The evil evolution from the Towns: IT Manager World Sun Li Communication manufacturing grassland has three animals: lion - multinational company; leopard - multinational company in China's joint venture; Tu Wolf - Authentic Chinese local enterprises. In the lion's eyes, what is the Soil Wolf? It is the battlefield of the lion's edge battlefield with 100 to 1, until the heart of the heart; it is crazy to launch a price war with the purpose of the lion, so that the Lion's profit line is declining; it is to adapt and understand the ability and understanding of China's local market. Various "do not standardize competition methods", flexible shuttle in complex interests, making the lion's technical advantages pale. The Wolf's strong desire for success, facing the terrible and reluctance of frustration and repeatedly defeated, the way to adapt and survive the ability and the way of life of the price and the collective combat: this is fierce and difficult opponent. The most outstanding Tool wolf is Huawei. If Huawei is a group of earth wolves, Ren Zheng is the only leader of this Towlo. He created the biggest myth in the industry - selling a first-class market with a three-flow product. Huawei ranked the 7th in 2002, the profit margin is in the first year. Although it is not a listed company, in the industry, Huawei's name is not reduced. However, Huawei's success is difficult to copy, and even Huawei cannot reply again. Huawei's secrets make it unlike a business, but too many secrets, not to make many people questioning "How long can Huawei's red flag can be played." Ren Zheng Nei Nei Near deliberate low-key posture, Huawei people have almost quiet guards in the outside world, making Huawei more like a half military organization, cracking Huawei god almost impossible. Once there is a chance to touch the true, it will find that this implies too many non-repetitive factors and the influence of the non-personal influence - in the "Wolf era", Huawei is the only law, and the military law and Excellent interpersonal relationship wisdom, will make a variety of unconventional market resort, making this number of wolves into hundreds of thousands of breeding in just a few years, while giving the competitor of the same piece of food - - The lion has to be afraid of three points. Ren Zhengfu's personal will directly diamond every nerve end. However, Ren Zhengfai, this early years of "learning edemon", writing a mysterious leader of Huawei's survival philosophy, is gradually being old. The group of wolves in his hand rose from hundreds of thousands of people in 1995 to today's 30,000. Can the 58-year-old Tool's leader continues to instill their philosophy to each Toyoy's blood? In the first quarter of this year, Huawei's overseas market sales is higher than sales in the domestic market, whether the Wolf who waves overseas has to change? With the unique criterion of success or whether the right to determine the right, Huawei's non-standard operation method has accumulated in the risks of the month, will it hit the Jiangshan who came down for many years? Ren Zhengfu also hopes Huawei to become a lion. However, it is not anxious. The foreign consultation of the heavy gold is in Huawa, but the wave is only limited to Huawei's support system. Ren Zhengtou still in the way you usually use, command the main team to tear in the main market. The so-called main business, for Huawei is sales, is the market. Compared with those who have adult themselves with the tray, it is not easy to handle the lifeline to others. From the Tulu Wolf to the lion, Huawei has just begun. The Towns Times "Sales is an unforgettable experience. There is no sales in life." Huawei hangs this sentence in the mouth. Sales is the only main business in the Wolf era, the secret of sales is the largest secret of Huawei. The relationship of unspecite is in 2000, and the graduating class of 12 people in Telecommunications, Chongqing University of Posts and Telecommunications, 39 people were recruited by Huawei. After more than 30 people in the Southeast University, there were 25 people into Huawei. This whole class has become a grand event of building a predatory recruitment. Since China in 1996, he staged a year. Huawei is so keduly recruited the reason for the graduate, because he is a student who has just running the school, because they are simply persistent, passionate, not afraid to suffer, and sincerely sacrifice, and sincerely believe that Huawei products are best.
