Quanbo Technology Company specializes in the global sales of second hand and brand new Acacia coherent optical transceivers

Quanbo Technology Company specializes in the global sales of second-hand and brand-new Acacia coherent optical transceivers

I. Core of Sales Strategy and Market Fundamentals

Strategic core positioning

With "Cisco genuine product guarantee + dual-track product matrix + global delivery service" as the core, focusing on the three main product lines of Acacia 400G ZR+/800G QSFP-DD/1.6T,

We provide global customers with customized procurement solutions of "high-end deployment of brand-new equipment + cost-effective expansion of second-hand equipment".

Build the core competitiveness of "Acacia Coherent Optical Module Global Direct Supplier", highlighting four sales highlights: "Technology origin, traceable quality, compliance without worries, and extremely fast delivery".

Market demand fundamentals

Incremental dividend: The global demand for 800G optical modules will reach 18 to 21 million units in 2025, and the shipment volume of 1.6T modules will be approximately 2 million units. It is expected to surge to 8.6 million units in 2026. North American cloud service providers (Google, AWS, Meta) and NVIDIA are the core driving forces.

Segmented essential demand: Second-hand coherent modules, with a price advantage of 30% to 50%, have become the core choice for small and medium-sized operators and data center expansion, while there is a significant gap in high-quality supply that complies with traceability.

Customer base: As a wholly-owned subsidiary of Cisco, Acacia's core customers include leading equipment manufacturers such as ZTE, Infinera, and ADVA. Its technical recognition serves as a guarantee for sales.

Ii. Global Market Segmentation and Sales Priorities

Core profit markets (North America, Europe, China)

Target customers: Global cloud service providers (AWS, Azure, Google), top telecommunications operators (Vodafone, China Mobile), supercomputing centers;

Sales focus: Promote the brand-new 800G/1.6T products, which meet the high-speed and high-reliability requirements of AI computing centers and long-distance transmission networks, and provide customized networking solutions and original factory-level technical support.

Access strategy: Complete the FCC certification in the United States and the CE/ROHS certification in the European Union ahead of schedule, connect with the bidding for the "East Data West Computing" project in the Chinese market, and meet the procurement qualification requirements of state-owned enterprises and public institutions.

Growth penetration markets (Southeast Asia, the Middle East, Latin America)

Target customers: Regional communication service providers, medium-sized data center operators, IT departments of small and medium-sized enterprises;

Sales focus: Taking second-hand 400G/800G products as the breakthrough point, highlighting the advantages of "compliance testing + 1-year warranty +30%-50% price difference", and combining the "customs clearance included + free shipping" package to lower the procurement threshold.

Access strategy: Adapt to the import period requirements for second-hand equipment in Southeast Asia (within 5 years), strengthen the agency service for spectrum usage licenses in the Middle East region, and rely on local agents to solve the issue of tariff optimization in the Latin American market.

Potential cultivation markets (Japan, South Korea, Australia)

Target customers: Enterprise-level DCI scene service providers, research institutions, equipment integrators;

Sales focus: Promote the brand-new 400G ZR+ (80-kilometer non-relay transmission) product, emphasize the core technical advantages of Acacia DSP, and provide value-added services such as compatibility testing, installation and commissioning;

Entry strategy: Comply with the strict electromagnetic compatibility standards of Japan and South Korea. Connect with the digital transformation project procurement tender in the Australian market, highlighting the energy-saving and stability indicators of the products.

Iii. Product Portfolio and Pricing Strategy

New product: High-end value type

Main models: 800G QSFP-DD, 1.6T coherent module, 400G ZR+;

Core selling points: Cisco technology origin + 550,000 hours of MTBF+C+L band compatibility + self-developed DSP core, matching the high bandwidth and low latency requirements of AI computing power centers.

Pricing strategy: Based on the original factory's suggested retail price, a 10% discount is offered for bulk purchases (≥50 units), and a 15% discount plus free technical training for ≥100 units. For core customers, an annual framework agreement price lock is provided.

Value-added package: 3-year warranty + free DSP firmware upgrade + customized networking design. The bidding project includes installation, commissioning and after-sales backup machine support.

Second-hand products: High cost-performance type

Main models: 400G ZR+, 800G QSFP-DD (90% new / 80% new);

Core selling points: Original factory standard testing + complete maintenance record traceability + third-party quality inspection report. One-year warranty for non-human-caused faults, and the service life is all controlled within 5 years.

