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FAQ on Channel Policy

1.  What is the principle of Huawei’s channel policy?

The principle of Huawei’s channel policy is “to work and collaborate on a win-win basis.”

Work and collaborate: Maximize the value for Channel Partners and customers by motivating the Channel Partners to explore the market and consolidating Huawei's brand in the enterprise business market.

Win-win basis: Create a healthy ecosystem for channel cooperation development by establishing a channel cooperation system, supporting, and managing Channel Partners for mutual and long-term interests of customers, Huawei, and Channel Partners.

2.  What is the channel structure of the Huawei enterprise business?

Huawei Channel Structure consists of Distributors and Value-Added Partners (VAPs), Gold, Silver, Authorized, and Registered Partners. Huawei will collaborate with partners to create an ecosystem conducive to the development of channel cooperation and to expand the market for mutual benefit.

The detailed structure is shown below:

3.  What are the characteristics of Huawei Channel Partners?

(1) Distributors

Act as the major Partners of Huawei’s Enterprise BG in regional markets and promise to attain the business targets for related products, including targets for the distribution business.

Recruit and manage Tier 2 Partners, achieve coverage for regional markets, and assist Huawei in managing and supporting Tier 2 Partners, including logistics, financing, and pre-sales technical, post-sales technical, and commercial support.

Directly purchase products from Huawei and refrain from directly selling products to end users without Huawei’s prior consent.

Conduct joint marketing activities with Huawei and support the market development of Tier 2 Partners.

Assist Huawei in implementing the channel incentive programs for Tier 2 Partners.

(2) VAPs

Act as the major Partners of Huawei’s Enterprise BG in regional markets and promise to attain business targets for related industries and customers of Huawei’s Enterprise BG.

Assist Huawei in customer development, identify opportunities, enable the admittance of Huawei products, and win key projects.

Develop an industry customer relationship platform and provide technical, solution, and marketing support for Huawei’s products to industry users.

Directly sell products to end users and refrain from selling products to Tier 2 Partners without Huawei’s prior consent.

(3) Gold and Silver Partners

Develop the customer relationship platform in a region/industry and commit to reaching Huawei’s sales revenue target for the region/industry.

Provide pre-sales technical, post-sales technical, and marketing support for Huawei’s products to customers in the region/industry.

Apply to be certified as Gold or Silver Partners for distribution when the distribution business reaches a certain scale in the region.

(4) Authorized Partners

Serve as junior-level Sales Partners that have passed Huawei’s certification.

Provide pre-sales technical, post-sales technical, and marketing support for Huawei’s products to customers in a region/industry.

(5) Registered Partners

Registered Partners are Channel Partners who have successfully registered based on Huawei’s Enterprise Business Group Channel Partner registration process.

Successful registration is a prerequisite for Channel Partners to obtain special pricing for Huawei’s products, solutions, and services.

4.  Why do Resellers choose to join Huawei Channels?

Over the past two decades, Huawei has achieved tremendous success by developing innovative technologies. Through steady growth, Huawei ranks as one of the leading Information and Communications Technology (ICT) vendors in the world.

In 2011, Huawei established the Enterprise Business Group (BG). Backed by Huawei’s strong R&D capabilities and global market footprint, Huawei Enterprise BG offers a broad portfolio of innovative ICT solutions that cater to global vertical industry and enterprise customers across government and public sectors, finance, transportation, energy, and large and Small and Medium Enterprises (SMEs).

Huawei is expanding its ICT market share each year. With the most complete range of product lines and industry solutions, Huawei can efficiently meet the various requirements of enterprise customers and projects. Huawei has developed the Channel Partner Program to explore the market in joint efforts with Partners and to help Partners grow together with Huawei.

5.  What are the benefits of joining the Huawei Channel Partner Program?

Huawei Enterprise BG has developed a range of flexible incentive programs to increase profits for Channel Partners. Huawei provides standard and high-level training programs for employees of Channel Partners to help them improve their technology specialties and sales skills. Huawei provides channel-specific and value-added policies based on the cooperation, contribution, and certification levels of its Partners.

