Huawei AMI Solution Sales Guide HUAWEI TECHNOLOGIES CO., LTD. Issue 1.0. Date

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1 Huawei AMI Solution Sales Guide Issue 1.0 Date HUAWEI TECHNOLOGIES CO., LTD.

2 2013. All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means without prior written consent of Huawei Technologies Co., Ltd. Trademarks and Permissions and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd. All other trademarks and trade names mentioned in this document are the property of their respective holders. Notice The purchased products, services and features are stipulated by the contract made between Huawei and the customer. All or part of the products, services and features described in this document may not be within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements, information, and recommendations in this document are provided "AS IS" without warranties, guarantees or representations of any kind, either express or implied. The information in this document is subject to change without notice. Every effort has been made in the preparation of this document to ensure accuracy of the contents, but all statements, information, and recommendations in this document do not constitute a warranty of any kind, express or implied. Huawei Technologies Co., Ltd. Address: Website: Huawei Industrial Base Bantian, Longgang Shenzhen People's Republic of China support@huawei.com i

3 Change History Change History Date Issue Description Author V1.0 Huawei AMI Solution Sales Guide Wang Binbin ii

4 Contents Contents Change History... ii 1 AMI Solution AMI Positioning Introduction to AMI Bundled Products All Products DCU Products DCU Products Solution Highlights Sales Strategies Overall Strategy Sales Scenarios Competition Analysis Quotation Mode Service Strategy Support Channel iii

5 1 AMI Solution 1 AMI Solution 1.1 AMI Positioning Advanced Metering Infrastructure (AMI) is a comprehensive network and system that meters, collects, stores, analyzes, and uses user electricity consumption information. AMI changes the unidirectional information display and provides users and power companies with comprehensive platform and technical support. The information exchange between users and power networks keeps users informed of the networks' real-time loading and electricity price information. A reasonable electricity price policy can improve electricity usage by reducing peak-to-valley difference. AMI is an end-to-end intelligent solution that manages master stations, two-way communication networks, and terminals. It can benefit customers in the following ways: Reduce electricity theft using theft detection. Optimize network operation through wire loss analysis. Reduce errors of manual meter reading and accelerate investment return. Reduce management costs through remote automatic metering. Increase customer satisfaction through interaction between electricity consumers and power companies. Improve the security and efficiency of the power system. 1.2 Introduction to AMI The AMI system includes the application layer, the network layer (transmission layer + access layer), and the terminal layer. The following figure shows its architecture. Self-developed products: Data collection platform (DCP) software, including Meter Date Management System (MDMS) software and Meter Data Collection System (MDCS) software, Data Concentrator Unit (DCU) 3G/GPRS/PLC/Sub-GHz communications modules. Collaborative products: Meters 1

6 1 AMI Solution Independent Software Vendor (ISV) software. The MDCS (Head-End system) is responsible for the interaction with the terminal layer, including communications rule management, protocol adapting, meter data collection, and remote control of terminals such as remote switching on and off. MDMS is responsible for data management, including data collection and checking, cost assessment, cost control, prepayment management, and statistics analysis such as abnormal power consumption analysis. The DCU collects and stores data of smart meters (for example, data of peak, valley, and even periods) and manages meters. Figure 1-1 Huawei AMI end-to-end solution 1.3 Related Products All Products DCU products: Huawei self-developed DCU products is AR530 series. V200R002C08 comes into the market first, which covers two types of products. The ensuing V200R005C00 will cover all types of products. DCP products: AR5000DCP and advanced applications. TR5: After TR5, the products can be tested and delivered in small numbers. The products include: MDCS software of Head-end system MDMS software ISV software (for example, line loss and STS prepayment software) MDCS and MDMS software can be sold alone. One MDMS and multiple sets of MDCS software can be sold together. 2

