Huawei IP Network Products Sales Training

--2020.5

Copyright © 2020 Huawei Technologies Co., Ltd.

 Contents
• IP Products Sales Strategy Overview

• Campus Switches

• Campus WLAN Products

• Data Center Switches

• Edge Routing: AR G3 Products

• Core Routing: NE Products

• Security Products

Page 2 Copyright © 2020 Huawei Technologies Co., Ltd.

 Unified VRP Platform

Switch Router WLAN Security Access

VRP
Centralized V1 V8 Multi-process, multi-core

Distributed V3 V5 Single-process, single-core

19+ years 8 million+ 100+ 22 million+

development devices countries lines of code

Page 3 Copyright © 2020 Huawei Technologies Co., Ltd.

 Standards and Patents
Huawei ranks No. 2 in the industry in terms of the number of IETF drafts and authors.

IETF (Authors/Documents) As of June 2019.12

2041

802
547 512
242
138 83
34 6 12

Cisco Huawei Juniper HP Arista

Authors Documents Source: http://www.arkko.com/tools/allstats/companies.html

Page 4 Copyright © 2020 Huawei Technologies Co., Ltd.

 Awards and Certifications
Data center WLAN SD-WAN
network
82% 65%+ 25%+
Accumulated Revenue CAGR Revenue CAGR
CAGR

Gartner peerinsights Interop 2019 @Routers

Customer’s Choice 2019 @ Interop 2019 @Wi-Fi 6
CloudFabric Interop 2019 @CampusInsight

Source: IDC, 2018 Source: IDC, 2018 Source: IDC, 2018

Ethernet SDN
Routers switches Controller

Ranking in the Ranking in the Best AI/ML Positioned as a Challenger

global market global market application award for WAN Edge Infrastructure 2019 NSS Lab @HisecEngine
（SDN/NFV World Congress）

No.2 in the global 8-year consecutive growth of Huawei router business–

No.1 No.2 market
unique in the industry.
（DC & Enterprise）
1/3 of global backbone traffic bear by Huawei IP core routers.
Source: IDC, 2018 Source: IDC, 2018 Source: IHS, 2018H1 700 million hours stable operation accumulatively.

Page 5 Copyright © 2020 Huawei Technologies Co., Ltd.

 Go-To-Market Model: A 100% Indirect Channel Model

Authorized Reseller Public

Distributor Gold Silver Authorized
Sector
Partner Partner Partner

WAN Wi-Fi Large

Enterprise

Finance
Enterprise IP
Networking
VAP
Security
Datacom Energy & Power
Wireless

Carrier Resale Partner

Transportation

Global Partner SME

Security Security
Network

Page 6 Copyright © 2020 Huawei Technologies Co., Ltd.

 Key IP Product Sales Opportunities
Product Lifecycle Two-Vendor Strategy
EOL/EOW Key benefits of Two-Vendor Strategy to enterprise
customers are:
Opportunity to upgrade/migrate existing  Standardized infrastructure – simplifies OAM
competitors‘ IP products to Huawei IP  Cost-saving & investment protection
products  Eliminating vendor lock-in
 EOL – End of Life “Gartner concluded that a multi-vendor strategy results in costs
 EOW – End of Warranty savings of roughly 15% to 25% over a period of five years"
(Forbes.com by Trefis Team)

Greenfield

Operational New Platform Rollout

Restructuring & Both new services and new service units:
 Application evolution
Consolidation  Computing evolution
 Mobility evolution
Often includes a network refresh:  Storage evolution
 Consolidation
 Expansion
 Re-organization

Page 7 Copyright © 2020 Huawei Technologies Co., Ltd.

 Channel Service GTM
Customers

Huawei Brand Services Partner Brand Services

Resold by partners Partner Sold and delivered by CSP
Delivered by Huawei Supported by Huawei

HiCare CoCare

Huawei Service Platform

Support-E/E-Learning/Simulators/TACs/Spares
Always Online

CSP: Certified Service Partner

Page 8 Copyright © 2020 Huawei Technologies Co., Ltd.

 Why Huawei IP Products?
Standardization & Open
Future-oriented Performance Architecture
 Future-proof solutions  Easy third-party integration and good
 Investment protection interoperability
 Enabling flexibility & resiliency on the  Leading in industry standards &
infrastructure for expansion and growth patents

High-Quality Cost-Effective
Distributed Global R&D A Better Way Products
 19+ years of R&D experience in IP
Capability technologies
 R&D and technical support team-  Industry-leading IP chipsets and IP
closer proximity to customers OS
 Global supplier with focus on markets  Wide portfolio of enterprise ICT
outside the home country products, building E2E customer-
centric networks

Customer-centric IP Network
Solutions
 10GE fast and flexible campus networks;
mobile campus networks with highly
available WLAN services; green, energy-
efficient campus networks
 Service Continuity Data Center Solution
 One-Stop Branch Access Solution

Page 9 Copyright © 2020 Huawei Technologies Co., Ltd.

 Contents
• IP Products Sales Strategy Overview

• Campus Switches

• Campus WLAN Products

• Data Center Switches

• Edge Routing: AR G3 Products

• Core Routing: NE Products

• Security Products

Page 10 Copyright © 2020 Huawei Technologies Co., Ltd.

