Security Level XXX Joint Business Case www huawei

Security Level: XXX与华为联合商业预案 (Joint Business Case) 开放、合作、共赢 www. huawei. com HUAWEI TECHNOLOGIES CO. , LTD. 插入合 作伙伴 图标

XX与华为的联合商业预案概览/Outline of Initiative Joint Solution 联合方案概览/ Outline of the JI Initiative Name联合BC的名称 Solution Owner 双方业务Owner Components (Huawei + Partner)联合方 案的组成 市场/Market Target Market (industry & customer segments) 目标市场(行业客户 类型) Customer Needs Addressed客户需求 价值主张/ Value Proposition Differentiation 差异化 Value of Joint Solution联合方案价 值主张 Use Cases用户案例 Value to Customer 对客户价值 Relevant Offering Groups 相关的 offering的团队 Value to Huawei对 华为的价值 Channels/Routes to Market GTM的模式 Value to Partner对 伙伴的价值 HUAWEI TECHNOLOGIES CO. , LTD. 华为保密信息，未经授权禁止扩散 Page 3

XX与华为的前期合作进展回顾 Huawei Alliance Achievements with XX partner 列举出前期合作中，联盟所经历的各个里程碑、重大事件等。主要包含高层发起联盟倡 议，确定合作范围和合作领域、确定就商业预案进行起草的团队，双方重要的研讨和汇 报等。也可以同时列出下一步 作的时间预计，如MOU，BP，联盟协议等。 Please show the milestone of alliance achievements, include important meeting, workshop, joint marketing, collaboration in project and so on. Outcomes Accomplished / 已达成的结果 XXXXXX XXXXX Mar - 2013 Apr-2013 May-2013 Jun-2013 Jul-2013 Aug-2013 样例 Sep-2013 XXXXXX XXXXX HUAWEI TECHNOLOGIES CO. , LTD. XXXXXX 华为保密信息，未经授权禁止扩散 Page 4 4

XX与华为的联合解决方案合作范围 Agreed Alliance Scope and Joint Solutions 合作的总体概述 Description of the joint solutions 双方在XX业务领域进行解决方案合作，重点联合拓展XX市场, XXX解决方案主要由XX，XX组成 Both agree to develop XX solutions for the target markets, Joint solution includes below components 联合解决方案 Joint solution • 联合解决方案方案简述， • 双方各自提供什么产品/服务，各个模块的特性有哪些 • 方案聚焦的区域、行业市场 • 主要的竞争对手有哪些，方案的差异化优势有哪些 样例 • Brief description about joint solution, components of the XXX Joint Solution • Scope of work for each side • Focused vertical industries and geographic markets • Main competitors for the JI; Differential competitive advantage with competitor JI in the market HUAWEI TECHNOLOGIES CO. , LTD. 华为保密信息，未经授权禁止扩散 Page 6 6

XX与华为的联合解决方案(1/2) Huawei and XXX Joint Solution(1/2) Key Offerings to Focus on / 合作范围 Key offering overview 针对联合解决方案1：/ For the joint solution • 华为提供哪些产品和服务/ Huawei provides products/services • 伙伴提供哪些产品和服务/ Partner provides products/services • 拓展市场的模式Joint Selling & Delivery using Prime/Sub model Competitive Advantage & Key Differentiation / 联合解决方案1的差异化竞争优势 • • 相对于市场上现有的类似的联合解决方案，联合解决方案1有哪些差异化的竞争优势 Compare with similar solutions in the market. Identify the joint solution’s advantages and differentiation Target Market & Revenue Projection / 市场规模及3年收入预期 样例 Huawei Sales Business Opportunity / Offering 解决方案名称 Target 2014 MKT 2015 MKT 2016 MKT Region Cap Cap 目标市场 市场空间 HUAWEI TECHNOLOGIES CO. , LTD. Y 14 Y 15 Y 16 XXX Sales Y 14 Y 15 Y 16 * We will consider other target 华为保密信息，未经授权禁止扩散 Page 7 geographies on a per project basis 7