7 1 AMI Solution Meters: Smart meters, also called integrated meters, are developed by Huawei in collaboration with meter manufacturers. The meters support system function expansion by increasing communications modules. Communications modules: Self-developed communications chips including GPRS, 3G, PLC, and Sub-GHz chips. Other ICT products: such as self-developed switches, routers, transmission products, security, and storage devices, and services. The components can be sold alone. Make sure it is profitable when selling meters alone DCU Products AR530 series Model Interface Version & Time to Market AR531-2C-H AR531-F2C-H AR531GP-H AR531GBP-D-H AR531-2CD-H AR531-F2CD-H AR531GP-HP-H AR531GR-H AR531GT-H AR531GT-D-H 2 x GE SFP + 6 x FE RJ x FE Combo + 2 x RS485 2 x GE SFP + 6 x FE SFP +2 x FE Combo + 2 x RS485 2 x GE SFP + 6 x FE + 1 x 3G (WCDMA) + 1 x Prime PLC + 2 x RS485 2 x GE SFP + 6 x FE + 1 x 3G(WCDMA) + 1 x Prime PLC + 1 x BPL + 2 x RS485 + DC power 2 x GE SFP + 6 x FE + 2 x FE Combo + 2 x RS485 + DC power 2 x GE SFP + 6 x FE SFP +2 x FE Combo + 2 x RS485 +DC power 2 x GE SFP + 6 x FE +1 x 3G(WCDMA) + 1 x Homeplug PLC + 2 x RS485 2 x GE SFP+ 6 x FE + 1 x 3G(WCDMA) 1 x Zigbee/RF(Sub-GHz) + 2 x RS485 2 x GE SFP + 6 x FE + 1 x 3G(WCDMA) + 1 x G.SHDSL(2 pairs)/e1 + 2 x RS485 2 x GE SFP + 6 x FE + 1 x 3G(WCDMA) +1 x G.SHDSL(2 pairs)/e1 +2 x RS485 +DC power V200R002C08 (TR5: GA: ) V200R002C08 (TR5: GA: ) V200R005C00 (TR5: GA: ) V200R005C00 (TR5: GA: ) V200R005C00 (TR5: GA: ) V200R005C00 (TR5: GA: ) V200R005C01 (TR5: GA: ) V200R005C01 (TR5: GA: ) V200R005C01 (TR5: GA: ) V200R005C01 (TR5: GA: ) 1. The TR5 time of AR V2R2C08 is in March, After TR5, the product can be tested and delivered in small numbers. 3

8 1 AMI Solution 2. The TR5 time of AR V2R5C00 is in June, After TR5, the product can be tested and delivered in small numbers. 3. The TR5 time of AR V2R5C01 is in September, After TR5, the product can be tested and delivered in small numbers DCP Software AR5000DCP Model Description Version & Time to Market MDCS software of Head-end system MDMS software Advanced ISV applications Includes three editions: 1. Small edition (manages a maximum of 10,000 meters) 2. Medium edition (manages a maximum of 100,000 meters) 3. Large edition (manages a maximum of 200,000 meters) Includes three editions: 1. Small edition (manages a maximum of 100,000 meters) 2. Medium edition (manages a maximum of 1,000,000 meters) 3. Small edition (manages a maximum of 2,000,000 meters) 1. Prepayment software 2. Line loss software V100R001C01 (TR5: GA: ) V100R001C01 (TR5: GA: ) V100R001C01 (TR5: GA: ) The TR5 time of AR5000DCP V1R1C01 is in Feb, After TR5, the product can be tested and delivered in small numbers. 1.4 Solution Highlights Advantage 1 Based on leading M2M architecture and support intelligent All IP solution evolution. 2 Support a large number of concurrent connections and the management of a large number of meters. 3 Support a rich variety of meters and the mainstream Description Based on a. The collector functions as gateway of the Internet of things that supports all IP addresses and Ipv6, facilitating future network migration. Management of millions of meters, concurrent management of tens of thousands of DCUs. Applicable to small state grids and large metropolitan grids. Support various smart meters: Support three-phase meters, unidirectional meters, 4

