【正文】 內(nèi)部資料，注意保密華為移動產(chǎn)品展廳培訓(xùn)教材展廳技術(shù)部 編輯華為技術(shù)有限公司2005前言本課程通過對華為移動產(chǎn)品發(fā)展歷程、產(chǎn)品結(jié)構(gòu)、功能、性能、產(chǎn)品賣點、典型應(yīng)用實例、與競爭對手的比較以及產(chǎn)品發(fā)展趨勢的講解，輔以學(xué)員自己的講解演練和展廳講解實習(xí)，使學(xué)員不僅掌握華為移動產(chǎn)品主要特點、技術(shù)優(yōu)勢、典型應(yīng)用等知識，而且掌握基本的宣講技能和技巧。學(xué)完本課程后，學(xué)員能夠達(dá)到：l 了解華為移動產(chǎn)品研發(fā)、市場應(yīng)用情況l 掌握華為移動產(chǎn)品基本結(jié)構(gòu)、功能和特性l 掌握我司移動產(chǎn)品機會點和推廣策略l 掌握基本宣講技巧l 能夠?qū)σ话銓I(yè)性的市場客人和各類非市場客人進行公司產(chǎn)品講解，為今后的市場營銷工作打下良好基礎(chǔ)。目錄第一章 WCDMA 第一節(jié) 華為WCDMA概述 Huawei WCDMA introductionHuawei has been investing heavily in 3G and currently there are over 4000 engineers engaged in the Ramp。D of 3G system with global 3G Ramp。D institutes in Shenzhen, Shanghai and Beijing of China and Sweden, India and the United States. Huawei has already successfully deployed its mercial 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 mercial applications (10 mercial 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 world39。s most petitive 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 panies, provides telemunication 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 bee the first pany in the Middle East and the Arab World to introduce UMTS network.Telekom Malaysia(TM) is the biggest tele operator in Malaysia and holds a very high position in the tele market of Asia Pacific. In September of 2004, after strict trial network test and petition among Ericsson, Nokia, Siemens, Alcatel, and Huawei, Huawei won the mercial contract from TM to cover the booming area of Malaysia. In this mercial network, Huawei RAN interworks with Nokia CN, and proved its excellent interoperability.In , 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 highquality 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 “Huawei39。s 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 endtoend 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 project Activities in UMTS industrya) Doing trails and tests with Vodafone, Telefonica, NTT DoCoMo, China Mobile, China Tele, China NetCom。b) Complete InterOperability Test (IOT) with the mainstream equipment vendors: Ericsson, Nokia, Motorola, Nortel, SiemensNEC, Alcatel。c) Complete IOT for single/dual –mode handsets: Nokia 6650, Motorola A830, NEC Peony, NEC C606, SonyEricsson Z1010, Qualm 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 WINWIN 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 crosslicense 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 lowcost 3G handsets. Major events of Huawei UMTSa) 1995, started Ramp。D on CDMA / UMTS technologyb) Aug. 2001, deployed China’s first UMTS pilot network in Shanghaic) Sep. 2002, dialed the world’s first UMTS intelligent call on CAMEL 3d) Jun. 2003, one of the major founders for CPRIe) Jun. 2003, plete longdistance IP video call based on R4f) Sep. 2003, joint force with Infineon to offer UMTS mobile phone platformg) Dec. 2003, sole supplier of mercial UMTS system for Etisalat (UAE)h) Dec. 2003, sole supplier of mercial UMTS system for Sunday (Hong Kong)i) Aug. 2004, plete world’s first and largest softswitch based R4 network for China Mobilej) Sep. 2004, RAN supplier of mercial UMTS system for TM (Malaysia)k) Dec. 2004, sole supplier of mercial UMTS system for Telfort (Netherlands)第二節(jié) 展臺展板講解詞 Poster1: Longterm Accumulation This poster is selfexplaining. Poster2: Telfort ProjectIn , 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 n