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By | Paul Kunert 8th March 2012 15:21

Huawei erects channel flag in Europe

Chinese kit-maker wants a slice of the enterprise pie

Huawei Enterprise aims to accredit a large army of foot soldiers after taking the covers off a channel programme and IT pro training camp.

The Chinese manufacturer has added more meat around its expansion plans with the long-awaited, obligatory two-tier dealer framework.

"The channel is a key component to Huawei Enterprise's business growth strategy," said Robert Yang, president of channel sales in a PR blurb.

The firm recruited 700 heads across the region last year, snapping up former Sun exec Simon Culmer as UK veep, former HP channel stalwart Dave Poskett as enterprise channel director and Cisco bigwig Dominique Vanhamme to run Euro channels.

It also bagged two disties in the UK – Micro P and Specialist Distribution Group (SDG) – to spearhead reseller recruitment.

The newly launched framework housing resellers and wholesalers will dish out rebates, marketing development funds and training for sales and techie staff.

Huawei decided keep its programme traditional with first tier distributors and value added partners (VAPs) buying kit directly from the vendor while tier-two dealers are split into Platinum, Gold and Silver levels.

In conjunction with this, the firm is eyeing up the certification of 300,000 professionals by 2015 and wants to get Huawei Authorised Learning Partners (HALP) on board. ®

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