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. ®

New hybrid storage solutions

More from The Register

next story
Quit drooling, fanbois - haven't you SEEN what the iPhone 6 costs?
How keen will buyers be when exposed to the real price?
Apple Pay is a tidy payday for Apple with 0.15% cut, sources say
Cupertino slurps 15 cents from every $100 purchase
Ex-Autonomy execs: HP's latest wad blows apart fraud allegations
Top bods claim IT titan's latest court filing is smoking gun of 'reckless aggression'
Forget silly privacy worries - help biometrics firms make MILLIONS
Beancounter reckons dabs-scanning tech is the next big moneypit
Elon Musk says Tesla's stock price is too high ... welp, NOT ANY MORE
As Nevada throws the SpaceX supremo a $1.25bn bone
Microsoft's Office Delve wants work to be more like being on Facebook
Office Graph, social features for Office 365 going public
prev story

Whitepapers

Secure remote control for conventional and virtual desktops
Balancing user privacy and privileged access, in accordance with compliance frameworks and legislation. Evaluating any potential remote control choice.
Intelligent flash storage arrays
Tegile Intelligent Storage Arrays with IntelliFlash helps IT boost storage utilization and effciency while delivering unmatched storage savings and performance.
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.
Providing a secure and efficient Helpdesk
A single remote control platform for user support is be key to providing an efficient helpdesk. Retain full control over the way in which screen and keystroke data is transmitted.