win issue 13(201603)-2015 sales honored teams&individuals

8/18/2019 WIN Issue 13(201603)-2015 Sales Honored Teams&Individuals

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Issue #4Issue #5Issue #6



Sponsor: ZTE Sales Management Department

03 / 2016Issue 13

Figures

Giada Cosentino’s Decade with ZTEGiada Cosentino’s Decade with ZTE

Cross Culture

Different ultures Sharing One TeamDifferent Cultures Sharing One Team

2015 Sales Honored2015 Sales Honored

Teams IndividualsTeams & Individuals

Topic

Opinion

Building ZTE Brand Equity in

Europe through Strategic Alliances

Building ZTE Brand Equity in

Europe through Strategic Alliances



03/2016 Issue 13VISUAL DESIGN

Huangzhicheng Design

CHAIRMAN

Zhang Renjun

VICE-CHAIRMAN

Fan Hu, Huang Dabin, Zhang Zhenhui, Xiong Hui,Pang Shengqing

MEMBERS

Qian Feng, Zhang Tun, Han Ling, Chen Fuqi, Hu Dagang,Chen Jingsong, Li Xiahong, Jia Chen, Yan Wei, Cai Yi, Lv Yong,Yu Kun, Liu Ruizhuang, Zhang Lin, Li Xiaoming, Feng Lihua,Xu Dejun, Wang Yiying, Liang Guoguan, Zhang Ruihong,Yuan Zhandong, Yang Jiaxiao, Ji Xiaoyu, Zhang Hengwei,Xie Yongjun, Hu Ye, Huang Guzi, Zhang Yanchuan

EDITORIAL DIRECTOR

Zhang Tun

MANAGING EDITOR

Pan Xiaolin

EXECUTIVE EDITOR

Jiang Yunyan, Wang Shiyue, Li Muxiao, Xiang Qiushan,Li Yiting, Xiao Wenjuan, Ren Geling, Huang Shanshan,Jiang Chenyang, Liu Na, Zhang Wei

EDITORIAL BOARD

E-MAILTEL

ADDRESS

POSTCODE

[email protected] (+86) 0755-2677 5160

NO. 55, Hi-tech Road South,Nanshan District, Shenzhen 518057

EDITORIAL OFFICE



Contributions and Feedback●

● Is it Possible to Work in a Different Culture?

Different Cultures Sharing One Team

●Giada Cosentino’s Decade with ZTE

●Dedi Heriansyah: One who Values

and Ensures Teamwork

●Wang Keqin: Always On the Way

●ZTE Signs Memorandum on eHealthcare with

the City of Düsseldorf and Telefónica Deutschland

●ZTE Unveiles ICT Solutions at CeBIT 2016

●PTCL and ZTE Announce Strategic Alliance to

Set Up Joint Innovation Centre

●ZTE Wins Global Mobile Award for Pre5G Massive

MIMO at MWC 2016

●ZTE Signs Pre5G MOU with Hutchison Drei Austria

●ZTE Signs 4G Patent Licensing Agreement with Teltronic

CONTENTS

●

■Operational Excellence Award

■Best Competition & F Award

■Team of the Year

● 2015 Gold& Silver Award Winners (Sales)

2015 Honored Teams of Sales

●ZTE MSAN Breakthrough in Uzbekistan

●ZTE Russia: Growing with Projects

●ZTErs on Hunt for Fun

● Sino-Vietnam Love Stories

●Building ZTE Brand Equity in Europe

through Strategic Alliances

●8 Actions by POM on Site Execution Stage

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NEWS &EVENTS

CONTENTS



07 08News &Events

News &Events

ZTE Signs Memorandumon eHealthcare with theCity of Düsseldorf andTelefónica Deutschland

ZTE Corporation signed a Memorandum of Understanding with the

German network operator, Telefónica Deutschland, and the Health

Department of the City of Düsseldorf, capital of the German state of North

Rhine-Westphalia, on 15 March 2016. The parties have agreed to form a

committed cooperative partnership to launch the first German open living

lab for healthy ageing and smart home in Düsseldorf, starting in Q2 2016.

The partners are preparing an e-healthcare pilot project for preventive

healthcare that will leverage digital technologies to enable older people to

live safely and longer at home.

ZTE Corporation, Telefónica Deutschland and the Dusseldorf Department

of Health have started planning the e-healthcare project for district-based

health prevention and care for the elderly. The premise being tested is the

care of the elderly by passive digital monitoring. The behaviour andmovements of elderly people are to be detected by sensors, not cameras.

Relatives, friends or care givers receive information via an app several

times a day and a status message if everything is in order or if something

is abnormal. If the latter is the case, preventive action can be taken. The

project is to be scientifically monitored and evaluated.

"The city of Dusseldorf wants to set a good example with the launch this

e-healthcare pilot. Digitization is not just a slogan for us. On the basis of

this pilot project, we want to show that digital solutions are to the benefit

of all and can be used to contribute to tangible improvements in living

conditions and in particular healthcare," explains Prof. Dr. Andreas Meyer-Falcke, Health Councillor, City of Dusseldorf.

"With the development of the new-generation information technologies

such as Internet of Things, cloud computing, and mobile internet, the

smart city concept has become increasingly popular. As one of the world

leading players in the global smart city field, we are happy to support the

City of Düsseldorf with intelligent digital solutions for smart healthcare

and help to keep costs under control - for health insurance, nursing

services and the city," says Zhang Renjun, SVP of ZTE Corporation.

"At Telefónica, we are ambitious to become the leading digital

telecommunication company in Germany. As a partner for consumers,

companies and public institutions we aim for all people to benefit from the

advantages of digitalization," says Pia von Houwald, Director Business

Development at Telefónica Deutschland. "For this reason, our cooperation

with ZTE and the Municipality of Düsseldorf is an important flagship

eHealth project. It is a good combination of the benefits of digitalization

with important questions regarding the future of social interaction."

Technically, the project is based on a cloud-based trend analysis platform

from ZTE. The data collected from the sensors is transmitted to a gateway

via mobile internet and hosted in a ZTE datacentre in Dusseldorf, which is

CONTENTS



09 10News &Events

News &Events

subject to German IT security legislation. The participants’data is only

accessible by authorized persons, whether they are family members,

friends or caregivers. The mobile partner for this Düsseldorf eHealth pilot

is the mobile network operator, Telefónica.

ZTE aspires to be the leader in the global smart city arena. ZTE Smart City

is present in 40 countries around the world and is dominating or

becoming involved in smart city construction in more than 140 cities. It

has become an important participant and promoter in smart city

construction around the world and so solves three major challenges:

investment, data sharing and operation. Meanwhile, ZTE is building up a

smart city eco-system together with its global partners, working together

to share the smart city construction experience and the vision of creating

a smart world.

ZTE Unveiles ICTSolutions at CeBIT 2016

ZTE Corporation announced at CeBIT 2016 (14-18 March) that it focused

on the theme of 'Enabler@M-ICT' by showcasing its smart city ICT

solution based on new technologies, such as big data and IoT. The key

features of the solution were integrated into a live interactive experience,

allowing visitors to see and enjoy the changes and value brought by the

Mobile Internet to our daily work and life.

CONTENTS



11 12News &Events

News &Events

'Cool' technology delivering an M-ICT revolution

The rapid development and application of IoT and cloud computing

means we are entering an M-ICT era, of mobile interconnection of all

things and transboundary integration. In the near future, big datagenerated by the IoT will bring dramatic changes in the way cities and

enterprises operate and on people's work and personal lives.

ZTE is determined to be an enabler of the M-ICT era, which uses

information to create value and helps customers gain benefits from

information collection, distribution, processing, storage, transmission,

and consumption of the flow of information, complementing the

development needs of the new era. These new sources of value aim to

make cities more beautiful, make enterprises more efficient, and make

life more convenient.

