How did Beiming Software and Huawei achieve new highs in cooperation performance?

[51CTO.com original article] In the context of the overall economic pressure in 2018, it is not easy for most companies to maintain stable performance. However, in a recent interview, the reporter found that the performance of a long-established comprehensive IT solution and cloud computing service provider is still maintaining rapid growth. This company is Huawei's strategic partner - Beiming Software Co., Ltd. (hereinafter referred to as "Beiming Software").

Beiming Software and Huawei have a long history of cooperation. In 2017, the performance of the cooperation between the two parties exceeded the 1 billion yuan mark. In 2018, the performance of the strong combination reached a new high, exceeding 2 billion yuan.

Why did Beiming Software choose to cooperate with Huawei so firmly? Why is the "chemical reaction" between Beiming Software and Huawei so strong? What stories happened behind such outstanding sales performance? The reporter found answers to all these questions in an interview with Mr. Jing Yongsheng, CEO of Beiming Software Co., Ltd.

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Customer demand drives Beiming Software to join hands with Huawei

In the first dozen years after Beiming Software was founded, it seldom dealt with domestic IT companies. The reason was very simple: most early IT companies were foreign manufacturers, and domestic customers almost always chose IT equipment from foreign companies.

However, with the continuous acceleration of informatization construction of domestic enterprises, "there are three most prominent problems that are difficult to solve when providing solutions and IT services to customers through the products of foreign IT manufacturers." Jing Yongsheng said frankly that first, the closed architecture makes it difficult for foreign IT manufacturers to develop the underlying or application layer according to the needs of Chinese customers; second, foreign IT products are "not suitable for the local environment". It is difficult for foreign IT manufacturers to understand some of the needs of Chinese customers, and naturally they cannot fully meet the needs of Chinese customers; third, localized services are relatively easy to understand. For example, the interfaces of some foreign products are in English, and the response time of foreign services is relatively long.

Jing Yongsheng gave an example. Beiming Software provided IT services for a well-known domestic Internet company at that time. Due to the rapid changes in Internet business, customers required the IT system to be adjusted in real time at the development level according to demand at any time, and most foreign IT manufacturers could not meet this standard. Beiming Software realized that in order to seek better development in the field of IT services, it must strengthen cooperation with domestic IT manufacturers, because only in this way can the three problems mentioned above be truly solved: first, domestic IT manufacturers can maintain close communication with customers and have a deep understanding of customer needs; second, domestic IT manufacturers can carry out corresponding research and development based on the actual demands of Chinese customers and solve customers' real business needs; third, domestic manufacturers' service response is timely, and customer satisfaction will be higher.

"In fact, we have been paying attention to domestic IT manufacturers for a long time, and Huawei became the best choice for cooperation of Beiming Software at that time." Jing Yongsheng said that Beiming Software is very cautious in choosing domestic IT manufacturers - from a brand perspective, Huawei's good brand and strong technical strength are well known; from a product line perspective, Huawei's product line is very complete, and the solution architecture can meet the needs of the vast majority of customers, and other manufacturers can hardly match it; from a channel structure perspective, many domestic IT manufacturers at that time were "direct sales models", and Huawei proposed "focus" and "being integrated" from the very beginning, emphasizing common development and win-win cooperation with partners.

In 2012, BeMing Software began to cooperate with Huawei, and in 2013, they signed a strategic cooperation agreement, and the company began to fully transform into Huawei's business field. According to reporters, BeMing Software, which has more than 2,000 employees, has invested 70% of its manpower in cooperation with Huawei. Today, BeMing Software has become one of Huawei's largest partners in the ICT field.

Beiming Software + Huawei = Creating a "Best Seller" in the ICT Field

Seeing this, many people will be curious. Huawei has so many partners, why can such a big breakthrough be achieved here at Beiming Software? Objectively speaking, this cannot be attributed to the credit of any one party alone. Just like chemical reactants and catalysts, both are indispensable.

