business update & partner value - huawei
TRANSCRIPT
Business Update &
Partner Value
Paul Richardson
Channel Manager - EBG
Steady Growth in 2016
EBG Revenue Growth (YoY)
2011 2012 2013 2014 2015 2016
+47.3%
9.16 11.53
15.26
19.2
27.6
40.7 CNY Billion
Huawei Enterprise Business: Maintaining Rapid Growth
3
Rapid Increase in Partner Sales Revenue
Revenue bracket
Partners in bracket
2016
>=10M 68
>=5M 156
≥1M 732
+30%
+41%
+43%
2012 2013 2014 2015 2016
Channel Sales Non-Channel Sales Unit: USD
$4.43B
76%
64%
+48%
Building out the Ecosystem
400+
12,000+
2,100+
46,000+
channel partners
solution partners
service partners
certified engineers
Expanding Network of Talents and Partners in an Emerging
Ecosystem
China: 6000+ Europe: 2000+ Asia Pacific:2000+
Established global cooperation with nearly 100 partners
…
Becoming Partner of Choice with Leading Players
Technology
Business
Convergence
Customers
Huawei Partners
Community of shared
interest
Build industry insights
Explore business models
Rework
infrastructure
Develop industry applications
Inf inite possibi l i t ies ahead of us
Seeking Synergy for the Digital Transformation
Vertical Industry focus
Huawei Partners Ecosystem
Open, Cooperative, Win-win
Huawei: open, elastic, flexible and secure platform
Resources & Utilities Transportation
Education MSP / ISP
Supporting a Transparent, Fair, Just Ecosystem
Complaints to [email protected] or [email protected]
BCG
violation
discipline
Unauthorised
sales
discipline
Authorisation
& conflict
management
Non-
compliance
management
Partner Programs
Huawei Key Channel Programs
Partner Incentive Programs
• Based on Partner category up to 8% discount
Deal Registration
• Protect Partner’s presales investments
• Successful deal registration for Non-Named Account
Channel Training Club
For each training session you attend you can earn maximum of AUD150 Myer Voucher
Product Programs
• Aggressive Demo product discount up to 80% off
• Product Promotions
350+ M USD in 2017
230+M USD in 2016
Increased Investment
Sales + Solution + Service Huawei Partner University
platform
Precise, practical
delivery capability
920
1584
2050
2015 2016 2017
No. of HCIEs awarded No. of certified engineers
30000
46000
58000
2015 2016 2017
1
3 2
Certifications
Product
Carrier grade
End to end range
Strong Margin
Support
Generous Rebate
Price to meet the market
Skilled team
Competition
Fewer Partners
Huawei doesn’t compete
Point of differentiation
Why Huawei – what are the benefits?
Voice of the Partner
James Howell
CEO – Professional Data Kinetics
THANK YOU
Copyright©2017 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.