The Channel logo

News

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. ®

comment icon Read 1 comment on this article alert Send corrections

Opinion

frustration_anger_irritation_annoyance pain

Felipe Costa

Pressure to perform for stock market bearing down on disties
Columns of coins in the cloud

Michael Cote

Anything that simple to use has got to be complex to set up
Internet of Things

Gavin Clarke

This time, Larry's Oracle is going after the networking giants

Features

No email? No CRM? No Daily Mail iPad edition? You need a plan
Sinofsky's hybrid strategy looks dafter than ever
Failure to crack next-gen semiconductors threatens to set back humanity
SMEs get lip service - what they need is dinner at the Club