Insights from China

Practical advice for technology companies looking to do business in China

 

 

China software resellers: How to get them excited to work with you

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...

Creating a China business entity: Don’t go it alone

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

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

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

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...

Chasing a mega China business deal from abroad will fail

Chasing a mega China business deal from abroad will fail

The white whale of trying to close a China business deal from afar. We endlessly see Western technology executives lose sound judgement and spend a year or more chasing gigantic deals with state owned enterprises (SOEs) or other public companies for large, highly...