Sunday, January 15, 2012

Executive risk turns to associate

  Executive risk turns to associate



3 minutes of software, carry out 7 minutes, extremely management, those who say is the importance that ERP carries out. After the user spent the price that does not poor to buy SAP software, return so that pay costly executive fee, bear the consequence that quality assures hard.



Of SAP software carrying out is in charge of by the partner. What user and SAP sign is software buys an agreement, SAP is mixed to the quality of software product upgrade responsible. In the meantime, the user signs an executive agreement with executive company even, be in charge of to be being used actually of the user by executive company. IBM, HP, dust the advisory partner that number of Sen Zhe, De Qin, Bi Bo, Chinese general, China is SAP, provide advisory service, system compositive service, evaluate, carry out and expand a service continuously, SAP shares such 36 associate in China.



The senior ERP of partner of a SAP of domestic carries out adviser to tell a reporter, general software and executive fee scale are in at least 1: 1, tall can amount to 1: 4. Besides executive charge, still have custom-built development charge, groom charge. If the user purchases the service that is foreign advisory company, the price that charge wants to compare domestic company again is high 2 ~ 3 times.



Carry out complex, having nothing to do with the complexity of SAP itself product is. The My SAP product of SAP realizes all sorts of functions through complex parameter watch, layer upon layer definition. The system can pass 6000 " switch " setting, adjust the business flow of software. The parameter setting of SAP software is very complex, undertake administrative to purchasing the process of make known to lower levels of order for goods for example, SAP needs predefine, define code of feature of order for goods first, define group of corresponding feature, classification, make known to lower levels, make known to lower levels again strategy of mark of encode, make known to lower levels, make known to lower levels, job sheds a mark to wait, the setting that a series of regular tables are worth repass, ability implementation purchases order for goods approve the process of make known to lower levels. If need to alter course of order make known to lower levels, the user must begin to revise from code of feature of order for goods.



The parameter setting of SAP included the rock-bottom data construction of software actually, the function is stronger, but carry out very complex, not quite agile. If the business of the enterprise needs to adjust, can involve what rife bottom number of plies occupies setting, parameter and regulation to adjust, affect possibly even already some business data.



But, most company of China still grows level at high speed, change is commonplace, today's cost center becomes profit center possibly tomorrow, today's career ministry transforms independent legal person company likely tomorrow. Every time alters need to pay additional fee to executive company, executive cost is resided of course do not fall high. Mr B introduced a case, zong Shen motor chose SAP 2000, it has a few plants in different place at that time, every factory has identical manufacturing content, when ERP implements an in part, zong Shen motor decides to adjust constituent framework, produce dog crates large strong these plants identically the function is draw-out arrive one case. The change that organizes a structure makes software is carried out must weigh a head to mend one's ways, this project pulled ability reluctance two years to come true finally.



Of course, no matter be an user,still consult a company, the product that does not deny SAP is first-rate, be executive company and executive adviser level is uneven caused executive failure. "Very much executive company is only because with SAP be on speaking terms, received executive bill so, still a lot of adviser just acquire the superficial knowledge of SAP software, become an expert, go be being carried out to the client by these so called experts, the result is adv unimaginably. " Mr B expresses.



Mr D tells a reporter, as SAP hot with executive adviser demand exceeds supply, once a few people finish after the project experience with be h dvd discovery channel ad the SAP project of large company, certain, come out to enter independent and advisory alliance with respect to abdication. These allied interior have news of choose and employ persons via regular meeting, for instance what company has the SAP project, adviser that needs what module to wait. Once have the project that matchs, alliance can inform adviser.



The reporter also saw the ad with such independent allied adviser on the net. Seek advice from net of talent of SAP of the website below limited company banner to initiate by information of Shanghai dimension shellfish for instance " SAP freedom is advisory and allied " . When advisory company wants to look for free adviser, can find this alliance; Every allied member is equivalent to a copartner, with period gain the biggest economy income. This website has news of demand of a few choose and employ persons not only, still offer working relationship to hang for the member lean, the service such as conduction society insurance, the member is OK even the name that consults limited company with information of Shanghai dimension shellfish signs service contract external.



Mr D says, the safeguard after the carry out that independent adviser serves is a few poorer, but executive fare will be a lot of lower, because of leave out company deduct a percentage from a sum of money this one annulus. But, the user faced the risk that executive risk increases however, if the system moves in gave what issue, cannot find a person at all.



