" computer world " magazine cover
Reporter Chen Shujuan
Do you know SAP? Oh, know, full ave is, s-P-A, SPA. Those who make afore-mentioned replies is an average consumer. This is the current situation that SAP is in China: Its unlike Microsoft, IBM is had in the masses in that way " accurate " brand acknowledge is spent. But inside IT course of study, it has a bit to rude again at former approbate extensively degree, mention SAP, people be filled with deep esteem.
Over CIO, you can hear different person to repeat same word to you, "The 80% is SAP clients in 500 strong companies of world " , "The administrative software that the ERP of SAP is world-class " . Of all with one voice say decline, let you must admire the force that SAP publicizes. Halo is so dazzling, so that a lot of expenditure go up ten million yuan the actual application that the Chinese user that carry out My SAP several yuan even is not willing to admit software is not successful, although they often complain below illicit, regret, prepare to complain even.
spring poolBe in SAP China, in-house acuteness adjust never had stopped. Begin from 2007, in two years of short time, SAP China experienced Xi Man to leave one's post, Li Wenli leaves his post, Zhang most popular selling dvd discovery Liesheng assumes office wait for great ways of the world several times to adjust, had produced bubbling with noise Zhang Xuefeng, Cai Jianming and Wang Wen 3 vice-president are forced " leave one's post " incident; Divine China, medium coal, medium a batch of clients such as smelt metal are reaved, outstanding achievement grows also short of anticipates, "Say popular feeling slack is not beyond the mark. " an in-house personage that does not wish to disclose a full name expresses.
But this did not let SAP step down altar in user heart. In managing software to carry out a process with all possible means rich weichis, the influence that makes gain and loss defeats case falls lowest. Although interiorly manages so acuteness adjus dog crates large best buy tment to fall, the outstanding achievement of SAP China accumulates coast without occurrence bedding face.
On one hand, the surveyor's pole enterprise of the most influential force in including an industry inside the user never has stopped to complain; On the other hand, competitor, analyst, user in succession calm bear, the product of SAP is really first-rate. The backside of this paradox, does the truth where? Tear down beautiful " disguise or mask of an evildoer " , what about is SAP China after all?
The calamity of the user
SAP China has to grow long client list, how a few clients often succeed in the application of SAP of the prate on media. Unbeknown is, the company list that uses very bitterly with SAP also has very long, it is these information were not made public only.
For instance long rainbow. It is carried out in SAP " beacon plans " when bought SAP R/3, accumulative total invests many yuan of 5000 RMB, the result is goodish however. At the beginning of 2003, assumed office to visit the IT head of a department of long rainbow at the person of some advisory company nowadays, heard fact makes him astonied: The stock accuracy rate of component has 60% only, manufactured goods accuracy rate has 25% only, systematic action is to call dozen of bill merely, should purchase what, production what, still get relevant personnel to go to storehouse check the amount.
Can this be called a success?
The praise sound of the lean to one side on media, attracted name of more client admire to use SAP. The SAP nowadays is not the boy of that wool head when just entering Chinese market 1995 any more, more and more China clients hit 800 phones, hope actively to buy the software of SAP.
If knew a few o dvd discovery best buy ld clients use the real experience of dog crates large SAP software, still can ground of strive to be the first of so much client chooses SAP?
the client " cheat " in one's hand
2001, the Kong Hanning that SAP holds the post of to combine CEO when comes to China for the first time, attended SAP and in petrochemical autograph arranges a ceremony. This is the bill of the first when SAP obt the most popular selling dog stairs ains in China large state-owend enterprise, amount is as high as 200 million dollars. 2005, SAP signs the oil in making an appointment with, the project contract specified number that give exposes to the sun to be 150 million dollar on media. Recently, one goes up in the net " suspense of sodden end of SAP of national electrified wire netting " say in the article, SAP wins the bid the project amount of national electrified wire netting achieves 2 billion yuan of RMB.
It is day price as expected. But, is SAP so expensive really?
"Think SAP is expensive all the time inside course of study, this is misunderstanding, actually it is hit after folding very cheap. Similar product sells 1 million yuan still is 10 million yuan, depend on ability of business affairs negotiation, the salesperson can be mixed completely in License amount the make an issue of on the discount. " Mr A that in some SAP executive company holds a post says.
