China BizConnect
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This article explores key challenges foreign tech vendors face when selling to the Chinese government. And for companies up to the challenge, it investigates important considerations and tactics for succeeding in government sales.
The choice of where to land in China will have a huge impact on your business. But too often companies make this decision in an ad hoc manner. This article outlines a systematic approach to identify and evaluate Chinese cities based on your com
Success in China requires effective collaboration between the foreign headquarters and the China team. Executives back home rely on Chinese staff who understand the unique requirements of the local market. And the China team relies on the headq
Making a successful China market entry is especially challenging for foreign technology companies. In fact, many companies spend a great deal of time and money attempting to establish a foothold in China, but later find that their product isn’t
Digital marketing in China requires a different approach than in other markets. Foreign companies looking to enter China should first investigate the unique requirements of their target Chinese customers. They must also learn to use new marketi
When you think about the internet in China, you might imagine nearly a billion people using their smartphones in a vast digital landscape that is isolated from the rest of the world. What you may not consider is that China’s internet is also te
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 an
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 diffe
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 conv
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 dif
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 offi
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
Going global is a survival strategy for many tech companies, and China is too big of the global market to ignore. This article explores past, present, and possible future aspects of China’s tech market that foreign tech company leaders should b
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 o
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