Factional fight and culture be on the wane

　　Factional fight and culture be on the wane

In May 2007, xi Man leaves his post, SAP China immediately entered personnel to change often eventful autumn. On January 9, 2008, assume office to leave what the Li Wenli of 8 months holds CEO concurrently from president of division of SAP big China locally only, area of SAP big China not answer exist, chinese region general affairs holds CEO Ji Bingmeng concurrently to manage by president of SAP north subregion temporarily. On May 30, 2008, the Zhang Liesheng that has worked 15 years in IBM holds the position of president of SAP China division. In July 2008, division of Cai Jianming of vice preside dvd discovery channel nt of SAP China division, China is advanced vice-president Zhang Xuefeng and Wang Wen of Chinese division vice president 3 people are fired forcibly, the politics of the company the fight is turned to the climax.

Every time is fluctuant, brought the leaves his post to organize a structure with the company adjustment of a few old stuff, the centrifugal force of SAP old stuff increases gradually.

Li Wenli is in although the time that allow is short, started however " clean the act " , the result that cleans this, include Huang Xiaojian, Zhan Ge namely the vice-president of strategy of area of two SAP China, vice-president that is in charge of grooming Wang Shengnan inside old person of the high level in company of China dog crates large breed of many 20 SAP leaves SAP in succession.

Ji Bingmeng is right also the constituent framework of Chinese area undertook major key is rectified twice. It is dozen of move " compressed turn management " banner, undertake at the beginning of 2008 " two " recombine. Before this, the sale group cent of SAP China area is " LE " (big client) and " SME " (in small client) door of two greater part, ji Bingmeng tears apart door of two greater part the sale group that basically differentiates by the industry into 7, for instance strategical trade group, channel sale group, straight sell the gro the most popular selling dog crates large up. Be being adjusted the 2nd times was April 2008 first " seven " , will strategical trade group again fractionize becomes 3 " trade group " , make 9 groups.

This year in March, zhang Liesheng of president of SAP China division announced new leading group, altogether has vice president of 11 China division and chief inspector of a market, one dogs the long media person forced smile that pays close attention to SAP to be as long as 10 years is worn say, he knows 3 people only in these people. Occupy media coverage additionally, making an appointment with the SAP China area of 1/3 to be in charge of high is airborne arms. Zhang Liesheng expresses to media: "Strategic side, discipline gentleman (point to Ji Bingmeng) had been made, I just am implementing his great strategy. I just am implementing his great strategy..

Ji Bingmeng joins in the effectiveness before SAP at Oracle, zhang Liesheng comes from at IBM, there is feature of typical beautiful form culture on the body. Analytic personage points out in successio dog crates large best buy n, SAP already from now on before dovish, with German engineer the administrative concept of type is the dominant, enterprise that pays close attention to long-term value, gradual change becomes with " pure sale " the concept is dominant, emphasize plunder type " make sheet " , have sth in mind is short-term the enterprise of the interest.

Look from the client's angle, sale group stabilizes the confidence that affected a client to choose SAP greatly not quite. Plan world information is senior analyst Cao Kaibin thinks, the stability of personnel is very important to administrative software company. When a selling manager and client talk, the likelihood is a lot of more affirmatory thing, include the price, service, personnel to wait, change a selling manager newly to be about to talk again afresh, communication cost is very big.

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Mr B once held a post in Oracle, he remembers clearly, motor of big the Yangtse River begins to contact Oracle from 2001, SAP chose however when final 2005 label is only, the person of motor of big the Yangtse River says to the person of Oracle: "You 3 years time altogether is sold 9 times, and SAP crosses two sales only, among them because rise job,one still did Manager. Your substitution is too frequent, we dare not believe. We dare not believe..

That is to be in the Xi Man times with sale very stable group, nowadays, the position of SAP and Oracle produced dramatic change, the manage origin that is turn for a client to be not stabilized with personnel suspects SAP.

Come from company culture and strung of firewood reward system say, SAP China also pays close attention to more at the moment interest. A few years ago, in the income of Oracle salesperson, the half is base salary, the half is the deduct a percentage from a sum of money that sign sheet, and the sale of SAP can take the base salary of 95% , project deduct a percentage from a sum of money is bonus. Such, the salesperson of SAP can dog for a long time with more energy a client, and need not be short-term task finish and be anxious. For instance the sale of SAP dogged one year to just sign group of Guangzhou light industry finally with 3 million dollar partly, the sale of meantime Oracle did not appear even.

Nowadays, mr B discovers surprisingly, present pay system mixes SAP Oracle is same, continue to use pay system of the United States. When global market growth puts delay, chinese market bore greater growth pressure, a place was in charge of by two sales in the past, likewise big now market has 5 salespersons to be being stared at. Someone says, zhang Liesheng is selling management software with the thinking that sells hardware, this affirmation won'ts do.

canon ef 15mmMr C that has left SAP says, the morale of SAP sale group gets occurrences in human life change and a series of " clean the act " the impact is very big. Software company is the person's company, it is soft culture, beautiful type manages too refine, inlander is overcome, work not happily also, one part person chose actively to leave, still having one part person is forced.

In the bad news inside frequent human affairs fight and faction, SAP China once was brought to think by employee the company culture that be proud, inevitably trend is confused, trend be on the wane.

Under the disorder, the outstanding achievement development of China of these two years of SAP is not hopeful. During subregion of north of SAP of Ji Bingmeng in control of, put forward in Chinese market " break up one time " software sells an end, raise 1 billion yuan of above 2008 from the software income of about 520 million yuan of RMBs 2007 namely. Of course, this highbrow growth target did not come true finally. What sign up for a number to seek money is good-looking, SAP returns dozen of idea that had old client, from 2008 second half of the year begins, will annual before the service fee of 17% rises 22% , increased the audit strength that uses to client software license at the same time.