Benefits for Huawei Channel Partners include:

  • Preferential project authorization
  • Support for project operations
  • Training on products and technology, sales strategies, sales skills, management, engineering technology, and commercial orders
  • Products and industrial solutions
  • Sales incentives
  • Credit support
  • Commercial support
  • Support for marketing and branding campaigns
  • Channel policies and business guidance
  • Latest channel updates

6.  What is the incentive mechanism for Huawei Channel Partners?

Huawei has developed a series of sales rebate programs for certified Channel Partners and offers generous rebate incentives based on actual sales performance. In addition, specific and diversified incentive methods are developed for different markets and development stages of the Channel Partner Program in regions, such as sales volume incentives, valued product incentives, deal registration rewards, Joint Marketing Fund (JMF), and others.

7.  What are the requirements for Partners who want to join the Huawei Channel Partner Program?

Requirements for each Partner level in the Channel Partner Program include:

(1) Certification Standards for Distributors

Distributors have sales experience in related products, comprehensive strengths in terms of company capital, employees, logistics, marketing, and technical support, and a strong lower-level channel partner network. Their business scope covers major markets in authorized countries and they have branches in key cities. The specific standards for distributors are as follows:

Business Scale
Have a registered capital of more than USD $2 million or generate annual sales revenue of more than USD $10 million from Huawei’s authorized products.
Authorized Region
Authorized by country
Sales and Technical Capability Requirements
Establish a dedicated Huawei sales team in the region with at least five full-time staff (including two that have passed the Huawei Certified Specialist (HCS)-Sales certification) for taking charge of sales capability support, configuration, and quotation, as well as some pre-sales support for Huawei products.
Have the capability required for Huawei Demo Lab.
Have a profound understanding of the authorized regional market.
Distributors with professional distribution capabilities are preferred.
Enterprise Networking
IT
Unified Communications & Collaboration (UC&C)
Network Energy
Set up a technical support team for enterprise networking products.
Have at least three pre-sales experts that have passed the HCS-Pre-Sales certification.
Have more than three years of sales experience in router- and switch-related fields.
Set up a technical support team for IT products.
Have at least two pre-sales experts that have passed the HCS-Pre-Sales certification.
Have more than three years of sales experience in storage- and server-related fields.
Set up a technical support team for UC&C products.
Have at least two pre-sales experts that have passed the HCS-Pre-Sales certification.
Have more than three years of sales experience in UC&C products and solutions.
Distributors who are able to develop UC&C software and applications are preferred.
Set up a technical support team for enterprise network energy products.
Have at least two pre-sales experts that have passed the HCS-Pre-Sales certification.
Have more than three years of sales experience in fields related to Uninterruptible Power Supply (UPS) and data center infrastructures.
Service Capability Requirements
Have capabilities to provide installation and maintenance services for related products.
Have capabilities to provide spare parts services for distribution products. 
Have at least four engineers that have passed Huawei’s career certification — including one Huawei Certified Network Professional (HCNP).
Have capabilities to provide spare parts services for distribution products.
Have at least two engineers that have passed Huawei’s career certification.
Have at least two engineers that have passed Huawei’s career certification.
Pass the Certified Service Partner (CSP) certification within six months.
Have capabilities to provide spare parts services for distribution products.
Have at least two post-sales engineers that have passed the Huawei Partner Specialization on network energy.
Requirements for the Capability to Support Tier 2 Partners
Have at least 150 Tier 2 partners that resell related products.
Have the ability to provide a credit term for Tier 2 partners.
Have customs clearance and logistics capabilities in the region; distributors with warehousing capabilities in the bonded areas are preferred.
Branches: Meet the requirements for effective market coverage in authorized countries.

(2) Certification Standards for Value-Added Partners (VAPs)

VAPs have comprehensive strengths in terms of company capital and employees, strong sales capabilities in the related industry or customer fields, and strong capabilities for system integration, industry consulting, and technical services. The specific standards for VAPs are as follows:

Business Scale

Have a registered capital of more than USD $1 million, or generate annual sales revenue of more than USD $5 million from Huawei’s related products.

Industry and Customer Coverage Requirements

Have good coverage, sales capabilities, and influence in related industries and among related customers.
Have a full-time marketing team specific to related industries and customers.
Have successful experience in key projects in the related industry or customer fields and take a leading position in these projects.
VAPs that are shortlisted by key customers are preferred.

