Emirates Telecommunications Corporation ("Etisalat"), the leading network operator in the Arabic area, owns the world-class communication network and boasts of its innovative solutions, industry-leading services, and considerable profits. As its mobile network is one of the most complex and busiest networks of the world, it mainly serves high-end customers, with an ARPU up to $55. Owing to the advantages it takes, Etisalat grows rapidly. Therefore, it determines to be among the top 10 operators in the world within five years by actively penetrating international markets and further consolidating its operation in UAE. After years of efforts and challenges since 2003, the collaboration between Huawei and Etisalat has begun to reap, which is signified by the nationwide HSPA network deployment contract awarded to Huawei in 2006.

In December 2003, Huawei was selected as the 3G network provider of Etisalat for rolling out the first R4-based 3G network in the Middle East. In April 2004, however, Huawei's NodeBs in Abu Dhabi were facing being swapped because Etisalat selected another vendor for expanding its network. In 2006, thanks to its continuous efforts, Huawei was again selected by Etisalat to deploy the nationwide HSPA network for UAE.

The first 3G network in the Middle East won four industry records
In April 2002, Etisalat sent its UMTS RFI (Request for Information) to Huawei, for obtaining more information about the 3G products and commercial networks provided by Huawei. To seize this opportunity which was also challenging, Huawei collected as many as customer requirements through wide and in-depth communication, and then made well-targeted product planning. Thanks to its customer-targeted orientation and excellent products, Huawei stood out from the eight top equipment vendors and was shortlisted. Following that, the excellent customer services provided by Huawei further boosted the successful trial network.

However, it was not easy to win the recognition from Etisalat. For example, Huawei's rapid and successful conduction of 3G voice service at the trial network interested Etisalat engineers much, but they left immediately without even saying a word upon seeing the Chinese version of user interfaces. What's more, they also claimed that all Huawei equipment would be removed if any non-English user interface was provided at the end of December. Nevertheless, they came back to the equipment room for further discussion after all requirements were met. Obviously, what Etisalat values most is technological competitiveness.

Besides providing excellent solutions, Huawei also responds to customers' requirements at an fast speed. Take the Dubai GITEX exhibition in 2003 for example, Huawei's excellent solutions and quick response dissuaded Etisalat from showcasing the 3G services provided by another vendor. What's more, it only took Huawei about ten days for providing the service, proposed by Etisalat 20 days before the GITEX exhibition opened.

Huawei's successive success made it stand out in the public bidding for 3G services in 2003. In addition, the 3G network deployed by Huawei, the first 3G commercial network in the Middle East and Gulf areas, built the first R4-based softswitch CN (core network) in the world. It also made Etisalat one of the earliest operators that provided 2G/3G commercial roaming and realized intercommunication between the 2G networks of five equipment vendors.

Adherence to quick response won Huawei the trust of Etisalat
Upon being rewarded the 3G contract on December 24, 2003, Huawei set about the project engineering immediately. One month later, Huawei finished all the network planning and site selection. Two months later, Huawei helped to launch the 3G commercial services, and then finished the first-phase network construction in three months only. On May 31, Etisalat and Huawei jointly announced that the first phase of the 3G network construction was completed. After the UMTS equipment, including the RAN (Radio Access Network), PS (Packet Switched Domain), CS (Circuit Switched Domain), and MMS (Multimedia Messaging Service), were employed, the fast speed and system stability satisfied Etisalat much.

Immediately after the project completion, however, Etisalat asked a European equipment vendor to provide the 3G equipment for Abu Dhabi, indicating that Huawei's equipment in Abu Dhabi would probably be replaced. As it is natural for leading operators to cooperate with several vendors, Huawei just kept on offering excellent services as it did before, although challenged by great pressure.

As many functions failed to be supported by the European vendor, the swap dragged on and took even more than a year. In addition, numerous tests during the replacement showed that Huawei equipment was very excellent regarding performance, maintenance, network planning, and optimization. For example, the European vendor adopted twice as many sites as Huawei did, but the call drop rate was doubled, accompanied by lower reliability in the PS domain and increasing complaints. What's worse, to help locate network problems, the European vendor had to add third-party equipment to interfaces, such as the Iu, over which the communication was interrupted immediately. Huawei RNC, however, provided myriad signaling tracing functions, greatly facilitating network maintenance and problem locating. Meanwhile, Huawei established a mature system for adjusting network performance-related parameters, which had been precisely analyzed and tested. In one word, all the differences made before and after the equipment replacement better highlighted the reliability of Huawei's equipment.
Huawei stands out not only because of its reliable network systems, but also because of its dedicated services, which can be illustrated through the 2005 summit meeting of six countries in the Middle-East. In early November of 2005, owing to limited functions and performance provided by the European vendor, Huawei was asked to provide R99 and HSDPA-based indoor coverage for the Emirates Palace, where the summit meeting would be held. Although Huawei equipment was almost replaced and the time was very pressing, Huawei achieved the goal on schedule, depending on its highly efficient customized services, fast engineering design, installation, and commissioning. When asked why Huawei people provided so dedicated services even though Huawei equipment would soon be replaced, Huawei engineers smiled, saying that "serving our customers is the only reason why Huawei exists." Countless stories, sweet or bitter, all show that Huawei has always been providing professional and dedicated services.

