HUAWEI Bearer Network Sales

Specialist Training

Contents
1

Bearer Network
Products
Sales Strategy Overview
Click
to add Title

Access Products
Click to add Title

Transmission
Products
Click
to add Title

3.1

OTN Products
Click to add Title

3.2

MSTP Products
Click to add Title

3.3

MicrowaveClick
Products
to add Title

Access Products Market Drivers

Cable operator will deploy 100M per household in 2013
before 2006

2006~2013

2013~2020

2018~

DOCSIS 1.1
& 2.0

DOCSIS 3.0

FTTO for SME

FTTB for Home

FTTH

down 38M
/up 24M
1500 HouseHolds

down 200M
/up 160M
125~500 HHs

down/up 1G
16~32 HHs
50M~100M/HH

>100M
2018

100M~/HH

Video application will get big development in next few years

before 2009

2009~

2013~

2018~

HSI + SDTV

HDTV

3D TV

3D Conference
Ambient Video

Down 4~8M
/up 1~2M
per HH

down nx12M
/up nx2M
per HH

down nx30M
up nx10M
per HH

Access Bandwidth Evolution

50~100M

Competition

2013

Services

20~50M
2009
2~20M

100M~

2001

Competition & services are two key forces to drive bandwidth evolution.
To match future development, 100Mbps access network is a must in next 6 years for TELCO.
2

Optix Transmission Products Market Drivers

Traffic Booming
Metro Broadband Traffic growth

Mobile Broadband traffic growth

Intercontinental Traffic growth

Power

Traffic

Transportation

IP Migration
500000

Increase ports num in Europe

SDH Network every year

Converged optical and packet

Energy

Maintaining

TDM Migrate to IP

2.5G

legacy and deploying

new

2010 2012 2014 2016

622M 155M GE FE

Data center

Page 3

Worldwide Network Products Market Space Summary

2013 Market Space ($Bn)
1.48, 4%
3.89, 10%

LSW
DC

3.28, 8%
16.88, 43%

WLAN
AR

2.86, 7% Service

NE
Optical

4.17, 11%

Access
6.88, 17%

In total $39.45Bn
Huawei can address every
segment of the Enterprise
network space
Target products by priority

Huawei Network Products Ranks No.1

Microwave

Optix Network

22%

NO.1

NO.2

Optix Networks: Ovum-RHK

2013Q2

GPON

23%

Microwave: Delloro
20123.Q2

DSL

48%

33%

No1

No1

GPON: Ovum-RHK
2013Q2

DSL: Ovum-RHK
2013Q2

Optix Networks(WDM/MSTP) and GPON/DSL maintain

5

No.1 in 2013.Q2

Huawei, the World's Leading xPON Partner

The Huawei xPON solution has more than 12 years of business experience, and is the world leader
in market share for each of the past 8 years. The Huawei solution serves large customers, including
39 of the top 50 global telecom operators, and about 1/3 of all global broadband users.

Other 5%
Dasan Networks 2%
Fiberhome
5%
Dasan
Networks
2%

Calix 5%

Calix 3% Fiberhome 6%

PON in the world

GPON in the world

GPON in EMEA

GPON in APAC
From Infonetics 2013 Q2

Go-To-Market Model: A 100% High Touch Model

Public Sector
OLT

PON

ONU

DSLAM

XDSL

CPE

VAP
POTS
/ISDN

xDSL

FAX/
PBX 64K
Modem

E1

Large
Corporation

Finance

MSAN

Carrier resale Partner

Enterprise
Bearer
network

Energy & Power

WDM

MSTP

Global Partner
Transportation

Microwave
Transmission

SME

Key Bearer Network Product Sales Opportunities

Product Lifecycle
EOL/EOW
Opportunity to upgrade / migrate existing
competitors Access / Transmission products
to Huawei Access / Transmission Products
EOL End of Life
EOW End of Warranty

Two-Vendor Strategy
Key benefits of Two-Vendors Strategy to
customers are:
Standardized Infrastructure simplifies OAM
Cost-Saving & Investment protection
Eliminate vendor lock-in

" Gartner concluded that a multi-vendor strategy results in costs

savings of roughly 15% to 25% over a period of five years"
(Forbes.com by Trefis Team)

Greenfield

Operational Restructure
& Consolidation
Often includes a network refresh:
Consolidation
Expansion
Re-organization

enterprise

New Platform Rollout

Both new businesses and new business units:
Application evolution
Technology evolution
Network evolution
Bandwidth evolution