At CeBIT, ZTE demonstrated a comprehensive smart city to a global

professional audience and shared its mature and overarching smart city

solution, which consisted of an emergency management system based

on big data and a multi-system coupling mechanism; a city-level data

operation platform; a smart city big data security platform; IoT systems

(such as LoRa-based intelligent meter reading and assets managementsystem); smart education, smart transportation, smart community,

smart home, smart wearables, and more. In the broadband exhibition

area, ZTE, together with several of its European partners, exhibited next

generation wireless and NPON 2 products, such as ultra-broadband

400G core routers and Pre5G from the perspective of basic network

ultra-broadband, interconnected collaboration, and operation and

maintenance service. It is worth mentioning that ZTE Pre5G massive

multiple-input multiple-output (MIMO) recently won the "Best Mobile

Technology Breakthrough Award" at Mobile World Congress in

Barcelona, Spain.

In addition, ZTE's innovative presentation at CeBIT created a more

immersive experience for visitors by simplifying the operation procedures

of man-to-machine interaction from a user perspective and integrating

social networking and sharing elements. In the interconnection and

collaboration exhibition area, two clients from different regions ordered

from a bar simultaneously, and watched an entertaining performance from

a professional bartender online. Furthermore, the two customers could

interact in real-time online with each other and the bartender. In the smart

city exhibition area, the key features of ZTE's smart city solution were

presented as a fairground game and the players' scores were shared and

ranked on WeChat and Facebook.

ICT transformation experience from summit dialogue

A complicated ICT industry solution can only be virtually-presented

efficiently to an audience if it is based on a deep understanding of theindustry as well as extensive and successful practical experience.

By virtue of more than 30 years of experience in the communications

industry and a deep understanding of customer demands, ZTE has

been able to provide customers with 50 integrated cross-scenario

CONTENTS



13 14News &Events

News &Events

PTCL and ZTE AnnounceStrategic Alliance to SetUp Joint Innovation Centre

ZTE Corporation has announced recently a strategic collaboration with

Pakistan's largest ICT services provider, Pakistan Telecommunication

Company Limited, to set up a Joint Innovation Center for Big Video (IPTV

and OTT) in Pakistan.

The Joint Innovation Center (JIC) will be responsible for creating the latest

technologies, seeking valuable partners and developing and operating

new value-added services.

The JIC is a bridge between Pakistan Telecommunication Company Limited

(PTCL) and ZTE and a significant milestone in their long-term partnership.

The center will allow both parties to share resources, exchange knowledge

and tap into the potential of the latest technology. The JIC is expected to

encourage further innovation of PTCL's SmartTV service, bring in morevalue, build a comprehensive and healthy eco-system and also accelerate

new value-added services to be put into commercial use in Pakistan.

These efforts will serve to enrich user experience by leading the video

market vision in Pakistan.

solutions and more than 100 industry-oriented mature sub-solutions

among the energy, transportation, government, public utilities

(including health care and education), finance, and Internet industries.

Pang Shengqing, Senior Vice President of ZTE, said that CeBIT is the

world's biggest show for consumer electronic products, a gathering of

the world's most cutting-edge products and technologies, and also an

excellent platform for global industry experts and elites to exchange

their successful experience and discuss industry development. ZTE fully

participated in the CeBIT Global Conference 2016 (CGC 2016); shared

its ideas for the M-ICT era and successful experiences in aiding the

transformation of traditional enterprises, and sought to cooperate with

more leading global enterprises for a healthy industry ecosystem, and

to provide more economic and efficient ICT transformation and

upgrade solutions for global customers.

During the event, ZTE delivered keynote speeches at the CGC 2016

focused on how to construct a smart city, how to cope with challenges

in public security through the use of ICT technology, and discussed the

industry’s development of innovative smart home business models.

CONTENTS



15 16News &Events

News &Events

ZTE Wins Global MobileAward for Pre5G MassiveMIMO at MWC 2016

ZTE Corporation won the Best Mobile Technology Breakthrough Award

and Outstanding Overall Mobile Technology-The CTO's Choice 2016

for its Pre5G Massive MIMO technology at the Global Mobile Awards

2016. Mobile World Congress 2016, hosted by the GSM Association

(GSMA), is the world's most influential gathering in the mobile

communications industry, and the GSMA's Global Mobile Awards

represent the highest honor.

As the world has ushered in the mobile Internet era, existing networks are

faced with the conflict between capacity demand surges and insufficient

site resources. In this context, ZTE makes innovative use of Massive MIMO

technology to enhance wireless spectrum efficiency and boost network

capacity. In a commercial network, the average single-carrier peak rate of

Pre5G Massive MIMO exceeds 400 Mbps, increasing spectral efficiency byfour to six times as compared with that of existing 4G networks.

Pre5G Massive MIMO uses beamforming technology to expand from 2D

to 3D coverage, and implements intensive and extensive seamless

coverage. The technology is flexible and can adapt to high-rise buildings,

PTCL is the largest ICT services provider in Pakistan, encompassing fixed

line voice telephony, wireline and wireless broadband internet and digital

television. It also provides a wide array of corporate solutions to

businesses and enterprises across the country. PTCL has extended

technology support to industry and enterprise growth through its GPONtechnology, Triple Play, Smart Link, I-Sentry, Voice over IP, High Speed

Broadband, Primary Rate ISDN (PRI), Basic Rate Interface (BRI), Cloud

Computing, Data Hosting and Data Management services. The company

has Pakistan's largest and most advanced Tier 3 certified data centers,

designed to improve productivity and optimize business processes.

CONTENTS



17 18News &Events

News &Events

hotspot macro coverage, stadium coverage, and last-mile scenarios,

dramatically enhancing overall network quality.

This award further recognizes ZTE's innovative technologies and the

potential of Pre5G Massive MIMO technology. As a core commerciallyavailable Pre5G technology, ZTE's offering provides 4G users with '5G-

like' experience on LTE devices. This technology is expected to be

commercially available on a large scale in the Chinese market in 2016.ZTE Corporation today announced on 23 February 2016 that it has

signed a Pre5G memorandum of understanding (MOU) with Hutchison

Drei Austria (hereinafter referred to as "Drei") to build the first Pre5G

trial site in Europe.

In 2010, Drei chose ZTE as its strategic partner for modernizing its RAN

and core network, towards a high capacity network with a full nationwide

2G, 3G, and 4G footprint today. Since then, Drei's wireless network has

won the award for Best Network of the Year in Austria several times

reflecting its excellent performance.

Matthias Baldermann, CTO of Drei, said: "Hutchison Drei Austria will

continue to provide the best experience to our customers. We will explore

new technologies to better meet their growing needs. We expect ZTE tostay pacemaker for important technology developments and this

partnership shall derive technology advances tangible to our customers."

By focusing on mobile operators'core needs, ZTE has taken the lead with

its Pre5G concept. ZTE's proposal involves using core 5G technologies

ZTE Signs Pre5G MOU withHutchison Drei Austria

CONTENTS



19 20News &Events

News &Events

ZTE Signs 4G PatentLicensing Agreementwith Teltronic

ZTE Corporation announced on 1 March 2016 that it has signed a 4G patent

licensing agreement with Spanish company Teltronic, part of the Sepura

Group. The agreement is a further signifier of ZTE's global leadership in the

field of 4G LTE technology. Under the terms of this royalty-bearing agreement, Teltronic will use ZTE

patents to upgrade their mission critical communication infrastructure to

support LTE functionality. Currently, Teltronic products are available in more

than 50 countries and are being used in more than 300 projects, including

transport, public safety, oil & gas, utilities, mining and industry sectors.

"ZTE is pleased to contribute to a healthy industry ecosystem with companies,

sharing our innovation and bringing consumers everywhere greater access to

superior 4G products and services." said Guo Xiaoming, ZTE's General Counsel. At present, ZTE holds 66,000 global patents and authorized more than

24,000 patents in 2015. More than 90% of ZTE 's patents relate to inventions.

ZTE played a leading role in setting national and industry 4G standards.

Today, ZTE holds 13% of the world's 4G LTE basic patents.

ZTE will continue to invest in innovation, and allocated more of the

company's capital than ever before to research and development in 2015.

