The latest power of "Knowledge Economy": "Oracle rabbit died in dogs? "
Zhijie died, Hamp decline ... Many IT consulting companies are associated with Oracle Chinese companies, but most are bad results.
Oracle rabbit dead dog cooking?
Text / "Knowledge Economy" reporter Xin Yong Yong
On July 19, 2004, Lu Chi, director of Director, Greater China, China, was launched with his new executive team with his new executives. This is a collective excitement for Oracle Chinese companies under Lu Xi.
However, it is more important to face the first thing that Oracle China's problem is not there, and the personnel change is only one ring. The more deadly problem is that Oracle Chinese company blindly raised the direct banner, how many rabbits have died I suspicted. Although Lanchi did not deny the role of partners in Oracle China, this is just the past.
"We now make a two-year-old Chen Kun, which is two-year agents, have begun to consider the next step.
"If the chicken ribs are lost, people will be a bit unfortunately. For Oracle and us, it should be when they trust the trust." Chen Kun's words are very representative, this trust, in Chen's view, including the ingredients of commercial ethics.
The change is not thick. This time, the process and the strict discipline of Lu Xi, which entered Haberille, Zhang Shuheng, etc., began to start from channels, clean up the portal, and fully demonstrated the land-style ironfield. The surgery playing of its "Sweeping medicine, fast knife,", as a 2003 US war war, looks clean, the last result is to be considered.
After all, the behavior of fundamentally ignoring partners and customer interests is business taboo. And this kind of business taboo has been staged in the history of Oracle Chinese companies in the past more than 10 years.
Beautiful oracle past event
For Zhang Wei, the group entered the United States in 1997 is a chance. Prior to this, Zhang Wei has been planning for a period of time in Wuhan, and the beginning of the year is also working with planning. In 1996, the United States has determined that the Oracle system management software was launched. At that time, the concept of ERP was not popular, more in the MRP stages. Zhang Wei "I didn't expect myself to be assessed to key users" and started the career of IT consultants.
"Now China's IT consultation qualifications are mostly the beauty, Huawei." - Huawei is the same as the United States, is Oracle's early customers in China. In 1999, the United States, the United States, which came out from the United States, was established, Hanp, Hance and other a group of long-term IT consulting companies have just been established.
"The Hump in that time is a empty shelf. In addition to Zhang Quan, no one has taken it." Hanmu, Hanzi is based on Oracle, and there is no customer to implement experience is their hard injury, "including Puhua Yong Yong," Tao. "So, when the beauty is still on the Oracle system, the US implementation team and key users have begun to take away, which reached a climax when the United States was established in 1999.
"The more than 100 people participating in the United States. At that time, it was a ready-made gold mine." It is also from the beauty of the beauty, and Li Kuan, the chief consultant of an IT consulting company, is a few years of predecessor. The "digging movement" is still remembering.
Beautiful, Huawei is excavated by the implementation personnel and key users, mostly flowing into China's newly-old IT consulting boundaries,
These early Oracle users also helped Oracle once able to occupy the high-end market for China's enterprise applications.
Li Guan believes that "Before and after 2000, Oracle is highly due to the beauty of the United States, Hamp, Hanzhi, these partners." This positive value SAP has pushed his own four or five years. " When SAP plans, SAP is more in China, and Oracle is unite with China's local advisory partners, so that SAP's "lighthouse plan" is often stirred. Among them, Harbin and Changhong and other orders. In 2001, the United States information changed renovation. This year, the first phase of the oracle system of the United States has basically completed, and the implementation personnel and key users who have participated in this project have been included in the competition. Saiyi has started this role of Oracle, and continued until now.
"This year, it is also the most coming for the competition. The original person of the original beauty is almost lost at this time due to treatment." Zhang Wei is also a Hong Kong-owned enterprise that is online in Oracle system in 2001. Dig it away and did an internal consultant. At the beginning of this year, Zhang Wei jumped to Guangzhou Kesen Information Technology Company, once again become an IT consultant. "In Cosan, there are also many people from the United States, including 3 Chief Advisers in Kosen and our current consultant manager now."
The beautiful radon on the competition gradually dull with the loss of the consultant, plus the lack of its market operation capacity, Oracle began to turn attention to supporting other partners, and the competition became a regional second-channel system integrator. .
Partner's non-Oracle logic
For Hamp careers that you have been separated from nearly two years, Lin Xiaobing, who is now specializing in Sweden's system software agent, does not want to say more. But talking about Oracle and the "Papeng Plan" of the year, he is obviously excited.
