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HUAWEI TECHNOLOGIES CO., LTD.
www.huawei.com
TEN YEARS OF CONNECTING EUROPE
Huawei Industry Analyst Summit – Europe 2011
Edward ZhouVP of Marketing, HUAWEI Europe
We Aspire To Be The Best Partner For Telcos- Carrier Network Business
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 2
Content
We See
We Provide
We Deliver
We Improve
1
2
3
4
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 3
We See the Challenge: Struggling in Difficult Era
Telecom Growth Lags Economy 09/10 Telecom Revenue Trends 09/10
The OTT Challenge Increasing OPEX
l Applications (eg Facebook /Twitter) eroding SMS revenues
-4
-2
0
2
4
D E E S F R I T U K
GDP Telecom
DE ES FR IT UK l 2010 No growth in Western Europe
Mobile FixedVodafone UK -6.8% 0%Telefonica Spain -6.3% -4.6%Telecom Italia Italy -10.5% -4.2%
-5%
0%
5%
10%
15%
1Q10 2Q10 3Q10 4Q10 1Q11
Decline In SMS Traffic 2
l The imperative to reduce Opex.
55
60
65
70
1 2 3 4 52007 2008 2009 2010 2011
Perc
ent
Rev
enue
Sources: 1 Company annual reports, 2 KPN , 3 Vodafone.
3
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 4
We See the Opportunity: Seizing the Broadband
Western European IP Traffic Growth Western Europe Mobile Data Growth
Continued Growth Of Video Data ARPU have exceeded 50% of aggregation ARPU
Western European IP Traffic Forecast 2010 - 2015 : CAGR 32%1
0
20
40
60
80
2008 2009 2010
PB /M
ont
h
Mobile Data Volumes Doubling Year on Year1
0
50
100
150
一 三 五 七 九 十 一 三 五 七 九 十 一 三 五 七
CAGR 37%
Mill
ions
Req
uest
s
2009 2010 2011
BBC iPlayer 6.7% UK Internet Traffic
UK Video Traffic Growing21964 the founder of Panasonic said:“In the future, each family will have at least 10 motors” - now we have.
2010 Masayoshi Son of Softbank said :
“In the future, each family will have at least 10 mobile internet devices.” SoftBank annual report
52.4%
Aggregation ARPU
Voice ARPU
Data ARPU
reversal
Data ARPU overtook voice ARPU
Sources: 1 Gartner, 2 BBCC Stats
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 5
We See the Change: Leading the Transformation
Operational TransformationReduce cost by collaborative operation, outsourcing etc. Disposal of non core assets and uncontrolled shares.
Service TransformationExplore new services, new business model, and develop new areas•Telefonica’s 7 verticals Strategy: Cloud, Security, App...•DT Strategy: Mobile Internet, M2M, Cloud Computing, ICT.
Network TransformationMobile broadband: Best network for smartALL IP: Optimization/transformation for E2E network architectureBroadband centric IT system transformation and network integration.
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 6
We Aspire To Be the Best Partner for Telcos
l We See the Challenge: Struggling in Difficult Era
l We See the Opportunity: Seizing the Broadband
l We See the Change:Leading the Transformation
lWe provide a comprehensive E2E solution portfolio
lWe deliver good services
lWe improve our customer engagement
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 7
Content
We See
We Provide a Comprehensive E2E Solution Portfolio
We Deliver
We Improve
1
2
3
4
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 8
We Are Going to Reorganize Our Solution Portfolio According to the Dynamics
Network Product Line
Wireless Product Line
Core Network Product Line
Software & Application Product line
PS CS, etc.