Perhaps because they can accept Huawei philosophy - all market means, if it turns into a corporate behavior, it is normal and efficient, you should do this. Among the salespersons of Huawei, students who have just been running out of school are often more successful than people with sales experience and rich life experience. The first-line sales staff usually in three years, maybe it has not been waiting for 3 years, it becomes objectively understanding the sales personnel of Huawei's products, and has left this post. The period is full, that is, I don't want to do it. "I want to guarantee that the one-line people will always be passionate and energetic!" Ren Zhengfu said. It is sustainable to the front line staff, originating from Huawei to the customer's relationship. Huawei killed in a non-marketized environment, this is the secret of survival and is carried forward by Huawei to unparalleled. Nowadays, Huawei's relationship network from the high-level to the executive layer is unsatisfactory, is a step by step. In the initial business, Huawei did not have a high-level relationship that can rely on, and he has to start from the county of multinational companies. Ericsson at the time, only three or four people were responsible for the local network of Heilongjiang. Huawei sent more than 200 people to stay all the year round, and the local network project of each county Telecommunications Bureau must. At that time, the county bureau had purchased rights, and Huawei was only eating the chicken ribs of multinational corporations. Now, the purchase of the county bureau has received the provincial bureau, but Huawei's investment has not decreased, because the county bureau has the right and evaluation rights of the equipment for equipment. Moreover, when Huawei's equipment has a problem, a good customer relationship will not make unfavorable news. Huawei's technicians tend to go to the scene to day and night, where, where is the problem, and replace it. "Even if there is a problem with people's products, people have to come into a day, what is going on?" The perfect resolution of sudden events increased the relationship with customers. In the Spring Festival of 2000, a local network switch in Heilongjiang was interrupted, and there were various models on the Internet. I didn't know which manufacturers of the problem were. Huawei's technical personnel rushed to Heilongjiang within 1 day, and found that the problem was not in Huawei. The manufacturer of biased problems did not respond, Huawei received his access network to another route, and the call recovered. The user is full of giving, hello hello: walk, go out to drink. Huawei's countless cost performance is in order to be a project, will spend the seven or eight months and the money that is not allowed to make, and dozens of people in the city will go to Shenzhen headquarters. When there is no project, it has never been rewarded. In 1999, Huawei entered the Shandong Heze area, and it was a four-star, and it was the world of Lucent and Siemens. In the first two months, Huawei hits the banner of solving the problem of old products (such as Huawei), trying to pick up the head, and do not sell, there is a chance to speak Huawei's corporate culture and past Huawei people. By the third month, the high level of the local parties finally promised to visit Huawei in Shenzhen. At this time, Huawei is still not mentioned. Start in the fourth month, Huawei is batch to visit the part to more than 50 people from the middle to the grassroots level. After most of the year, Heze new round of the whole network bidding, Huawei wins. Huawei has too much story that seems to be ignorable, so that the domestic and foreign collars teach who is short-sighted. Years have worked hard, and their customer relationships have penetrated into each section of the market, and any multinational corporations and local companies cannot compete with it. Huawei has more than 200 regional business units in the country. There have been suggestions that revoke these business units can save costs, and now there is no purchase right in the hands of the county bureau. Ren Zhengfu's approval is: "I believe that this is the difference between Huawei and Western companies. Each level is close to customers every level, no vote for us." Any company attaches great importance to business relationships. But in Huawei, this is a science that needs to be studied, a product that needs to be operated, far more than "human tactics" is then simple.
