Intro to

Huawei

Objection
Handling

Responding
to Huawei

Architecture
and Solution
Positioning

Technology
Positioning

Services
Positioning

Huawei
Partner Piranha Program - June 2013

Cisco Partner Confidential

Why Cisco

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Architecture
and Solution
Positioning

Technology
Positioning

Huawei Overview

Revenue: $35.35 for 2012

Gross Margins: 39.8%
Operating Profit: $3.2 Billion
Financial Strategy: Leverage low cost of operations,
customer financing capabilities
Core Products/Technology: Focus on: Enterprise (Access
networks, LAN switching, Routing, Cloud, WLAN, Security,
Collaboration, Telepresence), Devices (Handsets, Tablets) and SP
Infrastructure (GSM/3G/LTE, Optical, Routing, Cloud, Services)
Channels Strategy: SPs as a channel, focus on non-Cisco
partners, network integrators, technology partners to penetrate
this segment. Increased effort in signing managed services
partnerships. Two tier distribution strategy in play. Aggressive
build-out of channel ecosystem in Europe, Middle East, and
Emerging. Promising high gross margins as key value proposition
Product Portfolio

Products Offered

WLAN

Access Point, Access Controller

http://enterprise.huawei.com/en/products/
network/wlan/index.htm?node=0&child=2

Security

Firewall, VPN Gateways, Intrusion Detection,

Software, Application Control Gateways
http://enterprise.huawei.com/en/products/
network/security/index.htm?node=0&child=3

Enterprise
Routing

AR & NE Routers
http://enterprise.huawei.com/en/products/
network/router/index.htm?node=0&child=0

LAN Switching

S series switches
http://enterprise.huawei.com/en/products/
network/switch/index.htm

Collaboration

Video Endpoints, Infrastructure, TelePresence,

Terminals
http://enterprise.huawei.com/en/products/collcommunication/telepresencevideoconference/
index.htm

DC Switching

CloudEngine family of switches

Compute

Tecal rack, blade and hybrid servers

Storage

OceanStore family of products, block arrays, NAS

arrays and distributed file system

Virtualization and
Cloud

SingleCloud OS virtualization platform and Cloud

solutions like vDesktop 6000 for VDI

Services
Positioning

Why Cisco

2009

2010

2011

2012

71.3%

73.0%

70.2%

68.3%

1.8%

1.6%

1.8%

2.5%

Cisco

55.4%

53.6%

50.1%

52.9%

Huawei

Not
Reported

Not
Reported

Not
Reported

Not
Reported

Access Routing
Cisco
(Sources: DellOro)
Huawei

86.2%

86.9%

84.3%

84.0%

1.4%

0.6%

1.0%

1.8%

Network Security
(Sources:
Infonetics)

Cisco

35.9%

34.4%

31.3%

31.2%

Huawei

0%

0%

0%

0%

Content Security
(Sources:
Infonetics)

Cisco

9.5%

12.6%

12.3%

12.2%

Huawei

0%

0%

0%

0%

Manaed LAN
Cisco
Switching
(Sources: DellOro) Huawei
WLAN
(Sources: ellOro)

Objection Handling
Objection

Cisco Response

Business
Huawei is a leader in IP
networking given their strong
success in the Telecom sector

Success claims are mostly in China,

limited Enterprise references WW.
SP and enterprise customers
are fundamentally different.
Limited transfer of expertise and
technologies possible from SP
market to enterprise. Lack of
channels (Sis and VARs) affects
availability and support. Are
unproven and relatively unknown
in the Enterprise channel segment
outside of China

Technical
Huawei provides simplified
network maintenance while
providing end-to-end flexible,
integrated solutions

2 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Huawei has box-level mindset

versus having an architecture
level vision. Product integration is
key to reduce complexity Huawei
enterprise solutions are broad, but
fragmented. Huawei has to create
customized solutions on customer
premise to make their products
work as a solution or as a complete
network architecture

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Architecture
and Solution
Positioning

Technology
Positioning

Services
Positioning

Why Cisco

Responding to Huawei
Huawei Claim/Positioning

Cisco Response

Huawei Claim/Positioning

Cisco has repeatedly won CRN

channel champion awards for
channel program and product/
solution offerings
In January 2013, Canalys
Candefero study reported Cisco
is number 1 in networking, unified
communications, servers and
data centers and number 2 in
security. Huawei didnt even
make the list for their enterprise
products sold via the channel
Ciscos technical certification
program and channel enablement
program are the gold standard
throughout the industry. Not only
do Cisco CCIE command higher
wages but most competitors
channel programs will fast track
certified Cisco channel partners.
Cisco gold partners are granted
Huawei platinum level status by
nature of the Gold badge

