Shulou(Shulou.com)06/03 Report--

If there is a common demand among governments and enterprises around the world today, it can only be: digital transformation.

From the national economy to small businesses in villages and towns, almost everyone today is thinking about how to make use of digital dividends and how to find the future in ICT technological innovation.

For ICT infrastructure providers, such as Huawei, which is full of global transformation, it is not only the biggest cake of the times, but also the Himalayan snow-capped mountains that have to be climbed. There are too many stories worth remembering, and today our story is about "friends".

As we all know, government and enterprise ICT is a huge market involving countless industries and tens of millions of fields. No one can swallow it in one swallow. Therefore, from the first moment of entering the enterprise market, Huawei chose the strategy of making friends, building ecology and developing together with partners.

So what stories have Huawei and its friends experienced when digital transformation opportunities continue to open up, how do they view each other's transformation and each other on the road to transformation? China Building Materials Information is a representative enterprise among the general dealers of Huawei enterprise business. On the road of digital transformation, Huawei can be called a close comrade-in-arms. In the story of building materials and Huawei, you may see a leisurely song about Huawei, about transformation, about friends and partners.

The wind of transformation, the curtain of heaven and earth

Let's take a look at what digital transformation means for the ICT industry.

China Building Materials Information acts as the chief distributor of Huawei's enterprise business in the ICT industry. This role is closest to the market and is often the first to perceive the urgency of digital transformation and the real industrial logic.

In the wind of digital transformation, in the view of Li Daqing, executive vice president of building materials information, business transformation is inevitable.

For example, in the early days of the enterprise network, China Building Materials Information started as a hardware infrastructure for Huawei. However, after cloud computing is gradually understood and accepted by the majority of government and enterprises, customers begin to consider whether they can purchase cloud and software resources directly instead of purchasing infrastructure. With the growth and decline of each other, the previous business is bound to require less, so how can the business continue and develop? This needs to find a new trigger point for the market from the cloud computing system.

In fact, such transformation requirements have occurred in the ICT industry for a long time. The two biggest transformation needs, one is cloud, the other is intelligence. These two transformation exams have directly changed the business form and role orientation of ICT suppliers. It can not be said that it has not changed much. The two major transitions are accompanied by "small transitions" between service forms and solution iterations.

For the provider, the scene is likely to be just adapted to a market demand, new technology and new market again. To keep up is cost pressure, and not to keep up is to lag behind and lose competitiveness.

The strong wind of transformation is always blowing the supply chain of the entire ICT industry, forcing suppliers to transform and step out of the comfort zone quickly, because the comfort zone is comfortable, but it is not safe at all.

The wind of transformation is everywhere, blowing from technology, products and solutions, from the changing needs of customers, from the changes of the times. The product and service provider in it can only do one thing, and that is to keep up. Transform faster than customers, detect changes earlier than the market, and line up in the prologue of the times.

What is the most important thing in this trip? I think, let China Building Materials Information and Huawei nominate several key words together, there must be a word with a high number of votes, that is, "friend".

The so-called friends are people who can go together in the big times.

In a person's life, there will be many kinds of friends, classmates, colleagues, and even fair-weather friends. But there must be one kind of friend who is the most precious: those who have really experienced great sorrow and joy and thousands of waves together.

The same is true in business. Who is a real friend depends on whether your friends and partners are reliable and able to bear your trust in the rapid and drastic changes in the market. Can you walk through a great era with you?

For the ICT field, the digital transformation is this big era. The location of building materials information happens to be in the middle layer of the industrial chain. They must believe that customers can choose the products they bring, and that Huawei can create transformational solutions that meet their needs.

Transformation is a battle that must be won. Your "friend" must be able to accompany you to the battlefield. He is your teacher, your doctor, your shield, your brother. Facts have proved that China building materials information has been found, and how does Huawei shoulder this trust?

(Li Daqing, Executive Vice President of Building Materials Information)

Based on Li Daqing's description of Huawei, we can profile Huawei's "personality charm" in the face of the needs of the digital transformation era:

First, industrial foresight. ICT infrastructure providers must be the first to discover the future. He needs to see what the enterprise needs far away, and then make comprehensive preparations from strategy to research and development. From the cloud era to the AI era, Huawei's enterprise business has shown step-by-step accuracy and the ability to accurately predict the future. From full cloud strategy to full stack and full scene AI, as well as Huawei inside strategy planning, agents have something to take out in front of the transformation of market demand, and there is a future that can be promised.

