Strategic Alliance Magazine Q4 2017 - 38

MEMBER SPOTLIGHT

And we're providing US$1 billion to support the software
developers whose apps will power the Internet of Things
and other digital ecosystems."
As cloud computing, the Internet of Things (IoT), artificial intelligence, and other technologies drive human
society into the smart era, Huawei aspires to be a pioneer of digital social and intelligent social development
processes-the industry's digital enabler and the best
partner, Fox emphasizes.
It has developed a tier-one process, called manage alliance
relationship (MAR), which serves as the foundation and
governs how executives form, execute, and evolve alliance
relationships across the company. MAR has also evolved to
include a multi-partner approach to ecosystem development and a global solution partner program, which is
focused on the success of ISVs, IHVs, systems integrators,
and consulting partners as they jointly develop solutions
focused on achieving multiple customer success.
"We feel that if done properly, these alliances can help yield
new products, solutions, and business models," Fox said.
"This embracing of strategic partners, creating a dedicated
central organization, and having our business units invest
in alliance capabilities has traditionally not been core to
our DNA. For much of Huawei history, our customers

consisted exclusively of telecom operators. We developed
and installed the equipment, then provided after-sales service and customer support. There was no need to rely on
outside partners.
"Our initial early success with alliance partners SAP
and Accenture now has blossomed to include a portfolio of 20-plus core partners, dozens of global partners,
and thousands of ISVs expanding beyond the borders of
China in an open, collaborative way. Challenges experienced within any alliance relationship are addressed
upfront through a partner executive committee to help
overcome and escalate to senior leadership any unique
challenges that occur."
Huawei's ecosystem strategy is focused on three primary
goals:
n To become the customer's most trusted
business partner.
n To abide by its own business boundaries
and remain committed to becoming a
"platform for the platform."
n To be the ecosystem's soil (the platform) to
help customers grow quickly.



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

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