Chapter 5 A "weird" who is good at making strange moves

The reason why Wall Street businessmen are models of modern businessmen is that their principles of doing things are unique.They adhere to the "three no's" principle in doing things: do not play cards according to common sense, do not spend their own money to do things, and do not tell the truth about things.In the commercial age, businessmen must use flexible and changeable business thinking in order to succeed by surprise. Just as the highest state of swordsmanship in martial arts novels is "no move wins, there is a move", Ren Zhengfei is also a "weird" who is good at making strange moves, and he has a plan in mind.Under his leadership, Huawei has accumulated a lot of strength and has accumulated strength for 8 years. Its "internal strength" has been cultivated and quickly won a large market.

December 8, 2004 was a memorable day in Huawei's history.In The Hague, the Netherlands, under the watchful eyes of the two heads of state, Ren Zhengfei and Tonaande Stegge, CEO of Telfort, a subsidiary of KNM, held hands tightly, and his smile was very bright.In the European base camp, Huawei has entered the bases of international giants such as Nokia, Ericsson and Siemens, won the first WCDMA project in one fell swoop, and stepped into the threshold of Europe. In the 2G era, Chinese manufacturers had no right to speak, but 3G has broken this situation, reshuffled the cards, and provided a stage for equal competition for future manufacturers.Huawei aims at this frontier, concentrates on specialization, and strives to win by surprise.

Only when the technology is developed and put into production can it form commercial value.Huawei's high level of commercialization of 3G has gradually won the recognition of the world's "giants".Once, a person from a well-known international investment institution asked Cisco's vice president in charge of mergers and acquisitions, which business of Huawei was Cisco most interested in, and the vice president immediately answered "3G" without thinking. On December 24, 2003, Huawei undertook the construction of a WCDMA commercial network for Emirates Telecom, which kicked off the prelude.

In 2004, Huawei made frequent appearances in 3G. In February, participated in the Cannes Exhibition; in September, won the bidding project of Hong Kong SUNDAY, becoming the first commercial case of 3G operation equipment in China; in November, officially released three mature commercial WCDMA terminals in Hong Kong. In 2006, Huawei ushered in another rich harvest. In March, Huawei provided a complete set of core network for KNL to jointly build a 3G/2G core network covering the whole of the Netherlands. In July, Huawei signed a cooperation agreement with eMobile, a Japanese mobile operator, to build a 3G network for it, and made a breakthrough in Japan.

In August, Vodafone, the leader of fixed network, received a big order to build Spain's 3G commercial network. In September, Huawei won the first 3G commercial contract in Latin America, and signed a WCDMA commercial contract with ANTEL, the largest telecom operator in Uruguay. In March 2007, Huawei won the bid for Telecom Italia Mobile's 3G project. Huawei has won 67 3G commercial contracts worldwide.So far, Huawei has established cooperation with 31 of the "Top 50 Global Telecom Operators", entered the high-end market, and obtained world-class operators such as Vodafone, Telefónica, KNL, FT/Orange, Hellenic Telecom, and Telecom Italia. merchant's approval.The pace of Huawei's 3G commercialization has not stopped. In 2007, it cooperated with Qualcomm to launch 3G mobile phones and commercial TVs.

Formidable young people, Huawei aims at 3G technology, concentrates its efforts on tackling key problems, and continuously introduces new ones in just a few years. Its superb commercial technology level makes it an important competitor in the 3G industry. In recent years, the 3C (Computer, Communication, Consumer) convergence trend in the IT industry has become increasingly evident. Computer, electronic product suppliers, communication equipment manufacturers, Internet value-added service providers and network operators are jointly creating a new broadband value chain. 2020 will be a period of rapid leap for IP broadband network.

With the service concept of "manageable and operable", flexible customization capabilities, and personalized solutions, Huawei's broadband has made rapid progress and quickly won business opportunities. Huawei's broadband technology has matured and is gradually gaining a favorable position in the fierce competition. In 2004, Huawei successfully joined the WiMAX/802.16 Broadband Wireless Technology Forum, which greatly improved the broadband field. The level of Huawei's broadband technology is something that even the international giants dare not underestimate. For this quiet "Chinese power", they have responded one after another. How small are they? ? ?Huawei will make them pay a real price. In March 2005, Huawei defeated "international giants" such as Marconi and Alcatel, and won a US$100 million broadband business contract from Optus, Australia's second largest telecommunications company.Subsequently, it won the favor of Intel. On April 19 of the same year, the two parties announced in Shanghai that they would simultaneously launch and build a next-generation wireless broadband network globally.Even Nortel, which has always been far ahead in the broadband field, extended an olive branch to it. In February 2006, Nortel announced that it would cooperate with Huawei on a global scale to jointly develop the "ultra-broadband" project.

Internet technology is changing with each passing day, and broadband technology also needs to be updated to keep up with the trend, but upgrading is a huge expense.An industry insider said: "As European operators deploy HSPA on a large scale and evolve to HSPA+, they find that they need to continuously expand SDH resources, from 15M to 622M, and then to 2.5G. It involves long-term investment protection, and E1 rents in Europe are very expensive, and European operators need to find a solution that is cheaper and less costly.” For this reason, they choose Huawei one after another, because Huawei is worthy of their trust!

