本文就作者自身在公司海外业务拓展工作期间成功的项目案例和对失败项目

的经验总结,对中国电信设备制造企业的国际化探索道路进行了初步研究和总结。

在国际化电信运营发展理论的基础上,分析了竞争企业、行业内企业的海外业务发

展的道路,进而总结海外电信运营合作发展的模式。同时将得出的结论应用于企业

的海外业务拓展中,将实践总结的经验进一步应用于工作实践中,提高企业的竞争

优势。海外市场的拓展之路是目前中国电信设备制造企业正在面对或将要面对的必

然之路,尤其是有华为、中兴等优秀中国电信设备制造企业在国际化探索的重大成

功作为例子,但同时目前海外业务发展的形势和环境又同当年华为、中兴所面对的

情况完全不同,在现今的情况下如何让中国的电信设备制造企业能够更好的适应国

际市场的竞争,让企业能够探索出适合自身的国际化发展模式具有重要的意义。本

文根据工作中的实际案例,对多个不同环境、背景的市场进入、拓展方式的选择、

销售目标的选择以及采取的措施进行对比分析和总结。并就目前海外市场的拓展以

及与国际电信运营商合作发展的现状和问题进行了分析,并提出了建议。

关键词:电信设备制造 海外业务拓展 国际化运营

ABSTRACT

In this paper, the authors' own work overseas business development in the

company during the successful project cases and lessons learned from failed projects ,

the Chinese telecommunications equipment manufacturing enterprises to explore

international road were studied and summarized. In the international telecom

development theory, based on the analysis of competitive enterprises, enterprises in the

industry overseas business development of the road , and then summarize overseas

telecommunications operators Cooperation and Development model. While the

conclusions apply to enterprises to expand overseas business,the practical lessons

learned will be applied to practical work to further improve the competitiveness of

enterprises . The road to expansion of overseas markets is China telecom equipment

manufacturing enterprises are facing or will face the inevitable road,especially those

with Huawei, ZTE and other outstanding Chinese telecom equipment manufacturing

enterprises in the international exploration of the major success as an example , but at

the same currently the situation in overseas business development and the environment

but also with the year Huawei, ZTE facing the situation is completely different in the

case of today how to make China ’s telecommunications equipment manufacturing

enterprises are better able to adapt to international competition in the market,allowing

businesses to explore for their own international development model has important

significance. Based on the work of the actual case , for a number of different

environments,background, market entry , expansion mode choice, the choice of sales

targets and the measures taken were analyzed and summarized. And the current

expansion of overseas markets as well as with the development of international

telecommunications operators status and problems are analyzed and recommendations .

Keywords: Telecom equipment manufacturers, Overseas Business Development,

International operations