Huawei partner ecosystem in Russia: how it works and what are the development plans

Lai Lishun devoted his speech to the strategy for the development of a partner channel in the Russian market. However, he began with a monologue about how important cooperation is right now.

Lai Lishun: If you want to go fast, go alone. If you want to go far, move together. Therefore, we aim to grow together with partners and customers

For us now the moment of truth has come, and we must win. But we can only win together, combining our efforts. There is an old saying: if you want to go fast, go alone. If you want to go far, move together. Therefore, we aim to grow together with partners and customers

Further, Lishun moved on to more pragmatic results of 2019. Since 2016, partner revenue grew by 46%, and GAGR (the combined average annual growth rate) amounted to 48%. The number of active partners increased by 114% - there were slightly more than 200, and now almost 500 companies.

The speaker separately focused on rebates - discounts from the price of goods, which companies provide in the form of a percentage or a certain amount when purchasing large batches of products. Since 2016, the volume of monthly rebates has grown by 58%, and the number of partners who received these discounts has increased to 120 (an increase of 308%).

How the ecosystem of Huawei EBG partners in the Eurasia region is arranged

• Service partners are certified companies that are engaged in customer service.
• Industrial partners. They are building commercial service solutions based on Huawei components.
• Integrator Partners. Promote the products, solutions and services of the company to the market, and also act as intermediaries in their sale.
• Joint Solutions Partners. Develop solutions together with Huawei.
• Training Partners. They provide the exchange of knowledge and skills, conduct training courses, improve competencies and other services for the development of the company's business.
• Financial partners. Provide investment, operational, financial and leasing services to Huawei customers and other partners.
• Social partners. Directly or indirectly help Huawei increase brand awareness.

Lai Lishun: Huawei will focus on integration with partners to avoid competition with partner companies

Lai Lishun named three key principles on which the policy of working with partners, including in Russia, will be built in the coming years. The first is that Huawei focuses on integration with partners. In his opinion, this will avoid competition with partner companies. The second is that the company should share the margin from revenues, this will help in the construction and development of the ecosystem described above. The third principle is that Huawei will continue to support a transparent and simple partner ecosystem.

Thanks to these principles, the company plans to help partners in the Russian market increase joint business by 50% in 2020. This should be helped by both educational projects - such as marketing training programs - and direct financial support such as rebates. In 2019, Huawei spent $2.5 million to support partners in the Russian market, and in 2020 it is planned to invest $5 million.

Huawei also plans to develop a remote training system in the Russian market, which will cover technical specialists and engineers of partner companies. In 2019, the company certified more than 2,500 engineers, with plans for the next 5 years to train another 50,000 specialists.

Finally, Lai Lishun named the key products for promotional programs in Russia in 2020: an intelligent computing platform,, Huawei Atlas servers Taishan storage system OceanStor Dorado V6, equipment for building wireless networks Huawei AirEngine Wi-Fi 6 and a battery system for SmartLi. And uninterruptible power supplies to the one who will sell the most OceanStor Dorado V6, the speaker promised a separate prize.

Lai Lishun: Huawei plans to develop a remote training system in the Russian market that will cover technical specialists and engineers of partner companies

Our goal is to build and develop our own partner ecosystem to enjoy this growth and win together. We will continue to invest in Russia for Russia in order to contribute to the development of the Russian digital economy, Lai Lishun completed his report

Earlier , TAdviser wrote about the results of Huawei's work in 2019, which during the Huawei 2020 partnership conference was summed up by Huawei Enterprise CEO in the Eurasia region Xiao Haijun. The company's revenue reached $124 billion, which is 12% higher than last year. One of the drivers of growth was the company's portfolio of products and solutions for 5G networks .

Video report from the conference

Read also

• Reporting from Partner Conference
• Huawei Russia
• ttop partners in Russia

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Notes