Huawei Cloud Ecosystem is "Very Different" in 2018, Focusing on "Quantity" and "Quality"

[51CTO.com original article] On March 22, "Gathering and Prospering - Σco-XA, Huawei China Ecosystem Partner Conference 2018" was grandly held at Qingdao International Convention and Exhibition Center. In the two-day "ecological feast", "ecological era" was a frequently mentioned word. This makes people more curious about the current status of Huawei Cloud's ecological construction. So, one year after its high-profile entry into the global public cloud market, how is Huawei Cloud's ecological construction? What achievements have been made, and what plans will be made?

In the afternoon of the conference, Hu Weiqi, Director of Industry Cloud Development Department of Huawei EBG China, Chen Liang, Director of Ecosystem Partner Business Development Department of Huawei Cloud China Business Department, and two very important Huawei ecological partners, Li Yunxiao, Senior Vice President of ChinaSoft International Co., Ltd., and Dong Quanwu, Deputy General Manager of Beijing Xin Ao Te Cloud Vision Technology Co., Ltd., accepted an interview with reporters and interpreted the "Ecological Era" of Huawei Cloud in more detail.

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Guests from left to right are:

Li Yunxiao - Senior Vice President of ChinaSoft International Co., Ltd.

Chen Liang - Director of Ecosystem Partner Business Development Department, Huawei Cloud China Business Department

Hu Weiqi - Head of Industry Cloud Development Department, Huawei EBG China

Dong Quanwu - Deputy General Manager of Beijing Xin Ao Te Yun Shi Technology Co., Ltd.

Huawei's partner system upgraded in 2018

Chen Liang revealed that in 2018, Huawei released the Huawei Cloud Plan 2.0, which is divided into two categories, namely consulting partners and technical partners, and includes six sub-plans: dealer plan, regional authorized sales support center plan, partner incubation center plan, solution partner plan, CSSP service partner plan and cloud market plan.

Compared with 2017, HUAWEI CLOUD has added a regional pre-sales support center to help HUAWEI CLOUD better serve local enterprises. It has also added a HUAWEI CLOUD Partner Incubation Center to provide empowerment and technical support to partners to help them better serve customers. At the same time, HUAWEI CLOUD launched the cloud market selection model in 2018 to jointly bring products built by high-quality partners on HUAWEI CLOUD to the market.

Huawei Cloud will also provide 320 million yuan in incentive funds to increase incentives for dealers on the one hand, and to increase marketing cost support for solution partners and investment in partner personnel training on the other.

ChinaSoft International, as a partner of Huawei Cloud, is also a witness and promoter of the development of Huawei's partner system, and has been working side by side with Huawei to jointly promote the construction of the cloud ecosystem. Li Yunxiao of ChinaSoft International said that as of now, ChinaSoft International has laid out operation service teams in 20 provinces in China. In the better parks in cities such as Nanjing, Xi'an, and Qingdao, ChinaSoft International has established cloud innovation centers with Huawei to incubate local partners and software companies, truly push Huawei's public cloud to these software-intensive areas and parks, and provide services and support to local partners.

Cloud brings Huawei and its partners closer together

When asked by reporters what the biggest difference is between communicating and collaborating with customers and partners in the public cloud market and other ICT markets, Chen Liang replied that in the private cloud field, the delivery of any project requires the construction of the environment, the debugging of the software, and a certain interaction cycle to serve customers, but the public cloud is different. The public cloud emphasizes a one-stop experience, so when Huawei and its partners promote cloud services built on Huawei Cloud to customers, it can make it easier for customers to enjoy the convenience of the public cloud. In addition, the original traditional private cloud delivery model is very regional, but the public cloud is a national architecture. Once the solution is deployed based on the cloud, it can cover the entire country. "Because of this, in the public cloud market, it is much easier for Huawei to help partners go from regional to national."

Hu Weiqi also has her own views on this. She believes that cooperation in the public cloud field will bring manufacturers and partners closer together. She explained that when doing traditional hardware infrastructure projects, customers are very clear about their needs, but it is different in the cloud field. Customers are often unclear about how to migrate to the cloud and how to use the capabilities of the cloud. Huawei and its partners need to provide consulting and delivery implementation based on customer needs to help customers realize their ideas.

Moreover, since the partners' solutions are developed based on Huawei Cloud, they are presented to customers as a complete solution that is more closely aligned with Huawei Cloud.

Hu Weiqi also pointed out a third difference, which is that in the past, Huawei provided a universal product based on standards, and partners did not need too much time to run in and deliver according to standards. However, in the public cloud field, partners need to spend more time to run in and communicate with cloud service providers on technology. "From these aspects, in the matter of building a cloud ecosystem, partners and manufacturers are getting closer, which is completely different from the original cooperation in the hardware field."

Partners' Views on Huawei

In the interview, Li Yunxiao evaluated Huawei from the perspective of a partner. He said frankly that dating back to the beginning of the cooperation more than ten years ago, ChinaSoft International's trust in Huawei started with technology. After all, Huawei Cloud first opened up its most accumulated core technical capabilities, which is very advantageous worldwide. Secondly, ChinaSoft International felt Huawei's determination for cloud, and felt that Huawei's efforts in market expansion and supporting partners were very strong.

"In 2017, when Huawei was setting up an incubation center, ChinaSoft International also cooperated and carried out some practices. We found that many software developers benefited significantly from the incubation process, and their own competitiveness was significantly enhanced, and they eventually took the initiative to invest in the Huawei Cloud ecosystem." Li Yunxiao cited this example to express his confidence in the Huawei Cloud ecosystem.

In China's cloud service sector, the pace of development of different industries is different. Some partners originally only did private cloud, but when the target customers are also seeking change, the partners also need to change accordingly. Hu Weiqi said that Huawei is willing to grow together with these partners and share the market dividends brought by the entire technological development. Beijing Xin Ao Te Yunshi Technology Co., Ltd. was once such a partner. Dong Quanwu said that it has been cooperating with Huawei since June 2015 and officially became a partner in 2016. "Our earliest cooperation started with the construction of private cloud, but from 2017 to now, the cooperation has gradually deepened and basically covered all aspects of the cloud." He added, "We are very willing to grow together with Huawei and jointly explore new business opportunities in the industry."

In an interview with ***, Hu Weiqi concluded that the focus and key of Huawei Cloud today is not to develop a large number of partners, but to provide good services to its own customers, and to help existing partners succeed. "The ultimate goal of Huawei Cloud is to meet the needs of the market and customers. To this end, Huawei Cloud needs partners of different categories, different regional distributions, and even different functions." Hu Weiqi emphasized that Huawei Cloud welcomes more partners to join the Huawei Cloud ecosystem family to grow and progress together.

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