Huawei Service Partner Program Quick Reference Guide

What are HSPP and CSP?

Huawei Enterprise Business Group (EBG) strives to build an open, collaborative, win-win ecosystem to provide the best choices for customers. Service partners, as the key members of the Huawei partner ecosystem, are critical to the strategy of Business-Driven ICT Infrastructure (BDII).

Huawei Service Partner Program (HSPP) is a cooperative framework between Huawei and its service partner. It comprises a range of contents to meet the needs of a diverse set of Huawei service partners. For now, HSPP is mostly for Huawei Channel Partners who want to develop service business and become Certified Service Partners (CSPs). Huawei will continue to optimize the program to cover all types of service partners.

As a value-based program, the HSPP includes performance metrics designed to:

• ✔️ Enhance profitability
• ✔️ Reward partners equally for performance
• ✔️ Reward over certification through discount
• ✔️ Reward over performance through rebates
• ✔️ Measure and reward service sales

Eligibility

Huawei offers two models of services: Huawei Branded Services (Hi-Care) and Huawei Collaborative Services (Co-Care).

Huawei Branded Services (Hi-Care): All partners enrolled in the Huawei Partner Program are eligible to resell Huawei Branded Services (Technical Services, Advanced Services, or Training Service). Partners for each offer are required to comply with the Resale of Huawei Services General Terms for each service listed in the legal services descriptions.

Huawei Collaborative Services (Co-Care): Collaborative Services help partners deliver compelling and customized service offerings, enhance market differentiation, uncover new opportunities, and increase customer loyalty and peace of mind. Partners must meet certain entry and ongoing eligibility requirements. Entry eligibility requirements may change over time, as they are based on requirements for specific product portfolios. Collaborative Service are a much higher level of service that embody Huawei deliverables. There are specific requirements that dictate which partners have access to which services. The intent is to create a holistically consistent methodology for access to these restricted portfolios.

CSP Benefits

Marketing Support: Huawei Service Partner Logo

For information about proper use of CSP logos, please refer to the following: https://e.huawei.com//mediafiles/Marketing Material/ucmb/hw_134119.pdf

Marketing Support: Partner Locator

The Huawei Partner Locator allows service partners to differentiate themselves from competitors and provides the opportunity to enter into new markets. http://e.huawei.com/en/partner/find-a-partner

Finance Support: CSP Service Sales Discount and Rebate

The Attach Rate (AR) metric measures a partner's ability to sell services on Huawei products that they sell. This metric calculates the normalized dollar value of new services that are attached to the newly purchased products compared to the normalized dollar value of the total service sale opportunity for all new products the partner sold.

The Renewal Rate metric measures the partner's ability to renew service coverage reaching end of entitlement within the year-long measurement window. The partner is held accountable and rewarded accordingly for the renewal of services reaching end of entitlement regardless of the product ship date or whether or not the partner originally sold the product. The calculation includes both Huawei Branded Service (Hi-Care) and Collaborative Services (Co-Care) contracts.

Hi-Care Service:

Notes: May differ by region. Please refer to the Huawei local program for detail information.

Co-Care Service

The Huawei Service Partner Program is performance driven, and those partners who over-perform or are involved in higher-value service receive incremental compensation from back-end rebates. Partners receive a flat discount for Huawei Branded Service (Hi-Care), which is are driven by the market conditions in a partner's theater. Partners receive certification-driven discounts for Collaborative Service (Co-Care). The compensation framework is based on two principles: Discounts are received upfront based on either a schedule or a list price. Rebates are paid on the back-end if minimum performance metrics are met.

Hi-Care Service:

Notes: May differ by region. Please refer to the Huawei local program for detail information.

Implementation Service Authorization

Co-Care Service Interface Definition

The Co-Care service is a maintenance service solution provided by Huawei and partners with CSP certification. A partner can add value to the service and then receive more business benefits via selling it. Through this solution, in addition to providing warranty services, Huawei responds to partners' requests for remote troubleshooting and faster hardware replacement. The solution helps partners maintain a more efficient and stable network environment.

Incentives for Service Capability Improvement

Huawei offers rewards for support partners that invest in service capability improvement. Incentives are offered for partner service employees who pass high-end technical certification, such as HCIE. For instance, in 2018, engineers obtaining HCIE certificates were rewarded a smartphone from Huawei (Huawei Mate10 or other model of equal value).

How to Apply ?

Partners may apply for CSP Certification via eChannel platform at: http://echannel.huawei.com

Before successfully submitting the application, partners should meet the following requirements:

Service Portfolio

Huawei offers ICT services to help customers build high-quality ICT infrastructures and competitive applications, effectively accelerating their core business. Huawei lifecycle services cover the following phases:

• Public Safety
• Transportation
• Energy
• FSI
• Public Sectors
• Media
• MSP
• ISP
• Innovation Leadership
• Cloud Service
• Technology Convergence
• Digital Transformation
• Solution Enablement
• Planning service
• Design service
• Build
• Collaborative implementation
• Run
• Hi-care
• Product support
• Collaborative design
• Installation service
• Optimization service
• Talent Alliance
• Product Training
• Technology Certification

Note: Services in a particular country depend on channel services development and programs. Please contact the local channel service manager for details.

Warranty Services

Notes: 1. According to the different products/Country, Return for Repair may be 9 x 5 x 30BD-S, 9 x 5 x 60CD-S, or No SLA. 2. 10BD-s means 10 business days shipment. 3. Warranty is provided with time, distance, conditions of use and other restrictions, for specific instructions on limitations please refer to the warranty description document.

Notes: 1. The warranty starts on the 90th day after the date of the product shipment from Huawei or the date of receiving a service request, whichever is earlier. 2. This summary is a general reference; the warranty duration, descriptions, and coverage may vary by region or country. For details, please contact your local Huawei channel service manager. 3. Please refer to following website for updated information: http://support.huawei.com/enterprise/

Customer Support Services

Hi-Care Service

Co-Care Service

1.The SLA in this document is for general reference only. Service contents and response times may vary by country. For detailed information, please contact your local Huawei sales and service representative.

IT Platform and Tools

Huawei Career Certification

For more information, please refer to http://support.huawei.com/learning

Contacts

e-Mail: channelservice@huawei.com

Official Web: http://e.huawei.com/en

Service Web: http://support.huawei.com/enterprise

Copyright © 2018 Huawei Technologies Co., Ltd. All rights reserved.

Disclaimer

The information contained in this guide is for general information purposes only and may be changed to fit the local environment. The guide is only for reference, without representations or warranties of any kind, express or implied. Huawei reserves the rights to update or change this information without any notification.