 22 regional HQ and over 100 branch offices 14 R & D centers, 29 training centers 87,502 employees worldwide Three-level customer service system (HQ/ regional/ local)

7. Customer Regional TAC Regional Spare Parts Center Regional Training Center Global TAC Engineering Center Technical Support Center Spare Parts Center Training Center Professional Service Center Shenzhen Local TAC Local Spare Parts Center Service Delivery Manager Huawei Technologies (Headquarters) 3-level Technical Support System 103 Service Divisions 8 Regional TACs, 7x24 , in 10 languages 16 Training Centers, 128 Service Parts Hubs 1500 Engineers and 73% local staffs 320 Certified Service Partners worldwide and over 7,500 qualified engineers from partners Huawei Trustworthy Global Services

8. Contents Global Performance of Huawei Huawei Partner Program Partner Program Structure Responsibility of Each Component Huawei Incentive Partner Program Product and Solution for Partners How to be Our Partner Three Wins Huawei Partner Ender User

9. Industrial Market Classification Brand is more sensitive Price is more sensitive ③ ① ② ⑤ ④ Strategic Accounts :Telco, Government High Touch : Vendor Led ， Partner Fulfilled High Touch : Vendor Led. Partner Leveraged Large Enterprise Medium Market Medium Touch : Partner Led ， Vendor Support SMB SOHO and Consumer No Touch : Vendor Incentive Program drive High Touch Sales Team Low Touch : Partner Led ， Vendor Incentive Program drive

10. Huawei Partner Program Structure Huawei Retailer/SOHO User Distributing Direct selling Qualification 、 Authorization 、 Management 、 Support Commerce 、 Supply 、 Post-service Customer Relationship Maintenance Distributor System Integrator A System Integrator B SMB User Large User Sub Distributor

11. Responsibility of Each Component-1 Huawei HQ (Headquarter) Policy and s trategy Agreement e valuation Monitoring and m anaging w orking f low High-level interface with Global Partner Huawei RO (Regional Office) Developing Regional Distributor and System Integrator B Establishing specific team for this business mode Providing l evel-2 /-3 (pre-and after sales) support for Customers Technical communication with customers and offering training, participating in marketing promotion activities Processing purchase order and organizing SPQ (Special Price Quote) application from System Integrators Providing the pre-sales technical support including RFP analysis, bidding process, and clarification process for our partners Managing our partners from end to end, evaluating their quarterly and annual report, and executing incentive policy Working together with System Integrators to maintain Large customer relationship

12. Responsibility of Each Component-2 Regional Distributor Planning and organizing market promotion for Huawei network distributed products Developing qualified System Integrator A and providing level-2 support (pre-and after sales) Building up regional stock to distribute Huawei products , and processing PO from SI . Periodically providing sales report and prediction Providing RFP analysis and support for SI A Apply for SPQ from Huawei Making out competitive commercial strategy System Integrator Developing and maintaining the relationship of end users Collecting market and project information, organizing related communication and promotion Pre-bidding issues and organizing bidding process, getting support from regional distributor or Huawei Apply for SPQ from Huawei Providing engineering and service, level-1 support, and simple on-site training for end users

13. Huawei Incentive Partner Program Enable Partner Success Free Training Certification Considerable Profit Margin Flexible Commercial Strategy Pre-/After- Sales Support

14. Huawei University Global Branches Brazil UK Russia China Malaysia Egypt Nigeria Greece US France Kenya Australia Thailand Saudi Arabia Mexico Tunis Japan Colombia Huawei has established 28 training centers all over the world SA

15. Huawei Datacom Certificate Service HCDA is available to IP network maintenance engineers and other interested professionals working with carrier-class IP networks. HCDP is available to IP network commissioning engineers, IP network O&M engineers, IP network design engineers and interested professionals who intend to gain a comprehensive and extensive proficiency of related technologies in routing, switching, access control and IP bearer networks. HCDE is available to IP network design engineers and interested professionals who intend to gain a comprehensive and extensive proficiency in the design, optimization and tertiary support of related technologies in carrier-class IP Networks.