Last year, 12% (12 billion RMB) of ZTE 's operating revenue was devoted to

R&D, raising ZTE's R&D budget to be the third largest in China and within

the top 80 budgets for R&D among all worldwide listed companies.

already on 4G networks to effectively alleviate the pressure of the data

traffic surge on telecom operators' networks before the standardization

of 5G technologies comes into place. In 2015, ZTE's Pre5G Massive

MIMO (multiple input multiple output) base station passed field tests on

many operators' networks, and will be commercially available on a largescale in 2016.

Xu Huijun, CTO of ZTE, said: "As the world's leading provider of ICT

solutions, ZTE is a pioneer in the field of 5G, and considers it to be a core

strategy. We believe that the application of Pre5G will help Hutchison Drei

Austria maintain its performance as the best network in Austria, and

enable it to build a world-class network."

ZTE Pre5G Massive MIMO products have won a number of awards. In

March, the products won the Innovative Solution and Fastest Market

Development Award 2014 at an award ceremony held by the Global TD-

LTE Initiative (GTI) in Barcelona. In May, ZTE and the China Mobile

Research Institute won the Wireless Network Infrastructure Innovation

award for Pre5G products at the Global Telecom Business (GTB) Innovation

Awards 2014. In June, ZTE was awarded the 2015 Global Technology

Innovation Award in 5G Networks by Frost & Sullivan, one of the world's

leading consulting firms, which recognised ZTE's outstanding performance

and achievements in 5G technology innovation, and its leading position in

the industry.

CONTENTS



2015 Sales Honored

Teams & Individuals

TOPIC

CONTENTS



2423

East Asia & Pacific Development Office, DivisionⅠ

Topic Topic

Operational

Excellence Award

Operational

Excellence Award

Operational

Excellence Award

OperationalExcellence Award

CONTENTS



Zhengzhou Sales Office, Division Ⅲ

MTN Sales Representative Office in theEastern and Southern Africa, Division Ⅱ

2625Topic Topic

CONTENTS

2827i i



Chengdu Sales Office, Division Ⅲ

Nanning Sales Office, Division Ⅲ

2827Topic Topic

CONTENTS

3029T i T i



Hangzhou Sales Office, Division Ⅲ

Wuhan Sales Office, Division Ⅲ

3029Topic Topic

CONTENTS

3231Topic Topic



Venezuela Representative Office, Division V

3231Topic Topic

North China Region, China Domestic Governmentand Enterprises Business Sales Center

CONTENTS

3433Topic Topic



3433Topic Topic

Best Competition

F Award

Best Competition

F Award

Best Competition

F Award

Best Competition& F Award

Libya Representative Office, Division Ⅱ

CONTENTS

3635Topic Topic



3635Topic Topic

South Africa Development Office Ⅰ, Division Ⅱ

West and Central Africa Development Office Ⅰ,Division Ⅱ

CONTENTS

3837Topic Topic



3837Topic Topic

Changsha Sales Office, Division Ⅲ

Lanzhou Sales Office, Division Ⅲ

CONTENTS

39Topic 40 Topic



39op c 40 op c

Guiyang Sales Office, Division Ⅲ

Telefonica GBU, Division V

CONTENTS

41Topic 42 Topic



Team of the Year Team of the Year

Team of the Year Team of the Year

41p 42 p

Northwest China Region, China DomesticGovernment & Enterprises Business Sales Center

CONTENTS

44 Topic43Topic



Thailand Representative Office, Division I

Vietnam Representative Office, Division I

CONTENTS

46 Topic45Topic



Indonesia Sales Office II,Division I

Algeria Representative Office,

Division II

CONTENTS

48 Topic47Topic



South Africa DevelopmentOffice II, Division II

Urumchi Sales Office, Division III

CONTENTS

49Topic 50 Topic



Harbin Sales Office, Division III

China Telecom Director Office,Division III

CONTENTS

5251Topic Topic



Collection Business Department, Division III

Germany Representative Office, Division V

CONTENTS

5453Topic Topic



Brasil Representative Office, Division V

CONTENTS

55Topic 56 Topic



Holland Representative Office, Division V

Northeast China Region, China Domestic Government& Enterprises Business Sales Center

CONTENTS

5857Topic Topic



Consulation & Innovative Solution Team,Government & Enterprise Solution Department

Integrated Solution Department I, Overseas Government& Enterprises Business Sales Center

CONTENTS

59Topic 60 Topic



Engineering Business Office,Sales & Engineering Services Division

Bid Management Team, MKT and SolutionsDepartment, Sales & Engineering Services Division

CONTENTS

6261Topic Topic



2015 Gold Award2015 Gold Award

Recipient

Zhang JinliangDivisionⅠ(Product Solution)

CONTENTS

6463Topic Topic



Recipient

Yang ZheDivision Ⅱ (Product Solution)

Recipient

Liu ShuhengDivision III (Account Manager)

CONTENTS

6665Topic Topic



Recipient

Giada CosentinoDivision V (Account Manager)

Recipient

Liu BinChina Domestic Government andEnterprises Business Sales Center (Service Delivery)

CONTENTS

6867Topic Topic



2015 Silver Award2015 Silver Award

Recipient

Wang LongDivisionⅠ(Account Manager)

CONTENTS

7069Topic Topic



Recipient

Wei JianghaiDivision Ⅱ (Account Manager)

Recipient

Dedi HeriansyahDivisionⅠ(Network Planning and Optimization )

CONTENTS

7271Topic Topic



Recipient

Liu YangDivision Ⅲ (Technical Account Manager)

Recipient

Li ZhishenDivision Ⅲ (Project Delivery Management)

CONTENTS

7473Topic Topic



Recipient

Hu JieDivision Ⅲ (Operator Product Solutions)

Recipient

Tian SiyuDivision V (Account Manager)

CONTENTS

7675Topic Topic



Recipient

Gao FengGovernment and Enterprises Business Sales Center(Government and Enterprises Solution Planning)

Recipient

Feng BinGovernment and Enterprises Business Sales Center(Government and Enterprises Business Planning)

CONTENTS



FIGURES

CONTENTS

79 80Figures Figures

Giada Cosentino from ZTE Italy the only female 2015 Gold Award



Reporter: Pan Xiaolin 00132701

Giada Cosentino from ZTE Italy, the only female 2015 Gold Award

Winner, has manifested her strength, wisdom, and worthy contributions

that have been recognized as real deeds during her decade of ZTE career.

It will be the tenth anniversary of Giada Cosentino's ZTE career by

September 2016. She has witnessed all the stages of ZTE Italy, from a

baby to a young man, who sometimes made problems, then to its currentmature status as a wise adult. This period was not easy. European market

in principle was very diffident with Chinese companies and the fact that it

was the first time for ZTE to invest in Europe complicated the situation. It

was the work built day by day with conference calls, meetings with

customers and with frequent visits of customers in China. The ZTE R&D

people and those seated to the international round table make the

difference and give ZTE the empowerment in Europe today.

Her first project experience in ZTE is in the FTTb project for Telecom Italia

in 2006 as the Technical Sales Manager, when there were only three locals

in the Italian Office. The competition was fierce and ZTE was quite new in

the overseas market. It was a great experience and the colleagues from

product line to support the tender were very skilled and professional. We

won the tender and handled the tender online in Shanghai directly with

the head of the product line. Tremendous joy followed after the positive

result of the tender.

In the following two years Giada built the technical team of four people to

give efficient technical support to the business. "Working hard, arranging

meetings every day with the different product lines in China, frequent visits

to China have given us the improvement and the winner strategy overseas."

Giada Cosentino’sDecade with ZTE

CONTENTS


Giada had an amazing experience when she worked and lived in Brazil for recalled that: "We attended the customer meetings daily at first and then



Giada had an amazing experience when she worked and lived in Brazil for

around four years, when she was in a multicultural environment: Chinese,

Italian and Brazilian people with different ways to approach project

activities. She was brimming with high spirit that: "This is the best period

in my career life for different reasons: we won a very big transport project

just to start; ZTE built a strong local team from zero; ZTE implemented a

very large network for Tim Brazil, which helped this operator become the

second operator in Brazil, preparing its network to support World cup

2014 and Olympic Games 2016 in Rio."

