Counting from the implementation of tax reform in China in 1994, which required the “reliance on computer networks” to carry out corporate taxation work, in the blink of an eye, the informatization and digitalization of Chinese enterprises has gone through nearly 30 years.
During this period, informatization and digitalization have become the basis for enterprises to move towards management modernization and globalization, and have become the fulcrum for China's continuous economic growth and creation of digital economic miracles. At the same time, the digital construction of enterprises has also created a magnificent ICT product, solution and service industry, forming a digital industrial cluster composed of different roles and different markets.
At that time, the needle continued to move, and we ushered in the dawn of global intelligence and the peak of the construction of digital China. Digitization and intelligence have become the most consensus deterministic value in the era. Accompanied by it, new growth, new technologies, and new demands pose brand-new challenges to the digital industry, as well as the companies and people in this industry.
Where is the digital future headed? How can an enterprise enhance its competitiveness in the surging tide of digitalization? These questions urgently need new answers, as well as implementation plans for this answer.
A few days ago, the "Huawei China Partner Conference 2023" was held at the Shenzhen World Convention and Exhibition Center, with the theme of "Gathering and Prosperity". At the meeting, Huawei gave a new answer to the digital future: "Partner + Huawei" open cooperation system.
Following Huawei's strategic direction in the three markets of "NA, business and distribution", Wu Hui, President of Huawei's China Government and Enterprise Business, pointed out in his keynote speech that Huawei China's government and enterprises will continue to strengthen their capabilities in "research, marketing, supply, marketing, service management" and Create a good business environment through "rules, order, incentives, and platforms", support and serve partners to expand the market faster, better, and more conveniently, and help all walks of life by continuously strengthening the capabilities of the entire "partner + Huawei" system The digital transformation of the industry and the business success of customers, and a win-win digital future.
Why is the "partner + Huawei" system needed? What actions will Huawei's Chinese government and enterprises promote to ensure the smooth implementation of this system?
Let's start with the development trend of enterprise digitalization and talk about why "system" is becoming more important. In this trend, Huawei took the lead in building a "partner + Huawei" system, and why it has become a new beacon of digitalization.
Digitalization 3.0 stage
How to meet the needs of the times?
The digital development of Chinese enterprises is inseparable from the development and changes of the Chinese economy itself. At the current stage, China's economy is moving from an emphasis on scale and speed to a new direction that pays more attention to fairness, sustainability, and high quality. Under this general trend, the digitalization of enterprises will inevitably undergo corresponding changes.
Friends who know about enterprise digitalization will know that after 2010, there was a division in this industry, and some people call it the stage of enterprise digitalization 2.0.
In the 1.0 stage, the digitalization of enterprises mainly meets the basic needs of storage, computing, and networking. Product functions and cost-effectiveness are the core of digitalization. Therefore, the industrial characteristics of this stage are product-centered and sales-oriented.
However, when the digital needs of enterprises become more complex and the system becomes larger, digitalization 2.0 begins to show more complex supply and demand characteristics. Customers need a combination of multiple technologies and multiple products, and they need to build a complete solution. At this stage, it is necessary to meet customer needs in a cooperative manner, which is the well-known project-centric, scenario-oriented, and partner-based approach.
However, just as human beings have endless demands for computing power and networks, the demands for digitalization of enterprises are also continuously advancing. Whether it is 1.0 or 2.0 stage, it is generally a business model dominated by manufacturers and assisted by partners. However, when more and more complex digital demands emerge, the capabilities and resources of any enterprise cannot cover most of the market demands. This will inevitably lead to the need for manufacturers to enter a new industry model led by partners and centered on the system. Perhaps we can call it the industrial characteristics of the digital 3.0 stage. At this stage, the main changes in the market come from three aspects:
1. Wider range of customers. As the digital economy has taken root in the hearts of the people, more than 70% of small and medium-sized enterprises have begun to attach importance to digitalization, taking digitalization as their core competitiveness, which has led to an exponential growth in the number of digitalized customers of enterprises.
2. More complex scenes. In the new stage, digitization is going deep into the core of the industry. Digital capabilities are no longer just information media and enterprise management tools, but real productivity infrastructure, which leads to the need to upgrade scenario-based satisfaction capabilities.
3. More diverse technologies. With the explosion of innovative AI applications, more companies have seen the infinite possibilities brought by AI. In the future, intelligence will bring a large number of new technologies and products to the process of enterprise digitalization, which requires an effective system for connection.
