Partner Service Updates South-East Asia Partner Summit William Wang Thailand, 28 July 2016

Value Proposition of being Certified Service Partner Differentiated service competitive advantages Collaboration, integration, and innovation accelerate value creation Service performance & capabilities drive CSP profit Open, transparent, and stable partner service strategies Eligibility Enablement Incentive Platform Being Huawei Certified Service Partner, you will definitely get benefits such as differentiated service competitiveness, creating more value for customers through collaboration, integration and innovation with our service portfolio. I believe most of you knew key contents about the partner service policies, which we introduced in the earlier of this year during the summit in Hongkong, Thailand and India. Today, I just give an update of eligibility, incentive and platform. Career & Specialist Certificates Service Performance Process & Platform IB Self-development Jointly Development Project Support CSP Discount CSP Rebate Renewal Incentives eDeal & eISDP Partner Portal TAC & Spares

Higher CSP Grade, Stronger Partner Service Competitiveness Channel Partners’ Service Req. CSP Certification Requirements VAP Gold HCIE x 1 HCNA x 1，HCNP x 2 In the same technology 4 Star CSP 3 Star CSP 5 Star HCNA x 1，HCNP x 1 In the same technology Converged to 5 Technologies 4 Star 13 Product Domains As you know, the higher CSP grade usually means the stronger service competitiveness. According to the latest channel policy which we announced earlier of this year, we require VAP to become 4 star CSP and Gold Tier2 Partner to 3 star CSP after agreement. In order to reduce the cost of CSP certification, in the near future we are going to consolidate the existing 13 product domains into 5 technologies. Each technology has three tiers of CSP certification. Each tier of CSP requires various individual career certificates from HCNA, HCNP and HCIE. For example, 5 star CSP requires at least 1 HCIE, 2 HCNP and 1 HCNA. In addition, we will also evaluate partners’ service capability according to the organization, process and platform. 5 Technologies HCNA x 1 In any technology Enterprise Networking 3 Star Transmission & Access Storage & Cloud Computing UC&C Organization Process Platform Networking Energy

HALPs Develop ICT Talent for Partners HALP Capabilities HCIE become the significance of ICT professional HCIE HCNP HCNA HCIE HCNP HCNA HCNP HCNA HCNP To satisfy certification demands from ICT professionals, we’re working together with four authorized learning partners in Southeast Asia to deliver career certification training on behalf of Huawei. Up to now, three of them can deliver HCNP training for router switches and storage. Specially, the partner VTC in Hongkong is ready for HCIE certification training, which is the top class of Huawei career certification training program. HCNA Carries Huawei’s converged “Cloud-Pipe-Device” technologies Covers IP, IT, CT, and ICT product domains

Service Performance & Capabilities Drive CSP Profit CSP Margin & Incentive Earning CSP Service Delivery Profit Max 25% off extra discount for 5 star CSP Max1.0% sale REBATE for 5 star CSP 5 star CSPs are entitled to be Preferred CSPs to complement partners’ capability Gain profit through partner implementation authorization Partner value-added service delivery through Co-Care services 5 star CSP Reseller 3 star CSP 4 star CSP Co-Care discount base line Hi-Care discount base line We’re offering two approaches to protect your investment on CSP certification. The first one is the additional discount when purchasing Co-Care Service and the sales rebate for different tier of CSP. For instance, 5 star CSP can get maximum 25% additional discount and 1% sales rebate comparing with other CSPs. Secondly, CSP can also gain profits from delivering implementation service on behalf of Huawei and from selling their value added services based on Huawei Co-Care service. In the near future, the 5 star CSPs will automatically become our preferred CSPs to support those partners who are lack of service capability. Std. Discount for Dist., VAP

SEA HCIE Recognition Program Fast CULTIVATE high-end ICT talent, ACCELERATE partners’ sales and services competitiveness $US 10,000 Partner Reward Huawei Mate 8 Individual Reward Eligibility Partners in Thailand, India, Hong Kong 1st May, 2016 – 30th June, 2017 Rewards First 20 HCIEs whose company achieve sales target $ 10,000 to partner company Huawei Mate 8 phone to partner individual Free test & interview opportunity, additional one-time makeup exam Next, I’m happy to introduce three programs which can give you more incentives. The first one is …, which encourage our partners’ high-end talents to take the challenge of HCIE certification. This program is running for a year until the end of June next year. Candidates will get free vouchers for written exam, lab test and interview. During this period, first 20 HCIE will earn 10000 USD for their companies and win a Huawei latest smart phone.

