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Huawei guns for device market through the retailers, carriers

Huawei guns for device market through the retailers, carriers

Distributors unlikely to get a look-in, with vendor to target telepresence as a value-add

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TV host, Maude Garrett, holding a Huawei smartphone.

TV host, Maude Garrett, holding a Huawei smartphone.

China-based vendor, Huawei, has begun its push to sell mobile computers and handsets in Australia and plans to do so via the channel and telco carriers.

Its products were showcased to the media in Sydney and include a range of smart phones, 3G mobile broadband dongles and hand-held tablet computers. The vendor is also planning to start pushing end-to-end telepresence solutions.

According to Huawei head of devices, Alex Huang, most of the handsets being brought to market in Australia were aimed at consumers and not the corporate market.

“Mainly in Australia I think we’ll cooperate through carriers,” he said. “We are not going to face the consumers directly.”

But the vendor’s chief marketing officer, Victor Xu, said some products would be mainly sold through the channel. However, he said this would be done predominately with major national retailers and not distributors.

“Normally when we go to market we do so with telco operators,” he said. “Because we are expanding our business portfolio, we are also expanding our market model to include things like channel distribution.

“The products are mainly sold through the telco retail shops, but we are open to cooperating with others…these products sell really well in Japan.”

Xu said his company’s main strategies for breaking into the tough Australian smart phone and mobile computing accessories markets were a close partnership with search giant, Google, and balancing fast performance with low pricing.

“Our strategy is to focus on Android-powered smartphones,” he said. “We are trying to unify all our platforms with Android. We occupy a high position in the ecosystem of Google and we can provide the latest versions…and our own applications, services and upgrades.

“We can provide additional value and affordable devices.”

Despite Google’s recent fallout with the Chinese Government over alleged state-based hacking of its users, Xu insisted Huawei was a company and that the tech giant’s problems with his country would not affect business.

The vendor also said it would push strongly into the Australian telepresence market by offering it as a complete end-to-end solution that bundled conferencing is as part of its networking offering.

“We’ll use our traditionally good relationship and understanding of complicated networks. It’s very important to do so to optimise the user experience of video communications,” he said.

Huang confirmed governments in Australia had purchased and were using Huawei’s telepresence solution, but said he was unable to provide names.

“By the end of this year we will see our conferencing solutions burst out in the Australian market,” he said. “Universities need to provide education over the Internet, so that is also an opportunity.”


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