Suresh Reddy,
VP, Enterprise Business Group,
Huawei
Channel Partners’ at Huawei
At Huawei, channel partnership is a key ingredient to the success of the enterprise business. Huawei aims to build and maintain a harmonious channel ecosystem that enables every partner in achieving sustainable, profitable business growth. The Huawei channel partners act as a platform for sales, logistics, joint solutions, branding, technical service support and training.
The policies of ‘gaining through win-win cooperation’ and ‘open, transparent, stable channels’ have enabled Huawei Enterprise Business to set up a global channel ecosystem that consists of distributors, partners, SIs and Tier 2 channel partners.
Huawei runs a number of channel service certification programs in order to ensure a controlled and consistent channel partnership network. Suresh Reddy, VP, Enterprise Business Group, Huawei says, “My commitment at Huawei includes managing overall Enterprise business in India, strategic planning, marketing, service architecture and channel eco system.Huawei and our partner ecosystem jointly deliver standardized services to our end consumers. This is a crucial function, especially in a business-to-business marketplace, where our partners are the point of contact for the products and solutions we provide.”
The certification program allows Huawei and its partners to jointly provide consistent support experience and improve customer satisfaction. It allows Huawei to leverage partner expertise and to provide a differentiated service to their end user. With this program, partners can collaborate and grow together with Huawei, providing better service to end users.
Building relationships at its core
Huawei believes in transforming customer business challenges into solutions that contribute to long term success for IT deployments through value added partners. The company firmly believes in technology leadership and innovation to provide differentiated value to its customers.
Suresh informs, “We are taking baby steps to do things – FIRST TIME RIGHT from a channel perspective to ensure there is long term commitment between both sides : Huawei and Partners.We are also working on some leap frog initiatives by optimizing our resources and leverage the STRENGHT of the Channel eco system for sustained growth and profitability of the partners.”
Unlike traditional channels, Huawei focuses and selects partners and forge a true relationship engagement. While opportunities are important in business, the company is laying its bets on relationships that will CREATE opportunities rather than running after existing ones.
Suresh comments, “Our channel philosophy is very simple; we intend to work with select partners who are willing to lay their big bets on Huawei in India. We are clear that we will be 100% engaged with these partners with the condition that we will swim together. We believe that we are a true ICT solutions provider, hence products become incidental. Having said that, we will build and create opportunities that will bring forth the true strength of the SI’s and Solutions Partners in not just unearthing / creating an opportunity but capable of executing the same end to end.”
Huawei will also explore bringing its global expertise in building, execution capabilities with its select partners who will benefit from a long term business engagement and add value to its customers.
Going forward…
Huawei as one of the foremost technology vendors owes its global success to the widespread channel it has established across the world. It is with this success at the back of mind, that it aims to replicate the channel ecosystem in the Indian scenario. By tying up with a reliable distribution system, Huawei’s aim is to be poised to better gauge the sentiment in the market by leveraging the expertise of its channel partners.
As a Channel-centered company, Huawei Enterprise expects from channel partnerships to -
• Cooperate to achieve win-win business outcomes and value creation.
• Cooperate to achieve for win-win business outcomes: Establish the channel partner system to support and manage business partners, and create a harmonious environment for business partnerships to ensure long-term benefits for customers, Huawei, and business partners.
• Cooperate for value creation: Encourage business partners to make long-term investments in the market, establish and enhance Huawei’s brand image, and continuously create maximum value for business partners and customers, partners for mutual and long term interests of customers, Huawei and channel partners.
