透过三大市场赛道，看华为2026年伙伴政策释放的关键信号

Core Insights - Huawei has released its 2026 partner policy, emphasizing a shift towards capability, structure, and long-term growth rather than just scale [1][2] - The introduction of the Partner Growth Index (PGI) aims to provide clearer guidelines for partners' future development [1][2] NA Market Strategy - In the NA market, partner value is determined not only by customer coverage but also by the ability to provide in-depth industry solutions [6] - Huawei has categorized NA customers into four types: Excellent, Strategic, Core, and Value, and will prioritize collaboration with high-tier partners [7] - The PGI places equal importance on capability and performance, with evaluation criteria including product specialization, industry solution capability, and service ability [7] Commercial Market Strategy - Huawei is returning project leadership and transaction rights to partners, focusing on providing easy-to-integrate products while partners expand customer bases [9] - The target for performance growth in the commercial market is set at 15%, with an emphasis on the structure and growth of partner performance [9][10] - Huawei has supported the development of over 7,000 evangelists and 20,000 service engineers in the past two years to enhance partner capabilities [9][10] Distribution Market Strategy - The strategy in the distribution market is shifting from selling individual products to selling solutions, with a focus on scenario-based offerings [11] - Huawei has updated its distribution partner structure, introducing a new category of Diamond Partners and simplifying the hierarchy to enhance efficiency [11] - The "Hundred & Thousand Plan" aims to develop a network of 100 Diamond Partners and 10,000 elite engineering partners by 2026 [11] Industry Context - The acceleration of AI applications and the rise of domestic computing power are reshaping the value distribution in the ICT industry [12] - Partners must enhance their industry influence and build differentiated capabilities to remain competitive in the evolving landscape [12]