Summary: China BizConnect explores the fast-changing landscape of business-to-business (b2b) sales and marketing in China. We strive to provide leaders of tech companies with strategies to succeed in China’s b2b technology market. We also try to help you avoid many of the traps along the way. Hosts Tim Lindeman and Michael Bragen interview China tech industry experts and experienced business leaders who have entered the China market.
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.
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. In this episode, Michelle Zou discusses what is required for foreign technology leaders to manage a successful Chinese trade show from beginning to end.
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. In this episode, Michelle Zou discusses 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.
Dimensional Insight (DI), 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.
Software Productivity Research (SPR), an American software and consulting firm, came to China looking to establish a foothold in the defense sector. Unfortunately, after operating for three years, SPR lacked significant sales and exited the market. In this case study, general manager Michael Bragen shares details about SPR’s efforts in China as well as some insights learned from this experience.
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. David Broderick, former Director of Global Services Delivery, shares CAI’s China story.
Going global is a survival strategy for many tech companies, and China is too big of the global market to ignore. This episode 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.
In this episode co-hosts Tim Lindeman and Michael Bragen share a little bit about themselves and their plans for future China BizConnect episodes.