"In addition to the reason for Zhang Huayuan, Hamp's gathers and decline, Oracle is a major factor." Since leaving Hap, Lin Xiaobing swearing never to contact Oracle.
Zhang Hao has created Happ in 1997, since the massive excavation of the United States in 1999, after the implementation of the team, Humprum has been signed crazy. "," With more and more orders, the lack of Hamp consultants is increasingly becoming a problem. "In these two years, Lin Xiaobing South is going to the north," Even the birthday is missing twice. "
The payroll of the consultant is the largest expenditure of the company. Without a consultant, the empty list of empty orders let Zhang immediately start anxiety, the easiest way is to find investment. At the end of 2001, Lenovo Group injected cash HK $ 55 million and invested in Hamp, and won the 51% interest in Hamp. After that, I have reached the recent Lenovo, including the IT service department, including the former Hamp, Hapu changed its name to Lenovo Hamp.
On November 25, 2002, SUN, General Manager of China, General Manager, Time, Time, General Manager, General Manager of Oracle, China, is a successful strategic alliance in Beijing, which is the so-called "鲲 鲲 计划" . Among them, it is responsible for the Oracle system consulting service is Lenovo Hamp.
At that time, Oracle Zengijiji, spare no effort to promote its channel strategy, build China's Oracle department, challenge the promotion of SAP in China's SME market.
At the beginning of the formation, the "Dream Team" issued a rhetoric: "We don't want to sell ten sets, but dozens of sets of hundreds of sets." After half a year, the facts of the facts are precisely "ten sets they don't want to sell" Eight sets.
At that time, Lin Xiaobing also went to the scene. He seems to this, "Yu Peng Plan" "is like a farce."
One year ago, Zhang Kaifeng from Hamp, now Shanghai claims to be "unemployed tourism", in fact, doing universally visible independent consultants in the industry. Prior to this, Zhang was already a four-year-old man.
For the "Shupeng Plan", Zhang Kaifeng's criticism fell to Oracle. "Oracle has no strategic consideration to SME market, a greater degree of speculative activities, its business logic and management methods are significantly uncomfortable in China's market demand. This is an important reason for the unfavorable progress of '鲲鲲 计划'." Oracle is in Lenovo At the beginning of cooperation, I have committed to developing personalized products for SMEs in China, but I actually didn't do it, just make it a standard version of the product to re-package, change the soup. The so-called special edition of the e-commerce kit, "in fact, the price is particularly particularly."
The most interesting thing is that its product R & D team is not in China, but in Singapore, it is the Indian engineer, and does not understand the needs of Chinese customers at all. And in the actual operation process, Oracle is not willing to make changes.
Lin Xiaobing has done a small and medium-sized corporate list, and some reports needed by the company, Oracle is unwilling to provide. Lenovo Happass has no results, "Oracle will tell you directly that if needed, you must purchase another."
In fact, Lenovo Happ put a lot of monots, but the last mostly because the customer found that the product is not limited. In order not to lose our customers, Happ can only re-push standard editions, even replace other manufacturers' products.
In terms of market strategies, Oracle also has a good time. Oracle has claimed that it will strengthen the cultivation of secondary channels with Lenovo Hapu, and this commitment has not fulfilled. "They have no cultivation of channels, but only with the end of the year." This is a big phase of the company's latent operation and long-term strategy for the Chinese market. The operation process of the entire "Papeng Plan", Oracle did only the simple price adjustment of its products and some market propaganda promotion, pursue short-term profits, without long-term.
During this time, Lenovo Hapu, "Almost in the '鲲 鲲 计划'" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" "" The rapid rise. Especially those who have a SAP agent. "Zhang Kaifeng believes that since then," Tupeng Plan "is a turning point in Happo.
After this, Hapu began considering its partner selection, taking the "Riding Strategy" while launching Oracle, SAP two business lines.
"Now, Hamp is here, business focus is increasingly tilted in SAP." Lin Xiaobing thinks that Oracle traditional partners including Hance will have continued to put core resources in Oracle.
Crossing the river, the bridge leads to death
Zhijie once is Oracle's largest partner in China.
This name is a management consulting company in the United States as a Hong Kong background, which is bundled with Oracle very early. Borrow Oracle to enter the background of China's mainland Hong Kong and Taiwan background with Oracle in Hong Kong and Taiwan, Japan and Singapore.
"Many Hong Kong and Taiwan companies apply Oracle systems, which also affects them in the mainland." Zhang Wei has entered a Hong Kong-funded enterprise to do Oracle.
"Oracle is in Asia, in China, in China, in particular Japan, Hong Kong and Taiwan area is better than SAP, from this point of view, this year's high-level changes can also be understood."