Wireless Network Solution
Software & Core network Solution
Professional Service Solution
1. We separate the packet switching from Core Network Product Line
2. We merge PS products into Wireless Product Line as new Wireless Network Solution, in order to provide E2E MBB solution to improve the end user experience
3. We merge CS and etc. into Software & Application Product Line as new Software & Core Network Solution, in order to support the business transformation and improve the operational efficiency
4. We set up the independent Professional Service Solution for OPEX saving
Network Solution
5. We setup the Network Solution focus on the FBB solution, also to support the All IP network transformation
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 9
Wireless Network Solution: Best E2E QoE and TCO saving
Giga SiteMulti mode; Multi band; Multi sector
SingleRAN SingleEPC
E2E End User Experience Assurance
E2E CAPEX Saving
E2E OSS for Improved Efficiency and OPEX Saving
Small CellMicro; Pico; Femto
Single SONSelf-Configuration, Optimization, Maintenance
ConvergenceAll pack switching technologies
Advanced Platform
Synergy with RadioTo improve the user experiences
12/15 Top networks in West Europe choose Huawei SingleRAN for refarming and modernization.
From G/U to LTE ,T-Mobile Leads MBB by using SingleEPC in 8European Countries.
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 10
Network Solution: U2Net (Ubiquitous & Ultra Broadband Network)
Ubiquitous 100M Access
SingleFAN SingleMetro SingleBackbone
NLV (Node Level Vectoring): >100M on DSL
10GPON and beyond: Smooth evolution without changing ODN
Single Platform for Fiber and Copper
Enhanced BNG l CDN Synergyl DPI l IPSec
FMC Metro l LTE ready IP RANl Hybrid/IP MW
OTN: Coherent 100G
200G Line Card
IP + Optical Synergy
Multi-chassis Router l B2Bl ISHE
E2E Management System, Simply OA&M
E2E IPv6 Ready
Broke through 23 Major Operators in Western Europe with NO.1 market share
All the solutions entered Major Operators in Western Europe , Access & WDM domain rank NO.1, Carrier IP & IPMW with rapid growth
Ultra Broadband Pipe
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 11
Software & Core Network Solution: Business Transformation and Revenue Increase
Consumer Servicesl Personal: RCSe, RBTl Home: IPTV, Hybrid TV, DTV, MTVl Platform: SDP, NGIN, VGS
Carrier Enterprise Servicesl Enterprise Communication: Mobile office,
eConference, IPCC BPOl Enterprise Application Integration: eCity, eTraffic, IVS
Service Transformation for Revenue Increase
Best infrastructure for Cost Saving
SingleCorel Transit (LDI/CMN/IP-IP GW )l IMS, VoLTEl CS & Voice
Improved Operational Efficiency for Business Transformation
SingleCDNl Application agnostic infrastructure l Compatibility with major media
delivery solutions
SingleSDBl UPCC, UIM, SDM
SingleCloudl NG Datacenter Solutionl New Applications, e.g.
Virtual Desktop
BSS & OSSl Customer Relationship: CRM, KIOSK, BI, CSP, Customer Carel Revenue Management: Billing, OCS, CBS, Mobile Moneyl OSS & Professional Service: Fulfillment, Assurance, Inventory, SIl BSS & Professional Service: NGBSS MS/SI, Mediation, PRM, Provisioning, ESB
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 12
Professional Service Solution: Deliver E.O.T excellent service
To Reduce TTM, OPEX & CAPEX To Reduce OPEX & Improve End User Experience
To Assist Your Transformation Learning Services
Network Integration Services
Mobile Network Integration Solutions
Infrastructure Rollout (Design, Deployment)
Network Assurance Solutions
Experience Enhancement Solutions
Managed Services Solutions
Assurance & Managed Services
Operation (Readiness, Assurance)
Fixed Network Integration Solutions
Data CenterSolutions
SiteSolutions
Knowledge Transformation Huawei Certification Competence Consulting
Learning Services
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 13
Content
We See
We Provide
We Deliver Good Services
We Improve
1
2
3
4
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 14
We have Established Localized Rollout & Maintenance Network
l 3 Technical Assistance Centers with 7x24 Guarantee service (UK, Romania and Spain) & 3 Network Operation Centers (Romania, Spain and UK)
l 3 Competence and Resource Centers (Germany, Italy and Romania)
l 3 Logistic Centers (Netherlands-Amsterdam, Hungary-Pecs, Hungary-Komarom) & 2 Supply Centers (Hungary-Pecs, Hungary-Komarom)
