Editor: A Mao
Design: Muyou
When discussing the national economy and industrial development, there is a set of data that is often quoted: "Domestic small and medium-sized enterprises contribute more than 50% of tax revenue, more than 60% of GDP, more than 70% of technological innovation, and more than 80% of the employed population. .”
The black and white words and heavy numbers show the huge value of small and medium-sized enterprises. At a time when large enterprises are leaping into action and implementing transformation, the commercial market, which gathers small and medium-sized enterprises, has become the "second battlefield" for digital transformation and intelligent upgrading.
Huawei is one of the earliest leading companies in China to enter the commercial market. Previously, although customers in this type of market were considered to be close to each of us and large in scale, due to the complexity and scattered distribution of the scenes, few people could accurately identify the target.
We know that Huawei's vision is to "build a smart world where everything is connected" and we don't want anyone to fall behind in this grand historical process. From Huawei's perspective, the digitalization and intelligence of many customers in the commercial market are equally important.
Data from the first quarter of this year show that among the NA market, commercial market and distribution market segmented by Huawei, the commercial market is the fastest growing, with a year-on-year growth rate of nearly 60%. Obviously, Huawei has taken the lead in the fast lane in expanding into the commercial market.
Accelerate the intelligence of small and medium-sized enterprises
During the three-day Huawei Connect 2023 (HUAWEI CONNECT 2023) , the business market summit for business market integrator partners and customers was grandly opened. Huawei hopes to fully accelerate the intelligence of small and medium-sized enterprises by building a partner-led market system.
At the meeting, Chen Banghua, Vice President of Huawei Enterprise BG and President of Commercial and Distribution Business of Huawei Enterprise BG, delivered a speech titled "Working with Partners to Accelerate the Intelligentization of Small and Medium-sized Enterprises" , sharing Huawei's strategy and progress in the commercial market, as well as the next steps. think.
In May of this year, Huawei made it clear that in the commercial market, it would focus on integrator partners to enable the digital and intelligent transformation of small and medium-sized enterprise customers. Among them, the ability of partners is the key to bringing value to customers.
According to statistics, there are currently millions of industrial regulated enterprises and pan-governmental customers around the world, covering many industries such as education, medical care, and manufacturing. The digitalization and intelligence of small and medium-sized enterprise customers are also rapidly advancing.
The benefits of digitalization and intelligence are obvious. In smart classrooms, teachers teach more easily and students learn more interestingly; in smart hospitals, doctors can improve diagnosis efficiency by 30% with the help of AI; in advanced manufacturing, the accuracy of industrial quality inspection based on AI reaches 99.9%, which can improve quality inspection efficiency. Improved by 3 times.
Chen Banghua said that in order to better help small and medium-sized enterprises achieve digital and intelligent transformation, since last year, Huawei has restructured its sales and service system and R&D system around "integrator partners as the center".
Changes in the business market are also regarded by Huawei as a company-level change project. Through reforms to unify thinking, change concepts, and change combat models, Huawei has integrated research, marketing, sales, service, supply and other systems, built processes, IT, and organizations for the commercial market, and created an end-to-end combat system for partner leads.
Focusing on partners, Huawei has built a new commercial market sales and delivery process to optimize the cooperation process. Focusing on partners' combat journeys, Huawei has built IT combat platforms such as business partner workbench, commercial sales workbench, and Yiqifei APP.
At the same time, Huawei has established commercial sales organizations in the regional department and all representative offices in China, as well as in all overseas regional departments and some countries, striving to respond to the needs of partners and customers as soon as possible.
Huge business opportunities are on the horizon
At present, there are more than 450,000 domestic industrial enterprises above designated size with an annual income of more than 20 million yuan, about 520,000 general education, vocational education, and higher education schools, and a total of about 33,000 hospitals at all levels. An increasing number of small and medium-sized enterprises Enterprises and institutions hope to use digitalization and intelligence to reduce costs and increase efficiency to achieve high-quality growth.
