Huawei has launched a ‘campaign-in-a-box' scheme for its resellers as part of a wider partner programme refresh.
New additions to the programme also include a demo-scheme promotion, a new partner app and a new reward scheme, Michael Rae, channel director for UK and Ireland, told CRN at the vendor's UK channel conference last week.
"Our partners are vital. We see ourselves as [having] a purely go-to-market model through partners," Rae said. "Many of them have been with us from the very beginning; they have gone along the journey with us and are now starting to see the fruits of their labour."
The Chinese vendor saw global revenue rise 25 per cent to $60.1bn (€52.05bn) in 2015. It launched the latest iteration of its partner programme last June, but Rae said it is "constantly evolving."
The ‘campaign-in-a-box' scheme, in partnership with Quantum Marketing, aims to enable partners to rebrand pre-packaged email shots to send to customers, include ‘battle cards' for sales teams, and allow access to other pre-sales information like technical white papers and demos. Quantum will also provide lead-generation packages.
The partner can say ‘I want a 20-day lead-generation package for schools in the North East', and Quantum will put that together," Rae said.
He added: "The idea is that it is 80 per cent out the box with a little bit of tweaking, rather than starting the whole process from the beginning. We are hoping that it will be quicker and cheaper for partners, and they can see some results this calendar year."
The additions also include a new demo programme which Rae claims will allow partners to create a fund for demo kit through the orders they have placed for Huawei kit through distribution.
There is also a new partner app, which Rae said was designed because "the world we live in is mobile and people use their smartphones and tablets to access most information and they do that on the move".
He added: "It is designed as a very quick and easy way for people to stay in touch with Huawei 24/7. I think it is a great tool, particularly for field sales people. It will become the central point of contact with Huawei."
The new rewards scheme, while providing the usual rewards for selling Huawei products, will also reward partners for completing pre-sales and sales training and for publishing end-user studies.
"It doesn't matter how good your products are or how great your price is, unless you have successful customer deployment and implementations then it doesn't mean enough," Rae said.
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