Sales and Technical Capability Requirements

Have an in-depth understanding of related industry and customer requirements and have comprehensive solution capabilities.
Have a technical support team and sales team for the related products, including at least one pre-sales expert that has passed the HCS-Pre-Sales certification and one sales expert that has passed the HCS-Sales certification.
Commit to undertake Huawei’s sales targets and effectively motivate the sales team to attain the targets.
VAPs with the capability required for Huawei Demo Lab are preferred.

Service Capability Requirements

Have capabilities to provide installation and maintenance services for Huawei products.
Have at least two engineers that have passed the Huawei Certified Internetwork Expert (HCIE) career certification.
For sales of energy and infrastructure products, have at least two post-sales engineers that have passed the Huawei Partner Specialization on network energy.

(3) Certification Standards for Tier 2 Partners

Category
Gold Partner
Silver Partner
Authorized Partner
Business Scale
Generate annual sales revenue of more than USD $2 million from Huawei’s related products.
Generate annual sales revenue of more than USD $1 million from Huawei’s related products.
Generate annual sales revenue of more than USD $500,000 from Huawei’s related products.
Authorized Region
Designated region
Designated region
Designated region
Sales, Technical, and Service Capability Requirements
Take a high position in the industry or region.
Have strong solution integration capabilities.
Assign dedicated personnel to undertake Huawei’s sales targets and effectively motivate the sales team to attain those targets, including at least one sales expert that has passed the HCS-Sales certification or one pre-sales expert that has passed the HCS-Pre-Sales certification.
Have capabilities to provide installation and maintenance services for Huawei products, and have at least one engineer that has passed Huawei’s career certification.
Have strong customer development capabilities.
Have some solution integration capabilities.
Have at least one sales expert that has passed the HCS-Sales certification.
Have capabilities to provide installation services for Huawei’s products.
Have some sales experience in related products.

8.  What are the sales strategies of Huawei in the enterprise market? Does Huawei Enterprise Business Group (EBG) use a direct sales approach in the enterprise market?

Huawei relies on Channel Partners to sell products and solutions to end users in the enterprise market. Huawei is committed to developing an open, win-win channel ecosystem to bring more value to Channel Partners and end users. Huawei also develops a shortlist of customers (Named Accounts/NA) for its high-touch sales model. Huawei Account Managers are responsible for directly communicating with customers and top management of Channel Partners, managing customer relationships, and receiving Purchase Orders (POs) issued by customers through Channel Partners. Unless a special approval is obtained under special circumstances, Huawei EBG does not directly sell products to end customers.

9.  What products can Huawei Partners sell?

Huawei Channel Partners can sell a full range of Huawei products within their authorization. In line with our strategy, we offer a broad portfolio of innovative ICT solutions that cater to global vertical industry and enterprise customers across government and public sectors, finance, transportation, energy, and large and Small and Medium Enterprises (SMEs). Our portfolio covers enterprise networking, Unified Communications & Collaboration (UC&C), cloud computing and data centers, enterprise wireless, network energy and infrastructure services. Looking ahead, Huawei is committed to serving as the most innovative and optimal ICT technology partner for global enterprises, accelerating their ICT development and improving their operational efficiency.

10.  When will a Huawei certificate expire?

The certification and authorization of Channel Partners are based on calendar years. In principle, the validity period of an agreement shall not exceed two years and the expiry date is December 31 of the current or following year.

11.  What marketing support can Channel Partners receive from Huawei?

Huawei provides marketing support to Channel Partners to help them better explore the market and enhance overall awareness of the Huawei brand in the enterprise market.

Huawei provides the Joint Marketing Fund (JMF) to Channel Partners based on their marketing action plans and completion of sales targets. At the same time, Huawei offers the Partner Development Fund (PDF) to support marketing campaigns carried out by Channel Partners for Huawei. In addition, Huawei provides Channel Partners with marketing support in various forms, including channel branding collateral, website, advertising, and other marketing activities.

