In the era of digital transformation, cloud computing has become a key supporting technology, and cloud services have become a basic business model. At the Huawei Eco-Partners Conference in Changsha 2017, Huawei’s rotating CEO Xu Zhijun said in the keynote speech “Holding the Public Cloud and Building the Cloud Ecologyâ€: “ From 2017, Huawei will build on the public cloud service and invest heavily in openness. Public cloud platform, and will focus on key industries, work together with partners to build a cloud ecosystem, and jointly make a big industry cake. To this end, Huawei will set up a Cloud BU dedicated to the public cloud, and increase the investment of 2,000 people in 2017!"
In terms of providing public cloud services, Huawei will provide nationwide, professional, secure and reliable public cloud services based on high-speed interconnected infrastructure. Huawei will open Huawei for more than 20 years in building public cloud platforms. Accumulated capabilities, such as Huawei's superior capabilities in communications/video and other areas, as well as Huawei's software development capabilities, help partners improve software development efficiency and quality; and enable enterprise applications to be easier to use by enabling application automation. It makes Cloud NaTIve cloud application development easier. At the same time, Huawei will develop cloud based on enterprise IT application, accelerate the cloud rhythm of enterprise IT application, and focus on key industries based on OpenLab, and cooperate with partners to build industry cloud.
Based on the public cloud service platform, Huawei is also actively building a new type of ecological cooperation relationship. Huawei hopes to hold more three types of cooperation that can be based on Huawei cloud platform development and application, responsible for migrating applications to Huawei public cloud and selling Huawei enterprise cloud services. Partners, and hope to establish a partnership based on the Huawei cloud platform to develop applications, migrate applications only to Huawei cloud platforms, and only sell Huawei cloud services. Xu Zhijun emphasized that in 2017, Huawei will develop 10-20 partners in the same boat, and will provide public cloud exclusive authorization for regional or industry, giving priority to more market opportunities, business opportunity sharing (including cloud and non-cloud), and priority. Support for deep joint development by partners and prioritization of special support such as new services. The aim is to use Huawei's enterprise cloud as a carrier to jointly create a prosperous cloud ecosystem and share the digital transformation results.
The following is the full text of Xu Zhijun’s speech:
Distinguished guests, ladies and gentlemen:
good morning guys!
On behalf of Huawei, I welcome everyone to participate in the Huawei China Eco-Partners Conference 2017, thank you for coming!
In 2011, Huawei made a decision to fully expand the government and enterprise market, and set up a corporate BG for this purpose, and established an integrated strategy. That is to say, in the government and enterprise full service partners to customers, Huawei is positioned as a product provider, and partners to complete customer-oriented transactions.
In the years of adhering to the integration strategy, Huawei's partner team has developed rapidly. By 2016, the number of Chinese companies' production partners reached 6,000, but we pursue quality rather than quantity. There are 34 partners with sales of more than 100 million RMB in 2016. With the full support of the vast number of partners, Huawei has achieved rapid development in the political and business markets throughout China.
Facing the future, we hope that the vast number of partners will support Huawei more firmly, create value for customers and jointly realize their respective pursuits in the Chinese government and enterprise market.
In order to further meet the needs of our customers, our cooperation with our partners is simpler and more efficient. In 2016, we hired a third-party organization to conduct a partner satisfaction survey, thanking our partners for their active participation and providing positive suggestions. And contribution. Through the collation and induction of the survey results, it is found that there are several aspects, which are summarized as: in the total generation, the benefits are small, the rights are small; in the first-level agency, gold agent, there are new and old contradictions and cross-regional contradictions In terms of ISV, there is a problem of equating technical partners with commercial partners; in terms of distribution, it is very difficult for all dealers engaged in Huawei products to make money, and the market order is unhealthy.
In response to the above problems, we are also deeply rooted in the root cause. In general, there are several root causes. First, for the general generation, the profit model and responsibilities do not match. It is possible that the total generation of the total generation has not been done, and the total generation of the total generation should not be done. Second, the capacity of channel planning and construction is insufficient. I hope we can further enhance our support. Third, there is a lack of management mechanisms for ISVs. Fourth, for Huawei, there is a lack of experience in distribution and lack of capacity.