Full Rage of Enterprise Network Products

IP Product & Solution
Core Router

Access Router AR G3

AR 200/150

AR 1200

Data Center

AR 2200

AR 3200

Agile Switch

NE20E-X6 NE40E-X3/X8/X16NE5000E

AP6010SN/DN AP6510DN
AP6610DN

GE Access

10GE AGG

T-bit Core

WiFi AC

WiFi AP

AP7110DN AP6310SN

AC6605

FE Access

ACU For
S9700/S7700

SMB

Ethernet
Switch
CloudEngine12800

CloudEngine
5800/6800

xPON
Access/
Security/
MSCG/
Wireless

MxU

MA561x
/2x/3x

MA5652
/62/69

OLT

ONT

MA560x/
MA568x

HG80x0/
81xx/82xx

S7700

S9700

S12700

S6700

Firewall/UTM

SSL VPN

IDS/IPS

USG 2000/5000

SVN 2000/5000

NIP2000/5000

WDM

S5700/S5710

MSCG

ME60 X3/X8/X16

S3700 S3700POE S2700 S2700POE

WiMAX

BTS

Terminal

S1700

GSM-R

DBS 3900

Microwave

MSTP/Hybrid MSTP

Transport
OSN1800
OSN3800

OSN6800

OSN8800

Metro100/1000

OSN 500/550

OSN1500

OSN2500

OSN3500/7500/9560

RTN910

RTN950

RTN980

eSight /U2000: Unified Network MGMT

Access
Router &
Core
Router &
WiFi

Why Huawei Access Networks?

Fast deployment

Optimal FTTx mode

resource reused

Site

Copper

Smooth migration

Copper&fiber
integrated

iODN

Efficient
FTTx

Professional service

Operation

NG DSL&PON
ready

ODN
turnkey

Intelligent network, E2E visible

ODN NMS

Intelligent
cabinet

Fast provision, Easy maintenance

Plug&Play
10

uniSite

OLS

Migration
Service

Why Huawei Transmission Networks?

Smart Transport

Ultra Broadband Transport

Booming Bandwidth

WDM 100G Providing Ultra

Broadband

Massive Legacy Services

Dominant Small Granular

Services

OTN Maximizing Bandwidth

Usage

Carrier-class Transport

Simple O & M

Guaranteed Transport Quality

Maintenance: Main Part of OPEX

< 50 Protection Switch

More Complicated Maintenance

High Availability

TP-ASSIT: Simplify O&M

11

Contents
1

Bearer Network
Sales Strategy Overview
ClickProducts
to add Title

Access Network
Click Products
to add Title

Transmission
Network
Products
Click
to add Title

3.1

OTN Products
Click to add Title

3.2

MSTP Products
Click to add Title

3.3

MicrowaveClick
Products
to add Title

12

Access Network Sales Opportunity and Strategy

ISP Networks

Intelligent Campus Networks

The band width increases, smooth evolution

The multi-service, multi-scene, great quantity units

access.
Optical/Copper Unified platform, centralized management

Opportunity

Smart Grid
Power PON distribution network
Power FTTH

All optical network construction

A large number of user access

Video surveillance
Large-scale crowded access

Pure optical network, more reliable

Focuses the campus and ISP newly-built optical network access, strengthens the Huawei GPON first market position, provide all

FTTx solution include FTTDFTTHFTTOFTTBFTTCFTTW etc. In the newly-built network the OLT stationing will bring

Long-term income. Must promote MA5600T series , PON/DSLAM/MSAN unified platform, provide L3 feature, has the competitive
advantage.

Strategy

Increase rate is the inevitable choice for DSLAM customers, Huawei Vectoring solutions, competitive advantage, and has large-

scale commercial success in the world

Power industry distribution network PON access and power FTTH has communication sale in China, can be push to overseas

Video surveillance is huge market space, In this scenario, large and dense (more than 500) access, PON have cost advantage. And

pure optical network, hardware the stability or network quality (delay and jitter) are superior to ordinary Ethernet access.
13

Access Network Key Selling Points

once investment, long term benefit
POTS/DSL
MA5600T

FTTCo
FTTC

Site

IP/Ethernet
ODN

MxU

FTTB/DP
FTTH

ONT

PSTN
ADSL
VDSL2
Vectoring
G.Fast
GPON

Bandwidth Upgrade, Seamless Evolution

Reusing OLT platform
G
P
O
N

ONT
10 OLT
OLT GPON
G
WDM
ONT
P
coupler
10G GPON
O
N
ONT

10G GPON

iODN: Visible & Manageable

14

ONT
GPON
ONT
ONT
ONT
10
GPON
ONT

iODF

U2000

..

