华为移动产品展厅培训范本.docx

华为移动产品展厅培训范本.docx

《华为移动产品展厅培训范本.docx》由会员分享，可在线阅读，更多相关《华为移动产品展厅培训范本.docx（30页珍藏版）》请在冰点文库上搜索。

华为移动产品展厅培训范本

内部资料，注意保密

华为移动产品展厅培训教材

展厅技术部编辑

华为技术有限公司

2005

前言

本课程通过对华为移动产品发展历程、产品结构、功能、性能、产品卖点、典型应用实例、与竞争对手的比较以及产品发展趋势的讲解，辅以学员自己的讲解演练和展厅讲解实习，使学员不仅掌握华为移动产品主要特点、技术优势、典型应用等知识，而且掌握基本的宣讲技能和技巧。

学完本课程后，学员能够达到：

●了解华为移动产品研发、市场应用情况

●掌握华为移动产品基本结构、功能和特性

●掌握我司移动产品机会点和推广策略

●掌握基本宣讲技巧

●能够对一般专业性的市场客人和各类非市场客人进行公司产品讲解，为今后的市场营销工作打下良好基础。

第一章WCDMA

第一节华为WCDMA概述

1.1HuaweiWCDMAintroduction

Huaweihasbeeninvestingheavilyin3Gandcurrentlythereareover4000engineersengagedintheR&Dof3Gsystemwithglobal3GR&DinstitutesinShenzhen,ShanghaiandBeijingofChinaandSweden,IndiaandtheUnitedStates.HuaweihasalreadysuccessfullydeployeditscommercialUMTStotalsolution.Infact,moreandmoreoperatorsarenowplacingtheir3GconfidenceinHuawei.

Huaweiisoneofthefewvendorsthathaveachievedcommercialapplications（10commercialnetworksandover30trialnetworks）.CommercialcontractsincludethosewithSundayinHongKong,EtisalatinUAE,EmtelinMauritius,TMinMalaysiaandTelfortintheNetherlands.

HongKongisoneoftheworld'smostcompetitivemobilemarkets.Withhighperformance,matureproductandquickresponsetocustomer’srequirement,HuaweiwasselectedbySUNDAYfromfiveglobalequipmentvendors（othersareSiemens,Alcatel,NortelandZTE）.

Etisalat,oneoftheworld’stop500companies,providestelecommunicationservicestotheUnitedArabEmiratesandisoneoftheleadingserviceprovidersintheMiddleEastRegion.OnDec.24,2003,HuaweihelpedEtisalatlaunchUMTSservicesinUAE,enablingEtisalattobecomethefirstcompanyintheMiddleEastandtheArabWorldtointroduceUMTSnetwork.

TelekomMalaysia（TM）isthebiggesttelecomoperatorinMalaysiaandholdsaveryhighpositioninthetelecommarketofAsiaPacific.InSeptemberof2004,afterstricttrialnetworktestandcompetitionamongEricsson,Nokia,Siemens,Alcatel,andHuawei,HuaweiwonthecommercialcontractfromTMtocovertheboomingareaofMalaysia.Inthiscommercialnetwork,HuaweiRANinter-workswithNokiaCN,andproveditsexcellentinteroperability.

InDec.8,2004,Telfort,NetherlandsselectedHuaweiastheirpartneron3GandtakesHuaweiasthesoleUMTSsupplier.HuaweiwillhelpTelforttobuildanationwideandhigh-qualityUMTSnetworkinNetherlandswithacoverageofthewholecountryincludingallthemaincitieslikeAmsterdam,Rotterdam,Hague,etc.Huaweiwilldeliveraturnkeysolution,givingTelfortfullUMTScapabilities,interworkingwithitsexistingGSMandEDGEplatformsandreadinessforHSDPA.WithHuaweiinnovativedistributedUMTSsolutions,Telfortcanachieve30%OpexandCapexsaving.JustliketheCEOofTelfortsaid“Huawei'stechnologicalandinnovativeskillsarereallyimpressive…WeareconfidentthatHuaweiwillhelpustodevelopinnovativeandcosteffectivedatasolutionsforourcustomersandlookforwardtoaprosperousrelationshipwiththem."

