The move is a strategic one as it aims at unifying Huawei Enterprise’s channel strategy and positions the business unit amidst a close knit of system integrator (SI) partners across the Middle East who will be entrusted with the mandate to supply ICT infrastructure solutions to end-users in the GCC, Jordan and Lebanese market.
The launch of the partner programme has also coincided with Huawei’s announcement that it has appointed INTC as its regional Master SI partner.
Liu Qi, president, Enterprise Business at Huawei Middle East, says the unveiling of the partner programme and the subsequent appointment of INTC as a Master SI is a clear demonstration of the company’s commitment to channel partners and their future growth potential.
Qi says Huawei has established this programme for the company’s Enterprise partners to offer strong value add which is highly rewarding in the form of tailored products and solutions. “As we grow our market entry with ICT infrastructure solutions in the Middle East, we are also expanding to recruit suitable partners as the channel model is the preferred route for Huawei Enterprise business,” he says.
The announcement is seen by industry experts as Huawei’s next step in broadening its business to become a strong player in the ICT sector as convergence between IT and telecommunications continues to become more distinct. The company is hoping to replicate the success it has enjoyed in the telecommunications sector where it works with the major telecoms service providers globally with its Enterprise Business.
Tarek Jundi, MD and partner at Dubai-based INTC says as the Master SI and GTM partner for Huawei in the Middle East, the company’s focus is on channel development and enablement, business development and technical support. Jundi adds that INTC’s market knowledge and industry experience will contribute immensely to Huawei’s regional channel strategy and development.
Jundi points out that the company has already signed 10 SI partners in the GCC, Jordan and Lebanon market and there will be a few additions in the KSA and UAE soon. “Aside from being a Master SI, INTC will also offer technical support through its Technical Support Centre which has already been established,” he says. “We are enhancing this service and in the new six to nine months, INTC will be able to support all partners remotely from this support centre.”
Dong Wu, GM at Huawei Enterprise Middle East, says the company’s channel strategy for the Middle East region has been divided in three main focus areas namely telecommunications providers, global alliances with other OEM vendors and the SI channel.
Wu adds that partners that join the partner programme will be tiered either as Silver, Gold or Platinum and will be expected to get certified before they can go to market with Huawei’s enterprise solutions. “Although we are launching the partner programme now, details of the various certifications are being readied and will be communicated to partners in early March,” he says.
Wu says certifications will offer partners on the programme to become a Huawei Certified Network Associate or Huawei Certified Network Provider. “It’s important to emphasise that details of the certifications, benefits and how much time partners will be given to get certified will be communicated next month,” he says. “For now, we are delighted that the partner programme has been launched and INTC officially unveiled as our regional Master SI.”
Jundi adds that INTC will partner with leading SIs in the GCC, Lebanon and Jordan as this is where the mandate for this partnership with Huawei covers. He points out that this alliance with Huawei has been designed to bolster Huawei Enterprise partners’ success with the provision of value added services, a full suite of training programmes, certification and service support.
With all these bold channel moves, Wu says Huawei Enterprise Business is targeting a US$400million revenue turnover in the Middle East region for 2011.
Following the launch of its Enterprise Business unit, Chinese telecoms mainstay Huawei has officially unveiled the Huawei Enterprise Partner Programme in the Middle East region.