OLT

Automatic Record,
100% Accurate

OLT

10G GPON
WBF ONT

Service
table

ODN MS

GIS Information

Network Management,
E2E Visible Network

GPON
ONT

E2E provisioning, Speed up service to market

U2000

ID Tag, Identified
passive resources

WBF

Reusing EMS

Fiber: abundant spectrum & wavelength resource to meet

endless bandwidth demand

OSS

Topology

Reusing ONT

From GPON To 10G NG-PON

WDMPON

Single Platform support both copper and fiber, enable smooth

evolution with lower risk

Reusing ODN network

iFDT

iFAT

ONU

Automatic service provisioning

E2E provisioning, save 50% of provisioning time

Fast provisioning,120,000 users/per month

Optical Access Product Portfolio

ONU (Optical Network Unit)

OLT (Optical Line Terminal)

Electric Power

MA5621A

MA5621

Broadcast & TV

MA5600T

MA5608T

MA5603T

MA5632

MA5631

MA5633

ONT (Optical Network Terminal)

Video Surveillance &
WLAN

Bridging
HG8010H

Bridging
& Voice

HG8110H

HG8040H

HG8240H

MA5620

MA5669

MA5626
HG8242H

Gateway

Broadband & Voice

MA5612
MA5616

HG8245H HG8247H

15

Huawei Optical Access Product Highlights

All services in
various
scenarios

Such as electric power, broadcast television, transportation, and energy, Huawei

provides industry-based and high-performance optical access networks.
Support FTTH/B/C/O, meeting user access requirements in different scenarios.

OLT with super

large capabilities

3.2T bit/s backplane capacity, 1,920G bit/s switching capacity, and 512,000 MAC
addresses.
Support GPON, 10G PON, and 40G PON, enabling easy evolution.

Easy deployment
and Operation and
Maintenance

Support off-line deployment of batch ONUs, automatic configuration delivery,

remote monitoring and maintenance.
iODN solution ensures fibers resource intelligent and visualized management.

High reliability

Energy saving

Support 1+1 backup, avoiding service interruptions.

Support GPON type B and type C line protection, ensuring fiber redundancy
backup.
each PON port can save up to 30 percent of power by unique chip technologies.
Use high performance power supplies to improve power conversion efficiency.
Support automatic power-off of idle boards and intelligent fan speed adjustment,
effectively lowering idle board power consumption.

16

Access Products Competitive Strategy

How to Beat ALU

ALU

7360FX DOESNOT support Copper Access but Optical

OLT

7360FX
/7302/7330

MA5600T

7356

MA5608T

Mini OLT

Platform.
The OLT dont support from PWE3, only in the ONU
Does not support TypeC, TypeC dual-homed
Only uplink stream in GPON board support tiered
scheduling , can not satisfy bi-HQOS

How to Beat ZTE

Only supports PON/P2P, does not support xDSL,/Voice

ZTE

Does not support the control board upgrades without

OLT

C300

MA5600T

Mini OLT

C320

MA5608T

interrupting the service.

Does not support TypeC, TypeC dual-homed

C320 DC power modules with integrated control board,

power module damage must also replace the control

board
17

Contents
1

Bearer Network
Sales Strategy Overview
ClickProducts
to add Title

Access Network
Click Products
to add Title

Transmission
Products
Click
to add Title

3.1

OTN Products
Click to add Title

3.2

MSTP Products
Click to add Title

3.3

MicrowaveClick
Products
to add Title

18

Transmission Product Sales Opportunity

The Government and Education Information Network
With the global information fast growing, More governments and education departments will build or rebuild
more broadband network. We can provide smart solutions for the backbone broadband network and the office
automation

The Power Transmission Information Network

The smart power network is based on the communication between the power transmission and the power station
and the remote sensors. We can construct the end to end communication network for our customer to realize the
smart power network.

The Energy Transmission Information Network

Opportunity

To realize the informationization and intelligentization in the energy industry production, firstly the transmission
network will be built along the oil transport tube. This give us a chance to help our customer to finish the work.

The Railway Information Network

The communication network built along the railway can support the railway transport
dispatching/controlling/ticket-selling/inspecting information. With the HSR based on the reliable communication
network built worldwide, we have a big chance to sell our products.

The Finance Anti-disaster Information Network

The synchro and asynchro data networks connecting the disaster recovery centers in different regions support the
important financial information. With the informationization and intelligentization growing in the financial
industry, there will be more networks to be built.

