华为移动产品展厅培训范本.docx
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华为移动产品展厅培训范本.docx
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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
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