Herearesomekeypointsofthiscase:

1.Huaweiwillprovideanend-to-endsolutionbasedonR4architectureforTelfort.

2.Networkcovers99%populationoftheNetherlands

3.ReplacetheexistingGSM/GPRScorenetworkwithaunified2G/3Gcorenetwork

4.DistributedCoverageSolutioncangreatlyreduceOPEXandCAPEX,with30％TCO（TotalCostofOwnership）Saving

5.Huaweiwilldeliveraturnkeyproject

1.2ActivitiesinUMTSindustry

a）DoingtrailsandtestswithVodafone,Telefonica,NTTDoCoMo,ChinaMobile,ChinaTelecom,ChinaNetCom;

b）CompleteInter-OperabilityTest（IOT）withthemainstreamequipmentvendors:

Ericsson,Nokia,Motorola,Nortel,Siemens-NEC,Alcatel;

c）CompleteIOTforsingle/dual–modehandsets:

Nokia6650,MotorolaA830,NECPeony,NECC606,Sony-EricssonZ1010,QualcommTM5200/6200,SANYO,LG;

d）MajorfounderfortheCommonPublicRadioInterface,whichisaimingtodefineapubliclyavailablespecificationforthekeyinternalinterfaceofradiobasestations.

e）Establishing3GopenLabforthedevelopmentandtestingof3GserviceswithSP/CP,researchingWIN-WINbusinessmodelsandcultivatingthe3Gvaluechain;

f）HuaweirespectsIPR.Huaweiisoneofthefewvendorswhocandesign3GcoreASIC.Wehaveourownintellectualpropertiesfor3GandhavesignedIPRcross-licenseagreementwithEricssonandNokia.

g）IntheMTNettest,whichisorganizedbytheChineseMinistryofInformationIndustry,Huaweihaspassedallthe326mandatorytestitemsand70ofthetotal75optionaltestitems.HuaweihasbeenrankedNo.1inboth2phasesoftheMTNettest.

h）Huaweihasalsobeeninvestingheavilyon3Ghandsetsandisplanningtolaunchaseriesofthemespeciallythelow-cost3Ghandsets.

1.3MajoreventsofHuaweiUMTS

a）1995,startedR&DonCDMA/UMTStechnology

b）Aug.2001,deployedChina’sfirstUMTSpilotnetworkinShanghai

c）Sep.2002,dialedtheworld’sfirstUMTSintelligentcallonCAMEL3

d）Jun.2003,oneofthemajorfoundersforCPRI

e）Jun.2003,completelong-distanceIPvideocallbasedonR4

f）Sep.2003,jointforcewithInfineontoofferUMTSmobilephoneplatform

g）Dec.2003,solesupplierofcommercialUMTSsystemforEtisalat（UAE）

h）Dec.2003,solesupplierofcommercialUMTSsystemforSunday（HongKong）

i）Aug.2004,completeworld’sfirstandlargestsoftswitchbasedR4networkforChinaMobile

j）Sep.2004,RANsupplierofcommercialUMTSsystemforTM（Malaysia）

k）Dec.2004,solesupplierofcommercialUMTSsystemforTelfort（Netherlands）

第二节展台展板讲解词

2.1Poster1:

Long-termAccumulation

Thisposterisself-explaining.

2.2Poster2:

TelfortProject

InDec.8,2004,Telfort,NetherlandsselectedHuaweiastheirpartneron3GandtakesHuaweiasthesoleUMTSsupplier.HuaweiwillhelpTelforttobuildanationwideandhigh-qualityUMTSnetworkinNetherlandswithacoverageofthewholecountryincludingallthemaincitieslikeAmsterdam,Rotterdam,Hague,etc.Huaweiwilldeliveraturnkeysolution,givingTelfortfullUMTScapabilities,interworkingwithitsexistingGSMandEDGEplatformsandreadinessforHSDPA.WithHuaweiinnovativedistributedUMTSsolutions,Telfortcanachieve30%OpexandCapexsaving.JustliketheCEOofTelfortsaid“Huawei'stechnologicalandinnovativeskillsarereallyimpressive…WeareconfidentthatHuaweiwillhelpustodevelopinnovativeandcosteffectivedatasolutionsforourcustomersandlookforwardtoaprosperousrelationshipwiththem."