Corporate Positioning
Access from anywhere,
anytime, and using any device
without compromising security
An excellent user experience
for a wide number and variety
of services

Follower messaging lacks

unique attributes compared to
other industry players
Some products do not show
up on market share reports so
hard to tell where and if they are
successful

Technology/product solutions:
Position by product type
--Campus, Branch, WAN,
Wireless, Security, IPv6,
WLAN, BYOD

Lack of architecture and

associated validation only
provides a list of products

Huawei Support-E: New

Enterprise-specific service
portal boasting an excellent
user experience for a wide
number and variety of
services

No equivalent to Cisco Smart

Services (Smart Call Home,
Smart Net Total Care, and Smart
Care)
Huawei is consistently ranked
very low in services by the
industry. CIO Insight does not
rate Huawei and J.D.Power &
Associates has not CTSS certified
Huawei

Channel Program: Promises

to boost profitability with
guaranteed higher margins.
Claim competitors programs
are status quo

Cisco Response

Go To Market Positioning

As Huawei sells on price and

bundles serivces, partner profit
potential is completely eroded.
Promises of higher margins cannot
be realized and partner services
opportunities are minimized.

Enterprise: Full range of

products for Enterprise
delivered through a robust
channel

While Huawei does sell a full

range of products, not all products
are available everywhere via the
channel. Also, Huaweis channel
outside of China is almost nonexistant

Huawei lacks a truly global

channel program. Regionally run,
the program is immature with
weak partner enablement and
unclear partner services strategy
In contrast, Cisco has an award
winning rich channel program that
enables partners in a profitable,
sustainable manner

SMB/Commercial:
No positioning

Cisco brings a full complement

of products and services for
Small Business and Commercial
customers

Public Sector: No positioning

Cisco brings a full complement

of products and services and is a
trusted partner in the public sector

Ciscos program is built on 5 core

values:
1. Technology leadership
innovation
2. Globally consistent value based
channel program (no revenue
requirement)
3. Commitment to partner
enablement & profitability
4. Collaborative Services go to
market model
5. Partner Centric sales model

3 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Intro to
Huawei

Objection
Handling

Huawei Claim/Positioning

Responding
to Huawei

Architecture
and Solution
Positioning

Cisco Response

Customer Trend Positioning

BYOD/Unified Access:
Huawei BYOD solution
messaging key points:
--Ubiquitous Efficient Network
- wired, WiFi, 3G/4G
--High Security Across the
Entire Network mobile
access control, unified
equipment management
--Office Collaboration for
Consistent Experience
- uninterrupted services
supported by wired and
wireless seamless switching

Huawei just now recognizing

BYOD is an important customer
trend
Huawei is a follower in the
market, echoing messaging from
other companies
However, they have linked
enterprise and SP products along
with cloud services and mobile
device management
At this time, the architecture,
solution and product proof points
lack clarity. Challenge customers
to ask for specific proof points
and customer references

--Mobile device security and

management
--Work@Smart partnership
with IBM to deliver cloud
based solutions for mobile
devices that transform
the enterprise business
model, enhance customer
experience, and increase
loyalty

Emphasize how Cisco goes

beyond BYOD and mobility
to architect a comprehensive
solution enabling customers
to connect, communicate
& collaborate via a Unified
Workspace. Cisco solution
elements include a BYOD Smart
Solution, a VXI Smart Solution and
Collaboration applications for the
enterprise. Cisco Unified Access
provides the foundation for these
smart solutions
No innovation, only re-packaging
existing products
Unified access is only a point
product with wireless controller
and switching shipping (AC6605)
No converged wired-wireless
ASIC, merchant silicon only
SACG a roadmap item, no
product shipping
Policy management a roadmap
item, no product shipping
eSight lacks integration with
policy management

Integrated wired/wireless
access an element of the
BYOD solution
Position Security Access
Control Gateway (SACG)
policy server for both wireless
and wired access
Position eSight as unified
network management system
that simplifies management
and reduces O&M costs

Technology
Positioning

Services
Positioning

Why Cisco

Huawei Claim/Positioning

Cisco Response

Cloud:
Cloud = Pipe = Device =
Service Delivery Platform
Cloud as an open standardsbased solution
--These Cloud solutions
should be tailored to each
Customer

Still rudimentary level play in

cloud such as cloud storage and
claims capabilities in desktop
cloud, a niche, still far from E2E
capabilities it wants to acquire
Lacks solid references outside
China
Linking Cloud beyond enterprise
customer and relating them to
an SP
Association to standards, but not
implementing
Customization negates the
standards messaging
--Looking to lock customers into
a single vendor and be reliant
upon that vendor longer term