 S Series Switches: Sales Opportunities & Strategies

Government: Hospital: Education: Large

e-Government: Government platform to E-health: Hospital Higher education:
Enterprise:
support efficient office network infrastructure, Digital campus, network access
Enterprise office
Video surveillance network remote hospital, hospital of teachers’ and students’ devices
networks: BYOD,
Sports stadium: Large events metro network (delivered General education: Education network
mobile office, EDC,
Airport/Sea port: Airport/seaport in Ghana) infrastructure replacement and
desktop cloud
network infrastructure replacement and
upgrade Opportunity upgrade; HD video surveillance network

ISP: Others:
Media: Commercial distribution  Office networks in
 ISP Metro Ethernet: Bandwidth
Office and production network:  SOHO&SMB: choose part of the
vertical industries:
wholesalers to build cost-effective HD video requires network best-selling models in BYOD to promote
metro networks and data centers infrastructure upgrade. S2700/S3700/S5700. efficiency

 Focus on NAs: Match the NAs of the Enterprise BG based on the value areas & industries of switches, and then
select the value customers.
 Markets outside China: Focus on main scenarios: government, hospital, education, large enterprise, etc.
Campus network: Focus on modular switches, which determine the market structure.
Strategy


 Solution replication: Elaborate solutions based on the projects, guide the region & office, and achieve reciprocal benefits.

Page 11 Copyright © 2020 Huawei Technologies Co., Ltd.

 S Series Switches: Key Selling Points
SDN Architecture, Ability to Support New Services

• 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
 BYOD  Cloud application  SDN • Free mobility and on-demand resource migration, ensuring consistent user experience
Convergent network Real-time and secure Programmable
Rich Agile Functions to Improve User Experience and Simplify O&M
• Automation Capabilities: Campus switches provide NETCONF/YANG capabilities. They are also
VXLAN capable to implement network virtualization. The switches support policy automation,
achieving end-to-end network deployment and reducing network O&M.
• Intelligence Capabilities: Campus switches support streaming telemetry to collect network data
in seconds. They use Enhanced Media Delivery Index (eMDI) to detect audio and video quality.
The result is intelligent O&M of wired and wireless networks.
• Integrated Security Capabilities: Campus switches implement Encrypted Communication
Analytics (ECA) and proactive threat deception through built-in security probes. These features
promote collaborative campus-security protection and help prevent the lateral movement of
threats across networks.
Function Sub-function Interconnection Replacement with
with Cisco Cisco Devices
Devices Standards Compliance, Interoperability with Other Vendors
Authentication PAP/CHAP Y Y
• Forwarding interoperability: S series switches are developed in compliance with international
EAP-MD5 Y Y
standard protocols. Miercom and Tolly have proved the outstanding interoperability capabilities
EAP-TLS Y Y
of Huawei’s S series switches.
Authorization – Wired MAC authentication Y Y • Authentication interoperability: Except the proprietary attributes, Huawei and Cisco devices are
Access
Wired DOT1X authentication Y Y interoperable; Huawei’s interoperability capabilities are equivalent to HP and Aruba.
Wireless MAC authentication Y Y • Terminal interoperability: Using Huawei-recommended terminal discovery protocols, Cisco and
Avaya phones are interoperable.
RADIUS RADIUS attributes Y Y

BYOD Bring Your Own Device N Y

Page 12 Copyright © 2020 Huawei Technologies Co., Ltd.

 CloudEngine S Series Switches: Building a High-Quality Campus
Network for the Wi-Fi 6 Era
CloudEngine
S12700E-12
CloudEngine
S12700E-8

CloudEngine
S12700E-4
CloudEngine
CloudEngine S7700 CloudEngine
CloudEngine S5730-H/S S6730-H/S
S5735-S/L

Wi-Fi 6 Ready IoT Ready Cloud Ready Quality Ready

• Core switches deliver 6x the • Integrated WAC (or native AC) • Cloud-based management and • HQoS ensures the application
industry switching performance provides ultra-large specifications O&M, when combined with iMaster experience for key users.
• Innovative hybrid optical- • Intelligent terminal identification NCE, achieves automatic
• Fully programmable, open
electrical switches build ultra- facilitates refined access control of deployment and intelligent O&M
architecture facilitates smooth
high-speed Wi-Fi 6 networks IoT terminals at scale network evolution

Page 13 Copyright © 2020 Huawei Technologies Co., Ltd.

 CloudEngine S12700E: The new core of the campus network in
the era of Wi-Fi 6

CloudEngine S12700E-4/8/12

• Control and switching separation architecture, enabling

on-demand configuration and flexible capacity expansion

• Redundancy design for key components, providing

99.999% reliability

• Ultra-large buffer and HQoS scheduling, ensuring user

experience with key applications
Benchmarking Model
• 4.8 Tbps/slot super-strong forwarding, building a Wi-Fi 6
HW:S12700E CISCO:C9600
high-speed channel

Next-Generation High-Performance Campus Core Switches Unleash Wi-Fi 6 High-Speed Potential

Page 14 Copyright © 2020 Huawei Technologies Co., Ltd.

 CloudEngine S5735-S-IA: Next-generation Video Backhaul Switch

High reliability Easy deployment

• Operating temperature: –40°C to +55°C • Integrated design, requiring no
internal connections
• IP55, anti-salt spray, 6 kV surge
protection • Installation completed by a single
person within 20 minutes, reducing
• Natural heat dissipation without fans,
Protective onsite installation workload by
maintenance-free for 5 years Fiber splice
shell 80%
tray
• 12 V DC, 24 V/220 V AC, and PoE

Surge AC/DC power

protector supply

High security Integrated Easy O&M

design
• Pan Tilt and Zoom (PTZ) dome camera Switch • IPC topology discovery and offline
PoE+
linked when an alarm is generated diagnosis*
upon unauthorized device opening SmartX • Industry-unique eMDI for intelligent
• IPC identification, preventing diagnosis of audio and video services
unauthorized access or replacement

Page 15 Copyright © 2020 Huawei Technologies Co., Ltd.

