Cyberstar is National Disty for Huawei-3Com
By Shantheri Mallaya
Bangalore, Sep 5, 2005

Making a foray into the Indian datacom market, Huawei-3Com has selected Cyberstar to distribute its datacom products targeted toward the enterprise segment in the Indian market. As a result, Singapore-based Cyberstar, with its Indian headquarters in Bangalore, would work closely with the company to put an extensive channel strategy in place for the dynamic market within India.

Huawei-3Com is a joint venture between China-based Huawei and US-based 3Com.

"We selected Cyberstar because of its focused approach toward adding value while distributing products. We are now engaged in identifying and putting in place the right kind of channel partners. Moving forward, as we develop relationships in India, we would look forward to providing training capabilities and skill enhancement to our partners," explained Jack Qi, deputy country manager, Huawei Telecommunications.

"We feel that India has a huge potential for Huawei. Especially when there are a lot of opportunities being opened up in this country. We already have our offices in 15 locations, so we would leverage this advantage to attract quality partners, besides we could also make inroads in other cities through our partners," informed, Raj Rathi, MD, Cyberstar International.

Rathi added, "It is indeed a very big addition to our portfolio. We will be acting as the extended arm in the channel program. We will evaluate partners based on their business potential and the time-tested criteria of experience. Targets will be set. Cyberstar will be extending full support to the channels as well. We will also be undertaking a lot of activities in the coming months."

Based in Bangalore, Cyberstar is already working closely with companies like Hitachi, Adaptec, SMC, Netgear and AMD. "We did not have a product in this datacom segment. Moving forward, we are going to see a lot of action in this segment," he added. However, Rathi confirmed that while no particular numbers had been set for the channel recruitment, negotiations are still on with partners, so no names could be divulged at the moment.

With an aim to increasing the solution providing capabilities, Huawei has identified education, government, finance and SME as the four key verticals for the company's growth in the country. In its bid to reach out to potential partners, the company is also engaged in organizing seminars and meetings with its potential partners.