Huawei won a relatively small cable carrier deal in Spain, but what could make it important is that the deal is for managed services. Up to now, managed service, integration and professional services have been a problem for Huawei and a favored way of competitors trying to keep the Asian price-leader out of deals.
We’ve been hearing that Huawei has been pushing not only to build its internal capabilities, but working to set up relationships with integrators in various market areas to enhance their ability to support Tier Two/Three providers. In our most recent survey, Huawei was the only vendor to improve its strategic credibility in all of the product categories and for Tier One, Two and Three operators. The company is getting its act together and promising to build on already-impressive results with some big wins in 2011.