These practices however cannot from go up at all solve a problem. Contrary, of company interior queasy let a competitor see an opportunity. In nearly two years, a lot of projects that SAP desertions, can calls the surveyor's pole inside the industry large sheet, its influence is very far-reaching, allegedly divine China, medium coal, medium the big client such as smelt metal is snatched by Oracle horizontal knife. And to SAP China, true crisis hour may have not come.

　　 Passive future and the times in the past

"SAP is mixed in international home market will more and more passive. " analyst Cao Kaibin expresses.

Oracle once by the enemy correct of regard as SAP. From the point of the international market, those who pass dragon of pair of People Soft, Siebel, hypo, BEA, SUN to wait for many 50 company after buying, the product line of Oracle is more and more entire, from the database software company of one's early years development is become cover a database, among, the company of soft hard unifinication that runs software and server. Such, oracle negotiates in commerce the space that go up is larger, for instance Oracle can is opposite user acceptance, you buy my ERP, I send you the database or among product, the user can be planted from this the in offerring benefit of integrated solution.

Software company moves toward whole business to change is a trend, all without exception of Microsoft, IBM, HP is such. Cao Kaibin thinks, SAP will be bought extremely likely, microsoft, Google, Oracle, HP, IBM is it is potential buy the home.

In Chinese market, SAP also is facing the contention with intense company of domestic management software. "User of domestic high end can be chosen in SAP and Oracle only before choose, the advantage of the respect such as management of resource of the Yi Ta that uses DCMS of friendly NC, 　 nowadays, tide group finance affairs in high end, manpower is clearer and clearer, can have been in with SAP high-end market one relatively relative superiority or inferiority. " Cao Kaibin says.

To get used to Chinese market, SAP oneself the adjustment that also made a few products and strategy, but the effect is not ideal.

Those who enter Chinese market is inchoate, SAP was rolled out " beacon plans " , those who point to is the enterprise that is on bibcock position in each industries. The transnational corporation such as one steam masses, Bao Jie, Kodak, and subsequently sea Er, associate, the well-known company of a batch of home such as long rainbow, Kang Jia becomes beacon user in succession, this also is SAP " sell outstanding client outstanding product " of the concept reflect. Next a few years, in petrifaction, medium the client that a batch of large and state-owned companies such as oil become SAP in succession.

Begin from 2005, SAP puts the driving force of growth on body of medium and small businesses. At that time, SAP had formed the My SAP that is located in high-end market surely to cover, the All-in-One that the market carries in be located in surely and the Business One3 that face medium and small businesses are planted product. 2005, SAP begins to recruit agent and partner energetically in China, find users of more medium and small businesses for All In One and Business One.

SAP rolled out associate of channel of Partner Edge(advantage early or late) plan, and " blue move China " plan, market of the medium and small businesses that send force. In " blue move China " in the plan, SAP and east so the most popular selling most popular selling dog crates large dog stairs ft waited for a partner to roll out those who be aimed at disparate industry jointly " ERP formula " . SAP also made grandiose medium and small businesses extend a target, for instance one of development targets of SAP were 2010 client amount is achieved 100 thousand, to achieve this one goal, SAP Asia-Pacific area plans to expand client of medium and small businesses 3 times.

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The data that SAP announces external all the time very hopeful, for instance the number of end of the 2nd quarter showed 2008, SAP makes an appointment with 1800 clients in China, the new client of 75% comes from medium and small businesses. Cao Kaibin thinks, the product of SAP does not accord with the real need of Chinese medium and small businesses. For instance, the medium and small businesses that SAP place defines is year of battalion control the company under 1.5 billion yuan of RMBs, the enterprise of such dimensions has been larger company in China.

Opposite to this dog crates large dogs demand so not simple client group, what SAP offers is Business One however this price hundred thousands of yuan small-sized ERP system, include management of resource of financial, manpower and content to shed the module such as management, but the module that does not have production production technological process. Comparative these functions, the administrative software of home that waits for financial system one's previous experience with friendly, Jin Die more be good at, at the same time domestic company still has the advantage of the price, service and channel.

In interviewing, a lot of suffer the person that visit to happen to coincide the ground mentioned a viewpoint, chinese user is too immature, ability can choose SAP blindly. Mr A expresses, the domestic SAP project that he participates in has a problem almost, announce good news for instance bird, Neimengyitai. China is telegraphic a few yuan project, carried out the cost module, financial module, module such as project management only finally, "The place with SAP best product should be manufacturing plan module, estimation home the client of 50% is trashy rise. If resemble Chinese telecommunication carrying out these a few small module only so, domestic ERP software can satisfy its requirement completely. " Mr A says.

1972, 5 engineers that come out from IBM established SAP, 30 come for years, the kernel of SAP did not change all the time, the trade that its use is increasingly extensive however, had reached 35 industries at present. To get used to the industry with disparate so much, the complex rate of SAP product is higher and higher also. An equipment makes the enterprise of the industry do not need the the best selling dog crates largeexperience of other industry, but its pay fee for these functions that do not need, the sexual price that causes a client to buy SAP product is compared too low.

On the contrary, as Chinese user the increasingly mature, software that begins to choose to suit oneself is not the most expensive software, upgrade ceaselessly as what wait for domestic software product with friendly, Jin Die, the real need that the core function of the product can satisfy domestic major company, the advantage that SAP is in China will be progressively subsidise.

The golden age that SAP is in China be about to ending. And the only that creates this one situation shoves a hand, created just about him SAP of golden age. The administrative Great Master of 500 strong backside of world, arrived to must make a change when.

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