1 Channel Structure of the Enterprise Business Group

2 Classification of Channel Partners

Tier 1 partners include distributors and Value-Added Partners (VAPs).

Tier 2 partners include Gold, Silver, and Authorized partners.

Registered partners are channel partners who have successfully registered based on the Huawei Enterprise Business Group (BG) channel partner registration process. Partner registration is a prerequisite for business cooperation with Huawei and channel certification.

2.1 Roles of Distributors

-- Act as major partners of Huawei's Enterprise BG in regional markets and promise to attain business targets for related products, including targets for the distribution business.

-- Recruit and manage Tier 2 partners, achieve coverage for regional markets, and assist Huawei in managing and supporting Tier 2 partners, including logistics, financing, pre-sales technical support, post-sales technical support, and commercial support.

-- Directly purchase products from Huawei and refrain from directly selling products to end users without Huawei's prior consent.

-- Carry out joint marketing activities with Huawei and support the market development of Tier 2 partners.

-- Assist Huawei in implementing the channel incentive programs for Tier 2 partners.

2.2 Roles of VAPs

-- Act as major partners of Huawei's Enterprise BG in regional markets and promise to attain business targets for related industries and customers of Huawei's Enterprise BG.

-- Assist Huawei in customer development, identify opportunities, enables admittance of Huawei products, and win key projects.

-- Develop industry customer relationship platforms and provide technical, solution, and marketing support for Huawei's products to industry users.

-- Directly sell products to end users and refrain from selling products to Tier 2 partners without Huawei's prior consent.

2.3 Roles of Gold and Silver Partners

-- Act as major partners of Huawei's Enterprise BG in regional markets and promise to attain business targets for related industries and customers of Huawei's Enterprise BG.

-- Assist Huawei in customer development, identify opportunities, enables admittance of Huawei products, and win key projects.

-- Develop industry customer relationship platforms and provide technical, solution, and marketing support for Huawei's products to industry users.

-- Directly sell products to end users and refrain from selling products to Tier 2 partners without Huawei's prior consent.

2.4 Roles of Authorized Partners

-- Serve as junior-level sales partners that have passed Huawei's certification.

-- Provide pre- and, post-sales technical support, and marketing support for Huawei's products to customers in a region/industry.