 CloudEngine S-series Switch Evolution Path

S12704/08/12 CloudEngine S12700E-4/8/12 X5/X6

Modular
S7703/06/12 S7700 MCU：MCUD/SRUHX1 X5/X6

S6720-HI/EI CloudEngine S6730-H

Fixed
S6720-SI CloudEngine S6730-S
(10GE)
S6720-LI CloudEngine S5732-H(Multi-GE)

S5730-HI CloudEngine S5732-H

S5720-HI/EI CloudEngine S5731-H

S5730-SI CloudEngine S5731-S

Fixed
(GE) S5720-SI CloudEngine S5735-S

S5720I-SI
CloudEngine S5735-S-IA
Video Backhaul Switch

S5720I-SI
CloudEngine S5735-S-I(24 Port)
Extended-Temperature Switch

S5720-LI CloudEngine S5735-L

Page 16 Copyright © 2020 Huawei Technologies Co., Ltd.

 Contents
• IP Products Sales Strategy Overview

• Campus Switches

• Campus WLAN Products

• Data Center Switches

• Edge Routing: AR G3 Products

• Core Routing: NE Products

• Security Products

Page 17 Copyright © 2020 Huawei Technologies Co., Ltd.

 Wireless: A Solid Foundation for Enterprises' Digital Transformation
Higher Education, Large Enterprise Retail/Shopping Production and Mass Branches Public Services
Primary/Secondary Education Mall/Supermarket Manufacturing

Wired-to- All-wireless ESL (wireless) Automated Massive branch Public Wi-Fi

wireless office Wireless mobile production management MISE wireless city
upgrade Wireless cashier AGV (wireless) Remote O&M
AR/VR teaching campus Self-service Asset management
Wireless WeLink for checkout HD quality
multimedia wireless office machine inspection
teaching Wireless scale

Xi'an Jiaotong Ping An

University Technology Italy MISE

AR/VR: improves students' learning efficiency by 76%. Millions of robots are deployed in commercial By 2024, the compound annual growth rate
By 2024, 75% of conferences will be held remotely. scenarios, including hundreds of thousands of (CAGR) of the urban hotspot market space in
(Currently, only 40% of conferences are held remotely.) robots that start to provide professional services. public areas will exceed 12%.
— Gartner — Deloitte — Global Market Insights

Page 18 Copyright © 2020 Huawei Technologies Co., Ltd.

 Traditional Wi-Fi 4 and Wi-Fi 5 Networks Are Confronting New
Challenges of Enterprises' Digital Services
VR/AR 4K smart camera ESL Factory AGV Energy efficiency Enterprise apps onto
management the cloud

IoT IoT

Wireless IoT

Wireless Cloud-based

1 2 3
10-fold increase in bandwidth High reliability of mobile Experience assurance in the
requirements production activities case of environment changes
How to ensure 100 Mbit/s How to ensure an ultra-low How to provide committed high-
bandwidth for each user at any latency of less than 10 ms during quality experience in an ever-
location? production movement? changing environment?

Page 19 Copyright © 2020 Huawei Technologies Co., Ltd.

 Huawei Wi-Fi 6 Changes Enterprises Highly Reliable Enterprise Office and Production
Networks + Cloud-Based Intelligent O&M + Multi-Protocol IoT Convergence

Now Future Customer Benefits

• 10GE or higher APs, multi-carrier (2 to 4 carriers), ultra-broadband
(20/40/80/160/320 MHz), and MSC7 for valid coverage enhancement
• Ultra-fast ultra-broadband WAC and QoS, delivering per-user and per-
• Guaranteed enterprise office and
application assurance across the full process from AP management to
Best-effort enterprise office production network
user experience guarantee
network • Large capacity, high reliability,
• High reliability, low latency, anti-interference, and seamless roaming,
and low latency
maximally supporting the production network
• E2E security, flexible configuration of internal and external networks,
and air interface security
• Autonomous driving network, adaptive to scenarios and terminals,
• Intelligent and simplified WLAN
automatic network planning and optimization, network health self-
Complex deployment and that features self-optimization
check, automatic fault locating, and basic self-healing capabilities
passive response and self-management
• Easy management: intelligent upgrade, lossless service upgrade, and
• Intelligent O&M
wide version compatibility
• Diversified massive connections
• Multi-protocol IoT convergence technology, scalable software and
for people and things
People-people connections hardware platforms
• Multi-protocol IoT convergence
• Multi-protocol air interface interference detection and coordination
for more value-added services

Page 20 Copyright © 2020 Huawei Technologies Co., Ltd.

