value & demand creation huawei channel marketing
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Value & Demand Creation Huawei Channel Marketing. Stuart Skjerven Senior Manager - Channel & Field Marketing. Agenda. 1. Huawei Value. 2. Today’s Channel Program . 3. Channel Program Growth . Huawei-Overall Business & US Focus. Huawei Business: - PowerPoint PPT PresentationTRANSCRIPT
enterprise.huawei.com/us
Value & Demand CreationHuawei Channel Marketing
Stuart SkjervenSenior Manager - Channel & Field Marketing
Huawei Enterprise Page 2
Agenda
23
1 Huawei Value
Today’s Channel Program
Channel Program Growth
Huawei Enterprise Page 3
Huawei-Overall Business & US Focus
$ 28 B
$ 21.8 B
$18.3 B
$12.8 B
$ 32.4 B
2007 2008 2009 2010 2011
Continuously creating long-term value for customers
Sales Revenue (USD in billions)
Huawei Business: Leading global ICT solutions provider - 2012 revenue of US $35.4B * Serving 45 of the world’s top 50 telecom operators Deployed in over 140 countries, serving 1/3 of the world's population 150,000 global employees with approximately 70,000 dedicated to R&D Over 2 Billion end users
Huawei in the US: Huawei North America regional office established in 2001 US Enterprise business formally launched in October 2011- Interop NY Santa Clara R & D facility opened in 2011 Enterprise business has offices in key regional cities: Boston, New
York, Plano, Los Angeles Full portfolio of professional, technical and learning services
2012
$35.4B (E)*
Huawei Enterprise Page 4
Huawei USA - A Local Global Company
Customer-centric Innovation Fast Response and Quality Delivery Reduced TCO
Localized Operation
Customer Engagement
Local Customer Service
70,000+R&D engineersLocal Product Mgmt
Local R&D Center & EGCC*
Global Engine
USA Huawei HQ
Concept
CONCEPT DCP PLANDCP
AVAILABILITY DCP
KICK OFF
Plan Develop Qualify Roll out
IPD Process*
IPD: Integrated Product Development
North America
Customers
Supply Chain & Logistics
EGCC = Enterprise Global Competency Center
Huawei Enterprise Page 5
USD $4.8 billion in 2012 70,000 R&D employees 16 R&D centers
R&D investment Standards and patents
Continuous increase in percentage of R&D investment to total sales revenue
Membership in 150 international standards organizations such as IEEE, IETF, DMTF, Continua, and HL7
180+ positions in international standards organizations
23,000 standards - related manuscriptsStandards
41,948 patent applications in China; 12,453 PCT patent applications and 14,494 patent applications outside of China.
30,240 patent applications granted (by December 31, 2012).
Patents0
5%10%15%
9.4% 9.1% 9.7% 9.7% 11.6%
2007 2008 2009 2010 2011
13%
2012
Continuous Investment in Innovation
Huawei Enterprise Page 6
Corporate Use of Innovation Award
The Economist
Excellence in Standards Development Award
Best LTE Commercial Performance Award,Best Contribution to LTE R&D Award
Informa
Top 5 most innovative companies in the world
Fast Company
InfoVision Award for Best Broadband Access- Fixed
Broadband World Forum
Intelligent Video Surveillance win the Red Dot Design Award of 2012
Red dot
IEEE
Industry-Recognized Innovation Awards
Huawei Enterprise Page 7
Storage: CAGR
59%
Telepresence:1500 sets shipped
No.1 in China
Top 2 worldwide
High-end router:18.1% market share
#2
LAN switch:
36M ports
800K switches
Data center:260 DC
(35 Cloud DC)
LTE: 45 Operator Networks &
9 Industry Networks, Ranking No.1
GSM-R: 10K km Coverage
DC Switch:Key Performance indexNo.1Source from: Miercom
Source from: Infonetics
Source from: Frost & Sullivan
Market Impact of Huawei Products
Huawei Enterprise Page 8
Huawei Enterprise Value Proposition
Next-gen platforms for better performance,
value and future upgradeability
Leading the way in
research and innovation
Financial strength and rapid growth
Relentless pursuit of customer satisfaction
Global R&D strength, investment and experience
Huawei Enterprise Page 9
Enterprise IT Departments Under Huge Pressure
Marketing
Manufacturing
BUDGETSPEED OF TECNOLOGY
SECURITY
Sales FinanceR&D
Operations
CloudBYOD
Pervasive SecurityBig Data
LEAD & DIFFERENTIATE
Be Risk Averse!