l 9 Training Centers with multi-Language (France, UK, Germany, Italy, Spain, Belgium, Poland, Romania and Czech Republic)
l 41 country spare part centers and 95 field service locations
l Over 430 certified service partners, 6200 + qualified engineers from partners
Network Operation CenterRomania
Technical Support CenterUK
Training CenterItaly
Supply CenterHungary
Training center
Technical assistant center &Network Operation Centers
Competence & Resource center
Logistic center & supply center
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 15
We Are Changing Our Maintenance Model
Customer-Centric Maintenance Organization
Customer Account based
Germany maintenance
Core NW team
Wireless team
Transmission Team
•Multi-Product•More dedication
Country and Product line Based
0
20
40
60
Y2010 Y2011
Amount of Incident (times)
95%
46%
98.70%
68%
0%20%
40%
60%80%
100%
120%
FRT OFR
Y2010 Y2011SLA Fulfillment
FRT: Fix Response Time
OFR: Overdue Problem Report Fix Responsiveness
40%
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 16
Content
We See
We Provide
We Deliver
We Improve Our Customer Engagement
1
2
3
4
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 17
We Focus on Customers’ Satisfaction Through Streamlined Process
Customers’ strategy and challenges
To generate and nurture leads base on customers’ strategy and challenges, by early engagement with customers.
In the tender process, the solution and delivery team will quality the opportunity and get customers’ buy-in, then provide the best solution according to the requirements, till the contract signed.
Manage Lead Manage Opportunity Manage Contract Execution
After the contract signed, the team will check and confirm contract to ensure complete and accurate customers engagement for fulfillment, till the customers’ satisfaction achieved.
Lead To Cash Process Flow1
Customers’ Satisfaction
2 3
1
2
3
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 18
We Are Building the CC3 Team to Structure Our Customer Engagement
Wireless account
Solution A Delivery A
Wireline account
Solution B
Delivery B
Service account
Software account
Solution D
Delivery D
Customer
Delivery CSolution C
1. AR, supervising the whole process and customer relationship, interface with CXO and procurement department
2. SR , responsible for solution development, mainly interface with CTO /CMO/CSO and technical department
3. FR , responsible for fulfillment, mainly interface with CTO/operation department
CC3: Customer Centric Triangle
AR(Account Responsible)
FR(Fulfillment Responsible)
SR(Solution Responsible)
Manage Lead Manage Opportunity Manage Contract Execution
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 19
We Are Building Strategy and Consulting Competence to Face Challenges Together with Our Customer
l From Selling to Customers’ Business Success
l Early Engagement with Higher Level, and Broader Level
l Setting Up a UK based Business Consulting Competency
Centre
l With the Commercial and Technical Breadth to Deliver
Business and Strategic Consulting Value to Customers
l Through best practice insight and knowledge share (Joint
SCSC, CTO Dialogue and Quarterly CXO summits)
StrategyAlignment
Biz Planning & Consulting
Network Planning& Consulting
Solution & Product &Technology
HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential Page 20
We Aspire To Be the Best Partner for Telcos
Leadership from Customer-Centric Innovation
Comprehensive E2E Portfolio Good Services Right Customer Engagement
l Wireless networkl Networkl Carrier Software & Core
Networkl Professional Service
l Well established platforml Quick roll outl High quality services
l LTC Processl CC3l Consultancy
Thank youwww.huawei.com
TEN YEARS OF CONNECTING EUROPE
Copyright©2011 Huawei Technologies Co., Ltd. All Rights Reserved.The information in this document may contain predictive statements including, without limitation, statements regarding the future financialand operating results, future product portfolio, new technology, etc. There are a number of factors that could cause actual results anddevelopments to differ materially from those expressed or implied in the predictive statements. Therefore, such information is provided forreference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time without notice.
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