Huawei Enterprise, a leading global information and communications technology (ICT) solutions provider, is poised to host its first regional Partner Summit in Dubai on 19th March 2012, welcoming representatives from various partners from all over the region in the Middle East and Pakistan. The programme will provide partners with a wealth of information and education, giving them the tools to realise ICT’s full potential to transform their customers’ businesses.
Participants will be welcomed by Dong Wu, vice president, Huawei Enterprise, Middle East, and will attend presentations by senior Huawei management on a range of timely topics. They will gain insights into current ICT trends from a presentation by Hasan Sandila, ICT Analyst, IDC MEA. The attendees will have the opportunity to network more informally with their peers as well as receiving an overview of Huawei’s development of its new channel structure for the region.
Dong Wu, vice president, Huawei Enterprise, Middle East, commented: “We believe that if you have a strong relationship with your partners, they will be proactive in communicating on your behalf, differentiating you from the competition and helping end-users gain maximum value from your products. A strong partner has a better bigger picture understanding than you of the local market and what businesses need, and Huawei Enterprise’s partners play an increasingly important role in delivering sustainable market growth for the region. Our channel strategy is to motivate, incentivize and reward partners. We offer generous discounts to partners for attaining key milestones.
I expect that we will have more to learn from the partners attending the summit than they will from us, and I look forward to learning about the latest enterprise trends they see emerging across the region.”
Huawei’s channel partners include distributors, Value Added Partners (VAP) and tier-two resellers, with a growing community of distributors and partners in seven countries across the Middle East region. Huawei Enterprise’s channel strategy in the region is to build strong relationships with a core community of trusted and valued partners, and the Huawei Partner Summit will play a key role in forging the relationships and connections necessary to build the channel programme and drive Huawei Enterprises Business’s regional growth this year.
As well as providing a forum for networking and education, the Partner Summit will see some serious business deals taking place, with Huawei Enterprise expecting to formalise several agreements with new partners and extend agreements with several existing ones. One such new partner is distributor Secureway, a UAE business with a distribution channel covering GCC and Pakistan.
The purpose of the Huawei Enterprise channel programme is to create the channel ecosystem and support the long-term development of Huawei Enterprise through collaboration with partners. Huawei expects participants at the Partner Summit to be representative of its global channel ecosystem, which consists of the following types of partner:
Tier 1 resellers: include distributors and value-added partners (VAPs). These partners purchase products and solutions directly from Huawei and receive support directly.
Tier 2 partners: lower level channel partners who directly purchase products and solutions from tier 1 resellers. Distributors are focused on offering the logistics, service, and channel partner management platforms and provide support to lower-level (tier 2) channel partners.
VAPs are focused on selling integrated end-end solutions to specific regions or industries and work with Huawei to support industry and enterprise customers.
In the enterprise market, Huawei has put in place a product and solution portfolio that spans enterprise network infrastructure, enterprise communications, data centres and industry applications. Additionally, Huawei provides cloud computing data centre solutions and enterprise applications based on cloud computing. It is seeing rapid regional growth in demand for ICT solutions that have the potential to transform businesses from top to bottom, such as cloud computing, and aims to grow its channel partner ecosystem to meet this regional demand.