At a global partner event in Singapore, Huawei Cloud unveiled its 2026 Global Sales Partner Policy, sending a clear message to channel partners: long-term trust, predictable rules, higher profitability, and simplified cooperation will define future collaboration across its global cloud and AI ecosystem.
Huawei Cloud intends to build a long-term, predictable, and profit-driven partner ecosystem at a time when cloud and AI adoption is accelerating across industries and regions.
The policy was presented by Charles Yang, Senior Vice President of Huawei and President of Huawei Cloud Global Marketing and Sales Service, who framed cloud and AI as a multi-decade opportunity rather than a short-term race. For partners, the announcement matters not only because it defines how Huawei Cloud will work with them through 2026, but because it locks in rules designed to reduce uncertainty, clarify ownership of customer relationships, and expand commercial upside.
A central element of the new policy is trust through stability. Huawei Cloud has committed to clearly defined business boundaries that explicitly prevent competition with partners for profits in the same accounts. These rules will remain unchanged for the next three years, a move intended to give partners confidence to invest in skills, local sales teams, and industry solutions without fear of being displaced by the vendor itself. For channel organizations operating in regulated or enterprise-heavy markets, this predictability lowers risk and supports longer-term planning.
Profitability is addressed through a set of concrete incentives. Huawei Cloud is introducing enhanced discounts, expanded incentive programs, and deeper joint project collaboration models. Partners gain access to Huawei Cloud’s brand and market presence to open doors with new customers, while also receiving support to win larger, more complex deals. According to Huawei Cloud executives, the objective is to help partners move beyond transactional resale toward higher-margin solution delivery and industry specialization
Operational simplicity is another focus area. Huawei Cloud is upgrading its Partner Center into a single, integrated workbench covering sales, delivery, incentives, and enablement. By standardizing collaboration rules and strengthening anti-corruption safeguards, the company aims to reduce friction in day-to-day engagement, shorten deal cycles, and make it easier for partners to scale across regions.
Tiered Support Model
Growth enablement under the policy goes beyond financial rewards. Huawei Cloud outlined a tiered support model tailored to different partner roles. Executive-level leaders will be invited into strategic exchanges on digital transformation and AI adoption. Sales and technical teams will receive hands-on training, including industry-specific playbooks, technical workshops, and sales simulations. This structure is designed to help partners build both commercial and technical depth as customer demand shifts toward AI-enabled workloads.
Li Shi, President of Huawei Cloud Computing Global Sales, highlighted the scale of the existing ecosystem to underscore the opportunity. In 2025, Huawei Cloud’s partner-driven business grew by more than 50%, with over 4,000 global partners now supporting hundreds of thousands of paying customers. Outside China, the ecosystem includes more than 40 global distributors and 50 core and premier cloud solution providers, giving partners access to a broad international footprint.
The Asia Pacific region illustrates how this model translates into concrete opportunity. Dale Chen, Director of Huawei Cloud Asia Pacific Sales Partner Development, noted that Huawei Cloud has achieved a compound annual growth rate exceeding 40% in the region over the past five years, with partners generating more than half of the revenue. Key growth areas include migrating core financial systems to the cloud, enabling AI-driven transformation for telecom operators, and supporting governments with AI-powered public services.
By combining stable rules of engagement, enhanced incentives, simplified operations, and structured enablement, Huawei Cloud is positioning its 2026 partner policy as a foundation for shared growth. For channel partners navigating an increasingly competitive cloud market, the message from Singapore was clear: Huawei Cloud is betting that sustained success in cloud and AI will be built through partners, not around them.
Executive Insights FAQ
What makes the 2026 partner policy different for channel partners?
It locks in stable rules for three years, reducing risk and enabling long-term partner investment.
How does Huawei Cloud improve partner profitability?
Through enhanced discounts, incentives, joint project support, and brand-driven market expansion.
What operational changes benefit partners most?
A unified Partner Center and standardized collaboration processes designed to reduce complexity.
How does the policy support partner growth beyond sales incentives?
Via structured enablement, executive exchanges, and role-specific training programs.
Why is Asia Pacific a key opportunity for partners?
Rapid cloud growth, strong partner-led revenue, and demand for AI-driven industry transformation.