With such huge and urgent needs, the potential business opportunities in the commercial market are self-evident. However, as we have said before, the application scenarios in the commercial market are complex, so it is difficult to meet such diverse application needs with a rough and simple product line.
Although the window period in the commercial market will not be fleeting, it requires suppliers to deeply understand and grasp user needs and launch targeted and differentiated product solutions in a more timely and accurate manner in order to better grasp this opportunity. A difficult business opportunity.
According to Chen Banghua, in terms of research and development, Huawei insists on finding technologies for scenarios based on customer needs, and providing suitable products and solutions for small and medium-sized enterprise customers. He believes that "the 4A architecture, including business architecture, application architecture, data architecture and technology architecture, is the basic design for enterprises to move towards digitalization and intelligence."
Based on this, Huawei works with its partners to gain in-depth insights into the customer's business architecture, understand the customer's strategy, process, and business, and deeply understand the application architecture and data architecture. Finally, Huawei finds a technical architecture that matches the customer's scenario needs, thereby providing suitable products and solutions.
At present, based on in-depth insights into industries such as medical care, education, manufacturing, and hotels, Huawei has sorted out key business scenarios in 16 commercial markets and released more than 60 solutions in the first half of this year, and will launch more than 20 more in the second half of the year. a solution.
At the same time, for these solutions, Huawei has also released exclusive marketing information packages, created online exhibition halls, and special marketing equipment to support partners' independent marketing.
Judging from the current situation, Huawei's commercial market reform has achieved preliminary results: in the first half of this year, the number of commercial market partners in China increased by 37%, the number of customers increased by 42%, and revenue increased by 56%; overseas, Countries and regions where Huawei has launched commercial market pilots have also achieved 50% revenue growth.
The first choice of customers and partners
Through clear and accurate image positioning and practical actions, Huawei is winning high recognition from a large number of customers and partners in the commercial market. At this conference, representatives from some companies also came to the scene and shared real cases of their joint achievements with Huawei.
At the summit, Dr. Fan Shixi from the Educational Technology and Information Center of Shenzhen Vocational and Technical University introduced the relevant situation and progress of the school's cooperation with Huawei to jointly build a smart campus and consolidate the foundation of information application.
As an important training base for high-quality technical talents in Shenzhen, Shenzhen Vocational and Technical University makes full use of ICT technology to empower education and teaching, and has built the country's first 5G+ smart campus for vocational education. The school has 26 departments/colleges, 106 business systems, 367 All Taiyun virtual machines have been connected to "Shenzhen Cloud".
Jiangsu Zhongming Huiye Technology Co. , Ltd. is a comprehensive system integration service provider dedicated to software product research and development, information system integration, data center computer rooms, smart buildings, security monitoring, and operation and maintenance services.
In a new semiconductor factory project with an investment of 10 billion yuan, thanks to the help of Huawei's rich digital transformation experience, Zhongming Huiye teamed up with Huawei to deliver an overwhelming victory from solution to last-mile delivery within one month. Advantages, gaining customer trust and project success, turning what was previously considered impossible by the outside world into being far ahead.
Mr. Carlos Cartaxo is the CEO of Connectoway , a Brazilian company that is Huawei's largest partner in Brazil. In his view, Huawei has very reliable and rich product solutions that can fully meet the digital transformation and intelligent upgrade needs of Brazilian companies.
Mr. Cartaxo highly praised Huawei's capabilities and attitude. He said that Connectoway will further cooperate with Huawei in 5G, WiFi 6 and cloud to bring more excellent solutions to customers and jointly create a fully connected world.
Based on its rich experience in serving the enterprise market for many years and its leadership in infrastructure innovation, Huawei has developed a large number of scenario-based solutions that can be delivered in batches and are reusable for the commercial market. The first choice of partners.
Chen Banghua sincerely hopes that more partners will join in the development of the commercial market in the future. Together with Huawei, we will use marketable products, IT tools, and strong organizations and teams to support the digital and intelligent transformation of small and medium-sized enterprises and win the business market together!
