1. Huawei Enterprise Services Growing with partners through customer dedication

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

3. Content
Update
Initiatives
3. Next steps

4. 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: (+95%)
Career certifications: (62.8%)

5. 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

6. 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

7. 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.

8. Content
Update
Initiatives
3. Next steps

9. 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…

10. 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

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

12. Content
Update
Initiatives
3. Next steps

13. 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

14. 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

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