[精选]华为移动产品展厅培训资料.docx

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：l 了解华为移动产品研发、市场应用情况l 掌握华为移动产品基本结构、功能和特性l 掌握我司移动产品机会点和推广策略l 掌握基本宣讲技巧l 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目录第一章 WCDMA 第一节 华为WCDMA概述1.1 Huawei WCDMA introductionHuawei has been investing heavily in 3G and currently there are over 4000 engineers engaged in the R&D of 3G system with global 3G R&D institutes in Shenzhen, Shanghai and Beijing of China and Sweden, India and the United States. Huawei has already successfully deployed its commercial UMTS total solution. In fact, more and more operators are now placing their 3G confidence in Huawei.Huawei is one of the few vendors that have achieved commercial applications (10 commercial networks and over 30 trial networks). Commercial contracts include those with Sunday in Hong Kong, Etisalat in UAE, Emtel in Mauritius, TM in Malaysia and Telfort in the Netherlands. Hong Kong is one of the worlds most competitive mobile markets. With high performance, mature product and quick response to customer’s requirement, Huawei was selected by SUNDAY from five global equipment vendors (others are Siemens, Alcatel, Nortel and ZTE).Etisalat, one of the world’s top 500 companies, provides telecommunication services to the United Arab Emirates and is one of the leading service providers in the Middle East Region. On Dec. 24, 2003, Huawei helped Etisalat launch UMTS services in UAE, enabling Etisalat to become the first company in the Middle East and the Arab World to introduce UMTS network.Telekom Malaysia(TM) is the biggest telecom operator in Malaysia and holds a very high position in the telecom market of Asia Pacific. In September of 2004, after strict trial network test and competition among Ericsson, Nokia, Siemens, Alcatel, and Huawei, Huawei won the commercial contract from TM to cover the booming area of Malaysia. In this commercial network, Huawei RAN inter-works with Nokia CN, and proved its excellent interoperability.In Dec.8, 2004, Telfort, Netherlands selected Huawei as their partner on 3G and takes Huawei as the sole UMTS supplier. Huawei will help Telfort to build a nationwide and high-quality UMTS network in Netherlands with a coverage of the whole country including all the main cities like Amsterdam, Rotterdam, Hague, etc. Huawei will deliver a turnkey solution, giving Telfort full UMTS capabilities, interworking with its existing GSM and EDGE platforms and readiness for HSDPA. With Huawei innovative distributed UMTS solutions, Telfort can achieve 30% Opex and Capex saving. Just like the CEO of Telfort said “Huaweis technological and innovative skills are really impressive…We are confident that Huawei will help us to develop innovative and cost effective data solutions for our customers and look forward to a prosperous relationship with them." Here are some key points of this case:1. Huawei will provide an end-to-end solution based on R4 architecture for Telfort. 2. Network covers 99% population of the Netherlands3. Replace the existing GSM/GPRS core network with a unified 2G/3G core network4. Distributed Coverage Solution can greatly reduce OPEX and CAPEX, with 30％ TCO (Total Cost of Ownership) Saving5. Huawei will deliver a turnkey project1.2 Activities in UMTS industrya) Doing trails and tests with Vodafone, Telefonica, NTT DoCoMo, China Mobile, China Telecom, China NetCom;b) Complete Inter-Operability Test (IOT) with the mainstream equipment vendors: Ericsson, Nokia, Motorola, Nortel, Siemens-NEC, Alcatel;c) Complete IOT for single/dual –mode handsets: Nokia 6650, Motorola A830, NEC Peony, NEC C606, Sony-Ericsson Z1010, Qualcomm TM5200/6200, SANYO, LG ;d) Major founder for the Common Public Radio Interface, which is aiming to define a publicly available specification for the key internal interface of radio base stations.e) Establishing 3G open Lab for the development and testing of 3G services with SP/CP, researching WIN-WIN business models and cultivating the 3G value chain;f) Huawei respects IPR. Huawei is one of the few vendors who can design 3G core ASIC. We have our own intellectual properties for 3G and have signed IPR cross-license agreement with Ericsson and Nokia.g) In the MTNet test, which is organized by the Chinese Ministry of Information Industry, Huawei has passed all the 326 mandatory test items and 70 of the total 75 optional test items. Huawei has been ranked No. 1 in both 2 phases of the MTNet test.h) Huawei has also been investing heavily on 3G handsets and is planning to launch a series of them especially the low-cost 3G handse。