Feeds

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

Seeks partners to marry comms, apps

Internet Security Threat Report 2014

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. ®

Providing a secure and efficient Helpdesk

More from The Register

next story
Facebook, Apple: LADIES! Why not FREEZE your EGGS? It's on the company!
No biological clockwatching when you work in Silicon Valley
Doctor Who's Flatline: Cool monsters, yes, but utterly limp subplots
We know what the Doctor does, stop going on about it already
'Cowardly, venomous trolls' threatened with TWO-YEAR sentences for menacing posts
UK government: 'Taking a stand against a baying cyber-mob'
Happiness economics is bollocks. Oh, UK.gov just adopted it? Er ...
Opportunity doesn't knock; it costs us instead
Arab States make play for greater government control of the internet
Nerds told to get lost in last-minute power grab bid at UN meeting
Zippy one-liners, broken promises: Doctor Who on the Orient Express
Series finally hits stride, but Clara's U-turn is baffling
Don't bother telling people if you lose their data, say Euro bods
You read that right – with the proviso that it's encrypted
Apple SILENCES Bose, YANKS headphones from stores
The, er, Beats go on after noise-cancelling spat
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.
Why cloud backup?
Combining the latest advancements in disk-based backup with secure, integrated, cloud technologies offer organizations fast and assured recovery of their critical enterprise data.
Win a year’s supply of chocolate
There is no techie angle to this competition so we're not going to pretend there is, but everyone loves chocolate so who cares.
High Performance for All
While HPC is not new, it has traditionally been seen as a specialist area – is it now geared up to meet more mainstream requirements?
Intelligent flash storage arrays
Tegile Intelligent Storage Arrays with IntelliFlash helps IT boost storage utilization and effciency while delivering unmatched storage savings and performance.