Big plans

Huawei, the Chinese company known for its telecomms carrier solutions, has entered the enterprise networking market. Dong Wu, General Manager, Middle East, Huawei Enterprise, explains how the company aims to become number one in the region

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Big plans Wu: Huawei is well positioned
By  ITP.net Staff Writer Published  October 10, 2011

Huawei, the Chinese company known for its telecomms carrier solutions, has entered the enterprise networking market. Dong Wu, General Manager, Middle East, Huawei Enterprise, explains how the company aims to become number one in the region

The Middle East enterprise networking business is well established and there are some large players with strong positions in the sector. Why does Huawei think it can make an impression in this market and why now?

Other people have asked the same question Why didn’t Huawei enter this market ten years ago, along with the telecomms sector [where Huawei is now well established]. At that time, most of the vendors here were from Europe and the US and we started from scratch, with one or two people.

Now, we are the number vendor in the telecom industry. We have more than 3500 people in the region and last year we reached US $2.7 billion in [revenue] in the telecom market. So, why do we believe it’s the right time for us to enter the enterprise market here?

If you look at the enterprise IT industry, we are seeing the convergence of communication and information technologies. Customers need vendors who have good experience from both aspects, the CT and the IT, because their network is converging.
We are the only vendor with deep experience in both CT and IT, so we believe it’s the right time for us to enter the enterprise market.

Also, the enterprise IT network is becoming more and more complex. Therefore, customers want someone who can give them end-to-end solutions, so they don’t have headaches with interoperability or maintenance of the multi-vendor network.
If you look at our product lines, we have the broadest product line for the enterprise customer. With all this, we believe this is the right time for us to be here.

What products and services is the enterprise division offering the regional market?

Our portfolio is divided into five categories. The first is what call Internet Protocol (IP) solutions core network infrastructures including ethernet switches, routers, WLAN, MSTP, wavelength division multiplexing (WDM), access, and security products.

The second is Unified Communication and Collaboration (UC&C) solutions enterprise communication products including unified communications, videoconferencing, Telepresence, IP call centres, and video surveillance.

Third is IT solutions Cloud computing-based data centre solutions and applications, which include physical infrastructures, network infrastructures, server and storage solutions.

Fourth is industry solutions integrated ICT solutions for banking & finance, government, oil & gas, public utilities, transportation and more.

Fifth is services system integrations and deployment, network design and optimisation, customer support and maintenance, training and certification.

Are any of those sectors a bigger focus for you here at the moment?

We have launched all these product lines in the Middle East at the same time. We see huge demand for each of these products.

How are you convincing customers to go with you rather than rivals?

The first point of differentiation is our long-term strategy and investment in the region. We have already been here for more than ten years and we have got a large footprint in the region. Secondly, from the technology point of view, we have the end-to-end ICT infrastructure solutions. That is a unique position in the market.

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