--Customization of software
to meet the services that a
customer requires

Cloud end-to-end capabilities:

Huawei claims built up product
pipeline and cloud architecture
for SP and Enterprise. However,
cloud products are not available
yet or are not true cloud
solutions

Response: Cisco innovative and

integrated cloud infrastructure and
services for SPs and Enterprises
including Unified Computing, Cloud
Intelligent Network, secure CloudCloud inter-connect, connection to
cloud services, collaboration and
much more

Cloud ecosystem and

Services: Huawei claims many
cloud partnerships, yet almost
all are channels, not multivendor support

Response: Comprehensive
integrated cloud solutions with
Ecosystem with proven lower
TCO. Cisco has scaled up and
out through many services like
IaaS, HCS and in pre-integrated
solutions like Vblock, Flexpod and
others

Huawei cloud leadership:

Huawei claims to be an
innovative cloud vendor.
However, they only deployed
cloud for a few customers in
China and claim one in Africa,
but there is little evidence of
significant deployments outside
China

4 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Response: Cisco cloud solutions

deployed for 100s of customers
worldwide with best-of-breed
vendors and partners, including
own Cisco-on-Cisco (CITEIS cloud
program)

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Architecture
and Solution
Positioning

Technology
Positioning

Services
Positioning

Why Cisco

Architecture and Solution Positioning

Cisco Differentiators

Huawei Positioning

Huawei Weakness

Huawei OneNet
Next generation networks for the Enterprise,
end-to-end campus network solutions and
services
Converged switching, routing, WLAN, security,
PON, and NMS products
Access from anywhere, anytime, and using
any device without compromising security

Huawei OneNet
No converged wired-wireless ASIC, merchant
silicon only
Single wireless controller with integrated
switching (AC6605) - point product only
Limited WLAN product line with no advanced
RF solutions
eSight management provides limited wireless
management
No integrated wired-wireless-VPN access
policy management and enforcement
Lack of end-to-end architecture for enterprise
No technical innovation in energy
management, security architecture, mobility
and wired-wireless integration
Essentially portfolio meant to convey me too,
but price

Backed by rich experience in IP network,

transport network, and network security,
Huawei provides an end-to-end data center
network solution that involves Huawei
switching, routing, transmission, security, and
network management products to deliver a
one-stop service for customers
Huaweis high-performance, hierarchical,
integrated security devices and end-to-end
network optimization solution allow customers
to build a secure and efficient data center to
meet their specific needs and concerns
Huawei cloud DC solutions will deploy DC of
solid security, high performance, smartness,
ultra bandwidth, and low carbon for customers

Limited data center solution which include

tick box products for; SAN, data storage
in multiple formats, compute, and security
(partnership with Symantec)
No products or announced strategy for unified
fabric
Tecal Blade servers are based legacy
architecture of disparate components with no
Unified Management
Missing end to end SAN portfolio. Tecal
E6000 blade servers use OEM from Brocade.
No FCoE support. No certifications with EMC,
NetApp, Hitachi, etc.
Huawei lacks strong relations with key
virtualization vendors like Vmware, Microsoft
or Citrix. Huawei proposes their own
virtualization solution, SingleCloud OS which
competes with those vendors
No vSwitch offering and no strategy for
implementing multi-tenancy, no support for
overlays. Huawei has no equivalent to Nexus
1000V
No VM-FEX, A-FEX or FCoE support on their
servers or switches
Huawei SingleCloud OS is equivalent to open
source XenServer, it has no advanced features
that other Hypervisor vendors offer such as
FT, high density VM support, scalable vMotion,
storage vMotion, VXLAN or well documented
APIs nor integration with leading storage
vendors like EMC or NetApp

Enterprise Networking
EN is a strategy that is taking a hybrid SDN
approach to make best use of existing
network resources (investment protection)
while transforming them to more agile, highperformance, application-centric networks
with low risk. It can also extend the new
infrastructure to support new needs as they
arise with network programmability built into
ASIC and devices
EN Innovation is enabled by a set of open APIs
that are both industry standard (OpenFlow)
and extend to support a rich set of network
services with OnePK, such as indoor location
services, AVC and Medianet that enable
greater innovation through network awareness
This EN approach allows organizations
to break the barriers to cloud and BYOD
deployments, by developing applications once
and deploying them everywhere and on every
device wired or wireless, cloud or in the
branch
Data Center and Virtualization
Unified fabric technology and Cisco
FabricPath
Partnerships with leading data center vendors
to help design the industrys data center
architecture
Tight integration of computing, storage and
data networking
Unified enterprise switching, storage,
computing and cloud service solutions
An Architectural Framework for the Evolving
Data Center: Cisco Data Center Business
Advantage represents an architectural
framework for connecting technology
innovation to business innovation. It is the
foundation of the Dynamic Networked
Organization
Innovate Quickly and Efficiently: Cisco Data
Center Business Advantage represents a
fundamental shift in the role of IT into a driver
of business innovation. Businesses can create
services faster, become more agile, and
take advantage of new revenue streams and
business opportunities. Cisco Data Center
Business Advantage increases efficiency and
profitability by reducing capital, operating
expenses and complexity. It also transforms
how a business approaches its market and how
IT supports and aligns with the business, to help
enable new and innovative business models

