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Posted by Tirthankar Sen on May 17, 2013
I was encouraged to see that Huawei had a proper track session on its channel strategy during its 10th Global analyst summit in Shenzhen. The track is another sign that the company’s enterprise division is maturing and taking the right steps to expand its activities in China as well as globally.
In 2012, Huawei recruited 1,289 distributors, VAPs, and tier 2 channel partners to reach around 3,789 worldwide, which represents growth of 52% in China, Europe, and 26 other key countries globally. Huawei’s enterprise share of channel sales was around 55% (excludes Operator resale) of its total revenue in 2012, a 32% revenue growth through channels from 2011. Huawei is also starting to build its services and software ecosystems with 700 authorized service partners and 200 ISVs.
Overall, three key things that stood out to me about Huawei’s partner programs are:
Overall, Huawei’s partner strategy is evolving in the right direction. However, it will need to continuously look beyond its strengths in China and learn the local culture and partner ecosystems of each country in order to make further gains. A strong focus on investing in local skills and continued effort to elevate process openness and transparency will be key areas I’ll check back in on in 2014.
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