XX与华为的联合解决方案(2/2) Huawei and XXX Joint Solution(2/2) 价值主张Value Proposition Drivers Client Value Proposition客户价值 Huawei Value Proposition华为价值 • 有效地降低CAPEX/OPEX • 快速上市，及时满足客户需求 • • • XXX Value Proposition伙伴价值 增加销售（带动XX产品） 突破新市场(行业、区域和NA客户) 提升行业适配型和产品竞争力 • • 带动产品/解决方案销售 通过华为拓展新市场 Discussion Progress/ 双方讨论进展 就联合解决方案双方的主要进展 Progress of the joint solution Major Issues / 主要问题 Resolutions / 解决建议 样例 Major Actions & Milestones / 关键行动及里程碑 HUAWEI TECHNOLOGIES CO. , LTD. 华为保密信息，未经授权禁止扩散 Target Date Page 8 Leads/Sponsors 8

联合解决方案可见的合作机会点 Pilot Customers and projects 潜在的Pilot客户列表、Pilot项目、联合市场活动 Potential Pilot Customer lists, Pipeline Projects and Joint Market Events Pilot客户列表/ Pilot Customer Pilot项目列表/ Pilot Pipeline ID 客户名称 Customer name 客户简介 Custom brief Description 1 中联重科 全球最大的 程机械制造厂之一，是华为 的点名客户 ID 项目名称 Project Name 1 中联重科 BPR 2 解决方案或机会点 优先级 Joint Solution and Priority Opportunity IT operating model H efficiency 3 4 5 样例 6 联合市场活动/ Joint Market Event ID 1 Event Huawei Cloud Congress 2013 Date 2 Sep 2013 - 3 Sep 2013 HUAWEI TECHNOLOGIES CO. , LTD. 华为保密信息，未经授权禁止扩散 Page 11 11

XX与华为联盟的双方投资预算建议 funding and resource budget plan 双方未来三年投资收益的建议/ Funding and Resource Budget Plan for Next 3 year 预期 3年累计收入/3 -year revenue projection 2014 2015 2016 Total $M USD 华为收入/Huawei revenue 伙伴收入/Partner Revenue 联盟收入 预期 3年累计投资/Funding breakdown $M USD 联盟人员费用(销售、售前人员 )/Sales team salary&promotions 培训费用/Training and Sales enablement 演示和实验室费用/ Lab & Demo equipment 市场活动费用/ Marketing investment 联盟总投资/Total Investment HUAWEI TECHNOLOGIES CO. , LTD. 2014 伙伴 2015 华为 伙伴 |HW 2016 伙伴| Total HW 伙伴 HW 样例 华为保密信息，未经授权禁止扩散 Page 12 12

可选择 XX联盟伙伴投资分析 Return Of Investment Analysis for XX partner 联盟伙伴未来三年投资收益的分析/ ROI analysis for Next 3 year 实际的ROI计算考虑的因素很多，实际使用时可以简化成如下公式计算： ROI=(revenue-funding-equipment cost – other cost) / Funding Investment ($M) OPEX Spending Year 1 $ (6, 685, 000) $ Year 2 (5, 460, 000) $ Year 3 (5, 630, 000) Total $ (17, 775, 000) Total Investment /每年的投入 $ (6, 685, 000) $ (5, 460, 000) $ (5, 630, 000) $ (17, 775, 000) Fcsted DCF cash outs thru Year 3（15% interest） 每年的贴现现金流计算（按照 15%的利率计算） $ (15, 689, 915) 　 Proceeds ($M) 　　 　 　 $ 11, 333, 100 $ 45, 256, 000 $ $ 58, 091, 900 Gross Margin 毛利 Total Proceeds $ $ Net (Cost)/Profit 税前贡献利润 $ (5, 182, 200) $ 5, 873, 100 $ 39, 626, 000 $ 40, 316, 900 　 $ (4, 301, 226) $ 4, 874, 673 $ 32, 889, 580 $ 33, 463, 027 Net (Cost)/Profit After Tax (17% tax rate) 样例 Payback - less than 24 months YES Forecasted NPV (LTD actuals + future cash flows discounted at 15%) $ 24, 806, 868 $ 720, 083 Fcst ROI thru Year 3/ 为期 3年项目的ROI NPV/Headcount 每位投入人员的贡献利润 1, 502, 800 　 158% Assumptions 15% cost of Capital Assumption from Corp Devpt. Finance 17% Corp Tax rate from Huawei Tax Group Payback of 24 months or less HUAWEI TECHNOLOGIES CO. , LTD. 华为保密信息，未经授权禁止扩散 Page 13 13

