Huawei bets on SMB segment

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Huawei bets on SMB segment
Huawei's main strategy at Gitex was centred on the Internet of Things. - Supplied photo

Dubai - Company keen to cover full market, sees lots of potential on lower end.

By Abdul Basit

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Published: Sun 25 Oct 2015, 12:00 AM

Last updated: Sun 25 Oct 2015, 2:00 AM

Huawei sees huge growth potential in the Middle East's small businesses segment through its wide range of connectivity solutions to end users, according to a top official of the company.
At the recently-concluded Gitex Technology Week, Huawei focused on enterprise solutions for SMBs.
"Previously, our focus was mid-market and high-market, including government clients and oil and gas companies. Now we are trying to sell to smaller market sizes and customer sizes," Hany Hussein, channel vice-president for Huawei Enterprise Middle East, told Khaleej Times in an interview.
Explaining the reason, Hussein said: "We need to cover the full market. We see a lot of potential on lower end. This is not possible with people who are very experienced in retail."
In this regard, Huawei signed a joint MoU at Gitex with Gulf Applications (Gapp) as an authorised distributor and Sale Advanced as its authorised reseller in Saudi Arabia.
The MoU outlines how both partners will offer Huawei's wide range of connectivity solutions to the end users in the SME and commercial business sector in addition to offering post-sales professional services and support.
As authorised partners, Gapp and Sale Advanced will have access to the latest sales tools and knowledge from Huawei's dedicated channel development team, which will empower them to offer tailored solutions for their clients across Saudi Arabia. Both partners will be showcasing Huawei's product portfolio of connectivity technologies such as its SMB solution router, switches, Wi-Fi solutions, IPT, CCTV and video conferencing services.
Hussein said: "Both Gapp and Sale Advanced are great additions to our channel partner network due to their excellent track records of delivering cutting-edge ICT solutions to firms in Saudi Arabia."
Huawei is dedicated to offering its partners the right tools, training and expertise that will empower them to grow the company's ICT offering in the region and help shape the Saudi Arabian enterprise landscape, driving further adoption of innovative emerging technology.
"That's the starting point and we also have an agreement that if we succeed in this initiative we will expand it to other parts of the region with the same partners," he said.
Talking about challenges to build relations with channel partners, he said: "We are trying to build channels in different ways. I am working to get right partners, which are loyal to us. I don't want partner by deal. I want long-term relationship. Building a channel is not overnight job, it takes a lot of works, resources and investments."
Huawei used Gitex as a platform to showcase its wide range of technology products. The company believes that its ICT solutions can help accelerate industry digital transformation - creating new value and extended benefits for organisations.
This year Huawei's main strategy was IoT, which is also Gitex's theme. It also showcased smart city solutions.
With its smart cities and IoT expertise firmly rooted in the development of innovative ICT infrastructure, Huawei revealed a host of new IoT services that will create a better-connected world for citizens - specifically a safety and security solution for connected transportation.
As part of Huawei's strategy to drive increased agility and impact bottom line within the enterprise market, the ICT vendor also unveiled a series of new additions to its solutions portfolio, coupled with live demonstrations and interactive case studies offering strategic guidance to governments and businesses on how to best approach developing an IoT-wide infrastructure.

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