Chinese megalith courts resellers

Chinese telecoms giant, Huawei, was at Sandown Park Convergence Summit South to make its presence known to the channel. The company is in the process of signing with three UK IT distributors to enable resellers access to its vast portfolio.

Initial product areas to be made available to UK partners include telepresence, core networking and unified communications. To come in 2012 are servers, blades and storage.

David Poskett, channel director at Huawei, said: “We have a five year plan to grow our business significantly in the UK and Europe. That is a core part of our messaging here at the show. We are demonstrating our presence, strategy and intent here at Convergence Summit South, and taking feedback from the channel, listening to them and building on that to create a strategy we can continue to evolve.”

He continued: “We will have no channel conflict, as everything will be transacted through the channel. We are recruiting resellers now, particularly niche resellers with some sort of expertise in a vertical. We are looking to build their skills and solutions into the Huawei portfolio for specific opportunities, and reward them accordingly.”

From a strategy point of view, Huawei intends to differentiate itself on its technology. The company has over 100,000 employees, with around 50,000 of those directly involved in research and development. “We are competitively priced, easy to do business with, and flexible,” said Poskett.

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