Huawei picks Simms International for the enterprise market

Chinese communications vendor teams up with its first IT distributor for the enterprise space

Chinese communications vendor, Huawei, has appointed Simms International as a distributor for its enterprise product range.

The distributor has a long-term relationship with a number of vendors such as Apple and has expertise in a range of markets including audio-visual, mobile computing, virtualisation and networking.

Huawei and Simms’ partnership was nine months in the making. The three-year agreement is not exclusive but both parties were looking to break into the enterprise market in Australia, which made them a perfect match, Huawei spokesperson, Luke Coleman, said.

The vendor’s enterprise division will officially launch later this year.

“It is very left-field; there is no doubt about it,” Simms CEO, Danny Moore, told ARN. “But the work we’ve done and our track record in building marketshare for new vendors is where Huawei found the relationship with Simms to be its greatest benefit.”

Products will be released to Simms in three phases with the initial stage involving routing and LAN switching, storage and unified communications products from Huawei.

The second stage will see the distributor pick up the network security, IP microwave and wavelength-division multiplexing (WDM) products. The final stage contains Huawei blade servers, cloud solutions, storage, radio access technology such as WiMAX and contact centre products.

Huawei and its new distributor will jointly invest in developing a new training and certification program from scratch, something Moore was very pleased about.

“We can work side-by-side to build resources, a channel model, accreditation programs and get them all right from the word go to give our reseller partners a very strong alternative to the incumbent,” he said. “This is all very exciting.

Cisco is currently the dominant player in the enterprise space.

Having driven significant growth in its consumer division, Huawei is aiming to make its enterprise business a success globally and locally.

“There is a lot of hope, on a global level, that enterprise will really be a way for Huawei to not only grow but spread into new markets,” Coleman said.

“All of these products from Huawei have not been seen in Australia before and there is a huge amount of investments going into them so I think the growth you will see in Australia will no doubt be reflected globally for Huawei.”

While this agreement is specific to Huawei enterprise products, Simms has not ruled out taking on the vendor’s range from its other divisions, including consumer and infrastructure.

“It’d be easy for us to go in there and say ‘right, let’s do it all’ but what we are trying to do is pick a focus first,” Moore said. “The enterprise space is a significant driver for us and it is also for Huawei so let’s stay there first, get it right and make it a success first so we don’t spread ourselves out too thinly.”

Simms will embark on a staff and recruitment drive in July specifically to cater for its partnership with Huawei. The distributor is on the hunt for resellers with a strong focus in the enterprise market.