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

2. 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

3. 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

4. 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

5. 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

6. 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 USD for their companies and win a Huawei latest smart phone.

7. 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 and a gift worth 1000 USD for individuals.

8. 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.

9. 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

10. 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

11. 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 ?

12. SEA Support Service Capabilities
India
Hong Kong
Thailand
4h Spare Parts & Onsite
New Delhi
Mumbai
Ghaziabad
Noida
SME & trained professionals
4h Spare Parts & Onsite
Hong Kong
Macau
SME & trained professionals
4h Spare Parts & Onsite
Bangkok
Khon Kaen
Hat Yai
Chiang Mai
SME & trained professionals
Bangalore
Faridabad
Gurgaon