Huawei Enterprise Services Growing with partners through customer dedication

Enterprise Service Strategy Customer & Partner Satisfaction To be the Most Reliable ICT Partner To Be Integrated Service as a Differentiator

Content 1. 2013 Update 2. 2014 Initiatives 3. Next steps

2013: Growing Partners & Support Improved Delivery Capabilities Revenue & Partner Growth Support-E subscribers: 158K (+240%) Spare part OTS: 95.6% TAC lab investment: $295K Service revenue: +22.9% Employee: 1230 (+2.4%) Service partner: 1100+ (+95%) Career certifications: 13443 (62.8%)

2013: Growing Partners & Support APAC China Americas +67% Service revenue growth Europe +54% +25% +33% MEA +0% 12 TAC centers 131 spare parts centers 45 training centers 115 training partners 1100 service partners 2000 certified partner engineers Company Name Channel Partner Type Region Country CSP Level Approval Status Created Created By Western Europe Germany BT(Germany) GmbH & Co.oHG VAP 2013/10/8 15:59 Songhongbo 5-Star Approved Southern East Asia India HCL Infosystems Limited Non-Channel Partner 2013/10/8 14:01 Chenxibai Lutech S.p.A Italy 2013/12/3 0:21 Cui Fang Sizwe Africa IT(Group) Pty Ltd Eastern and Southern Africa South Africa 4-Star 2013/1/6 16:03 Bob Kang (Chunbo) Japan NEC Networks & System Integration Corporation 2013/7/4 14:35 Liuqingchuan Source Support Services, Inc. North America United States 2013/6/15 6:21 James Schott Middle East Saudi Arabia JERAISY COMPUTER AND COMMUNICATION SERVICES Baixudong 3-Star Tier2-Gold 2013/5/27 17:22 Solem TI de Mexico S.A. de C.V. Northern Latin America Mexico 2013/8/23 4:39 Dongbin (NLA, EBG) brazil VERT SOLUÇÕES EM INFORMÁTICA LTDA. Southern South America 2013/12/6 6:18 Yingwei China Overseas

2013: Growing Partners & Support Learning & Certification 250 e-Learning modules 13443 certifications issued 115 Huawei Authorized Learning Partners (HALP) 21 Huawei Authorized Network Academies (HANA) Service Product Catalogue Improve existing services Develop new services based on partner and customer demand: Data Center Facility Design Service Defective parts retention service Event on duty service Resident engineer Support service

2013: Growing Partners & Support Case 1: "Singles Day" Case 2: Olympic Railway "CyberMonday" $5.75B in orders First 1 minute, over $17 million Total order quantity: 167 million Dedicated onsite staff Russia's first high-speed rail connecting Sochi and surrounding cities More than 80 trains per day 140,000 passengers per day during Olympic Games "Huawei's service team accompanies with us in the whole journey of our demands."(Alibaba) "Huawei has delivered excellent services and was particularly strong in meeting delivery and response time as well as problem resolution requirements." (IDC) "Huawei scored well above average on services rating system; in fact the client claims that Huawei achieved a level that most of its partners and vendors have not reached." (IDC) Huawei provided an all-embracing onsite assurance plan, to make sure the winter Olympics Games is "zero interruption, zero accident and zero complaint" during the whole process. Russia Railway Maintenance Dept cooperated with Huawei Service team to establish a joint maintenance team. With Huawei professional key event assurance services, the team accomplished goals.

Content 1. 2013 Update 2. 2014 Initiatives 3. Next steps

2014: Differentiation & Certification Named Channels Named Accounts 241 Named Channels (183/58) Priority Enablement Project support "Gold seeds" program Round table sessions Channel Talent Club Customer Experience Management VIP account and 100% satisfaction survey "4 x 1": 1 customer visit/week 1 service report/month 1 network health check/Quarter 1 Service roundtable/half year Industry NA service team Proactive service care Key event and critical business on duty services VIP customer hot line Etc…

2014: Differentiation & Certification Learning & Certification Service Automation Tools HCIE certifications > 500 HCIE-Storage, -VC, -Security Increase HCIE test locations Promote the HCIE brand Increase HANA quantity eSight IP LCT Smart Kit WLAN planner/tester iWeaver

Huawei Authorized Network Academy Huawei & Delft University Huawei & Alicante University

Content 1. 2013 Update 2. 2014 Initiatives 3. Next steps

The Times They Are a-Changin’ Consumerization and personalization Solving business challenges, requires new business models for a predictable outcome Automation for faster, predictable and intelligent services Evolving possibilities: Mobility, Apps, Social, Big-Data, and Cloud… IT savvy business leaders influence IT decision making

Huawei’s Response Listen to the Voice of the Customers Partner enablement…being integrated Standardized & flexible collaboration Service-led sales for outcome based solutions Intelligent Automated Services, leveraging Social, Mobile Apps, and Cloud

Key points Growing the service partner capabilities Expanding the service portfolio Differentiation and certification Automation Make "partners" a more explicit part Change the title Page 15