Herearesomekeypointsofthiscase:

1.Huaweiwillprovideanend-to-endsolutionbasedonR4architectureforTelfort.

2.Networkcovers99%populationoftheNetherlands

3.ReplacetheexistingGSM/GPRScorenetworkwithaunified2G/3Gcorenetwork

4.DistributedCoverageSolutioncangreatlyreduceOPEXandCAPEX,with30％TCO（TotalCostofOwnership）Saving

5.Huaweiwilldeliveraturnkeyproject

2.3Poster3:

4commercialnetworks

a）IntroductionofSundayproject

HuaweiprovidesSUNDAYentireend-to-endUMTSsolutionneededforthe3Glaunch,includingUMTSradioaccessnetwork,corenetwork,3Gmobileintelligentnetwork,dataserviceplatformandapplications.Thecorenetworkadoptssoftswitcharchitecturewhichsupports3GPPR99/R4,GSM/GPRSandTD-SCDMAstandard.

The3Gnetworkwilloffervideomailbox,videophone,videoconference,Portal,PTT,MMS,IN/CAMEL/MNPandWLANintegration,etc.services.HuaweimayalsosupplySUNDAYwithcommercialUMTSmobilephoneslater.

b）IntroductionofEtisalatproject

HuaweiprovidestotalUMTSsolutionwithcapacityof160,000subscribers（phase1）,basedon3GPPR4architecture,includingCNandRANequipment.Coveragearea:

WholecountryincludingAbuDhabi,Dubai,Sharjah,Ajman,etc.

Services:

Videophone,videoconference,liveTVonmobilephone,high-speedmobileInternetaccessandrichdataservices,etc.

WithHuawei’ssolution,EtisalatGSMcustomerscanmigrateto3GservicewithouttheneedtochangetheirexistingnumbersorSIMcards.Thisisalsotheworld’sfirstcommercialnetworkwhichsupports2G/3Groaming.

c）IntroductionofTMproject

TelekomMalaysia（TM）isthebiggesttelecomoperatorinMalaysiaandholdsaveryhighpositioninthetelecommarketofAsiaPacific.InSeptemberof2004,afterstricttrialnetworktestandcompetitionamongEricsson,Nokia,Siemens,Alcatel,andHuawei,HuaweiwonthecommercialcontractfromTMtocovertheboomingareaofMalaysia.Inthiscommercialnetwork,HuaweiRANinter-workswithNokiaCN,andproveditsexcellentinteroperability.

2.4Poster4:

IntroductionofChinaMobileT-Project

HereisthegiantnetworkstructureforChinaMobile.WearebuildingtheTMSCnetworkforChinaMobile.TheprojectadoptedHuawei’sadvancedMSC:

softswitchMSC,thusdemonstratingthereliabilityofHuaweisoftswitchMSC.ThepositionofTMSC1isveryimportantandtheydealwithallthelongdistancetrafficbetweenprovinces.BasedonsoftswitchMSC,CMCCcansavemuchtransmissioncostinlong-distancecalls.Theprojectincludes8pairsofMSCserversand32dualhomingMGWs,totally40,000E1ports,buildingin31branchofficesofCMCC.TheprojectwascompletedinAugust,2004.ItsurvivedthepeakoftheChineseLunarNewYearinearly2005andprovedtobeofbestqualityandreliability.

2.5Poster5:

Introductionofabundant2G/3Ginterworkingexperience

Huaweihasrich2G/3Ginterworkingexperienceincommercialnetworks.Huaweiprovidesthefirstcommercialnetworkwhichsupports2G/3GroamingforEtisalat,UAE.

2.6Poster6:

UTRANwithhighperformance

Thisposterisself-explaining,andmayalsoreferstoKeyMessage:

1.1UTRANforBetterCoverageandHigherPerformance.

第三节演示业务介绍

3.1Videoondemand（VOD）

Byusing3Ghandsetasthewirelessmodem,enjoytheVODservicethroughUMTSnetwork.Thestreamingdataofhigh