5 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Cisco Differentiators

Architecture
and Solution
Positioning

Technology
Positioning

Services
Positioning

Why Cisco

Huawei Positioning

Huawei Weakness

The Huawei eSpace Unified Communications

(eSpace UC) solution integrates voice, data,
video, and workflow technologies, and can be
widely used in applications ranging from home
offices to large-sized enterprises. Secure
eSpace UC devices are available anytime,
anywhere to enable enterprise employees
to use voice over IP (VoIP), collaborative
conferencing, remote training, and office
applications
The Huawei eSpace UC solution is easy to
deploy, easy to manage, and easy to extend,
meeting the various requirements of different
scale enterprises, such as SOHO, SME(Small
and Medium Enterprises), large and even
super large enterprises, reducing enterprise
TCO and enhancing overall competitiveness

Telepresence solution but limited end-point

offering
Feedback from the market suggests limited
TP functionality, even though made to mimic
Cisco TP system
Limited offering of collaboration software,
desktop communicator, not prevalent outside
of China

Keep Control of Your Data Center

Architecture: The Cisco Data Center Business
Advantage architectural framework is delivered
as a portfolio of technologies and systems
that can be adapted to meet organizational
needs. Customers can adopt the framework in
an incremental and granular fashion to control
when and how they implement data center
innovations. This allows them to easily evolve
and adapt the data center to keep pace with
changing organizational needs
Be Free to Choose: Data Center Business
Advantage preserves the customers ability
to work with other industry leaders to solve
a particular IT or business problem. Because
Data Center Business Advantage is built around
an ecosystem-centric framework and open
solution stacks, customers can easily work with
your existing data center vendors and Ciscos
industry leading community of development,
design, and deployment partners
Collaboration
Leverage strengths in Unified Communications
and Collaboration
Consistently invest in Research and
Development of next generation UC and
Collaboration solutions
Ability to offer a single and integrate platform
End to End Capabilities
Offer premise, hybrid and off-premise UC and
Collaboration solutions
Unified enterprise communications (VoIP),
conferencing, instant messaging, email and
collaboration solutions
Any to Any: We uniquely enable people to work
together naturally anywhere, on any device, with
any content
Cisco lets people use the devices they have
today [Apple, Android, RIM, latest tablets] safely
Cisco integrates TelePresence with a laptop
WebEx conference with a smartphone audio
call, simply, so everyone has the best meeting
possible
With Cisco collaboration solutions, people can
work with individuals in other companies, using
video, unified communications and presence
as if they were inside a single company
Cisco keeps costs low and flexibility high
through cloud deployment models and
standards, vendor and platform interoperability

6 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Cisco Differentiators

Architecture
and Solution
Positioning

Huawei Positioning

Technology
Positioning

Services
Positioning

Huawei Weakness

Video Everywhere: Video is an essential part

of effective, natural collaboration. Only Cisco
provides the breadth of applications and
endpoints to make pervasive video a reality
Cisco made voice over the network the
standard for business. We are doing the same
for video
Only Cisco has the broadest suite of video
endpoints to integrate video into the fabric of
how we work
Only Cisco has a business video architecture
[medianet] for scale, speed and reliability
Cisco is driving a new wave of video
experiences that change the way we
communicate, collaborate, and enjoy
entertainment - in the home, at work, and on
the go
New Collaborative Workspace: Cisco is
onverging social, mobile, video, and unified
communications capabilities, to shape the new
collaboration experience
Advancement in collaboration is influenced by
the rapid changes in the consumer market
No other company empowers individual
collaboration style as well as Cisco with the
broadest choice of how to communicate
based on preference, location and device
Cisco makes work personal again, using a
network-based approach to quickly locate the
most relevant experts and information and cut
through information overload
Unlike others, Cisco provides deep integration
with existing software and hardware
infrastructure so IT doesnt have to rip and
replace
In this new, more connected world, no other
company offers a network-based approach
to keep organizations safe because Cisco
powered network provides greater security
and policy management control
Cloud Collaboration: When it comes to
deploying collaboration, one size does not fit all.
Only Cisco provides the combination of:
A broad set of collaboration applications
including voice, video, web and customer care
Flexible deployment models across private,
public and hybrid clouds
Virtualized applications and desktop clients

