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ICT Solution for Small Manufacturing Campus Pre-sales Training Material.

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1 ICT Solution for Small Manufacturing Campus Pre-sales Training Material

2 1 1 1 2 2 Industry cases and major player analysis Automotive industry overview ICT system for the automotive industry 3 3 4 4 Market opportunities and suggestions Contents

3 2 Industrial definition In this report, the automotive industry is a term that covers a wide range of companies and organizations involved in the design, development, manufacture, marketing, and selling of motor vehicles, towed vehicles, motorcycles and mopeds. Vehicle manufacturers involve in the entire production chain from vehicle R&D, manufacturing, sales, to after-sales services, and control daily operating activities of auto part and sales companies. Some of the vehicle manufacturers have reached the financial and insurance industries. Automotive industry overview Passenger car A vehicle that seats at least nine passengers (including the driver) and used to transport passengers Commercial vehicle A vehicle that seats at least nine passengers (including the driver) and used to transport goods or paid passengers Basic passenger car MPV SUV Dedicated passenger car Passenger car Truck Semi-trailer Nonholonomic passenger car Nonholonomic truck Vehicle types (national standard: by function)

4 3 As the pillar industry of national economy, the automotive industry includes enterprises for manufacturing generators, underpans, and car bodies, and assembling these auto parts into vehicles, and enterprises dedicated to manufacturing auto parts. The automotive industry is a technology-intensive industry and incorporates a variety of new materials, devices, techniques, and technologies in many scientific fields. Automotive enterprise ranks in the Globe Fortune 500, 2012 Global automotive industry pattern--automotive enterprise pattern Fortune Global 500, 2012

5 4 PIO leading strategy redesigning in the service field Product manufacturing PIO Product delivery PIO Sales service PIO Strategy and supported process PIO IT designer team Defining technologies and managing and delivering platform standards IT management team Providing IT services Volkswagen group CIO—Klaus Hardy Mühleck Arbiter for enterprise business process and execution Focusing on project management and internal customer relationship IT service provider Providing IT products IT service provider Providing IT products T-Systems (Gedas) (Major supplier) T-Systems (Gedas) (Major supplier) Other suppliers Leading transformation and driving innovations Presenting core IT capabilities and driving service innovation A "concurrent project" that integrates IT technologies and service knowledge Developing from an enterprise whose IT department plays a crucial role to an enterprise whose IT department leads the transformation and cooperates with other departments to promote service innovations Good partners and excellent IT products Gedas is an IT service subsidiary of the Volkswagen group. Gedas was purchased by T-Systems in 2005. The Volkswagen group established a good cooperation relationship with T-Systems--They reached an agreement of preserving the cultural spirits and comprehensive services of Gedas. Reducing IT budget and focusing on innovations Promoting standardized business process and reducing costs ICT system construction for the Volkswagen group--business process reengineering driven by IT technology development

6 5 1 1 2 2 Industry cases and major player analysis Automotive industry overview ICT system for the automotive industry 3 3 4 4 Market opportunities and suggestions Contents

7 6 VerticalMarket2Segment 1Data20112012201320142015 AutomotiveHardwareSum of end user spending ($M)5,2305,4925,6475,8266,099 Growth %5.78%5.00%2.83%3.17%4.69% Internal ServicesSum of end user spending ($M)10,82111,20611,41811,69011,858 Growth %3.24%3.56%1.89%2.38%1.44% SoftwareSum of end user spending ($M)5,5105,9516,3416,7587,124 Growth %7.92%8.00%6.56%6.58%5.40% IT ServicesSum of end user spending ($M)15,53816,35117,04817,82518,582 Growth %6.01%5.23%4.26%4.56%4.25% TelecommunicationsSum of end user spending ($M)12,22912,80513,31113,69714,019 Growth %5.25%4.71%3.95%2.90%2.35% Automotive Sum of end user spending ($M) 49,32851,80553,76555,79657,682 Question: The IT investment for the global automotive industry reached US$48.328 billion in 2011 and is estimated to reach US$57.682 by 2015. Among the total IT investment, the hardware investment will reach US$6.099 billion by 2015. ICT system investments for the global automotive industry in 2011

