Huawei Enterprise USA Gets New Channel Chief, Goes After Cisco, Juniper With Discount Offer


Huawei Enterprise has appointed a former Hewlett-Packard and 3Com channel executive as its new channel chief.

Glen Ziegler, who in late February signed on as senior director of channel sales at Huawei Enterprise, is taking the reins from Rob Claus, who left the company in January to become vice president of sales at video conferencing developer Tely Labs.

[Related: Huawei Enterprise Comes Out Swinging At Cisco, Others Over Their Lack Of Innovation]

Prior to moving to Huawei Enterprise, Cupertino, Calif., Ziegler managed channel strategy and execution for the Americas for HP's networking business. He joined HP as part of that company's acquisition of 3Com, where he was director of channel partners.

In a recent interview, Ziegler, who reports to Huawei Enterprise USA COO Jane Li, told CRN the move to Huawei will give him another opportunity to build a strong channel organization.

"3Com's networking business was growing when we were acquired by HP," he said. "But we face the bureaucracy of a large company. At Huawei, we don't have networking stuck in a corner behind server and storage. We can grow all three."

Steve Rovarino, president of Red Rover, a Reno, Nev.-based solution provider and Huawei Enterprise partner, said he is glad the vendor finally filled the open channel chief position.

"When Rob left, it was unclear if Huawei would leave the position vacant or backfill it," Rovarino said.

The biggest thing Ziegler and Huawei Enterprise can do right now for channel partners is build the company's brand awareness, Rovarino said.

"Brand awareness is always an issue with Huawei," he said. "Every time I visit a new customer, I have to explain what Huawei is, and how big they are. Huawei needs to let customers know how it can help solve their IT issues."

Partnering with Huawei Enterprise means working with company with an easily differentiated product line that is not over-distributed, and one that offers services opportunities to partners, Rovarino said.

"Huawei is strong on the pre-sales side, and has good post-sales components," he said. "But its professional services is on an ad-hoc basis. They help get solutions fired up. But to build out with the business, that's what we as partners do."

NEXT: Huawei Enterprise Is Recruiting Partners, Reinvigorating The Channel