19

Transmission Product Sales Strategy

Solution Analysis

Competitor Analysis

Advantages

Long Distance Transmission/OTN

Hybrid
1588v2
100G/OTN
ASON
IP + Optical Synergy. The single provider of
the IP+Optical Integration Solution
U2000 unified management system
Be much rich in the worldwide deployment
experiences

Disadvantages

Cisco
Be the First in IP technology with a famous
brand
Have much many global partners
Businese price is a little higher
Be a little weaker in the transmission
technology

AlcaLu
Be equal with Huawei in the transmission
products
Be weaker in the IP products.
Be weaker in the delivery experience of the
government and education projects.

Sale Strategy
a)

b)

c)

d)

e)

Not as famous as the competitor in the

industry
Have less channel resources

High Touch:Develop the high-level relations

with industry customers and occupy the high
strategic points
Brand:Be active in promoting the IP+Optical
Integration Technology of our products and
the brand, participating in the trade show and
worldwide making partners to improve the
industry influence
Competition:Improve the project
technological barriers, shielding malicious
competitors
Business:Actively collect and analyze the
regional business of the Friends, to develop
competitive business strategies
Delivery:Promote the financing and delivery
advantages, shielding the Western
competitors

Market Strategy:focus on valuable customers, strategically layout and big projects

20

Transmission Products Key Selling Points

Packet-oriented, Smooth Evolution

'Zero' Waiting Provisioning

Bandwidth

T-bit capacity builds the boundless

bandwidth cloud

Separate tributary and line, service

provision on demand

Dual core (TDM+Packet): best

investment yield for evolution to ALL-IP

Evolution

Bridged: Data service flow freely between

TDM and Packet domains

Integrated Design, Save Investment

'Zero' waste bandwidth
Cost Effective

40G/100G/PID, 35% reduction in cost-per-bit

O&E converged grooming ,100% wavelength

utilization

Unified platform, reduce spare parts 33%

and training fee 80%

Convergence

Converges all service interface: WDM,

Microwave, ATM, SHDSL,

Rapid Deployment, Simplify Operation

'Zero' Downtime

Simple & reliable

1588V2:TDM/IP high precise timing

MDS 6600: simplifying the network planning

Intelligent ASON/GMPLS, 724h network

protection

U2000 NMS: Visualized OAM, click & play

Inherit SDH OAM advantages, E2E IP service

Easy

visualized management easy maintenance

21

CPE shipment by site configuration, reduce

deployment period 65%

Contents
1

Bearer Network
Sales Strategy Overview
ClickProducts
to add Title

Access Network
Click Products
to add Title

Transmission
Network
Products
Click
to add Title

3.1

OTN Products
Click to add Title

3.2

MSTP Products
Click to add Title

3.3

MicrowaveClick
Products
to add Title

22

As a Leading WDM Vendor

Global WDM Market Share Update
-Till 2012Q3(Rolling 4Q)

1
Global WDM

1
Global Backbone DWDM

4
PCT
Huawei
Others 25%

1
Global Metro WDM

Global 40G Market

1
PCT

8
PCT
Huawei
29% Huawei
33%

Huawei
Others 17%
Huawei
18%

Global 100G Market

1.6
PCT
Huawei
46%

30
PCT
Huawei
34%
ALU
25%

Source: Ovum RHK

* PCT: yoy growth

23

E2E MS-OTN Product Portfolio

New

New

New

OSN 1800 I

OSN 1800 II
2M~10G access
Protected 8 in
one box
Flexible install

OSN 1800 V
2M~10G access
700G ODUk/PKT
XC
40/5G SDH XC

OSN 8800 P16

Available with
19/23rack
Support Transporter

24

OSN 8800 T16

Multi service aggr.
640G/1.6T ODUk
360G SDH XC
320G/800G PKT
PID 8/12/2010G

OSN 8800 T32

Tbit switch
1.28T/3.2T ODUk
1.28T SDH XC
640G/1.6T PKT
40G/100G 4000km

OSN 8800 T64

Tbit switch
2.56T/6.4T ODUk
1.28T SDH XC
40G/100G 1500km

OSN 9800 U64/32

Tbit switch
6.4T/12.8T
ODUk/PKT XC
Scalable to 400G/1T

Huawei OTN Highlights

Ultra-Long Transmission Distance

Large Bandwidth

Supports transmission of 10G services

over 5000 km.
Supports transmission of 40G services
over 2000 km (or coherent 40G
services over 4000 km).
Supports transmission of 100G services over 4000
km.

Supports service transmission at 800

Gbit/s8 Terabit/s.

Supports smooth upgrade of service

bandwidth from 800 Gbit/s to 3.2/8
Terabit/s.

Flexible Service Grooming

Supports the access of services at a rate
ranging from 100 Mbit/s to 100 Gbit/s

Multiple Protection Policies

and reduces wavelength fragments

based on flexible service grooming at the electrical
layer.
Supports the cross-connection of
ODU0/1/2/2e/3/flex.