The customer relationship has a meaningful word, in the absolute positive, specially set customer relationship management department is responsible for research, assessing and urging this relationship. From the business card, it is difficult to judge a specific role of a Huawei. In fact, the huge Huawei machine has only two clear main lines: the client line and the product line. The former is equivalent to the ballistics of the shell, ensuring that the shell can get the goal; the latter is responsible for preparing the shell. In a sense, it is more important than the shells itself. Therefore, all routines and unconventional means used by the aiming is because they have become a corporate behavior, and "countless costs" is never derogatory here. However, Ren Zhengfu emphasizes the ability to form "do not hit the relationship with customers", but also emphasize that it is necessary to give customers a "justified reason". Other companies also stay at the level of "price reduction, drink, drink, rebate", Huawei has conducted "consultation marketing" around the world to help operators analyze the network status, with real strength to grab big customers, develop new business. In 1999, Huawei gave Zhengzhou local network to the network analysis and planned on the high-level desktop of Henan Province, gaining highly recognized, the provincial bureau also asked: "Who is doing?" Huawei high paying for IBM experts, playing "Flying" to China's training trends and management training for customers from all over the world. Customer Relationship Management is summarized as "one five project" in Huawei - a team, five means (visit the company, visit the model board point, on-site meeting, technical exchange, management and business research), a database. A strongest trick in Huawei is: In the past few years, Huawei has formed a lot of joint ventures, such as the establishment of Northern China in 1998 and Tiemong, and the local Telecommunications Administration, Government established Shenyang Huawei, Chengdu Huawei, Anhui Hua is, Shanghai Huawei, etc. These joint ventures self-birth is an empty shell - and the common meaning of the usual joint venture is very different. Huawei has never putted the product, especially the product, and the role of these companies is just a signing. Taking Sichuan Huawei as an example, there are more than $ 45 million in sales per year, last year, the joint venture has a local operator and government shares, and their annual red proportion high is 60% to 70%. Local operators and government investment joint venture companies, even by Huawei first. Obviously, this promotes the sales of Huawei, but also has a long-term customer relationship. However, there is also a higher level: all communication manufacturing headache, resulting in a non-smooth return problem - let the joint venture to collect money as a shareholder's customers is a wonderful idea. Moreover, this kind of interest bundling may also have a subtle role in the business crisis. From Huawei's news, these joint ventures have completed historical mission and will gradually returne. Last year, Shanghai Huawei became the true East China Division in the true sense of Huawei's market, which gradually became the new base of East China. Huawei believes in a natural way to believe that everything done for market sales growth is not shameful. In this strong business suggestion, employees can go to universities leading the provincial telecommunications management bureaus, love people to see all house workers such as gas tanks in Shenzhen; people who can pretend other companies, from The airport received the opponent's customer from his own exhibition hall; it was better to learn his new address earlier than a new president. "The people of the bureau will blink every day, and it is Huawei." This is not exaggerated. It is because Huawei curates these other enterprises to cure these things that disdain these other enterprises into the corporate system and culture, and deeply affected a batch of new Huaishi people. Huawei is in the bones. Speaking of Huawei's "unscrupulous means", the peers are not a despise, but awe. The sales commission and the localization of the office are two things that Huawei resolutely oppose. This guarantees that when many non-normal market behavior is implemented, the company has no miraculous confusion that cannot be managed.
The first-line customer resources and the market personnel have never been controlled in the headquarters. The stimulus of "sales commission" is not to avoid the long-term customer relationship maintenance. Big Sales often dominates customer resources, Huawei stipulates that the local people must not be officially issued, and the office only allows 5% to 10% to be local people, and the general sales staff regularly works in various offices. It is also evil, evil, Huawei, this is the distance from the opponent. The strategy war of "learning the figures" is not good at using the soldier. Communication manufacturing is one of the most competitive industries in China, and any business is temporary. This determines this is a "strategy war". A market staff of Huawei said: Huawei is not "drawing customers, fighting price war" is then simple. Every seemingly occasive success in the Chinese market is actually the result of careful planning. Huawei is studying. In 1997, Huawei has more than 90% market share in the coal system. At that year, a mineral office of an economic benefit introduced 3 enterprises such as Huawei, bidding for the whole network of the mineral office, and the payment method is easy. Huawei believes that customers have no sincerity, just hope to find a few manufacturers; Huawei has no advantage in the relationship between the project; the competitors are eager to establish a model point in the coal industry, so the project is willing, the price war It is inevitable. Huawei decided to give up, but did not quit, but continued to participate in the quotation. After the second round, the counterpart price has dropped below 300 yuan / line. Although Huawei's directory price is up to 1300 yuan / line, its customer manager reported the price of 270 yuan / line, and set "trap" for competitors' technology weaknesses. If you don't have the expected, the competitors have reported the price of 230 yuan / line, counted in the cost of coal, and finally less than 200 yuan / line, and many additional service commitments have been added. The user finally chooses one of the whole network transformation. After 3 months, the equipment arrived as scheduled, but the user's advance payment is still without falling, and the manufacturer insists that it will not be willing to unload the box, and the two parties are integrated. This is the classic case of Huawei to reduce competitor profits and combat competitors in the case of small market potential, business, technology and market dispensing. Huawei has a person who specializes in market analysis. These extremely "idlers", actually the head of the company. Those who have seen Huawei market analysis reports, the first reaction is: Throwing "Huawei's success is for luck". Industry people tend to believe that Huawei's worst home must conduct raising prices frequently. However, Huawei regards the price war as the most primitive war, and the price war is often out of the purpose of sales. In the case of the price war? The principle of Huawei is: product, customer relationship, brand has no significant difference, the market capacity is weak; reduce competitors' profits, killing wild grass (new entrant) long; concentrate resources, put limited financial resources to valuable market, ie " There is no "; there is a major innovation or change in technology, and I will force the industrial progress in self-elimination. Wait. Simply hit the opponent is not the best choice, and build a long-lasting advantage through competition, it is advisable to avoid the destructive effect of competition. On your own site, Huawei's painting is a prison, to be closed, put this existing revenue market, so that the enemy needle is inserted, and the water is not entered. The strategy is mainly: actively discover and make up for market gaps; take the initiative to negate yourself to improve user satisfaction, prevent new competitors from entering; use product portfolios to block the oppost opportunities; The machine; at the same time, it actively defensive in customer relationships and services.
