Enterprise business is the strategic choice for Huawei to enter the big market

Enterprise business is Huawei's strategic choice to enter the "big market", in this new environment which differs from the communication operator market, Huawei also decided to bid farewell to the former single way, and then to the cooperation partner altogether.

It is the company's strategy and the most important part of Huawei's ICT transformation. "At the Huawei Cloud Computing Conference in September 2013," said Zheng, president of Huawei it product line.

Huawei It product line covers storage, cloud computing and data Center 3 major products, for the enterprise business and operators two major business sectors to provide solutions. Huawei is turning aggressively in new markets and environments, and the new IT product line is seen as a bridgehead for Huawei's transformation.

Channel change

"When we open our eyes, we have to change the way we have long closed selves." Today, we want to change this situation, to open up, to co-operate, to achieve a total win. "In the November 29, 2010" Huawei Cloud Computing Strategy "press conference, Huawei President Ren said that Huawei will be more open attitude to respond to market changes, and partners to develop together.

How open, to what extent, and at what point does not define a specific boundary, just for example, "on the cloud platform we have to be more open, while the pipeline of information flow is greater than the diameter of the Pacific, so that it has a greater capacity, heart, to meet the various clouds down rain." ”

In the following 2011, Huawei should rearrange its new business, adjust its organizational structure and set up 3 business operations centers, including operator network, business, and terminal business (later to consumer business). The business focuses on ICT infrastructure, including cloud computing, storage and data centers, enterprise networks, and solution 3 business. By the end of 2012, Huawei's business sales had reached 11.53 billion yuan, although it was less than 10% of Huawei's overall revenue, but it had grown by about 25% over the previous year.

Enterprise business is Huawei's strategic choice to enter the "big market", in this new environment which differs from the communication operator market, Huawei also decided to bid farewell to the former single way, and then to the cooperation partner altogether. In early 2012, Huawei released a new version of the company's full product channel structure and channel policy. In the domestic market, Huawei set two channels, one channel partners, including the total distributor and a distributor, directly from Huawei to buy products and get the corresponding support; Secondary channel partners include platinum, gold and silver certified dealers, usually for a specific region or industry market influential partners.

In fact, from the focus on the global telecom operators, to the signing of major partners, Huawei in the business market channel strategy has gone through a "detour." Because Huawei's it product line is very long, involving a variety of products from hardware to ICT, Huawei inadvertently broke into the partner's field to become a partner of the partner, which once made the "strict control into the new field," The Huawei is very distressed, until later proposed "integrated" route.

At present, Huawei Business has more than 3,800 channel partners worldwide, with more than 1100 partners at the solution level and more than 700 partners in services. In the first half of 2013, Huawei's corporate operations across China accounted for 80% of overall sales through partners ' sales revenue.

In addition to the deep cooperation in products, Huawei has also begun to focus on the continued growth of its partners. As the overall market changes, some of Huawei's intermediary reseller partners began to transform to do management services, in the process of business transformation, some resellers have financial problems, Huawei provides financial support for these partners, together with other 3rd party finance companies, for partners or end users to solve the cash flow problem, provide credit support.

Determined to be integrated

"Our strategy determines that we have to be integrated." Zhangshunmao, president of Huawei Business markets and solutions, said that "being integrated" is a positioning of Huawei's strategy, and Huawei will stick to its borders, resolutely not to cross the line, the "border" is the ICT infrastructure.

In previous communications operators, it was almost impossible for Huawei to open code or interfaces to its partners. However, entering the IT product line, Huawei has positioned its business as an ICT infrastructure, which determines that Huawei must work with its eco-chain partners to build more value in the ICT sector, which is broader than the telecoms market.

Zhangshunmao's explanation for "being integrated" is that at the solution level Huawei insists on focusing on the ICT infrastructure and is adamant that it does not get out of the way; the other is that Huawei's partners provide contracts and services to end-users on the client interface.

In fact, the depth of Huawei's integration with the industry chain is more than that. As early as December 2012, Huawei and the German SAP company signed a strategic partnership memorandum, clearly will be the memory database and cloud computing as the main direction of cooperation in the technical cooperation, after the MOU, the SAP Company certified Huawei's 5885 V2 server and Fusioncube integration machine, All configurations and multi-node schemes of Hana single node scheme are covered. To facilitate cooperation and joint innovation, Huawei has established a dedicated office in a Waldorf city (WALLDORF,SAP headquarters) near Heidelberg, Germany, where engineers and SAP engineers work together to advance related tasks.

There are numerous modes of cooperation. In addition, Huawei Enterprise Business Center in Suzhou, an open laboratory, the core work is to Huawei and partners jointly developed solutions to integrate test verification, and ultimately make these solutions hatch out, the formation of mature solutions eventually to the market. In addition, all of Huawei's products are currently implemented to support an open interface "ESDK", through the development of standard tools and interfaces, so that partners more convenient and efficient to unite with Huawei's products.

Under the "integrated" strategy, Huawei has now built more than 330 data centers around the world, with more than 70 data centers based on cloud computing technology. In China's existing public cloud construction, Huawei is involved in the construction of more than 70% projects.