Before Snowden, There Was Huawei

摘要

How's this for a tough sales job? The American sales reps of Huawei offer top-notch telecom gear at a 35 percent discount. But anytime they get near to closing a sale, their customers get a visit from the FBI or the U.S. Department of Commerce. The message from the feds isn't subtle: buy something else. Huawei, based in Shenzhen, China, is the world's largest seller of telecom equipment, commanding 20 percent of the market. Yet it is barely a factor in North America. Here its market share in optical equipment is just 1.4 percent, and in switches and routers it's just 0.1 percent.