Nov 20. 2009

2009 Greater China Frost & Sullivan Market Leadership Award in the Videoconferencing Endpoints Market to HUAWEI

Frost & Sullivan's Global Research Platform

Frost & Sullivan is entering its 48th year in business with a global research organisation of 1800 analysts and consultants who monitor more than 300 industries and 250000 companies. The Company's research philosophy originates with the CEO's 360 Degree Perspective,* which in turn serves as the foundation of its TEAM Research** methodology. This unique approach enables us to determine how best-in-class companies worldwide manage growth, innovation and leadership. Based on the findings of this Best Practices research, Frost & Sullivan is proud to present the 2009 Greater China Market Leadership Award in Video Conferencing Endpoints Market to HUAWEI.

Key Industry Challenges Addressed by Increased Market Share

Affected by the global economic crunch started at the end of 2008, a slowdown in the Asia Pacific regional growth is expected from 2009 onwards. As such, the countries / regions with high growth in video conferencing market like Greater China will experience a general growth. Apart from the overall economic outlook, horizontally, the small and medium enterprises (SME) market in this region is still under penetrated and the market recognition of video conferencing is relatively low compared to the other top countries to adopt this technology in Asia Pacific.

As the key industry challenges mentioned above, it is critical for HUAWEI, a home-grown vendor in video conferencing market space, to establish addressable strategies for the further growth in this region and beyond. Therefore, the grant of this market leadership award in video conferencing endpoints market in Greater China region will help HUAWEI build up the branding, especially in SME market, and facilitate the marketing activities.

Impact of Market Leadership Award on Key Stakeholders

The Market Leadership Award is a prestigious recognition of HUAWEI's accomplishments in the Video Conferencing Endpoints Market. An unbiased, 3rd party recognition can provide a profound impact in enhancing the brand value and thereby accelerating the HUAWEI's growth. As captured in Chart 1 below, by researching, ranking, and recognising those who deliver excellence and best practices in their respective endeavors, Frost & Sullivan hopes to inspire, influence, and impact three specific constituencies:


Investors and shareholders always welcome unbiased and impartial third party recognition. Similarly, prospective investors and shareholders are drawn to companies with a well-established reputation for excellence. Unbiased validation is the best and most credible way to showcase an organisation worthy of investment.


3rd party industry recognition has been proven to be the most effective way to assure customers that they are partnering with an organisation that is leading in its field.


This Award represents the creativity and dedication of HUAWEI's executive team and employees. Such public recognition can boost morale and inspire your team to continue its best-in-class pursuit of a strong competitive position for HUAWEI.

Best Practice Award Analysis for HUAWEI

The Frost & Sullivan Award for Market Leadership is presented to the company that has demonstrated excellence in capturing the highest market share within its industry. The Award recognises the company's leadership position within the industry in terms of revenues or units, as specified.

Criterion 1: Marketing & Branding

As the global leading telecommunication solution provider, HUAWEI has extensive marketing & promotional campaigns periodically targeting enterprises across China. The last two years have seen a special focus in increasing customer awareness around its products & services in video collabouration, and unified communications. These diversified marketing activities have successfully boosted the brand recognition of HUAWEI as the leading video conferencing solutions vendor in Greater China region. Recent initiatives by HUAWEI included a large scale road-show in 20 cities nationwide in China, participation in industry events such as P&T / WIRELESS & NETWORKS COMM CHINA 2009, as well as pro-active demo sessions in industrial CIO summits for customers.

Criterion 2: Product Innovation

The high definition solution, ViewPoint 9036, has seen its market recognition rise in 2008 and 2009, especially in China mainland. Besides, newly launched carrier-grade high definition endpoints such as ViewPoint 9039S, 9039A, also have demonstrated HUAWEI's well-versed technology in this segment. For example, ViewPoint 9039S is able to support dual stream 1080p, while ViewPoint 9039A can successfully achieve dual stream 720p 60 fps. Moreover, with the carrier-grade products of ViewPoint series, HUAWEI is able to provide a highly integrative and customisable platform with superior system stability and exceptional degree of flexibility. Not only are the solutions commendable from a technology standpoint, they also stand out in price / performance ratios, as well as being highly customisable.