8 7 Paying close attention to large, strong, and China-invested enterprises and focusing on energy-saving, R&D and innovation, and market to market (M2M)  The automotive industry is developing steadily. Strong players will become stronger in the future while niche players attempt to occupy a position in the segmented market.  Most of the enterprises in the automotive industry are joint ventures. Most of the joint ventures have ICT vendors with cutting-edge ICT technologies, so we need to focus on China-invested automotive enterprises or subsidiaries.  ICT requirements: energy-saving, environment protection, independent R&D and innovation driven by ICT technologies, telematics, and e- commerce Investment direction for the ICT system development in the automotive industry ICT system development trend: Trend 1: Refined and advanced management philosophy for automotive enterprises To cope with market changes and competitions, automotive enterprises require refined management on a variety of links including service operation, market plans, supply chain, manufacturing, delivery, and after-sales services. Trend 2: ICT system construction for auto part manufacturers tends to internationalized, collectivized, and fully integrated. To cope with the globalization strategy and ICT system construction for vehicle manufacturers, auto part manufacturers need a powerful IT platform to support their service operation and begin to invest a large amount of money in constructing an ICT system. Trend 3: Increased investment on the ICT system for the vehicle sales and after-sales services Due to the fierce competition and slow production and sales increase, vehicle manufacturers' sales profits decrease dramatically. The after-sales service is the profit point, so there is sharp increase in the investment on the ICT system for the sales and after-sales services. Trend 4: R&D platform setup driven by independent innovations To enhance independent innovation capabilities, cope with fierce market competitions, and pursuit profits, enterprises need to focus more on the product quality, performance, and brand and increase investment on the ICT-based R&D platform construction. Trend 5: Product life cycle management (PLM) applications will get their high speed evolution. PLM applications have been extended to the consumer, partner, and supplier fields. By using the PLM applications, enterprises can quickly obtain required information, manage product life cycles, and address market competitions. Trend 6: Integrated product design and manufacturing Enterprises integrate manufacturing-related requirements into the product development process, ensuring product manufacturability and maintainability, enhancing product quality, shortening development period, and improving the enterprises' competitive edges in product designing and manufacturing. Chinese automotive industry and ICT system development trend in 2012

9 8 1 1 2 2 Industry cases and major player analysis Automotive industry overview ICT system for the automotive industry 3 3 4 4 Market opportunities and suggestions Contents

10 9 Integrated solution for the automotive industry (Cisco, IBM, and Rockwell), which allows vehicle manufacturers to implement top-notch production control, visible operating status, and secure collaboration. 1.IBM: end-to-end service consultation and system integration capabilities 2.Rockwell: Integrated Architecture™ and FactoryTalk® production management software driven by automated information 3.Cisco security network infrastructure, advanced wireless technologies, and unified communications solutions; Cisco Ethernet to the Factory (ETTF); unified communications solutions jointly developed by Cisco and IBM 4.IBM middleware Cisco's telematics solution is planned to roll out a vehicle- mounted client to connect vehicles to wireless networks and then to provide vehicle network switches. The final goal is to convert vehicles into computer networks featuring sustainable networking. The vehicles can be compared to heavier and more complex mobile phones. Cisco's telematics solution Cisco's manufacturing industry solution Cisco does not provide a solution dedicated to the automotive industry but provides a solution for the manufacturing industry. Cisco proposes the Internet-based manufacturing philosophy and uses its own products and solutions in the network and unified communications fields to build a quick response platform for all manufacturing enterprises. Cisco's manufacturing industry solution stresses the importance of networks and collaboration for manufacturing enterprises. Major competitor: Cisco's automotive industry solution

11 10 VendorProduct/SolutionEvaluation Oracle Solutions and server products, for example, ERP, PLM, CRM, SCM, and BI Oracle can provide an integrated solution that covers from market research, product development, manufacturing, sales, distribution, to after-sales services. Additionally, Oracle can provide human resource and financial management software. Fifteen vehicle manufacturing enterprises among the global top 500 enterprises use the database, middleware, application software, and servers developed by Oracle. However, Oracle software charges a lot, has no in-depth understanding of industry-related processes, and involves a heavy workload for local secondary development. SAP Solutions such as ERP, SCM, CRM, PLM, and BI SAP can provide solutions that cover not only product manufacturing (for auto part and vehicle manufacturers) but also product sales, after-sales services, and financial services. About 94% of the vehicle-related enterprises among the global top 500 enterprises use SAP software with in-depth understanding of the industry-related processes. However, SAP software features long implementation period, less secondary development, difficult development. In terms of hardware investment in the automotive industry, Huawei is mainly targeted at switches, routers, information security devices, and storage devices. Most of these hardware is provided by system integrators during project construction, so Huawei's target customers are system integrators. Major IT service providers in the automotive industry

12 11 Mainstream solutions for automotive design and R&D ——Dassault, Siemens, and PTC

