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ZTE channel program 2015
- 1. ZTE Channel Program ZTE Enterprise Business 2015
- 2. © ZTE Corporation. All rights reserved. 2 ZTE Enterprise Business Strategy Go to Market PO Cooperation Direct Sell Carrier Reseller Global Alliance Tier1 Channel Partner Tier2 Channel Partner 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, Transportation Finance, Public Utilities, Internet)
- 3. © ZTE Corporation. All rights reserved. 3 Vision Energy Transportation Government Public Utilities FinanceInternet Short-Term Vision Maintain a high level of growth and profitability, and establish our brand in government & enterprise IT services. Long-Term Vision Deliver the best user experience of ICT services to enterprise customers and business partners by building secure, open and shared IT service platforms.
- 4. © ZTE Corporation. All rights reserved. 4 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
- 5. © ZTE Corporation. All rights reserved. 5 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 Target A: 5 M B: 4 M C: 3 M A: 3 M B: 2.5 M C: 2 M A: 1 M B: 0.8 M C: 0.5M A: 0.5 M B: 0.4 M C: 0.2 M None Certification Engineers 2 Pre-Sale 1 Post-Sale 2 Pre-Sale 1 Post-Sale 1 Pre-Sale 1 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
- 6. © ZTE Corporation. All rights reserved. 6 Partner Key Benefits Certification Benefits Training Key Benefits Distributor/VAD Premium Partner Gold Partner Silver Partner Certified Partner Access to Promotion Deal Registration Special Pricing Program Demo Equipment Sales Rebate Certification Training Rebate Special Contribution Incentive Marketing Fund Funded Head Training Fund Sales Performance Incentive Fund ZTE Trademarks
- 7. © ZTE Corporation. All rights reserved. 7 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.
- 8. © ZTE Corporation. All rights reserved. 8 ZTE Channel Partners Responsibilities Channel Partner Responsibilities 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
- 9. © ZTE Corporation. All rights reserved. 9 Switches SMB L2 Switches L3 Core SwitchesL3 Switches 2900E 5250 5900-H 5900E 8900E1000 Channel Product Portfolio
- 10. © ZTE Corporation. All rights reserved. 10 Channel Product Portfolio Routers 6800 Series 180918/28/38 Series 812N V2 W615 V3 WE8022 W981S W981 WLAN
- 11. © ZTE Corporation. All rights reserved. 11 VCS T700 T700S T800 M900 CPE PLC Modem 511A/B 512A/B H560N E5501 E5502 Thin Client Channel Product Portfolio CT220 CT320 CT340
- 12. © ZTE Corporation. All rights reserved. 12 Global SPSR market in 4Q13-3Q14 39.5% 17% 15% 14% 3% 2% 2% 1%1%1% 5% Cisco Huawei Alcatel-Lucent Juniper ZTE Fujitsu Ciena Ericsson Brocade Hitachi Metals Other 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 Cisco 44.0% ZTE 10% Hitachi Metals 8% Fujitsu 6% Brocade 6% NEC 4% Other 22% 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.
- 13. © ZTE Corporation. All rights reserved. 13 CSCO 38% PLCM 26% HUAW 10% ZTE 11% OTHR 15% Worldwide Video Revenues Worldwide Endpoint Revenues Worldwide Endpoint Units CSCO 36% PLCM 27% HUAW 10% ZTE 12% OTHR 15% CSCO 31% PLCM 28% HUAW 7% ZTE 12% OTHR 22% VCS — TOP3 in Global, No.1 in APAC SOURCE: WAINHOUSE - “SPOTCHECK GROUP VIDEO CONFERENCING Q1 2014
- 14. © ZTE Corporation. All rights reserved. 14 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
- 15. © ZTE Corporation. All rights reserved. 15 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 Server ZXWL W981S Access Switch ZXR10 2928E-PS Corri dor Corri dor AP in the room AP in CorridorZXWL WE2012 Existing AreaNew Area
- 16. © ZTE Corporation. All rights reserved. 16 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
- 17. © ZTE Corporation. All rights reserved. 17 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:
- 18. © ZTE Corporation. All rights reserved. 18 Commitment our business Open Share Win our experience with you Sharing with You A Leading Solution & Product Provider
- 19. Thanks
Editor's Notes
- Good afternoon, ladies and gentlemen: It’s my pleasure to have the opportunity to share our channel program to all of our partner ,all of our friend, in my presentation, I will show our market strategy in then enterprise business, and our channel program will show how we can work with our partner, how we will support our partner to develop our business. What powerful product and what benefit we will provide.
- First, let me show our cooperation strategy in our enterprise business. We define the market into three part, one is our global strategy customer, second is enterprise market, last one is the commercial market, different market we will cooperate with different partner.we will lead the global strategy customer’s business by our sales team to build the key reference and more revenue,for example, in telcom, we will still focus on the global top operator, such as DT,FT and BT. In Enterprise and Commercial market, we will work our partner to develop business together.for example,with our Alliance partner our channel partner: Distributor,VAR,Reseller,VAR and so on.That is why I use the A,first letter of Alliance the identify our strategy in the market.
- In the market, we will focus on the six vertical market, the Government, Public Utilities, finance, transportation, energy and internet. In such market ,we provide more powerful solution, and more resource to support our partner.To create more business opportunity for our partner, and to build a secure,open and shared platform to support our partner.
- The let me show our channel system, architecture. Our channel system divide to two layer, layer one is our Tier1 partner,the distributor ,VAD,and Premium partner.which place the order from ZTE directly. Layer two is our Tier2 partner, we define three type of them,God,silver and certified partner.different partner, we will give different program and support.
- Then, let’s show the detail about our program, about certification, how you can become our partner, benefits, what kind of benefits, you can get from working with ZTE, and training, what kind of training we provide to our partner. In the certification, very sample, make our sales target if you get differenet level, you will commit different target,engineers,how many technical support staff you should engaged in. and last one is some of basice information about your company, that is all of our certification, then you will be our partner to start our business.
- After been our partner certificated, you will get more benefits, the promotion,deal registration support, special price,and demo Very important, you will get the rebate to get the more revenue. We also provide more marketing fund, to support your market event to generate more leads.you also can use ZTE trademarks in your business development.
- For training,we provide pre sales and post sales training, to help our partner to learn our product and solution to give our customer more powerful support and ideal experience. Each of them ,we will provide 3 level to educate different knowleage.
- For partners responsbility, for distributer not only capital and logistics platform. We also ask them to develop the Tier2 partner with us, and have the service capabilitis to support our customer more efficienet. And gold,silver partnet should focus on the vertical market project and product sales.