The results of this survey and root cause analysis have been discussed at the company's high-level meeting, and the relevant departments are instructed to make practical improvements to the problems in 2017, and truly create value together with partners. Moreover, we hope that the improvement of the problem will be based on the long-term and support the healthy ecosystem of sustainable development.
Specifically, in 2017, we hope to take action in the following areas.
First, we must discuss with the general generation to optimize the responsibilities of the total generation so that the profit and responsibilities of the total generation match. In 2017, we will not develop a new generation for the time being, and we will survive the fittest for the existing generation.
Second, the development of partners is not centered on the pursuit of quantity, but on the pursuit of quality, we want quality rather than quantity.
Third, develop organizations and policies that support ISVs to ensure that Huawei and ISV have a smooth and sustainable health partnership.
Fourth, further optimize the profitability of distribution and rectify the market order.
It is hoped that through continuous improvement and optimization, we will establish a sustainable and healthy development of ecological partnership in China, and work together with partners to create value for customers and jointly benefit.
After more than six years of development, with the support of our partners, Huawei has achieved rapid development in China's government and enterprise market. From a product perspective, in the network, server, storage, virtualization and other products, the Chinese market has achieved good results. However, we also clearly see that cloud services have become a basic business model. Therefore, through the full discussion last year, the company decided that starting from 2017, Huawei should take advantage of public cloud services as an opportunity to invest heavily in building an open public cloud platform. At the same time, we must focus on key industries, work together with the ecological partners of the entire industry, build a cloud ecosystem, and jointly grow the cake to share the benefits brought by cloud services.
To this end, we have set up CLOUD BU specifically. This is not a Huawei traditional product line organization, but an organization based on public cloud business to open products and its operation and maintenance and operations end-to-end. At the same time, in order to build an open platform for the public cloud and strengthen the business development of the public cloud, an additional 2,000 people will be invested in 2017 to fully build the public cloud.
Today is the partner conference. Objectively speaking, Huawei still has a lot of room for improvement in the public cloud. However, we expect Huawei partners to develop applications based on Huawei Cloud, then migrate applications to Huawei Cloud, sell Huawei cloud services, and so on, and support Huawei in these areas. In the future, we will make strong investments in these areas to ensure that the public cloud can face the future with partners.
Specifically, the following aspects will be strongly promoted in the future, and truly create a competitive and differentiated public cloud service.
First, we have and are building a high-speed interconnected infrastructure that covers the entire country, establishes five regional centers, and builds a city node data center in each province. The advantage of this is that it can meet the demands of the government that sometimes does not want the business and data to leave the province, and can also satisfy the desire of some enterprises to have business and data deployment in every province, so that we can better adapt to such demands.
Second, through these years of efforts, Huawei is able to provide 54 categories of public cloud services in this year. Facing the future, we will further increase investment and open up some unique capabilities accumulated by Huawei for more than 20 years, including software development capabilities, enterprise IT application development capabilities, voice and video communication capabilities, and video capabilities, making it convenient for our partners. Based on these capabilities to develop their own applications, serve customers, and respond quickly to customer needs.
Third, Huawei has been focusing on the video and communication fields. We have built a large number of capabilities in this field. We need to fully API and SDK the video and communication capabilities, enabling our partners to quickly develop applications based on these capabilities and respond quickly to demand. Significantly reduce the workload of partners developing applications.
Fourth, after two years of development, Huawei has made great improvements in the field of software development, and has also been recognized by software companies and software developers. Based on Huawei's many years of cutting-edge development concepts and software development practices, as well as advanced development tools built over the years, we have clouded them all, enabling software development companies and software developers to develop software in the end-to-end process, including project management. , configuration management, code inspection, compilation and build, pipeline, test, deployment, release, software development and operation based on software development cloud, so for Chinese software development companies and software developers, you do not need everyone to buy software tools There is no need for everyone to build software development tools themselves. Based on software development, cloud can develop software efficiently and with high quality. This is Huawei's accumulated ability and experience for more than 20 years. We will cloud to Huawei's public cloud. On the platform, software development companies and software developers use it to develop software.
