Dr. Li Liangliang, Huawei Enterprise's Director of Marketing & Vertical Solutions, presented on November 09th at the Gartner Symposium in Barcelona. The presentation covers industry trends, challenges and opportunities Huawei is facing, and Huawei Enterprise Business Group’s presence , capabilities and go-to-market strategy in Europe.

1. Huawei Enterprise A Better Way
ONE NET for enterprise ICT networks
www.huawei.com/enterprise
LI Liangliang
Director, Marketing & Vertical Solutions
Enterprise Business WEU
HUAWEI TECHNOLOGIES CO., LTD.

2. Huawei Enterprise A Better Way
Huawei At a Glance
Revenue (USD in billion)
31
(CNY199 bln)
28
(CNY185 bln)  Leading global ICT solutions provider
21.8
(CNY149.1 bln)  Serving 1/3 of the world’s population
18.3
(CNY125.2 bln)  Serving 45 of the world's top 50
telecom operators (65% sales)
12.8
(CNY93.8 bln) H1 15.2
(CNY98.3 bln)  Only one ranked among TOP 3
8.5
(CNY66.4 bln)
suppliers of fixed, mobile, as well as
IP solutions for telecom customers.
 Main contributor of industry standards
2006 2007 2008 2009 2010 2011
(Target)
 Huawei Technologies releases an annual report with consolidated financial statements audited by KPMG
 Chinese Yuan is the company’s functional currency
 Revenue of 2006-2010 have been converted into USD from CNY based on the closing rate at the end of the corresponding year
Continuously creating long-term value for customers
HUAWEI TECHNOLOGIES CO., LTD. Page 2

3. Huawei Enterprise A Better Way
Huawei’s Enterprise Business Milestones
2015 $15B+
target
Enterprise
Business Group
CAGR: 70% 2011 $4B  Establish Enterprise Business Group
target
Carrier Network
Business Group
 Setup Enterprise Business Sales Dept. for global market
2010 $2B
 Announced cloud computing strategy & cloud platform
Device
Business Group  Setup Enterprise Business Sales Dept. for China Market
2009 $1B  Industry leading Telepresence solution
Others 2008
Business and
 Widely deployed in industries Optical products, Routers, GSM-R, CC, etc.
before
HUAWEI TECHNOLOGIES CO., LTD. Page 3

4. Huawei Enterprise A Better Way
Market Approach : Customer Centricity
Disruptive
Technology
Win-Win
Complete Business
Portfolio
Customer Model
Global
Footprint
HUAWEI TECHNOLOGIES CO., LTD. Page 4

5. Huawei Enterprise A Better Way
Target Markets and Business Definition
Driving The ICT Transformation Through
Innovation & Collaboration
Increase Efficiency Enable Flexibility Improve Livelihood Promote Economy
Automotive
Government & Gov. & Public Transport & Life Scienes Energy & Finance & Retail &
Public Utility Logistics Utility Insurances Media
ONE NET
Network Infrastructure Cloud-based IT Solutions UC&C
App
App App
Transmission Wireless
DCN IP Network Server Storage Security Cloud Service Call Center UCC VC/TP
Network Network
HUAWEI TECHNOLOGIES CO., LTD. Page 5

6. Huawei Enterprise A Better Way
New ICT Era, Pressing Changes…
Era of Internet
Era of Cloud
Computing + IoT
Computing
X86 based servers Storage Network Revolution
 PC to PC cost down to 1/5
Price keeps falling:  Huge Quantities of
 IP Data Switch Devices Connections:
1994 — $1000 /G
H2H, H2M and M2M
1997 — $100 /G Application /
 Dumb Pipes
2000 — $10 /G 2011: Business model  Cross-domain
3.5 billion smart convergence:
2004 — $1 /G
devices Switching, computing and
2010 — $0.10/G 60 billion sensors storage networks;
XaaS:
IaaS, PaaS, SaaS  Intelligent linkage:
Refined information control and
smart connection.
HUAWEI TECHNOLOGIES CO., LTD. Page 6

