Strategic Alliance Magazine Q4 2017 - 37

MEMBER

Spotlight
HUAWEI
TECHNOLOGIES:
By Genevieve Fraser

'From Lone Wolf to Collaborative Partner'
China's global
technology and telecom
giant embraces strategic
alliances-and its
engagement in ASAP-
as core to success
By Genevieve Fraser

Huawei Technologies is fairly new to the
vast ocean of growing alliances. The largest tele-

communications equipment manufacturer in the world,
the multinational has come to realize that strategic partnering is a valuable new source of growth fuel in its
nearly $80 billion annual business (and continued 30
percent-plus year-over-year growth). To steer its new alliance fleet further into international waters, the company
on-boarded accomplished alliance "Captain" Greg Fox,
CSAP, as vice president of strategic alliances.
The unique company headquartered in Shenzhen,
Guangdong, China, was founded in 1987 by a former

engineer in the People's Liberation Army. Huawei began competing in the enterprise market in 2011, where
sales are made through resellers. "Suddenly, we were
going up against companies like Cisco, HP, and IBM,
companies skilled in managing alliances with strategic
partners around the world. Huawei had to adapt, going
from lone wolf to collaborative partner," explains Fox.
"To make that transition, we joined the Association of
Strategic Alliance Professionals (ASAP), becoming the
group's first member in the technology industry from
China. We've partnered with customers, setting up
joint innovation labs in China, Europe, and elsewhere.
Q4 * 2017 | STRATEGIC ALLIANCE MAGAZINE

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Table of Contents for the Digital Edition of Strategic Alliance Magazine Q4 2017

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