The purpose is only one: Constantly transforming the status in the revenue market into sales, while radiating the potential of the revenue market to the country. In the opponent's site, Huawei is turned into violent offensive type, and thousands of bangs will launch a price war, combating the profit and sales target of all means, obstructing its market progress, gradually crowding space, and finally replaced. In 1999, Huawei entered Sichuan, Shanghai Bell's market share in Sichuan was 90%. At first, Huawei still does not sell, and take the initiative to use his access network free to customers, thereby in the local network of Sichuan. The opponent ignores this small action of Huawei. Subsequently, Huawei grabbed the new point of the access network and gradually became a point. After the number of online running Huawei has breakthrough, Huawei has an opportunity to extend the advantages of the access network to the switch, and finally turn the Huawei switch into the second type of Shanghai Bell switch, ranking among mainstream models . Now, Huawei has accounted for 70% of Sichuan new market. Attacks are in the Chinese entrepreneurial group, the most attractive is the teaching of teachers. Liu Chuanzhi, Ren Zhengfu is the representative of the characters. They understand the national conditions, good for philosophy, which is extremely pilot. Their business dictionary is almost all war terms, they are most advocated to fight for the soldiers, attacking the heart. Ren Zheng, in the internal training, you can often find such words: "Do not treat our relationship as a trading relationship. To do honest businessmen, let the benefits and benefits to customers, to care about the most concerned about customers, truly win people's hearts - The people who have a person have to be in the world! "For the external attack, fighting, in fact, Ren Zheng, the most successful attack is the inside. This is the mystery of more than 30,000 Huawei employees is willing to use all youth and enthusiasm, and the opponents of "powerful to have dizzy". One of the internal speech and promotional materials led by the hand, it feels like returning to the war age. The word is full of passion, inspiring, inciting, ordering, and temptation, Ren Zhengfei's eloquence and lyrics are recognized as such a traditional source of tradition. At the welcoming meeting of China, in 1997, the boss of the Marketing Department waved his hands and was unparalleled: "Marketing is the pioneer of Huawei. In the desert, in the high city, in the bustling city, in the barren rural, It's all difficult to wait for us. Our responsibility is to streak, use life, blood to pave Huawei's development road. Save a cup to celebrate, defeated to fight. The narrow road meets the brave, the bird is a phoenix Marketing is the most opportunistic department of Huawei, there is already a team of 2000. Now we are actively expanding overseas markets, let us go to Europe, into the Americas, fight in Africa! When our life is lit into a big fire, Huawei has already All over the world. I can proudly say: I have no regrets in this life! "A article, like a young man who mobilized the young people under the stage, a number of new employees resolutely responded to the call, and went to the most difficult edges market. Outside of incitement, "carrots" is not less. In the eyes of Ren Zheng, Huawei is "three high" enterprises: high efficiency, high pressure, high salary. He firmly believes that high salary is the first driving force, and there is a courage. This is also the root cause of Huawei commitment to provide foreign companies. In addition to high salary, there are bonuses and stock dividends. The return on investment in internal staff stocks is more than 70% each year, and last year is more than 80%. "Never let Jike Yulu take the liver disease, never let Lei Feng wear socks!" Ren Zhengfu said. Huawei's high-speed growth also depends on the "chaos" atmosphere created in the beginning of the entrepreneurship. Some people concluded that Ren Zheng did not take the soldiers like Zeng Guofan.