7. Huawei Enterprise A Better Way
ONE NET for hyper-converging enterprise
networks
Hyper converged enterprise as such:
Collaboration
 Data Center Convergence (networking / servers / storage)
towards cost-effective server virtualization
 LAN / WAN Convergence: changing application deployment architectures
 Wired / Wireless Convergence
wireless office, enterprise mobility.
Key findings：
 Application traffic: more unpredictable and more difficult to model. Standard Packaging
 Collaboration: A must for clear lines in the architecture design.
 Standard hierarchical network designs inhibit consistently good performance. Experience &
Cost Efficiency
* Gartner report, 18.11.2010
HUAWEI TECHNOLOGIES CO., LTD. Page 7

8. Huawei Enterprise A Better Way
Standardization balances network efficiency vs. cost
More challenges in the era of cloud and IoT
 No consensus on “large tier-2 network”standards
 Deployment risks of cloud computing data centers
Cost Efficiency
 No unified standards for identification and control of
smart devices and user access
 Differed experience of users connected
Open standard
 Strengthen of Standardization is a MUST!
Private Standard
Standardization is core of ONE NET
HUAWEI TECHNOLOGIES CO., LTD. Page 9

9. Huawei Enterprise A Better Way
Collaboration enables one-network experience
Data center Computing / Switching / Storage
network
Inter network
collaboration
WAN IP routing vs. optical transmission
e2e collaboration
In-network
Efficiency Cost Security monitoring
network Office network
Campus Wired vs. Wireless network / user access control
network Experience
Branching POE switch vs. smart device control Communication Production
network network network
Overcomes intra and inter network borders / complexities
Facilitates user experience of one network
HUAWEI TECHNOLOGIES CO., LTD. Page 10

10. Huawei Enterprise A Better Way
Solution Packaging for IT cost, simplification, and
experience
IT Demand
 Support long-term development
Cost
Efficiency Network  Support global operation
Solution  Support differentiated demand
Experience Packaging
 Support fast delivery
 Support low-cost operation
Enterprise scale
Packaging solution enables use of networks
like tap-water and power.
HUAWEI TECHNOLOGIES CO., LTD. Page 11

11. Huawei Enterprise A Better Way
ONE NET Solution Architecture – a summary
Cost
Government Enterprise Energy Efficienc Power Transportation Finance
y
Experience
Standardization Collaboration Solution Packaging
Proactive roles in international Global Competence Centers
standard organizations:
Ubiquitous
Dedicated industry solution
• Member in120+ Orgs intelligence
branches
• 150+ important posts Production /
Monitoring
Private
Vertical collaboration network Delivery of numerous large
• 23,000 stds. submissions Office network Communication
Vertical collaboration
networ network “turnkey” projects
Ubiquitous
k
Full range of standard Horizontal collaboration
quality
Ubiquitous
products Robust IT network
security
IP and
Security optical for Huawei Corp.
network collaboration
网 络 管 理 、 用户管 理、业 务管理 融合平 台 U2000 / eSight （自研）
collaboration
Core Router Access Router AR G3 Firewall SSL VPN/IDS
路由 &
安全
（自研）
NE20E、NE40E-X1/X3/X8/X16
AR 200 AR 1200 AR 2200 AR 3200 Eudemon
1000E
Eudemon
8000E
SVN 3000 NIP200
Wired/ Collaboration Uniform Platform VRP
Core Switch Aggregation Switch Access Switch
wireless of network
交换
（自研） S
1
7
广
泛
collaboration devices
S9303 S9306 S9312
S7700 S6700
S5700 S5700POE S3700 S3700POE
S2700 S2700POE 0 的
0
合
作
产
W DM MSTP Microwave
品
传输 &
微波
（自研）
OSN 1800 OSN 6800 OSN 8800 OSN 500 Metro 1000/500/100 OSN 2500 /3500/7500/9500 RTN 910 RTN950 RTN980
Independent R&D of core
光接入 &
无线接入
（自研）
Gpon OLT
PON
GPON ONU
ONT
WA603DN
W iFi AP W iFi AC
WS6603
W imax GSM-R
Ubiquitous
network chips
WA633SN
MA5600T MA561x/2x/3x AC card in S9300 BTS DBS 3900
WA603SN WA653SN device
H
G
7
0
2
2
access
/
7
0
2
4
HUAWEI TECHNOLOGIES CO., LTD. Page 12