9 1 AMI Solution Advantage protocol IEC62056 (DLMS). 4 Self-developed PLC and Sub-GHz chips provide various Last Mile solutions to support different scenarios. 5 Provide open service software development kit (SDK) interfaces, support advanced application development, and integrate third-party applications. 6 Huawei is a leading IP communications vendor. The solution integrates the routing function. Users do not need to buy additional routers. 7 Support remote terminal unit (RTU) access and work at the electricity distribution side as well as the electricity consumption side. 8 Provide end-to-end data security and reliability and reduces operation risks. Description STS meters. Support data collection of electricity consumption, active, reactive, and apparent power, harmonic wave, current, voltage, active and reverse electricity, and power factors. Support interfaces of wireless GPRS/3G, PLC, RS485, Zigbee, and Sub-GHz meters. PLC chips are capable of anti-interference and 100% meter data reading rate. With key electricity transmission technologies, the power consumption of the PLC chips is low. The chips support high bandwidth and all IP addresses. Competitors have no self-developed PLC chips and have to buy them from other vendors. The self-developed Sub-GHz chips support multiple frequencies, saving concentrators. The Mesh networking is highly reliable, covers a long distance, and is capable of anti-interference. Based on M2M architecture, the platform layer has HTTP and JASON interfaces to connect to customized or integrated applications such as EMS and Billing. Huawei is one of the Top 3 IP communications vendors and boasts 17-year experience in the field. AR530 is the first collector in the industry to integrate functions such as access, routing, and security. It can use 3GE or GE uplinks. Collectors of other vendors only collect data. In addition to functioning as the DCU, AR530 can also connect to RTUs to power devices. Application layer: electricity anti-theft analysis, user authentication and authorization management, digital support, log and event management, and device backup and disaster recovery centers in different places. Platform layer: Support firewalls, anti-virus software, anti-ddos, Head-end system and distributed MDMS and 1:1 backup. Network layer: Support wireless and wired link backup and various VPN and IPSec data encryption. Data collection layer: water and dust proof, fanless DCUs can work in temperatures between -40 to 70. IEC /IEEE1613 standards. Support DES/3DES/AES encryption to ensure end-to-end 5

10 1 AMI Solution Advantage 9 Easy service deployment and easy maintenance 10 Support floating-ground and grounding design to facilitate deployment. Description security. USB-based service deployment that requires no configuration. Visualized web management. Simple O&M. Uniform network management platform esight realizes unified management of multiple devices. The master station system supports pre-installation to save commissioning time. The installation scenarios for industrial devices are complex. Some scenarios such as aisles and walls are difficult for grounding and ground stud building is expensive. With professional electromagnetic compatibility (EMC) design, lightning protection can also be realized in floating ground scenarios. 6

11 2 Sales Strategy 2 Sales Strategy 2.1 Overall Strategy The end-to-end AMI solution focuses on the intelligent electricity market and supports customized design of terminals (including gateways), communications networks, and platforms. The stability, security, and openness of platforms and their integration with machine-to-machine (M2M) platforms are the solution's main competitive edges. As an end-to-end solution, AMI also takes into consideration the requirements of integrators and carriers. Huawei provides independent AMI products (for example, MDCS software and DCUs of master stations) that can be integrated into services of integrators and carriers to help them form their own solutions. Make sure it is profitable when selling meters alone. Market Classification High-end market Value market Competitive Market Characteristic The electricity distribution industry is basically privately owned and leads the development of smart power grids. Typical markets include Europe and Oceania. Low requirements on technology and price insensitive. Typical markets include the Middle East, North Africa, and Central Asia. Low requirements on technologies, intense Marketing Strategy 1. Infiltrate the market through carrier resale and succeed in and make example of several model deals. 2. Competitive edges: High cost-performance of terminals, customization of terminals and platforms, and smooth evolution of platforms (M2M platform integration) 3. Explore customers through cooperation in standard formulation and lab establishment and in the process improve Huawei's technologies. 1. Competitive edges: High cost-performance of terminals and customization of platforms. 2. Achieve market breakthrough in key countries and then use the countries as bases to radiate other countries. 1. Competitive edges: End-to-end solution, 7