To these feedback of the client, SAP appears to be not cared about. To them, software go up line, can call in the contract amount of 100% , every year still brushstroke serves cost enter an item in an account. As to the problem that in the user is carried out and be being used, encounters, it is the thing of executive company, so SAP does not pay close attention to executive link, pay close attention to the quality that promotes a product only.



spring pool

Plan world information is senior analyst Cao Kaibin thinks, this is the success on SAP trade pattern, fall the risk to lowest, redound to accomplish namely the biggest, in the meantime, the authority that made clear SAP oneself, partner to differ duty benefit. In the m dog stairs for car eantime, do not carry out the problem that still has the presence on user oneself management successfully. Look from this angle, SAP should not be in charge of to carry out failure. However, user not so look. Their naturally reachs the responsibility end of executive failure on SAP head, think SAP should make sure the partner offers the quality of the service, assure to implement advisory standard.



   Of halo undone



Since the product is expensive, carry out expensive, use result is not certain still good, why ground of no sooner has one fallen than another steps into the breach of enterprise of so much China casts the bosom to SAP?



The reporter of chief ask in reply that Yitai IT ministry cheats inside: "SAP has been the best ERP software company on the world, if we carry out SAP not to succeed, is what software that still has us can you carry out successfully? Is what software that still has us can you carry out successfully??



Although the factory experienced Shanghai machine tool to arrive from SAP,use friendly change, but the Shanghai electric group that institute of plant of Shanghai machine tool belongs to is popularizing SAP, the relevant personage of IT ministry tells factory of Shanghai machine tool the reporter, shanghai electric group uses SAP with respect to immediate decision without type selecting even, reason is, shanghai is electric should do 500 strong businesses of world, and SAP serves at the world 500 strong in the enterprise of 80% , who to choose SAP to be chosen again?



This is a lot of enterprises not plan cost, n most popular selling dvd discovery eglect a company the actual, real reason that disputes photograph choice SAP. Ever served Mr C at SAP China company to express distressedly, chinese company believes used SAP to be able to ascend personally at the world 500 strong, little imagine other people is to make the world first 500 strong ability use SAP software. When business management foundation system of as more fragile, contemporary as the west company does not match, management is intricate degree do not have dimensions of so tall, enterprise so big when, like using SAP software to seem to fly a plane from ZhongGuanCun to Tiananmen Square, very wasteful.



Interview a steely enterprise, person of the same trade that has very intimate knowledge to SAP to express for many times, have very great help to promoting an enterprise image with SAP product, this meant a company to achieve dimensions to change, collectivize, have particular actual strength. "If the boss of two enterprises is touched,went up, communicate each other, one uses homebred ERP software, one uses the software of SAP, the difference will be very big. The difference will be very big..



Accordingly, mr B that holds a post in advisory company nowadays thinks, like some of enterprise is like a person to buy luxury with SAP, it is to use those who fill appearance, indication identity and position. In the meantime, these people also are put in hypothesis of a kind of psychology, think the most expensive product always won't give an issue. In fact, the enterprise should select the rightest software product, is not the most expensive.



2002, SAP received the day that holds water 30 years. This year, the name is " SAP Germany builds: Fortune the administrative Great Master of 500 strong backside " the book was published. Mr B is quite deep to this book impression, because he often hears after this,the person of SAP calls SAP the administrative Great Master that is world-class when explain to public. He thinks these publicize misdirect Chinese user, "SAP is so famous, failure is his problem for certain, like saying failure hits him mouth like oneself, so very rare user admits he carried out SAP to fail publicly. So very rare user admits he carried out SAP to fail publicly..



The fame that is in China as SAP the client list of China of bigger and bigger, SAP is longer and longer, there is no lack of among them a few very well-known companies, add very rare client to state executive SAP fails publicly, these are abet the openly figure of SAP.



Nowadays, SAP is located in the Al most popular selling dog crates large l-in-one product of the product Business One of medium and small businesses and market of fixed position Yu Zhongduan surely, drawing near SAP this brand, also price does not poor.



