挪威留学生渠道管理课程作业-Norway channel management
assignment-The golden rule of channel management
Thursday perspective 19 2003 3:55 PM
Today's IT industry has not a horse enclosure of The Times, with the increasingly limited space to grow up at the same time, fine management has become the key enterprise survival. Channel management standardization, carefullization is becoming more and more important. But how can achieve channel management of an orderly but is not a simple problem.
China with seven kinds of model HP encompasses the and partner of all forms of cooperation, and at the same time, and different types of cooperation partner of a different cooperation contract, so as to standard with the partner of cooperation. On the other hand, HP change the original centralized type of high-end channel management method, principle and flexibility of the channel policy combination, which standardizes the own channel policy. These methods in the guarantee of an orderly channel management play a huge role.
China hewlett-packard vice President, enterprise system and regional sales channel group general manager Mr. YuZhenZhong in the channel of the standardized administration accumulated much experience, by HP for example, Mr. YuZhenZhong explains to the channel management point of view.
Seven mode: partners of each
A large company often face different types of cooperation partners, such as distributors, ISV, SI, etc. These partners in their respective channels in the function of the system for different, value-added something different to the manufacturer, the support of the different expectations. But generally speaking, the manufacturer in addition to distinguish between partners is mainly distribution or industry customers give priority to, so as to provide the two different outside support, and can't meet the requirements of all types partners. And this often and can lead to the requirements of the channel with the manufacturer support can't completely fusion, so that the manufacturers and channel for communication between appear difficulties. HP will partner into more common seven types, for each type of cooperation partners have a different kind of cooperation plan, the HP support better meet the needs of the partners.
In addition, many of the cooperation with partners concluded to seven common type and thus HP further management. For example, HP according to the common 7 kinds of cooperation made seven types of standard contract templates, on the basis of the contract, HP will its partners requirements and commitments to paper in the form of text implement down. This practice ruled out sales personnel individual bad for the effect of the contract, the problems could also facilitate quickly after the party to find out, effectively guarantee the cooperation of both sides.
With some domestic famous software company as an example, before HP and its cooperation have been stagnant, one of the main reasons is the company and HP and sales personnel individual some contradiction between, enemy, and now, through the way of signing a contract, the parties of cooperation from their respective sales personnel not only personal influence, and clarify their duty, so that both the cooperation ever closer together.
In the specific operation method, HP through the agent to the answer of some problems and can easily determined would be classified as which kind of, HP and its cooperation is applicable to what kind. These include: partners and
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