Leading New ICT

The Road to Digital Transformation

claudio.cavalleri@huawei.com

Channel Sales - EBG Italy

Huawei: Leading Global Provider of ICT and Smart Devices

Bring digital to every person, home and organization for a

fully connected, intelligent world

Huawei's end-to-end portfolio of products, solutions and services are both competitive and secure.

Through open collaboration with ecosystem partners, we create lasting value for our customers, working

to empower people, enrich home life, and inspire innovation in organizations of all shapes and sizes.

At Huawei, innovation focuses on customer needs. We invest heavily in basic research, concentrating on

technological breakthroughs that drive the world forward.

188,000

Employees

80,000+

R&D employees

72 in

Fortune Global 500

170+

Countries and regions

68 in

Interbrand's

Top 100

Best Global Brands

Sustainable, Robust Growth

2013

46.7

2014

39.3

61.3

2015

75.1

2016

90.5

2017 2018

H1

Sales Revenue (USD bn) Robust growth across all business

segments, thanks to a balanced global

presence and strategic focus

Carrier business: Working with customers to explore new models of network development – shifting from investment-driven to value-driven, and aiming for new business growth.

Enterprise business: Accelerating digital transformation for companies around the world. Innovative products and solutions regarding cloud computing, enterprise campuses, data centers, and IoT are adopted in a range of industries, such as smart city, safe city, energy, finance, transport, and manufacturing.

Consumer business: Key breakthroughs in the global high-

end market that further enhance Huawei's brand influence.

Cloud business: Providing inclusive AI that is affordable,

effective, and reliable for enterprises and developers. 160+

services and 50+ complete solutions, including EI (enterprise

intelligence), SAP, HPC, IoT, Internet & media, gaming, e-

commerce & retail, finance, campus, healthcare, and smart city.

105.2

Sustained Investment in R&D Drives Technology Breakthroughs

• Focusing on strategic opportunities: Huawei does not waste

strategic resources on non-strategic opportunities.

• Huge investment (about 10% of annual revenue) in R&D

• Realizing technological breakthroughs through perseverance,

dedication, and self-reflection

• 87,805 patents; 43,371 patents authorized within China and

44,434 patents authorized outside of China.

• Member of 400+ standards organizations, industry alliances,

and open source communities, with 400+ key positions;

5,000+ proposals submitted in the whole year and 60,000+

proposals submitted in total.

6.6

1.62.1

2.7

3.8

4.8

5.2

20172008 2009 2010 2011 2012 2013 2014

9.2

2015

11.0

2016

13.8

USD 70 billion R&D investment over the past decade

US$ bn

Ranks 5th in 2018 EU Industrial R&D Investment Scoreboard15.8

2018 using the closing rate at the end

of 2018 of USD1.00 = CNY6.8561

2018

Huawei Italy: 1.67B Euro Revenue with 800+ Employees

Rome + Milan 2 HQ

1 Global Microwave center in Milan

4 Innovation center-

Telecommunication, networking,

core network, smart city

1 Business Innovation Center

2018 Procurement

453M Euro2018 Revenue

1.67B Euro

800+ Employees

Local Employees 85%Elite+ Freshman Strategy

Future Seed Program

Enterprise BusinessInnovative Solutions Drive Industrial Digitalization

100+ Oil companies

300+ Financial

institutions

220,000+ km

High speed

rail track

190+ Power

companies

700+Safe cities

1,000+Manufacturers

• OceanStor Dorado all-flash storage: Sales up 529% YoY, world's

top seller (Gartner, 2018 H1)

• OceanStor Dorado: World's fastest at 7mn IOPS (SPC-1, 2018 Q4)

• 2nd largest vendor of Ethernet switches by sales, (IDC, 2018 Q3)

• No. 3 in global market for data center networks by sales (Gartner,

2018 Q3)

• Video conferencing solution won Frost & Sullivan Asia-Pacific Video

Conferencing Endpoints Market Leadership Award (2018 Q3)

• Mobile Video Conference as a Service Solution won Best Mobile

App for Business at MWC (2018 Q2)

• The Huawei OceanConnect IoV platform applied by the Groupe

PSA won the award for best Business Transformation at IoTSWC

2018

160+Smart cities

Driving industrial digitalization

Enterprise BusinessInnovative Solutions Drive Industrial Digitalization

100+ Oil companies

300+ Financial

institutions

220,000+ km

High speed

rail track

190+ Power

companies

700+Safe cities

1,000+ Manufacturers

160+Smart cities

EBG Global Sales Revenue

2012

1.88

2013

2.49

2014

3.11

2015

4.3

2016

5.9

Unit: billion USD

8.5

10.4

2017 2016

8

21Joint

innovation

centers

Huawei Europe at a Glance

11,000+Employees

18R&D Sites

A Local

ICT Provider

in Europe

Cooperation

with

150academic

institutions

$ 4.45 bnlocal

procurement

33Countries

1,500+R&D

employees

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Industry Leaders Choose Huawei for Digitalize Journal

8 of Top 25

Finance

3 of Top 5

Transport

Multiple Departments of

5 Central

Governments

4 of Top 5

Manufacturing

6 of Top 10

Energy & Utility

6 of Top 10

Television Stations

The Road to Digital Transformation

10

End to End Solution Offering

From Data Center to the Edge

11

Huawei Enterprise Cloud-Pipe-Device Portfolio

LAN Switch:

LTE:

eLTE Terminal:

Cloud OS:

DC Switch:

GSM-R:

DC:

Videoconferencing:

Router:

WLAN:

Storage:

UC:

No.2 in terms of global market

share,

NO.1 in terms of growth rate.