At the end of 2006, Ren Zhengfei clarified the future "five-year plan" for Huawei: "In the next five years, Huawei will be committed to leading telecom networks and services into the era of all-IP and FMC, and becoming a reliable partner for operators' transformation and development." In 2007, Huawei took "Leading Mobile Networks to IP" as the annual theme, and rapidly developed wireless IP-based networks.Since the fall of 2006, after passing the tests of Telefónica and Vodafone, Huawei has successively won large orders from many operators such as Etisalat in the United Arab Emirates, eMobile in Japan, Vodafone in Spain, StarHub in Singapore, and TIM in Telecom Italia.

Huawei's broadband tentacles have extended to Europe, Asia and Australia.Huawei's SmartAX series broadband access equipment has been successfully operated in 25 countries and regions including France, Mainland China, Hong Kong, Russia, Singapore, and the United States, becoming a mainstream global broadband provider. In 2005, approximately 5 million users around the world watched TV shows, movies and other video content via ultra-high-speed Internet.According to a market survey conducted by Parks Associates, by 2010, the number of users will grow to 70 million. IPTV has become a hot spot in the telecom industry.

Huawei seized this opportunity and launched video products first in the industry. "ViewPoint" ViewPoint8000 (referred to as "VP8000") is a masterpiece of Huawei.For this technology, Huawei has complete independent intellectual property rights and has obtained more than 80 technical patents.Huawei's "Viewpoint" VP8000 product includes an operation support layer, a video exchange layer and a video user layer. In April 2000, Huawei's "Viewpoint" VP8000 obtained the network access license from the Ministry of Information Industry, becoming the first domestic video product to obtain a network access license. In December, Huawei assisted the government in drafting the "General Technical Requirements for ISDN Video System", which became the first enterprise standard for video equipment in China. In 2002, Huawei's video products were widely used in major operators, government, education, public security, transportation, enterprises and other industries.At the same time, this product has successfully entered the United States, India, Russia, Hong Kong and other countries and regions, providing high-quality services for the successful holding of APEC, Boao Forum for Asia and other international conferences. Huawei's videoconferencing products continue to innovate. In April 2007, Huawei held the "Video 2007 Channel Cooperation National Tour Exhibition", with the theme of "Cooperation, Stability, and High Definition", and displayed a full range of products and solutions. New products such as VP8660 and VP8650 were unveiled, featuring stability, high definition, and ease of use The products and customized high-definition solutions have been favored by customers. Now Telefonica, China Telecom, China Mobile, China Netcom, Railcom, Guodian, China Southern Power Grid, Russia Central Telecom, and some large companies in various fields are loyal customers of Huawei Video. People in the industry often say: third-rate companies sell products, second-rate companies provide technology, and first-rate companies provide services.In the era of high informationization, software is more important than hardware. Software needs to pay close attention to user needs and provide personalized services. "Change from hard to soft" will become the mainstream in the future.From products to technologies, and then from solutions to services at the entire operational level, this is the main direction of future IT development. IBM has an idea, which is to be the chief architect of global IT construction. From the acquisition of Lotus Company, to the inclusion of PricewaterhouseCoopers in its global service department, and then to the resale of the PC business to Lenovo, IBM is committed to software And services, providing customers with all-round consulting from management to business, and then to a complete set of solutions for IT system architecture, paying more attention to product differentiation and personalization.Now, IBM's software and services revenue has accounted for more than 70% of total revenue. Telecom service network can be divided into basic network and service network. It is difficult for the basic network to have a large growth in the short term, but there is still a lot of room for the development of the service network.World-class companies such as Ericsson have taken the lead in completing the transformation to service networks and have begun to manage services for operators. More than 40 operators around the world have outsourced their networks to Ericsson.Not to be outdone, Nokia has set up a dedicated service department and is actively preparing for it. Ren Zhengfei has been chasing after him, and is now actively working hard.Huawei has completed the transformation from a product-based enterprise to a platform-based enterprise, and is now developing from a platform to a solution. On December 2, 2004, Huawei provided high-quality and cost-effective commercial mobile network solutions for Brazil's CTBC Telecom; fee solution contract. The future will definitely be an era of great Internet development, and IPTV is a business with great development potential using TV as a broadband network terminal.Huawei provides a complete IPTV solution with good service awareness, controllability, planning and management, and high reliability.With its first-class solutions, Huawei's IPTV broadband video solution has passed the strict tests of operators and participated in projects such as LDCOM in France, TELMEX in Mexico, BRT in Brazil, Singtel, and PCCW in Hong Kong. As the solution became more mature, Huawei also began to "soften".Currently, Huawei has integrated its scattered product lines into complete solutions, developed new solutions for service networks, and established an independent subsidiary, Huawei Software.As the business climbs to the high end, it becomes more and more difficult, and Huawei still has a long way to go. To achieve the transformation from a solution to a complete service-oriented enterprise, Huawei will become China's "IBM".A Huawei executive said: "In the future, Huawei will gradually develop to the point where it does not produce its own products but can obtain higher value. Only then can we say that we are really moving closer to IBM." IBM is Ren Zhengfei's most respected teacher and the great company he admires the most. Huawei wants to become China's "IBM", "from hard to soft", completely transform into a service-oriented enterprise, and become a pivotal force on the international stage.