Innovate More!
Huawei Enterprise Page 10
Key IT Department Solution Needs
Single strategy to optimize the efficiency of IT assets
Continuously innovating for new service
STRATEGIC ECONOMICMaximize on IT investment
Utilize emerging trends like cloud services
TECHNOLOGICAL Scaling network when adopting new trends like BYOD
Supporting IT consumerization
End to end network security
Huawei Enterprise Page 11
UC&C
Security
Unified ManagementBring YourOwn Device
Software Defined Network
Cloud Data Center
ConferencingTelepresence IVSUC Contact Center
Data Center Infrastructure Server Storage VDI Networking Power
Enterprise Network & Enterprise Wireless
DC Network OTN/MicrowaveIP Network GSM-R/LTE
ICT Product and Solution Portfolio
Huawei Enterprise Page 12
Agenda
23
1 Huawei Value
Today’s Channel Program
Channel Program Growth
Huawei Enterprise Page 13
Our Commitment to Our VARs
Mission Statement
Grow and develop our Channel Program based on principles of
simplicity, openness, and cooperation while staying committed
to working with our partners to deliver innovative ICT products
and solutions for customers in the enterprise market.
We will not succeed without a strong and healthy channel
Huawei Enterprise Page 14
Goals of the Huawei US Channel Program Grow and develop our Channel Program
in a way that’s easy for you to succeed Make it possible for every partner to
achieve and sustain: High Profitability High Revenue Growth
Offer world class programs, management, services & incentives
Huawei Enterprise Page 15
Huawei’s Marketing Programs Partner Authorization Deal Registration Certification Training Market Development Funds Trade Show Participation Regional Marketing Funds Discounted Demo Equipment
Huawei Enterprise Page 16
REQUIREMENTS Sales Volume Commitment No Yes
$750,000Yes
$1,500,000 Huawei Certified Sales Professional 1 Resource 2 Resources 3 Resources Huawei Certified Sales Engineer No 2 Resources 3 Resources Service Capabilities Huawei Branded Huawei and Co-Brand Huawei and Co-Brand
Purchase Demo Equipment Optional Yes Yes Reseller Partner Agreement Yes Yes Yes BENEFITS Co-op Funds No 1.50% 3.00% Deal Registration Yes Yes Yes
Huawei Partner Authorization Levels
Huawei Enterprise Page 17
Channel Pricing with Deal Registration
35%
Deal Registration Discount off MSRP
10% 30%20%
AuthorizedSilver
Gold
35%
45%55%
Standard Disc off MSRP
65%
Huawei Enterprise Page 18
Marketing Material
Product Literature Customer Presentations Case Studies Success Stories White Papers Sales Guides
Huawei Enterprise Page 19
Branding Assets
Advertisements Logos Templates and Guides Booth Designs Videos Banners
Huawei Enterprise Page 20
Presales Toolkit
Product Selector Product Mirror ROI/TCO Calculator Configuration Tool Documentation Tool Network Migration Tool
Huawei Enterprise Page 21
Channel Communications
Webinars Newsletters Email Partner Summit
Huawei Enterprise Page 22
Logo Program
Channel Partners
Service Partners
Certifications
Learning Partners
Huawei Enterprise Page 23
Agenda
23
1 Huawei Value
Today’s Channel Program
Channel Program Growth
Huawei Enterprise Page 24
New Channel Programs
Huawei Partner Summit Certification Training Partner Advisory Board Demand Generation Assets
Email campaign copy Call Blitz scripts Seminar in a box Co-Branded Literature
Huawei Enterprise Page 25
Partner Certification Training
Online Certification Training Huawei Certified Sales Professional
Introduction to Huawei How to Position and Sell
Huawei Certified Sales Engineer Introduction to Huawei Huawei Technical Training
Online Certification Testing
Huawei Enterprise Page 26
Channel Team Stuart Skjerven – Chnl & Field Mktg Manager [email protected] Joe Kramer – CAM CA [email protected] Kevin Lu – CAM East [email protected] Tom Parisi – CAM East [email protected] David Cradeur – CAM Central [email protected] Paul Clark – CAM Central [email protected]
Copyright © Huawei Enterprise USA, Inc. 2013. All rights reserved.
No part of this document may be reproduced or transmitted in any form or by any means without prior written consent of Huawei Technologies Co., Ltd.
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