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Towards an innovative and profitable distribution paradigm in China market

Towards an innovative and profitable distribution paradigm in China market. Steven ( Jian ) Cui General Manager License Division at PC Stars www.pcstars.com.cn www.softwarelist.cn www.baihui.com. 1. 2. 5. 3. 4. Agenda. Company overview. Direct Sales Works in China?.

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Towards an innovative and profitable distribution paradigm in China market

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  1. Towards an innovative and profitable distribution paradigm in China market Steven (Jian) Cui General Manager License Division at PC Stars www.pcstars.com.cn www.softwarelist.cn www.baihui.com

  2. 1. 2. 5. 3. 4. Agenda Company overview Direct Sales Works in China? Current cooperation between ISVs and partners Successful Distribution for Kaspersky How to get a creative Win-win

  3. Additional 15% Increase globally? Come to China!

  4. BIG already, bigger in future. Piracy rate:? Piracy rate: 80% 30% CAGR 80.8 Billion $ 185 Billion $ 2007 already 2010 forecasted No 1 internet users, 212 million now the Ministry of Information Industry reported.

  5. Company Overview Leading online software distributor and SaaS provider in China. Investor: the founder of Gemstar-TV Guide (NASDAQ: GMST) Board of Directors in Hong Kong 7 offices in China Mainland 276 employees

  6. Our company Three Platforms Enterprise www.softwarelist.cn PC Stars Home&SMB www.rj100.com SaaS www.baihui.com

  7. Whether direct sales work in China Microsoft, Symantec, Autodesk, Adobe, those software vendors have already used channel sale, even more rely on channel. Channel Sale Channel Direct PTC, SPSS, Tripos, those vendors used direct sale before, have changed to channel sale.

  8. Whether direct sales work in China Successful publishing model Resellers SIs Software Vendors Value Added Partners VARs End Users Retailers Service Providers

  9. Current cooperation between ISVs and partners VAP or only Distributor Interacting not smoothly Are we understanding each other properly? Bad mutual understanding Different thinking of China culture Not localized pricing and product

  10. Current cooperation between ISVs and partners What vendor concerns? • Tend to develop various types of partners to maximize the marketing share • Avoid the risk of over depending on partners • Partner’s qualification • Company’s image and reputation • Save time and improve efficiency • Take the advantage of cooperating with real players

  11. Current cooperation between ISVs and partners What their Chinese partners care for? • Stand out from the group of partners • Pricing competition with the other partners • Vendor cutting in and closing the deal • Build trust with vendor • Commission and support from vendors

  12. Current cooperation between ISVs and partners Current Partnership Right Partnership

  13. Right Partner Find a right partner Solution &Service Trust-worthy Investor background Proved recognitions 24*7 toll-free line Call Center Onsite deployment Technical Support Localized Experience Training center Online consultancy system Technical team Chinese version Localized pricing Customer base Proved Integrated Marketing Distribution Network Ads, PR, Event, SEO Affiliate marketing Email marketing Online/Offline channel Logistic capacity Proved performance

  14. How to get a creative Win-win Decision maker Shared Vision Mutual Understanding win-win Long-term Partner -ship Both sides’ Commitment Mutual Benefit

  15. How to get a creative Win-win

  16. How to get a creative Win-win Easy with one Guaranteed Commitment Worry about various evaluation variables? Trust-worthy? Technical team? Customer base? Channel fit? VS ……

  17. Additional 15% is possible! China/Global=15%? PC Stars can help you achieve it!

  18. Welcome to contact me Jian.cui@pcstars.com.cn

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