Huawei’s UK channel director Michael Rae claimed that most of the established vendors are struggling to keep up with changes in IT.
Speaking at Huawei’s 2017 partner conference, Rae said that as cloud and Internet of Things (IoT) adoption accelerates, most outfits are struggling to cope.
He warned his 300 UK partners that they needed to pull their socks up and improve their level of services certification around IoT and cloud. He slammed other vendors who were hoping for a quick fix by bolting on added products for partners to sell.
Many were adapting with an ‘attached’ strategy which involved attaching licenses and new services that partners must sell. This is going to affect your costing and will have a knock-on effect to customers as well.”
Huawei meanwhile is investing in its partner training resources with a new webinar service and recently launched its online training platform Huawei University, which partners can also use to train customers.
Rae said that, unlike other vendors, Hauwei was extremely partner dependent with service revenue split 85 percent in favour of our partners.
That said, Rae admitted that partners were hacked off with Huawei’s sluggish supply chain. He said that the company was improving this. More than 68 percent of deliveries are now being made out of Huawei’s European distribution hubs in the Netherlands and Hungary and carry around 75 percent of Huawei’s enterprise product portfolio.
More investment in this area was coming, along with significant investments in our production facilities from a planning, forecasting and build perspective.
