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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:

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value demand creation huawei channel marketing
Value & Demand CreationHuawei Channel Marketing

Stuart Skjerven

Senior Manager - Channel & Field Marketing

agenda
Agenda

1

  • Huawei Value

2

  • Today’s Channel Program

3

  • Channel Program Growth
huawei overall business us focus
Huawei-Overall Business & US Focus

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

$35.4B (E)*

$ 32.4 B

$ 28 B

$ 21.8 B

$18.3 B

$12.8 B

Continuously creating long-term value for customers

2011

2007

2008

2009

2010

2012

Sales Revenue (USD in billions)

huawei usa a local global company
Huawei USA - A Local Global Company

Huawei HQ

USA

  • 70,000+
    • R&D engineers
  • Customer Engagement
  • Local Product Mgmt

North America

Customers

  • Local R&D Center & EGCC*
  • IPD Process*

Local Customer Service

Concept

Plan

Develop

Qualify

Roll out

Supply Chain & Logistics

AVAILABILITY

DCP

CONCEPT DCP

PLAN

DCP

KICK OFF

Localized Operation

Global Engine

EGCC = Enterprise Global Competency Center

IPD: Integrated Product Development

  • Customer-centric Innovation
  • Fast Response and Quality Delivery
  • Reduced TCO
continuous investment in innovation
Continuous Investment in Innovation

R&D investment

Standards and patents

  • Membership in 150 international standards organizations such as IEEE, IETF, DMTF, Continua, and HL7
  • 180+ positions in international standards organizations
  • 23,000 standards - related manuscripts
  • USD $4.8 billion in 2012
  • 70,000 R&D employees
  • 16 R&D centers

Standards

Continuous increase in percentage of R&D

investment to total sales revenue

  • 41,948patent 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).

15%

10%

Patents

13%

9.4%

9.1%

9.7%

9.7%

11.6%

5%

0

2007

2008

2009

2010

2011

2012

industry recognized innovation awards
Industry-Recognized Innovation Awards

The Economist

Fast Company

Corporate Use of Innovation Award

Top 5 most innovative companies in the world

IEEE

Broadband World Forum

Excellence in Standards Development Award

InfoVision Award for Best Broadband Access- Fixed

Informa

Red dot

Best LTE Commercial Performance Award,

Best Contribution to LTE R&D Award

Intelligent Video Surveillancewin the Red Dot Design Award of 2012

market impact of huawei products
Market Impact of Huawei Products
  • High-end router:
  • 18.1% market share
  • #2
  • LAN switch:
  • 36Mports
  • 800Kswitches
  • DC Switch:
  • Key Performance
  • index
  • No.1
  • Telepresence:
  • 1500 sets shipped
  • No.1in China
  • Top 2worldwide

Source from: Infonetics

Source from: Frost & Sullivan

LTE:

45 Operator Networks & 9 Industry Networks, Ranking No.1

  • Data center:
  • 260 DC
  • (35Cloud DC)
  • Storage:
  • CAGR
  • 59%

GSM-R:

10K km Coverage

Source from: Miercom

huawei enterprise value proposition
Huawei Enterprise Value Proposition

Next-gen platforms for better performance, value and future upgradeability

Relentless pursuit of customer satisfaction

Leading the way in research and innovation

Global R&D strength, investment and experience

Financial strength and rapid growth

enterprise it departments u nder huge pressure
Enterprise IT Departments Under Huge Pressure

BUDGET

SECURITY

SPEED OF TECNOLOGY

Be Risk Averse!

LEAD & DIFFERENTIATE

Cloud

BYOD

Pervasive Security

Big Data

Innovate More!

Marketing

Operations

Manufacturing

R&D

Finance

Sales

key it department solution needs
KeyIT Department Solution Needs

ECONOMIC

TECHNOLOGICAL

STRATEGIC

Scaling network when adopting new trends like BYOD

Supporting IT consumerization

End to end network security

Single strategy to optimize the efficiency of IT assets

Continuously innovating for new service

Maximize on IT investment

Utilize emerging trends like cloud services

slide11

ICT Product and Solution Portfolio

Unified Management

Bring Your

Own Device

Software Defined Network

Cloud

Data Center

UC&C

Telepresence

UC

Conferencing

IVS

Contact Center

Security

Data Center

Infrastructure

Server

Storage

VDI

Networking Power

Enterprise Network &

Enterprise Wireless

IP Network

GSM-R/LTE

OTN/Microwave

DC Network

agenda1
Agenda

1

  • Huawei Value

2

  • Today’s Channel Program

3

  • Channel Program Growth
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.

Our Commitment to Our VARs

We will not succeed without a strong and healthy channel

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

Goals of the Huawei US Channel Program
huawei s marketing programs

Partner Authorization

Deal Registration

Certification Training

Market Development Funds

Trade Show Participation

Regional Marketing Funds

Discounted Demo Equipment

Huawei’s Marketing Programs
channel pricing with deal registration

35%

10%

20%

30%

Channel Pricing with Deal Registration

Gold

65%

Silver

55%

Authorized

45%

Deal Registration Discount off MSRP

35%

Standard Disc off MSRP

marketing material

Product Literature

Customer Presentations

Case Studies

Success Stories

White Papers

Sales Guides

Marketing Material
branding assets

Advertisements

Logos

Templates and Guides

Booth Designs

Videos

Banners

Branding Assets
presales toolkit

Product Selector

Product Mirror

ROI/TCO Calculator

Configuration Tool

Documentation Tool

Network Migration Tool

Presales Toolkit
channel communications

Webinars

Newsletters

Email

Partner Summit

Channel Communications
logo program

Channel Partners

Service Partners

Certifications

Learning Partners

Logo Program
agenda2
Agenda

1

  • Huawei Value

2

  • Today’s Channel Program

3

  • Channel Program Growth
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

New Channel Programs
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

Partner Certification Training
channel team

Stuart Skjerven – Chnl & Field Mktg Manager Stuart.Skjerven@huawei.com

Joe Kramer – CAM CA Joe.Kramer@huawei.com

Kevin Lu – CAM East Kevin.Lu@huawei.com

Tom Parisi – CAM East Tom.Parisi@huawei.com

David Cradeur – CAM Central David.Cradeur@huawei.com

Paul Clark – CAM Central Paul.Clark@huawei.com

Channel Team