12 2 Sales Strategy Market Classification market Market Characteristic competition, and price sensitive. Typical markets include Southeast Asia, India, and Sub-Sahara Africa. Marketing Strategy stable platform, secure and open 2. The pre-payment feature of the solution can bring cash-earnings to customers, which facilitates customers' project financing and promotes other Huawei ICT solutions as a result. High touch is the main supplement to the AMI solution. The following are the ways to implement high touch: 1. Visit and communicate with customers, analyze customer problems, and inspire customer interests in the Huawei solution. 2. Invite potential customers to visit AMI solution's model application scenarios. 3. Try to establish FOA sites for pilot project experiment. 4. Try to put pilot projects into practice on a large scale. 2.2 Sales Scenarios Overview Huawei AMI solution can be used in the following scenarios. Scenario 1 High density non-centralized installation Scenario 2 Centralized installation in residential buildings 8

13 2 Sales Strategy Scenario 3 Distributed installation in suburban and rural areas Scenario 4 Installation in industrial and large enterprises 9

14 2 Sales Strategy Scenario 5 Hybrid scenario Scenario 6 Application scenarios integrating Huawei devices Huawei AMI solution is an end-to-end solution. Components of the solution such as DCPs and DCUs can well interoperate with devices from other vendors and consequently can be used for non-ami solutions by carriers and integrators. The following products can be independently sold to be used in non-ami solutions. MDMS software of DCPs MDCS software of DCPs DCU products Meters and communications modules 2.3 Competition Analysis Competitor Strength Weakness Competition Strategy Itron High brand recognition, good quality, and large scale application on current networks High price and inflexible customization 1. High cost performance 2. Quick customization development capabilities 3. Itron's main market is in North America, so we can cooperate with it to enter the European market through master station supply. Landis + Gyr 1. High cost performance 2. Quick customization development 10

15 2 Sales Strategy Competitor Strength Weakness Competition Strategy capabilities 3. Landis + Gyr's main market is in Europe, so we can cooperate with it to enter the North American market through master station supply. ABB High market recognition of its high precision gateway exchange meters No mature AMI solutions Cooperation between Huawei and ABB outweighs competition. Huawei can form a partnership with ABB, in which Huawei provides master stations and meters and ABB provides gateway exchange meters. Wasion Holley 1. A rich variety of electricity meters 2. High cost performance The functions of its main stations are not well. 1. End-to-end solution 2. Quick customization development capabilities 3. Take full advantage of Huawei's Smart Grid solution to convince customers. Large volume of capital raising can be used to shield competitors. IBM High brand recognition and it top position in the industry chain No self-developed products Cooperate with IBM in the consultancy stage to guide customers. 2.4 Quotation Mode Different products of the AMI solution are quoted respectively. This document introduces the quotation modes for key products and components, such as meters, DCU (AR530) and DCP products. Product Quotation item Accessory DCU (AR530) Hosts + Software licenses Optical interface modules and cables 11

