Huawei Technologies (EBG) Spolupráce s partnery
Segmentace trhu, prodejní strategie Channel Manager Account Manager Value Sales High Touch Mid. size & small projects Industry and Strategic Customers Middle and Large Enterprises Certified Channel Value Sales Carrier Resale VAP Telecom carriers Huawei Volume Sales Low Touch No touch SMB Certified Channel Volume Sales Tier-2 partner Distributor Page 2
Huawei partnerský program Value-added Partner Gold ICT Products &Solutions Distributor Silver Authorized End User Telecom Carrier Partner Global Alliance Partner Page 3
Huawei partnerský program - požadavky Partner Business Scale (Huawei Relatived Products Revenues) USD Million Sales and Technical Capability Requirements Demo Lab VAP 5 \ Sales Certified Pre-sales Engineers Service Capability Requirements Service Engineer Spare Parts Sales Target (Net Revenue) USD Million NW IT UCC NW IT UCC NW IT UCC 2 HCNA 1 \ HCNP 1 Gold 2 Dedicated 1 1 0.5 sales Silver 1 \ team 1 \ \ 0.25 Authorized 0.5 \ \ \ 2 Page 4
Huawei partnerský program - výhody HUAWEI PARTNER - FINANCIAL BENEFITS REBATE MARKETING SUPPORT Performance Product-Specific MDF Country Type PARTNER LEVEL MARGIN Sales Rebate MBO Incentive Enterpris e Networki ng DATACOM SECOSPACE UC&C UCC TP/VC STORAGE IT CLOUD JMF PDF SPIF DR Reward (2014) Funded Head Training Fund CHANNEL PROMOTION PROGRAM Distributor * % 2% % % % 1% - - - Focused Countries VAP % 1% - - - 1% GOLD - - P** P** P** - - SLILVER - - P** P** P** - - AUTHORIZED - - - - - - - P** The rebate differences for tier 2 partners at various levels are not distinguished in 2013. Tier 2 partners will be upgraded or downgraded based on their actual sales revenue by the end of 2013. The specific incentives for tier 2 partners will be provided based on the solutions specific to each product family. No special incentives will be provided on solution products in 2013. The sales revenue from related authorized products in specific projects is accounted to the sales performance on related products, and the incentives will be calculated accordingly. Page 5
Výhody pro autorizovaného partnera Přímý vztah s Huawei obchodní a technická podpora Registrace obchodních příležitostí Projektové ceny (SPQ) Potvrzení o autorizaci do VŘ a projektů Partner development fund financování marketingových aktivit DEMO program Partnerská sekce webu Page 6
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Podpora marketingových aktivit partnerů - PDF Partners Partner TO DO LIST 1. Program Plan 2. Execution 3.Easier Claim process Design the program at the early quarter with PDF prepare the PDF payment application forms Execution and evaluate the use application form and get HW local CM (Above attached ) to dedicated CM to get program results Approval supports Get quarterly budget from HQ Initial verifying the Initial verifying program plan Support partner on the program Payment and internal Archiving Huawei TO DO LIST Local Huawei Terms and Conditions all Partners will be involved Marketing activities (including Conference, Advertisement, web-based Marketing, Telemarketing etc.)will be executed by channel partners, Channel partners first pay the PDF expenses when executing marketing activities. And HW will pay it by cash to partners after the applications are approved; Page 8
PDF Marketing Activity Regulations and Claim Requirements Activity Category Advertising Details Print Advertising in publication Reimbursement up to 100% Metrics at Application Submission Size of Ad space Anticipated # of leads Proof of Performance for Reimbursement Copy of invoice/receipt Copy of advertisement Logos must be displayed per current guidelines Return on Investment Expected Prospects to be tracked via contact method e.g. specific telephone number or email to call Brochure/ COLLATERAL Development of collateral, brochures, co-branded merchandise, etc. 100% # of pieces printed Copy of invoice/receipt Copy of materials Logos must be displayed per current guidelines Increase brand awareness of Huawei Case Studies Joint case study detailing success of a joint project for internal BT or external customer use 100% # of pieces printed Copy of invoice/receipt Copy of case study Logos must be displayed per current guidelines Increase brand awareness of Huawei Direct Mail/Email Telemarketing Public Relations Seminar/Webinar/ Road show Trade Shows Hospitality Communications to customers using identified target list 100% Outsource cost to hire telemarketing agency, purchase of list of 100% customer prospects to call Public Relations activities featuring Huawei products and messages that 100% will support branding and lead generation activities Event showcasing Partner & Huawei products for partner sales teams or customers Partner & Huawei attendance at industry trade shows. Cost of attendance, stand fees included. Hotel cost, travel and sundries not covered Tickets to events. Hotel cost, travel and sundries not covered. 