Besides what mentioned above, quick response to customers' requirements also helps Huawei to stand out. As the 2G network of Etisalat was deployed by other vendors, the 2G/3G interconnection also posed a great challenge before Huawei. To help lift the vexation that Etisalat had to conduct parameter synchronization for the migration to 3G network, Huawei offered to develop a synchronization tool which would eliminate time-consuming manual work and shorten the handling process. When an intelligent tool was developed two months later, customers were very satisfied with the on-site testing, saying that "Huawei not only delivers industry-leading solutions, but also is a miracle creator with regard to requirement response."

Huawei to deploy the nationwide HSPA network for UAE
In 2005, the telecom market in Middle East underwent great changes: the UAE government issued the second mobile license; EITC, UAE's second telecommunications operator, claimed that its 3G network would support HSDPA as soon as it was commercialized. All these further affirmed Etisalat's determination to deliver excellent 3G network and services in UAE, since Etisalat is always a leading player in Middle East as far as technological and service innovation are concerned.

Therefore, in May 24, 2006, Etisalat launches a public bidding to Ericsson, Nokia, Siemens, Alcatel, Motorola, and Huawei, aiming at expanding the UTRAN network in UAE. According to the technological disclosure issued by Etisalat, what Etisalat concerns most are HSPA-supporting network, equipment performance, commercial experience, and All IP networking. Thus, only a few vendors, of which Huawei is one, can fulfill the requirements of Etisalat.

The new generation Node Bs developed by Huawei, supporting 14.4 Mbps HSDPA, features efficient digital power amplifier, multi-carrier broadband transceiver, and CPRI-based open architecture. All these enable cost-effective delivery, excellent performance, quick deployment, and smooth evolution. Moreover, the innovative distributed Node B of Huawei, featuring small footprint and easy installation, helps to create a TCO reduction of 30%.
Additionally, the IP networking solution of Huawei, especially its cost effectiveness, also interests Etisalat greatly. Take the HSDPA network for example, data services with a maximum speed of 14.4 Mbps require large transmission bandwidth in each BTS. Accordingly, if the TDM transmission resource is configured with the maximum bandwidth available, each cell requires seven E1s, which cost a rent of $ 22400 per month with $3200 for each. If 10 Mbps IP-based transmission is adopted, however, only $2500 is required per month, with the transmission cost reduced by 80%. Accordingly, the routine operating cost can be greatly shortened, making it possible to deliver large-scale HSDPA services. Currently, the IP bearer network of Etisalat covers the main regions of UAE, allowing great reduction of transmission resources and flexible expansion in wireless services.
"We are looking for a partner rather than a supplier," emphasizes Etisalat repeatedly, "because we have to walk shoulder to shoulder in the long run. Thus, we can face the future challenges together." In this sense, selecting a strategic partner, compared with a solution, weighs more to Etisalat.
Finally, after rounds of evaluation, Huawei stood out and was awarded the LOI (letter Of Intention) on September 10, 2006 for supplying equipment for the nationwide 3G network expansion. According to the contract, Huawei will provide more than one thousand new-generation WCDMA NodeBs, as well as associated mobile softswitch equipment, signifying that the business of Huawei has been unprecedented boosted in Middle East.

As proved, customized solutions not only enable Etisalat to deliver more profitable services, but also help it to gain momentum for maintaining No. 1 place in Middle East and grabbing more global penetration.

Huawei 3G grows together with customers
As the global telecom market develops rapidly, Etisalat, an operator with rich operating experiences and sharp strategic views, realizes that penetrating overseas market is crucial to the its future development. Moreover, the opened telecom market in Middle East also brings unprecedented chances to Etisalat. Determined to be among the top 10 operators in the world, Etisalat also turns to purchasing licenses and running international businesses. As stated in the Etisalat annual report of 2005, ”with the level of market penetration in the UAE reaching its saturation point and impending deregulation, Etisalat is seeking new and exciting prospects internationally to sustain growth. At the same time, the telecommunications industries in Africa, the Middle East and the Indian subcontinent are growing rapidly. For Etisalat this is a timely opportunity to strengthen its position as the leading telecom service provider in the region. As such, a series of strategic partnerships and alliances have been recently entered into. The list includes an interest in Etihad Etisalat (Mobily) in Saudi Arabia, Canar in Sudan and Atlantique Telecom in West Africa complementing earlier investments in Thuraya, e-marine, E-Vsion and Zantel.”

To help Etisalat actively develop 3G services, Huawei has also made great efforts. With the development of new technologies and products, it is required that the employees of network operators should be technologically competitive to maintain network reliability. Thus, Huawei offers R&D, marketing, and customer support based professional services to help them grow rapidly. In the 3G era, when the competition is greatly intensified, only truly understanding customers' requirements can we win their recognition and loyalty. That is why Huawei, with its innovative solutions, customer-oriented services, and openness, wins the trust of Etisalat. It can also explain why Huawei wins the trust of incumbent operators in the world.
Adhering to innovative solutions, global development strategies, and continuous R&D investment, Huawei has won the recognition of more and more established vendors. As to date, Huawei products have been selected by 24 of the top 50 operators. Undoubtedly, Huawei's growth in UAE is just the epitome of developing Huawei because Huawei will walk shoulder to shoulder with all our customers for bringing a bright future.