E2E Management
Supports E2E configurations.
Supports multi-layer and multi-trail
service tracing.
25

Provides protection for WDM services

against one fiber cut.
Provides protection for ASON services
against multiple fault and improves
network reliability.

OTN Products Competitive Strategy

Solution Analysis

Competitor Analysis

Advantages

Cisco

100G/OTN
ASON
The single provider of the
IP+Optical Integration Solution
Be much rich in the worldwide
deployment experiences

AlcaLu

Be equal with HUAWEi in the transmission

products

ZTE

Disadvantages

Be the First in IP technology with a famous

brand
Have much many global partners
Be a little weaker in the transmission technology

Not as famous as the competitor in

the industry
Have less channel resources

26

Have a full range of IP and transmission

products like HUAWEI, but weaker in the
function and brand
The project spoiler with much lower price
Have the advantage in the financing projects

Sale Strategy
a) High Touch:Develop the high-level
relations with NA and occupy the high
strategic points

b) Brand:Be active in promoting the

IP+Optical Integration Technology of our
products and the brand, participating in the
trade show and worldwide making partners
to improve the industry influence

c) Competition:Improve the project

technological barriers, shielding ZTE and
other malicious competitors

d) Business:Actively collect and analyze

the regional business of the Friends, to
develop competitive business strategies

Contents
1

Bearer Network
Sales Strategy Overview
ClickProducts
to add Title

Access Network
Click Products
to add Title

Transmission
Network
Products
Click
to add Title

3.1

OTN Products
Click to add Title

3.2

MSTP Products
Click to add Title

3.3

MicrowaveClick
Products
to add Title

27

No.1 in Hybrid MSTP/MSTP Global Market

MSTP Global Market Share

2012Q4

Rolling 4Q (2012Q1~2012Q4)

Huawei

CPO Global Market Share

(Hybrid MSTP)

MSTP

Huawei

Hybrid MSTP

NO.1

NO.1

ALU
Source: Ovum-RHK

No.1

Source: Ovum-RHK

in Hybrid MSTP/MSTP global market

Leading

NG transformation, Ranked No.1 in CPO (Hybrid/Universal switch)(24%)

28

Huawei MSTP E2E Products Series

Core

MSTP
OSN 9560

OSN 7500II

1.28T OCS

Unified platform

Aggregation

STM-64

OSN 2500
STM-16/4

CPE

OSN1500A

OSN 550

STM-16/4/1

STM-16/4/1

OSN 7500

OSN 3500

STM-64

STM-64/16

OSN 9560

OSN 7500II

OSN 7500

TDM

PKT 320G

PKT160G

1.28T/80G

TDM

TDM

360G/40G

360G/40G

OSN1500B
STM-16/4/1

Unified NMS
U2000

Metro 1000

OSN 500

Metro 100

STM-4/1

STM-4/1

STM-1

Unified NMS Features

Rapid deployment, easy maintenance;
Provide visible and intelligent network management platform;
Modular design supports distribute system structure, with excellent expansibility;
Unified management and maintenance of all equipments in network.
29

Hybrid-MSTP

OSN 3500II

OSN 2500

OSN 3500

OSN 1500

TDM

TDM

PKT100G

PKT 8G

110G/20G

60G/20G

TDM

TDM

200G/20G

60G/20G

Metro 1000

Metro 100

OSN 550

OSN 500

TDM

TDM

PKT

PKT 7.2G

4G/4G

1.25G/1.25G

60/40/20G

TDM

TDM

21.25G/5G

20G/5G

Huawei MSTP Highlights

High Quality
MSTP is the best choice to carry
TDM service
Dedicated channels guarantee
the quality of service
Service degrade detection and

High Reliability
Multi-level system protections
ASON anti-multi-failure protection
Relay protection for power system

switchover for excessive bit

Multi-Service Access

errors

TDM, ATM, Ethernet, etc

service interfaces

Ultra Broadband, Ultra

Built-in PCM for lower speed

service access
2M optical interface for
interconnection with power relay
protection equipment

Built-in WDM solution

40G/100G smart line card

Future-Oriented

Unified management and

maintenance by U2000 NMS
Visual network level view and
graphical display
E2E service configuration

Long Haul

Ultra long haul transmission

solution

Unified NMS, Easy O&M

"Universal Switch" for unified

grooming of packet and TDM
services
Soft pipe and hard pipe co-exist
30

MSTP Products Competitive Strategy

AlcaLu

ZTE

ECI

ABB

Joint: joint use of Hybrid

solution, beat the
competition from the
solution and beat ALU by
test and price
16xx series:Compare
capacity, interface, port
density, features (ASON
PCM, long distance
transmission )
18xx series:Compare
Interface (PDH, PCM),16
and 18 series :different
NMS and platform, board
can not be mixed used, not
smooth evolution

Poor Financial :Loss of

2.8 billion yuan in 2012,
executives collective pay
cuts, layoffs million, the sale
of subsidiaries.
Solution:No Hybrid
solution, only pure MSTP or
pure PTN solution,joint
other venders to use
HYBRID solution to beat
ZTE.
ZXMP series:MSTP
equipment, has stopped
development.