Source: Gartner

No.3 in terms of global

market share,

No.1 with a growth rate

Source: IDC

249 industrial LTE

networks.

NO.1

Covers 46,000 km

railways.

No.2 in China enterprise

network market in terms of

revenue.

Source: IDC

830+ DCs.

(Including 420 cloud Data

Centers.)

Is positioned in the

Leaders quadrant.

Source: Gartner

No.1 in China with a market

share of 36.8%.

Source: IDC

NO.1 in China with a market

share of 20.1% for IP voice

and 17.1% for Call Center.

Source: IDC

"Strong Performer" in the

global private cloud

market

Source: Forrester

IF Industrial Design

Award.

71% growth

No. 1

Source: IDC

Cloud

Pipe

Device

12

Various Industry Benchmarks Chose Huawei

ISP & Media

Finance

Energy

Larger

Enterprise

Transportation

Edu

Gov

13

Innovative ICT Products and Solutions

Collaboration

Unified Management

ConferencingTelepresence IVS Contact Center

Mobility

CloudingServer,HPC SAN, NAS,Unified Storage Cloud Computing Networking Power

ConnectivityIndustry Networkging(GSM-R/LTE, NB-IOT,etc)Enterprise Networking(LAN,WAN, etc)

Smart EnergySmart TransportationOmnichannel Finance Smart City Smart EducationSmart Manufacturing

IOT Bid Data SocialCloud Security

Firewall

Anything As a Service

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Transmission &

Microwave

WDM

OSN 6800OSN 1800 OSN 8800

MSTP

OSN 500 Metro 1000/500/100 /3500/7500/8800OSN 2500

Microwave

RTN 910 RTN950

Optical Access &

Wireless Access

PON

RTN980

MA5600T MA561x/2x/3x HG7022/7024

GPON OLT GPON ONU ONT

BTS Terminal DBS 3900

Wimax GSM-R

Network management, user management and business management convergence platform eSightA

wid

e ra

ng

e o

f co

op

era

tive p

rod

ucts

Full Range of Network Products, E2E Solutions

WLAN AP

AP6x10SN/DN AP5010SN/DN/AP7110DN AC6605

ACU blade in S9300/S7700

WLAN AC

Switch

Core Switch Aggregation Switch Access Switch

S9700 S5700 S3700 S2700S7700 S6700 S1700

Routing &

Security

NE40E-X3/X8/X16 AR 1200AR 150/200 AR 2200 AR 3200

Access Router AR G3Core Router

Eudemon

1000E

Eudemon

8000ESVN 3000 NIP200

Firewall SSL VPN/IDS

Eudemon 200E

CE12800

Datacenter SwitchSMB Switch

15

Scalable and Reliable IT Coverage

SME/Branch

Worldwide

Enterprise

Micro DC

Modular DC

Container DC

Scalability/Reliability

Cloud

Datacenter

ManageOne

DC Management4U 4S

RH5885

ES3000

SSD Card

RH2288

2U 2S

RH1288

1U 2S

OceanStor Dorado6000

V3

OceanStor Dorado5000

V3

OceanStor2600 v3

OceanStor 9000

OceanStor18000 V3 Series

RH8100

OceanStor 5300 V3

OceanStor 5600 V3

OceanStor 5800 V3

OceanStor2200 v3

E9000

FusionCub

e

9000

FusionCub

e 6000

Hyper-

Converged

Infrastructure

X6800

FusionInsight

FusionAccess

FusionSphere

FusionStorage

FusionStage

APPX6000

Kunlun

16

Smart

application(from Partners)

Big Data support platform

Operation management platform

(IOC)

…

…Smart communitySmart EnergyPublic SafetySmart

government

Smart

transportationOperation

center

Decision

centerCommand

center

Economic operation

Platform

Urban IoTUrban communications networkNetwork

Cloud data centerCloud

Energy consumption index …City dashboard

ICT application enablement platform

Terminals(from Partners

and Huawei) camerasmeters wearables vehicles sensors mobiles

…

lights

Smart city overview

17

Go to Market Strategy 2018

Named Accounts

Territory

Public &

Transp.

ISP &

MediaFinance

Energy &

Utility

Top Clients

Large Account

Mid-Large Account

SME

Huawei High Touch Vertical Focus

NA- NC mappingJoint Development 1-10

Enablement & Co- MarketingDeal Registration 10-100

Resell program, innovative Service Deal Registration

North.

West

North.

EastCenter South

Huawei Drive

High touch

Co-Drive+Medium Touch

Partner Drive

No TouchCommercial

NAL

18

Channel Partner Structure

Huawei

End User

GD/RD/Distributor

VAP

Gold Silver Authorized

• According to Huawei's Channel Partner Registration Process for Enterprise Business, only channel partners who have registered successfully can apply for certifications of Tier-1 or Tier-2 Channel Partner. Successful registration is a prerequisite for channel partners to obtain Huawei products, solutions and services.

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