Fifth, Huawei Enterprise Cloud is required to carry more applications. It is expected that these applications will be migrated and deployed on Huawei Cloud to make Huawei Cloud's deployment, installation, maintenance and automation of applications simple and convenient. Then, through strong investment, I hope that all applications on the Huawei cloud will be able to automate the installation, configure resources on demand, and flexible upgrade management and grayscale release, so that everyone can deploy and operate the application on Huawei cloud. It's simpler and more convenient. In order to make it easier for application developers to develop cloud applications based on Huawei Cloud, we will launch support for all aspects of developers, provide SDKs and APIs on the cloud, and micro-service frameworks, so that everyone can quickly develop applications on Huawei Cloud, based on Huawei. The cloud quickly builds apps. We work with our partners to build a development ecosystem on the cloud.
Sixth, in terms of enterprise IT, Huawei is able to meet the needs of hundreds of thousands of employees, or to carry out various businesses. There is a tool for developing IT applications internally. These tools can quickly develop applications through orchestration. We decided to cloud this application development tool and open it up so that all IT practitioners, as well as all development companies and developers who develop IT applications for the enterprise, can quickly develop IT applications based on the enterprise's IT application development cloud. With this cloud, it can be developed based on business process and simple orchestration, which greatly improves the development efficiency, greatly improves the quality of the code, and can reduce the problem by more than 50%. It is easy to learn and can be quickly moved based on learning. PC-based IT applications have been developed to enable IT staff and enterprise developers who are developing IT applications for enterprises to quickly develop a wide range of IT applications.
Last year, we clearly stated at Huawei's full-connect conference that Huawei, as a company-oriented and industry-oriented company, has accumulated so many years of experience and accumulation. We hope to work with partners in various industries to create industries for different industries on the public cloud. Cloud, these industry clouds have the characteristics of the industry, especially adapted to the needs of a certain industry. We work together to build a cloud of industry based on Huawei Cloud for each industry to meet the needs of various industries. To this end, we have a dedicated open laboratory in Suzhou. Based on this open laboratory, Huawei and its partners work together to face different industries, deeply understand the needs of specific industries, and ultimately work together to create a service that meets the needs of each industry. The industry cloud on Huawei's public cloud.
In order to promote the development of Huawei Cloud, it is necessary to build a strong partnership system. Starting from 2017, we have built a series of partners based on Huawei Cloud at different levels, including software development, application development, migration and operation, management services, solutions, etc. Through the construction of the partnership system, everyone is based on Huawei. The cloud can continuously respond to the needs of customers, constantly experience, and propose a variety of solutions to meet the needs of enterprises.
But what kind of partners do we need in the public cloud space? What kind of partnership do we want to build? Then, what kind of support can Huawei give to partners? In these areas, we are thinking about and formulating policies. But there are several principles that can be adhered to:
Based on Huawei Cloud, we need three types of partners. The first category is based on Huawei's public cloud platform to develop applications partners; the second category is responsible for the migration of applications to Huawei's public cloud partners; the third category is the sales of Huawei cloud services partners. Among the three types of partners, we also hope that there will be a group of partners who share the same benefits with Huawei. They not only develop applications based on Huawei cloud platform, but also migrate applications to Huawei cloud platform and sell Huawei cloud services. For these partners, we will give some special policy support, including some regions and industries for the exclusive authorization of the public cloud, from the regional or industry point of choice, 1-2 partners, or only one partner. And we will give more market opportunities, including cloud and non-cloud, as well as joint innovation, allowing these partners to prioritize the use of new cloud services. Therefore, we hope that this year we will be able to develop 10-20 partners who are truly in the same boat with Huawei, and jointly face the future and jointly develop.
To sum up, I am mainly bringing two news to you today.
First, we conducted a survey of our partners in 2016. During the survey, we reflected a lot of problems that can be improved. We will continue to optimize and improve based on these issues, enabling Huawei to build a sustainable and healthy development of ecological cooperation. Partnerships, facing the future together.
Second, despite the release of Huawei Enterprise Cloud, it has not been effective in recent years. Starting in 2017, we will invest heavily and will be facing the future with the support of our partners. We will not develop public clouds like some companies in the industry. We believe that public clouds will serve businesses and governments. It is an unstoppable trend. Huawei cannot fall behind in this unstoppable trend. We will start strong investment in 2017 to build an open public cloud platform, unite our partners, and develop some partners in the same boat to face the future together. .
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