Small market share:

market share has been
declining (2012 Q3:ECI: 2%,
ranked 14th) ,Earnings
pressure, 2 times layoffs in
2012.
Solution: The ASON
ability is week, there is no
successful application cases.
Avoid compare
Specifications with BG
Series :BG series high
integration ,using large
equipment to compete with
small one is dangerous for
us.

Promote HYBRID:ABB
only 61series support
HYBRID, no end-to-end
hybrid networking
capability.
Promote high
specifications: the main
product 515/512 is a box,
strong PCM ability, but poor
transmission capacity, high
transmission capacity, highrate interface, high-density
transmission interface can
beat ABB
Avoid ALL-IN-ONE:
ABB is strong in ALL-INONE ,rich PCM interface.

Do not be afraid, we are strong

31

Contents
1

Bearer Network
Sales Strategy Overview
ClickProducts
to add Title

Access Network
Click Products
to add Title

Transmission
Network
Products
Click
to add Title

3.1

OTN Products
Click to add Title

3.2

MSTP Products
Click to add Title

3.3

MicrowaveClick
Products
to add Title

32

Rapid Growth, Leading in Industry

Revenue ( 000 $ )

CAGR=51.0%

20.2%

2nd
Microwave Market share
(Rolling 11Q4-12Q3)

2008

2009

2010

Fast Growth: with 51% CAGR in last 4 years and still going on.

In Y2011, Huawei Microwave revenue reached $ 814.9 million with 24% growth.
11Q4-12Q3, Huawei Microwave market ranks TOP 2 at 20.2% with revenue to $ 1,300 million.
33

2011

Microwave Product Overview

5000S/IPS
(Trunk)

Full indoor IP Microwave

POC4
(Micro-site)

Core

RTN310
(FO)

POC3
( End-site)
POC1
(HUB Point)

NEW
RTN380
(E-Band)

PTP250/500
(N-LOS)

Full outdoor IP Microwave

POC2
(convergence point)

1+1

1+0

RTN 620(4RF,2U)

Unified NMS: U2000/WEB

LCT

RTN 605(Fixed, 1U)

RTN 600 series: Unified TDM/Hybrid Microwave

main

main
1C(1+0)

XMC-2
RTN 980(14RF,5U)

RTN 950A
( 6RF,12Q4)

RTN 950
( 6RF,2U)

RTN 910
( 2RF,1U)

RTN 900 series: Unified TDM/Hybrid/Packet Microwave

34

2A(1+1)
1A(1+0)
RTN 905(Fixed,1U)

Huawei Microwave Highlights

Easier Operation
Networking & Universal Switch
Unified Management
E2E Transport,the efficiency of the
operation improves 30%

Greater Bandwidth

Higher Reliability

XPIC , Double air capacity

Frame head compression

Link-level protection
Device-level protection
Network-level protection

1024QAM,High modulation
Radio link aggregation

35

Microwave Products Competitive Strategy

Products

Huawei

Competitors

FO

Leading in 2Gbps ultra bandwidth; Firstly supports

1024QAM; Duo-GE ports easy to extension

E/// doesn't release 1024QAM;

NSN/ALU doesnt support 1024QAM, capacity is much
lower than Huawei.

E-Band

First 64QAM, 2.5Gbps

E/// self-produced E-Band only supports QPSK with

1Gbps;
NSN/ALU/NEC has no self-produced E-Band by now.

905 compact box

Leading in 2Gbps ultra bandwidth; Firstly supports

1024QAM; Plentiful data features, supports PW and
MPLS-TP; supports 1588v2

E/// box doesnt support 1024QAM,PW,MPLS-TP and

1588v2 by now;
NEC box doesnt support 1024QAM, MPLS-TP and
1588v2

42G ODU

Huawei firstly commercially applied 42G XMC ODU

E/// / NEC says 42G ODU is ready, but no actual reference.