Zeng Guofan said to the readers: Taiping Tianzhi's army is not talking, destroying the ritual, you come to me here is the Wei Guojian; to the poor: Taiping Heaven is hobby, killing people, you are here, there is a meal Money, it is possible to make a fortune. Similarly, Huawei employees have purely for money, and there is also ideal. Those who are completely different, so that they are in the same place to fight for death. In that year, Zeng Guofan is the enthusiasm of stimulating soldiers' fighting, and even wishing: to lay down the city, you can brush three days, the military law regardless. Huawei, which is more than 200% of the annual growth rate, the value standard is also "only the hero of the failure". "Take a hill, catch a teacher, and immediately promote the long or elevated long - graduation two years of students can manage a division of five or sixty people, the youngest senior engineer is 19 years old, and the fastest senior engineer is On the 7th day after work, you can flatten your clouds! "After experiencing the" old age "employee recalls. In 1994, Li Yifan, who graduated from the Chinese University of Science and Technology, was promoted to the engineer's next day. After 2 weeks, he promoted the engineer engineer. After half a year, he served as deputy general manager of the Research Department, and he raised as the general manager of the Department of Research. The next year, the 23-year-old Li Yifa became the company's youngest vice president. In 1997, Yan Junhua, who has just been graduated from Tsinghua, is a letter entitled "Thousand Miles", pointing out the problems and development recommendations of Huawei, and is a person who is not thinking about "a person who will think and love Hua." By, it is directly improved to become the deputy director of the department. Full of opportunism, human factors and uncertain reference, supporting the rapid growth of Huawei startup. Under the chaos, the only value measurement standard is the growth of Huawei main industry, and this value standard has always been in the current. The main business is sales, and it is a consistent principle that the energy consumption is not related to the main business. The periodic assessment of daily news, weekly report, monthly report, quarterly and compatible with it guarantees the continuous growth of the main industry and the continuous desire of employees "." Because anything is not believed: If Huawei has stopped rapid growth, it will face death. As long as the main business is still energetic, our team will have strong cohesiveness, and the employee will be desperate and happy. It turns out that Huawei has passed the main business, focusing on the attention and enthusiasm of everyone, and huge corporate machines can make such unified collective elements of the charm and will of the charm and will of a corporate leader. In order to always give employees to "growth passion", even in 1993, the original subscriber market shrinks, the original subscriber market has caused the financial chain to break the break, and the monthly salary of employees has increased, although only one or two hundred yuan Money, but let employees feel that they are still growing, and there is hope. "People who enter Huawei will be brainned". For Huawei to absorb different people, they will send the mysterious power of similar temperament employees, and there is a competitor. In this regard, Ren Zheng did not deny that the most confident business is the most confident that transforming people's strength. The early years of "learning edemon" is regained in the United Africa, and even launches the masses. In February 1996, the collective resignation of Huawei, which year-on-year, 200%, is a famous mass movement: all the offices, the funding of the market, resigned to the company, and then accept the company's reorganization. From the President of the Market, there is no exception to submit two reports and resignation reports from the company. Based on its performance, development potential and company development needs, the company approves one of the reports. The matter was evaluated as "hype" at the time. But in fact, on the eve of the 1996 Communications Market, Huawei's market system is really laid off. The company's development needs to change, but the change is difficult to have resistance, and the maximum resistance comes from the inertia of existing organizations.
