Huawei kick starts channel partner program

The move aims to bolster growth of its enterprise Business in Hong Kong and Macau.

Huawei, a leading global information and communications technology (ICT) solutions provider, on Tuesday announced the roll-out of its channel partner program at its first Channel Summit in the South East Asia region. Held in Hong Kong, the summit will be a platform for Huawei Enterprise Business Group (“Huawei Enterprise”) to recruit channel partners to fuel future growth of its business in Hong Kong and Macau.

In line with Huawei’s promise of offering leading innovative technologies to enterprises, Huawei Enterprise will deliver its broad product portfolio and solutions to the enterprise market through its channel partner community, made up of VARs, distributors, system integrators and operators. Huawei Enterprise and its channel partners will address the broader enterprise market, as well as focus on vertical segments such as Finance, Government and Education. Solutions will include Huawei Enterprise’s end-to-end enterprise solutions such as campus networks, branch access, IP backbone, Data Center, data communications and video conferencing.

Tiger Lu, Chief Representative, Hong Kong Representative Office of Huawei said: “Huawei’s solid track record in traditional telecommunications infrastructure solutions, our soaring reputation in open-application-based cloud computing and mass storage solutions, and our growing expertise in devices place us in a unique position to provide the best mix of top-notch end-to-end solutions to today’s enterprises. Enterprise business will focus on nurturing an open, interoperable and partner-based ecosystem to ensure long-term and maximum value for our channel partners and enterprise customers.”

“Huawei Enterprise will provide comprehensive product trainings, workshops and certification to help partners fully understand our enterprise business portfolio. Every partner is well briefed on the product portfolio, the installation and configuration as well as encouraged to focus on service delivery. Ultimately, our approach will create a win-win situation for partners and customers, creating more business opportunities for themselves.”

Huawei Enterprise’s initial solutions focus in Hong Kong and Macau is its next-generation teleconferencing solutions, environmentally-friendly switches and enterprise-class routers.

Huawei Enterprise’s channel partners will reap the benefits of being united with a leading global ICT solution provider that is truly committed to its channel partner's long-term growth, and who has a strong local platform to support the business. Huawei Enterprise has a long-term commitment to the Hong Kong and Macau market and will provide support, including sales training, pre-sales, post-sales training and technical assistance to its channel partners, enabling its partners to sell Huawei Enterprise’s products easily and quickly.

Huawei Enterprise’s Channel Partner Program will authorize partners in Hong Kong and Macau to sell its Ethernet switches, routers and video telepresence products. Huawei Enterprise will also work with VARs and systems integrators in a traditionally-structured channel program that offers better rewards for more commitment to Huawei Enterprise. Partners will be categorized based on their volume commitments to Huawei Enterprise, and their technical certifications. They will receive incentives such as discounts, co-branding resources and market development funds from Huawei Enterprise in return. A dedicated Huawei Enterprise sales team will also be in place to assist its partners. Additionally, Huawei Enterprise will roll out partner certifications programs as part of its wider partner program offerings.

As part of the long-term channel development efforts, Huawei Enterprise will also extend its channel training initiatives in Hong Kong and Macau to include the Huawei Certified Data Communications Associate (HCDA), Huawei Certified Data Communications Professional (HCDP) and Huawei Certified Data Communications Expert (HCDE). These certification programs ensure Huawei partners meet the industry standards required to fully engage with the products and solutions. Huawei Enterprise will also share its technical expertise and introduce next generation products and solutions to its channel partners constantly, according to a Huawei report.

In the first half of 2011, Huawei Enterprise’s global contract sales revenue increased by 80 percent compared to the same period last year. The business group is on track to double its global contract sales to USD 4 billion this year as it expands its global market share in the enterprise space and achieves significant growth in strategic markets such as North America and Europe. Huawei Enterprise also plans to reinforce its leadership position in Asia and place strong emphasis on markets such as the Middle East, Russia and Brazil. In the next five years, Huawei Enterprise business group’s sales revenue is expected to reach USD 15 billion, accounting for 20 percent of Huawei’s total global revenues.