16. Flexible Commercial Strategy Conditional Rebate Quarterly or Annually Based on partner’s sales performance relevantly  Special Price Quote (SPQ) The special pricing quote that Huawei may grant to Partner in order to meet pricing from competitive products on particular bids or conditions. Partners should launch an application for Special Pricing Quote before placing the relevant Purchase Order.  Price Protection When Huawei decreases the List price of distributed products, distributor can get compensation under some conditions.  Inventory Balancing Distributor may balance its inventory by returning for credit against future Purchase Orders with specific rate. Payment Credit Term Based on the capability of different partners

17. Pre-sales and After-sales Support Pre-sales Support Huawei can arrange related experts to participate in marketing activities organized by our partner. Technical sales instructors from Huawei can be sent to partner’s office to offer customized on-site training for its cooperation team in the beginning. Huawei will provide level-3 support to its Distributor and level-2 support to System Integrator for the whole bidding process. After-sales Support Huawei will open its TAC (Technical Assistant Center) for partners within specific time. Huawei can appoint engineering experts to support on-site by charge when it receives the requirement from partner. Huawei will facilitate the return of Products under warranty for repair.

18. Considerable Profit Margin List Price List Price shall refer to the price of the Huawei Products, as published by Huawei.  Supply Price Supply Price shall refer to the price at which Huawei sells Products to partners under an Agreement which will be profitable.  Sample Price Sample Price is the price that shall only apply to the Sample Products purchased by partners.  Spare Part Price Spare Part Price is the price that shall only apply to the Spare Part purchased by partners. Huawei will help its partner to make out a competitive price structure based on the analysis of competitors in order to get considerable profit margin.

19. Contents Global Performance of Huawei Huawei Partner Program Product and Solution for Partners How to be Our Partner Three Wins Huawei Partner Ender User

20. End-to-End Network & Service Solution Unified Communication Router & Switch & NMS NE5000E/80E/40E TSR NE80 GSR NE40 USR NE20 Multi-Service AR4/2/19 Router S9/5/3/2300 Switch iManager DMS Video Conference Self- Design & CMM 5 Certification Huawei Industrial Products Portfolio Optical Transmission OSN 6800 (WDM) OSN 3800 OSN 1800 I/II OSN 3500 (MSTP) OSN 2500 OSN 1500 Softco 9500/5816 Smartcall 1000 BMU CDR Softphone Openeye IP phone ET523/525 MC820b UAP 3300/8100 ATAE Group Video Desktop Video MCU Management Recording System Telepresence

21. Quidway S9300 Unified Chassis Family 10U chassis 2T switch capability, 2.4T backplane bandwidth Maximum port density: 288GE/288FE/ 72*10GE 4U chassis 720G switch capability, 1.2T backplane bandwidth Maximum port density: 144GE/144FE/ 36*10GE Platform Consistency Redundant 1+1 AC or DC Power Hot swappable fan tray with N+1 redundant fans Hot swappable modules and power supplies Intelligent fuzzy fan speed-adaptation, low consumption, low noise Dual engines support load balancing and 1+1 backup Advanced intelligence – QoS, security, manageability multicast Integrated POE 15U chassis 2T switch capability, 4.8T backplane bandwidth Maximum port density: 576GE/576FE/ 144*10GE S9303 S9306 S9312

22. Quidway S2300/S3300/S5300 Family S2309TP-SI/EI S3328TP-SI/EI S3352P-SI/EI S2352P-EI S2318TP-SI/EI S5352C-SI/EI S5328C-EI-24S Aggregation Access Aggregation Access Switching Capability S2309TP-PWR-EI S3328TP-PWR-EI S3352P-PWR-EI S5348TP-SI S5324TP-PWR-SI S5328C-PWR-SI/EI S5324TP-SI S5348TP-PWR-SI S3328TP-EI-24S S3352P-EI-24S S3352P-EI-48S S2326TP-PWR-EI S2326TP-SI/EI SI ： Standard feature platform EI ： Enhance feature platform PWR ： PoE platform S5328C-SI/EI S5352C-PWR-SI/EI

23. S9300 Series Highlight Super-high Capacity Provide huge capacity to face Metro Ethernet aggregation node bandwidth challenge. Super Green Design Combine green design on both hardware and software level to reduce OPEX. 3D Security Three-dimensional protection for both network and equipment, hardware-level precision, delay and jitter beyond software protection. Highest port density Minimum chassis height, saving about 33% space Highest port density per rack

24. S 5 3 00 /33 00 / 2 3 00 Series Highlight Zero Touch Green Mute Multi Service Easy Deployment Smartlink/Monitorlink/RRPP BFD For VRRP Flexible and Abundant DHCP Security suit MFF/VCT/NQA EthOAM 802.3ah/802.1ag Unicast Reverse Packet Forwarding (uRPF) RSPAN Intelligent Stack Strong Lightning Protection Design Front Access AC/DC All in One USB Rapid Deployment Auto configuration HGMP Easy web Management PoE various Service Applications Patented energy-saving algorithm Leading Green chip technology Friendly no Fan design Low Radiation Green Power Supply Highly Integration Supply PPPOE Intermediate Agent (PPPOE + ) 1:1/N:1 VLAN Mapping Selective QinQ/Multicast VLAN Economic VPN Solution- MCE IGMP v1/v2/v3 IGMP v1/v2/v3 Snooping MCE/802.1x DHCP Snooping/DAI/IPSG DHCP Relay Ethernet OAM : IEEE 802.3ah/802.1ag CPU CAR ﹢

