By Editor
ZTE highlights company’s best-of-breed technology as the key differentiator for the channel in its go-to market strategy
ZTE, in partnership with distributor FDC ProValue launched its ZTE Channel programme in Dubai.The launch of the channel program is a bid to strengthen ZTE’s business in the crucial Middle East region. In a business overview presentation, Andy Zhang, GM for ZTE MEA Channel Business gave observed that ZTE has grown to become a truly global company now worth 14 billion USD with over 65,000 staff members, 100 branches worldwide and 400 service centres.
“We seek to provide an end to end solution for Business customers with solutions available for terminal, wireless, fixed access, core network, cloud and more,” said Andy.
For the channel, opportunities abound in categories such as network infrastructure, cloud computing and as well as Unified Communication. The major trend currently in the IT industry, Andy explained, is the “Service Anywhere” motto which seeks to guarantee ubiquitous network access and the emerging wearables segment. User Experience is also becoming foremost in the eye of major vendors.
The major segments for ZTE in the Middle East include energy (oil & gas), transportation, public utilities and finance. “We are engaged in a win-win proposition for the channel,” Andy said adding, “ZTE is now providing 30 cross-sector integrated solutions and over 100 sub-solutions.”
One of the most exciting segments right now is networking where ZTE has grown to become one of the biggest vendors in the world for networking solutions. According to Sean Shyu, Transmission Director for ZTE in the UAE, ZTE routers and switches are now ranked No. 5 and No. 2 respectively.
“Our core competencies are in the areas of sustained innovation, green initiatives, industry awards and industry experience, among others,” said Sean.
ZTE follows a typical two-tier channel model, says Andy with a distributor and resellers. There’s an additional vertical segment for system integrators, Andy added. “We promise full support for the channel through our channel strategy of protecting customers’ benefits,” Andy added.
Regional reseller partners who pass certification can attend the free ZTE University in China to upgrade their skills, according to Andy Zhang GM, ZTE MEA Channel. He also added that the global telecom solutions provider was keen to see the regional networking skill set improve.
Dr. F.B. Safe, President, FDC International noted that networking Business is a strong segment for channel partners and therefore FDC values the relationship with ZTE which has an extensive range of networking products to meet channel expectations.
“FDC has always partnered with Brands that are leaders in the technologies they offer and we keep introducing those products in the region.” said Dr. Safe. “It is in this context that the tie up with ZTE should be seen as it is a company with an extensive portfolio of products and technologies. FDC will be able to offer premier quality networking products,” he concluded.