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 three years, SPR still lacked significant sales and exited the market.
Read MoreAuthor: Tim Lindeman
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.
Read MoreWhy Foreign Tech Vendors Should Carefully Consider China
Going global is a survival strategy for many tech companies, and China is too big of the global market to ignore. This article explores past, present, and possible future aspects of China’s tech market that foreign tech company leaders should be aware of when considering whether to enter the China market.
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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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