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Huawei Solution Partner Program Guideline

1 Program Overview

1.1 Program Introduction

Huawei strives to build an open and collaborative ecosystem founded on shared success to provide the best products, services, and solutions to customers. For Huawei, solution partners are key members of the ecosystem and are also critical to the strategy of business-driven ICT infrastructure (BDII).

BDII is one of Huawei's long-term action guides and strategic principles. With a focus on ICT infrastructure products and solutions, Huawei opens its technical interfaces to solution partners. Huawei's global technical experts and lab resources effectively support solution partners in building innovative and valuable business solutions for customers in various industries. Huawei helps solution partners to bring their valuable business solutions to market and achieve business success by creating greater value for customers.

1.2 Types of Partners

Huawei Solution Partner Program (“the Program” hereinafter) focus on the following partner types:

ISV: Independent Software Vendors

IHV: Independent Hardware Vendors

Consulting: Consulting Firms

SI: System Integrator

Huawei will continue to optimize the Program to cover other types of solution partners.

This program is a part of Huawei Solution Partner Cooperation Agreement. Huawei will update the Program periodically based on partners’ suggestions and let partner know by website publishment and email notification. Intended Industry and Technologies

Currently, the following industries and technologies are preferred by Huawei for solution partners building solutions based on customer business needs.

Industry Public Safety
Banking
Smart grid
Railway
Oil & Gas
Omni-media
Manufacturing
Education
Healthcare
Government
Smart City
Smart hotel
Logistics
Telocom Operators
Technology IoT
Cloud DataCenter
Big Data
Smart Campus
Smart Community
IP Surveillance
HPC
Enterprise Cloud Communication
eLTE
AI
Digital Operation
Video

Note: Huawei continually updates the list of industries and technologies for which it seeks partnerships on solutions. Industries and technologies of focus in regions are also constantly updated based on changes in the market.

2 Partner Levels, Rights, and Requirements

The Program provides technological, marketing, and sales resources for partners, helping them build and release industry-specific solutions. Partners' rights and requirements vary with their levels. Mostly higher level partners will receive more benefits.

2.1 Partner Levels

Partners' rights and benefits vary with their levels. Solution partners can advance from tier to tier at any time. After meeting the necessary tier requirements, the solution partners submit the application to Huawei. After approval of Huawei, solution partners enjoy relevant tier benefits. There are three levels: certified, preferred, and advantage.

For details, please contact with Huawei local solution cooperation managers.

2.2 Partner Benefits

The Program provides technological, marketing, and sales resources for solution partners, helping them build and release industry-specific solutions to grow their business.

Partners' benefits increase with their levels. The following table lists partner benefits specified in the Program. 

Type Benefit Certified Preferred Advanced
Technical support May supported by Huawei Professionals to design solution   Dedicated resources
Access to Huawei product and solution documents for partners
Apply to Huawei Openlab deployed for partners worldwide to conduct testing onsite Have preferred opportunity Have preferred opportunity
Apply to Huawei Openlab deployed for partners worldwide to conduct testing remotely Have preferred opportunity Have preferred opportunity
Access to Huawei eSDK remote development test environment( sandbox resource)
Access to Huawei eSDK remote testing support 4 apps/year 8 apps/year Dedicated resources
Access to eSDK/API and Public Cloud Development tool package, technical document
Access to eSDK Beta version
Access to eSDK agent based hotline support 15 cases/year 60 cases/year Dedicated resources
Access to Developer community support
eSDK training Online course;
Onsite training: 4 person/year
Online course;
Onsite training: 16 person/year
Online course;
Onsite training: 32 person/year
apply to get Huawei Capability Promotion Training tickets
apply to get Huawei Public Cloud coupon
Non-resell equipment support Discount for non-resell Equipment  
Marketing support Marketing tools on Huawei website
On line marketing website for partners Self-managed store Displayed in front Dedicated Display zone
Logo & certification
News release
Opportunities to participate the marketing events hosted by Huawei Participation Sponsorship Sponsorship
Opportunities to Showcase in Huawei Demo Center Have opportunity Have preferred opportunity Have preferred opportunity
Other support from Huawei in the events to promote the joint solution Have opportunity Have preferred opportunity Have preferred opportunity
Sales support Shared Sales opportunity Have opportunity Have preferred opportunity Have preferred opportunity
Shared Clients resources Have opportunity Have preferred opportunity Have preferred opportunity
Incentive plan Participate incentive plan to Huawei channel partner selling joint solution Have opportunity Have preferred opportunity Have preferred opportunity
  Enjoy the support of Fund according to Huawei annual foundation policy Have opportunity Have preferred opportunity Have preferred opportunity
Other strategic resources Influence on Huawei roadmap, solution architecture    
Opportunities to be invited in Huawei executive forum    
Dedicated partnership manager    

Note: Huawei may change its policies to support the solution partners in accordance with the development of and availability of the resources and strategies.