100% 100% 100% # of pieces mailed Anticipated # of leads Plan of the PR activity # of invitees Expected # of attendees Anticipated # of leads focus audience # of invitees Expected # of attendees Anticipated # of leads focus audience - Partner/ Reseller - End-Customer - Internal Show name Estimated # of overall trade show attendees Expected # of attendees to booth Expected # of leads # of invitees Event name Copy of invoice/receipt Copy of Mail(including sent list of customer information) Logos must be displayed per current guidelines Copy of invoice/receipt Copy of script used list of contacts including outcome of call sales opportunities list Copy of invoice/receipt with cost summary Details of the PR activity Copy of articles if appropriate Copy of invoice/receipt Details of the event: Pictures, list of attendees, agenda, location etc. Actual # & names of attendees Actual # & names of leads Receipts/invoice with cost summary Picture of stand Actual # of attendees to booth Actual # of leads Receipts for event tickets Names of attendees Prospects to be tracked via contact method e.g. specific telephone number or email to call Increase brand awareness of Huawei. Identify sales leads to pass to partners' Sales team Increase brand awareness of Huawei Names of attendees If customer event minimum of 2 leads generated from event Increase brand awareness of Huawei 50% of attendees to be customer prospects with $200000 value deal to close in next 6 months Page 9
DEMO Program - podmínky Speciální slevy na nákup vybraných produktů (nelze kombinovat s dalšími promo slevami) Použití : demonstrační účely, školení, testy, interní infrastruktura Certifikace - úroveň Autorizovaný partner a vyšší Nákup max. 2 produktů stejného typu za 1 rok Možný prodej až po 1 roce od nákupu Page 10
Partnerská sekce webu - echannel Registrace uživatele (budoucího administrátora partnera) na webových stránkách Huawei, My Huawei - Uniportal http://uniportal.huawei.com/accounts/register.do?method=toregister Schválení registrace a potvrzení aktivace přístupu přes e-mail Subject: Your Huawei website account registered successfully Registrace partnera v echannel http://app.huawei.com/echannel/#!registration/parteragreementen.html Schválení registrace partnera e-mailem Subject: Your company has been registered as a Huawei Partner Přihlášení do echannel http://echannel.huawei.com/ Page 11
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Produktová podpora Page 13
E-Learning Page 14
Technické certifikace Page 15
Nástroje pro partnery Page 16
Nástroje pro partnery Unistar SCT Registrace do on-line konfiguračního nástroje Unistar SCT http://app.huawei.com/unistar/sct/login!loginchoose.action žádost o přístup bude zaslána na regionálního channel managera Huawei a následně potvrzena Subject: [UniSTAR SCT]You have new request of authority, please process Subject: Your account has been authorized successfully, you can log in UniSTAR SCT now. Přihlášení do Unistar SCT na adrese http://app.huawei.com/unistar/sct Browse Huawei products Intelligently configure products Product Configuration Quotation Easily create quotations Promotional products Hot-selling products New products View product details Compare products Configuration wizard Automatic verification Configuration sharing Configure services Configure spare parts Page 17
Unistar SCT Page 18
Záruční podmínky, servisní programy a certifikace
Záruční podmínky HUAWEI Warranty Type Service Category Service Item Warranty Duration Remark Help Desk 24 7 1. The Remote Trouble Shooting Remote Support Service Remote Troubleshooting* 24 7 Response* applies to IT products only (Except West Europe). Online Technical Support Yes 1 Year, Basic Warranty 2. According to the different Licensing of software 3 Years Software Support Service Yes products, Return For Repair may updates be 9x5x30CD, 9x5x45CD, Hardware Support Service Return For Repair* 9 5 45CD 9x5x60CD or No SLA. Standard Warranty Help Desk 24 7 Remote Support Service Remote Troubleshooting No Online Technical Support Yes Software Support Service Licensing of software updates Yes Hardware Support Service Advance Replacement 1 9 5 10BD-S 1 Year Standard Onsite Warranty Limited Lifetime Warranty Help Desk 24 7 Remote Support Service Remote Troubleshooting 24 7 Response Online Technical Support Yes Software Support Service Licensing of software updates Yes Hardware Support Service Advance Replacement 9 5 NBD Onsite Support Service Onsite Hardware 9 5,NBD Engineer Replacement Onsite Help Desk 24 7 Remote Support Service Remote Troubleshooting No Online Technical Support Yes Software Support Service Licensing of software updates Yes,Bugfix only Hardware Support Service Advance Replacement 9 5 NBD-S 1 Year, 3 Years Limited Lifetime Limited Application Software Warranty and License Agreement ( Application Software Standard Warranty) Remote Support Service Software Support Service Help Desk 24 7 Remote Troubleshooting No Online Technical Support Yes Licensing of software updates (Patch&Minor No Version) Licensing of software Upgrade(Major Version) No 90 Days Warranty provides that the software media (DVD/CD) will be free of defects in materials and workmanship under normal use for a period of ninety (90) days. Huawei also warrants that the product software substantially conforms to its published specifications. Page 20