13 12 Dassault Systèmes (NYSE Euronext: DSY) is a subsidiary of the Dassault Group created in 1981 by Avions Marcel Dassault to develop a new generation of computer aided design software called CATIA. Currently, Dassault Systèmes has become a world- leading product lifecycle management (PLM) software provider and provides services for most of the global top 500 enterprises. Dassault Systèmes is headquartered in France. Dassault Systèmes S.A. is a French company that specializes in the production of 3D design software, 3D digital mock-up and PLM solutions. Dassault Systèmes develops a complete set of PLM software and provides services and technical support for a variety of industries including aviation, automotive, machinery, and electronics industries. At present, Dassault Systèmes has about 10,000 employees and 31 R&D labs. About 44% of the employees are R&D engineers. Dassault Systèmes has over 150,000 enterprise customers distributed in 12 industries and serves more than 80 countries in the world. The number of online users exceeds 100 million. Its revenue in 2011 was 1.874 billion euros (US$ 2.36 billion). Margin accounts for 30.4% of the total revenue. Dassault Systèmes 1986 V3—3D Design 1994 V4-3D-DMU digital mock-up 1999 V5 -3D- PLM 2009 V6 3D-Experience Dassault Systèmes transforms from V3 to V6:

14 13 DS Partners Services Software Technology Education Over 3500 partners all over the globe, including R&D, education, software and technology, and sales and service partners

15 14 Other partners of Dassault Systèmes Independent software vendors (ISVs) Technology cooperation partners

16 15 Siemens——an century-old enterprise set up in the mid-18th century and a giant among the global top 500 enterprises with a global revenue of approximately 80 billion Euros Century-old enterprise in the mid-18th century and ranking 47th in the global top 500 enterprises An annual revenue of 78.3 billion Euros and 3% to 8% net profit rate Steady growth of annual revenue added per employee, reaching about 2.1 million euros Further increasing annual revenue and capital utilization rate History: set up in 1847, 166-year history Headquarters: Munich, Germany Property: listed company (New York stock exchange, Frankfort stock exchange) Number of employees: 370,000 (according to the financial report in 2012) Rank: 47 among the global top 500 enterprises (2012) Coverage: over 190 countries in the world Future pursuit: to outperform competitors in terms of annual revenue increase; to strictly control company merger and acquisition; to increase the return rate of capital and achieve the best profits of competitors; to optimize the capital structure and reduce debt Future measures: to reduce costs, focus on core services, enhance sales, and simplify service processes 5% revenue for R&D investment

17 16 Siemens overview

18 17 Industry Sector structure of Siemens Siemens PLM Software (formerly UGS purchased in 2007) is a business unit of Siemens Industry Automation division, and is headquartered in Plano, Texas. Siemens PLM Software has over 8000 employees.

19 18 Siemens ranks top 3 in the PLM market A leading global provider of PLM software and services with seven million licensed seats and more than 71,000 customers in over 80 countries An average of 100-year history for its top 100 customers Siemens PLM Software creates and manages 48% of the world's 3D data. Siemens PLM Software is the CAD market leader in China and emerging Asian markets. The top 20 auto suppliers all use Siemens PLM Software's CAD/CAM/CAE solutions. Small enterpriseLarge enterprise Aras, Selerant, Sopheon, others, Microsoft Autodesk Scale Scope Corporate & Back Office New Product Development Gartner PLM Market Dynamics 2012 Siemens PLM Software provides large enterprises with a complete set of PLM software that covers from CAD/CAM to cPDM.

20 19 Siemens provides PLM solutions for multiple industries A total of 71,000 customers worldwide (3500 added in 2011) and seven million licensed seats Wide applications in high-tech industries including automotive, shipping, aeronautics, machinery, and electronics industries

21 20 Executive team of PTC Andrew Wertkin visited Huawei on September 3, 2012. Mark Hodges visited Huawei on November 12, 2012. Source: PTC

22 21 PTC development history: acquisition and development history Source: PTC

23 22 PTC revenue comes mainly from after-sales services PTC revenue changesService revenue proportion Major sources of revenue: Software licenses Maintenance services: technical support and software upgrade Training and consulting services The PTC revenue is affected by the global economic environment. Its revenue is mainly distributed in America and Europe. Source: PTC

24 23 Competitors' Solutions ——(Cisco and IBM)

25 24 Dassault Systèmes (PLM solutions) achieves strategic cooperation with IBM DS ENOVIA: collaboration platform CATIA: collaborative design Simulia: simulation SOLIDWOR KS: 3D design and analysis Delmia: manufacturing planning DB2: ENOVIA invoking webSphere: server IBM Lotus: real-time collaboration IBM System: servers and storage devices IBM PLM consultation Cooperation mode between IBM and Dassault Systèmes

26 25 Cooperation between Siemens and other enterprises in terms of cloud hosting IBM PureSystems  Certified Microsoft Azure  Available Q3 2012 Amazon (AWS)  In progress

