Huawei Australia solutions architect, Paul Cooney, says newly unveiled solutions such as its Business-driven ICT Infrastructure (BDII), and Agile Network 3.0 Architecture comprising a new operating system, LiteOS, Agile IoT gateway and Agile Controller, will be disruptors in the Australian market.
He told ARN in an exclusive interview at the recent Huawei Network Congress 2015 event the company hosted in Beijing, China, that the local channel has many opportunities arising from the announcements.
“Across the stack – from storage to compute, routers, switches, everything interoperates because it’s all designed by the same people. That means horizontally and vertically, it gives us a massive advantage,” he said.
According to Cooney, the solutions provide a playing field for its channel. And it’s one that is supported by open protocols, investment, thought leadership, and a broad infrastructure, meaning that companies can tailor the solutions to meet customer needs.
“We’ve got these end-to-end solutions that are quite the game-changer. And with these solutions, our target for Australia is to build up on our channel base. It’s more about having quality partners rather than increasing the number of them,” he added.
How Huawei intends to do that is by picking out channel partners in specific verticals that it is interested in within Australia, Cooney claimed. They include the education and healthcare sectors.
“We intend to penetrate such markets by educating and training our partners on these end-to-end software defined solutions. Also, our relationship with Puppet Labs lets our partners have an app-centric approach during deployment,” he said.
Cooney also said the company will target the mid-market sector in Australia with the solutions as these businesses aren’t able to afford massive amounts of software development and lack the specialist skills to set-up an end-to-end Cloud environment and simplify maintenance by themselves.
“They’ve got to rely on their partners and their managed service providers, which are businesses like Brennan IT and ICITA in Australia. Hence we’re going to continue to develop our partners like Brennan IT and ICITA and give them the capabilities to grow their customer base,” he claimed.
Cooney added that in the next five years, the company’s focus will be on providing the pipes into the Cloud, simplifying their future transitions without having to lock them in with specific vendors.
“It gives our customers more choice, and in Australia that choice is absolutely important. We intend to service our customers as well as we possibly can and we ant to grow with our partners too,” he concluded.