Quanbo Technology specializes in the global sales of second hand and brand new Finisar10G-800G optical transceivers

Quanbo Technology specializes in the global sales of second hand and brand new Finisar10G-800G optical transceivers

I. Core of Sales Strategy and Market Fundamentals

Strategic core positioning

Centered on "Coherent genuine product guarantee + full-rate product matrix + global agile delivery", focusing on Finisar's full product line of 10G/40G/100G/400G/800G, relying on its position as a core supplier of Oracle and its 17% global market share advantage in 800G, We provide global customers with a dual-track solution of "high-end deployment of brand-new equipment + cost-effective expansion of second-hand equipment", build the core competitiveness of "Finisar Global Preferred direct Supplier of optical modules", and highlight four sales highlights: "genuine product traceability, full rate coverage, 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 increase to 30 to 32 million units in 2026. Oracle's $455 billion cloud infrastructure order and the expansion of computing power by CSP vendors such as NVIDIA and Google have created a "tsunami-level" demand. Finisar is accelerating its production expansion. The global production capacity is expected to reach 10 million units in 2026. The supply and demand gap creates an opportunity for sales.

Segmented essential demand: Second-hand Finisar modules, with a price advantage of 30% to 50%, have become a cost-effective choice for small and medium-sized operators, data center expansion, and research institutions. However, there isa significant gap in high-quality supply that complies with traceability.

Technical endorsement: As a core brand under Coherent, Finisar's 800G products are the core configurations of Oracle's data centers. They have advantages in power consumption and integration in the application of silicon optocoupling technology, and are suitable for the high-density deployment requirements of AI supercomputing centers.

Ii. Global Market Segmentation and Sales Priorities

Core profit markets (North America, Europe, China)

Target customers: Global CSP vendors (Oracle, Google, AWS, Meta), top telecom operators (Verizon, Vodafone, China Mobile), supercomputing centers;

Sales focus: Promote the brand-new 400G/800G products, matching the high-speed and high-reliability requirements of AI computing centers and core networks, and provide customized networking solutions and original factory-level technical support. For China's "East Data West Computing" project, the focus is on matching the procurement demands of data center clusters.

Access strategy: Complete the FCC certification in the United States, CE/ROHS certification in the European Union, and CCC certification in China ahead of schedule. Prepare all the Finisar authorization chain certificates and product traceability documents to meet the bidding qualification requirements of leading customers.

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 products of 10G/100G/400G as the breakthrough point, highlighting the core advantages of "original factory standard 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 years requirements for second-hand electronic equipment in Southeast Asia, strengthen spectrum compliance agency services in the Middle East region, and optimize the tariff structure in the Latin American market by relying on local agents to address the pain points of cross-border procurement.

Potential cultivation markets (Japan, South Korea, Australia, India)

Target customers: Enterprise-level DCI scene service providers, research institutions, equipment integrators; The Indian market is focusing on aligning with Google's $15 billion demand for AI data center construction.

Sales focus: Promote brand-new 100G/400G products and cost-effective second-hand 800G products, emphasize the low-power consumption advantage of Finisar silicon photonics technology, and provide value-added services such as compatibility testing, installation and commissioning.

Access strategy: Comply with the electromagnetic compatibility standards of Japan and South Korea and the energy-saving certification requirements of Australia. In the Indian market, rely on local agents to connect with the bidding for data center construction projects.

Iii. Product Portfolio and Pricing Strategy

New product: High-end value type

Main models: 800G QSFP-DD (Oracle Supply Chain core model), 400G FR4/LR4, 100G CWDM4;

Core selling points: Coherent technology from the same source +Finisar original factory testing + silicon optocoupling low-power design + 550,000 hours of MTBF, suitable for high-density deployment requirements of AI supercomputing centers, and can provide Oracle supply chain compatibility proof.

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. Core customers who sign an annual framework agreement can lock in the price for 6 months.

Value-added package: 3-year warranty + free firmware upgrade + customized networking design. The bidding project includes sample testing and on-site debugging services.

Second-hand products: High cost-performance type

Main models: 10G SFP+, 100G CWDM4, 400G FR4 (90% new / 80% new), with a service life controlled within 5 years.

Core selling points: Adhering to Finisar's original factory inspection standards, providing complete repair record traceability + third-party quality inspection reports, one-year warranty for non-human faults, and performance consistency of over 95% with new machines.

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 for new" subsidy is launched (10%-15% of the old Finisar module is deducted from 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: Form a dedicated direct sales team of 3 to 5 people for core markets (North America, Europe, and China). Members must have over 3 years of experience in the optical communication industry, be proficient in local languages, and be familiar with the procurement processes of CSP vendors.

Sales actions: Coordinate with the purchasing departments of core clients such as Oracle and Google, participate in project bidding (with complete qualifications including authorization letters, traceability documents, performance cases, etc.), provide sample testing and on-site demonstrations, and sign annual framework agreements;

Customer Maintenance: Establish a dedicated service group for core customers, respond to their demands 24 hours a day, push information on Finisar's capacity expansion and technological upgrades every quarter, and lock in the procurement share for the next year in advance.

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