The project that Mr A once regarded an expert as twice to attend SAP early or late inside a month reviews bid, one is Changjiang Delta some is large client, bought a few License only, many yuan 100; One is inside the client of unconscious remote region, same a product sold many yuan 1000, "But the dimensions of this client is far be inferior to Changjiang Delta that client is big, is this unconscious client? " Mr A asks in reply.
SAP regards main quoted price as the unit with License, for dvd discovery 3 instance dollar of a License8000, make an appointment with 60 thousand yuan of RMBs. The price × of License its amount, it is the software fee that the client needs finally to pay. However, the License amou most popular selling dog crates large nt that the client buys, obtains value discount however there's something behind all this can be done. Come up against those not quite the client that know, SAP can sell a Yuan Chao to cross the License that the user needs actually, ask a price of all over the sky of it may be said. Arrived to Oracle participates in the circumstance of contest mark, or when the client compares know the business, the quote of SAP is met relatively a few lower. Quote for depress even occasionally, obviously the client needs 100 License, SAP says 20 are used quite however, won a client with low thereby. However, SAP has very rigid verification system, SAP has authority to be checked every year in the system of the user, the actual user quantity that examines according to the system collects fees. Such, even if client signed a contract with inferior value at first, to satisfy the need that uses actually, also must buy sheet for the user number that comes out more.
The retractility on the discount is bigger. A few users that the reporter has asked did not disclose specific contract amount. Mr A expresses, low discount is in about 3.5 fold ～ 4.4 fold between, a few clients that do not know a condition may with 7.8 fold total even value to buy, "Can buy won't buy, price difference amount to is decuple. " another once served to express at Oracle, Mr B that has done SAP to carry out adviser, once left for loot client when aperture writing Ning Laihua went out 0.2 fold exceed low discount.
modern dining chairsSo, how does SAP master the rebate measure of disparate industry, different company? Introduce in the user of a surveyor's pole of cement industry according to SAP, SAP emphasizes the appeal that inspects this enterprise to be in an industry, and the growing sex of this enterprise itself. If facilitate SAP is entered, occupational this industry, SAP may affirmatory low-down discount, so that establish surveyor's pole user. If the enterprise has firs dog crates large breed t-rate development perspective, the License measure that future uses will increase ceaselessly, bigger to the appeal of SAP. But so low discount, is SAP returned can gain money?
Clause of Xiang Yu the Conqueror " cover prison " user
Actually, the SAP on the user should pay 3 parts fee commonly, the first part is License charge, more, amount exceeds the amount big; The 2nd part is to upgrade charge, also call a service charge, according to the certain proportion collection of the software product amount with certain contract, want you to still be in only use SAP software, be about to pay this fee; The 3rd part is executive charge, obtain by the partner of SAP commonly.
"The business that SAP place does is to earn firmly actually not of compensate. When the enterprise greatens, user number can increase 20 from 10, license is more, upgrade fare is more, unless user need not SAP is offerred upgrade. " Mr C that once held the position of intermediate administrator in SAP expresses.
Serving cost is the pay with very high brushstroke. 1992, when SAP has not enter China, factory of Shanghai machine tool cost 2 million dollar to buy SAP software below the support of bank of alive group, according to the service fee of 17% is led at that time, annual factory of Shanghai machine tool wants pay 30 much dollars. However, SAP software cannot satisfy the requirement of Chinese financial institution even at that time, the effective demand difference with Chinese enterprise is too big, only inventory module is being used. Last centuries 90 time evening, the management of the enterprise encountered a few difficulty, financial insolvency is annual the service fee of 30 much dollars, 2006, factory of Shanghai machine tool must choose the software of home that use friend.
When choosing ERP software the 2nd times, the decision criteria deal with concrete matters relating to work of factory of Shanghai machine tool a lot of. The relevant personage of factory of Shanghai machine tool expresses: "Running software is not to use 9 years, want to use just a little 10 years however, the enterprise must consider to use an issue for a long time of software. It is commonly when the system on the enterprise when money is more. " look in him, once the company grows get into trouble, use probably do not remove the software with so costly SAP.