Ren Zheng, who retired a group of martial arts that once tied to sweat, and let Huawei understand that "people caught in the market, do not allow ideologically, technical precipitation. Must make the most clear people, most The ability to bear the greatest responsibility. "But according to the people who know the internal feelings, the real intention of this mass movement is that Ren Zhengfai is in the foreigner, and the means is high, and the means is high, and it has created a kind of atmosphere. If you want to have anyone, you can don't have any actions, you don't need to brew in advance, no reason - Huawei's cadre is not terminated. However, Ren Zheng did also know the importance of "Enshered". Every year, Huawei will replace many people from the front line, which can be transferred to overseas markets or promotion, transfer, and entrepreneurship. The internal entrepreneurship is to encourage employees to go out to create a company, and Huawei can provide a batch of products for employee companies to sell. It is said that the free product value = employee's internal shares × 1.7. At the end of 2000, Li Yisheng, who was considered to be a non-coupling person, and founded the Beijing Harbor Gulf Company for data communication products. According to reports, Huawei gave him a small support, one of which was to exchange his Huawei's internal shares into corresponding Huawei data communication products. The first annual sales of Beijing Harbor will take hundreds of millions. Now, Beijing Harbor has become Huawei's competitors. Last year, many people leaving Huawei, using entrepreneurship, the Huawei's internal stocks. The person who left it seems to be still willing to keep Huawei secret, and people still in Huawei are more than three. Outside people go to Huawei, they often feel the strong alert atmosphere of employees. A grassroots staff will jump to block the lens of the reporter with the body, and if you are, what are you? Who allows you to take pictures? This is a crisis and prevention of psychological enterprises. From the beginning of the entrepreneurial period, they are facing a harsh international competition. They carefully protect the secrets of themselves. I am afraid that the loss of any point advantage will lead to the company. The status of the company is relatively firm, this crisis and the prevention of psychology have not slanting. The most deliberate avoidance of the public is right. The outside world can only try to figure out this mysterious leader in a constant streaming article. From "The Hard Tags of Enterprises", "Huawei's Red Flag can play", "Huawei's winter", "Northern Country Spring", to the nearest "Meet the challenge, hard work, welcome the Spring Festival", I realized that he was in a hurry, and it was a double mentality that he had a hard time. He did not lose the opportunity to repeatedly remind the hand: Temporary winter did not make international enterprises truly entered hibernation, and they got too many cold winter heats and they couldn't be very difficult, and the same cold against Huawei may mean destruction. No employee is willing to see Huawei, this is also increasingly cashed with internal stocks that are increasingly honored in companies that have pouring too many youthful sweats. Huawei definition of first-class products "Huawei products may not be the best, but how is it? What is the core competitiveness? Select me without choosing you is the core competitiveness!" It is Ren Zhengfu and has a powerful personality Huawei, I dare to make a honestly recognition. Ren Zhengfu said: "Technicians don't worship technology religions, do engineers. Your technology is used to sell money, selling out technology is worth having." This is toned to Huawei's technology research and development. At the end of 2000, it was able to pack itself into a broadband equipment supplier from narrowband equipment suppliers overnight, and also depends on Ren Zhengfu's technology "broughttee". In order to avoid that R & D personnel only pursue technological advanced and lack of sensitivity to the market, Huawei's hard standards must have 5% of R & D staff to transfer markets, and there is a certain proportion of market staff to develop. Even if there is no such strict system, R & D staff will spontaneously go to the market sector, and feel the changes in market demand. Chasing the utilitarian and practical corporate culture, has penetrated into each corner of the company. A law spontaneously formed: everything is guided by market demand. This makes Huawei success and benefits.
