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Huawei enters German telecom market
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Liu Fuzhong
SHENZHEN-BASED Huawei Technologies signed its first sales contract in Germany, inking an agreement to provide optical telecommunications solutions to a German firm called Stadtnetz Bamberg GmbH during the recent CeBit exhibition held in Hannover.
According to Huawei officials, the project involves a complete optical network solution for access to backbone for a carrier in the south of Germany.
Zhang Yin, vice-president of Huawei Technologies, said that it is a great achievement for Huawei to enter Germany, one of the most competitive telecom markets in Europe.
According to Huawei officials, the company adopted the international practice of utilizing independent consultancy and proxies to open up a new market. The contract was actually negotiated by Huawei's local partner Vierling Electronics GmbH.
According to Zhang, Huawei believes that it is important to build up a reputation and credibility in a new market. “There is a lot of benefit to teaming up with good local partners," he said.
By teaming up with Vierling, Huawei has built a supply chain for its end users in Germany. Vierling not only serves as Huawei's proxy and vendor but also provides technical support and after-sales service.
Mr Schneiderbanger, chief manager for network systems with Stadtnetz Bamberg GmbH, admitted skepticism when the name of Huawei was mentioned: “I was later convinced that Huawei is the right partner for us. It has strong local support and very good recommendation. And we are looking forward to long-term co-operation with Huawei."
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