Connect with us

News

EYEING PARTNER LED GROWTH

Published

on

Updated : August 3, 2014 0:0  ,Dubai
By Editor

Huawei is committed to partner enablement and profitability as its key strategies to make strong inroads in the enterprise segment, says Shailendra Sainani, Sales Director, Enterprise Business Group, Huawei Technologies ME


Discuss how your product portfolio focus for the enterprise segment?

The Huawei enterprise Business group has three major solution groups. Among these, our IP product portfolio includes IP based systems like switching, routing, wireless and security. The IT product portfolio includes servers, storage, datacenter products. The UCMC includes voice and video products – IPT, video conferencing, tele-presence all come under this. All products are included in our distribution business from the enterprise segment.

Please elaborate on Huawei’s reach into enterprise channel?

We are at a stage where we are expecting a large growth in this segment. We are focusing on how the channel can become trusted advisors of our solutions into that space. Our entire engagement will pivot around four pillars.

First, we will rely on our strong focus. That focus is going to become a strong ring for us in knowing who stays in and who stays out. Second, enablement will play a key role. We will look to ensure that partners are duly empowered to become trusted advisors as I mentioned. Profitability of the partners is the third element. That will ensure that they stay committed. Our channel program will bring clarity as to how this is driven. In a nutshell, Focus, enablement, profitability and a channel program will be the key aspects of our engagement with the enterprise segment channel.

What are the kinds of partners who will suit your focus?

We are looking at partners who specialize in verticals and technologies and can add value to our Business. The market is wide enough – there is the government sectors, large enterprises and then the commercial segment. Not all our products and solutions fit into each and every element. We need to be careful in selecting partners who cover a vertical.

We are assessing the market space in this area. We are talking to some large systems integrators who cover enterprise spaces like enterprises, public safety, oil & gas, and the large government sectors. We are talking to many mid-market players who have good reach into the space and are good with mid-market solutions.

How will you ensure the balance between widening market reach as well as ensuring partner profitability?

We will have a good number of partners which is sustainable from the profitability point of view. We are focusing on achieving a consistent progress. At the end of the day, it is going to be one Huawei approach – for instance, the enterprise partners will have strengths that we would like to utilize in the commercial space.

The final number of the partners will depend on market size and our requirements. We have four tiers- we have tier one partners called VAP ( value added partner) and this type of partner engages directly with us. Then there are distribution led partners whom we categorize as Gold, Silver and Registered. Typically, between VAP and Gold, we will look to have not more than 3-4 key integrators. From Gold to Silver, we will look to 15 in these markets like the UAE and Saudi Arabia. There is the much wider space in the silver and registered partner ecosystems, where we will like the distributors to increase our channel breadth, enabling as many partners as possible to tap as many customers. At the same instance, we would want to ensure that partner profitability is taken care of.

Do partners have any stake in the telecom Business?

Telecom is a direct Business and is taken care of by the Carrier Business Unit. We have three Business units – carrier BU, Enterprise BU and consumer BU. That is a different engagement model over a longer period of time. The service model is also different and we need to deploy our own teams.

Has the partner program been revamped and what have been the key features of the refresh?

There has been a refresh and one of the aspects we focused on was partner profitability. The focus was on differentiating our rebates program. We have created a model for our partners to use our marketing funds to create demand. We are giving rebates to our partners on the basis of revenues generated, specialization basis and third on Marketing basis where we are supporting them on all their marketing initiatives. There are two kind of funds used – one is the Partner development fund which is wholly funded by Huawei and the other is co-funded on 50-50% basis. The rebates program is therefore structured to ensure profitability for partners while dealing with Huawei.

We have a rebate based program for our distributors and this is classified on a product basis.  We are encouraging distributors to specialize and where we see that a significant level of investment is required, we will reward them on that basis.

Discuss your distribution and geographical focus?

From an enterprise Business group perspective, we cover from mid-market to enterprise and in terms of the territories that we oversee include GCC including Saudi Arabia, Pakistan, Iraq and Afghanistan. Our distributors cover the regional markets for us. As of today, we have Enterprise Systems, Huawei, Empa and Stor IT. Optimus is specialized on UC, Empa on IT and Enterprise Systems is across the board and StorIT on storage.  Our partner program is across the region but focused on certain markets. We want to enhance our partner program further and take it to the next level.

The channel is looking for a change and the channel has great confidence in Huawei to be the change because of the vast product portfolio that we offer. We cover end to end solutions portfolio and there is no other vendor who has that range under one umbrella. From computing to storage, networking and the voice video IPT portfolio, we offer solutions across.

Elaborate on your enablement focus for the channel?

We are selecting partners on basis of solutions focus and verticals focus. Based on these, we are enabling them. We offer sales training for the sales teams from resellers and equip them with product knowledge so that they can talk in detail about the products Huawei offers and understand the key selling points. We enable the pre-sales partners where we focus more on transferring the technology knowhow. The third area is certifications for post sales resources. There is a hands on training wherein Huawei assists the partner in the first implementation scenario so that the partner gets enabled on site. We also have certifications programs running.

