ZTE channel program 2015

ZTE Channel ProgramZTE Enterprise Business

2015

© ZTE Corporation. All rights reserved. 2

ZTE Enterprise Business Strategy

Go to Market PO Cooperation

Direct Sell

Carrier Reseller

Global Alliance

Tier1 ChannelPartner

Tier2ChannelPartner

Direct

In-Direct

Lead by ZTE

with Alliance partner

with VAD,SI,ISV,VAR

Lead with Distributor,

Reseller, E-Tailer by ZTE

VAD: Value Added Distributor/ VAR: Value Added Reseller/ SI: System Integrator/ ISV: Independent Software Vender

Market

Global Strategy Customer(Telecom)

Enterprise Market

Commercial Market

SMB&SOHO

(Government, Energy, TransportationFinance, Public Utilities, Internet)


Vision

Energy

TransportationGovernment

Public Utilities

FinanceInternet

Short-Term VisionMaintain a high level of growth and profitability, and establish our brand in government & enterprise IT services.

Long-Term VisionDeliver the best user experience of ICT services to enterprise customers and business partners by building secure, open and shared IT service platforms.


ZTE Channel Architecture

Distributor / VADTier1

ZTE

Premium Partner

Tier2(SI/ ISV/ Reseller/ VAR/ OEM/ E-Tailer)

Gold Partner Silver Partner Certified Partner

• Tier-1 Channels can get PO from ZTE directly. Tier-2 Channels should get PO from Distributor/VAD, and sell to End Users.• Distributors focus on Distribution PO (stock Distribution Products, and sell to Tier-2 Channels ). VADs(Value added distributor) focus on both

Distribution PO and Project PO (fulfill project PO from ZTE toTier-2 Channels).• Premium/Gold/silver/Certified Partners include: SI(System Integrator), ISV(Independent Software Vender), Reseller, VAR(Value Added Reseller),

OEM channel, E-Tailer, and so on.

End User

Project PO Distribution PO


ZTE Channel Partners Certification Standard

• Category A: USA, and Japan• Category B: Russia, Brazil, Venezuela, France, the United Kingdom, Germany, Mexico, Turkey, Italy, Argentina, Poland, Spain, Portugal, Denmark, Sweden, Norway,

Finland, the Netherlands, Czech, Austria, South Africa, Pakistan, Australia, South Korea, India, and United Arab Emirates• Category C: other Countries• Requirements for certification engineers: These requirements shall be met within 12 months after the certification.

Certification Requirement Distributor/VAD Premium Partner Gold Partner Silver Partner Certified Partner

Annual Sales TargetA: 5 MB: 4 M C: 3 M

A: 3 MB: 2.5 M C: 2 M

A: 1 MB: 0.8 MC: 0.5M

A: 0.5 MB: 0.4 MC: 0.2 M

None

Certification Engineers 2 Pre-Sale1 Post-Sale

2 Pre-Sale1 Post-Sale

1 Pre-Sale1 Post-Sale

None None

Certification Documents Legal Certificates and Financial Statements

Legal Certificates and Financial Statements

Business license Business license Business license

Certification Benefits Training

Currency Unit： USD


Partner Key Benefits

Certification Benefits Training

Key Benefits Distributor/VAD Premium Partner Gold Partner Silver Partner Certified Partner

Access to PromotionDeal Registration

Special Pricing Program Demo Equipment

Sales RebateCertification Training Rebate

Special Contribution Incentive

Marketing FundFunded HeadTraining Fund

Sales Performance Incentive Fund

ZTE Trademarks


ZTE Training Program

Certification Benefits TrainingCertifiedTraining

Pre-sale Training Post-sale Training

Program Ability Program Ability

ZCSE(ZTE Certified Sale

Expert)

The certified engineers will have deep understanding of the trend of technology

development in the industry, and generating overall marketing strategy in accordance with real market

situation and competing status locally.

ZCTE(ZTE Certified

Technical Expert)

The certified engineers of this level will be capable of excellent troubleshooting skill and taking on complex technical workshops; be able to provide the feasibility

assessment of comprehensive solution.

ZCSP(ZTE Certified Sale

Professional)

The certified engineers will be capable of enhancing the operating efficiency through the professional

sales activity and basic project maintenance.

ZCTP(ZTE Certified

Technical Professional)

The certified engineers of this level will be able to perform the basic troubleshooting and software updating, expansion

and cutover in according to the technical instructions.

ZCSA(ZTE Certified Sale

Associate)

The certified engineers will be familiar with the basic features and principles of ZTE channel products, and product configuration making. Also with the

ability of tender and contract making.

ZCTA(ZTE Certified

Technical Associate )

The certified engineers of this level will be capable of independently completing the hardware installation, service

provisioning and basic troubleshooting.

Certification Training

• Pre-sales non-certified trainings will be hold upon request.• The training contents mainly cover the latest products and solutions.