In fact, China is not a product of the market success, is not for technology advanced. But this does not mean Huawei's non-emphasis on technology research and development. Every year, China is investigated in the year of 1/5 of the year, which is more important than the competitors more important to new business and new features. "Now, the price is not the most favorable competition, because the quotation of multinational companies is also very low. It is often the difference between one or two functions determines who customers choose. Now, who is more angry, more breath, we will win A market personnel of Huawei said. The discovery of new business and new functions has all been reached with the researcies of the market. In 1997, Tianjin Telecom's people put forward "Students are very difficult in campus". Huawei, the vice president of the research department, the only one recalls that Ren Zheng did emergency instructions: "This is a golden point, and it responded immediately." Huawei made a 201 campus card after 2 months. After the launch, the market reaction is warm, and it will push to the whole country. When other companies reacted, Huawei has been in the past year. In fact, this new business only needs "a little bit" technology innovation on the 200 card number function that the switch has, but it is a small innovation that will bring new profit for operators, making Huawei's adversely in the switch market. In the end, the tiger has taken a 40% market share. Another reason for Huawei products success is that responding is faster than competitors. Huawei Market Planning and Promoting Minister Guo Haiwei said that in 1999, Huawei became the first and China Mobile to make Shenzhouxing prepaid business. At that time, they had already perceived this market that will appear, and they have done technical reserves. China Mobile's proposal, Huawei immediately responded. The first phase of the project has spread 25 provinces and cities, only Huawei is a contract. It is said that for 2 years, Huawei did not earn a penny. After the result of the business, China Mobile tasted the sweetness. When the bidding in the second phase, China was 820 million yuan, which is the largest contract in history, which is much higher than other products. After that, other manufacturers follow up, the price of the project project is only 1/5. Former lion era Motorola commented that Huawei's advantage is impossible to continue, many hidden dangers will show it in the process of continuing to grow. The opponent's weakness of Huawei clearly clears. Ren Zheng did to end the Huawei era of Wolf, as a lion with opponents. Not IPD will be laid off "Huawei can be a small steel gun, and the increasing local multinational company is not necessarily to use tanks." Motorola China Telecom Business Department General Manager Gao Ruibin said. As an old opponent, Motorola's wolf is not a day two days. Gao Ruibin said that users always feel that Huawei's response is fast, and there is a problem with the computer room. Huawei can send people to arrive over the night, and immediately modified. But this is not necessarily a good thing, change it, and the versions of the versions are getting bigger and bigger. It is likely to be a mess in the future. Now Huawei responds quickly because the contact surface is small. In the future, in the global market, this set of mechanisms that are suitable for China can also guarantee Huawei's same reaction rapidly? In the first quarter of this year, Huawei export volume is greater than sales in the domestic market, an increase of 357% over the same period last year. At the recent conference, Ren Zheng did a consistent incitement, mobilizing various departments with more employee reinforcement international market: "In China, we have reached the extent to which the 20 million yuan project is invested; In foreign countries, a one-200 million project has averaged a person. Domestic intelligent network 6 yuan per line, foreign countries 15 to 40 US dollars! This year, the Middle East, North Africa, the South American market will quickly get up! " The Huawei of some foreign companies, the next phase of the market is undoubtedly overseas. What does it mean to enter the overseas market? That will be a higher order competitive environment. Gao Ruibin said that the software to be a call may only take 10% of the cost, and the remaining 90% should spend maintainability and reliability.
To play international projects, many tests may not think about it in China. Motorola is very accurate. Ren Zhengfu has also seen that spontaneous lines under corporate culture guidance cannot meet Huawei further scale and globalization. In addition, the previous Huawei is more to do with the guest, but in the future, more are more to decide what to do. The change in IPD (integrated product development) will begin. The reason why IBM is invited to do IPD consultants because IBM in 1994, IBM in the Tutor, has successfully activated the entire organization with a new management process. In 2000, Ren Zhengfu didn't stay at Huawei Cadre General: "Do not learn IPD, do not understand IPD, do not support IPD cadres, give me off work!" Simply, IPD is the products that have been independently completed by the R & D department. Development, becoming a process, the team operation of the cross-functional department, product development is no longer the reservation of the R & D department. The purpose is that when the company is too possible to suffer from a large company, IPD will take the wall of the department, maintain the vitality and keen. In the past, Huawei's research and development is indeed more advisable than other companies, but it is necessary to wait until sales and even install it to the client room, and all the adjustments are not too late. In 1998, Huawei's transmission products in Jiujiang have had a major problem. According to the convention, they will be replaced with new equipment. Ren Zhengfa said: Cannot change. I will not feel painful for retrieving research and development, I want them to hurt. Result Huawei has paid a huge amount of compensation. In theory, IPD can avoid major issues that will only be exposed before the development of the market in the previous period. Previous Huawei product development is in the Department of