26th March, 2015

(Extract from ARN)

Huawei Australia has sealed two new distribution deals with Synnex and iCITA in a bid to grow its enterprise channel, and has parted ways with DNA Connect.

The appointment comes just a short time after former IBM distribution sales manager, Leo Lynch, took the helm as the Chinese telecommunications giant's enterprise channel director.

The two new distributors for Huawei will apply different go-to-market strategies and address unique market segments, distributing Huawei’s broad enterprise ICT solutions to a larger portfolio of clients.

iCITA will provide channel partners with design consultancy and datacentre infrastructure services, while Synnex Australia will distribute large volumes of IT products across Australia.

Huawei will also work closely with each partner to recruit and train resellers.

Lynch said iCITA was the company's "services play", while Synnex brought a broader market to build the company's "run-rate".

"We needed a specialist portfolio and we see them [iCITA] as complementary to Synnex," he said.

"This is not the first time I have brought Synnex on as a vendor."

Lynch said Huawei had firm plans to extend its reach broader and deeper beyond its established business.

"Huawei has the broadest range of ICT products from any single vendor in Australia.”

“The partnerships with iCITA and Synnex Australia will enable our channel partners to grow existing relationships and win new business.

Lynch said iCITA and Synnex were highly respected within the ICT distribution market in Australia.

“Through continuous customer centric innovation, Huawei and our distribution partners will respond quickly and comprehensively to customers’ needs helping them to plan for future growth and create a connected society,” he said.

Synnex Australia chief executive, Kee Ong, said the partnership would build on its success with a range of innovative channel offerings including pre-sales, sales specialists, solution architects, demand generation, partner technical enablement, certifications and sales support.

"Synnex Australia will continue to provide our reseller partners with the latest technology, which in turn provide solutions to SMB, Enterprise and Government entities across Australia,” he said.

Media Coverage -
Read more on ARN: http://www.arnnet.com.au/article/569511/huawei-dumps-dna-connect-synnex-icita/