Afterwards she covered the position of Account Manager, and her main

task was the business of Telecom Italia. As the Sales Account Director now

she is primarily responsible for the management of relationship with

clients, coordinating the resources needed in the different projects,

building strategic operational plans, and finding balances between theexpectations of clients with the execution of the projects to provide the

best support to the customer.

What has carried a big weight in 2015 is the Linkem Project, which is really

strategic for ZTE in Europe. Ever since the very beginning of the

opportunity she followed very strictly Linkem Technical team to promote

ZTE solution and the successful stories related to ZTE technology chosen

by Linkem. The best product line expertises were involved in ZTE Italy

Office, by transferring the knowledge to ZTE local team and to customer

as well, and introducing the admired experiences of ZTE over the world.

The professional ZTE team with advanced M-ICT knowledge made Linkem

comfortable and liable to have chosen ZTE as their first vendor. Giada

recalled that: We attended the customer meetings daily at first and then

later weekly on the technical and financial part. ZTE people became

Linkem consultant and we knew very well the problems of Linkem both

technically and financially." ZTE Italy is proud to be a GOLDEN and

WINNER team.

In regard to ways to build good customer relationship, Giada stressed thatone of the most important things you need to promote the business is the

relationship. As Sam Walton has said, "The goal as a company is to have

customer service that is not just the best, but LEGENDARY". Those words

could not be closer to the truth in the today's competitive business worlds

and it is now more important than ever to build customer relationships

that adds value to the overall customer experience. Giada believes that

very interaction with a customer for her is a great opportunity to focus on

building customer relationship. Always she makes communication asseamless as possible, acknowledging, acting on and following up feedback

where necessary. Today the customers are no longer passive and they want

to be listened to. Exceptional communication will improve customer service

and give you that point of difference from your competitors. Live for

customers' complaints, practice inbound marketing, built trust and stay in

regular contact with them are a must.

As for ways of uplifting the overall image of ZTE, she emphasized that:

"Branding should both precede and underlie any marketing effort.

Branding is not push but pull. Branding is the expression of the essential

truth or value of a company organization, product or service." The brand

activities Giada is promoting are oriented to encourage the customers to

CONTENTS




buy ZTE products not for a short period, so they invite customers to the

congress and arrange meetings with different expertise and managers of

the product lines. It is very important to arrange the branding activities

with other customers who have ZTE as their technological partners in the

world. Every thought, every action, every policy, every marketing

promotion has the effect of inspiring or deterring brand loyalty in

whomever is exposed to it. All of this affects sales.

The transformational impact of digitization (the mass adoption of

connected digital technologies and applications by consumers and

enterprises) continues to drive telco operator's most strategic and

operational decisions. This trend governs how telecom companies try to

monetize their infrastructure investments and exploding data traffic, boost

newly needed capabilities, rationalize their product and service offerings,improve the customer experience and evolve their business models.

Telecom operators that have adopted aggressive digitization strategies are

generally faring better than their more conservative rivals, although the

transition has not been smooth. For the telecom companies the agenda is

challenging. For telecom providers as ZTE, incremental efforts are

requested. ZTE must prove that it can offer high quality, state of art and

reliable communication services. ZTE must work to help operators

monetize mountains of data. This means continuing to invest to deploy

5G, especially help operators optimizing operating costs, in part using

small cell network to regulate the available spectrum more efficiently and

improving network performance with new management technologies

such as Software-defined networking and network functions virtualization

(such as Cloud Ran).

At the end of the interview, Giada added that: “Time flies. Looking back

to the last decade for me and ZTE, it was quite amazing and full of

passion and appreciation. I would like to give my special thanks to the

company who gave me the opportunity to learn and to grow. In these 10

years I have gained and learned a lot, and made many friends around theworld. At the same time I love China more and more. I love Chinese food,

my favorite food is Baozi and Tangyuan both indicating family reunion. I

am attracted also to Chinese history and historical sites. I hope that very

soon I can visit Yunnan and Tibet. China is my second hometown, if I don't

to go in China for a year, I feel like there is something missing.”

CONTENTS



CONTENTS


My name is Wang Keqin, I am one wireless product manager of ZTE



Pakistan now. I joined ZTE with great dream in July of 2014 after

graduation with my master degree. After finishing 6 weeks' technical

training under high press, I was assigned to South Asia to support

projects, and my overseas work and life started.

I still remember the day of 12th, November of 2014. It was the first

time I went abroad and arrived in Pakistan. I made quick adjustment to

the life and work here. At that time I was responsible for wireless

configuration and solution on two company level projects. Especially at

the short period before and after spring festival of 2015, I had to meet

customers, make some proposals and do some configurations ever

day. The process was very difficult but I felt very happy. It was the first

spring festival that I celebrated overseas with project colleagues rather

than with my family, but I did not feel lonely at all. Due to my hard

work, I gained recognition by colleagues and I also successfullybecame one member of ZTE Pakistan.

Through more than one year's projects practice, I have already become

one standard wireless product and solution manager. I could handle

the bidding of big wireless project by myself, do configuration and

make wireless solution, etc. I was very lucky to take part in the big

bidding of future wireless network for a Pakistan operator from

October to December of 2015. I was mainly responsible for the wireless

configuration, technical clarification, making proposal and revisingBOQ, etc. During the bidding period, time was very limited, and it was

very common to work overtime. And sometimes, we have to work

overnight. With our unremitting efforts in two months, we are

expecting a good result.

Wang Keqin:Always On the Way

By Wang Keqin 10170209

CONTENTS




Great thanks should be given to my mentor and project leaders and

other workmates who guided me very carefully and warmly. It was their

countless careful guidance and interpretations that help me find the

right direction, master the thinking method and achieve much as soon

as possible. What they taught me importantly was not what to do but

how to do it, not only on work but also in casual life. I learned so much

from them, which are very beneficial to me for my future life and work.

No pain, no gain. Last October, due to the high project mark, I got

promotion and also won the prize of "Best Technical Professional of

2015 Q3" of ZTE Pakistan.

Knowledge comes from experience. Practice in real projects is the

fastest way to grow up quickly. Here are several important points to be

considered:

Spare no effort as you can. When projects need you, no matter

whether it belongs to your domain or not, try your best to finish it. Do

not postpone the project process due to your duty.

Spend more time together with customers. No matter big things or

small things, it's much effective to solve problems to discuss with the

customers face by face than sending email again and again.

Take more time to learn technique. When customer accepts your

technical skills, the problems will be solved easily.

Now I could say to myself with great pride, Pakistan is the first place

that my occupation sprouts out very quickly. There will be new

challenges for me to conquer in the future, and there will be more hard

projects that need me to do. I will always try my best. It is the wide sea

that the fish to leap about and the vast sky that the birds to Fly. ZTE

Pakistan is the place where deserves to fight, where could let you grow

up quickly, where all the people's wills unite like a fortress, where

projects blossom everywhere, and where men of talent come out in

succession.

Here, I grow up with projects, and here, my youth is full of high sprit!

CONTENTS



CROSS

CULTURE

CONTENTS

I am Fatima, local staff from ZTE Algeria office, working for ZTE for more

95CrossCulture 96 Cross

Culture



than 10 years. I would like to share with you my thoughts and opinions

about cross culture and relationship between my colleagues knowing that

we are a team with different nationalities, languages, cultures and

traditions… Yes even all these differences we build one team with one goal

and one target for the success of ZTE and our two countries which reflect

directly on our personal success.

Relationship between Algeria and China enjoys a long history through

centuries, and Algeria is proud to be a close friend to China, and this

affect on the political and commercial relationship between the two

countries, one example of this relationship is ZTE Company and its impact

on the telecommunication Algerian market.

ZTE Algeria office is composed of a team of Algerian and Chinese,

working all together. I am one of them and there is several colleagues

working for ZTE for many years, which shows that we are satisfied of

working with colleagues even all the differences between our cultures, we

understand each other during work and also for personal issues, despite

the differences in languages.

