Welcome to China BizConnect

China BizConnect explores the fast-changing landscape of business-to-business sales and marketing in China. We strive to provide leaders of technology companies with tools and strategies to succeed in China. We also try to help you avoid many of the traps along the way.

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Case Study: Building Profits Through Relationships

An important element of success when doing business in China is establishing strong relationships with partners. Computer Aid Inc. (CAI), an American outsourcing service provider, didn’t have a long-term strategy for the China market. But they did have a paying customer, and a manager who was wise enough to focus on building relationships. CAI succeeded in finding a Chinese partner that was a good match for their company culture, and together they formed a JV that generated profits in the first year of doing business.

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Case Study: Selling Software Productivity Tools & Services in China

Software Productivity Research (SPR), an American software and consulting firm, came to China looking to establish a foothold in the defense sector. After a successful presentation at a Chinese industry event, the company opened up a small office in Beijing. SPR found a partner that helped them organize training events to educate potential customers and generated considerable interest in their offerings. Unfortunately, after operating for two years, SPR still lacked significant sales and exited the market.

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Case Study: Analytics Software Company Goes It Alone In China

Dimensional Insight, an American data analytics software and services firm, entered the China market with limited resources and relatively inexperienced staff. After originally hoping to be profitable in year one, they quickly found out how difficult the market was, and began planning for the long-term. Although DI faced many challenges, including a low market price, relatively high costs of doing business, and relentless competition, they succeeded in building a nationally recognized healthcare analytics brand.

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