Huawei can offer in house design for all the components of a microwave solution: Antennas, Chipset, etc.
This positions Huawei as one of the few microwave vendors that do not relay on third party Intellectual
Properties benefit the customer of short time delivery, no risk for components shortage, timely customer
requirements fulfillment.
36

Contents
1

Bearer Network
Products
Sales Strategy Overview
Click
to add Title

Access Products
Click to add Title

Transmission
Products
Click
to add Title

3.1

OTN Products
Click to add Title

3.2

MSTP Products
Click to add Title

3.3

MicrowaveClick
Products
to add Title
Successful Cases
Click to add Title
37

Nigeria ICT Infrastructure Backbone

On 26th April 2006, as witnessed by Chinese President Hu Jingtao and Nigeria President Obasanjo, a $200 M USD E-Gov project MOU
(Memorandum of Understanding) was signed by Huawei and the Nigeria Ministry of Technology. This solution boosted the national economy and
improved government productivity as well as citizen services.

Solution

National ICT Infrastructure included a national fiber backbone,

submarine cable landing gateway, regional IP POP, MANs for 6

metropolitan regions, and MDAs LAN.

Cloud-based National Data Centers with 3-layer disaster recovery.

Customer Benefits

Huge revenues from hosted services and wholesale transmission

Lowered MDA internal communication costs

Balanced out technology development in the territory

Improved efficiency of G2G, G2C, G2E, and G2B services

Fostered a healthy economic environment and attracted foreign

investment

38

Backbone Network for Italy GARR

GARR (Gestione Ampliamento Rete Ricerca) is the Italian Academic and Research Network, which provides high-speed Dense
Wavelength Division Multiplex (DWDM) network connectivity and services for colleges and education and research
institutions throughout Italy.

Education and Scientific Research Institutions

Solution

National Libraries

College

IRCCS

AFAM
Laboratories and
Research Centers

Customer Benefits

39

Deploy OSN 8800 for each node to support 80 x 100 G with

OTN
2,500 km/100 G for ultra broadband
WSON protects against multi-fiber cuts
Covers 129 laboratories and research centers, 88 colleges

High cross-connection capacity, up to 6.4 T

Zero bandwidth waste over a wavelength with OTN
Ultra-long-distance transport to connect nearly 450
institutions
High stability to guarantee network security

EVN NPC DWDM Project

Vietnam Electricity (EVN) is the largest power company in Vietnam with an electricity generation capacity of 8,860 MW
and a distribution network of 19,396 kilometers. North Power Corporation (NPC) is one of the EVN's seven subsidiaries.
The DWDM network is used for 24 UHV substation connections; the longest distance between substations is 120
kilometers.

Flexible Access, Smooth Evolution

Solution

OSN6800, OSN7500, TP48300B and BITS

Line side uplink and downlink rate is 10 G, tributary side supports GE, FE, STM16, STM-64 services access

Equipment-level and network-level protection enhances network reliability

Customer Benefits

High reliability and network bandwidth for EVN communication development

Flexible -level service grooming in optical layer and flexible granules grooming
in electrical layer

40

Easy bandwidth upgrade (from 10 G to 40 G)

U2000 unified network management system reduces operating expense

Provincial Backbone ASON Project for Hebei Power System

Backgrounds & Challenges
Current network equipment aging causes potential safety hazards.
The current network adopts traditional ring network protection that
cannot protect against failure at multiple points.
Difficulties in purchase of parts of current network equipment
hinders the stable operation.

Huawei Solutions

Use the intelligent optical network equipment such as OSN7500

and OSN3500 series products to provide comprehensive ASON
solution.
Use the professional MD S6600 Designer to stimulate current
network and improve network reliability.
The network management involves non-local backup.

Benefits

Provide a stable and reliable platform for key data transmission in

Hebei power system.

High bandwidth utilization rate with excellent scalability and

favorable time to live (TTL)

More flexible service scheduling and easier network management

Mixed plugging of boards is supported, reducing the purchase

cost for auxiliary boards.

41

China-Kazakhstan long gas pipeline project

Backgrounds & Challenges

AGP is a Group Company of China National Petroleum Corporation

(CNPC) and the Kazakh oil and gas joint venture
AGP is responsible for the organization and implementation of the Central
Asia Gas Pipeline project

Huawei Solutions

The total length of domestic optical communication network is 1833 km,

using OSN 3500 + OSN 1500
The project integrates IP network, SCADA, VAST, VoIP, DC, and a wide
range of products
Huawei is the EPC as the pipeline communications and SCADA
The total amount of the project: $ 1.2 billion. Huawei optical transmission
communication share: $ 60 million

Benefits

After the project, it will transport 30 billion cubic meters of natural gas per
year
This cooperation, enhance the friendship of China and Kazakhstan
42

Belgium Syntigo Railway Project

Syntigo, established in 1998 as a subsidiary of SNCB-Holding, has the second largest optical network in Belgium, covering

150,000 km. It provides services to these market sectors: Transport & Mobility, Enterprise & Public, and Telecom Operator
& Integrators. The company aims to be the most reliable supplier of ICT solutions for mobility and communication.