Mr B points out, b-one product is rolled out after the product that SAP buys Israel software to develop business TopManager is compositive, concern with SAP it doesn't matter actually, the function is equivalent to Chinese price tens of thousands of yuan chamberlain mother-in-law software, also sell hundred thousands of yuan however. Do not be clear about when enterprise lane, when thinking SAP product is very expensive, SAP with respect to ask a price of all over the sky, some company chooses Business One, the quote of original SAP is as high as 2 million yuan, in the friend inside course of study give directions below, this company signs sheet with 800 thousand yuan price finally. Mr B says, a lot of enterprises spend Dongguan 3389 yuan went up Business One product, returning those who think oneself are used is expensive SAP R/3 system.



As to All-in-one, be SAP R/3 product simplify edition, complex degree very tall. Although SAP is so-called in the product beforehand buy a lot of functions, but the work that still needs to do a lot of clients to change, when test of the line on the user discovers a lot of functions cannot come true, consider as executive company not to serve to reach the designated position. If make more development further, the user needs to pay more cash. That is to say, user flower buys a product 800 thousand yuan, the result is spent millions of yuan will carry out, SAP throws this great weight to executive company. Finally, very much executive business can call in only one part imprest, the company that causes home to carry out All-in-one survives unusual hardship.



"Tsinghua violet light sold Bo Yan science and technology his All-in-one group; Combine An Da to have on ten million yuan receivable Zhang money closes not to come back, closed down finally; Tall Wei Xincheng also was bought by source dispatch April this year. Those abroad's big advisory company does not do All-in-one business, be afraid that the company can be procrastinated to break down. " Mr B says.



Going up SAP after this boat, the user is in weak power position from beginning to end, also do not have again from now on strong over- . And the continuance that forms contrary situation for a long time on prime increase with the user, the aureola that makes SAP dazzling gradually disappear fade, and even thoroughly undone.



   Tear down disguise or mask of an evildoer



In May 2007, the Xi Man that sat 10 years locally in president of SAP China division leaves, make the turning point of take a sudden turn and become worse rapidly of SAP China situation. After this two years, SAP China dispute fight of ceaseless, human affairs is more than. The tall canal position that the professional handler that comes from Hong Kong of Taiwan of Singapore, China, China held much, outback employee gets of certain level elbow out, popular feeling slack, also lost a lot of large sheet.



Although currently hold the post ofZhanglie of president of SAP China division,gave birth to confidence chock to be released this year " clear " the strategy. But analysis of the personage inside course of study, SAP China is in from before German engineer the culture of type, to the change of beautiful form culture of eager for quick success and instant benefit, violated administrative software company " group stability is Chongzhongzhi is weighed " this one rule, and the Zhang Liesheng of IBM one's previous experience is using the thinking that sells hardware to sell management software.



Face the fore-and-aft conformity of Oracle of old brand competitor, tide that offers unifinication solution, face the new-style software such as SaaS to apply the challenge of means, face home to wait for Xiang Zhonggao of administrative software firm to carry the feasibility condition that the market marchs with friendly, Jin Die, tide, the future that SAP is in China indeed can care.



  Of Xi Man times brilliant with flaw



A few years ago, appeared on the net one explodes the card of makings SAP inside story of a plot, nowadays, no matter be Google or Baidu,cannot have found this is textual, but still can see in the search result of Google a few in those days the former appearance of the article: "This year, the personage inside course of study knows, SAP manager of two large divisions and a few large trade directors run in succession consult a company greatly at each (4 big) , in each super big client of ministry of advisory service of large transnational corporation, SAP and SAP, the limited company of science and technology of Long Xiangxin beneficial that protects Jian to hold water newly this year with SAP company name does the executive business of SAP. Long Xiangyi is comprised by 5 investor in all, cast on average each 300 thousand: Currently hold the post ofZhang Xuefeng of general manager of division of SAP Hua Dong, currently hold the post ofgeneral manager of division of SAP China north to exhibit barge madam Li Wei (never be engaged in SAP business) , currently hold the post ofSAP steely industry... "



What this card mirrors is SAP China outer illicit opens layer of interior management disorder, management the true condition of the company, the Zhang Xuefeng that mentions in the card and in exhibiting barge to struggle in the politics of SAP of the last few years, be forced to leave. The personage inside course of study thinks consistently, the departure of these people is the result that company politics struggles only, be not this kind of not quite normative behavior place to bring about, but, these people dare hit the brand of SAP boldly to do his business, also be the kill that Ximanmo makes.



Ever 2004 ~ 2007 the hold post Mr C special yearning at SAP Xi Man times. He remembers the Europe form culture that the deepest is the model that Xi Man carries out, believe native, dog stairs for bed encourage employee innovation, let go let Chinese employee do, become one with with the Chinese at the same time, there am me in forming you with employee, there are you in me " brother " relation. On the partner meeting that holds every year in SAP, xi Man is met and every employee drinks a cup.



