Document Number Huawei AR G3 Enterprise Router Channel Sales Guide Issue V1.0 Date 2014-8-18 HUAWEI TECHNOLOGIES CO., LTD.
Content 1 AR G3 PRODUCT POSITIONING... 3 1.1 MARKET OVERVIEW... 3 1.2 AR G3 SERIES MODELS... 4 1.3 AR G3 MAIN SCENARIOS... 4 2 SALES STRATEGIES AND LIMITATIONS OF KEY PRODUCTS AND FEATURES... 5 2.1 AR511... 5 2.2 BRAS... 5 2.3 DUAL SRUS... 5 2.4 AP CONTROLLER... 6 2.5 SVPN... 6 2.6 ANY TO ANY VPN... 6 2.7 VOICE... 7 2.8 CARDS... 8 3 MAINSTREAM SALES PRODUCT MODELS AND STRATEGIES... 9 2014-8-26 Huawei Proprietary and Confidential Page 2, Total 9
1 AR G3 Product Positioning 1.1 Market Overview AR G3 enterprise routers include AR3200 series, AR2200 series, AR1200 series, AR150&160&200 and AR510 series. Integrated services of data, voice, video and security are provided. The target customers include government, financial, transportation, energy and other vertical industries, large and medium-sized enterprises, SMB and the Carrier resale. In 2014, AR G3 released AR510 series gateway for mobile Internet scenario, this is an innovative product with the properties of the Internet, aiming at emerging markets or rebuilding traditional industries: vehicle, advertising, smart kiosks and retail chains and so on. Functioning as access routers of the vertical industry or enterprises, AR G3 are located at: Branches at level 3 or 4 networks, such as county or town networks Business centers of bank or urban/rural credit cooperatives Stations or section departments of transportation Transformer substations or power plants Headquarters, large branches, middle branches, or small branches of an enterprise Mobile Internet branches: intelligent bus, intelligent platform, intelligent media and so on. ARs provide the routing, switching, voice, security, and 3G/LTE interconnection services for customers. ARs aim at these fields in the enterprise network market. 2014-8-26 Huawei Proprietary and Confidential Page 3, Total 9
1.2 AR G3 Series Models 1.3 AR G3 Main scenarios Scenario 1: LAN egress gateway Scenario 2: WAN access & edge aggregation Scenario 3: 3G/LTE wireless backup Scenario 4: Enterprise VPN gateway Scenario 5: Enterprise voice gateway, PBX Scenario 6: Carrier resale-managed VPN Scenario 7: Carrier resale-managed Voice Scenario 8: Mobile internet gateway 2014-8-26 Huawei Proprietary and Confidential Page 4, Total 9
2 Sales Strategies and Limitations of Key Products and Features 2.1 AR511 AR511 is a product to meet the mobile internet s challenge, can be used in vehicle, real-time advertisement, policy and informant, intelligent kiosk and retail scenarios. AR511 has LTE uplink and Wi-Fi downlink interface, integrates multimedia process engine and android open service platform, and aims at the ICT converged scenarios. It can replace complicated solution with traditional LTE-FI, multimedia player and industrial computer, simplify the deployment and reduce the cost. To guide the All-in-One solution with network, multimedia and open service platform, show the highlight, form differential advantages, and avoid the price competition with low-end device. There is one model AR511GW-LAV2M3 now. more models are under development and form complete portfolio and improve the competitiveness. 2.2 BRAS In addition to implementing flexible access authentication, effective IP address management, and powerful user management, the Broadband Remote Access Server (BRAS) provides rich and flexible services and control functions. By incorporating other communication products of Huawei, the BRAS delivers a broadband MAN solution with features of manageability, operability, and profitability. The AR as a BRAS needs to be deployed at the aggregation layer at the edge of a broadband MAN. The AR is used as the authentication and accounting gateway as well as service control gateway for various types of broadband access users. The AR can provide various types of broadband access services and value-added services to users. In addition, the AR is also able to implement bandwidth control, traffic policing, and QoS enforcement on services of users. Compared with the ME60, the AR supports fewer users. The AR supports a maximum of 10K users, meeting requirements in small- and