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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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 three years, SPR still lacked significant sales and exited the market.
Read MoreCase 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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