The Client

HUAWEI is a fortune 500 company, the world’s largest communication equipment maker and China’s largest smartphone brand, it is also a leader for global ICT infrastructure. HUAWEI Enterprise business was launched in United States in 2011 and provides cloud computing, data center solutions, IoT, enterprise wireless and network security products and solutions. HUAWEI Enterprise positions itself as a digital transformation partner, it’s ready to serve a variety of industries across the country.

The Challenge

Huawei is penetrating mature and established markets such as carrier (Verizon, AT&T), device (Apple, Google, Samsung) and Enterprise (Cisco, IBM, EMC). Internationally, Huawei is a household brand with over $90B in revenue, but in the U.S. market companies are still learning about this global powerhouse. HUAWEI is focused on building a channel and selling into specific verticals that have the greatest need for their products. They need to improve their brand awareness and reputation.

Engagement and Execution

Organize Huawei Enterprise Annual Partner Summit and other local trade show events

Support channel marketing plan and execution

Partner portal development

Create all sales enablement collateral and relevant content creation

Build and manage inside sales team onsite

Develop foundation for Email and digital campaign

Organize webinars and promotional events

Deploy and manage marketing automation tool and CRM optimization

Result

After several years of the engagement, DbD has helped Huawei establish a beachhead in the U.S. enterprise market and become a formidable competitor to other U.S. based enterprise infrastructure vendors. The growing channel base enjoys the annual Partner Summit where executives can interact with key executives from Huawei and understand how to grow their business by leveraging innovative products from the world’s leader. DbD has supported dozens of marketing campaigns and product launches in the U.S. market and helped grow Huawei’s revenue by over 250%.