After all these years work experience with my Chinese colleagues, I know a

lot about their customs, traditions and culture, and I got all these

information when discussing with my Chinese colleagues when we havesome free time and when we do some team building activities.I know also

the important dates of holidays and celebrations in China, and conversely,

my Chinese colleagues know a lot about Algerian traditions and culture. I

remember one day, a new Chinese colleague was just been introduced to

By Melzi Fatima 00041596

Different Cultures

Sharing One Team

CONTENTS

us, he came to my office and asked me about the date of a special month

f l d b h k h h h h

9897CrossCulture

CrossCulture



for Muslims (Ramadan), yes because he know that the time hours changes

little bit during Ramadan, so he asked about that date to manage his

work and his meetings with customers according to that time.

What I find great in my Chinese colleagues, and I greet them for this, is

that they can adapt quickly with Algeria country and Algerian people, yes,even the big differences from the two countries starting from time

difference (07 hours) and distance from the two countries (about 13 hours

by plane) to the culture and traditions. I greet colleagues when they come

directly from Algeria Airport to office to work even the tiring trip; I always

take them as example for me, for hardworking.

By the way I tell you that I am the cross culture ambassador for ZTE Algeria

office, and I like so much this idea about choosing an ambassador for

countries to present ZTE, that makes all ZTErs all over the world one big

team and family, and makes us sharing our cultures and ideas.

I had the chance to visit China in 2013, with my small family, it was not a

business trip, but it was more touristic, I cannot miss this opportunity to

talk you a little bit about this trip. I loved so much, when you love a trip to

another country means that you love the country and his people, yes even

the differences of customs and traditions, I found Chinese people very

hospitable and welcoming.

I am proud to be a ZTEr and a member of such great team and company,

and know more about the culture and customs of Chinese.

CONTENTS

CrossCulture

CrossCulture

In a culturally diverse working environment, working well and adroitly

ld b f th kill f Th b t l

99 100



By Yonas Getachew 10096544

Is it Possible to Work in

a Different Culture?

would be one of the necessary skills for everyone. The best examples

could be ZTE's branch offices that are found in different countries.

Global helpful work teams are highly bared to other cultures and with

all the cultural differences in the workplace varying from simple

regional differences like language differences, to the diversity of

outlook on significance, to effectiveness and communication.

The following points would be some of the practical guidance and vital

thoughts that employees with different cultures can work together

contentedly in a working place.

√ Recognizing our own culture in respect to the entire workplace -

The gist of culture can be broad in a working atmosphere, deemed to

be ethnic, nationality, gender, religion, class and other similar factors.

Staff member with an army background might face a big challenge,while joining to a shared business culture.

√ Avoiding cultural favoritism - We have to respect and accept that

all cultures are equally important so as we do't need to emphasize that

one culture would be superior to the other but rather respecting the

differences.

√ The use of efficient communication approach - Through efficient

and regular communication, we can easily build up trust with workers

of different cultures. Let's listen vigilantly and exercise endurance and

easiness for others communication technique.

√ Let's study other cultures - Learning the values and perception of

CONTENTS

CrossCulture

th lt ld l d t t t d i d l A thi th b t l ti ld b t d t t ff d t th i

CrossCulture 101 102



other cultures would lead to greater acceptance and indulgence. As

much as we can, we should get to know about other cultures by means

of reading books and informal talks. We can ask questions to

employees from different cultures without judgment, prove interest to

their cultures, and surge up amity.

√ L ' –One of the clear manifestations of

cultural barriers would be the lack of trust and ethnocentrism and for

et s avoid cultural barriers

this, the best solution could be to educate staff and augment their

awareness on cultural differences, as something right in one culture

may be considered as wrong for the other culture.

Therefore, let's us build up our own culture in the working place as

there are no good or bad cultures in this world. The best culture is not

all about finding similarities rather it's all about respecting differences.

"Yes indeed, it is possible to work with in different cultures!"

CONTENTS



SUCCESS

CASES

CONTENTS

SuccessCases

SuccessCases105 106



In 2007 MSAN equipment just entered the market of Uzbekistan.

Those days for JSC "UZBEKTELECOM" our company delivered six Access

Network sets of ZXA10-MSAN equipment, which was planned to connectto NEAX-61 (NEC) digital SPC switch via V5.2 protocol.

I participated in this project as an Access Network engineer. For

debugging and integration of the new equipment, a good specialist from

Research and Development department came, he taught me a lot.

We started to implement a test connection to the NEAX-61 equipment,

but the result was negative. A pair of required parameters was hidden on

equipment because V5.2 signaling was used only to connect their own

RSU (Remote Subscriber Unit). Conclusion: The problem was on NEAX-61

equipment.

In the same customer office our rival digital SPC switch C&C08 was

located, which was modern at that time and supported V5.2 signaling. InBy Gayfutdinov Zufar 10035370

ZTE MSAN Breakthroughin Uzbekistan

CONTENTS

addition, our rival had already worked in the Uzbekistan market for several

years, which influences a lot on ZTE success.

SuccessCases

SuccessCases107 108



y ,

On January 19, 2007 the test connection with our rival was performed.

The physical E1 connection was done between ZXA10 and C&C08, also we

configured signal links on both sides. We successfully connected links then

ZTE engineer shouted "LINK CONNECTED!" After these words, our rival

engineer approached his equipment and added new configuration, whichbroke the link connection. Thus all tests in next 5 days were unsuccessful.

These were the worst 5 days for our expert. Our specialist from R&D

department carefully studied the whole process of connection test,

recording all stages of the work done by both sides. He gathered all

necessary information, which was used later for finding all the troubles

during the integration in existing network.

All collected information was attached to the report, which was later

handed over to the customer for conclusions. After analyzing the report,

facing the situation between ZTE and our rival our customer decided to

make more tests for ZTE, by organizing test connection via V5.2 protocol

with other equipment manufacturers.

On January 25, 2007 we implemented a new test connection to the S2000

equipment (Iskratel), which was successfully done in the first 30 minutes of

testing effortlessly.

After one month, we made a test connection to Alcatel equipment that

provided the same quick and successful outcome as it was with Iskratel.

After two last positive tests, ZTE equipment has been recognized by the

customer, but taking into account the customer's requirements, ZTE

equipment still needed to be connected to the rivals ' equipment.

How to solve this problem?

So our ZTE staff came up with the idea of using ZXJ10 digital SPC switch

as a converter from V5.2 to SS7 signaling, therefore the rival had the

opportunity to be connected to neighbors via SS7 signaling. Within 5 weeks, ZXJ10 equipment was delivered from China and it was

putted into commercial use in April 2007.

It was a very small, but very complex and important project. After it the

JSC "UZBEKTELECOM" signed many contracts for the supply of ZTEAccess Network equipment.

Personally, for me it was a very valuable experience and I made

important conclusion for myself:

Take care of the trust shown you because it's hard to get but easy to lose.

CONTENTS

SuccessCases

SuccessCases

ZTE Russia has vigorously promoted the standardized project operation

mode in 2015, attaching importance to its staffs’ knowledge on project

109 110



, g p g p j

management. PMP trainings, Project Management workshops, and other

forms of practical exercises has been organized to help their

understanding of the 5 process groups, 9 knowledge areas, the project

implementation processes, SOP, and project management tools. With the

support of the headquarters, remarkable results have been achieved inRussian Office in terms of the standardized project operation mode,

greatly enhancing the delivery efficiency and changing the customers’

impression of our delivery team.

Operator K is a comprehensive services provider of mobile voice and data

services, with more than 2 million 2G subscribers. ZTE are the only

successful bidder in its BSS billing project. The project will be completed

on 31st May 2016, and ZTE will continue to cooperate with K for the

system function and expansion in the following four years.

1. Project management starts from behaving like a manProject management is interdisciplinary. EQ is sometimes more important

than IQ, so we attached importance to staff trainings in this regard to

enhance their flexibility.

We should be a good man but not YES man. It’s no need to promise

everything on the condition that our project objectives be ensured. For

this project, it is easy to misunderstand customer demand out of their

various needs. We shouldn’t act as Mr. Yes, but to guide customer

demand to be reasonable while leading up to business opportunities for

their unreasonable demands.

