The One Behind It All Chapter 69

Aiden believes that the reason why Huawei can survive today is because it has a customer-oriented and market-oriented crisis awareness. This is the difference between an enterprise and an individual: as a natural person, it is subject to the laws of nature and has its natural end of life; as a legal person, although it is not subject to the laws of nature, it is also subject to social logic. A person can live to be 60 years old no matter how incapable he is, but if a company is incompetent, it may not be able to survive even six days. If the development of an enterprise can comply with the laws of nature and society, its life can reach 600 years or even longer. This is what the ancient Chinese people said about "Tao follows nature". This is also true when we talk about seeking truth from facts. The operation and management of an enterprise must "follow" the laws of nature and society, and must constantly seek "yes" (laws).

Rather than describing the experience that Aiden has accumulated over the past 20 years since he founded Huawei, these words state the hard facts that Chinese companies have proven through countless experiences and lessons.

There is an internationally recognized corporate law called the "Pareto principle", also known as the "80-20 law". It covers a wide range, one of which is called the "Twenty-Eight Marketing Law", that is, operators should seize 20% of key products and key users, penetrate marketing, and affect the whole body.

Most companies highly respect this law. They believe that 20% of customers bring 80% of their company's profits. According to this principle, if we can identify these 20% of customers and provide better services, it will undoubtedly be the greatest help to the company's development and performance growth. Although the main consumers of mass media entertainment are the majority of ordinary consumers. But this does not prevent the fulfillment of the "eighty-eighth law". First of all, it is common sense in the media industry that 80% of the revenue of products for the public comes from 20% of customers. Secondly, 80% of the income comes from 20% of the market. For example, the purchasing power of Beijing, Shanghai and Guangzhou exceeds 50% of the country's total. Thirdly, the media value for 20% of large customers is very high. For example, the Discovery brand ranks among the top ten brands in the world.

However, Huawei does not fully recognize the "80/20 rule" and is targeting general customers. As the name suggests, common customers are relative to key customers. The concept of "universal customers" proposed by Huawei aims to tell all employees: Customers are regardless of size or position. As long as they are related to product sales, they must be fully conquered.