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Value & Demand Creation Huawei Channel Marketing

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

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  1. Value & Demand CreationHuawei Channel Marketing Stuart Skjerven Senior Manager - Channel & Field Marketing

  2. Agenda 1 • Huawei Value 2 • Today’s Channel Program 3 • Channel Program Growth

  3. 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)

  4. 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

  5. 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

  6. 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

  7. 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

  8. 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

  9. 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

  10. 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

  11. 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

  12. Agenda 1 • Huawei Value 2 • Today’s Channel Program 3 • Channel Program Growth

  13. 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

  14. 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

  15. Partner Authorization Deal Registration Certification Training Market Development Funds Trade Show Participation Regional Marketing Funds Discounted Demo Equipment Huawei’s Marketing Programs

  16. Huawei Partner Authorization Levels

  17. 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

  18. Product Literature Customer Presentations Case Studies Success Stories White Papers Sales Guides Marketing Material

  19. Advertisements Logos Templates and Guides Booth Designs Videos Banners Branding Assets

  20. Product Selector Product Mirror ROI/TCO Calculator Configuration Tool Documentation Tool Network Migration Tool Presales Toolkit

  21. Webinars Newsletters Email Partner Summit Channel Communications

  22. Channel Partners Service Partners Certifications Learning Partners Logo Program

  23. Agenda 1 • Huawei Value 2 • Today’s Channel Program 3 • Channel Program Growth

  24. 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

  25. 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

  26. 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

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