End-to-End DWDM Solution

Solution

Huawei series products OSN 1800/ OSN 6800/ OSN 8800

Multi-degree WSS ROADM and integrated OTN switching

OSN 1800 for small granularity services access

80 x 40 G provides enough capacity for extending bandwidth for future

needs

Customer Benefits

Safety & Reliability: an end-to-end fixed fiber, real-time, high-speed

solution boosts dispatch efficiency and enhances transportation safety.

Multi-Service Access: supports various applications (SCADA, Passengerticket Management Information System, etc.)

Easy Maintenance: unified network deployment and management system

reduces operating expense

43

Wuhan-Guangzhou High Speed Railway

Backgrounds & Challenges

Global first long-way(1068km) HSR( (350km/h)Ultra high

reliability.

Very dense GSM-R base station, high synchronization quality.

Huawei Solutions

3 layer network based on Huawei OSN series MSTP, biggest sync.

chain is less than 20 nodes.

Network protection : Trunk layer use 1+1 linear MSTP, aggregation &
access layer combined as a path protection ring, traffic is aggregated
to control center through trunk line and aggregation layer

Equipment protection: Key board hot-backup including SCC, XC,

Power, Sync

Benefits

Fiber saving by 3 layer network design;

10G Trunk can provide more bandwidth;

Good protection & sync. design, 3+ year safe operation

44

Disaster Recovery Network for SSE

The Shanghai Stock Exchange (SSE) is the largest stock exchange in mainland China. At the end of 2010, the SSE boasted
1,500 listed securities and 894 listed companies and a modern trading system that supports SSEs paperless trading at

speeds of more than 8,000 transactions per second.

Real-Time Backup Network with DWDM

Solution

Deploy eight OSN series product

Deploy 1+1 protection to improve security and reliability

Abundant ports to support IP and SAN services

Uses the unified NMS U2000 to manage all equipment and services

Customer Benefits

The network meets the reliability requirements and guarantees for stock
exchange operations.

High-density boards provide multi-services access

Easy to deploy new services and expand existing services according to

business needs

High reliability network is implemented with equipment- and network-level

protections.

45

Huawei GPON Global Applications

Power Customer

Europe

Asia-Pacific

CIS

Vodafone

Trans Telecom

British Telecom

MTC

Telefonica

Utel

N9UF

Meqafon

China Mobile
China Telecom
China Unicom

E-Access

QSC

Latin America

Africa

Iusacell
Brazil Telecom

Orascom

Telemar

Telecom Egypt

CANTV

MTN

Middle East
Etisalat
Saudi Telecom

SingTel
PCCW

HGC
Optus
Korea Telecom
Telecom Malaysia

TELMA

AIS
TRUE
Excelcom

In-depth experience developing long term relationships with more than 30 worldwide operators.

46

BT Deploying FTTx for Full Services

Challenges
Economic drive: Digital Britain Government Plan,

Video for 2012 London Olympics

Competitive drive: MSOs & CLECs such as Virgin Media,

launched fixed BB to 50 Mbit/s to attract more users

New services drive: VOD programs, BBC iPlayer/BT Vision/Pay TV

Solutions:
The aggregated OLT solution reduces the number of COs and achieves network convergence (access and
aggregation), service convergence (ultra-broadband, HDTV, and voices), and user convergence (home,

enterprise, mobile bearer, and wholesale), which effectively achieves network flatness.
Comprehensive customized green cabinet, one-stop delivery, and fast deployment
MA5616s deployed in a large scale provides the VDSL2 and vectoring technologies for copper lines to achieve
100 Mbit/s transmission rate.

Benefits
BT deploys 80% FTTC networking and 20% FTTH networking, greatly reducing CAPEX. (The BT networking
deployment shows that the cost for deploying FTTH is five times of the cost for deploying FTTC.)

The total of 5500 COs reduces to 800, greatly reducing renting fees of the equipment room.
Provides new user service packages of 40 Mbit/s, 80 Mbit/s, and 100 Mbit/s, which attracts more copper

line users. The marketing share increases to 31% from 27%.

47

HUAWEI ENTERPRISE ICT SOLUTIONS A BETTER WAY

Copyright2012 Huawei Technologies Co., Ltd. All Rights Reserved.

The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product
portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive
statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time
without notice.