SEA Prove of Concept Contest Program Form the culture of capability leads to competitiveness and improve partner skills on SOLUTION SELLING & ADOPTION Eligibility Partners in Thailand, India, Hong Kong 1st July, 2016 – 30th Sep, 2016 S series switches, AR routers, V3 storage systems Rules Top 3 contestants of each product in preliminary test go to final round Final score = preliminary round score × 60% + final interview × 40% Rewards (per technology domain) Individual: 3 level prizes, 6 honorable awards Corporate: 3 level prizes $US 10,000 Partner Reward $US 1,000 Individual Reward 500 points Channel Genius Club The second one is the POC contest program, which helps partner engineers improve their presales technical skills on selling and delivering Huawei solutions. This program covers middle end router switches and storage. Participants will take two rounds for final success. There are three level prizes. The maximum prize for final winner’s company is 10000 and a gift worth 1000 USD for individuals.

SEA Service Renewal Incentive Program Increase customer LOYALTY & positive service EXPERIENCE through partner driven service contract renewal. Eligibility Distributor, VAP with 1 individual HCS-pre-sales-service solution certification(Thailand, India, Hong Kong) 1st July, 2016 – 31st Dec, 2016 Complete opportunity registration Expired contracts or contracts to be expired in program period Standard service contract renewal Minimum $US 500 Incentives 5% sales rebate by eligible bookings Applied in next quarter by credit note 5% Sales rebate The last one is about service renewal incentive program, which encourages partners to renew service contract and to increase customer loyalty. This program is only available for Distributor and VAP with at least 1 HCS-presales service solution. It’s required to register opportunity so that you can get 5% rebate afterwards.

eDeal Enables Partners to Easily Do Business Partners and customers Service Opp registration Service quotation estimation Expand sales opportunities Online deal collaboration Customers Huawei Tier-2 Partners Dist. / Tier-1 Partners Partners and partners Configuration & quote collaboration Online demand & supply Credit & community sharing OK. Let’s talk about platform. Actually, we’re always trying our best to build up a platform which can support our partners doing business easily and efficiently with Huawei. eDeal enables partners to register service opportunities and create an estimation of service quotation for their customers. Moreover, the configuration and quotation can be shared among different partners. In the end, partners can easily apply discount from Huawei through this application. Partners and Huawei One-click to apply discount Discount reflect CSP grade* Self-service deal fulfillment * To be available in 2017

eISDP Improves Partner Project Management Ability Huawei Experience Sharing Project Delivery Management Quality and Satisfaction Management Service Lifecycle Support eISDP is actually an integrated service delivery platform which help partners manage a large number of projects. Based on Huawei experience, the methodology, templates and all kinds of project documents will be share with partner through this system. The whole progress of projects is visible for partner to monitor so that you can timely manage quality and customer satisfaction. Embed methodology, tools & experience Share doc & templates Initiate project by level Query project info Manage progress Manage quality Manage satisfaction Manage Asset Handover project

Partner Portal Makes Excellent Service Business Service Performance Renewal Leads Online SR Mgmt iKnow I am iKnow. Welcome to SEA Partner Summit. Installed Base Entitlement Status DOA/RMA Status Live Chat I am Huawei TAC engineer, may I help you. Can you send me the cabling diagram of S2600T ?

SEA Support Service Capabilities India Hong Kong Thailand 1800 103 8009 4h Spare Parts & Onsite New Delhi Mumbai Ghaziabad Noida SME & trained professionals 00852 2121 0099 4h Spare Parts & Onsite Hong Kong Macau SME & trained professionals 0066 2654 2662 4h Spare Parts & Onsite Bangkok Khon Kaen Hat Yai Chiang Mai SME & trained professionals Bangalore Faridabad Gurgaon