Huawei and Marconi ratify distribution agreement

Under the agreement, which follows the memorandum of understanding signed earlier, the two companies will resell parts of each other’s product portfolio.

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By  Tawanda Chihota Published  May 18, 2005

UK-based telecoms equipment, services and solutions company Marconi Corporation and Chinese vendor Huawei Technologies have ratified a mutual distribution agreement that was initially announced in January. The deal is set to offer Huawei greater access to Western telecoms markets in which Marconi has a stronger presence, while offering Marconi access to markets across the Middle East and Africa, where Huawei is building up a significant presence. Under the agreement, which follows the memorandum of understanding signed earlier, the two companies will resell parts of each other’s product portfolio. Marconi will resell Huawei’s carrier-class data communications products to telco service providers only under the Marconi brand, while Huawei will resell Marconi’s microwave radio, including next-generation microwave radio equipment, and associated network services for Huawei’s wireless network projects. The two companies have agreed to a process wherein they will leverage their respective sales and marketing teams’ capabilities and regional strengths on an account-by-account basis to bring products and support services to as many customers as possible. The partnership is set to ensure more rapid integration of next-generation technology and products as well as network solutions that are optimised for customers’ businesses. “Combining our core development strengths with the additional reach and product capabilities of Huawei, coupled with a comprehensive service wrap allows us to addressing customer needs with a strong and compelling solution for their next-generation networks,” says Marconi chief technology and information officer, Andy Evans. Discussions are also continuing regarding joint product development in several areas that will enable the two companies to enhance their competitive position by leveraging R&D resource and technologies. The initial emphasis will be on developing products that address the global European Telecommunications Standards Institute market. Discussions are also underway for the European accreditation by Huawei of Marconi’s full suite of telco services for both fixed and mobile applications.

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