Criterion 3: Execution of go-to-market strategy

Continuing its strong focus on go-to-market execution, HUAWEI increased its focus in building up strong partnership networks across China mainland, which was very useful to further expand their presence and business in the region. Furthermore, from technical support and post sale delivery perspective, the closer relationship with partners has generated tighter interaction & synchronised approach between HUAWEI and its partners, and this has been beneficial to the end customer. With the successful customer deployments in the tier 1 network of China mainland in the past few years, HUAWEI has continued its market reach in 2009 for both new adoption and system expansion, especially in the HD area. In second and third tier network segment that is geared towards smaller businesses and provincial level governments, HUAWEI closely worked with its partners to provide customised solutions. These strategies have led HUAWEI to maintain the most effective go-to-market strategy in comparison to other market competitors in Greater China.

Criterion 4: Vertical & Horizontal penetration

The market leading position in High Definition solutions has been marked as the milestone achievement for HUAWEI with the large deployment in the national wide network in the government and public sectors. The robust presences in state grid, water resources department, and Power verticals in 2009 have significantly increased its share in the video conferencing endpoints market. Apart from the traditional leading verticals, HUAWEI also has launched the campaign in some emerging sectors, such as manufacturing, health care and so on.

The impressive market reach in video conferencing endpoints segment was definitely driven by some key wins in 2009 with the delivery of more than 100 ports, mainly deployed by provincial government, telcos and large state-owned enterprises. As for large enterprises, HUAWEI is able to provide a total UC solution, including room and desktop video conferencing, video desk phone, IP telephony etc. On the other hand, the flexible and tangible video conferencing solutions (such as ViewPoint 9030) with embedded MCU have become the most powerful gear for small and medium enterprises market.

Criterion 5: Revenue Performance & Growth

With a continuous presence in the video conferencing market since 2003, HUAWEI has achieved a market leading position in the endpoints industry in greater china region in 2008 and 2009. Its total revenues have growth at double digit growth rates in 2008 and 2009, which was a testament to the sustained adoption of video conferencing, as well as to the popularity of its solutions and services in this area. Additionally, HUAWEI was also seen expanding its reach into certain markets in ASEAN in 2008, and this is expected to continue to grow as increasing customers realize the benefits of collabouration & conferencing.

The CEO 360 Degree PerspectiveTM - Visionary Platform for Growth Strategies

The CEO 360 Degree Perspective model provides a clear illustration of the complex business universe in which CEOs and their management teams live today. It represents the foundation of Frost & Sullivan's global research organisation and provides the basis on which companies can gain a visionary and strategic understanding of the market. The 360 degree perspective is also a "must-have" requirement for the identification and analysis of best-practice performance by industry leaders.

The 360 degree model enables our clients to gain a comprehensive, action-oriented understanding of market evolution and its implications for their companies' growth strategies. As illustrated in Chart 2 below, the following six-step process outlines how our researchers and consultants embed the 360 degree perspective into their analyses and recommendations:

Critical Importance of TEAM Research

Frost & Sullivan's TEAM Research methodology represents the analytical rigor of our research process: it offers a 360 degree view of industry challenges, trends, and issues by integrating all 7 of Frost & Sullivan's research methodologies. Our experience has shown over the years that companies too often make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Frost & Sullivan contends that the successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices and demographic analyses. In that vein, the letters T, E, A and M reflect our core technical, economic, applied (financial and best practices) and market analyses. The integration of these research disciplines into the TEAM Research methodology provides an evaluation platform for benchmarking industry players and for creating high-potential growth strategies for our clients.


Established in 1988, HUAWEI Technologies, with it's headquarter in Shenzhen China, has become a leading global telecommunications solutions provider with long-term partnerships with operators around the world. As a private high-tech enterprise, HUAWEI specialises in research and development (R&D), production and marketing of communications equipments, and providing customised network solutions for telecom carriers and enterprises.

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, partners with clients to accelerate their growth. The company's TEAM Research, Growth Consulting and Growth Team Membership empower clients to create a growth-focused culture that generates, evaluates and implements effective growth strategies. Frost & Sullivan employs over 45 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from 40 offices on six continents. For more information about Frost & Sullivan's Growth Partnerships, visit