ZTE Channel Partners Responsibilities

Channel PartnerResponsibilities

Capital Platform Logistics Platform Tier-2 Channel Development

Pre-sale/Post-sale Service Direct Selling

Distributor / VAD

Premium Partner

Gold Partner

Silver Partner

Certified Partner

• The Distributors/VADs focus on their basic function of funding and logistic platforms. They are also responsible for the value added function of Pre-sale/Post-sale Service(training and supporting Tier-2 channel partners), and Tier-2 Channel Partners Development.

• The Premium Partners’ basic function is to direct sell to end-users, focusing on specific vertical market. They are also responsible for the value added function of Capital Platform, and Pre-sale/Post-sale Service.

• The Gold/Silver Partners focus on the basic function of direct selling to end-users. They are also responsible for the value added function of Pre-sale/Post-sale Service.• The Certified partners focus on the basic function of direct selling to end-users. • Notes: • All the basic function requirements must be met. The value added function should be met within 12 months after the certification


Switches

SMB L2 Switches L3 Core SwitchesL3 Switches

2900E

5250

5900-H

5900E

8900E1000

Channel Product Portfolio



Routers

6800 Series 180918/28/38 Series

812N V2 W615 V3 WE8022 W981S W981

WLAN


VCS

T700 T700S T800 M900

CPEPLC Modem

511A/B 512A/B H560N E5501 E5502

Thin Client


CT220 CT320 CT340


Global SPSR market in 4Q13-3Q14

39.5%

16.5%

14.8%

13.9%

3.4%

1.6%1.6%

1.2%1.1%1.0%5.3%

CiscoHuaweiAlcatel-LucentJuniperZTEFujitsuCienaEricssonBrocadeHitachi MetalsOther

4Q13-3Q14:$15.6bn market

Figure 2: Global SPSR market share of top 10 vendors(rolling 4 quarters),3Q14

source: Ovum

Rolling 4Q share, Global IP/Ethernet market

Cisco44.0%

ZTE10.0%

Hitachi Metals8.0%

Fujitsu6.0%

Brocade6.0%

NEC4.0%

Other22.0%

4Q13-3Q14:$2.2bn market

According to Ovum’s latest report

“Market Share Report: 3Q14 SP

Switching & Routing”：ZTE maintained number five in

market share rank in global SPSR

market.

• In IP/Ethernet segment, ZTE

ranked world No.2 and captured

the first position in Asia-Pacific

market.


CSCO38%

PLCM26%

HUAW10%

ZTE11%

OTHR15%

Worldwide Video Revenues Worldwide Endpoint Revenues Worldwide Endpoint Units

CSCO36%

PLCM27%

HUAW10%

ZTE12%

OTHR15%

CSCO31%

PLCM28%

HUAW7%

ZTE12%

OTHR22%

VCS — TOP3 in Global, No.1 in APAC

SOURCE: WAINHOUSE - “SPOTCHECK GROUP VIDEO CONFERENCING Q1 2014


Channel Market Solutions

Scenario:Focus on hotel infrastructure, wireless communication, and video conference solution.

Products:• Switches & Routers• WLAN• xPON• VCS

Hotel

SMB

Campus

Products:• Switches & Routers• WLAN

Scenario:Provides multiple and high efficiency office data network solutions with safe, maintenance and extend easily.

Product:• Switches & Routers• WLAN

Scenario:To build a flexible and stable campus network solution with centralized management, rapid service deployment and secure network.

We are focus on Hotel, SMB and Campus solutions


Smart Hospitality Solution in Indonesia

ZTE ranked TOP2 in global “WLAN Coordinated Access Points” in terms of Shipments in Year 2012.

• The mini indoor AP through 48V DC PoE Power Supply is easy to install and maintain. It provides USB port for charging and 1 POTS (RJ11), satisfying different requirements.

• Directly installed in the guest room, they make the signal much better; embedded in the wall, they save the installation space.

• ZTE products fully cover all the hotel application scenarios, making further network expansion smooth.

Internet

LAN

WSMP

Access Controller

Router

Aggregation switch

ServerZXWL W981S

Access SwitchZXR10 2928E-PS

Corridor Corri

dor

AP in the roomAP in CorridorZXWL WE2012

Existing AreaNew Area


ZTE Partner Relationship Management

To be a partner of ZTE To be a certificated partner

Rebates queryOnline Libraries

What PRM can do?http://enterprise.zte.com.cn/en

PRM

http://enterprise.zte.com.cn/en


Build a Win-Win Ecosystem with Partners

Channels & Sales Product, Solution & Service

Distributors, VAD,VAR, SI, E-Tailer. Solutions, consulting, investment & financing.

2000+ Channel Partners: 1000+ Industry Partners:


Commitment

our business

Open

Share

Win

our experience

with you

Sharing with You

A Leading Solution & Product Provider

Thanks