Huawei's Claus then asked solution providers if they are picking winners. "How would you like to have a great 3Com practice, and then it gets acquired by HP?" he said. "How are you doing three years later?"
Rather than a substitute for innovation, more consolidation means cuts in relationships and less money for solution providers, Claus said.
"The thing is, we are not going to be sold," he said. "We are not going to be bought by anybody. We're here to stay. ... We're a stable company. We will be successful in the United States."
Companies like HP and Cisco have not done well with their partners, Claus said. "If one [partner] program runs out of steam, they have to make another one."
Cisco, meanwhile, has saturated its partner community and focuses only on a small group of its largest partners, Claus said.
"We're just beginning," he said. "We're not over-saturated. I'd love to have channel conflict."
Steve Baker, founder of IP Convergence, an Argyle, Texas-based solution provider and Huawei's partner of the year, told other solution providers at the Huawei Partner Summit that, in his experience, he gets results from Huawei when he asks for new features to be added to the vendor's products.
"We can have a discussion," Baker said. "I don't just get a 'no.' They ask 'Why do you want that? What will this do for the customer.'"
Billy Riddle, senior account manager at DataSpan, a Wildomar, Calif.-based solution provider that is considering signing up with Huawei, said he found Claus' comments during his presentation about Cisco Chairman John Chambers once saying that Huawei is the company Cisco should be most concerned about of particular interest.
"Huawei told us that Cisco's product line is only about 6 [percent] to 8 percent of Huawei's," Riddle said. "If I work with Cisco, which worries about a company that has only a 6 [percent] to 8 percent overlap with Huawei, I have to really look at partnering with Huawei."
Mario Guerendo, president and CEO of Libanga Computer Systems, a Zionsville, Ind.-based SMB solution provider and Huawei partner, said Huawei is far from overselling itself during the partner summit.
"They're actually underselling themselves," Guerendo said. "That's why Cisco is so worried about Huawei and carrying out negative campaigns against the company. In the networking world, I would call Cisco a Toyota and Huawei an Audi selling for a lower price than a Toyota."
Cisco declined to comment about Huawei's comments. Dell, HP and IBM spokespeople did not reply to requests for response to Huawei's comments about them.
PUBLISHED MAY 21, 2013