 Industry's First Full Series of Wi-Fi 6 Products, Ideal for Build
Future-proof High-quality Wi-Fi

Ultra-broadband access and ultra-high-speed

experience
• Built-in smart antenna, improving signal quality by 100%
Stadium
• 4X increase in concurrent users, from 100 to 400
Asset VR (compared with Wi-Fi 5)
management application service
• 4X increase in per-user bandwidth, from 2 Mbps to 6
Mbps (compared with Wi-Fi 5)

Industry-unique SmartRadio technology

• Lossless intelligent roaming, with zero packet loss for
services
• 30% higher performance through DFA and DBS
• Voice and VR service latency reduced to less than 10 ms,
due to an application acceleration engine

Flexible expansion into IoT applications

• Wi-Fi and IoT converged architecture, reducing the TCO
of the entire network by 50%
• Built-in Bluetooth 5.0, supporting extended applications
such as Bluetooth serial port and Bluetooth location
Connected people 100 Mbps/person, latency 400+ concurrent users
and IoT terminals < 15 ms per AP
Office IoT VR class/game High-density SmartRadio: Supported on Huawei 802.11ac Wave 1 and later APs
stadium
Page 21 Copyright © 2020 Huawei Technologies Co., Ltd.
 Flagship Indoor Wi-Fi AP: AirEngine 8760-X1-PRO
16 spatial streams + flexible radio mode switchover Two 10G uplink ports
16 spatial streams Ultra-high
capacity
10GE 10GE
10.75 Gbps Optical: 10GE SFP+
Dual-PoE power supply, Electrical: 10GE x 2
Radio modes: 4+8+independent radio improving AP reliability Supporting optical/electrical
for scanning/4+12 / 4+8+4 hybrid cable

Independent probe Micro air ducts + liquid cooling

AirEngine 8760-X1-PRO
* Works with
CampusInsight to Independent hardware + dual- Micro air duct-combined heat
perform big data dissipation system Liquid cooling
band scanning
optimization. Real-time network optimization 4 degrees

Parameter Specification Parameter Specification

Port 2 x 10GE electrical + 1 x 10GE SFP+ Antenna Built-in smart antenna
DC: 42.5 V to 57 V
Bluetooth Bluetooth 5.0 Power supply
PoE++, dual power supplies for backup
AP rate 1.15 Gbps + 9.6 Gbps USB port 1
Hardware encryption: IPsec and DTLS
Built-in IoT module ZigBee, RFID, asset management, and ESL Security
WPA3

Page 22 Copyright © 2020 Huawei Technologies Co., Ltd.

 2020: Sustainable Supply of Wi-Fi 5 Products and Launch of New
Diverse-Supply Wi-Fi 6 Products for All Scenarios
Sustainable supply of Wi-Fi 5 and Wi-Fi 6 Full-series Wi-Fi 6 to be launched in 2020 Q1
Flagship model AP7000 series AP7060DN AirEngine 8760-X1-PRO
• 4+12, 4+4+8, or 4+8+scanning

AirEngine 6760 series

AP6000 series • RTU upgrade: 4+4+4, 4+8, or
Mid-range and high-
4+6+scanning
end models • Basic: 4+6

AP4000 series AirEngine 5760-10 AirEngine 5760-51

Economical • RTU upgrade: 2+2+4, 4+4, or
model 2+4+scanning
• Basic: 2+4
AP2000 series
Wall plate AirEngine 5760-22W
model • 2+4

AD9400/R200 series
Agile distributed +
AirEngine 9700D-M/5760-22WD
model + • 2+4

AP8000 series AirEngine 8760R/6760R series

Outdoor • 8+8, 4+12, 4+4+4, or 4+8+scanning
model AirEngine 6760R series
• 4+4

Page 23 Copyright © 2020 Huawei Technologies Co., Ltd.

 Contents
• IP Products Sales Strategy Overview

• Campus Switches

• Campus WLAN Products

• Data Center Switches

• Edge Routing: AR G3 Products

• Core Routing: NE Products

• Security Products

Page 24 Copyright © 2020 Huawei Technologies Co., Ltd.

 Data Center Switches: Sales Opportunities & Strategies
Government: Education: Health: Large Enterprise:
 E-Gov: e-government platform,  Higher education: university  Electronic health  EDC: large enterprise
national data centers campus + data center platform, information ERP, PRM, OA, such as
regional education platform, HPC network: hospital efficient systems and
telemedicine, DC cloudification

Opportunity
medical imaging
ISP:
 ISP/OTT: Internet company Finance:
Energy: Carrier:
opportunity  Geo-redundant
 Production networks: oil,  Rack hosting, carrier
 CoLo DC: colocation data center,
energy, and electricity DC EDC, telecom cloud financial centers:
physical server, VM/VPC leasing financial data center
network, including HPC for
mining

 Key NAs: Match the value of the industry's enterprise BG NAs and filter out key NAs according to the value regional
data center switches.
 Markets outside China: Focus on customer ISP/OTT, colocation DC, carrier, finance, and education industries, make
breakthroughs to establish a foothold in the market, and nurture other opportunities.
 Solution replication: Guide projects before bidding and build a virtuous cycle through project operation and
detailed solutions.
Strategy
Page 25 Copyright © 2020 Huawei Technologies Co., Ltd.
 CloudEngine Series Switches Serve 7800+ Global Customers

 The market share is No.1 in China and No.3 in the

 Over 32,000 CE12800 switches have been sold
world.
around the world, serving 7800+ customers in
 The global market share growth rate is No. 1 for
120+ countries.
four consecutive years.

Gartner Peer Insights

 2018 Approaching the DC SDN
Leaders Quadrant SDN hardware platform Customers’ Choice
 2017 Challenger leader for Data Center Networking

Page 26 Copyright © 2020 Huawei Technologies Co., Ltd.