27 26 1 1 2 2 Industry cases and major player analysis Automotive industry overview ICT system for the automotive industry 3 3 4 4 Market opportunities and suggestions Contents

28 27 RequirementOpportunity Technology center/Automotive research institute New campus construction/Production area extension Secure deployment/Information control network Material control in manufacturing shops (wireless) Production/Security surveillance platform 4S store Infrastructure network, cloud data center, and smart campus solutions Vehicle sales UC&C collaborative commerce Mobile office Supply chain (enterprise logistics)Wireless and surveillance TelematicsInternet of Things (IoT) solution The ICT systems for different enterprises in the automotive industry are different from each other. In addition, a huge demand exists for ICT system construction. The ICT system construction for joint ventures takes the lead. Huawei's opportunities in the ICT system construction for the automotive industry

29 28 “Online + offline”, emerging marketing approach in automotive industry Maker Dealer Customer Info e-Business cloud & BYOD Anytime Anywhere Smart analysis Maker Dealer Customer e-Business cloud Device Traditional offline marketing Info Device Car dealers have limited marketing tools How to demo the advantage of a turbo engine? Customers insufficiently informed ? Manufacturer cannot implement precision marketing … No credible data about customer requirements Lagging behind market trends ? —Progress query through e-business cloud Mar Apr May Deposit —Big data based analysis —BYOD Online + offline marketing Anxious waiting after paying the deposit

30 29 e-Business cloud and m-business are the key to “Online + offline” mode Marketing: virtual showroom Sales: mobile online shopping Information: Car info/life info Entertainment: Video, gaming… e-Business cloud m-business

31 30  Server farm collaborative computing and horizontal data traffic blocking the network Keyword searching within e-business cloud needs to traverse storage servers of video, pic, and doc Online car color customization requires 3D render. Processing results from multiple servers are displayed through one server, 1-sec long 3D video requires 300-hour long computing on one server  Massive concurrent visits causing e-business platform unable to respond to new requests e-Business user number grows at an unpridictable speed. BYD has planned a 20 million capacity. Virtual showroom: a release of a new model can bring thousands of visits and 3D experience requests, easily paralyzing the website servers. e-Business cloud must stand the impact of massive computing and users … Normal e-biz servers Massive user visiting the same server Load 100%Load 5% … … Failure Page failure … … 5-min long loading… Search server Video storage Pic storage News storage Keyword searching … Blocking

32 31 Highlights “Non-blocking” DC architecture Traffic aggregation node CE12800 provides 200 ms buffer to ensure 0 data loss Multi-path traffic sharing: ensuring traffic balanced on different links to reduce congestion Distributed architecture Low cost and transretional RH2285 server farm, to ensure elastic expansion and non-stop business Distributed file system, redundant data storage, 0 single-point failure FusionInsight big data analysis platform Concurrent big data processing capability for multiple business systems Extract info from structured and unstructured data to provide value-added service Non-blocking automotive e-business cloud solution e-Business DC Stream media e-Business user Big data analysis Distributed file system INTERNET DC interconnection backbone OTN CE1280 0 RH2285 Distributed architecture e-Business platform Regional DC RH2285 Enterprise DC CE12800 : 200 ms buffer/port Multi-path sharing Distributed file system

33 32 Traditional service provided by car dealers: hard to respond timely Mobile device List of customers Details of customers … Lack of mobile device security Obtaining this cell phone = obtaining tremendous customer info Customer info  When car broke down happens outdoors, cusomter cannot be get timely roadside assistance Improper personnel dispatching; average time spent en route > 2 hours  Risks brought by mobilization Accidental password leakage, login through non- standard device; malicious operation Classified docs and certificates lost together with the loss of mobile device Intentional virus attack to steal data Tom Amy … Car broke down Personnel A Personnel B Personnel C Personnel D No clue about personnel‘s’ current positions, and sent D who’s farthest away Dispatcher

34 33 开放环境 3G/4G GPS SVN GW Distributor DMSERPCRMOA Firewal l AC Mobile sales 移动 DMS 应用 eSDK 安全模块 eSDK 定位模块 eSDK 即时通讯模 块 Highlights Business systems GIS server Location system Other…TSM server CA center MDM AnyOffice platform Internet Car dealer  Proper personnel dispatching based on real-time locating Location and time info is sent from the GIS server to the DMS server to help timely and precisely monitor the location and time consumption of outdoor personnel  BYOD security authentication ensures the security of mobile orders on DMS Setting up secure tunnel for sales data to ensure the security of data transmission on the Internet Local security sandbox to ensure that no sales data will be stored on mobile devices 360° car demonstration Mobile order Dispatched based on location Roadside assistance request accepted AP Router 3G Mobile sales & service for car dealers: convenient and secure Auto manufacture r CRM DMSERP DC Order apply Location info Wi-Fi Car orders eSDK locating Broke down spot eSDK security

