Huawei shakes up channel program

Huawei shakes up channel program

Updates to partner incentives and certification to accompany new distribution agreements

Leo Lynch and the Huawei channel team

Leo Lynch and the Huawei channel team

Huawei has increased its focus on the Australian channel with updates to its partner program to coincide with the appointment of two new distributors.

Huawei Australia channel sales director, Leo Lynch, told ARN, the program had matured in the last 14 months since bringing on distributors Synnex, iCITA, and more recently, Madison Technologies and CertaOne .

“Now that we have our distributors in place and are bringing on more to broaden our portfolio, we have more to offer the partners,” he said.

“To support that, we are now bringing out programs and promotions to incentivise the partner community.”

Lynch went on to detail the five key elements of the channel program and how it differs from the past.

The first was incentives. Lynch said the vendor was now giving incentives to its gold tier partners that were previously only available to distributors.

“Those incentives will be based on completing certifications and dollar commitment to targets,” he added.

The second key component is Huawei’s new Star program. Targeted at partners who sell in excess of $US5,000 of product, the program rewards sales professionals within partner organisations with smartphones as personal rewards, available for the first 30 partners.

“We are giving out more than 15 phones over the next few days to partners for the work they did in Q4,” Lynch added.

Sales professionals in the Huawei partner ecosystem who deliver three continuous purchase orders that are in excess of $US 200,000 will receive a $US5000 travel voucher.

Lynch said some partners intended to use this money to fund trips to Huawei sites in China.

The third part of the program reforms is the elite program. This is a scheme where the vendor rewards points to individuals that meet sales, certification and project management targets.

“Its for pre and post sales. Each individual can earn up to $10,000 each through the program.

Huawei also offers training and certification programs free of charge to those registered with the partner network.

“If they take the exam and pass, we will typically pay for that as well,” Lynch explained.

The fourth element, which has been in place previously, is deal registration.

“Deal registration is critical for us. Particularly when you are growing, it is a way for partners who have not dealt with us before to register deals and make sure they are protected."

The fifth part of the program is Huawei’s demonstration initiative where partners can receive up to a 90 per cent discount on product for demonstrations at potential client sites.

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