7 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Why Cisco

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Architecture
and Solution
Positioning

Technology
Positioning

Services
Positioning

Why Cisco

Technology Positioning
Cisco Differentiators

Huawei Weakness

Services
Real Time Customer Data: Ciscos
vast install base of equipment and
the consequential depth of our
knowledge base can lead to faster
and more reliable alerts, reducing
MTTR
Intellectual Capital: In addition to
resolving 80% of their own service
cases without calling Ciscos TACs,
customers get access to trusted
reference designs, given Ciscos
large customer base. Cisco has 50
M deployed devices, 6 M annual
customer interactions, 1 M online
interactions and 250K issues
resolved monthly
Partner Integration: Ciscos
Collaborative Professional Services
(CPS) help enable partners to
speed the delivery of architectural
solutions. Huawei doesnt offer
such a cohesive range of services
Automation: ICRS (installed base
management tools), TSOM (service
request reviews), or Intellishield
(industry wide security alerts)

Huawei has little experience

servicing Enterprise Customers
Ciscos advanced services
addresses Enterprise
Networking and DCV at an
architectural level; Huaweis
nearest counterparts do only at
a technology level
J.D. Power & Associates
has certified Cisco but
never Huawei - six times for
delivering an outstanding
technical service experience.
Cisco is the ONLY company to
ever be certified six times!
Huawei significantly lags Cisco
in maturity and breadth of
networking intellectual capital
as well as automation of
service capabilities
Huawei Smart Services are
rudimentary at best. Investment
by Huawei in proactive services
is extremely low and will not
yield the efficiency and cost
reduction that Ciscos Smart
Services can achieve

Routing
Cisco Cloud Services Router
(CSR) 1000V Series. Single-tenant
software routers in virtual form
factor that deliver comprehensive
WAN gateway functionality to
multi-tenant, provider-hosted
clouds
Enterprise firewall, content security,
email security (IronPort), VPN, user
policy establishment and control
(TrustSec), scan safe, scan safe
connector
ISR AX (Application Experience)
which provides WAAS, Application
Visibility and Control with PfR,
monitoring and management
(NBAR) seamless services
integration with QoS, Voice, firewall
Extensive IPv6 support for
services. Multiple options for
transition from IPv4 to IPv6 in the
enterprise such as LISP
Cisco technologies such as
ClientLink, Spectrum Intelligence,
Clean Air and VideoStream
help ensure clear and efficient
communications over WLANs at
all times

Lack breadth of features

AR and NE series routers
cover applications from SOHO
to core
Huawei low end router
vulnerabilities was exposed by
Defcon and Huawei also has
demonstrated lack of process
to communicate and manage
such security vulnerabilities
Supports voice but lacks UC
features such as voice mail
and video
Huaweis HUAAS, equivalent
to Cisco WAAS does not
include acceleration on any
AR platform
Limited support of FW in VRP
(few protocols: FTP, HTTP, SIP,
RTSP, no IPS, no equivalent to
TrustSec
Huaweis DSVPN, equivalent
to Cisco DMVPN has possible
scalability issues
No GET VPN support

Cisco Differentiators

Huawei Weakness

New Products
ISR 4451-X
1Gbps performance with services
for the Branch
Integrated L7 context-aware
firewall
Elastic Branch upgradable
performance and services without
disruption Pay as you grow
(PAYG)
SDN Ready, uses onePK internally
Containerization separation
of controller, data and services
planes
LAN Switching
Full-featured enterprise switching
for campus, distribution access,
and branch office
Auto Management features such
as GOLD, EEM, Smart Call Home
First in industry pass-through PoE
and powerful security capabilities
for PCI DSS
Fully integrated with security,
WLAN, routing, policy managment
and enforcement, and network
management. New integrated
controller WiSM2 for Cat6500
Converged wired and wireless
infrastructure via Cat 3850, Cat
4K Sup with Cisco UADP ASIC,
controller imbedded within switch
Broad architectures to optimize
security (Cisco TrustSec
technology), video (medianet),
and energy management (Cisco
EnergyWise,)
Scalable architecture in terms of
routes and TCAM
Resiliency with full redundancy;
Ability to upgrade software InService with <10ms downtime
Infrastructure support for
performance monitoring
mediatrace, Medianet Services
Interface (MSI) and Media
Services Proxy
Energy optimized with features
such as Cisco
StackPower
Commitment to investment
protection with Cat6500 Sup2T
supervisor with 3x performance
and 4x scalability
Driving down TCO through
competitive CapEx and lowest OpEx
Hardware Multicast replication;
Video performance monitoring
with Flexible Netflow, IPSLA,
Mediatrace, Medianet Services
Interface (MSI) and Media
Services Proxy