 Huawei CloudFabric DCN Solution Overview
Application Huawei CloudEngine:
layer Gartner Peer Insights Customers' Choice distinctions twice

Finance Internet Large enterprise Government

Cloud platform layer/Management • High SDN deployment efficiency
Intelligent
and control layer • 1-3-5 intelligent O&M
vCenter * 1-3-5: A fault is discovered within 1 minute,
Virtual located within 3 minutes, and rectified within 5
management Huawei CloudStack Autonomous
platform
minutes.
driving network

• Embedded AI chip + innovative

iLossless algorithm
Fabric Ultra-broadband • Ethernet with zero packet loss, 30%
network
computing power

CloudEngine 16800 Lossless

CloudEngine 16800
DCN switch with
large capacity

• High density
VM
• Gartner Peer Insights Customers' Ethernet with zero
VM VM Container BM Server Choice distinctions twice packet loss
VM

Page 27 Copyright © 2020 Huawei Technologies Co., Ltd.

 Portfolio of CloudEngine Series Switches (Mainstream Models)

Core switches Access switches

10GE TOR switch
CloudEngine 16800
CloudEngine 6881-48S6CQ

10GE + 25GE TOR switch (new model)

CloudEngine 6881E-48S6CQ

25GE TOR switch

CloudEngine 6863-48S6CQ

10GE TOR switch

CloudEngine 16816 CloudEngine 16808 CloudEngine 16804 CloudEngine 6820-48S6CQ

(VXLAN not supported)

Page 28 Copyright © 2020 Huawei Technologies Co., Ltd.

 High Performce Data Center Switch: CE12800

CE12800 Item CE12804S CE12808S CE12804 CE12808 CE12812 CE12816

Stable core switch for 10
years' network evolution
Switching
capacity 30/258 59/516 45/258 89/516 134/774 178/1,032
(Tbit/s)

Packet
forwarding 17,280 34,560 17,280 34,560 51,840 69,120
rate (Mpps)

Line card
• High switching capacity: 1032 Tbps 4 8 4 8 12 16
slots
• High-density 10GE/40GE/100GE
line cards
Architecture Clos architecture, cell switching, VoQ, and distributed large buffer
• 24 GB super-large buffer and 4M
FIB entries per line card
Switch
• 100G transceiver, 80 km super- 2 4 6
fabric units
long transmission distance

Page 29 Copyright © 2020 Huawei Technologies Co., Ltd.

 Portfolio of CloudEngine Series Switches

Core switches Access switches

10GE large-buffer
TOR switches
CE12800 Switches with
10GE TOR switches
flexible cards
CE6870-48S6CQ-EI

CE6870-48T6CQ-EI
CE8861-4C-EI CE6856-48T6Q-HI

CE6875-48S4CQ-EI
CE12816 CE12808 CE12804
100GE switches
CE12800S
25GE TOR switch GE TOR switches

CE8850-64CQ-EI

CE12808S CE12804S CE6865-48S8CQ-EI CE5880-48T6Q-EI

CE8850-32CQ-EI

Page 30 Copyright © 2020 Huawei Technologies Co., Ltd.

 Contents
• IP Products Sales Strategy Overview

• Campus Switches

• Campus WLAN Products

• Data Center Switches

• Edge Routing: AR G3 Products

• Core Routing: NE Products

• Security Products

Page 31 Copyright © 2020 Huawei Technologies Co., Ltd.

 Application Scenarios of Huawei NetEngine AR Routers

AR6300
MPLS

SOHO/SMB HQ
SOHO/SMB HQ
AR651C
Internet

Small and
midsize Large
branch branch
Small and midsize MPLS AR6280/A Large branch
branch
AR6140-9G-2AC R6300

Government Finance Large Enterprise Retail

e-Government network Bank Gas station Retail Store
Government agencies Insurance Office

Page 32 Copyright © 2020 Huawei Technologies Co., Ltd.

 AR Routers: Key Selling Points
Most Comprehensive Service Functions
Routing
• Routing switching: Abundant access and uplink interfaces
(Eth/SA/E1/FXS/PON/LTE, etc.), high-density switching access (24GE/51GE)
Switching Voice
Integrated 6 key techniques • VPN: IPsec VPN/DSVPN/Any-to-Any VPN/MPLS VPN/L2TPv3
AR • Security: IPS/Firewall/URL filtering
• Wireless: Wireless 3G/4G uplink, Fat and Fit APs, built-in AC
VPN Security
• Voice: Voice gateway, enriched enterprise PBX voice services
Wireless

Dual SRUs Most Reliable Router

Nonstop forwarding
Industry Data
VoIP eSight • Device-level reliability: Dual SRUs, hot swapping, NSF/GR, redundancy of
WAN

OA Video
Application
Mail fan and power modules
Guest inspection
Hot swapping • Network-level reliability: Link backup and load balancing, smart policy
of full series Redundancy routing, association between BFD and NQA
of cards design of key Hardware QoS • Service-level reliability: Security defense, application visibility and control
components
Device-level reliability Network-level reliability Service-level reliability

Most Convenient Management

• Zero-touch configuration: Supports TR069 and works with the ACS and
NMS, making network O&M simpler.
Zero-touch • Batch deployment using the USB flash drive: Requires no specialized
configuration
Easier O&M training.
• Web-based NMS, GUI-based O&M: Better user experience with GUI-based
Web-based NMS
USB flash drive operations and maintenance

Page 33 Copyright © 2020 Huawei Technologies Co., Ltd.

