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Huawei & SAP Foster A Healthy Ecosystem

By Charlie Zhang, Senior Director, Huawei Enterprise Business Group

Although it feels like it was just yesterday, it has been a little over a year since the SAP-Huawei forum in Shenzhen. This was the first time that SAP invited a partner to co-name its forum, which speaks volumes about the intimate partnership between SAP and Huawei.

Since they announced their strategic partnership in 2014, Huawei and SAP have collaborated on joint solution innovation and sharing ecosystems.

Huawei SAP HANA Appliance solutions have evolved into an increasingly advanced portfolio. From the first SAP HANA Appliance solution launched in 2013 to the KunLun-based 12 TB SAP HANA Appliance solution launched at the end of 2016, these solutions have blossomed from blueprints into tangible products.

Great Value Driven by Close Collaboration

Huawei-SAP cooperation is displayed in ultra-large-scale SAP HANA cluster projects for China Petroleum & Chemical Corporation (Sinopec) and China National Petroleum Corporation (CNPC).

The constantly expanding business of China’s two petrochemical industry giants brings with it large increases in the data volume of their financial report systems and places higher requirements on data analytics. Huawei and SAP built SAP HANA Appliance solutions based on Huawei’s FusionCube, which improve database loading performance by 60 percent through a more efficient main data warehouse. The two corporations are now able to gain more insight from their sales reports and financial analytics reports, and therefore make better-informed decisions that lead to more efficient operations.

Huawei’s versatile and open x86 platform frees large companies from the enclosed IOE architecture, while also providing the same level of reliable disaster recovery to ensure stable system operation. Moreover, the platform offers 4x to 6x higher processing speeds, providing immediate support for customers’ decision making.

This case highlights Huawei and SAP’s exceptional technical capabilities as well as their tireless efforts to overcome difficulties. All these contribute to results that meet and exceed customers’ expectations.

Jointly Building Ecosystem-Enabling Platforms

Huawei and SAP’s team spirit encourages not only their customers, but also their partners.

“As early as 2003, HAND began to implement information transformation projects for Huawei. Huawei was too large. Huawei and HAND’s cooperation with SAP HANA would allow them to be present in both the United States and China. This collaboration opportunity should be treasured,” noted He Dengpan, Marketing Director of HAND Enterprise Solutions Company.

As one of SAP’s important Chinese partners, HAND is well-known for providing consulting services for ERP implementation. The service department of Huawei’s Chinese Enterprise BG in charge of SAP HANA cooperation contacted SAP’s global partnership alliance located in the USA, United VARs, whose recommendation led Huawei to get in touch with HAND.

In November 2016, Huawei’s Hangzhou Research Center launched the Computing Innovation OpenLab. The lab serves as an open collaboration platform, which connects IaaS solution partners (horizontal partners) and partners focused on industry mission-critical applications (vertical partners). Partners include Intel, SAP, Oracle, United VARs, HAND, China Postal Savings Bank, and Nantian. Huawei and HAND established a co-innovation lab and a collaboration framework together with SAP and United VARs.

Currently, HAND has over 20 SAP-certified industry solutions. Its collaboration with Huawei improves its solutions, making them easier for clients to deploy and optimize, and simplifies O&M. Moreover, their collaboration is mutually beneficial: SAP partners can learn more about Huawei’s enterprise culture and technologies while Huawei hardware sales can be bolstered. According to industry experience, the costs of consulting service delivery, software, and hardware of a SAP HANA project follow a 3:1:1 ratio. For Huawei’s service partners, this is a good opportunity to expand their business.

Huawei and SAP have invested massive resources in customer and partner ecosystems. Huawei’s Chinese Enterprise BG set up a specific Huawei SAP joint solution sales team. It also has released an incentive plan for solutions partners to encourage partners to build and sell better joint industry solutions. Regional SAP promotion led by Huawei looks to boost sales, covering core first-tier cities, including Beijing, Shanghai, Guangzhou, Hangzhou, Nanjing, and Shenzhen. It also sponsors marketing activities of SAP partners, including Hartung, Jingtong, HAND, Kintiger, Shenyang Institute of Automation, and China National Building Material Company.

Huawei’s Chinese Enterprise BG and SAP have teamed up to build sharing ecosystem through organized sale structures, standard alignment with customers, and joint exploration.

2017 is a critical period for companies to explore new business opportunities and embrace digital transformation. Huawei and SAP, drawing upon their strengths, will continue to support a healthy ecosystem for customers and partners, encourage digital transformation, and empower customers to achieve their goals.

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