H3C: Chinese Networking Firm Seeks Partners for NSA Relationships

Posted on November 21, 2007
Filed Under China Business, China Internet, Security |

3Com’s H3C has found some new partners for its open architecture initiative. Shanghai Daily reports:

H3C launched a platform called OAA (open application architecture) with Intel, Beijing Rising and Beijing DHC Digital Technology in Shanghai yesterday, which provides IP storage, enterprise-level security, data network and video monitor functions.

H3C , which provides core-technologies of the platform, will attract more partners to improve the platform, according to Wu.

OAA isn’t really a “new” platform. H3C is releasing interface specifications so that other companies’ products and applications can interact with H3C gear. They have four categories for OAA: security, monitoring, network performance, and something called “application services”.

OAA is part of IToIP (roughly information technology over internet protocol), H3C’s buzzword for purchasing-minded CIOs. Applications sit at the top of the architecture and OAA is the interface to the bottom-tier IP-based systems (storage, security, etc.). IToIP is meant to ensure that business applications get the systems resources they need to function optimally. It includes one tool to manage the network and its users and another to manage enterprise security. These are not products for rough and ready SMBs. OAA is part of H3C’s larger effort to expand into the enterprise market.

And who is there already?

A JOINT venture between Hangzhou Technologies [H3C] and 3Com is expected to cooperate with firms such as Intel to develop Internet protocol products to compete with arch rival Cisco Systems in China.

…H3C , which provides core-technologies of the platform, will attract more partners to improve the platform, according to Wu.

“Cisco grabs the market share through M&A so we’re taking another strategy: partnership,” Wu said.

“A company will grow strong naturally when it has many partners working on the same front.”

If H3C can gain a leading position both in China and internationally, there shouldn’t be any difficulty in convincing companies to build interfaces into their products. But that will be a challenge. Cisco is certainly not shy about buying up smaller companies that fit into their strategy, but they’re also happy to partner with firms. Ms. Wu misses one key partnership of Cisco’s: EMC. That alliance is squarely focused on the same enterprise customers that H3C would like to sign up. Both companies are quite competitive in China and have excellent reputations for quality.

H3C may find its casual partners. It may even make progress in selling its open platform. But trying to claw market share from two well-established companies with proven technologies may start them thinking about the benefits of a LTR.