ZTE Russia:Growing with Projects From DivisionⅠ

CONTENTS



OPINION

CONTENTS

Opinion Opinion

1. Introduction

115 116



By Amine Mouadden 10141186

Building ZTE BrandEquity in Europe throughStrategic Alliances

China continues to be a dominant player of the world economy

and more Chinese multinational firms are increasingly expanding

internationally. Historically, Chinese companies relied on cheap labor

costs and economy of scale to compete in the advanced

economies. Although some companies are today major

international brands, many Chinese firms are struggling to build

strong brands that are recognized in developed markets such as

Europe or the US.

The idea of this research project started from a concrete business

challenge facing ZTE. As a successful Chinese company expanding in

Europe, ZTE is facing some challenges related to the low brand

awareness, as well as the negative association due to its Chinese origin.

Discussions with ZTE management and the author's personalexperience with different European telecom service providers,

revealed a lack of partnerships with European consultancy and

system integration firms. This was the starting point of this research,

assuming that a lack of partnership is harming or at least not

facilitating the branding of ZTE.

The research objective was therefore to explore the possibility for

ZTE as a Chinese vendor, to build its brand equity in Europe by

using strategic alliances with local European consultancy or system

integration firms. The intention here is not to replace branding

which is a core part of marketing management, but instead to

complement it with the use of alliances.

CONTENTS

Opinion Opinion

Based on the existing body of research related to strategic alliances, The research objective was therefore to explore the possibility for

117 118



brand equity and customer purchasing behavior, the author has

consolidated a conceptual framework to guide the execution of this

research. This framework has been specifically designed to consider

the nature of the Chinese vendor as well as the success factors of

the alliance with a European consultancy or system integration firm.

The model does not only focus on the strategic alliance itself, butprovides a logical link between the alliance, the brand equity and

the customer buying behavior. The research has been conducted via

semi structured interviews with different consultancy, service

integration firms and telecommunications service providers.

The research results show encouraging signs of improved brand

equity, higher customer buying intention and increased

customer’s trust as a consequence of the strategic alliance. Based

on the research results, the author proposes to ZTE a framework tobuild, maintain and sustain a successful strategic alliance.

The idea of this research project started from a concrete business

challenge facing ZTE. As a Chinese company expanding in Europe,

ZTE is facing some challenges such as the low brand awareness, as

well as the negative association due to its Chinese origin.

Discussions with ZTE management and the personal experience

with different European telecom service providers, revealed a lack of

partnerships with European consultancy and system integration

firms. This was the starting assumption of this research.

2. Research Findings Conclusions

ZTE as a vendor, to build their brand equity in Europe by using

strategic alliances with local European consultancy or system

integration firms. The intention here is not to replace branding

which is a core part of marketing management, but instead to

complement it with the use of alliances.

The specific research objectives were:

-To understand how a strategic alliance can impact the brand

awareness and the brand image of a Chinese vendor in Europe.

-To find out the impact of the strategic alliance on customer's

willingness to buy and trust.

-To explore the best suitable forms of strategic alliances between a

Chinese telecom vendor and a European consultancy orprofessional services firm in a Business-To-Business context.

Based on the research findings, the author concludes that a

strategic alliance comes indeed with tangible benefits to the ZTE.

The Chinese vendor would see an improved customer 's trust in his

products and the safety of his solutions, as well as higher brand

awareness thanks to the endorsement of established consultancy

and system integration firms. Therefore and considering the

available literature related to customer based brand equity, thevendor brand equity will improve as a consequence of an improved

brand image and awareness. Finally, and based on purchase

CONTENTS

Opinion Opinion

behavior literature, the author concludes that a higher brand equity complementary in term of products, services and match each

119 120



will lead to an improved purchase intent from the customer.

A strategic alliance is a win-win partnership. The telecom service

provider will benefit from a unique value proposition combining the

strength of both alliance partners. An end to end solution, cost

effective, will be designed based on deep customer knowledge and

relying on a state of the art technology. The high capability to

deliver, based on the experience of large scale and complex projects

in Asia, is a major benefit to global telecom service providers

engaged in large scale consolidations, mergers and acquisitions.

The consultancy and system integration firms would unlock new

opportunities based on market disruption. A disruption brought by

a Chinese vendor with "deep pockets , high capability to deliver,

very fast innovation cycle and a technology that is free from theconstraints of old legacy.

An alliance will always start with a first concrete opportunity. Both

the telecom vendor and the consultancy or SI firm approach each

others for a tangible opportunity where they can both cooperate.

This first opportunity is a test where both parties build a first

experience, understanding each other’s way of working and build

the trust. Only when the first opportunity is successful, then both

partners can invest in building a strategic alliance.

For the strategic alliance to succeed, both partners will need to be

"

other's size and footprint. The major success factors are:

Trust: The first opportunity is crucial in building trust and the

alliance to nurture and protect it.

Experience: The first experience gained during the first opportunityis a major selling point to convince the telecom service provider

that the alliance works.

Complementarity: As part of the alliance, both parties contribute

with their unique competitive advantages.

a. The Chinese telecom vendor strong with its scale, its

Asian/Chinese experience in conducting big scale and complex

programs. It has strong willingness to invest and disrupt the

European market, and a state of the art technology designed to the

latest standards and free from any constraining legacy.

b. The consultancy and the system integration firms bring their

deep customer knowledge, the established channels and networks

and their core expertise in management, strategy and business

change. The firm is effectively playing the role of the bridge, closing

the cultural gap between the Chinese vendor and the telecom

service provider.

The alliance can take the form of joint proposal between the Chinese

telecom vendor and the consultancy/SI firm, or a direct endorsement

CONTENTS

Opinion Opinion121 122

Opportunityof the telecom vendor by the consultancy/SI firm towards the



Opportunity

T r u s t

C om pl em en t ar i t y

Country ofOrigin impact

Brand Equity

Purschase

Behavior

Experience

Figure 1 Research Enhanced Conceptual Model

telecom service provider. China as a country of origin will negatively

impact customer's perception of the brand image. However the

benefits of the alliance would potentially offset the impact thanks to

a higher brand equity leading to higher purchase intent and

therefore more business opportunities for both alliance partners.

A major finding is the difference of perception between the telecom

service provider and the consultancy or system integration firm.

When it comes to the Chinese vendors, this difference of

perceptions can be explained by the level of experience and the

exposure of both sides to different Chinese vendors.

Based on the different findings and conclusions of this research, the

author proposes an enhanced conceptual framework. The model

uses existing branding and purchasing behavior literature to create

a logical link between the benefit of a strategic alliance and the

customer intent to purchase. In particular, the model includes the

key competitive criteria required in each partner as well as the

requirements for a successful alliance between a Chinese vendor

and a European consultancy or system integration firm.

The author constructed a structured process to develop and manage

the strategic alliance between ZTE and a European Partner. The

process was developed based on a framework created by BCG

Group and then adapted to the need of a Chinese company, based

on the research findings. For more details, please contact the author.

CONTENTS

Consultancy / SI firm

- Customer intimacy

- Management &

Strategy

Chinese vendor

- Scale & Experience

- Cost

- willingness to invest

- Innovation

Opinion Opinion

Execution stage comes at last after the accomplishment of the

f ll i i i i

123 124



By M.AdnanIshaq 10061581

8 Actions by POM

on Site Execution Stage

following activities:

● Marketing Department wins the project and hand it over to

management for execution.

● Management appoints relevant teams for further processing like

Project Manager, Outsourcing Manager Etc.

● Outsourcing Department qualifies subcontractors as per actual

requirement and signs the agreements.

● Project Manager makes the arrangement and appoints Engineers,

Regional Manager if required etc.

● Project Outsourcing Manager (POM) is appointed for Management

or GM Outsourcing.

To assign POM and be ready for smooth and successful completion

of project, POM has the following queries and questions in his mind

to start the proceedings:

CONTENTS

Opinion Opinion

customer for said project. If appointed subcontractor not qualified,

ZTE l h ld i f lifi ti d t t ith l t

125 126



To cope up the above mentioned queries, every POM should takecare and be well aware of the following 8 actions for successful

handling of outsourcing activities on site.

