2005, is the ERP software industry in the channel.
As early as 2004 in the first half-day thinking on the complex changes in the market from the situation in the smell clues to quickly adjust the overall marketing strategy to channel mode. In public companies have to kill a large cake to the rich and colorful, the days of thinking has been far-and-line, channel rules and patterns have gradually matured. How do channel, in fact, not too many exclusive Cheats, the basic norm, the potential structured, is well known. However, as the public Gongbaojiding dishes, ingredients, known practices are transparent, is not the master of all levels of taste do come, one of the level of attainment, means great deal of diversity.
In terms of a story first.
"China's software channel, or upgrade, or about the industry or death." This is the week just recently catch-phrase, in the ERP vendors channel conference, he lamented the generally recognized by the peer.
Zhou Gang agent-based products to financial management, although manufacturers have also introduced a production management, but has no way to implement successful product positioning several million or less, only a simple line with departmental business applications, but as the client application depth, a higher product demand, while the vendors are no major progress, the customer to the growing pressure Zhou Gang, and now have a dozen high-end customers, he has a bit suffocating sense, all customers pay the first paragraph only, the service personnel have been at the customer consume 3 months, the problem still not resolved, these projects not only does not make any money, but also heavy losses, is more serious is the company we must be careful to maintain the reputation of the local destroyed, so, it is not as good as the original? If the customer then increased? Week just close your eyes, mind emerges out of the terrible scene, he can not imagine going.
This scene took place six months ago, today's week just seems to get back the urge to make money, because he put a few of his clients all the ERP vendor to another product, the customer is satisfied after line; the same time, He successfully transformed into a company can have ERP sales and implementation capacity of service providers, only three months, so that he earned money a Honda car. Market, such sales and service capabilities of the company more than a moment many ERP vendors offered an olive branch to him, he began to enjoy a long absence, a sense of accomplishment.
Zhou Gang feel very lucky and very happy that he had intended to exit the ERP industry, however, the success of several ERP project on-line, so he re-ignited the passion of the ERP, he even looked forward to reading university's son to take his classes He believes that as long as the company's transformation, ERP is the seat of Gold, is engaged in the business can be a lifetime. "Our company has changed dramatically, I now have three pre-sales consultants, four implementation consultants, two telemarketing staff, specializing in tens of thousands of ERP to 200,000 the following major single," came from the troops Jen and Zhou Gang, " I originally did not stop the financial software sales to continue to sell a few thousand to 20,000 yuan the following products, after all, our company selling financial software to rely on a certain brand at the local, I will not give up easily, "just made up my attention two weeks legged walking.
I recall a few months ago, Zhou Gang can not now so full of confidence.
Zhou Gang selling financial software at the local minor celebrity, a significant customer base, but the company as long as the money is given to the agent channel policy, so that he tortured, he often saw new entrants in an attempt to enter the market at very low prices the end although he could rely on word of mouth service to win, but profits have been depleted throughout the year, also made only one food money, he saw too many agents around him down, congratulated themselves lucky and also felt sad He felt tired and helpless, TV Previous medical ad "Men need care," so he was moved to tears.
Is channel can only be a tool vendor? Is this the fate of agents? Why we must let other people to the mercy of fate? He often question and answer, Where is our way? He began to all know, do not know the agent called and asked the same question, got the same disappointing answer, they like him, faced the same dilemma, he felt like a street vendor, and thinking is to make money every day from the wooden shelf into the stainless steel, but in the end escape the fate of a street vendor, "or transformation and upgrade, or fade out," he secretly Nading psychological attention.
He began willing to research and development pattern of China's software market, pay attention to changes in the software vendors and channel strategy. He found that the application of in-depth as users, manufacturers and channels of the higher requirements are put forward, in order to enhance the competitiveness of manufacturers to meet higher demand of users, putting in a lot of resources to product development, and some high-end impact, some impact industry is indeed display their talents; but as a sales agent for financial software, but it is very passive, even though the manufacturers in order to appease or keep channels have launched a number of low-end products for channel sales, but the imperative to enhance channel capacity . After all, the era of high-profit financial software is an indisputable fact, several vendors from the recent mid-year report can be seen, only a 10 percent profit margins of manufacturers around, although there are individual financial software company profitable, but is the cost in return channel Yahuo. If the channel can not advance with the times, upgrade their capabilities, there will be survival, must be abandoned by the market. With this in mind, can not help but scared into a cold sweat, the original deal with the customers every day, no time to think about these issues, customers and vendors to promote their own inertia to move forward. "We can no longer muddle to live", Zhou Gang, make a determined effort.
Zhou Gang found in China, ERP channel is not formed, we remain in the selling of financial software and training services to provide a simple initial stage, the slightly larger projects, programs related to marketing, software implementation, the feeling will be difficult. Manufacturers to meet market demand, high-end products to take the direct, low-end products take the channel strategy. But the week just think this channel is not a good thing, low-end product sales, service capacity less demanding, although the reality is very appropriate channels, but the long term, in the ERP market is a "blowout" of the occasion, the channel capacity will have lost the opportunity to upgrade and transformation, so that the channel is indispensable in the future for manufacturers, channels will fall into the "low skills - low-end products - low-capacity" this vicious cycle, will be discarded. This week just had to meet the channel, but has introduced low-end products to the channel acts as a "channel of poison"
In retrospect, Zhou Gang sigh thousands, Zhou Gang that precisely because the ERP channel has not yet formed, he would have the opportunity, or to his financial and material resources, that have his space. Moreover, ERP vendors out of the market early to consider, he can get better support and more training opportunities. Originally thought it was thrilling jump, look near misses today, he turned to the other fellow, he congratulated the company ability to be promoted.
Zhou Gang increasingly convinced that early bird gets the worm this reason, he's getting up early has paid off, he began to enjoy the ERP of the feast.
Not every agency such as the week just so moist, picked the right vendor is critical. Days of thinking to upgrade scheme has been introduced channel, fresh-baked policy will attract more attention of agents, vendors continue to enhance the development of channel space and channel momentum is also give manufacturers to bring vitality, this is a matter of mutual benefit . Choose which manufacturer is the eyes of the beholder it'll have the saying goes, the wise see wisdom of.