Huawei and Sydney-based distributor, iCITA have revealed details of their channel play aimed at carving out a niche in the Australian datacentre market.
In January, Huawei named iCITA and Synnex as its distribution partners for the local market. While Synnex will distribute large volumes of IT products across Australia, iCITA will provide channel partners with design consultancy and datacentre infrastructure services. That much was already known.
This week, the two companies revealed further details of their play. On Thursday, iCITA and Huawei held their first event, a cruise on Sydney Harbour, to introduce prospective reseller partners to Huawei’s Oceanstor product family of storage equipment.
Huawei channel sales director, Leo Lynch, told ARN that the Chinese firm was committed to being 100 per cent channel.
“We are looking for partners that want to invest in a challenger, disruptive brand. We are not an incumbent brand, we are a push brand.”
“We are very much dependent on the channel. We don’t have a lot of marketing dollars to spend on pull, so we don’t have that legacy.”
“We’re looking to challenge the status quo and for partners to get a margin from not just selling the product but supporting the product as well.”
While Huawei had with a global net profit in excess of $5 billion in 2014, in the storage space the firm currently has a relatively small local market share.
iCITA is a relatively new firm, part distributor/part consultants and the two companies share a vision of how to approach the market.
Starting as a Huawei managed services customer offering datacentre space, the firm saw an opportunity to distribute the products it had been deploying in its own datacentre environments.
iCITA chief executive, Damien Stephens, said it had traditionally provided Huawei as-a-service to the channel and decided to partner with the vendor to service that portfolio of products.
“Originally it was an infrastructure-as-a-service [IaaS] play for managed service providers [MSPs], we were providing a consultancy to help companies trying to build their own Cloud," he said.
“From working with Huawei, we saw that its extensive portfolio meant that we could partner with one vendor and cover the whole datacentre. It’s a one-stop shop.
“The type deployments we are doing, they are all very specialist projects. So they fitted very well with our model.”
iCITA uses colocated datacentre space within Equinix and its own facility on the central coast of NSW.