● Organization Matching

● Kick-off Meeting

● Subcontractors Training

● Demonstration Site Construction

● Communication with Subcontractors

● Quality Check & Evidence Collection

● Subcontractors Performance Evaluation● Outsourcing Account Management

We will discuss each action in detail and mention history examples

how we have converted into practical experience.

In the first step before execution, every POM should match the

following things in detailed manner.

● In special circumstances, check subcontractor qualification status

in ZTE panel under required category if subcontractor appointed by

1. Organization Matching

ZTE panel should inform qualification department with relevant

evidence like customer letter or management approval.

● POM should check if required SOW for said project is matched

with our existing AFA BOQ Line items. If required SOW is special

and not matched with our existing AFA like CW/TI/SA/Network

optimization, generate a new PR and submit to purchase

department for new purchase or amendment in existing AFA as per

actual circumstances.

● Take care that if there are any special certifications demanded by

customer for our subcontractors. For example in the Telenor Project,

the customer required that subcontractors should have Health and

Safety certificate. If there are any special requirements, inform our

subcontractor in advance to get the certification to participate in

the project.

● Matching resource requirement is under ZTE project management

domain. POM should match manpower team requirement for

executing the project with available teams and take precautionary

steps to maintain the backup resources as well.

Example with Practical Experience

Before kicking off CMPAK 3G P01 Project, we matched aspects such

as TI AFA availability, SOW matching with BOQ line item and other

CONTENTS

Opinion Opinion

additional requirements before the start of the project. After

implementation we found out two very important things:

this meeting:

● Subcontractors concerned Project Manager Etc

127 128



implementation we found out two very important things:

● 3G Services were the first time being implemented in Pakistan, so

we found out that some additional items required in existing TI AFA

and approved PR send to Purchase Department for further

processing.

● Some subcontractors approaching to project team, they were also

willing to support 3G but after matching we found that they only

signed CW agreement. So we communicated with them that they

could not participate unless they are qualified under TI Specialty

and signed Agreement with ZTE.

It is indicated if we haven't matched all aspects before kickoff, we

were unable to find out the above points that could be a hurdle

during project implementation stage.

The second most important action is kick-off meeting that is

arranged to ensure the successful delivery of outsourcing project

and this meeting can be arranged in the following two shapes:

● Combine meetings with all subcontractors;

● One by one meeting with subcontractors to secure the confidential

elements.

POM will arrange this meeting and the following participants attend

2. Kick-off Meeting

● Subcontractors concerned Project Manager Etc.

● ZTE POM

● ZTE Project Manager, Regional Managers

● ZTE Quality Manager

● Any other relevant people from both Sides

Now we will talk about what important matters are needed to be

discussed in this meeting.

After introduction of all subcontractors and ZTE personnel, ZTE

Project Manager will explain the following points in detail:

● Nature and Complete Project Scope of Work

● Planning, Organizing and Controlling Standards

● Share the Quantity of Sites Region

● Project Total Duration and Start Date

● Resources Requirement

● Communication Channels

● Training Schedule (if required)

● Quality Standards and Quality Check Procedure

● Demonstration Site Building Guideline

● ZTE Concern POC List in Specific Region

POM will explain the following points in detail:

● Explain the BOQ line items as per required SOW.

● Explain the agreement clauses like payment term, penalty etc.

CONTENTS

Opinion Opinion

●

● Invoicing procedure and how to use SRM system related to PO

Highlight complete procedure of PR, PO issuance. following points in detail:

Civil work & Telecom installation complete guideline through PPT;

129 130



● Invoicing procedure and how to use SRM system related to PO,

Pre-Reception.

● Share the concern outsourcing POC list for different parts.

● Mark attendance and prepare the minutes of meeting.

At the end subcontractor will share the team details and time line

for project execution. Subcontractors will ask questions from PM or

POM for further clarification.

ZTE HQ and ZTE University arranged multiple trainings for ZTE

employees and subcontractors on different levels, but here we only

discuss trainings arranged only for successful execution of specific

projects. Trainings can be arranged in two types as following:

A)On Site Job Training

This training is arranged by ZTE local technical team, training

manager or Chinese technical expert on site for subcontractors’

technical staff. This training should be conducted within 2 weeks

from subcontractor entrance. All technical aspect related to

equipment, construction mechanism, safety and security should be

explained in detail to subcontractors' personnel.

B)Off Site Training

This training arranged in ZTE HQ and regional office to explain the

3. Subcontractors Training

Civil work & Telecom installation complete guideline through PPT;

Anti-Corruption;

Health, Security and Safety Measures;

SRM system training for PO, Pre Reception and E invoice.

Demonstration site is also regarded as trial or experimental

construction of one or some sites. In order to get the customer's

acceptance standard and verify subcontractor's service capability,

subcontractors are required to fulfill a small quantity of the project

first. Only when their construction capability and criterion have

been accepted by ZTE and customers then they start construction

in a large scale. For each subcontractor involved in the project,

before placing a batch of POs, we should ask them to build a fewsites in accordance with the project construction criterion to

examine their construction capacity and meanwhile to make them

know customers’ requirement well.

Project team assists the subcontractors in building the

demonstration sites and evaluates the subcontractors' construction

capacity. The subcontractor who is regarded to be incompetent for

the project should be replaced. If the subcontractor can't provide

competent construction team, we should stop cooperation withthem in said project.

4. Demonstration Site Construction

CONTENTS

Opinion Opinion

This action is strongly recommended for a new project but can be

ignored in following cases:

We can say POM is a bridge between project team and subcontractors.

131 132



ignored in following cases:

● A standard site which meets customer requirement is available for

being regarded as the demonstration site.

●The subcontractor has had long cooperation with ZTE and also

provides customer with engineering service.

Example with Practical Experience

Before start of any new project for new subcontractors, we always

asked to build some sample sites to judge their capability and

strength for said Project. To mitigate the risk and before giving bulk

sites in CMPAK 3G Project we giving sample sites to several

subcontractors.

After construction of demonstration sites, we found out the actual

strength of subcontractors, their teams technical skill and

communication methods that helpful for us to award more sites to

good subcontractors and award less sites to average

subcontractors.

Project success or failure is totally depending on communication

that’s why it is called one of most important action on sites. POMis in charge of communication with subcontractors during project

implementation stage.

5. Communications with Subcontractors

It is observed most of the time problems arises due to ineffective

and miscommunication between the project team and

subcontractors. Three different types of communication methods

are used on sites as following for successful completion of project.

A) Oral/ Telephonic Communication

Oral communication is the most used form. Project manager or

POM needs to communicate important points to subcontractors on

urgent basis. The only mean in this scenario is telephonic

communication rather that writing an email or calling for meeting

in office. To make this communication more effective every POM,

PM and subcontractor should have key personnel numbers on his

mobile phone directory.

CONTENTS

Opinion Opinion

B) Written/ Email Communication

Writing is used when PM, POM or subcontractors have to provide

engineer or any member of ZTE project team finds that sites quality

is not up to standard, he should immediately take snaps and collect

133 134



Writing is used when PM, POM or subcontractors have to provide

detailed information such as figures and facts with project current

progress and related important matters.

Other important documents such as contracts, memos and minutes

of meetings are also in written form for this purpose.

C) Face to Face Communication

Weekly, monthly and project review meetings are category of face

to face communication that is backbone for successful completion

of project. Weekly and monthly meeting is arranged in presence of

project manager, POM and subcontractors to discuss mostly

following points:

● Project current status and progress review

● Next week sites planning

● PO issuance and payment release status

● PAT/FAT Planning with customers

● Site snags or access issues

● Issuance of material from warehouse

● Quality related problems

● Teams arrangement

Project quality manager or project manager is responsible to check

the quality of the sites before offering PAT to customers. If site

6. Quality Check & Evidence Collection

is not up to standard, he should immediately take snaps and collect

related evidence for onward submission to POM.