For Huawei, in the face of the general trend of digitalization 3.0, in the future, it will not only need to face the top customers in the industry, but also need to replicate and promote the new capabilities jointly created with partners and top customers on a large scale. The real future value lies in the digital needs of China's 50 million enterprises and 200 million market entities. Therefore, Huawei believes that it is necessary to complete the necessary changes at this stage. On the one hand, the innovation capabilities and service capabilities of more partners can be displayed;
In order to achieve this goal, the answer Huawei found can be summed up in one key word—system.
Build an open system
is Huawei's answer
The so-called system is to allow partners to actively participate in this system and benefit from it by building a complex, diverse, and dynamic system. The addition of more and more partners will enhance the capabilities and channels of the system itself, so as to meet the digital needs of the majority of market players.
In order to achieve this goal, Huawei hopes to change the strategy and method of focusing more on projects in the past, and pay more attention to the tolerance and vitality of the system itself. For this reason, Huawei believes that this system should be open and cooperative. Wu Hui also further mentioned that the "partner + Huawei" cooperation system mainly includes two aspects:
First of all, partners are in the front and Huawei is in the back. Huawei will be more partner-centric in business design.
Secondly, Huawei is a partner of partners, and partners are also partners of Huawei. Huawei can choose partners, and partners can also choose Huawei. We will jointly build an open system and build the competitiveness of this system.
In order to achieve this new strategic goal, Huawei China's government and enterprises will promote a series of specific and detailed capacity building and strategy implementation to protect the rights and interests of partners and promote the continuous opening of the "partner + Huawei" system. For example, we can see that in the 2023 Huawei China Partner Policy, partner registration is placed in a more important position in the membership system, so as to promote more partners to join the "partner + Huawei" system.
Specifically, the implementation of the "Partner + Huawei" system in China's government and enterprise market includes two clues, one vertical and one horizontal. The horizontal is to strengthen Huawei's own capabilities, and the vertical is to provide effective policy support, tool guarantees, and rights empowerment for the three major parallel markets.
Huawei hopes to work with its partners to deeply cultivate the three types of markets: NA, business and distribution, and uphold the concept of "taking interests as the link, taking integrity as the foundation, and taking rules as the guarantee" to build a healthy and win-win partnership system to support the industry Digital transformation and SME business success.
horizontal
Comprehensively Strengthen Huawei's Core Capabilities
Let's take a closer look at what Huawei will do to ensure the implementation of the "partner + Huawei" cooperation system.
Let’s first look at horizontal capacity building. In this regard, Huawei hopes to comprehensively strengthen its own capacity building, so as to give its partners maximum support and assistance. This capability building can be divided into six core capabilities of "research, operation, supply, sales, service and management".
Among them, research and development is Huawei's core competitiveness. In order to ensure that partners can make full use of this competitiveness, Huawei will not only create products with leading technologies around top customers and complex scenarios, but also create marketable products for small and medium-sized enterprises.
In the field of marketing, Huawei hopes to move towards more specific and innovative micro-particle precision marketing, reject flood irrigation, and create partner-centered drip marketing based on the real needs of partners.
At the supply level, Huawei not only needs to supply complex scenarios, but also needs to build a supply system that adapts to the commercial market and distribution market. In the distribution market, spot cash transactions can be met, and the short-cycle supply within 1-3 days can be realized. In the commercial market, the supply of main products can be completed within 3-7 days.
At the sales level, Huawei will continue to promote the current sales system in the NA and commercial markets, and at the same time create a distribution and sales system characterized by a sales network.
In terms of services, Huawei not only needs to provide digital transformation services for large-scale government and enterprises, but also needs to reach the last mile, so that customers, regardless of size, can get a consistent Huawei service experience.
In addition to the construction and upgrading of the six major capabilities, Huawei also needs to create a stable, benign, and healthy business environment through the construction of rules, order, incentives, and platforms, and effectively protect the rights and interests of partners. The next step is to upgrade the construction of internal capabilities and effectively pass them on to partners and customers through different market tracks.
portrait
Transfer the power of the system to the three major markets
Different markets require different products, services, and support, and it is also necessary for Huawei to selectively and strategically implement its "research, marketing, supply, sales, service, and management" capabilities in the market.
After opening up the commercial market space last year, Huawei is fully promoting the upgrade of the distribution market this year. The strategic implementation of the "partner + Huawei" system has also been vertically presented to the majority of partners through the tracks of the three major markets.
In the NA market, Huawei will continue to work with partners to face customers and build end-to-end capabilities from consulting and planning to delivery and O&M. Through joint innovation, create benchmarks and establish typical industry lighthouses, and at the same time replicate and promote innovative solutions with partners.
