DO! Compete with the Company
Polycom & POCN vs. Huawei’s isolated market entry
Huawei is a new-comer to the Enterprise UC Market
 Doesn't have the solutions or experience to integrate, or drive, UC-Class productivity
 Huawei’s support is not enterprise class… try to find documentation on their products
Huawei’s solutions create risk of another technology “Island”
 Although are standards-based devices, they aren’t comprehensively managed by, or integrated
into, a wide-variety of multi-vendor environments
Huawei’s may have lower initial cost, but examine the equally low-value
 Huawei is selling products that aren’t mature in terms of security, advanced features, UC
integrations, or a complete breadth collaboration tools
Huawei has not achieved market-share leadership in its home market
 Its noted that Huawei lacks quality & design; it been designated as a ‘second tier’ provider
Huawei lacks a complete channel partner ecosystem
 Those that do sell Huawei lack support and experience with these solutions
If you get caught in a discussion about 1080p 60 fps or the number of
inputs/outputs per single product, it will increase Huawei’s influence
DO! Compete with Solutions
Polycom RealPresence vs. Speeds & Feeds
Huawei does not sell solutions, they sell products
 This is out of step with the industry requirements for the enterprise, where tight
integration into enterprise solutions is required
Huawei’s not providing innovation and technical leadership
 Huawei is not offering innovative solutions such as H.264 High Profile, H.264 SVC,
Polycom UC Board, JIVE Integration, M100 Mobile solutions, or EagleEye Director
which adds rich value to collaboration
 Huawei’s history of IP-infringement has largely kept them out of the NORAM market
(Cisco, 2003), and customer’s should examine the remainder of its solutions carefully
Huawei is not co-developing solutions
 Huawei has not developed solutions like the CX-7000 Lync-based end point,
hardware accelerated mobile platform, or created the Open Visual Collaboration
Consortium (OVCC) or Unified Communications Interoperability Forum (UCIF)
Do! Highlight Polycom Technical Leadership
Polycom’s innovation can win
A list of technology that Huawei simply doesn’t have
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No DMA 7000 = scalability, resiliency, interworking, UC Integration
No H.264 High Profile
No Native CCCP/RTV (HD Microsoft Integration)
No Microsoft ICE/STUN support
No FIP 140-2 Security certification
No IPv6 Capable End Points
No EagleEye Director (active speaker focus camera)
No SIP-based, HD capable, or content-sharing capable Desktop Client
No Wireless Content Sharing (PPCIP)
No Audio LPR
No Microsoft Active Directory Integration
No HD Executive Desktop System
No MCU that scales beyond 40 1080p or 80 720p ports
No Touch-Controls for room-end points
No Solutions to manage competitor’s end points & infrastructure
No Universal migration plans from ISDN to H.264 SVC and beyond
No certifications or awards by Cisco, Avaya, Microsoft or other industry vendors
No (or limited) documentation for basic product features, not to mention complex UC environments
No social software integration, such as Polycom and Jive
Unknown Telepresence Interoperability Protocol (TIP) – was roadmap item
Polycom Competitive Positioning
Huawei vs. Polycom ITP
Key Competitive Take-Aways
• Huawei’s ITP solutions have not won in the market with virtually no known deployments
• Lack of H.264 High Profile increases network costs for enterprises
• Lack of Stadium seating option limits # of participants
• Some models lack content sharing screens hindering collaboration
Management
Huawei’s Management infrastructure and
overall architecture is highly complex resulting
in challenging work for administrators
Polycom’s architecture focuses on multivendor, multi-technology integration in an
easily administered solution
Focus is only on managing Huawei systems
Ensures a complete multivendor growth
strategy and ensures the highest ROI
Key Competitive Take-Aways
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What is the Polycom Advantage vs. Huawei?
•
DESIGN
INTEGRITY
Immersive
User Experience
•
TECHNOLOGY
LEADERSHIP
Leading,
Differentiated
Technology
•
RELIABILITY
& RESILIENCY
OPEN
ARHITECTURE
Scalability,
Virtualization,
and Redundancy
Broad
Interoperability
Options
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Huawei Telepresence Portfolio: Key features
expected from an immersive solution are missing
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No truly immersive telepresence experience
•
NoHD executive desktop system
Huawei lacks key technologies to enhance the user’s
telepresence experience and lower operational costs
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No end-to-end packet loss correction to ensure video
quality
•
No H.264 High Profile bandwidth optimization
Huawei architecture is isolated and complex, thus
limiting infrastructure scalability, failover redundancy
in the event of MCU failure
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Can only manage Huawei environments
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Multiple boxes required, with overlapping functions
Huawei offers no built-in support for Microsoft RTV,
limited UC environment support
•
Partial MSFT UC support, no IBM SameTime
integration
Key Attributes of a UC Platform
Polycom’s
RealPresence Platform
uses the best technology
in the industry,
provides a consistent
experience, based on an
open, distributed, virtual,
scalable, efficient, and
resilient platform that
natively integrates into a
unified communications
environment.
Why Polycom’s RealPresence Platform is Superior
to Huawei Video Conferencing Solutions
1. Polycom Solutions are Open and Interoperable

Polycom infrastructure and endpoints work natively with other
manufacturer’s infrastructure and endpoints
 Examples: Codian 4500, RadVision MCU, and LifeSize endpoints
 Polycom natively, naturally integrates into a Microsoft UC environment
2. Polycom Systems are Unified

Polycom provides customers with a single call-control, management, and
multipoint conferencing solution that works with all of our endpoints
3. Polycom Utilizes Leading Technology for Bandwidth Optimization

Polycom uniquely utilizes H.264 High Profile and Lost Packet Recovery
across the entire product line in the UC Intelligent Core
4. Polycom Solutions Scale, Based on a Distributed, Virtualized, and
Load-Balanced Core
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Polycom DMA solutions can manage up to 10 RMXs to work as a
single virtualized core – that’s 600 1080p ports or 1200 720p ports
Why Polycom’s RealPresence Platform is Superior
to Huawei Video Conferencing Solutions (continued)
5. Polycom Solutions Are Efficient,
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Requiring less rack space and power to provide more ports
6. Polycom Solutions Are Resilient
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Polycom DMA-enabled calls are the only multipoint calls that can
suffer a catastrophic failure or unplanned maintenance without
dropping the call
7. Polycom Solutions Provide a Consistent Experience
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UI across all HDX products is similar. Resources can be scheduled
from MSFT Outlook & appear on HDX room systems in the calendar
8. Polycom Solutions Are Integrated

Polycom does not rely on gateways to connect to unified
communications environments or to tie together network technologies
Ensure your customers know these eight points about the
Polycom RealPresence Platform vs. Huawei
Competitive Positioning: Re-cap
(for consideration/use as a template only)
Huawei offers low-cost video conferencing, not
enterprise-class telepresence or unified communications
The Huawei “less-is-less” approach to telepresence and unified
communications results in the following:
 A non-immersive experience for end users
 An unreliable infrastructure challenged to maintain
quality and connectivity under less-than-ideal conditions
Inferior User
Experience &
Resilience
 A restrictive foundation for unified communications
Huawei will have trouble selling against the Polycom RealPresence
Platform. Here’s why …
 Polycom RealPresence incorporates the best technology in the industry
 Polycom RealPresence provides an immersive user and administrator experience,
based on an open, distributed, scalable, efficient, and resilient platform
 Polycom RealPresence natively integrates into unified communications environments
THANK YOU