Where do Data Centres Fit in Huawei Cloud’s Partner Policy?

Huawei Cloud has used its Global Sales Partner Policy Launch in Singapore to set out how it plans to scale AI-era cloud infrastructure with partners at the centre of its strategy. 

The updated 2026 policies place data centres, large-scale compute and ecosystem execution at the heart of Huawei Cloud’s growth plans as demand for AI-ready infrastructure accelerates worldwide.

The company framed the event around the theme of Shared Intelligence, Shared Success, signalling a shift towards deeper collaboration as cloud providers expand capacity and services to support AI workloads.

For Huawei Cloud, this means aligning partner incentives with the realities of building, operating and monetising modern data centre platforms.

Charles Yang, Senior Vice President of Huawei and President of Huawei Cloud Global Marketing and Sales Service, introduced the refreshed global sales partner policies and positioned them as foundational to long-term infrastructure growth rather than short-term commercial gain.

“Cloud and AI are a 30-year marathon that has only just begun,” Charles says. 

“The partners you choose are just as crucial as your destination. A true partnership is not about short-term benefits, but about a companion for the long haul.

“Huawei Cloud is committed to standing alongside partners for a mutually sustainable and beneficial future.”

Aligning partnerships with AI infrastructure scale

Huawei Cloud’s updated framework centres on four principles – trust, profitability, simplicity and growth – designed to reduce friction as partners deploy and sell AI-capable cloud services.

From a data centre perspective, these principles reflect the increasing capital intensity of AI infrastructure and the need for predictable collaboration across the stack.

To strengthen trust, Huawei Cloud has clarified business boundaries and account ownership while prioritising partner-led delivery.

Profitability is being addressed through refined incentive structures that better reflect the cost and complexity of selling AI and data centre services.

Simplification comes through clearer engagement models intended to reduce duplication and shorten sales cycles.

Underpinning this approach is Huawei Cloud’s emphasis on what it describes as the three pillars of competitiveness in the AI era – compute, models and data.

Each has direct implications for data centre design and operations.

As global AI demand grows, Huawei Cloud is investing in large-scale compute platforms built around supernodes and clusters. 

Its CloudMatrix384 AI super-node is positioned as a high-density building block for AI data centres where power, cooling and interconnect efficiency are critical. 

On the software side, Huawei Cloud combines its self-developed Pangu models with open-source options delivered through a model-as-a-service platform, increasing utilisation of underlying infrastructure.

Data governance and security capabilities are intended to support regulated workloads hosted within regional facilities.

Growth of the partner ecosystem

Li Shi, President of Huawei Cloud Computing Global Sales, outlined how the partner ecosystem has expanded alongside Huawei Cloud’s infrastructure footprint. 

In 2025, partner-driven business grew by more than 50%, with the ecosystem now including over 40 global distributors, 50 core or premier cloud solution providers and more than 4,000 partners serving customers outside China.

This scale is increasingly relevant for data centres as regional cloud demand rises.

Huawei Cloud has refined customer account classifications and clarified responsibilities to reduce overlap between direct and partner-led engagements, an issue that often complicates infrastructure-heavy cloud deals.

Partner support has also been expanded through a four-pillar incentive model.

This includes greater visibility via Huawei Cloud’s global media platforms, more than 50 best-practice benchmarks, increased market development funding and broader access to global marketing initiatives.

Together, these measures are designed to help partners build sustainable businesses around cloud regions and associated data centre services.

Asia Pacific as a data centre growth engine

Dale Chen, Director of Huawei Cloud Asia Pacific Sales Partner Development, highlighted Asia Pacific as the company’s fastest-growing region.

Over the last five years, Huawei Cloud’s compound annual growth rate in APAC has exceeded 40%, with partners accounting for more than half of regional revenue.

The region’s footprint now spans more than 50 financial institutions, 200 government and enterprise customers and 500 internet and cloud-native businesses, supported by local teams in more than 10 countries.

Many of these deployments depend on in-region data centres to meet latency, sovereignty and regulatory requirements.

Huawei Cloud’s AI Token Service, already live in Hong Kong, illustrates how new AI services are being layered onto existing cloud infrastructure, driving higher utilisation of data centre capacity.

Joint solutions, marketing and sales remain central to the Platform + Ecosystem strategy as partners localise offerings for specific industries and markets.

Partner case studies shared at the event, including examples from Thailand, Singapore, Argentina and Turkey, focused on international expansion supported by Huawei Cloud’s infrastructure and go-to-market model. 

For data centre operators and cloud partners alike, the 2026 policy update signals a more tightly coupled approach to scaling AI-ready cloud capacity through shared execution rather than isolated investment.