Accordingly, the reporter interviewed pleasant to the ear to arrive the reminding of kindness of a lot of users. China in when IT department chief Mr D of a SAP user reminds the area the enterprise uses SAP must discreet, he suggests to a few problems must think before the user chooses SAP: What problem should the enterprise solve with SAP? Once use SAP what to module you can use? How many does user number have? How much should hand in every year to upgrade about charge?
In the contract, SAP is made clear, those who make a whole year and a not whole year upgrade after cost, the user is OK whether does write one's own ticket continue to purchase a service. The contract that will sign in September for instance, 10 ～ this part will be not whole year December, next one year service fee also must want to hand in, user ability freedom chooses later. The service that the user can obtain includes: "Release and what the consign of version, corrective version and software repair a bag is long-range offer, the phone seeks advice, long-range support / the online service of up to date information, SAP, SAP EarlyWatch Alert, and SAP Solution Manager. " if do not purchase a service, the user hits the 800 phones of SAP to was not answered, SAP also is offerred for the user no longer upgrade, the appreciation such as the communication of new technology new application serves.
furniture lightThe technical group that this means an user to need this to own product of an understanding SAP and company business. And the kernel that the complexity of SAP product brings about technical personnel to master SAP product very hard, talent education is very difficult, even if education came out, SAP carries out advisory good-paying alluring the prediction of a person's luck in a given year of these personnel, bring about a lot of users to must rely on the service of SAP.
In the meantime, the service that does not purchase SAP still has more serious consequence.
The reporter obtained what an enterprise keeps society of informatization of Shenzhen city industry to complain correspondence, letter middle finger goes out, SAP one-sided changed service agreement 2008, added the service that a lot of users do not need, expend the service at the same time scale from 17% go up to 22% . "If be not bought,the service of SAP can be put in obvious risk. " complainant expresses angrily. Do not purchase the service of SAP, the user cannot get the KEY that installation requires when the server is migratory, after this will bring about existing server to discard as useless, the system cannot be used. In the meantime, the user can no more apply pair of systems change attributive, bring about a system to cannot satisfy the need of business likely.
Just about SAP is strong the behavior that raises service cost, make user of SAP of Shenzhen much home reconsiders the protective issue of self interest, studied the contract provision that signs with SAP carefully. The user of SAP signs software agreement with SAP Beijing commonly, think to add up to the premise of compasses in SAP, this agreement is permanent. Additional, the user also can sign service agreement with SAP Shanghai commonly, in proportion pay serves cost.
"The existence in software agreement and service agreement has the article that breaks fairness apparently. " after studying a contract, the user reached such conclusion.
For instance, the perpetuity issue that software permits. According to contract provision, after once SAP announcement is permitted,just violating any provisions of software agreement badly 30 days, SAP is OK one-sided terminates software agreement. After software agreement is stopped, just be reached what its correlation company ought to stop database of pair of software, documentation, tripartite and other SAP to have news only instantly to use by the license, and ought to reach memory from all computer hardware delete permanently in carrier / eliminate these content. Inside 10 days after any termination, just ought to be had place by the license the complete copy that formal SAP has news only gives SAP(appropriate is packed and ensure with safe consign) , charge by just be assumed by the license, or the requirement according to SAP its destroy by melting or burning. The agreement r dog stairs for bed eturns a regulation, the agreement below any circumstances is stopped, all just be had no right to ask by the license any already paid money return.
To this regulation, the user thinks, just should be had to already buying the license inside the amount by the license perpetuity. In the meantime, no matter serve an agreement to whether be stopped, be permitted square should permanent the right that owns migratory server and modificatory system, these rights must get specific provision and protection in the agreement.
"Although was handed in,defend fee, SAP also cannot provide the service that makes a client satisfactory, we ask SAP is offerred with collect fees the service of conform to. " the user is complained so. The user hopes SAP adds adviser to serve a hot line, online the problem that solves user in use to encounter; Provide service of check of advisory and fixed make one's rounds, advisory pay a return visit; The demand increases the service center that Chinese this locality changes; Allow to describe referred question to wait with Chinese. The service of visible SAP has how not " this locality is changed " .
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