Insights from China
Practical advice for technology companies looking to do business in China
China joint venture – Looking at it from both sides
Everyone knows that creating a joint venture (in any market) is a time consuming and complex effort, and China is no exception. That said, the most difficult part of a China joint venture is not the structure or getting regulatory approval, it's finding the right...
China software resellers: How to get them excited to work with you
To get China software resellers onboard with your product or platform, you need to build trust and excitement through a strong show of commitment and support on your company’s part. While your technology certainly matters, in China, technological prowess from Western...
China SaaS B2B market in 2021: MNCs and SMEs will continue to lead the way
While there were many drivers to China's SaaS B2B market in 2020 - including remote work - adoption of SaaS still hasn't reached its full potential. Even though the B2B China SaaS market has been growing roughly 30% annually according to CAICT, large Chinese...
Software distributors in China: Practical differences and best practices
Generally speaking, the largest difference between software distributors in China and other markets is the comparatively extra workload that Chinese resellers put on Western software companies. This is especially true for software that is not already a well-known...
China software piracy: Does your company already have paying customers you don’t know about?
As China’s professional workforce has continued to grow, professional users have become more sophisticated and are very interested in using world-class software for their needs. However, especially for more vertical solutions, many global software companies do not yet...
Creating a China business entity: Don’t go it alone
Western companies do not succeed in China based on their technology alone. For enterprise customers, business case, fit, commitment to the market, and relationships are also important aspects to getting a deal over the finish line. For consumers, it’s all about the...
China Singles Day 2020: Less hype but more time to shop
From Suning's site China Singles Day 2020 (aka "11/11") has come and gone. We're going to skip the usual "look at the huge numbers" - they are always huge - and instead focus on how it was structurally different in this unprecedented year. Less hype but more...
Building China channels: Commit and build trust
Well developed China channels can be a great go-to-market strategy for global technology solutions companies. On a regular basis, we are approached by companies that want to use a China channels strategy to expand into the market. Typically, the conversation, goes...
China smartphone OEM strategy: Getting a foothold
With over 870 million smartphone users* (which is still only 60% of the population) China continues to be a very attractive market for Western technology companies, from distribution to integrations. However, it is also one of the most competitive and dynamic...