1. 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 the Company Polycom & POCN vs. Huawei’s isolated market entry

2. 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! Compete with Solutions Polycom RealPresence vs. Speeds & Feeds

3. A list of technology that Huawei simply doesn’t have  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 Do! Highlight Polycom Technical Leadership Polycom’s innovation can win

4. 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

5. Management Huawei’s Management infrastructure and overall architecture is highly complex resulting in challenging work for administrators Focus is only on managing Huawei systems Polycom’s architecture focuses on multi- vendor, multi-technology integration in an easily administered solution Ensures a complete multivendor growth strategy and ensures the highest ROI Key Competitive Take-Aways

6. What is the Polycom Advantage vs. Huawei? Immersive User Experience DESIGN INTEGRITY Leading, Differentiated Technology TECHNOLOGY LEADERSHIP Scalability, Virtualization, and Redundancy RELIABILITY & RESILIENCY Broad Interoperability Options OPEN ARHITECTURE Huawei Telepresence Portfolio: Key features expected from an immersive solution are missing No truly immersive telepresence experience NoHD executive desktop system Huawei lacks key technologies to enhance the user’s telepresence experience and lower operational costs 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 Can only manage Huawei environments 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

7. 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.

8. 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  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

9. 5.Polycom Solutions Are Efficient,  Requiring less rack space and power to provide more ports 6.Polycom Solutions Are Resilient  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  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 Why Polycom’s RealPresence Platform is Superior to Huawei Video Conferencing Solutions (continued) Ensure your customers know these eight points about the Polycom RealPresence Platform vs. Huawei

10. 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  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 Competitive Positioning: Re-cap (for consideration/use as a template only) Huawei offers low-cost video conferencing, not enterprise-class telepresence or unified communications Inferior User Experience & Resilience

11. THANK YOU