Apart from these, Stage 2 is our authorized training partner here and in Saudi Arabia. Certifications given out include sales Associate, Sales Expert, Network experts, design experts, implementation experts etc. These cover our key areas of focus.

How do you view the opportunities in emerging technologies and what’s Huawei’s value differentiation?

Definitely, there are opportunities in the market in areas like cloud, BYOD, VDI, Big Data etc and customers are looking for such solutions and there are implementations. We want to enable our partners in such emerging areas. We have some good cloud solutions. For instance, Huawei FusionCube is an IT infrastructure platform based on an open and integrated architecture. It integrates blade servers, distributed storage devices, and switches into its 12 U subrack. Distributed storage, a virtualization platform, and cloud management software are also factory installed which makes it an ideal product for a cloud provider or a cloud integrator. We have launched a product called OceanStor 9000, suitable for Big Data. Using a symmetric distributed architecture, the OceanStor 9000 delivers large-scale horizontal expansion capabilities, and a super large single file system to provide shared storage for unstructured data.

We are wrapping our products with a solutions focus as well as a vertical focus. Partners are looking for profitability and who cares for them. Our partner program takes care of such aspects and today what we offer is one of the best in the

Continue Reading
Click to comment

Leave a Reply

Your email address will not be published. Required fields are marked *

News

The Maritime Standard Awards 2025 winners list showcases high levels of innovation and operational excellence across the maritime sector

Published

on


The maritime sector’s leading awards event, The Maritime Standard (TMS) Awards 2025, has announced this year’s winners, honoring outstanding companies and industry leaders from across the Middle East and Indian Subcontinent. The Awards showcased achievement and innovation in 25 categories covering shipping, logistics, ship repair, offshore services, marine technology and related sectors, as well as a series of special awards for individual achievement. The prestigious event took place at Atlantis The Palm, Dubai on October 29th, attracting over 1000 senior executives, decision-makers and industry leaders, from the region, and across the globe.

Held under the patronage of H.H. Sheikh Ahmed bin Saeed Al Maktoum, President of the Dubai Civil Aviation Authority, Chairman of Dubai Airports, and Chairman and Chief Executive of Emirates Airline and Group, the event recognised organisations and individuals for setting new standards in operational excellence and leadership in the sector amid significant shifts in the industry, including decarbonisation, digitalization, and a renewed emphasis on supply chain resilience. From clean-fuel projects and AI-powered port operations to international collaborations that boost trade efficiency, the 2025 Awards showcased the industry’s progress in turning goals into tangible outcomes.

The evening was hosted by Yalda Hakim, a renowned international correspondent and documentary filmmaker, whose engaging presence added distinction to the occasion. The keynote address was delivered by Captain Abdulkareem Al Masabi, CEO of ADNOC Logistics and Services, who shared valuable insights on the evolving maritime landscape and the UAE’s leadership in advancing sustainable and innovative practices across the sector.

Clive Woodbridge, Editor of The Maritime Standard and Chairman of the Judging Panel, stated, “This year’s competition was exceptionally tough, and we received an unprecedented number of entries across all categories. Each finalist demonstrated remarkable achievements and operational standards over the past year, which underlines the significant advances that continue to be made in the regional maritime sector.”

A rigorous assessment process was conducted as part of the award selections, and this was supervised by an independent panel of distinguished judges that included some of the most prominent names in the maritime industry.

Trevor Pereira, Managing Director of The Maritime Standard, commented, “These Awards are not just about celebrating success, but also about encouraging excellence. This year’s event recognised innovative concepts, exciting new initiatives, and outstanding performance standards. As the region continues to expand its maritime infrastructure and digital port systems, with significant developments across the Middle East and the Indian Subcontinent, events like The Maritime Standard Awards play a key role in reinforcing its position as a global leader in shipping and maritime.”

 Reaction from the individual winners on the night of October 29th was highly appreciative. Captain Mohamed Al Ali, Senior Vice President, Operations (Offshore Logistics), at ADNOC L&S, who received the Outstanding Achievement Award, added: “It was one of the greatest honours of my professional career to receive this Award. It really means a lot to me to have TMS recognise the years of dedication and hard work.”

Tony Dagher, the Founder and Managing Director of TMC Shipping Group was the recipient of the Young Person in Shipping and was similarly honoured. He said: “I have been fortunate to have had great support from many people during my journey in shipping, and to have a fantastic team around me now. This Award is as much for them as it is for me.

Over the past 12 years The Maritime Standard Awards has consolidated its standing as one of the most prominent annual gatherings within the global maritime calendar, gaining worldwide recognition for recognising excellence and promoting a more resilient and sustainable maritime future.