medium-scale scenarios such as broadcast & TV and campus networks in the initial phase of network reconstruction. The AR as the BRAS can connect to IPoE and PPPoE users. The license is used to control the number of PPPoE users. The AR supports 1K PPPoE users by default, and each license provides an increment of 1K PPPoE users. The SRU200 and SRU400 support BRAS. 2.3 Dual SRUs Two SRUs are installed in the AR, which are called master and slave cards. The master card as the device core communicates with external devices and completes functions of modules. The slave card is only used as the backup of the master card. When the master card is faulty, the system performs an active/standby switchover. The slave card takes over the work of the master card to ensure nonstop service transmission. The dual-sru feature ensures high network reliability and applies to large-scale campus networks and medium-sized enterprise networks. The AR3260 can be equipped with the following five types of SRU: SRU40, SRU80, SRU100, 2014-8-26 Huawei Proprietary and Confidential Page 5, Total 9
SRU200, and SRU400. When the AR is equipped with dual SRUs, dual power modules must be configured. 2.4 AP controller The AR integrates the AP controller (AC) function and is able to control and manage access points (APs) on the WLAN. The AR supports various authentication modes and flexible user rights control, can provide Wi-Fi user access security. The AR integrates wireless functions and implements centralized management of wired and wireless networks, meeting network construction requirements of enterprises of different sizes. 2.5 SVPN Smart VPN (SVPN) binds multiple WAN access lines to provide high bandwidth and reliable networks for customers. SVPN fully uses the existing WAN access links of an enterprise to reduce the cost on leased lines. Meanwhile, it implements high-bandwidth and reliable Internet access to provide high-quality communication for users. SVPN is controlled by the value-added data service package. When the value-added data service package is enabled, the hub can connect to two CPEs by default. A license allows the AR to connect to 100 CPEs. 2.6 Any to Any VPN Traditional IPSec is point-to-point VPN, is difficult to configure in lots of branch scenarios and cannot support multicast independently. Any to Any VPN provide a secure model based on group. The key and security policy are managed in the center. The new tunnel-less VPN that implements point to multipoint VPN is built. 2014-8-26 Huawei Proprietary and Confidential Page 6, Total 9
Branches can be expanded in large scale and ensure the network smart feature that are very important to the quality of voice and video. The contrast between Any to Any VPN and other VPNs is list below. IPSec VPN GRE over DSVPN EVPN Any to Any IPSec VPN Scenarios WAN WAN WAN WAN Private network connectivity connectivity connectivity connectivity connectivity Business Flow secure Flow secure Flow secure Simplify Flow secure requirement protection protection protection deployment protection Branch and Branch and Branch and Branch and Any to Any headquarters headquarters headquarters headquarters connectivity connectivity connectivity connectivity connectivity Dynamic branch connectivity Expansion common low Easy to Hub/Spoke high expand for models branches Easy to expand for spoke Multicast NA Weak Weak NA Strong Qos Pre-classified Pre-classified Pre-classified Pre-classified Standard Qos Qos based on Qos based on Qos based on Qos based on tunnel tunnel tunnel tunnel Reliability Gateway Non-related Hub Gateway Key server redundancy redundancy redundancy redundancy Any to Any VPN is controlled by security value-added license, no specific license is added, so when security value-added license is purchased, the VPN can be used. NOTE AR can used as group member and cannot be used as key server now. 2.7 Voice The AR provides rich voice functions and can work in AG and PBX modes. Different combinations of voice licenses on the AR are applicable to different scenarios to provide differentiated services, reducing initial purchase cost and reserving profit margins for future expansion. When the customer budget is enough, select the BEST, CT, or IVR function, simplifying voice service upgrade. In fierce commercial competition scenarios, configure only basic voice value-added service package (AG), or value-added service license and CM license (PBX), saving investments. Voice Service Description Value-added service Provides basic voice access capabilities when the AR is used as the 2014-8-26 Huawei Proprietary and Confidential Page 7, Total 9
