13 Analyst Views on China’s ‘996’ Work Culture

One of the most striking differences between the IT industry in China and the West is the “996” 72-hour work week. To get a better understanding of the advantages and disadvantages of “996,” we conducted inquiry calls with six China-based IT analysts and boiled down our findings into thirteen views that provide a comprehensive overview of the topic.

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Using Trade Shows to Market Technology Products and Services in China, Part 2 – A How-to Guide for Making Your First Show a Success

A trade show can be an effective platform for foreign technology vendors to enter the China market. Achieving success requires up-front planning, tireless execution during the show, and diligent follow up. Many of the details involved are different from other markets and require a unique approach. This article helps foreign technology leaders understand what is required to manage a successful Chinese trade show from beginning to end.

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Using Trade Shows to Market Technology Products and Services in China, Part 1 – Benefits and Show Selection

One of the first steps in doing business in China is establishing relationships with potential partners and customers. To do this, you will want to meet people face-to-face. A trade show is a great venue to attract a crowd and to have many conversations in a short period of time. This article outlines the reasons why foreign technology companies should include trade shows in their China go-to-market strategy and provides recommendations for choosing the right shows and getting expert advice.

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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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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.

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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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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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