16 2 Sales Strategy Product Quotation item Accessory DCP MDMS software Basic software package + AMI license for per meter Server host, operating systems, and databases MDCS software Basic software package + AMI license for per meter Server host, operating systems, and databases Advanced ISV software Software package The ISV uses same servers and operating systems with MDMS software. It can also be configured independently. Meters Meters (integrated meters) + Self-developed GPRS, 3G, PLC, and Sub-GHz communications modules (optional) DCU products: DCU host+ accessories (optical interface modules and cables) + software licenses. The software licenses are for advanced IP services. By default, the devices have common LAN and Ipv4 static route features and AMI fucntion. For complex Layer 3 features and application features, customers need to buy IP service licenses. DCP products: MDMS, MDCS, and ISV software can be quoted together. Bundled products such as server hosts, operating systems, and databases can also be quoted together with the DCP products. The following products and components are quoted together: MDMS: Basic software + MDMS licenses. By default, no license is provided. Select different editions of MDMS package (small, medium, and large editions) according to the quantity of meters. MDMS licenses for 0 to meters, to meters, and over meters have different prices. MDCS: Basic software + MDCS licenses. By default, no license is provided. One MDMS support the MDCSs of multiple head-end system. All MDCS licenses are quoted together. The MDCS licenses are divided for quotation after delivery. The relationship between prices and the quantity of meters is the same as in the case of MDMS. ISV application software For example: A customer needs 160,000 meters, one MDMS and two Head-end MDCSs of the same size with advanced line loss ISV applications. The following table shows the quotation mode. Quotation Item Medium MDMS package (supporting a maximum of 1,000,000 meters) AMI MDMS License for per meter (supporting a maximum of 100,000 to meters) Quantity (pcs) 1 160,000 Medium MDCS package (supporting a maximum of 100,000 meters) 2 AMI MDCS License for per meter (supporting a maximum of 100,000 to meters) 160,000 12

17 2 Sales Strategy Quotation Item Quantity (pcs) Advanced line loss software 1 The MDCS licenses for meters are divided into two licenses for quotation after delivery. For example, one license is for meters and the other for meters. Meter products: meters + communications module (optional) Other devices such as storage and security devices and switches, you can visit 13

18 3 Service Strategy 3 Service Strategy The service strategy for AMI solution is as follows: Customers can buy additional meters and terminals for future maintenance. Huawei delivers to customers self-developed products (DCUs, MDCS and MDMS software for DCPs). Products developed in collaboration are delivered by the original manufacturers. Meter DCU AMI Software Delivery strategy Huawei-leaded projects: Entrust local partners or channel agents with the delivery. Projects integrating Huawei products: Huawei is not responsible for the meter installation. Customers can buy Huawei technologies for commissioning. Huawei is responsible for product delivery and maintenance. Self-developed products: Huawei is responsible product delivery. Products developed in collaboration are delivered by the original manufacturers Maintenance strategy Customers can buy 3% more components than needed for future maintenance. Huawei is responsible for product delivery and maintenance. Self-developed products: Huawei is responsible product delivery. Products developed in collaboration: 1. The original manufacturers are responsible for product maintenance. 2. In places beyond the reach of the original manufacturers, Huawei can 14

19 3 Service Strategy Meter DCU AMI Software provide frontline maintenance and the original manufacturers provide technical support. Strategy for spare products Customers need to buy spare products. Huawei is responsible for product delivery and maintenance. Not involved TAC Huawei does not provide technical support. Huawei provides technical support. Self-developed products: Huawei is responsible product delivery. Products developed in collaboration: Customers can call the original manufacturers through hotline. For serious problems, customer need to submit a file through the I-CARE system (the file needs to describe the problem of the solution and then the problem of the spare parts.) 15

20 4 Support Channel 4 Support Channel Title Contacts SPDT manager Li Xianyin PDT manager/rdpdt MO marketing representative MSE Headquarters sales representative Product management representative SE Guo Jun , Xia Youming , Wang Deliang Wang Binbin , Zhang Juntao ,Li Jian Li An , Li Yuehong (China), Chen Zhiyuan (Outside China) Jiaoxuefeng (Outside China) Cao Zhaolian (China) Liu Guopin , Liu Kun Duan Jinzhu Visit 3ms.huawei.com to obtain AMI solution marketing documents. The path is as follows: Directory > Enterprise Marketing & Solutions > Grid 16