12.  What kind of product support can Channel Partners receive from Huawei?

Huawei has abundant product documentation and strong technical support capabilities and is committed to supporting partners as they explore the market in a more efficient way, and bring more value to channel partners and end users. Huawei provides pre- and post-sales training on products and solutions to Channel Partners based on their requirements, improving their integration capabilities in products and solutions. In addition, Huawei provides appropriate product sales materials as well as technical support for actual project operations.

13.  What is Huawei’s training and certification system?

Huawei certification is divided into individual-oriented career certification and partner-oriented specialization certification. Horizontally, individual-oriented career certification covers 10 technical fields, including the routers, switches, security, and wireless. There are three vertical certification levels in each technical field: Associate (A), Professional (P), and Expert (E). Partner-oriented specialist certification covers 10 directions, including IP network, storage, transmission. The five certification categories in each direction by position include sales, pre-sales, solution, field, and customization specialist.

In each technical field, training courses cover Levels A and P in individual-oriented career certification and the three levels in Partner-oriented specialist certification. Huawei Authorized Learning Partners (HALPs) conduct Huawei training and certification.

Please refer to the link for searching the HALP:

http://support.huawei.com/learning/NavigationAction!createNavi#navi%5Bid%5D=_trainingsearch&params%5Btab%5D=tab_org

Please refer to the link for searching the individual-oriented tests:

http://www7.pearsonvue.com/Dispatcher?webApp=ExamList&webContext=CandidateSite&cid=731;

Please click the following links for the detailed information about Huawei training and certification.

Huawei certification:

http://support.huawei.com/learning/NavigationAction!createNavi#navi%5Bid%5D=CERTIFICATE

Huawei training:

http://support.huawei.com/learning/NavigationAction!createNavi#navi%5Bid%5D=_trainingsearch&navi%5Bt%5D=1360294839765&params%5Btab%5D=tab_prj

14.  What are the service strategies of the Huawei enterprise business? What service support can Channel Partners receive?

Huawei prefers to engage Partners using a joint services model to provide end-to-end services through the Partner Brand Services model. In the Partner Brand Services model, Huawei offers Co-Care Services, which include L3 Technical Support services and Spare Parts services, enabling the partner to package their own services solution for end-to-end service provisioning to end users. As such, Partner Brand Services are sold and delivered by service partners, while Huawei will provide back-to-back support to service partners.

To maximize Partner support and customer satisfaction, Huawei also offers Hi-Care Services in the Huawei Brand Services model in any of the following conditions to the end user:

Incumbent partners without services capabilities

Customers that require Huawei to provide services

15.  Is Huawei’s channel business supported by any IT system?

Yes. The IT systems closely related to channel partners include eChannel, UniSTAR SCT, and the official Huawei EBG website.

eChannel (http://echannel.huawei.com/) is the Huawei EBG global IT platform, which supports E2E sales operation and covers businesses such as channel management, special pricing, contract/PO, and pipe management.

UniSTAR SCT (http://app.huawei.com/unistar/sct) is a quick, smart, and simple online configuration and quotation tool.

In addition, partners can simply access the Huawei EBG official website (http://enterprise.huawei.com/en/partners/) for all kinds of support and business, as our IT systems have been merged to a Uni-Portal. The PARTNERS column is an information platform with various business options (Become a Partner, Order, Marketing, Support) to meet Channel Partner requirements.

16.  How can you become a Huawei Channel Partner?

Please enter the PARTNERS column of Huawei EBG Official Website (http://enterprise.huawei.com/en/partners/), click Become a Partner, and follow the three steps indicated:

Channel Partner Policy: Learn about the Huawei Channel Program and service information.

Channel Partner Registration: Register your company following the Registration Guidelines. After you have registered successfully, Huawei Channel Managers will contact you for detailed negotiations.

Channel Partner Certification and Specialization: After your negotiation with Huawei channel managers, apply for certification or specialization. When the certification process is completed, you will be an official Huawei Partner; however, Tier 1 Partners must sign an agreement offline with Huawei to finalize the process. Huawei Channel Managers will provide an agreement template and lead you through negotiations.

17.  How can I find more information about the Huawei Partner program?

For more information about the Huawei Partner program, please contact Huawei’s local channel team or visit and register at the official website: http://enterprise.huawei.com/en/partners/index.htm.

For questions or requirement information, please send an email to enterprise_channel@huawei.com.