8 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Many of their claimed

switches not even ready to be
shipped to customers
Focusing on feeds and
speeds rather than practicality
as accepted by their own
North America R&D chief
when releasing their cloud
Engine data center switch
No controller functionality on
access switches
No converged wired-wireless
ASIC, merchant silicon only
Merchant silicon based
products provides no
differentiation
Lack of resiliency features
Limited offering of service
modules, form factors, and
media types supported

Intro to
Huawei

Objection
Handling

Cisco Differentiators

Responding
to Huawei

Architecture
and Solution
Positioning

Huawei Weakness

EN Launch New Products:

Catalyst 6800
100% Feature and Operational
consistency with the Catalyst
6500
Investment protection with
software, line cards and service
modules
Converged security across wired,
wireless, VPN, AnyConnect
integration, TrustSec
Catalyst 6800 instant access,
one management, configuration,
feature set, programmed once
Converged Access 4500
Now Unified access for modular
and fixed switches
New Catalyst 4500E Supervisor
8E
Differentiator 2
Differentiator 3
Catalyst 2960-X
Simplifies operations through
embedded automation for
software provisioning, Quality
of Service (QoS), plug and play
configuration of end devices New
Catalyst 4500E Supervisor 8E
Double the stacking bandwidth
and double the stack members of
the 2960-S
Differentiator 3
Security

Switch Security
Native: 802.1X, MACSec
Almost across the portfolio: SGA/
SGT
Pioneered: DHCP Snooping, ARP
Inspection, etc.
Modularity: can slot 8 blades or
20 SPAs

Services
Positioning

Cisco Differentiators
Router Security
Infonetics: market leader in
Secure Routers
Pioneer of GET, DMVPN
Flexibility: services via HW, SW or
through the cloud
Tied into Cisco SIO
Firewall
Infonetics: market leader in
Integrated Appliances
Infonetics: market leader in DC
Security Appliances
Robust inspection, i.e.
connections per sec
First to deliver hybrid/cloud
subscription service
Offers a virtual firewall solution,
e.g. ASA 1000v
Tied into Cisco SIO
Network IPS
Infonetics: market leader in
Network IPS
5,500 IPS signatures
2X more effective than sig-only
IPS
100X faster than traditional IPS
Reputation filtering and global
correlation
Tied into Cisco SIO

LAN Switching

SecureX vision (Cisco Strategy)

1 of Ciscos top 5 priorities
Over 200 security patents filed or
pending
CVDs, SBA, Cisco-On-Cisco,
more
Nearly 20 security labs
Over 20 security DCs offering
cloud services
Over 1,100 engineers focused on
Security

Technology
Positioning

No security vision
Not a core competency
Unclear how many patents
Limited architectural, internal
deployment validation
Lab and DC footprint unclear
Security value comes from JV
with Symante

Infonetics: no reported market

share
Limited VPN implementation
Generally only SW, no HW or
cloud options
Limited threat intelligence

Remote Access
Infonetics: market leader in FW/
VPN
Infonetics: top 3 player in SSL
VPN
Gartner MQ leader in SSL VPN
Over 150M AnyConnect clients
shipped to date
Same client features on PC and
Mobile clients
IPSec and SSL VPN on both ASA
and ISR
Cross-BU pull-through, e.g.
Jabber VoIP
Identity Services
Frost & Sullivan: market leader in
NAC
Gartner MQ leader in NAC
Gartner MQ leader in Unified
Access
Pioneered NAC in both vision and
product
Consistent policies across wired,
wireless and VPN
Offering policy admin, device
posture-remediation and profiling
As well as guest access in single
device
Has a bi-directional device feed
Integrates with the leading MDM
vendor solutions
Tied to Cisco SIO

9 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Why Cisco

Huawei Weakness
Infonetics: no reported market
share
Limited VPN implementation
Generally only SW, no HW or
cloud options available
Limited threat intelligence
Infonetics: no reported market
share
Over-promised specs on
datasheets
Services value was all
Symantec via the JV
No virtual firewall options
Limited threat intelligence

Infonetics: no reported market

share
Over-promised specs on
datasheets
Services value was all
Symantec via the JV
No virtual firewall options
Limited threat intelligencez

Infonetics: no reported market

share
Unclear what client
functionality is offered
Claims to offer basic IPSec
and SSL VPN
Has a dedicated VPN
concentrator (SVN)
No cross-BU pull through
opportunities

