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Huawei’s Strategy for Partnering Success (Part Two): Focusing on Customer Challenges that ‘Only Innovative Partnering Solutions Can Solve’

Posted By Genevieve Fraser, Tuesday, March 6, 2018
Updated: Saturday, March 3, 2018

This is the second of a two-part blog post based on my recent interview with Greg Fox, CSAP, a longtime ASAP member who is currently vice president of strategic alliances at Huawei Technologies, headquartered in Shenzhen, Guangdong, China. For the past two years, Fox has lead Huawei’s efforts to build information and communications technologies (ICT) industry-leading alliance management competencies and global partnering capabilities.

 

Organizations that Huawei is most apt to forge alliances with are heavily driven and influenced by the needs of their business groups and associated business units, where Huawei products and solutions are incubated, produced, and delivered to the market.

 

According to Fox, during the early phases, he and his team were focused on traditional alliances in the IT space, including independent software vendors (ISVs), systems integrators (SIs), and key technology partners. As the business evolved and expanded beyond this core, it brought in a new era of partnering with non-traditional partners focused on specific industries.

 

“For example, we partner with GE Digital to push the industrial industry towards digitization and automation, with KUKA for smart factories to enable acceptance of the smart production applications in the manufacturing sector, and with the likes of Honeywell to bring to market smart building offerings that take advantage of the latest IoT [Internet of Things] technologies to help make buildings more sustainable, secure and energy efficient,” he said. “In our digital transformation platform effort, we are open to any mutually advantageous partnering arrangement, where we together can combine our capabilities and value to deliver customer success.”

 

Fox explained that some partners are global and cross-industry in nature, while others focus on specific industry business needs, where a relationship may just be tied to that industry. “We are finding that in this age of digital transformation and the desire for increased innovation, productivity, and growth, there are not absolute boundaries that exist. What we do today with a partner in one industry, as the business grows, and we prove things and show success, this may also lead to expanding that partnership to include another industry, and it can scale in breadth and scope, but also in depth.”

 

The most attractive areas of cooperation for Huawei today, and for the foreseeable future, are areas in which customers are experiencing their biggest business challenges that only innovative partnering solutions can solve. One of the central business challenges they face is how to foster innovation and achieve growth, and many are placing digital transformation at the center of their strategies through 2020. Yet, according to Forrester research, only 27% of businesses have a coherent digital transformation strategy in place for creating customer value. This is a major concern, and there is fear of becoming obsolete if this gap is not addressed.

 

Huawei’s goal is to be the digital transformation platform that connects intelligence, data, and devices, and that enables its customers to increase engagement with partners and develop applications that foster innovation. “The beauty of digital transformation is that its customer-centric marketing and business processes require the ability to work across business verticals and silos, which requires partners and ecosystems to achieve,” Fox said.

 

To learn more about Huawei’s partnering efforts, read part one of this blog as well as Genevieve Fraser’s Member Spotlight in the Q4 2017 issue of Strategic Alliance Magazine. Greg Fox also co-presented, with Andrew Yeomans, CSAP, of Merck Serono, the January 18, 2018 ASAP Netcast webinar “Building the Engines of Collaboration Inside and Beyond the Borders of Mainland China.”

Tags:  alliance management  cloud  digital transformation  GE Digital  global partnering capabilities  governance structures  Greg Fox  Honeywell  Huawei Technologies  ICT  independent software vendors (ISVs)  manage alliance relationship  partnerships  strategic alliances  systems integrators (SIs)  technology partners 

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