package for voice services CM&BEST CT IVR AG. Provides the call control function when the AR works as the PBX, which is mandatory. Provides the local survival function when the AR works as the AG, which is optional. It can be not configured in fierce commercial competition scenarios, and configured when there are requirements, saving investments. Supports the existing voice network reconstruction when calls received over a trunk need to be forwarded over another trunk, which is optional. It can be not configured in fierce commercial competition scenarios, and configured when there are requirements, saving investments. Provides the enterprise switchboard function, which is optional. 2.8 Cards 8-port 100M-RJ45+1-port 1000M-RJ45-L2/L3 Ethernet electrical interface card and 8-port 100BASE RJ45+1-port 1000BASE-RJ45-L2 Ethernet interface card: In network environments of Layer 2 switching functions, encourage the customer to buy 8-port 100BASE RJ45+1-port 1000BASE-RJ45-L2 Ethernet interface card. If there are Layer 3 forwarding requirements and there is no high requirement for the forwarding performance, this card is also recommended. The 8-port 100M-RJ45+1-port 1000M-RJ45-L2/L3 Ethernet electrical interface card is mainly used in Layer 3 access scenarios. This card is also recommended when line-speed forwarding is required. 4-port 1000BASE-RJ45-L2 interface card (SIC) and 4-port 1000BASE-RJ45-L3 Ethernet WAN interface card: In network environments of Layer 2 switching functions, encourage the customer to buy 4-port 1000BASE-RJ45-L2 interface card. If there are Layer 3 forwarding requirements and there is no high requirement for the forwarding performance, this card is also recommended. The 4-port-RJ45-L3 Ethernet electrical interface card is mainly used in Layer 3 access scenarios. This card is also recommended when line-speed forwarding is required. 4-port 1000BASE-RJ45-L3 Ethernet WAN interface card, 4-port 1000BASE-SFP-L3 Ethernet WAN interface card, and 4-port -GE COMBO WAN interface card: They are 1000M interface cards and applicable to interconnection and aggregation scenarios such as small- and medium-scale enterprises, Internet cafes, and schools. The 4GE COMBO card is recommended. HP has RJ45 and SFP WAN interface cards, and has no COMBO WAN interface card. AR 4GE COMBO WAN interface card has competitive advantage. When 1000M COMBO interface card is used, the AR not only provides 1000M high-speed network applications and optical and electrical interconnection modes, but also ensures network quality and allows for network expansion. 2014-8-26 Huawei Proprietary and Confidential Page 8, Total 9
3 Mainstream Sales Product Models and Strategies Series Recommended Model Strategy AR1200 AR1220F The AR1220F is launched recently and is competitive in the performance and price compared with the AR1220. AR2200 AR2220 AR2220 is recommended. Compared with HP MSR2003, the AR1220F has similar performance. However, the AR1220F integrates 8FE LAN and optical interfaces. AR2240 AR2240+SRU100 Currently, the AR2240 can be equipped with the SRU40, SRU80, SRU100, and SRU200. The SRU100 has higher performance at a lower cost. The performance and SRU can be smoothly upgraded. AR3200 AR3260+ dual SRU40s Currently, the AR3260 can be equipped with the SRU40, SRU80, SRU100, SRU200, and SRU400. In scenarios where there are no special requirements for performance and high reliability is required, use dual SRUs to compete with Cisco ISR G2 and beat HP MSR56 series. Copyright 2014 Huawei Technologies Co., Ltd. All Rights Reserved. The information contained in this document is for reference purpose only, and is subject to change or withdrawal according to specific customer requirements and conditions. 2014-8-26 Huawei Proprietary and Confidential Page 9, Total 9