Claims to offer terminal

security
Done through basic 802.1X
and device health checks
This requires an agent (comes
by route of the JV)
No unified client
No remediation
Poor to limited full life-cycle
guest access management
No device profiling
No SGA/SGT functionality built
into the core

Intro to
Huawei

Objection
Handling

Cisco Differentiators

Responding
to Huawei

Architecture
and Solution
Positioning

Huawei Weakness

Security
Content Security
Infonetics: top 3 player in Content
Security
Gartner MQ leader in Secure Web
Gateway
Gartner MQ leader in Secure
Email Gateway
Visibility into 35% of global email
traffic
Multiple antimalware engines
running concurrently
Outbreak protection: 13 hours
before any AV agent
30B URLs monitored daily
Pioneered reputation filtering
(Senderbase)
Tied to Cisco SIO
Threat Intelligence
Spent over $1B in dynamic R&D
100TB of daily Security
Intelligence
Sensor network: 1.6M devices,
over 150M clients deployed
150K apps/microapps
Every single product is updated
every 3 to 5 minutes

No comparable offering
















Nowhere near the operational
backdrop

Services
Positioning

Why Cisco

Cisco Differentiators

Huawei Weakness

Flexible and secure architecture:

unified, autonomous, FlexConnect
(H-REAP, OfficeExtend) indoor/
outdoor, CAPWAP AP-controller
tunneling, controllers to
address a variety of deployment
requirements, comprehensive
integrated security for wired and
wireless IPS
The most comprehensive
virtualized WLAN services
portfolio (VMware based)
for small and medium-sized
deployments: Virtualized
Controller, Virtualized Mobility
Services Engine, Virtualized Prime
Infrastructure and Virtualized ISE
Meraki Cloud WLAN for
customers who prefer simplicity
and cloud management

No mobility services scale

controllers designed for
data forwarding and packet
handling
Redundancy limited to
controllers no mobility
groups, no spectrum
intelligence and proactive
mitigation (CleanAir)

WAN Optimization
Full featured enterprise WAAS
with integration into branch office
ISR platforms
Router-integrated WAAS via
Cisco Integrated Services Router
(ISR) platforms (WAAS Express,
WAAS on Cisco Services-Ready
Engine)

WLAN
Advanced RF across a family of
11n APs delivering EnterpriseClass RF performance,
reliability and lower TCO, indoor
APs, outdoor mesh APs and
Teleworker AP for OfficeExtend
(AP600) with zero touch
deployment
Industries highest performing
11n access point (AP3600)
with modular upgrade to 11ac
for simple migration to next
generation 802.11ac client
access
Cisco RF technologies Reduce
TCO. These include ClientLink,
Spectrum Intelligence, Clean
Air and VideoStream which
provide clear and efficient
communications over WLANs at
all times
Cisco Prime Infrastructure
for integrated wired/wireless
management with comprehensive
provisioning, management,
monitoring and troubleshooting
for WLAN, location, wireless IPS
and CleanAir

Technology
Positioning

Historically, invested in
wireless for the SP Market
Enterprise wireless not a core
competency
Low customer adoption no
reported market share
Lacks Advanced RF feature
combination to reduce OpEx
no CleanAir, VideoStream,
ClientLink, BandSelect, RRM
or high performance rate/
range and coverage - high
TCO after installation
Consumer-like RF performance
that does not match Ciscos
enterprise class RF
Limited outdoor AP offering
Lack of remote AP solution for
remote sites
No wIPS products
No controller functionality on
access switches
Lack of cloud controller
Lack of virtual WLAN service
products
Limited eSight wireless
management
Limited policy management,
no client integration, no policy
integration across products

10 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Architecture
and Solution
Positioning

Technology
Positioning

Services
Positioning

Why Cisco

Services Positioning
Huawei Competitive Tactics

Smart Service Differentiators

De-value Services by giving them away for free

--Counter by focusing discussion on whole offer, solutions, and
architectures that require integrated services

Real Time Customer Data

Ciscos vast install base of equipment and the consequential depth
of our knowledge base can lead to faster and more reliable alerts,
reducing MTTR
Network Performance Analytics, a software-enabled smart services
capability that integrates with Ciscos flagship Network Optimization
Service (NOS), improves visibility in real time by gauging health and
quality according to three key performance indicatorscompliance, risk
and problem management
Network Incident Trending Analyticsanother software-enabled smart
services enhancement to NOStracks, analyzes and flags in real time
events that other- wise threaten to mar performance