可选择 华为投资分析 Return Of Investment Analysis for Huawei 华为未来三年投资收益的分析/ ROI analysis for Next 3 year 实际的ROI计算考虑的因素很多，实际使用时可以简化成如下公式计算： ROI=(revenue-funding-equipment cost – other cost) / Funding Investment ($M) OPEX Spending Year 1 $ (6, 685, 000) $ Year 2 (5, 460, 000) $ Year 3 (5, 630, 000) Total $ (17, 775, 000) Total Investment /每年的投入 $ (6, 685, 000) $ (5, 460, 000) $ (5, 630, 000) $ (17, 775, 000) Fcsted DCF cash outs thru Year 3（15% interest） 每年的贴现现金流计算（按照 15%的利率计算） $ (15, 689, 915) 　 Proceeds ($M) 　　 　 　 $ 11, 333, 100 $ 45, 256, 000 $ $ 58, 091, 900 Gross Margin 毛利 Total Proceeds $ $ Net (Cost)/Profit 税前贡献利润 $ (5, 182, 200) $ 5, 873, 100 $ 39, 626, 000 $ 40, 316, 900 　 $ (4, 301, 226) $ 4, 874, 673 $ 32, 889, 580 $ 33, 463, 027 Net (Cost)/Profit After Tax (17% tax rate) 样例 Payback - less than 24 months YES Forecasted NPV (LTD actuals + future cash flows discounted at 15%) $ 24, 806, 868 $ 720, 083 Fcst ROI thru Year 3/ 为期 3年项目的ROI NPV/Headcount 每位投入人员的贡献利润 1, 502, 800 　 158% Assumptions 15% cost of Capital Assumption from Corp Devpt. Finance 17% Corp Tax rate from Huawei Tax Group Payback of 24 months or less HUAWEI TECHNOLOGIES CO. , LTD. 华为保密信息，未经授权禁止扩散 Page 14 14

XX与华为联盟的决策申请 Call-to-Action As our executive sponsors, we require your support and commitment as a “call-to-action” for what is required in order to finalize our go-forward partnership 我们需要双方高层的支持及承诺以确定双方的合作模式 1. AGREE: 同意： DECISION POINT 决策点 Proposed Business Cased focus and support to enable asks to be executed 同意商业案例评估及执行计划 • 联合解决方案1/联合解决方案XXX 2. AGREE: 同意： Proposed Alliance structure and model as a go-forward basis for transforming our partnership. And both sides to enter into MOU as a commitment to complete due diligence and to finalize a 3 yr (+2 year renewal) alliance arrangement ü x ü x 按照华为-XX合作伙伴战略合作管理架构筹建合作联盟管理团队，并以 合作备忘录形式明确各领域的方向及为期 3年（可选择+2年延续）的联 盟计划 3. AGREE: 同意： Investment in alliance (estimated USDXXM per annum jointly) over 3 years, with automatic renewal option for years 4 -5. Comparable level of mutual investment commitment 共同承担构建联盟所需的投资（估计各方每年投资USD$5 -10 M），投 资期为 3年（可选择+2年延续） HUAWEI TECHNOLOGIES CO. , LTD. 华为保密信息，未经授权禁止扩散 Page 16 16

XX与华为联盟下一阶段的 作 Plan to Execute Next Steps Given your agreement and commitment as executive sponsors, we intend to execute the following steps to finalize, execute and launch our joint alliance arrangement 通过双方sponsor的支持，华为及XX将完成以下 作以确定、执行及启动联盟战略合作 CLOSE MOU 完成MOU 2 WEEKS* EXECUTE DUE DILIGENCE 完成尽职调查 6 WEEKS* HUAWEI TECHNOLOGIES CO. , LTD. FINALIZE WRITTEN AGREEMENT(S) 完成联盟协议的签署 TBD* 华为保密信息，未经授权禁止扩散 Page 17 17

Thank you www. huawei. com Copyright© 2011 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 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.