Research, the Central Research Department, now replaced by the PDT (product development team). Each product has its own PDT, and each PDT team is built by representatives of research and development, market, finance, procurement, user service, production and other departments, like an entrepreneurial small enterprise, from R & D, market, profit , Product life cycle is fully responsible, together collaborate to complete a product from concept, research and development, production, listing, and truly realize product development and market synchronization. Sun Yuchen is currently the head of Huawei broadband product PDT, before making a market. The head that is responsible for research and development should be held by the technician who have experienced research and development experience, but the Huawei high-level emphasized: PDT's lead must be market staff. The Department of Sciences is Huawei, a department facing IPD challenge. Previously, the Department of Research was fully responsible for research and development, the market sector was responsible for sales, what to do, the market sector was sold. Sun Yuchen said, now you can be busy, what is complete from the products that must not be developed, others have to participate, and these "others" are in the past and developed people who are not bounding at all. The new operation process has changed, and the market representative with product specifications, technical parameters and other information to collect customer feedback. According to this, consider market space, customer demand sorting, which needs will have a major market potential and competitiveness of future products. Impact, etc. Under the strong participation of market staff, the concept of the product is formed. Then, the financial representative is based on the market data provided by the market representative: how many R & D engineers, equipment costs, manufacturing costs, material costs, product life cycles, profits, etc., a "business plan" was born, With the conviction IPMT (the investment management committee, the sub-product line is set up, and 9) agreed to invest in the product. The user service engineer has previously been the biggest opinion of the Department of Research, because the products have a problem, they have not finished it, they are them. After implementing IPD, in the product planning phase, the user service represents "Xinxiang Hates", and one breath has put forward more than 100 maintenance needs, so Sun Yuchen and others are shocked.
They began to realize that they consider these maintenance needs when designing product design, which improves the market competitiveness of the product's future market. The procurement personnel did not wait for the project to start research and development, introduced the competition and negotiations of components suppliers, and the resulting the cost of the entire product was 40%. The selection of previous components is often determined by R & D staff. They are more likely to make product functions more powerful, and they are rarely considered from reducing cost. Advancement of financial and procurement, making the cost of the product have increased much. In this way, corporate culture and spontaneous lines close to market demand are cured in the process. In 2000, Huawei as the first IPD pilot with the wireless business department, Li Chengjun, deputy director of the wireless business department, and 10 people smashed from various departments, under the guidance of the IBM consultant hand, put Huawei's large-capacity mobile switch MSC6.0 sent an IPD process, experienced a 10-month development cycle, and took the entire program. To now, Huawei involves people in IPD reforms to 60% to 70%. Start this year, all new projects will import IPD. Li Chengjun said that the opportunity to take the elevator-like-like promotion, as the company's norms and maturity will be less and less. Customers may also miss the time from the past, Huawei staff, flying to the computer room, change the time to change. Now, according to IPD processes, Huawei's response speed may be more slower than before. But those who have emergency have emergency, with the full consideration of the previous R & D links, will become less and less. At the same time, the product R & D cycle is greatly shortened, and the risk is greatly reduced. For the future, although several IPD parties have shown great enthusiasm for this change, and that this process has changed a lot of ways to the original decision-making system and behavior, some opinions from Huawei believe that IPD does not touch The most nature of this company. Questioning the voice of IPD has never been broken. Ren Zheng did not pay tuition fees, and the IBM consultant was tossed at home backyard. There are people who are familiar with Ren Zhengquan say: For Zeng Guofan, the science is the banner, will not affect his hopper to change; for the right, IPD is the banner, will not affect the core advantage of Huawei. He does not think IPD can be deeply changed from Huawei, and he is required to improve. This often moves unparalleled teaching leaders, and its life is: gray but there is no lax. He won't look useful, it will not be easily judged; it will not be stunned by beautiful ideals, and it will not solidly self-seating. At this point, it can be confirmed in the mood that has repeatedly exposed from the outside of the list of Nianchang series, but the worst ". Ren Zheng's non-recognized thing will definitely do it. But he understands that Huawei's true change is not a single excess force, and the process of the Tuoyo changing the lion will not be mutations. It can only be evil. The rock climbing is not, never before the other foot is still stable, move the feet that is now supported. It is better to say that IPD has changed from Huawei, it is better to say that IPD makes Huawei's behavior in operation, more efficient, and the target orientation is more clear, and the pressure transfer mechanism is more perfect. In this sense, IPD is enhanced to the original way, not a change. At the point of view, this is enough to do this. On the support system of various business, Huawei is really impressed by IPD. But in the market, Ren Zheng did not lead him a wolverium who was still brave and continued to expand in his own way.