 AR IoT Gateways: Key Selling Points
Most Complete Access Types

• Abundant interfaces: 17+ types of interfaces, such as industrial serial interfaces,

PLC, RS485/RS232, Wi-Fi and interfaces.
• Reliable and flexible remote access in the industrial field
IoT Gateway • Various industrial interfaces, facilitating stable transition of networks

Strongest Environment Adaptation

• Operating range: –40℃ to +70℃
• Resist electromagnetic interference
• Fan-less convection cooling
• IP54 ingress protection
• Substation compliant

Edge Computing Gateway

Highest Intelligence Most Convenient Management
APP1 Container
VR • Built-in containers: Rapid deployment of • Converged management: Terminals,
… P
customized industry apps gateways, computing, applications, and data
APPn eSDK • Open architecture with standard • Batch deployment using the USB flash drive
eSDK&API: Rapid integration with
DI/DO RS485 RS232 RF … Linux Kernel partners' applications

Page 34 Copyright © 2020 Huawei Technologies Co., Ltd.

 Huawei Next-Generation NetEngine AR Branch Routers

NetEngine NetEngine NetEngine NetEngine NetEngine

AR651C/AR651 AR6121 AR6140 AR6280 AR6300
(Small branch) (Small/Midsize branch) (Midsize branch) (Midsize/Large branch) (HQ/Large branch)

High performance, extensive High performance, extensive

High density, all-GE 10GE uplinks & multi-service 3x SD-WAN performance
interfaces interfaces
2Gbps 2Gbps 10Gbps~12Gbps
2Gbps~6Gbps 10Gbps~12Gbps

High performance Hyper convergence Simplified O&M

3x performance, all series ready for SD-
Simplified network deployment with fewer Deployment in minutes through ZTP, web-
WAN network evolution in the next 5
branch devices required based O&M
years

In-house design and controllability

In-house design for full series, controllable and trustworthy components

Page 35 Copyright © 2020 Huawei Technologies Co., Ltd.

 Huawei NetEngine AR Series Routers
HQ/Large branch NetEngine AR6300
NetEngine AR6280
NetEngine
AR6300/AR6200
series

SRU-400H/SRU-600H SRU-400H/SRU-600H

Branches of small and

midsize enterprises NetEngine AR6140-9G-2AC NetEngine AR6140-16G4XG
NetEngine AR6120 NetEngine AR6121
NetEngine
AR6100 series A version A version

Small enterprise
AR651C AR651 AR651W AR657W
NetEngine
AR650 series

SOHO

NetEngine
AR610 series NetEngine AR617VW
NetEngine AR611W NetEngine AR617VW -LTE4EA

Page 36 Copyright © 2020 Huawei Technologies Co., Ltd.

 NetEngine AR and AR G3 Mapping
Category AR G3 NetEngine AR
AR3260 AR6300 + SRU400-H/600-H

AR2240/AR2240C AR6280 + SRU400-H/600-H

AR AR2220E AR6140-9G-2AC
modular routers AR2204E/AR2204-27GE/27GE-P
The AR2204 can be delivered.
AR2204-51GE/51GE-P

AR1220E/AR1220/AR1220C AR6120/AR6121

AR161/AR161F AR651C

AR161G-L/AR161FG-L AR651

AR161EW AR651W

AR169EW/AR169EGW-L AR657W
AR
fixed-configuration router AR109/AR109W/AR129CV/AR129CVW/AR16
AR617VW
9/AR169W/AR169F/AR169FVW

AR109G-L/AR129CGVW-L/AR169G-
AR617VW-LTE4EA
L/AR169FGW-L

AR161W/AR161FW AR611W

Page 37 Copyright © 2020 Huawei Technologies Co., Ltd.

 Mapping Between Huawei's Next-Generation NetEngine
AR Series Routers and Cisco ISR Series Routers
AR6300 (3U, 12 Gbps)

AR6280 (2U, 10 to
Huawei 12 Gbps)

AR6140 (1U, 2 Gbps)

ISR 4461
AR6120 (1U, 2 Gbps)
AR650 (Box, 1 to
2 Gbps)
ISR 4451-X

AR610 (Box, 300 Mbps)

ISR 4431
ISR 4351

ISR 4321 ISR 4331

ISR 1100-8P ISR 4221

Cisco
ISR 900 ISR 1100-4P

ISR 800

Page 38 Copyright © 2020 Huawei Technologies Co., Ltd.

 Contents
• IP Products Sales Strategy Overview

• Campus Switches

• Campus WLAN Products

• Data Center Switches

• Edge Routing: AR G3 Products

• Core Routing: NE Products

• Security Products

Page 39 Copyright © 2020 Huawei Technologies Co., Ltd.

 NE Router Sales Opportunities & Strategies
Opportunities

Governmen
ISP Energy Transportation
t

OTT: OTT DCI network National broadband IP MPLS transmission and GSM-R
IP Metro Traditional backbone transformation network Railway LTE-M
IAP: BRAS e-Government Oil and gas pipeline DCS
Leased lines Safe city
Bandwidth rental Education backbone NREN

Strategies
 Focus on cloud network and network digital transformation in developed countries.
 Focus on construction of infrastructure like national broadband and e-government in developing countries.
 OTT players speed up construction in markets outside China. Cloud backbone solutions focus on accelerating provisioning, optimizing
bandwidth, and simplifying protocols.
 In MAN, NE routers have high reliability, large bandwidth, and high performance.
 For IAP, mini-BRAS can be deployed with OLT, saving space and providing large table size for more subscribers.
 For electric power and transportation, focus on SDH/EoS, OT/IT network digital transformation, easy O&M, IP hard pipe for critical
services, and 50 ms protection switchover.
Page 40 Copyright © 2020 Huawei Technologies Co., Ltd.
 Key Selling Points of NE Routers

