"2005 and longer-term future, will the wave of industry market segments and some make a fuss about, focus on strengthening the thirty-five market penetration. To enhance the level of cooperation will focus on with the SI / ISV co-operation, businessincrease is mainly on the ability of the local market. "Peng Zhen, general manager of the wave of the server the server in such a general wave of the channel recently released" Eagle Action "program, focusing the industry, the market became the focus thirty-five two main objectives of the plan,The core is to help the channel profit.
In 2004, the wave of server distribution channels, "landscape plan", "river" refers to the channel of water, that is, channels of distribution system; "mountain" is the value-added channel system, is designed to achieve mass distribution server sales, through the ISV, SIand key industries to develop high-end market.
"Obviously, now the wave of the 'Mountain' is not high enough." Peng Zhen said, as a "country program" a continuation and deepening of the "Eagle Action" will focus on the development of ISV and SI.In 2005, the wave distribution system will continue to achieve mass sales, for the class of value-added distribution channels to carry out strategic cooperation, try to advantage of the industry.
Peng Zhen said the development of value-added sales channels to enhance the tightness of the two sides, in addition to the simple terms of price and product cooperation will be extended to business-based cooperation.And SI just sell the hardware cooperative is not enough, more customer-oriented value-added services.Wave of this year will focus on business, education and other areas have done a good channel for the development of value-added services, and explore a variety of cooperation.
Meanwhile, the major trend of economic integration, the wave will be dependent on the market in the industry to improve the overall strength of the Group technology programs to address the capacity expansion capabilities built around the server, peripheral devices such as network, storage and software.Adjustment is to integrate the group structure, is a composite sales, the previous server sales in the small proportion of the software, the next wave of software-oriented space will be developed to strengthen the combination of servers and applications, this new model will primarily attempt toon the financial, telecommunications, energy, manufacturing, and other areas of strength.In order to achieve these will depend on the ISV, SI growth of value-added channels to the end of 2005, the goal is the wave of the total number of channel partners to grow by 20%.
In addition to developing value-added channel system, thirty-five market is "Eagle Action," an important goal.Wave of data provided that procurement in the government sector, 70% to 80% from thirty-five market, there is no reason to ignore this wave has a strong potential market.
Peng Zhen said that with the level of corporate information continues to evolve, more and more SMEs in large quantities using the server.SMEs in the thirty-five cities, because of its lack of strong support for IT management, procurement and use of the server process of large chance of problems, which need more support from vendors and channels."This is the wave of the server against IBM, Dell and other areas of the advantages of foreign manufacturers."
For thirty-five market, the wave of internal structure and channel structure are to be adjusted accordingly.Internal sales network will be divided into regional and district, so deep to do through thirty-five market, the main focus at the eastern coastal cities and other economically developed regions.Channel structure for the municipal city is through a reseller channel to strengthen the construction of the core cities, so in transition or developing channels quickly become a local core strength will help the growing wave of channels a good grasp of customers and achieverapid growth.
Wave of the server's internal sales adjustment and after the establishment of industry based on wave group were caused by the channel sales team's concerns."This year, the wave of tune a lot of people do end users, and for the channel before the end-user sales ratio is half and half, the proportion of end-user is now much more than ever before." Rambo at the present is the wave of server BeijingOne of the two major distributors, general manager Ma Xiaofeng revealed the concern.
In this regard, Peng Zhen said, the tide will not do direct sales."Wave of sales is mainly concentrated in the capital of big industries, these sectors and channels and never will grab one, only covers channels can not do. And in thirty-five market, the region is very fragmented, very small sales, the channel is our best choice, we have no reason to replace them. "
In thirty-five market with sales staff, the wave channels through training to improve technical capabilities and marketing capabilities, to help channel to enhance their competitiveness and profitability.Waves for channel set up three training ABC, A-level core channels mainly for management; B-class company is faced mainly by the wave of Beijing in 29 key business platform channel; C-class platform is based on the business and technical staff resources,irregular, high frequency cities underground channels to thirty-five training, including pre-sales solution consulting, training and field programs are not directly linked with the sale of items of daily training.