Second, the platform is stable. In Li Daqing's view, Huawei has built a big basic platform in the ICT industry. Core technologies, including extensions of technology, can be found in Huawei, both in terms of infrastructure and corresponding solutions. For users and channels, it can maximize the carrying platform to find their own way of transformation.

At Huawei China Ecological Partnership Conference 2019 in March this year, Yan Lida, director of Huawei and president of enterprise BG, said that Huawei is "committed to building the base of digital China and becoming the core of the digital world." Huawei will work with partners to make a bigger cake, work together for a higher pursuit, define industrial standards, and provide a bigger stage to support more partners to stand on the digital stage of the world. "

(Yan Lida, director of Huawei and president of BG)

The platform is the stage. Adhere to the strategic choice of platform and Inside, so that Huawei is not like providing transformation services for government and enterprise users, but has set up a huge stage, so that channels and customers can find the most suitable transformation plan.

Third, the technology is credible. In order to meet the transformation needs of customers, the most fundamental competitiveness is that technology must be trusted. For large government and corporate customers, any second of the problem can cause great damage. Under this premise, Huawei always insists on "eating its own food and jumping its own parachute" before providing digital transformation services. Any technology is first applied to Huawei, and it is sold to the outside world when it is successful and there is no problem.

For the partners running on the road of digital transformation in this big era, the driving force of the whole transformation market is the change of customer's technology demand. In this change, the chief dealer can neither run fast nor slow, and the most important thing is to come up with enough technical persuasion.

Huawei, which accompanies them through the road of transformation, basically provides technical persuasion. Whether it is innovation, platform or technology security, it has become the top player of the global ICT industry.

However, with strong business capability and good technology, it does not mean complete success on the road of transformation. Huawei and its friends have more "secret books" to share.

Heart to heart is the secret of transformation.

One of the reasons for the complexity of the digital transformation is that the process of the ICT industry is very long and there are a variety of details. No enterprise can survive in this field without upstream and downstream, and without partners. However, the complex industrial chain increases the burden on suppliers and channels for their own transformation.

If there is a lack of communication and trust with partners, then an ICT company will fall into a very awkward maze of transformation. I want to try everywhere, worry about the way out, and accomplish nothing. Digital transformation of this long road, to compete for competitors, it is more important to have trust between friends.

One of the major advantages of China Building Materials Information is that it has established a strategic trust relationship with Huawei that is the envy of the industry in the course of transformation. Even the efficiency of communication and the cost of trust with Huawei can become direct competitiveness in this industry.

There are several key points worth noting about how Huawei and its partners build trust and work together to achieve the goal of digital transformation, which are also repeatedly mentioned by the two partners.

First of all, Huawei is able to abide by the boundaries in its business.

In the face of the huge Huawei, what industry users are most worried about is that I use your service and put the data there. What if you learn to do your own business, or nurture a company and kill me in turn? Therefore, Huawei's entry into the enterprise business and its heart-to-heart dialogue with enterprises on the road of digital transformation depends on telling corporate users what Huawei opposes and what Huawei does not do, and to show the industry Huawei's integrity and bottom line. The promise of "no application, no data, no equity investment in the middle" has become a good talk today. Just imagine if with the size of Huawei, casually enter any industry to do applications, learn data, or invest in industry participants, it will be a devastating blow to players in this industry. So only when Huawei makes a clear commitment not to do so can partners build trust with Huawei and hand over their transformation needs to Huawei.

Secondly, Huawei is willing to do ecology and share profits.

When entering the government and enterprise business, Huawei needs to make bad compensation for the knowledge and needs of various industries. And so many industries, it is obvious that Huawei can not eat through. From the point of view of China Building Materials Information, the right choice for Huawei is that it chose to build ecology at this time, docking with professional companies and professional functions in various industries. In the form of profit-sharing, cooperation and trust has been established together, while ecological capacity has played a key role in the process of digital transformation.

Moreover, Huawei and its collaborators are really thinking about each other.

When interviewing Huawei's partners, they often find that Huawei has taken the initiative to guide it into an opportunity and offered an example of working with it to open the market. These actions that do not belong to the category of "collaborators" but really belong to "friends" have moved the sincerity of partners countless times. In turn, Huawei's partners are actively thinking about how to open up a new area and introduce Huawei in new areas so that Huawei's business can be expanded. For example, China Building Materials Information began to explore the upgrading and transformation services of the manufacturing industry. After deepening their capabilities in this area in the future, they hope to introduce Huawei's capabilities and solutions and jointly open up new market opportunities.

