Former executives exposed Oracle Bone Inscriptions's insider: changing horses must be channels

Oracle Bone Inscriptions's L Larriere Lissen, the company led by the most adventurous madman, is the nearly suicidal marketing strategy in China, the largest emerging market, Oracle Bone Inscriptions and China, which will spare your life abroad or another crazy performance by crazy Larry? Our company is in constant communication and consultation with China Oracle Bone Inscriptions Company, hoping that Oracle Bone Inscriptions Company can refund our payment. It has been more than a year, and Ms. Yuan, the general manager of Beijing Aerospace Ideal Technology Co., Ltd., angrily told the Financial Times that not only that, it is almost unprofitable to be a product agent in Oracle Bone Inscriptions now. As a secondary agent of Oracle Bone Inscriptions, the space ideal was once Oracle bones. Of course, she made a lot of contributions and made a lot of profits. However, Yuan, who has been dealing with Oracle Bone Inscriptions for more than ten years since 1998, is somewhat miserable. She really can't understand what happened to this world-leading international enterprise. How to gain a foothold in China market without giving profit space to distributors? The frequent turnover of Oracle Bone Inscriptions and courtiers will make the agents walk on thin ice. According to incomplete statistics, the director of the agency department left in the middle of the year. Many middle-level and ordinary employees left their jobs, including senior managers such as industry directors, general manager of Shanghai office and director of telecom industry, including many old employees who have worked in Oracle Bone Inscriptions for many years. Zhang Shuheng is currently the managing director of Business Objects in China, and was once the general manager of China, Oracle Bone Inscriptions. In an interview with the Financial Times, he said that in the current organizational structure of Oracle Bone Inscriptions, there are three managing directors in charge of a region, and the function of the regional manager has changed from directing various businesses to providing support and help for Oracle Bone Inscriptions's businesses in various regions. On the surface, Oracle Bone Inscriptions has evolved into a state of "one country, three publics" in China, but it is hard to say how much decision-making power the three publics have on the China market. Under such an organizational structure, there is no authoritative arbitrator in China or even Greater China when there is a division dispute. Zhang Shuheng said that it is hard to imagine that Oracle Bone Inscriptions companies pay too much attention to performance, and it is hard to imagine the tasks assigned to salespeople. Under pressure, the sales manager will naturally pass it on to the partners and distributors. Some even cheat in order to achieve performance. After the implementation of the policy of "one country, three publics" in Oracle Bone Inscriptions, the channel policies and prices in different regions are different. At present, there are only two salespeople in mainland China, and there are telephone sales in Singapore (which can also promote business to mainland China). Parallel sales lines compete with the same group of customers. According to an insider of Yantai Huadong Electronic Software Technology Co., Ltd., a value-added agent in Oracle Bone Inscriptions East China, Yantai Huadong Electronics is now in direct contact with Singaporean sales and ordering products by telephone. How can East China Electronics, which is so far away from Yantai, be linked to the sales in Singapore? One day last year, a salesperson in Singapore called our company directly, and we don't know how they got the contact information. The person said that bulls go hand in hand, who abides by the rules? There are many agents in the same situation as Yantai Huadong Electronics. A salesman who used to work in Oracle Bone Inscriptions said that the pressure of telephone sales in Singapore can be clearly felt now. According to a person familiar with the matter, there are not only telemarketing in Singapore, but also many telemarketing in China. These telephone sales are in parallel with the existing channel system. According to the source, according to the division of labor, the software with the price below USD will be sold directly by telephone, and the software with the price above USD will be sold by Oracle Bone Inscriptions's sales staff in China. Of course, the final delivery will be the general agent. This model seems reasonable, but in fact, under the pressure of strong market competition, the two sales models will still compete with Oracle Bone Inscriptions's sales. Some small orders are often saved together to form a large order to avoid telephone sales. An industry insider said that a sales manager of Oracle Bone Inscriptions, who asked not to be named, told the Financial Times that every enterprise would set up a project to buy database products, and then the news would spread. Then the distributor Oracle Bone Inscriptions's industry sales, regional sales and telephone sales can get the news, and the multi-head follow-up system is perfect, and sales appointments are made at the same time. Business is becoming more and more strict, and the sales manager in Oracle Bone Inscriptions is under great pressure. According to him, the annual performance of a sales manager in Oracle Bone Inscriptions Company is divided into two parts: ERP 1 10,000 yuan/year and ERP plus database 1 10,000 yuan/year. In 2008, Oracle clearly stipulated that if the comprehensive performance of ERP and database reached the set target, if the single item of ERP or database failed to reach the corresponding index, it would be regarded as failing to reach the performance target. However, it is normal for everyone to sign more contracts as soon as this month is overdue. The manager said that officials forced the people to object. In fact, it is common for channel sales to suppress goods. Agents complain that many suppliers have pressed the goods, but few of them really go to court. According to insiders, this is a hidden rule in the industry. Many dealers say that it is understandable as long as it is not too much. However, the reason for the channel dealers to expose themselves resolutely is the frequent turnover of Oracle Bone Inscriptions executives and the meager profit policy for channels. Ms. Yuan, general manager of Beijing Aerospace Ideal, said that now Oracle Bone Inscriptions believes in her bones. Whoever makes its products by its products and brand influence can make money. Naturally, I also think that the channel is to let it give alms to make money, so I always maintain a condescending attitude towards the channel. According to her introduction, the discount for the first-level agent is only one percentage point, and finally the second-level agent has basically no profit. Now there are many agents who can't make money, and even turn their backs and go to court. Gu Wen's lawsuit is a typical case. According to an insider, Miss Xie, told the Financial Times that at the beginning of this year, Beijing Heteng Software proposed to become a partner of Oracle Bone Inscriptions's ERP products, but was told that it would not be able to do so until the end of the year if there were achievements. He Teng learned from Oracle Bone Inscriptions Company that Qingdao Sifang Locomotive & Rolling Stock Factory wanted to buy ERP products from Oracle Bone Inscriptions Company, but the customer could not sign the contract immediately for various reasons. He Teng could act as an intermediary to pay the payment to the Oracle Bone Inscriptions customer and then buy from He Teng Company. Software-This will not only help Oracle Bone Inscriptions to complete the sales task of this quarter, but also make achievements. Since then, Oracle Bone Inscriptions has drawn up a contract, in which there are representatives of Sifang, besides Oracle Bone Inscriptions and Teng, as well as the end user Sifang Locomotive and Rolling Stock Factory and the implementer Hande Information Technology Co., Ltd., but when signing the contract, Sifang and Hande were not present, that is, Teng and Oracle bones on the last day of Oracle Bone Inscriptions's third fiscal quarter. On the day when the document was signed and sealed, He Teng wrote a transfer check of more than 10,000 yuan in Oracle Bone Inscriptions. It took only one week for both parties to contact and sign the payment. Next, Oracle Bone Inscriptions said that there was a personnel change in Sifang Factory, and it was impossible to sign the goods of more than 10,000 yuan, so it was put in the hands of Beijing Heteng Software. After several unsuccessful negotiations with Oracle Bone Inscriptions, Beijing Heteng Software had no choice but to take legal measures. Larry Leeson, CEO of Oracle Bone Inscriptions Company, once said that his biggest dream is to surpass Microsoft and become the largest software company in the world. Judging from the actual situation in China, it is obviously difficult to realize such a dream. No matter how good the product is, it will not become the biggest and strongest enterprise. Even its ongoing plan to leave SAP may eventually evolve into leaving China Lishi Xinzhi/article/program/Oracle/2013117306.