12. Huawei Enterprise A Better Way
Full range of standard product portfolios
U2000/eSight : Convergence Platform, for Management of Network, User, and Business
Core Router Access Router AR G3 Firewall SSL VPN/IDS
Routing &
security
(self developed)
AR 200 AR 1200 AR 2200 AR 3200 Eudemon Eudemon NIP200
SVN 3000
A wide range of cooperative products
NE20E、NE40E-X1/X3/X8/X16 1000E 8000E
Core Switch Aggregation Switch Access Switch
Switch
(self developed)
S1700
S9303 S9306 S9312 S7700 S6700 S5700 S5700POE S3700 S3700POE S2700 S2700POE
WDM MSTP Microwave
Transmission &
microwave
(self developed)
OSN 1800 OSN 6800 OSN 8800 OSN 500 Metro 1000/500/100 OSN 2500 /3500/7500/9500 RTN 910 RTN950 RTN980
PON WiFi AP WiFi AC Wimax GSM-R
Optical & Gpon OLT GPON ONU ONT WS6603
Wireless Access
(self developed)
WA603DN
WA633SN
MA5600T MA561x/2x/3x AC card in S9300 BTS Terminal DBS 3900
HG7022/7024 WA603SN WA653SN
HUAWEI TECHNOLOGIES CO., LTD. Page 13

13. Huawei Enterprise A Better Way
ONE NET solution architecture – a summary
Cost
Government Enterprise Energy Efficienc Power Transportation Finance
y
Experience
Standardization Collaboration Solution Packaging
Proactive roles in international Global Competence Centers
standard organizations:
Ubiquitous
Dedicated industry solution
• Member in120+ Orgs intelligence
branches
• 150+ important posts Production /
Monitoring
Private
Vertical collaboration network Delivery of numerous large
• 23,000 stds. submissions Office network Communication
Vertical collaboration
networ network “turnkey” projects
Ubiquitous
k
Full range of standard Horizontal collaboration
quality
Robust IT network for
Ubiquitous
products
security
IP and
Security optical
Huawei Corp.
network collaboration
网 络 管 理 、 用户管 理、业 务管理 融合平 台 U2000 / eSight （自研）
collaboration
路由 &
安全
（自研）
Core Router
AR 200 AR 1200
Access Router AR G3
AR 2200 AR 3200
Firewall
Eudemon Eudemon
SSL VPN/IDS
Wired/ Collaboration
Uniform Platform VRP
SVN 3000 NIP200
NE20E、NE40E-X1/X3/X8/X16 1000E 8000E
Core Switch Aggregation Switch Access Switch
wireless of network
collaboration devices
Open product AR G3
交换 广
（自研） S
1 泛
7
S9303 S9306 S9312
S7700 S6700
S5700 S5700POE S3700 S3700POE
S2700 S2700POE 0 的
0
合
作
产
W DM MSTP Microwave
品
传输 &
微波
（自研）
OSN 1800 OSN 6800
PON
OSN 8800 OSN 500 Metro 1000/500/100
W iFi AP
OSN 2500 /3500/7500/9500
W iFi AC
RTN 910
W imax
RTN950 RTN980
GSM-R
Independent R&D of core
network chips
WS6603
光接入 &
无线接入
（自研）
MA5600T
Gpon OLT
MA561x/2x/3x
GPON ONU
ONT
WA603DN
WA603SN WA653SN
WA633SN
AC card in S9300 BTS
device
DBS 3900
Ubiquitous
H
G
7
0
2
2
access
/
7
0
2
4
HUAWEI TECHNOLOGIES CO., LTD. Page 14

14. Huawei Enterprise A Better Way