Beiming Software has been deeply involved in the industry for many years and has a very deep understanding of customer needs. It can truly implement and deliver customer needs through Huawei's solutions. In Jing Yongsheng's view, this is the core value of cooperation. If there are only products and solutions but the customer's demands cannot be understood, the cooperation between the two parties will have no basis.

Jing Yongsheng believes that in the past, IT technology was relatively simple, helping customers build a system and realize a certain business function. However, the system environment is becoming more and more complex, and application intelligence has put forward higher requirements for technology. For example, the system's computing power, storage, network, security, forward-looking prediction, etc. must match intelligent applications. At this time, "a single tree cannot make a forest", and only a large integrated manufacturer like Huawei can provide complete products and provide a platform for enough ecological partners to build their own application architectures on the platform. Through standardized and productized delivery, they can empower the ecosystem together with Huawei to meet customer needs.

Of course, Huawei's support for ecological partners is not limited to cooperation on solutions. Jing Yongsheng told reporters that due to the rapid growth of business, the financial department has also been under great pressure. Huawei has helped Beiming Software solve practical problems through its own financial channels and external financing channels. As far as Jing Yongsheng knows, Huawei helps more ecological partners than Beiming Software. This support also includes jointly developing key customers at the sales level, sorting out R&D ideas at the business level, and providing training and consulting at the after-sales service level... In short, Huawei cooperates in all aspects and everything is customer-centric.

Beiming Software has also reaped great rewards in the ecosystem. For example, in the western region of China, Huawei has close contact with typical local industry customers. When the other party needs to deploy a data governance big data solution, Beiming Software can provide a universal standardized solution that can achieve 80% productization and standardization, helping customers to deploy quickly, which not only solves Huawei's needs, but also meets customer needs.

Impression of Huawei: A partner who is good at listening and learning

Through years of cooperation, Jing Yongsheng has a very deep understanding of Huawei's overall style of doing things. He summarized two points: First, Huawei is willing to listen, willing to listen to the voices of partners, whether it is at the business level, solution level, or service level, Huawei is willing to listen to the entire system. "This is very important. We often communicate and exchange with Huawei to see if the products of both sides can collide to produce solutions that customers are more willing to accept."

Secondly, Huawei is willing to learn. For example, Huawei can quickly digest and absorb the areas where its partners are very good at, as well as the suggestions and demands put forward by customers. The benefits of this are obvious and are very helpful for Huawei's platform building and solution launch. "We once spent nearly two years to build a mature financial solution, which made customers very satisfied. In the Anping field, we also achieved the delivery and business deployment of the solution required by customers very quickly through full communication."

Welcome to 2019

Jing Yongsheng is very confident about the coming 2019. He revealed that this year, Beiming Software hopes to strengthen market development in digital government and smart cities, and combine smart city solutions with Huawei's digital government business.

He took the example of the smart heating system and said that the heating system was originally a traditional industry that provided heating at fixed times, but the temperature was difficult to adjust accurately, and the final data presented was a simple statistical report. However, after the joint innovation solution of Beiming Software and Huawei is launched in the future, this heating system will be more intelligent, and the energy consumption of each system can be known at any time. Through temperature sensors, it can be adjusted at any time, reducing production costs and achieving energy conservation and environmental protection.

When interviewing *** about the expectations of the cooperation between the two parties, Jing Yongsheng said that he hopes that the joint solution with Huawei can achieve rapid growth through Huawei's ecosystem. This has two meanings. First, he hopes to learn more about Huawei's experience in the joint development process with Huawei, especially in productization and standardization, which is also an important aspect that partners need to empower; second, he hopes that through joint solutions and ecological environment, Huawei's platform can quickly expand Beiming Software's business. In addition, Beiming Software is also willing to promote other partners' solutions in actual business through Huawei's platform to achieve common prosperity of the ecosystem.

[51CTO original article, please indicate the original author and source as 51CTO.com when reprinting on partner sites]