Regions and business areas may provide extra benefits to partners, including but not limited to: a certain amount of training coupon, public cloud tickets, etc. Partners can focus on the related policies made and published by regions.

The solution partners should comply with relevant rules and requirements.

“*”mark is dedicated to software and hardware solution program,

2.3 Partner Requirements

The following table lists the requirements and fees of partner level applications.

Requirement Certified Preferred Advanced
Legal company
Approval by Huawei investigation on competition
Accept terms and conditions
Leading in branding/Technology/Market Influence Top5
Solution project cases Software and hardware products category ≥1 verified solution ≥1 competitive, repeatable solution
≥1-3 success story(according to solution competitiveness)
≥1 leading solution
≥1 regional successful project expansion
Service category   Leading service suppliers, multi-regional service corporation practices with Huawei
Customer Support     7*24 7*24
Business Plan(including solution roadmap, market size, competitive advantage, marketing & sales plan)    
Dedicated partnership manager      
Annual fee   $1000 $2000 Free

According to different partner types, cooperation areas, there might be sales, clients and personnel requirements. For more information, please refer to annual policy. 

The time period from now to December 31, 2017 is for program promotion. Vendors can participate in this program for free. This policy will be extended automatically until Huawei declared otherwise.

3 Technology Support

3.1 Design Support

Preferred and advantage partners can apply for Huawei's technical expert support when developing business solutions based on Huawei's ICT architectures. Huawei will approve or reject applications based on resource distribution status and service requirements.

3.2 eSDK Development Support

In Huawei's developer community, partners can acquire support services for Huawei products, such as open SDK, tools, remote labs, and training certificates. These services significantly improve solution and product development efficiency, shorten the time to market, and help partners achieve business success.

Support channels are as follows, while partners build solutions with Huawei APIs and eSDKs tools:

  • Huawei Developer Center:
http://devcenter.huawei.com
  • Huawei R&D support hotline:
400-822-9999(turn to eSDK development)
  • Huawei R&D support mailbox:

esdk@huawei.com
  • Huawei developer community - forum: 
http://developer.huawei.csdn.net/m/zone/huawei/bbs
  • Developer community:
http://developer.huawei.com/cn/ict/

Huawei Responsibilities

The standard working time is from 9:00 am to 12:00 pm and 13:30 pm to 17:30 pm, Beijing time, Monday to Friday (legal holidays excluded). Huawei uses the Developer Community, hotline, and email for partner support.

During non-working hours, partners can visit the Huawei Developer Center (http://devcenter.huawei.com/) and submit worksheets. Huawei engineers will reply and process worksheets as soon as they return to the office.

Worksheet response times vary with issue severities. Partners outside China may need to wait a little longer than partners located in China.

Partner Responsibilities

Partners must submit worksheets based on issue severities before they can receive technology support from Huawei.

The following services are not included in Huawei's development support.

  • Post-Sales services for Huawei ICT products
  • Customization and migration of Huawei ICT products, as well as labor support in product installation
  • Installation support for software, hardware, and third-party tools that require authorization
  • Installation support services for software and hardware 
  • Equipment installation and uninstallation services, issues caused by third parties, or problems that Huawei cannot control
  • Upgrade and maintenance of Huawei ICT products
  • Support services involved in hardware upgrade
  • Services for third-party products not included in the cooperation agreement

Issue Severity

Critical: These are key issues that may have major impacts on partners' business activities or technology interoperations. For example, if some major eSDK/API interfaces are unavailable, or some API functions are extremely unstable, system crashes may occur, leading to development interruption, or even termination.

Major: These are sensitive issues that may have considerable impacts on partners' business activities or technology interoperations. For example, if some major eSDK/API interfaces, or some API functions are unstable, the system may still be operating, but users will encounter bugs from time to time.

Minor: These issues will not cause any significant impacts on partners' business activities or technology interoperations. For example, if some rarely used eSDK/API interfaces are unavailable or unstable, or some rarely used API functions are unstable, some functions may encounter problems during commissioning, but development activities will continue.

Non-fault inquiry: These issues have no direct impact on partners' business activities or technology interoperations. For example, a partner inquires about information regarding Huawei product openness, such as eSDK or API. eSDK or the API themselves have no availability or stability issue.

Response Guide

Severity

Critical

Major

Minor

Non-fault inquiry

Response Time

4 hours

24 hours

36 hours

48 hours

3.3 Solution Certification Support

To join the Huawei Solution Partner Program, the partner must submit at least one certified solution or product that has passed Huawei's interoperability verification.

Definition

Partners submit a request to test the interoperability between the joint solutions and products that are developed based on Huawei's ICT products, solutions, and technologies. Once successfully tested, these solutions and products are regarded as verified.

Standards

Huawei conducts verification using the following two standards:

  • Partners develop products and solutions based on Huawei technologies and solutions: passed Huawei's open lab test or have delivered cooperation projects 
  • Solutions that are jointly designed by partners and Huawei: passed the integrated solution test in Huawei's open lab.