In this market, Huawei's biggest change from before is that it will maximize the protection of partners' interests and clarify Huawei's business boundaries through clear solutions such as NA partner map strong application, rule entry process, and IT. At the same time, Huawei also plans to invest 1.9 billion in identity incentives, capability incentives, and growth incentives to achieve benefit sharing, and will provide partners with better platform support through solution partner clubs, openlab, Huawei Yijia, and 400 technical hotlines .
In the commercial market, the focus is on the changes in the "partner + Huawei" system. Among them, for the first time, Huawei carried out business design centered on partners to ensure that Huawei and customers are separated by partners, and do not take the initiative to directly expand the customer interface. commercial market customers. At the same time, Huawei also hopes to build a variety of digital platforms and tools, so that commercial market partners can complete market transactions more efficiently and conveniently.
Last year, Huawei joined hands with its partners to expand the commercial market in order to open up better and allow more partners to participate in the "partner + Huawei" system. This year, Huawei has made it clear that the overall direction of the commercial market is correct. Huawei's performance in the commercial market will become more mature. After partners participate in this system, they can obtain a series of supports and their capabilities will grow rapidly.
In the distribution market, Huawei will focus on engineering companies. By supporting distribution gold and silver medals and distribution elites, Huawei will influence engineering companies and installers, and use this system to finally see and understand end users. This year, Huawei will optimize the distribution partner system and develop partners with Sell-Out capabilities. To this end, Huawei will provide rich and competitive products based on market demand, and build a transparent and modern invoicing system. Through the establishment of the Distribution Partner Development and Management Committee (PDMB), device scan code activation, and full link In order to ensure the order of the market, we will avoid the phenomena of chaotic prices and overstocking to squeeze out the interests of partners. At the same time, Huawei will also use the two supporting platforms of Kunling's official website PC and Kunling's APP to make the cooperation between partners and Huawei more efficient.
In addition to the characteristics of the three major markets, all digital markets are showing demand for platform digitization, tool diversification, and channel transparency. To this end, Huawei hopes to present rules, order, incentives, platforms, and the most basic technologies, products, and solutions to partners through digital platforms, and comprehensively upgrade the digital equipment of the "partner + Huawei" system.
Under the two paths of one horizontal and one vertical, the "partner + Huawei" open cooperation system will be rapidly advanced, and this may not only affect partners and Huawei, but also the entire digital industry ecology.
The battle for the future is a battle for the system
In the process of enterprise digitalization, Huawei has always been a strategic leader. From being integrated, platform + ecology, to finding technologies for scenarios, to building an open cooperation system of "partner + Huawei", every time Huawei has created a precedent and established a trend. Soon, the industry trend predicted by Huawei will affect the entire industry, and the latest digital outlet is the "system" built by partners and manufacturers.
The system is the key to future digital competitiveness and the basis for whether a digital supplier or service provider can find room for development and improve development efficiency. Only a strong system can handle massive business volumes, deal with ever-changing and growing market demands, and integrate new technologies and products into the market naturally. The first to embrace system strategy and system power is the "partner + Huawei" system.
The open cooperation system of "partner + Huawei" has four key words: rules, order, incentives, and platforms.
Only detailed rules and clear responsibilities can ensure simple cooperation. To this end, Huawei implements the rules in policies, procedures, and IT, so that it can be "bonded by interests, based on integrity, and guaranteed by rules."
In terms of order, Huawei hopes to raise the management of market rules and order and partner system order to a sufficient level, and adhere to the long-term strategic vision. Only the improvement of the system is the fundamental way out for government and enterprise business.
In terms of incentives, Huawei hopes to direct incentives to real capabilities and growth. By increasing incentives for partners, the commercial market and distribution market will grow, and the NA market will be deepened.
At the platform level, the future-oriented CRM 20.0 process construction is fully open and highly efficient. Huawei not only wants to create an efficient trading platform, but more importantly, it will also open platform capabilities such as Welink, conference system, and Sanduo Cloud to partners, so that the entire system will not only be profitable, but also grow and have a better future .
Consolidating the four foundations of the "Partner + Huawei" system will also become a channel for the digital industry to move into the future. The strategic core and implementation plan of the "Huawei + Partner" system are worthy of consideration and reference by more companies in the industry.
In Huawei's view, the competition in enterprise digitalization is not so much competition in platforms and supply chains. In fact, facing the intricate digital business, the future will inevitably be a system competition.
The fundamental competitiveness of "partners + Huawei" is not that Huawei says: "Partners, come with me", but partners say: "Huawei, I want to come."
How to make a system gravitational and magnetic will be a new beacon for the digital industry of enterprises and a new engine for the continuous upgrading and development of Digital China.
