Servicing China, Goldmine or Landmine?

This afternoon at 4:30pm at the SSPA conference in Santa Clara, CA. I will be holding a session to discuss the challenges and opportunities for North American technology product companies who are servicing customers in China.  Aneel Jaeel from Symantec has tons of experience servicing the China technology marketplace and he will be the resident expert for this session.

This is part of our SSPA Communities of Interest (COI) program where we take an interesting topic and hold open forum discussions where everyone can participate.  I really like the format because most people that attend this session and participate in the follow up conversations all have a common interest, in this case, it is doing a great job of moving into a new marketplace.

After our session today I will update this blog and provide some of the highlights of our discussions.  From what I have seen so far moving into China is far more difficult than Japan and some of the same techniques that we deployed in Japan just won’t work here.  I am very interested in the maintenance revenue and profitability aspect of this move and have heard several members comment about reduced margins for service in China.  So, what is that?  What service methods work best and what should we not be doing in this new space?  Today, our session will start this dialog and open up the floor for a whole lot more questions.  This should be good.

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