Huawei Cloud's 2026 Partner Policies: A Sales-First Breakdown
Huawei Cloud has rolled out its 2026 global sales partner policies in Singapore with one clear message: more trust, more margin, less friction, and faster growth. If you sell cloud, AI, or services around them, this is a strong signal to lean in.
Charles Yang (SVP, Huawei; President, Huawei Cloud Global Marketing and Sales Service), Li Shi (President, Huawei Cloud Computing Global Sales), and Dale Chen (Director, Huawei Cloud APAC Sales Partner Development) laid out the approach and why it matters for the pipeline.
The signal: stability, margins, and clean lines
- Trust: Clear business boundaries and market strategies. No competing for partner profits. Policies locked for three years-plan with confidence.
- Profitability: Five enhancements: stronger discounts and incentives, tighter project collaboration to win more deals, and brand leverage to pull in net-new customers and open markets.
- Simplicity: Straightforward collaboration rules and anti-corruption measures. The Partner Center becomes a one-stop workbench to speed up daily work.
- Growth: Full-stack support-role-based enablement, practical incentives, and resources to build scale.
Why sellers should care
- Huawei Cloud is betting long on AI and cloud, backed by CloudMatrix supernodes, industry Pangu models, and a broad MaaS platform-plus end-to-end data governance and security to pass enterprise scrutiny.
- These are the assets you can lead with in complex accounts where trust and compliance decide the deal.
Numbers that translate into pipeline
- Partner business grew 50% in 2025.
- Outside China: 40+ global distributors and 50 core/premier cloud solution providers.
- Over 4,000 global partners serving hundreds of thousands of paying customers.
- APAC CAGR over five years: 40%+, with more than half of revenue coming through partners.
- APAC footprint: 50+ financial, 200 government and enterprise, and 500 Internet/cloud-native customers; local teams in 10+ countries.
Four pillars that strengthen go-to-market
- Amplified voice: Partners get presence across Huawei Cloud's global media matrix.
- Brand lift: Support using 50+ global benchmarks to sharpen messaging and credibility.
- Upgraded benefits: Larger Market Development Fund and full backing for partner promotions.
- Shared stages: Invitations to Huawei Cloud's global marketing activities.
Enablement mapped to roles
- CXO: Executive exchanges on industry direction, digital transformation, and AI strategy to align on big bets.
- Core teams: Programs on operating rhythm, industry insight, and growth strategy.
- BDs, SAs, CSMs: Hands-on sales drills, technical workshops, and practical toolkits to move deals forward.
APAC focus areas you can sell into now
- Migrating core financial systems to the cloud.
- Helping carriers advance AI transformation and XtoB plays.
- AI-backed efficiency and public services for government and Internet customers.
- AI Token Service live in Hong Kong with ready-to-use open-source models.
What this looks like in the field
Partners from Thailand (Vonosis), Singapore (Wormwood), Argentina (Movistar), and Türkiye (Logosoft) shared how they're expanding into new markets and growing with Huawei Cloud. Use this as social proof in regional pitches and proposals.
What to do next
- Map your accounts to Huawei's clarified ownership model and coordinate early to avoid overlap.
- Build a 90-day plan to capture the new incentives. Prioritize deals where brand pull and co-selling can speed cycles.
- Register every opportunity in the upgraded Partner Center and keep stage data current to protect margin.
- Apply for MDF and sync your campaign calendar with Huawei's global events for added reach.
- Upskill sellers on Pangu models, MaaS, and data/security narratives to win technical validation fast.
"Cloud and AI are a 30-year marathon that has only just begun," said Charles Yang. "The partners you choose are just as crucial as your destination... Huawei Cloud is committed to standing alongside partners for a mutually sustainable and beneficial future."
Useful links
If your 2026 plan includes bigger enterprise deals and repeatable AI-led offers, these policies give you the structure, benefits, and proof points to sell with confidence.
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