25. Huawei vs Cisco Product Portfolio in Datacom Catalyst 2960/3560/3750 Catalyst 45/65 Router AR Series Router NE20/40/80 NE40E/80E/5000E ISR Series Router Cisco 72/73/76 Cisco 12xxx /CRS Branch High End Core/ Super Core Security Low End Middle End High End (10G) S23/33/53 S93 Branch Core Switch Customer Benefits: One Operating System (VRP) for All Datacom Products Simplified Design, Configuration, Management Lower the TCO Eudemon 8000 E300/500/1000 ASA5520 E50/100E/200 ASA5540 ASA5580

26. Unified Communication & Storage Unified Communication Product Storage Solution IP-SAN V1000 Series IP/FC/SAS SAN S2000 Series FC-SAN S3000 Series FC+ IP SAN S5000 Series S6800 Series FC-SAN SAN Application OceanStor 6800 OceanStor 6800 Storage Product Marco-BS, Femto, WiMAX, WiFi IP Call Center Solution MC820b OpenEye SoftCo9500 SoftCo5816 ET523 PCA ET525 Smartcall 1000 BMU CDR Server UAP3300 ATAE Web configuration, monitor, and quality control. UAP8100

27. Abundant Experience --16 years Sustainable Innovation --100+ patents Abundant Portfolio --12 terminal and MCU, for SME, Service Provider, etc Market Share -- No.1 in China, No.4 worldwide Large-scale Deployment – 40+ countries Similar Function, Half Price Video Conference Video Conference Product Telepresence Solution

28. Fully understand the actual demands of industrial users and apply the solutions in all kinds of industries all over the world Provide state-of-the-art integrated services with end-to-end network products Huawei Comprehensive Enterprise Solutions Application Field Government Education Police Bank Transportation Campus Network Platform Integrated Service Security Service Consultation Service Training Service Data Center IP Network Petroleum Power Transmission Network

29. Enterprise Solution Key Message End to End Security Guarantee Including physical, terminal, network, data security. Converged Network Bears data, voice, and video conference services. End to End Network Solution Transmission, data c ommunication and access network solution. Green Enterprise Solution Energy saving, and environmental protection. Enterprise class Data Center Autoimmunization, virtualization ， integration and management of resources. Professional Service Network planning, optimization , evaluation, and security service.

30. Application Cases in Vertical Business CERNET 2 Others Health Transport Education Financial Services Local Government Central Government

31. Contents Global Performance of Huawei Huawei Partner Program Product and Solution for Partners How to be Our Partner Three Wins Huawei Partner Ender User

32. How to be Our Partner Huawei Authorized Partner Step 3: Agreement Negotiation Step 2: Evaluation Step 1: Application Step 4: Signing Agreement

33. Basic Requirements for Distributor An amount of minimum purchase commitment /Minimum PO is above 50,000 USD Sales OA environment for its staff who can communicate with Huawei through IT platform easily Office Environment Having the storage capability, branches throughout the region where products can be distributed mutually Logistics Good financial affairs without bad business record and liability Financial Situation Be capable of providing Level 2 technical support and service for its customer Technical Support and Service At least four engineers have HCDA certificate, another two with HCPA. HR Above 20M USD for register capital, above 10M USD for sales revenue （ It depends ） Capital Be capable of covering regional industrial market and resource pool of system integrator Industrial Experience Qualified documents for local business Validity Description Item

34. Basic Requirements for SI B Minimum PO is above 25,000 USD for Huawei Sales OA environment for its staff who can communicate with Huawei through IT platform easily Office Environment Good financial affairs without bad business record and liability Financial Situation Be capable of providing Level 1 technical support and service for its customer Technical Support and Service At least two engineers have HCDA certificate, another one with HCPA. HR Above 1M USD for register capital Capital Sales experience for network product with good performance In some specific industry area with good repute and customer relationship, being knowledgeable with network service and capable of providing good service, also customized and competitive total solutions Industrial Experience Qualified documents for local business Validity Description Item

35. Our Value - Iron Triangle Relationship Partner HW Carrier Last mile access Network connectivity Product Training L3 support Service Logistic System Integration Strong Relationship Strategic Point

36. Our Vision Ender User Win Partner Win Huawei Win Three Wins Huawei Partner Ender User