Servisní partneři Huawei Service Huawei Branded Service Delivered by ASP End Customer End Customer Co-branded Service CSP End Customer Huawei branded service: Sold by Huawei or Partner, delivered by Huawei Huawei co-branded service: Sold by channel partners, delivered by channel partner and Huawei collaboratively CSP (Certified Service Partner): Sell co-branded services, delivered by CSP. ASP (Authorized Service Partner): Huawei subcontractor, Huawei can deliver the service via ASP Page 21
CSP požadavky Page 22
Servisní balíčky Hi-Care Service Remote Support Services Software Support Services Hardware Support Services Onsite Support Services Proactive Support Services Service Item Basic Hi-Care Service Portfolio Hi-Care Hi-Care Onsite Hi-Care Application Standar Software Enhanced Premier Standard Enhanced Premier Premier+ d Support Hi-Care Application Software Upgrade Support Help Desk 24 7 24 7 24 7 24 7 24 7 24 7 24 7 24 7 24 7 24 7 Remote Troubleshooting Online Technical Support 24 7 24 7 24 7 24 7 24 7 24 7 24 7 24 7 24 7 24 7 Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Software Update Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Software Upgrade No No No No No No No No No Yes Hardware Advance Replacement Onsite Hardware Replacement Onsite Troubleshooting Equipment Health Check Service Support Plan and Report 9 5 NB 9 5 N 9 5 4H 24 7 4H No No D-S BD 9 5 NB 24 7 4 D 9 5 4H No No No No H No No 24 7 2H No No No No No No No No No No No No No No No No twice a year No No No No No No No Yes No No No No Page 23
Servisní balíčky Co-Care Huawei Co-Care Service Partner Brand service Customer TAC L1L2 L3 TAC L1L2 L3 TAC L1L2 L3 Software support Software support Software support Delivered by Huawei Spare parts support Spare parts support Spare parts support Delivered by partner + On-site support On-site support Service Remote Support Services Co-Care Service Portfolio Service Item Co-Care Essential Basic Standard Enhanced Premier Help Desk 24 7 24 7 24 7 24 7 24 7 Remote Troubleshooting 24 7 24 7 24 7 24 7 24 7 Online Technical Support Yes Yes Yes Yes Yes Software Support Services Software Update Yes Yes Yes Yes Yes Hardware Support Services Hardware Advance Replacement 9 5 10BD-S 9 5 NBD-S 9 5 NBD 9 5 4H 24 7 4H Page 24
L3 podpora pro servisní partnery, komunikace s TAC P4 Technical Enquiry Service Request System CSR# P3 - Minor P2 - Major P1 - Critical L1 HUAWEI CSP Minor Remote diagnostic On-site diagnostic Parts dispatch On-site installation System configuration Analyze root cause and provide final solution Escalate to higher severity level Major Verify problem severity Information gathering; system log, alarm history Provide temporary solution to resume customer network if applicable Coordinate with customer to provide sufficient access to network Coordinate with customer to provide on site access and escort when on site recovery is necessary L2 Provide path for applying 7x24 recovery service Remote access for system diagnostic On site diagnostic and recovery Escalate to higher severity if necessary Provide consultancy & assistance on critical and emergency problem Verify software bug report from L2 support Software bug reporting to R&D Software defect fix release update L3 R & D Page 25
Reakční doby TAC Owner P1 P2 P3 P4 Manager TAC 1 hour(s) 12 hour(s) 15 Days 30 Days Service Manager 2 hour(s) 24 hour(s) Local Service Director 4 hour(s) 48 hour(s) CEO Local Office 24 hour(s) Regional Service Director 24 hour(s) VP Services 48 hour(s) Classification Service Availability Response Time* Restoration Target* P1 7*24 < 30 minutes 100% in 24 hours P2 5*9 < 4 hours during Business Day 95% in 5 Days P3 5*9 Next Business Day 95% in 30 Days P4 5*9 Next Business Day 95% in 90 Days * Response Time: The time from when the Huawei CSC acknowledges the CSR to when a Huawei s Technical Assistance engineer responds to the Service Partner. * Restoration Target: The time from when the Huawei CSC acknowledges the CSR to when Huawei provides a restoration or resolution to pre-call conditions. The Restoration Target times require strict adherence to the remote connectivity requirements. Failure to comply with those requirements voids the Service Level. Page 26
TAC kontaktní údaje Customer Support Services One Call All Resolution Technical Assistant Center (EU) Hotline: 800 77778899 +40 312261900 E-mail: EUsupport@huawei.com Note: If you purchased the product directly from Huawei or Hi-Care service, you should contact Huawei for a service request. If you purchased the product through a reseller or Co-care service, please contact the reseller for further information. Page 27
Doporučený postup pro partnery, komunikace Autorizace společnosti smlouva, registrace Nastavení spolupráce s distributory (aktuálně DNS, SWS) Identifikace potenciálních zákazníků Registrace příležitostí a projektů Podpora a společné aktivity k získání dalších zákazníků Distributor : poptávky na jednotlivé produkty, SMB projekty do 10k USD Huawei channel manager : projekty >10k USD, komerční segment (SMB a mid-market) a lokální státní správa Huawei KAM : centrální státní správa, TOP zákazníci z komerčních firem (name account list), požadavky zasílat na Tomáše Stehlíka / Huawei sales support tomas.stehlik@huawei.com Page 28
Děkuji za pozornost! Jan Kašpar Channel sales manager Enterprise +420 602 516 644 jan.kaspar@huawei.com http://enterprise.huawei.com/en/ Page 29