The One Behind It All Chapter 91

Although the equipment has come out, there are still very few people in the industry who know about Huawei, and even fewer people understand Huawei. Huawei's marketing staff went through repeated failures and visited 500 counties in one year. They trekked around with machines on their backs, trying to knock on customers' doors. Sometimes they tried to connect with customers under the guise of solving problems with old products such as Huawei power supplies. Whenever possible, I would introduce Huawei's situation and corporate culture, and invite them to visit Huawei in Shenzhen. Sometimes dozens of people from the entire unit would be invited there.

Huawei has established a business team that is good at fighting tough battles and has outstanding performance. All front-line managers are brave and good at fighting, leading by example. They are obsessed with business orders, considerate of customers, and have established interest alliances with operators. The performance and problems brought about by this model are obvious: strong market breakthrough ability and quick short-term results; long-term high workload of employees, weak strategic coordination ability, and employee promotion based on merit. Aiden has high expectations for front-line personnel and hopes that they will always be full of passion and vitality. He said, "As long as there is a 1% chance, you must spend 100% of your efforts to promote its success." Among Huawei's sales staff, students who have just left school are often more successful than experienced people. Maybe this is passion. role.

Wolves and vultures make a great pair. They all like to eat the carrion of animals, but wolves move on land and the range they can see with their eyes is limited. The vulture flies at high altitude and has a larger observation range, so it is easier to find animal carcasses, but it cannot tear through the thick fur of animals. Therefore, the vulture asked the wolf for help, and through division of labor and cooperation, they could share delicious food. The wolf cherishes food and always hopes to have it to himself. However, it understands that without the guidance of the vulture, it will never find food easily. Therefore, the wolf is very grateful to the vulture and is willing to share food with it.

When my country's communications field was still controlled by the "Seven Countries and Eight Systems", the "Great China" rose rapidly, but Huawei was the only private enterprise. Compared with state-owned enterprises, its competitive disadvantages were obvious. Initially, Huawei established offices in various places for sales. This sales model quickly opened up the market, but its drawbacks were also exposed. The office director keeps a close eye on orders, suffers from serious short-term behavior, unstable market relations, frequent personnel changes, and huge expenses.

In order to establish stable market relationships and understand customer needs as quickly as possible, Aiden began to explore new forms: "marriage" with customers, establish joint ventures, and form a community of interests to consolidate and expand the market.