Effective Partner Ecosystem and Talent Training Accelerate Global Digitalization Efforts

It has become a global consensus that digital technologies inject fresh momentum into the economy through optimized production methods and unprecedented business models. In the context of the COVID-19 pandemic, the digital economy has demonstrated the ability to grow and thrive amid a challenging market environment and become an essential means by which countries can revive their economies.

In Malaysia, initiatives like the Malaysia Digital Economy (MyDIGITAL) and Malaysia Digital (MD) aims to accelerate its digital adoptions to create an environment that benefits society and businesses. These initiatives will significantly make the nation a leader in the digital economy and achieve inclusive and sustainable socio-economic development.

The world is moving towards a digital future. It is not only a world that is re-constructed by digital technologies but also an efficient, intelligent, and green world. Therefore, the digital solutions industry must focus on building a healthy ecosystem and offering scenario-based solutions in a bid to help accelerate the digital transformation from technology innovation, ecosystem health and scenario understanding.

In addition to relying on local players, countries worldwide will need to develop their digital economies by engaging in collaborative efforts with many top ICT companies across borders to seek the optimal solutions in terms of cost control, scenario availability, technology leadership and value-added services. This fully reflects the characteristics of the globalization era.

To cite H3C as an example, ever since formally launching its overseas strategy in 2019, its overseas customer base has not only grown but has become more diversified, expanding its exposure to different industries and gaining customers’ trust and confidence. This, in turn, has led the company to pursue even deeper relationships with its partners.

H3C has keenly observed that the role of digital technologies in driving economic growth has been proven and that companies have started to shift from product demand to service demand to break through specific bottlenecks in local economic development. As a result, scenario-based solutions for different business requirements are most sought after by H3C’s overseas customers.

With digital technologies becoming increasingly ubiquitous, industrial digital transformation gradually expands from minor units to whole campuses. As campuses are also the spatial carriers of economic development, smart campuses must consider industry characteristics, digital intelligence, and carbon emission reduction requirements. To this end, many countries are calling for more intelligent, low-carbon and replicable campus-wide solutions.

In addition to technical solutions, companies also need more services during the digital transformation process, such as how to quickly implement a solution to empower its businesses, ensure the stability of its business operations and implement subsequent upgrades and iterations. This requires ICT suppliers to provide products and solutions and complete and comprehensive delivery capabilities alongside a lineup of sustainable, diversified services.

When an ICT company expands into foreign markets, time and space will magnify the problems caused by lagging service capabilities. Over the past few years, H3C has aggressively built its channel network with the expansion strategy of “vertical first and horizontal afterwards”. On the other hand, the company has formed close relationships with overseas partners. It has been investing significant resources to support more than 1000 partners and cultivate nearly 1000 certified talents with over 1400-hour engineers’ training.

Industrial partners led us to understand the customer challenges better, service partners helped us to deliver high-quality projects, and distributors supported us in developing the market with their professional abilities. Finally, solution partners worked with us to discover more possibilities of the technologies and better solutions to meet the requirement in different scenarios.

Based on this principle, H3C has formed a complete partner ecosystem and enhanced its ability to empower users and partners. The advantages along with that are apparent. According to IDC, in Q2 2022, the global market share of H3C’s Ethernet switch, router and WLAN reached 6.3%, 2.5% and 4.6% respectively, making H3C one of the world’s fastest-growing vendors.

H3C will also launch more incentive programs, including First-win, Win-back & Trade-in, to encourage partners to find new market growth points. By adhering to the “Working Together, Winning Together, Blooming Together” concept and the “Partner First” principle, H3C has strengthened its cooperation with partners, creating a collaborative, win-win, open and blooming ecosystem that drives its overseas expansion. In addition to the role of a seller, H3C is also a service provider, reflecting the robustness of its ecosystem.