Special clauses are added in agreement that signed by ZTE and

subcontractors and moreover every subcontractor required to submit

quality checklist with settlement documents for payment processing.

Quality checklist should be check by subcontractors himself, ZTE site

engineer and quality manager give marks as per actual facts and

figures. In normal practice while verification of settlement documents,

if POM finds that quality marks below than 90/= then POM will

impose penalty as per contact clauses. POM can impose heavy

penalty to subcontractors after collection of relevant evidence in case

of very serious quality issue or customer complaint.

7. Subcontractors Performance Evaluation

CONTENTS

Opinion Opinion

POM is responsible for subcontractor's evaluation on monthly basis.

After 10th of every month evaluation sheet will be sent to all

actions implemented by POM to control the monetary items of the

project. Outsourcing record database maintained by POM could be

135 136



y

concerning project managers to evaluate subcontractors as per actual

facts & figures on sites. Project managers evaluate subcontractors on

basis of following key elements:

● Quality scale of subcontractor

● Previous month performance review

● Communication & timely feedback

● Timely achievement of target

● Fulfillment of resource arrangement

● Any other element related to project progress

POM should submit subcontractor evaluation on EPM system up on

20th of each month. POM will arrange meetings with

subcontractors in presence of project team, if marks below than >

70/=. Subcontractor's evaluation is very important element on site

and helpful in following ways:

● Payment process can speed up for highest performer

● Management can extend its qualification and use it in

international level

● Get the highest business share in relevant projects

● Chances to sign the strategic agreement with ZTE

● Send their concerning PM to China for training

Outsourcing account management is one of the most important

8. Outsourcing Account Management

p j g y

used in a variety of ways like to control the cost of project, revenue

booking budget estimation and for preparation of different types of

reports for management.

The following three types of software are used in ZTE for

outsourcing account management:

● EPM, ECC

● ERP

●MS Office (MS Word, MS Excel etc.)

Following major function will be organized, controlled and

managed under outsourcing account management.

●PR & PO. Approve Engineering & Local Manpower PR on EPM

system after analyzing all BOQ item. After PR approval PO issuance

request will be sent to China HQ (Cloud system) with relevant PR

Number and Agreement Number for PO issuance. PO information

will be updated in outsourcing database with Subcontractor Name,

Site ID, PO Number, Region and PO Amount.

● Pre-reception or Settlement Documents Approval. POM will

approve pre-reception under new system and upload history

project settlement documents on EPM system. After approval pre-

reception data will update in Payment Monitoring Sheet with

Subcontractor Name, Percentage of Claim, Claim Amount and if

penalty etc.

CONTENTS

Opinion Opinion

●

data of warning, cancellation and penalty notices that issued to

Warning, Cancellation and Penalty Notices. POM will update analysis sheet to HQ including engineering & local manpower cost,

reports for project and PMO for revenue booking and as per

137 138



g p y

subcontractors. This data will keep both in hard & soft form.

● Subcontractor Contact Information. POM will update database

of subcontractor contact information like PM Name, Email ID,

Mobile Number in excel format that normally used on daily basis.

● Annual Frame Agreement Valid Subcontractor List. POM

should prepare or get from purchase department valid AFA

subcontractor list with respect to different scopes of work like

CW/TI/SA,NOC.CP/Network optimization and detail of winners and

back up. This information can be used or provided to PM as per

requirement.

● Cost Analysis. Most of the time POM perform the cost analysis

of different subcontractors under same project, same SOW under

different project to save the cost for the company. Cost analysis is

very important to take decision for choosing of lowest price

subcontractors.

● Monthly Budget. POM prepares monthly budget of each project

and send to GM ECD for reviewing and application.

● Multiple Reports. POM prepares different types of reports under

outsourcing account management, For example, monthly cost

p p j g p

Finance department requirement etc.

What we can gain or save for company after implementing the

above mentioned 8 steps on site execution are as follows:

Actions

Organization Matching

Kick-off Meeting

Subcontractors Training

Demonstration Site

ConstructionCommunication with

Subcontractors

Quality Check &Evidence Collection

Subcontractors PerformanceEvaluation

Outsourcing AccountManagement

Gain & Save

Discipline on CompanyPolicies & Procedures

Proactive to Judge the Risk

Increase Performanceof the Project

Analyze theSubcontractors Ability

Timely Cope up on Site issues

Project Success Rate Increase

Motivation to Subcontractors

Cost Saving

CONTENTS



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CONTENTS

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ZTErs on



We all love weekends. They bring fun and rest to life. Rest is so needed,

but so neglected. What does rest mean to you? Rest not only means

sitting around reading or watching movies. I believe rest is something

that stirs your affection to your desire.

After a tiring week with full work the ZTE Indian HR Team decided to

explore some adventure on weekends.

Mission was to explore Corbett Tiger Reserve forest on hunt for wild

tigers. Hunt by their cameras not guns. We will spend two days in deep

forest enjoying wild life and beauty of nature.

At Corbett the stubborn jungles refuse to be tamed. The spooky

swamps stagger the bravest of the brave. The vast carpets of grass

spread beyond the horizon. Here myriads of creatures nestle in the

apparent stillness and quiet.

Jim Corbett National Park is located in the foothills of Himalaya in the

closest proximity of Ramnagar, a small Town. Corbett National Park is

the oldest national park of India, situated in Nainital district of

Uttarakhand State.

Corbett Tiger Reserve today holds probably the second largest

population of free living tigers in the world. The reserve is thus one of

the last remaining strong conservation areas, which holds a potentially

viable population of this majestic and critically endangered field.

This trip provided us a great opportunity to impart collective time-

management tricks, tips and techniques. Creating opportunities for our

team to let off some steam together and recharge our team’s morale

and boost productivity. The team learned how to play together and

stay together!

The trip was full of glorious memories and taught us preserve forest

and nature for upcoming generations.

By Pankaj Kumar 10097371

Hunt for Fun

CONTENTS

Sino-Vietnam

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ZTE Vietnam has established nearly 15 years ago, so there are some long-

term Chinese staffs who decide to choose Vietnam as their second

hometown. Most of them are male staffs that are so busy for their work to

reach challenging target every year.

However, they still take time to go around Vietnam to enhance their

knowledge about Vietnamese culture, life and girls as well. They choosedifferent ways to improve what they want to know, such as ways to make

friends more easily with Vietnamese women and so on.

There is a lot of romance happened between Chinese and Vietnamese

staffs but it is not easily successful to become couples for people from

two different countries with different languages. Although there are many

difficulties, some male staffs still keep patient to understand their

girlfriends, families, and culture to make their transnational love in full

blossom and bear sweet fruit. I am proud of introducing some romantic

couples that are so happy for their decision and hold their wedding party

in Vietnam to demonstrate their true love in front of friends, relatives and

even Vietnamese and Chinese people around them.

By NguyenThi Nga 00169075

Love Stories

CONTENTS

Wide

Angle146

Mr. Zhang Jian currently is an Account Manager Director married with a

beautiful Vietnamese girl. They have been in love for nearly 5 years

before the marriage. Since he left his hometown to work in Viet Nam,

Wide

Angle 145



his wife has accompanied him to overcome all difficulties in life and

work in a foreign country. They are lucky to meet each other, love each

other and to have built a small happy family.

Mr. He Shu, Transmission Product Manager, has been working for ZTE

Viet Nam for more than 7 years and he got married with a Vietnamese

girl and they have a lovely son now. In 2015, a baby girl’s birth has

made their family bigger and brought more laughter to their life. Due

to his busy work, his wife takes the responsibility to take care of two

little and naughty kids almost by herself.

Mr. Yang Liyou has been just promoted to Account Manager with

support from his wife who he loves so much and respects all of whatshe has done for him. They have a 7-year-old daughter and a 5-year-

old son who can speak Vietnamese, Chinese and even English. He has

persuaded his wife to let their children study in China. When summer

comes, they take the kids back to Viet Nam.

We wish their families always happy and they could together overcome

all barriers and to be united forever.

CONTENTS

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Please send your contribution about a topic of interest or your

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