Solutions and products that have the Huawei Ready certificate are regarded as verified.

Benefits

Partners whose solutions and products have passed Huawei's test can:

  • Have more opportunities to display their solutions and products in Huawei online marketing website for solution partners.
  • Apply for SIP incentives.

4 Non-resell Equipment Support

Solution partners may need to acquire Huawei's ICT devices and demonstrate their customer-oriented solutions in labs, clients' sites, or in other scenarios. Huawei will periodically release policies to guide partners in acquiring devices for such non-resale purposes. Solution partners may procure devices with large discounts that vary with regions and products.

Huawei grants the partners to purchase Huawei hardware and software for non resell usage scenario in the lab and demonstration at generous discounts off the list price. Program discount are dependent upon the location and specific technologies.

5 Marketing Support

5.1 Certificate and Logo

As one of the most valuable brands in the world, Huawei's logo is recognized by global industry clients. Qualified partners can apply for solution partner certificates and partnership logo usage. Huawei offers certificates and log usage permission based on the following conditions:

  • Certificates and logos are for solution partners to promote their business solutions developed based on Huawei ICT infrastructures.
  • Solution partners apply for certificates and log usage based on their levels.
  • Solution partners can use sales and marketing banners to promote product and solution sales among channel and client partners.

5.2 News Release

Partners can use the template provided by the Program to issue news releases tied to the following events:

  • Joining the Program
  • Business solutions (developed based on Huawei ICT infrastructures) passing Huawei's interoperability verification 
  • Upgrading partner levels

Partner can issue news releases with Huawei's review and approval.

5.3 Marketing and Activities

To help partners achieve business success, Huawei provides a series of marketing resources, such as Huawei Connect, Huawei Partner Summit, Operations Transformation Forum and Huawei exhibition hall.

Huawei provides a variety of online and office activities every year to help solution partners enhance skills, expand business, and extend its partnership with Huawei. All partners are encouraged to participate in as many of these activities as possible.

Huawei will release news about such activities in the Solution Partner Center that is now in development. Please stay tuned.

5.4 Online Marketing Support 

Huawei builds and uses online platform to help solution partners to promote the joint solutions to Huawei channel partners and customers.

With this platform in place, solution partners can display their certified joint solutions and manage leads. Huawei channel partners and customers can assess and rate solutions which they are interested in, send emails for inquiry, and find out more details about the displayed solutions.

The online platform is now in development and will be available soon. Please stay tuned.

6 Customer Support Modes

The Program defines three methods in which Huawei and solution partners cooperate with each other to provide customer services. Huawei and its solution partners will choose service modes for execution according to service contracts signed during project operations.

Method 1: Huawei and partners independently provide support services for their own products.

Client

Solution Partner

Huawei

Signs service contracts with Huawei and solution partners separately.

Signs service contracts with clients to support partner software and hardware.

Signs service contracts with clients to support Huawei software and hardware.

Coordinates and manages support services.

Manages, detects, and solves partner product issues.

Manages, detects, and solves Huawei product issues.

Actively coordinates resources to solve issues involving the interoperability between partner products and Huawei products.

Works with Huawei to jointly solve issues when needed.

 

Method 2: Huawei coordinates customer support services.Method 3: Partner coordinates customer support services.

Client

Solution Partner

Huawei

Purchases overall solution support from Huawei

Signs service contracts with clients to support partner software and hardware.

Signs solution service contract with the client and provides support services accordingly.

 

Manages, detects, and solves partner product issues.

-Coordinate and manage overall solution program issues
-Manages, detects, and solves partner product issues.
 

Actively coordinate and solve issues of Huawei products.

Agrees to coordinate with Huawei, actively process issues involving the interoperability between Huawei products and third-party products. Complies with the Solution Partner Framework Contract.

Provides necessary training for Huawei based on the service contract.

Answers the client's first help call.
Coordinates partner resources to solve issues.

Method 3: Partner coordinates customer support services.

Client

Solution Partner

Huawei

Purchases overall solution support from the partner

Signs solution service contract with the client and provides support services accordingly.

Signs service contracts with clients to support Huawei software and hardware.

 

-Coordinate and manage overall solution program issues

- Manages, detects, and solves partner product issues.

Manages, detects, and solves issues involving Huawei products.

Answers client's first help call.

Coordinates partner resources to solve issues.

Actively coordinates resources to solve issues of Huawei products.

Agrees to coordinate with partners, actively process issues involving the interoperability between Huawei products and third-party products. Complies with the Solution Partner Framework Contract.

Provides necessary training for the partner based on the service contract.

7 Rewards and Incentives

Huawei will make plans to incentive the collaboration between channel partners and solution partners to create, marketing and deliver the solutions referred above. Such incentive plans will be made and adjusted from time to time.