Continue Reading

News

Deep Dive Dubai Launches Sunken City Walk, a Cinematic Underwater Experience that Makes Adventure Just a Step Away

Published

on

Deep Dive Dubai

Deep Dive Dubai has unveiled its newest attraction for experience seekers with the launch of Sunken City Walk. The guided underwater activity invites guests to step into a cinematic cityscape filled with surreal details. From an underwater swing and motorbike to a café table that looks straight out of a movie scene, this is Dubai’s latest must-try attraction.

Deep Dive Dubai

The hour-long journey begins with a full briefing and safety overview, followed by guests changing into wetsuits and equipment provided on-site. They then join trained instructors for a 20-minute guided underwater walk through the Sunken City—an accessible, certification-free experience that requires no swimming skills, making it ideal for guests aged 10 and above. Currently offered at an introductory price of AED 600, with an optional 30-second keepsake video for AED 200, the experience is currently available in four daily slots at 11 AM, 12 PM, 2pm, and 3pm.

Jarrod Jablonski, Director, Deep Dive Dubai, said that “With Sunken City Walk, we’re continuing to shape Dubai’s reputation as a city of unforgettable experiences. It’s a unique attraction that reflects Dubai’s spirit, where visitors can discover adventure in ways they never thought possible.”

The launch reflects a global trend that travellers are choosing experiences over possessions. Supporting this, Shamal’s Experience Economy Report stated that 75% of UAE residents are more willing to spend on experiences, with 80% allocating a dedicated monthly budget. The launch also aligns with Dubai’s commitment to strengthening its global tourism appeal. According to Dubai Department of Economy and Tourism (DET), the city welcomed 9.88 million international visitors in the first half of 2025, a six percent increase year-on-year, reinforcing its position as one of the world’s leading lifestyle and tourism hubs. Sunken City Walk at Deep Dive Dubai adds a new way for visitors to experience the city’s spirit of reinvention, where adventure is always just a step away.

While Sunken City Walk offers a first taste of underwater adventure, guests can plunge into the incredible world of diving at Deep Dive Dubai, choosing from experiences such as scuba diving, freediving, and specialised diving courses.

Continue Reading

News

Free Mineral Water for All: UAE Startup to Launch Groundbreaking Public Hydration Initiative

Published

on

Ourwatr

Staying hydrated just got easier, and greener, thanks to Ourwatr, that’s launching a nationwide free mineral water programme starting June 2025. It’s a first in the region: clean, refreshing mineral water made freely available across the country, delivered through a unique model that blends sustainability, community care, and social impact.

From metro stations and shopping malls to parks and government offices, thousands of chilled bottles of mineral water, sourced locally from Dibba, Fujairah, will soon be within everyone’s reach, every day. Ourwatr’s mission is simple: hydration is a right, not a privilege.

“At Ourwatr, we believe that drinking water should be accessible to all,” says Abhinav Murali, Co-founder.

“That’s why we’re giving away premium mineral water for free, and every bottle supports communities in need. It’s hydration with heart, proudly made right here in the UAE.”

Stamp of UAE quality

All Ourwatr bottles carry the prestigious EQM (Emirates Quality Mark) certification, guaranteeing they meet strict UAE national and international quality standards. When you grab a bottle, you’re assured of top-quality water, safe, pure, refreshing and approved by the country’s standardisation authority.

Mission in a bottle

With temperatures rising across the UAE, especially during summer, access to clean drinking water is more important than ever, for workers, families, children, and the elderly alike.

“In our desert climate, hydration isn’t just healthy; it’s life-saving,” adds co-founder Bharath Mohan.
“Each bottle we provide is a small act of kindness toward our community.”

Ourwatr is more than just a startup, it’s a mission in a bottle. Launched by three young, UAE-based entrepreneurs, the idea was sparked by a simple but powerful observation: access to free, convenient hydration isn’t always a given.

Wanting to change that, the trio built a business with heart at its core. The team is also in talks with various UAE charitable organisations and government agencies to expand its reach and impact. For every bottle distributed, a portion will be donated to local charities, turning everyday hydration into a meaningful act of giving.

A Model Built on Purpose and Sustainability
Ourwatr isn’t just about water, it’s about doing good. Instead of selling to consumers, the company partners with brands and organisations who cover the production and distribution costs. In return, sponsors co-brand the bottles, using them as a platform to share positive messages and shared values, while making a real difference.

“Sustainability isn’t just about less waste,  it’s about creating lasting, meaningful change,” explains Sharat Nair, Co-founder.

The bottles are crafted from recyclable materials, aligning with the UAE’s zero-waste goals and green agenda.

Backing UAE Vision 2030
Ourwatr’s initiative supports the UAE’s Vision 2030 goals around health, sustainability, and quality of life. The startup is already collaborating with local authorities to expand water access and reach as many people as possible.

More than just water, Ourwatr is delivering hope, equality, and care, one bottle at a time.

Continue Reading

Trending

Copyright © 2023 | The Integrator