Huawei joining with local partners in US

Huawei Technologies Co, a Shenzhen-based Chinese telecommunication giant, is trying to get more business momentum in the US market by joining hands with local partners.

"By continuously strengthening cooperation with local partners, Huawei is gradually expanding the visibility and credibility in the US market," said Victor Shen Jingyang, the CEO of Huawei Enterprise USA Inc.

As one of the world's leading manufacturers of telecommunications equipment, Huawei has been successful in Europe, India, Japan, and emerging markets. Its commercial LTE solutions have been deployed in more than 100 capital cities and nine financial centers worldwide, according to Shen.

Huawei's business in the US has been hampered by "security concerns" by the US government.

But Huawei has not given up the US market. On the contrary, it is adopting a series of strategies to meet the challenges.

"We consider ourselves a start-up in the US," Shen said in a recent interview with Xinhua.

"We decide to put our advantage and strengths on only 10 percent of the US market," said Shen, after doing a comparison on the company's business markets and putting aside the hard, non-realistic and sensitive ones.

Huawei is now trying to cultivate clients in retail, education, media and entertainment industries, and Chinese companies.

The "subtraction principle" helped Huawei focus on a certain part of the big market and build closer connections and partnerships with over 100 customers by providing personalized solutions, and delivering a superior user experience.

Sears, one of the leading US retail enterprises, decided to use Huawei's technology and equipment when upgrading the networks of hundreds of stores. Northern Michigan University, Crowley Independent School District in Texas and Digital Domain, a visual effects and digital production company in Hollywood, have adopted storage, Internet solutions and other services provided by Huawei.

The US has huge information and communication technology (ICT) demands, said Shen.

In such a well-developed market, Huawei faces tough competition. "Our major local competitors have first-class technology, management experience and tens of thousands of partners," Shen told Xinhua.

"We now have a lighthouse project, which is to find lighthouse partners in each area," said Shen. "We'd like to share our market advantage with them and provide them with our training and technical support, so as to gain brand and market influence while ensuring healthy, sustainable, and effective growth for both sides."

"The success of our partners is like bright lighthouses," said Shen. "They could help Huawei develop an ecosystem in targeting markets to attract more partners and clients."

Shen is confident of leading the company through a difficult situation and to become a healthy "sapling" in the competition with "big trees."