Huawei has outlined its channel policies as it launches the commercial business division.
Frenndy Wang, channel development director of Huawei South Africa Enterprise Division, says the company will ensure channel policies are relevant for the local market.
He explains that the company co-operates with seven types of partners to build an ICT ecosystem. They are sales partners, industry partners, industry organisations, investment and financing partners, talent alliances, service and operations partners, and solution partners.
The partner ecosystem is based on three key ideas, he adds.
“The first is in being integrated – we need to work with all of our partners to develop customers together.
“The second is to share the success. We need to stand in your shoes, understand the challenges, enable you and make you successful.
“The third is being fair, just and transparent.”
To achieve these ideals, Wang says it is important that the business is more profitable for partners, that the transaction process is simplified, that enablement is simplified, and the ecosystem is there to work with partners and help them achieve success.
Wang stresses that Huawei does 100% of its business via partners, and the commercial business unit will be enabled though distributors Pinnacle and Mustek.
There are three incentive models: more sales, more capabilities and more opportunities all result in more rebates.
Deal registration is key to the partner programme. Just registering a deal triggers rebates, and a deal registration reward . There is also a sales performance incentive fund of 1% of order value for deals over $20 000. There is a promotion program that offers up to 16% on the fast track.
As incentives, Huawei is offering a Formula One trip to Hungary in 2023 for new logo business; and a Rugby World Cup trip to France for mining and education business, in conjunction with distributor Pinnacle.
Partners also have access to marketing funds for events, advertising and proof of concepts.
Training, enablement and practice are all available to partners. Meanwhile, Huawei continuously invests in the ecosystem and producing new talent and skills for the industry.
The underlying tenet of the Huawei partner programme is to build a transparent, fair and just ecosystem that advocates business integrity, unauthorised sales discipline, authorisation and conflict management, and non-compliance management. Partners are encouraged to submit suggestions and raise issues.
“Huawei is committed to South Africa, to our customers and to our partners. We believe that Huawei, together with our partners, will make this business boom,” Wang says. “We will get together, grow together and win together.”