Feeds

Huawei enterprise to be 100% channel 'in 3-5 years

Seeks partners to marry comms, apps

Secure remote control for conventional and virtual desktops

Huawei's year-old enterprise division wants to put all of its business through the channel in three to five years, according to Jeff Hwong, the company's regional sales director for Southern Pacific Enterprise Business.

Huawei created the division to flesh out its business, which also deals direct with telcos and offers consumer-oriented products. Adding an enterprise business, Hwong said, makes sense as a growth strategy. Scaling down products engineered for telcos and their demanding environments is also a nicer position to be in than scaling them up for the enterprise.

While communications is the enterprise division's core, it has also swallowed the security, storage and server business formed by the Huawei/Symantec joint venture. That broad product portfolio means the company feels it has a lot to offer prospective partners.

It will not, however, insist on sales of its whole stack. Instead, the company is keen to partner with application vendors and specialist distributors and resellers in industries where a communications component is an important part of any solution.

A deal in Australia with an organisation called Telehealth Networks is illustrative of that approach, as it involves remote medical consultations using telepresence plus local networking with wired medical instruments like eletronic stethoscopes.

If Huawei is able to sell servers, storage and security appliances in this kind of arrangement it will happily do so, but Hwong was careful to say the company has no ambition to compete with integrated computing and storage stacks and will instead pursue this industry-centric model.

The Enterprise division's progress towards a 100 per cent channel model is at different stages around the world, Hwong said, but its model will see it recruit Master distributors, value-added distributors, industry-specific value-added partners plus more general resellers.

New partners won't be let loose on clients alone: Hwong said Huawei Enterprise has a “high touch plus value” approach whereby it does the initial heavy lifting and customer engagement, then brings partners in for execution. ®

Secure remote control for conventional and virtual desktops

More from The Register

next story
The 'fun-nification' of computer education – good idea?
Compulsory code schools, luvvies love it, but what about Maths and Physics?
Facebook, Apple: LADIES! Why not FREEZE your EGGS? It's on the company!
No biological clockwatching when you work in Silicon Valley
Happiness economics is bollocks. Oh, UK.gov just adopted it? Er ...
Opportunity doesn't knock; it costs us instead
Ex-US Navy fighter pilot MIT prof: Drones beat humans - I should know
'Missy' Cummings on UAVs, smartcars and dying from boredom
Yes, yes, Steve Jobs. Look what I'VE done for you lately – Tim Cook
New iPhone biz baron points to Apple's (his) greatest successes
Lords take revenge on REVENGE PORN publishers
Jilted Johns and Jennies with busy fingers face two years inside
Sysadmin with EBOLA? Gartner's issued advice to debug your biz
Start hoarding cleaning supplies, analyst firm says, and assume your team will scatter
Doctor Who's Flatline: Cool monsters, yes, but utterly limp subplots
We know what the Doctor does, stop going on about it already
prev story

Whitepapers

Forging a new future with identity relationship management
Learn about ForgeRock's next generation IRM platform and how it is designed to empower CEOS's and enterprises to engage with consumers.
Cloud and hybrid-cloud data protection for VMware
Learn how quick and easy it is to configure backups and perform restores for VMware environments.
Three 1TB solid state scorchers up for grabs
Big SSDs can be expensive but think big and think free because you could be the lucky winner of one of three 1TB Samsung SSD 840 EVO drives that we’re giving away worth over £300 apiece.
Reg Reader Research: SaaS based Email and Office Productivity Tools
Read this Reg reader report which provides advice and guidance for SMBs towards the use of SaaS based email and Office productivity tools.
Security for virtualized datacentres
Legacy security solutions are inefficient due to the architectural differences between physical and virtual environments.