The Zhang Xuefeng of vice president of SAP China division that was dismissed in July 2008 joined SAP 1997 namely. Interview in media in, zhang Xuefeng expresses, the greatest sense that Xi Man gives him is " agile " . "Xi Man is right of culture include, to Chinese market characteristic hold very outstanding... he is not from Germany or in light of European angle Chinese market, when China begins to develop the market, he pays close attention to the each employee understanding to this locality culture more, is not the professional ability that values employee, not be to see you whether have European company background more. Not be to see you whether have European company background more..



We do not know Xi Man " agile " what is those who point to, but, cong Ximan's Chinese eloquence is first-rate, first-rate, in China the life worked more than 10 years, in light of the circumstance such as the way that still knows Chinese deal than the Chinese, xi Man knows well greatly in Chinese deal go regular.



Accordingly, the characteristic with Xi Man the oldest age, it is reinstate China native, go developing this locality market with native. " SAP Germany is built " one book points out, SAP is in China of reinstate basic the professional handler that is outback this locality, did not come from the employee of Chinese Taiwan and Chinese Hong Kong almost, this is the very big characteristic of inchoate SAP China.



Mr C points out, in Chinese deal must " do well relation " , "Want to be in China make it business, it is good to want a product, 2 it is good to want a brand, 3 even the relationship of two enterprises is good. What makes an impact pretty good? Drank wine twice to be familiar with more, to rake-off, go abroad please waiting also is commonly used method. " he points out, chinese deal special know a person, find new job from SAP when him after company of software of a home, so the client of SAP of a few choices also selected new product accordingly.



Accordingly, the enterprise that cross a state should be in China deal, with respect to the means that must get used to Chinese deal. Clever Ximanmo promised the action with a few not quite normative employee.



The service understands at seeking advice from Mr A of the company, in SAP China area, the high level of one class has chief inspector basically oneself company, perhaps have more familiar executive company. Sell a product to be not done only from SAP carry out begin, this kind of phenomenon is very common. For instance, a few hold a post in SAP old stuff left SAP to open an executive firm, at the same time still can 9 copartner still stay in SAP, go to the lavatory to turn the project from SAP interior go out. Still have a kind of form, a few executive companies are contacted for a long time with some high level of SAP, formed better relationship, this high level is met give this company the executive project subcontract of SAP, executive company serves as redound with share.



"There is about a hundred government that does a project to carry out to consult a company all round SAP, major company is not he seeks sale clue, 1 ~ is taken commonly when SAP makes sheet the advisory company of 2 be on speaking terms goes be being contacted with the client, give these companies executive project subcontract directly. Executive charge outclass buys the fare of software, this part carried out charge to enter individual pocket. " Mr A says.



China in chief of department of IT of some SAP client represents the district, they do not believe the executive company that SAP recommends certainly, the likelihood has 67 to become out fair heart, also having a few is to stem from self. When they pick executive company, look to use successful rate actually commonly, what enterprise has been carried out in industry, how many to have advisory, advisory wait from already check. Say fortunately like such clients that oneself have judgement capacit dvd discovery y, most client does not have this ability, SAP recommends to who choose, very easy by flicker.



The personage inside course of study believes, xi Man took the attitude that acquiesces in fact to these behavior, go up objectively a few abeter unhealthy tendency. They also believe, when SAP extends this Chinese new market, xi Man's means also has its positive effect, aroused the enthusiasm of employee adequately, all employee can unite of one mind develops the market. When allowing, Xi Man also is the phase with SAP China best outstanding achievement, allegedly annual growth is in two digit above.



2000, 12% what the income of SAP Asia-Pacific area takes global income, and China is not occupied only 1% . Nowadays, chinese market is in the portion in domain of SAP whole world is more and more significant, the high level of SAP also expresses the attention of pair of China markets in succession, ximan is original the sort of optional, comfortable, it is with the person this administrative culture no longer applicable, SAP is determined to introduce the beautiful form culture that emphasizes carrying out, pulled open the new era that SAP is in China.




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  • SAP of disguise or mask of an evildoer: The world is the greatest the Chinese truth dog crates large dogs of software company

  • Executive risk turns to associate







  • Factional fight and culture be on the wane






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