35 34 20,000+ types of parts in the assembly shops. With manual register, lots of time and man power required.  Large number of high-price auto parts require lots of time and man power to manage Parts management: time-consuming scanning, lacking location management throughout transportation  Lacking location management, resulting in chaotic parts management Assembly shop A 20,000+ parts, need lots of time and manpower to scan ① Exit No part locating throughout transportation, parts may be lost or sent to wrong destination, resulting in vehicle callback Auto assembly process Assembly shop B Partswarehouse ② Transport B ③ Arrive Without locating, parts may not reach the right position

36 35 The mobile device reads the RFID tag on each part and sends the ID to the app server for automatic check of parts The wireless signals from the mobile device is collected by the AP and sent to the RTLS server for location computing (precision: 3-5 m). The location data is then sent to the app server through eSDK in real time for navigation and message push. Highlights Parts management: WiFi-based real-time locating App server (location monitor and navigate msg push) AC Message push platform RTLS server Assembly shop A Assembly shop B AP Factory Switch Parts warehouse Parts loading Productionmonitoringcenter Productionworkshop B Mobile device RFID reader Type: Ignition coil * 500 PCS Destination: Assembly shop B Current: 800 m from destination Route: Parts loading

37 36 Too many sensor cables: risk of damage, difficult cable run, and high costs for long distant cabling  Cables easily damaged in painting environment Monitoring center Network equipment room Cables damaged. Monitoring fails. Remote area Cables of several km long accounting for 60% of budget. 1000+ sensor cables When cables damage by corrosion, monitoring channels are cut and monitoring fails.  Wide test drive site, fast running test car, hard to send back car condition data Test drive site covers several km2. Cars often run at 200 km/h. It’s hard to run and use cables in such environment from communication between cars and control centers.  High cost for cable run at distant areas Cables of several km long causes high costs, very often, more than 60% of project budget. In high-temperature or toxic areas, cables cannot be laid. Painting site Test drive site

38 37 Solution to “too many sensor cables”: LTE-based wireless factory Solution characteristics 30 km of single base station coverage radius: seamless coverage ensures remote monitoring 50Mbps of transmission rate, 30Mbps @ 200 km/h Enterprise-dedicated band 1.8 GHz, uplink and downlink encrypted, industry-class anti- interference Rich deployment modes protect investment; including RTU+CPE, Mini PCIe embedded into RTU. RTU CPE + Mini-PCIe RS232 CPE 30 km 1.8 GHz 50 Mbps Transport layer Gateway Collection layer Application layer Workshop and test drive Energy medium management area Distant area Painting workshop monitoring Test drive track 200km/h RS232 Vehicle mounted device HD surveillance eCNS600 DBS3900 Network equipment room Application server room Lab data processing

39 38 Agile automotive enterprise solution helps global auto manufacturers achieve agile operation Cloud Pipe Device WAN e-biz cloud DC Internet Parts locating Highlights “Online + offline” auto sales and service e-Business cloud based on non- blocking distributed architecture BYOD-based car dealer sales and service to achieve real-time locating and secure locating Precise parts locating based on wireless factory WiFi parts locating with 3m precision 20km 2 wide factory coverage, 100 Mbps transmission, saving cable run in hazardous areas Security, LBS server MDM SVN GIS Factory e- Business cloud Car dealer Device Customer Secure mobile orders Online shopping and query Telco networks DNS LVS e-biz server Storage CE12800 Big buffer LTE seamless coverage Outdoor personnel location mgmt

40 39 Open cooperation fuels global automotive industry Partner alliance Customer success Consulting/design/integration/application deployment Application (ERP/MES/CRM/BI/SCM…) Platform (DB/ESB/virtualization… ) ICT infrastructure (network/DC/IP voice/security…) Network infrastructure Switch, router Wireless LTE, AP, AC, PAD Security Firewall, IPS/IDS Agile office VoIP, video Data center Server, storage cloud Device (RFID tag/PAD/control… )

41 40 Open cooperation fuels global automotive manufacturers Europe/China/SEA/Japan/Korea/ME/S. America/N. America/Africa… Serve 1000+ manufacturers

42 Copyright©2012 Huawei Technologies Co., Ltd. All Rights Reserved. The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time without notice. HUAWEI ENTERPRISE ICT SOLUTIONS A BETTER WAY

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