Huawei Enterprise Business Channel Strategy

Channel Strategy and Architecture End User

Gold

Silver

Authorized

VAP

Distributor

ICT Products &Solutions

1



Close collaboration with our partners to help enterprise customers enhance business efficiency, organization flexibility, mitigate risk and reduce cost.



Being fully integrated on delivery & services through a 100% indirect channel model.



A stable & clear channel architecture and policy to build a harmonious channel ecosystem.



Customer facing are Gold, silver and Authorized resellers, Value Add partners, Carrier Resale & Global partners

CRP & GP

Four Pillars of Execution

Channel Enablement 

   

Training: sales presales technical Certification Tools, IT/Systems ICT Solutions Partner Portal

Coverage for Business Momentum     

Business Models Quality vs Quantity Secure ROI Value Propositions Engagement Plans

Sales Acceleration     

Technology Adoption Strong R&D SMB game plan Specialized Partners Penetrate and expand

Channel Marketing       

2

Co-Marketing Promotions Business Development Support Indirect model Create awareness Leverage succes Branding

Value Proposition to Channel Partners



3

Alignment with global ICT convergence leader 

Wide portfolio of solutions to drive convergence of ICT



Huawei developed technologies to secure sustainable growth



Bring your business into more product areas



A global technical sales team & service support system



Solid ROI model towards partnership for growth and bottom line



A unique proposition and culture, focus on business results



Recognition for investment, by specialization validation

Channel Program Registration & Certification

Program

Materials & processes

Materials   



Commercial Pre-sales Technical Configuration





 

IT Process & Platform

Partner Portal

Enablement

Deal Registration

Sales & Service Program

Enablement

Channel Marketing

Channel Rules

Training & Certification Class room E-Learning Demo & POC

PRM

4

Channel certification & info mgmt

  

JMF MDF Co-branding

Channel training mgmt





Channel conflict management Channel Incentive Plan

MDF mgmt

Sell-in, sell-out mgmt

Benefits

Commercial System 

A tiered commercial system covering global, region and country levels

Channel performance mgmt

Channel Service Program Huawei Enterprise Services Service Offers

Co-Care

Service Model

Partner Brand Services

Delivery Model

Sold and Delivered by Partners, build on Huawei flexible support fundament

Hi-Care

+

Huawei Brand Services

Resell through partners, delivered by Huawei

Business Partners Partner Values

Growth & Profitability

Simplification

5

Flexibility

Expand & Align

Partner Training & Certification Classroom by Huawei or Huawei Authorized Learning Partner

Sales Presales Technical

Live Virtual Classroom

Sales Presales Technical

eLearning

Sales Presales Technical

International examination services(VUE) 6

Channel Partner Progress in 2013 





300+ tier 1 partners (Disti and VAP) 4000+ tier 2 partners 800+ service partners; 1600+ certified engineers

19

37

5

11

6 14

22

45 Training Centers



80+ HALP (Huawei Authorized Learning Partner)

69

18

36

2

25000+ enabled engineers (face to face& online)



14

4 23 11 12 1

Headquarters

7

Disti + VAP

HUAWEI ENTERPRISE ICT SOLUTIONS A BETTER WAY

Copyright©2014 Huawei Technologies Co., Ltd. All Rights Reserved. The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time without notice.