Pricing strategy: Pricing is classified based on the newness rate. A 90% newness rate is 60%-70% of the new machine, and an 80% newness rate is 50%-60% of the new machine. A "trade-in" subsidy is launched (old modules offset 10%-15% of the purchase price).

Compliance Assurance: Complete pre-shipment inspection (CIQ) in advance, provide certificates of origin and end-user certificates, and avoid the risk of import restrictions on "electronic waste".

Iv. Global Sales Channel System

Direct sales channels: Focus on key customers

Team configuration: A dedicated direct sales team of 3 to 5 people will be formed for the core markets (North America, Europe, and China). The team members should have over 3 years of experience in the optical communication industry and be proficient in the local language and procurement process.

Sales actions: Connect with the purchasing departments of top clients, participate in project bidding (prepare complete qualification documents such as business licenses, authorization letters, and commitment letters of no illegal or untrustworthy behavior), provide on-site demonstrations and sample tests, and sign annual framework agreements;

Customer maintenance: Establish a dedicated service group for core customers, respond to their demands 24 hours a day, conduct quarterly follow-ups and push product upgrade information, and provide suggestions for trade-in and expansion solutions.

Agency channels: Covering regional markets

Agent recruitment criteria: Possess local communication equipment sales qualifications, have more than 3 years of customer resources, be able to provide warehousing and localization services, and accept stepped rebate policies.

Rebate policy: 8% rebate for monthly sales ≤ $500,000, 12% rebate for sales between $500,000 and $1,000,000, 15% rebate for sales ≥ $1,000,000 + annual additional rewards.

Support system: Free product training, marketing materials and technical support are provided. We assist agents in connecting with customs clearance resources and share customer inquiry information on the official website.

Online channels: Efficiently convert long-tail customers

Platform layout: Enter Amazon Business, Alibaba International, Madein-China, and optimize keywords (" Acacia 1.6T coherent transceiver ", "Compliant second-hand 400G module");

Operational actions: Release product parameters, quality inspection reports, and customer cases, provide online quotations and immediate consultations, set up a 10% discount coupon for the first order of new customers, and ship online orders within 72 hours.

Digital customer acquisition: LinkedIn targeted decision-makers in the communication industry, YouTube released installation and debugging tutorials, industry forums (Lightwave) shared selection guidelines, and traffic was directed to the official website's consultation channel.

V. Sales Execution and Delivery Assurance

Standardization of the sales process

Inquiry response: Reply to online inquiries within 2 hours and connect with offline inquiries within 4 hours. Provide product parameters, quotation sheets and qualification documents.

2. Requirement Confirmation: Clearly define the customer's application scenarios, purchase quantity, delivery cycle, and qualification requirements, and provide compatibility testing solutions (if necessary);

3. Quotation for the Proposal: Customized quotation sheet (including products, logistics, services, and taxes), complete tender documents for the bidding project (including technical response documents, qualification certificates, and case performance);

4. Contract Signing: Clearly define the trade terms (CIF/DDP/EXW), payment method (30% advance payment + 70% before shipment, letter of credit is supported for large orders), and delivery cycle.

5. Delivery Follow-up: After shipment, provide logistics tracking information, assist customers in customs clearance, arrange technical debugging upon arrival, and confirm acceptance.

6. After-sales follow-up: Visit the usage situation within one week after acceptance, provide maintenance suggestions within three months, and establish customer files.

Logistics and compliance assurance

Logistics cooperation: Strategic partnerships with DHL, FedEx, and Sinotrans. Delivery within 72 hours in core markets and 5-7 working days in growth markets. Multiple options for sea, air, and land transportation are provided.

Compliance control: Dedicated personnel track changes in import policies of various countries, establish a commodity classification verification mechanism for the EUCEDA database, and prevent returns due to coding errors. For second-hand equipment, prepare the scrapping certificate in advance (as required by the Macedonian market), and provide the end-user certificate in sensitive areas.

Risk response: Negotiate tariff optimization plans with local agents in response to tariff fluctuations; We offer backup machine support for logistics delays and provide solutions within 24 hours when customs clearance is blocked.

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Quanbo Tech supply a wide range of other Acacia series . If you have any need or interest, please feel free to send inquiry to Sale@quanbotelecom.com