Insights from China
Practical advice for technology companies looking to do business in China
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...
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...
Tuya, voice-powered IoT platform for device manufacturers
Tuya runs one of the largest IoT platforms in China and focuses on smart home and consumer oriented products with a global presence in over 200 countries. With over US$300 million in venture capital, the Hangzhou based company provides its 10,000+ customers a full...
When should companies create a Mainland China website?
One of the questions Western technology companies often ask, is when is the right time to create a localized China website inside of China's Great Firewall? This issue is multifaceted and in constant flux, and much more of a decision making and operational process...