--For customers, highlight Huaweis inability to enable partners will

build sustainable services business to support customers needs
and the complication of customized product based solutions to their
overall network functions. Customers are beholden to Huawei support
without choice
--For partners, highlight Huaweis propensity for cutting partners out of
services business and revenue with bundled services and extended
warranty positioned as services replacement in their product sale.
Counter with Ciscos channel-centric services offering and and focus
on driving partners long-term profitability and business sustainability
Claim Huawei Services are as good as Cisco Services
--Counter by highlighting Ciscos extensive Smart Services advantage
over Huaweis non-existent Smart Services
Claim Support Services only value is fixing network issues
--Counter by highlighting Ciscos extensive Smart Services
developments and the key benefits and competitive advantages of
Smart Services over just fixing issues

Automation
Smart Call Home provides the customer with three simple methods
of installation, two of which require no software or additional devices.
Huawei has no equivalent capabilities
Huawei does not have any equivalents to ICRS (installed base
management tools), TSOM (service request reviews), or
Intellishield(industry wide security alerts)
Position the benefits of Smart Call Home and the increased operational
efficiencies, leading to much lower MTTR and IT effort
Intellectual Capital
Cisco routinely captures knowledge though millions of customer
interactions and applies that knowledge to deliver better smart service
capabilities to customers
With Ciscos extensive customer base, the reference designs which are
pro- vided to customers can be trusted. As technology evolves, Cisco
continues to provide new iterations of these designs
Over the years, Cisco has turned that unmatched technical knowledge
and resulting best practices into a best-in-class array of self-help
support tools, accessible through Cisco.com. The tools let customers
resolve about 80% of their own service cases without calling Ciscos
TACs
Partner Integration
Huaweis Channel program is extremely weak outside of China
Ciscos Collaborative Professional Services (CPS) enables partners
to start or enhance managed or professional services portfolios and
speed the delivery of architectural solutions for Enterprise Networks,
Collaboration, Data Center/Virtualization and cloud computing. Huawei
doesnt offer such a cohesive range of services nor do they offer
partner enablement programs
In a presentation for Cisco on May 31, IDC research manager for
Network Life- Cycle Services

11 | Piranha Program | 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential.

Intro to
Huawei

Objection
Handling

Responding
to Huawei

Architecture
and Solution
Positioning

Technology
Positioning

Services
Positioning

Why Cisco

Why Cisco?
Why Cisco

Competitive Seed Questions

Enterprise Networking for unmatched functionality: Switching, security,

routing, WLAN, WAN Optimisation and application velocity

Ask: Looking at a multi-year total cost of owning a Network, how do you

view Network CapEx vs. OpEx?

A systems approach to networking lowers TCO, improves availability and

drives workplace transformation

Ask: Are you expecting video, wireless and business critical applications
to run on this Network?

Integrated wireless and security to reduce complexity and costs

Ask: What level of implementation risk is your organization willing to

accept?

Proven commitment to investment protection, business transformation,

lowest TCO over the entire product lifecycle (strong focus on OpEx not
just CapEx)
Architectural approach, no point product to allow IT to deliver business
transformations
Workplace transformation is enabled by Ciscos unique combination of
video, mobility and application optimization

Ask: Do you believe Huawei will support their partners and enable their
partners to support customers as well as Cisco supports its partners
and customers?
Can Huawei provide the flexibility, detailed and customization for the
variety of enterprise needs?
Does upfront low cost = lower TCO as Huawei would claim?

Smart Business Architecture greatly reduces implementation risk:

Wireless assessment, planning & design, migration, optimization and
more

What is Huaweis services and support capabilities?

Superior Advanced Services created and delivered at an architectural

level

What innovation is Huawei bringing in Enterprise?

Superior technical support via Cisco SmartNet and TACs

Partner-led channel strategy. Cisco has a long legacy of delivering
global, innovative partner program that drive partner profitability and
business sustainability

What are Huaweis customer references outside of China?

Are Huawei products, based on generic merchant silicon or developed

in joint ventures, fully integrated?
Does Huawei provide the same level of end-to-end resiliency and
availability in his products?
What is the requirement for unified access? For example, one policy,
one management, one network?
Will Huawei address converged wired-wireless integration and feature
consistency? If so, how and when
What is Huawei investment protection track record?
Will they be backward compatible or will require painful upgrade and
forklift?
What is Huawei strategy in the Data Center?
What is Huawei innovation in Enterprise networking?
What is Huawei influence and contribution in the standard bodies and
new standards?
Are you concerned that Huaweis margin guarantee will erode over time
and you will be left with marginal, unprofitable fulfillment business and
no services revenue to offset?
Looking at Huaweis past record, how well will they be able to predict
market transitions and given their partnering record, lead the industry
and their partners?
Are you willing to introduce unnecessary business risk into a customers
network/communication backbone to save a little CAPEX which we
know is only 30% or less of the total cost of ownership?

2013 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the
U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the
property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R)
Cisco Partner Confidential.
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