In Huawei's ecology, every action has cause and effect. Both parties and parties in cooperation consider how to give full play to their own greater value and try their best to do more for each other. This habit and culture have created a strong ability to solve the needs of industry transformation. Because no matter how complex and estranged the transformation needs, we can always use the wisdom and strength of ecological partners to solve them.

Heart to heart, common heart, this is Huawei's "transformation secret"-everyone knows the truth, but it is easier to know than to do.

Those farthest places, who is by your side?

The digital transformation of government and enterprises is not only a technical iteration, but also an exploration of the unknown. For ICT manufacturers, the unknown often comes from the "three whites": market blank, business blank, technical blank.

During the transformation of ICT industry, it is very difficult not to encounter the "three whites" situation. In this case, the competition is often not only the technical solution capability and executive efficiency of the industrial chain, but also the sincerity of each other in unknown areas.

The biggest test for a friend is whether he will still be by your side when you go far away.

This maxim is particularly unique in the transformation journey between Huawei and many partners. Because in many expeditions, Huawei is the one who accompanies his friends.

For example, China Building Materials Information has opened the layout overseas business in recent years. Its entry into countries, mostly Pakistan, Ethiopia and other less developed countries, in Huawei's market segmentation may be in the fifth or sixth line of the market. But when entering these markets, Huawei's company is omni-directional. In the face of a completely unfamiliar and complex environment, Huawei regions and representative departments, as well as Huawei legal, financial, administrative background, business support and other departments, will provide a variety of support and exchange for building materials information.

Very often, the road to transformation is to go to a very far and difficult place. At such times, often without friends is to wander, and to have friends is to wander.

Clench your teeth, sweat, and make sense.

Transformation requires technology, methods, and opportunities, but there is also an indispensable jigsaw puzzle, that is, the ruthlessness of never giving up no matter what.

In the close relationship between partners, this ruthlessness can even be contagious and become a priceless scroll that Huawei brings to its friends on the road of transformation.

There is a famous story in the industry that when testing the Trojan horse rate for an enterprise, other companies hang up their machines at night and copy the numbers when they get up in the morning. But Huawei engineers are not. They put a mat in the computer room, sleep directly on the floor, and remember every 20 minutes.

There are many such stories. For example, I interviewed a representative of an enterprise in a province in central China. They used Huawei's corporate network service, and there was a situation where he just wanted to make a customer service call for advice. Unexpectedly, after putting down the phone for 20 minutes, five Huawei engineers came to the factory. In the interview, he said, "I don't know where these Huawei people came from."

Another story is that I interviewed a thermal expert at Huawei. He was sent to Tanzania to solve the heat dissipation problem after a company used Huawei equipment. As a result, the so-called heat dissipation problem was due to the fact that the enterprise was not good at installing air conditioning, and the heat dissipation of the air conditioner was blocked by the fence. In theory, this has nothing to do with Huawei, but the expert's choice is to find a wrench, remove the fence and reinstall the air conditioner for the customer.

Hard work and hard work are the daily routine of Huawei people. That is, to win, to solve the problem, to bite the teeth and calm down, is there any battle of transformation that cannot be won?

Cultural spirit, style of conduct, and corporate values are being blended layer by layer between Huawei and its partners, completing the list in silence. Become a common transformation of each other on the road, an unwavering weight.

No matter how complex the technological transformation, people and people's spirit is always the greatest potential energy.

In the wind of digital transformation, countless partners such as Huawei and China Building Materials Information are exploring a way forward that combines technological innovation, business insight, market exploration, and spiritual strength. Along the way, Huawei and its friends snuggled up to each other, turned into rocks and battles, and became an effective answer for the global political and enterprise market to search for the future.

Transformation is difficult and tiring, but it doesn't hurt.

Because no matter when, there is a figure on the road of digital transformation. His shoulder hasn't gone back at all, you think it's reliable, you feel fearless.

The snow is full of cold rivers, and the guests are hesitating. A small boat was moored next to it, and some of them said aloud, "it's getting dark and heavy snow is coming, can you share a drink, man?"-- this greeting comes from Huawei, which can be called a friend.

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