Shulou(Shulou.com)11/24 Report--

"The technical content is completely different. "

Zhang Shuguang, who has been doing ICT distribution business for 20 years, became Huawei partner three years ago and opened "Huawei Kunling" store in Suzhou SEG Electronics Market. "From May to September this year, sales revenue increased nearly 30 times, and downstream engineering companies also exceeded 100. Zhang Shuguang is now very high-spirited, but also very calm, he said: "Compared with 20 years ago, ICT distribution business technology content is completely different. "

"Huawei Kunling's technical content is more advantageous than that of the industry, which will bring more profits to distributors/engineers." Zhang Shuguang, general manager of Zhuoxin Intelligence, explained the reasons for choosing Huawei. Even from the perspective of the small, medium-sized and micro-enterprise market, he has seen a different "digital intelligence world."

In this world, small art galleries or high-end commodity stores hope to build AI algorithms in the camera to realize fire prevention, theft prevention and damage prevention of high-value commodities, and hope to introduce enterprise collaboration equipment such as IdeaHub and hold art salons; Smart factories also hope to use stable and high-speed F5G small all-optical solutions to make AGV storage robots run and enterprise data run.

Huawei's new changes this year

The distribution business for small, medium and micro enterprises is just a microcosm of Huawei's new changes this year. In May this year, Huawei clearly proposed that it would go hand in hand on the three tracks of "NA market, commercial market and distribution market," and build an open and competitive "partner + Huawei" system. Therefore, Huawei has also brought the business support structure of "research, operation, supply, sales, service and management" and multi-dimensional support such as "rules, order, incentive and platform" to better match the "partner + Huawei" system.

To be honest, such strong support is not a tinkering with the previous system, nor can all technology companies do it. For example, Huawei optimizes the IPD process end-to-end to ensure that Huawei products can better match the needs of the commercial market and distribution market in planning, design, listing, service and supply. For another example, it resolutely promoted the "strong application of NA partner map" and protected the early market investment of capability partners.

"One Touch" and "Instant"

Half a year later, Huawei has further thinking and action-facing China's small, medium and micro enterprises, Huawei officially released a brand-new image slogan_"Digital Intelligence World One Touch." Wu Hui, president of Huawei's Chinese government and enterprise business, said that Huawei insists on "leaving complexity to itself and bringing simplicity to customers." He hopes to help more enterprise customers easily and simply enter the digital intelligence world with the "partner + Huawei" system, that is,"choose Huawei to make your enterprise easily intelligent."

Indeed.

There are more than 40 million enterprises in China. It is impossible for customers to go to Sangtian Island in Suzhou (Huawei's headquarters for government and enterprise business in China) or Bantian Base in Shenzhen (Huawei headquarters), but customers can easily find the system of "partner + Huawei." At present, the "partner + Huawei" system has more than 35000 partners in 8 categories, covering the whole life cycle of digital intelligence such as consultation, scheme building, operation and maintenance, etc.

Moreover, on the three tracks, the "partner + Huawei" system is also in rapid layout. For NA market, Huawei gathers various partners who understand applications and scenarios through 8 industry legions; for commercial market, the number of partners has increased by 37%; for distribution market, the distribution elite system has increased by 300%, and the number of professional certification partners has increased by 10%, covering cities, counties and towns nationwide from top to bottom.

"Finding a partner means finding Huawei. Wu Hui said: "Partners and Huawei can take the initiative to find customers. "Moreover, no matter it is a large enterprise, a small and medium-sized enterprise or a small and micro enterprise, as long as it is" one touch "to" partner + Huawei,"you can get independent innovative technology, in-depth scenario solutions, marketable and easy-to-use products, a considerate service team around you, and a copy of Huawei's rich experience in self + industry benchmarking transformation," namely, reaching "the digital intelligence world.

How hard is it to "touch it"?

Of course, this is also a very high goal.

In the most difficult three years, Huawei has come up with "root technologies" that can "survive"_Kunpeng, Shengteng, GaussDB database, Hongmeng operating system, Euler operating system, etc. Now, Huawei has passed the most difficult time. Now Huawei wants to "live with quality." It hopes to grow more solutions for in-depth application scenarios and more technologies, products, solutions and services needed for "digital intelligence world" on top of "root technology," so as to make the digital intelligence process of customers simpler. Large enterprises familiar with Huawei know that as long as a phone call, whether it is a failure of Huawei equipment or not, Huawei will send people to solve the problem quickly. In other words, Huawei has long achieved "one call" in NA market compared with those enterprises that "call one answer."

However, at the service level,"one call is reached" is only one side of "one touch is reached." Customers don't expect to build a "digital world" overnight, but at least they want to see a clear path and see someone helping them realize their "dream" of the year.

The combat effectiveness of "one touch and one reach"

However, older entrepreneurs and technology practitioners in enterprises do not always talk about the "dream" of "digital intelligence world." However, when they were young, they fought on the production line. When they were young, they knew that container loading and unloading was dangerous, how hard it was to dig coal in the well, and knew every business pain point in the application scenario.

"Tianjin Port is like a Lego theme park. "

One of the top ten ports in the world, Tianjin Port has an annual container throughput of 20 million TEUs. After pressing the "partner + Huawei" button, it is now approaching the "digital world." Container loading and unloading in ports can be quickly and neatly stacked in stations like Lego bricks, or can be quickly sent to all parts of the country.

After the deployment of the "5G + Smart Port" solution, Tianjin Port has reduced container operations by 50%, shortened port operation time from 24 hours to 10 minutes, and effectively managed the largest unmanned fleet (76 vehicles). More importantly, in this process, users do not need to consider too much about their own lack of technical capabilities, do not need to consider the lack of talents, everything is supported by the "partner + Huawei" system.

Not only that.

The distribution business, known as "flying close to the ground," will also become more grounded and popular because of "one touch." After putting forward "focusing on distributors and focusing on engineering vendors," Huawei is actively taking action, with continuous support from advertising, circles, digital marketing, digital platforms, etc., hoping that "Huawei Kunling" can become the choice of more engineering vendors.

As Wu Hui said, building 380 Huawei Kunling products based on "6 Easy" can meet all the needs of small and medium-sized enterprises in computing, storage, network, enterprise collaboration, video, etc. Moreover, when the focus of Huawei distribution business sinks to distribution elite partners, relevant product technology, marketing, logistics supply chain and other capabilities are spilling over to engineering vendors.

The first thing that comes to mind is "touch and go."

Of course, this was only the beginning.

"One touch" is Huawei's new requirement for itself, as well as for the "partner + Huawei" system. Since then, Huawei hopes that in NA market, partners can go deep into application scenarios and understand business pain points; in commercial market, partners can segment and subdivide the market; and in distribution market, Huawei Kunling can be used as fulcrum to enable small, medium and micro enterprises to enter the digital intelligence world energetically.

Further, just like the "far ahead" of the mobile phone business, Huawei also hopes to "reach at one touch" and become another label that more than 40 million enterprises in China remember Huawei. Huawei hopes that more than 40 million enterprises in China can think of "one touch" at the first time when enterprises encounter business pain points and want to change application scenarios and accelerate their entry into the digital intelligence world.

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