High-Speed and Reliability Network

• Industry largest capacity (14.4T/slot @ NE8000-X series)
• 1st 1T NP Chip and 1st 400GE Commercial solution
• 99.999% high availability, with 50 ms protection
100G/200G/400G switchover
DC DC • IP hard pipe in support for SDH-like O&M and SLAs to
backbone interconnection carry key services

Simple architecture
• Built-in PCM, 64K to 100GE any service access,
• Innovative IP hard pipe Converge OT and IT Network ，
Simplifyconvergence
10G 40G/100G • SR/EVPN unified pipe encapsulation, simplifying protocols
• Support for the industry's first 400GE ports, simplifying
converged bearer topology

Easy O&M

• Minute-level service provisioning and on-demand

bandwidth adjustment supported by the NCE-IP
• Telemetry-based data collection within milliseconds, with
clear network insights
• Real-time flow-based iFIT, accurate service insights, and
integrated access quick troubleshooting

Page 41 Copyright © 2020 Huawei Technologies Co., Ltd.

 New Requirements at Cloud Era on IP Networks

Immersive Vertical industries Site-to-cloud

experience services private lines

10x SLA Automated

higher bandwidth assurance one-hop to the cloud
• LG U+ (South Korea): 8K VR games b/w • China Southern Power Grid: Latency for • China Unicom (Guangdong): site-to-
>200Mbps differential protection: 5ms~10ms cloud private line services provisioned
• China Mobile (Zhejiang): Latency for within 2 days and real-time bandwidth
• CCTV New Year's Gala 2019 (China): 4K adjustment through app-based self
live broadcast b/w 40Mbps~90Mbps remote medical rescue: 15ms~20ms
service

Page 42 Copyright © 2020 Huawei Technologies Co., Ltd.

 Huawei NetEngine Router Family Portfolio
NetEngine 8000 X8/X4 NetEngine 9000-8/20 NetEngine 40E X16A/X8A

Core • 4T line card, • 2T line card,

• 4T line card, Scale to
Router 14.4T/slot
80T/chassis BNG/FMC Service
Router
• Cable-based Backplane,
• Compact Design
up to 8T/slot

NetEngine 8000 M14 NetEngine 8000 M8 NetEngine 40E-M2K-B

Aggreg
ation • 2U, 910Gbps
• 5U, 2T, Scale to 4.8T • 3U, 1.2T
Router • 300mm depth • 300mm depth • 220mm depth

NetEngine 8000 NetEngine 8000 NetEngine 8000 M6

Access F1A M1A
• 1U • 1U, 220mm depth • 2U, 220mm depth
Router • dual AC/DC • DC: 1+1 redundancy • DC/AC: 1+1

Page 43 Copyright © 2020 Huawei Technologies Co., Ltd.

 NE Router Mapping Table
Old Model New Model V1R19C00 V1R19C10
NE9000-20/8 New NE9000-20/8 
Core Router NE40E-X8A/16A NE40E-X8A/16A (2T) 
NE8000-X4/8 
NE40E-X3/X8/16
NE20E-S16/16A NE8000-M14 
NE20E-S8/S8A
Aggregation NE40E-M2K NE8000-M8  
Router NE20E-S2E
NE20E-S2F
NE20E-S4 NE40E-M2K-B 
NE08E-S9

NE08E-S6E NE8000-M6 
NE40E-F1A
NE05E-SQ NE8000-F1A

Access Router NE05E-SR
NE05E-SJ/SK
NE8000-M1A
NE05E-SL 
NE05E-SM

Page 44 Copyright © 2020 Huawei Technologies Co., Ltd.

 Contents
• IP Products Sales Strategy Overview

• Campus Switches

• Campus WLAN Products

• Data Center Switches

• Edge Routing: AR G3 Products

• Core Routing: NE Products

• Security Products

Page 45 Copyright © 2020 Huawei Technologies Co., Ltd.

 Security Product Sales Opportunities & Strategies
NGFW for carrier resale and NA Security of datacenter network
 Proposal: Firewall solution to guarantee the L7  Proposal: Deploy DC firewall and security controller：
security for branches with leased Ethernet lines provide IPSEC VPN, virtualization、SDN、Secure Resource
 Industry: Public sector, government, large enterprise, Pool Solution
and education  Industry: Finance, energy, large enterprise, government
Opportunities
DDoS prevention for ISPs and data centers Security of campus networks
 Proposal: Data center and ISP infrastructure security  Proposal: Deployment of firewalls, professional security
solutions to prevent DDoS attacks and ensure system hardware gateway, secure terminal access, and unified
operating; anti-DDoS operation platform solution policy management software to realize comprehensive
 Industry: Public or private cloud data center, ISP threat protection
 Industry: Large enterprise, public sector, education

 Focus on the carrier resale SMB market and NA expansion，involving the public sector, banks, and large
enterprises, and provide the routing, switching, security, and L7 application analysis services using USG series
NGFWs.
 Focus on ISPs and data center NAs, and introduce the Huawei solution with anti-DDoS capability, high capacity,

Strategies high response speed, and highly accurate detection.

Page 46 Copyright © 2020 Huawei Technologies Co., Ltd.

 Key Selling Points of Security Products
 To find more opportunities from ISP, bank DC, and online gaming
projects, and win back Radware and Arbor users.
 To engage more managed security service providers (MSSPs), and
discuss what we can do for them with the competitive products. We
ISPs Gov./Edu./ Banks can also consider a new cooperation business model beyond selling
Enterprise devices. Anti-DDoS
 Draw up a marketing plan such as participating in local forums and
DC summits to get involved.
DC
DC Branches
Branches
Campus
 Focus on education institutes, banks, and government branches
which require a large number of firewalls used as access gateways
with AV/IPS/URL features only.
 Work with campus in projects to win more customers and improve
the brand of Huawei security. Also, find product weaknesses and make
Electric Manufactu products better.
Oil
power ring  Try to find distributors, conduct in-depth talk with them about NGFW
advantages and disadvantage of Huawei firewalls, and discuss how to
win sales opportunities in Fortinet-involved projects. We can provide
Campus customized features to build the leading business for customers.
DC

Page 47 Copyright © 2020 Huawei Technologies Co., Ltd.

 HiSec: Intelligent Security Protects a Fully Connected, Digital World

Intelligent
detection
99%
Safe City e-Government Cloud Telecom Cloud Unknown threat
detection accuracy
...
Scientific research Manufacturers Government Industrial park
enterprises security brain

Intelligent
Threat

handling
intelligence Analyzer Second-level
Threat response time
CIS FireHunter
Network and security device
collaboration, proactive threat
deception, and automatic closed-loop
Controller Identity controller handling

Intelligent
SecoManager iMaster NCE IAM
80%

O&M
Enforcer
OPEX Security O&M costs
ICT infrastructures
Based on automatic mapping from
services to policies

Page 48 Copyright © 2020 Huawei Technologies Co., Ltd.

 Huawei Security Products Family 2020 H1
NGFW Anti-DDoS High Security
Data Center

Chassis High-end
20Gbps 40G~2Tbps

Sandbox
(Firehunter6000）

USG9500 AntiDDoS1825 AntiDDoS8000

Big Data Security(CIS)

NGFW
Branch Branch/ Small Campus Large Campus/ Small DC Management

2~8Gbp,1U 10~40Gbps, 1U
Campus &

1-4G Desktop
Branch

2*40GE(QSFP+)+ 12*10GE(SFP+) + 16*GE RJ45 SecoManager

USG6530E: 2*10GE/GE+10GE
USG6635E / 6655E

USG6510E: 2GE(SFP)+10GE 6*10GE(SFP+)+6*GE(SFP)+16*GE eLog

2*10GE(SFP+)+ 8*GE(Combo)
USG6510E/6530E USG6525E /6555E/6565E/6585E USG6615E / 6625E

Page 49 Copyright © 2020 Huawei Technologies Co., Ltd.

 Huawei NGFW GTM Strategy in 2020

License USG12008, 2.4Tbps,15.8U,

40GE,100GE
• Performance expansion license 20Gbps for USG9500/USG12000 2020.Q4 GA
• Vsys (Virtual firewall) license, 10 Vsys for free, expansion quantity by 5~4000
USG9580, 1.92Tbps,32U,
• SSL VPN concurrent users, 100 users for free, expansion quantity by 100~20000 40GE,100GE

• Years of threat protection service, include IPS/AV/URL filtering/cloud sandbox USG12004, 600Gbps, 9.8U,
40GE,100GE
USG9560, 960Gbps, 14U,
40GE,100GE
USG6716E, 160Gbps, 1U, 2*100GE+2*40GE+20*10GE+2*10GE HA
USG9520, 120Gbps, 4/5U, 40GE,100GE
USG6712E, 120Gbps, 1U, 2*100GE+2*40GE+20*10GE+2*10GE HA

USG6680E, 80Gbps, 1U, 4*40GE+28*10GE+2*10GE HA

USG6655E, 40Gbps, 1U, 2*40GE+12*10GE+16*GE(RJ45)

USG6635E, 20Gbps, 1U, 2*40GE+12*10GE+16*GE(RJ45)

USG6625E, 20Gbps, 1U, 6*10GE+6*GE(SFP)+16*GE(RJ45)

USG6615E, 12Gbps, 1U, 6*10GE+6*GE(SFP)+16*GE(RJ45)

USG6585E, 9Gbps,1U, 2*10GE+8*GE Combo +2*GE WAN

Extension module
USG6565E, 6Gbps,1U, 2*10GE+8*GE Combo +2*GE WAN
USG6555E, 4Gbps,1U, 2*10GE+8*GE Combo +2*GE WAN
FW board 480Gbps Expansion card I 4x100GE+24x10GE 48x10GE
USG6525E, 2Gbps,1U, 2*10GE+8*GE Combo +2*GE WAN
USG6530E, 4Gbps, Desktop, 4GE+2Combo, 2*10GE+10*GE(RJ45)
USG6510E, 1.2Gbps, Desktop, 2*GE(SFP)+10*GE(RJ45) IPS/AV board 100Gbps Expansion card II 2x100GE+24x10GE 18x100GE
USG6510E-POE, 1.2Gbps, Desktop, 2*GE(SFP)+10*GE(RJ45), GE0/0/0-GE0/0/3 support PoE

Page 50 Copyright © 2020 Huawei Technologies Co., Ltd.

 Thank You
www.huawei.com

Page 51 Copyright © 2020 Huawei Technologies Co., Ltd.