In fact, Oracle, especially its enterprise application, is also started from Hong Kong and Taiwan. In the Chinese local corporate market, until the two orders of the United States, the beauty of the United States, and the promoters of these two near-collective hopping people and key users, Oracle began to get on the Chinese market.
The early consultants from Zhjie from Hong Kong, salary is much higher than that in mainland China's local consulting firm. Follow up the development of the Oracle China Market, Zhijie's advisory team urgently needs to add.
From 1999 to 2000, Zhijie took a lot of wages than the other partners of Hamp, Hance, and the consultant from Huawei, and its scale expanded, and became Oracle's largest partner in China. And, with it is the rapid rise in the cost of Zhijie, compared with other consulting companies, Zhijie has to face high-level salary expenditure.
"At that time, Zhijie also enjoyed the treatment of Oracle exclusive terms, with Oracle's relationship once intimate." Although the time in Zhjie is not long, Li Yuchao is still difficult to cover up his face. "It can be said that in Oracle's partner, this time, Zhijie is doing the best."
But the end of 2002, the industry suddenly passed out the news of Zhijie "will die".
"It's not a business problem, you can't say that it is a market problem, the direct reason is that the cash flow suddenly shorts." Li Huadhao feels suddenly, "when you start, I am even less believed."
Prior to this, from June to November 2002, 5 months, Lu Zhijie signed a total of 18 million contracts. At the "Oracle World 2002 Beijing" conference in June of the same year, as an important partner of Oracle, Zhijie's scenery is unlimited on the venue. Oracle clearly expressed its support for China's channel partners, will be supported more than three aspects to improve partnerships: 1. Improve support, service ability; Second, expand marketing scope; three, enhance partner. In addition, it is necessary to give important partners from funds.
Li Yuchao believes that even if the Shandon shareholders don't reach the current problem, Oracle will not sit on. "And it is a 200,000 cash flow issue."
But the final result is that Oracle is the same as Zhijie shareholders.
"Later, we think that this is nothing to do with Oracle. The list of Zhijie signed almost all are related to Oracle, and it will not fly because of the death of these monots." Li Yao is now It is difficult to accept this oracle indifference.
Bracketing and Oracle corruption
In 2001, the Oracle China under Hu Bolin led Oracle China's market building movement. "From a certain extent, the chaos of Oracle's channels are also starting at this time." Oracle's long-term partner boss thinks.
In this year, the threshold of Oracle agent is suddenly lowered, and the exclusive provisions of traditional partners such as Hamp and Zhijie will be invalid. The superiority of the past begins to gradually be swallowed.
"At that time, you will suddenly discover that Oracle's agent can be so simple. Several people can look at the qualifications of Oracle agents." One day, Zhang Wei is now in his opinion, I don't know what is ERP. When a person is also an Oracle agent, he began a little confused. "This has caused a big impact on the China IT consulting industry."
In fact, those who have not done IT consultation dare to do Oracle agents, which are the generally visible subcontracticity of the software community.
That is, as long as you have a relationship, you can pick up with Oracle's salesman, get the next list, you don't need to implement it yourself, as long as you can find small companies with implementation, but there is no relationship, or temporarily patch up a implementation Team, in general, you just have to pay a penny in the middle.
"A 2 million list, if it is done under this subcontracting system, the customer may only get 500,000 actual value." A person who originally did Oracle agent told reporters, "This is in some small and medium-sized channels in Oracle." It is very common in it. "
What is even more, some orders are separated by layers, but in the event of a business customer, I can implement the banner of Oracle's implementation consultant. In 2001, Hong Kong Telecom Yingke became a total covertant header of Oracle China Mobile. Although Telecom Yingke has a rich operation experience in the telecommunications industry, "In fact, it is not strong at the system integration." This is also the source of China Mobile has become the first source of Oracle China failure.
After the total package is qualified, it began to subcontract the underlying system integration. "Kesen is also established at this time." At that time, Kossen only a few people in Hong Kong. "Because it is a Hong Kong people, it may be better than Telecom's high-level relationship." The starting point.
More subcontractors have adopted a layered sub-packaged way. In the end, China Mobile's single submitted Telecom Yingke said that what is the so-called Oracle consultant is implemented.
This chaotic situation is performed on the end of 2003, in China, "Doing Oracle's people like a pyramid." The top of the tower is Oracle sales staff.
This phenomenon also directly gave birth to the universal corruption of Oracle salespersons, as well as the Oracle channel policy that is widely accused.
"There are many Oracle salespersons, I will open the company outside, and then bracket to agents in the name of Oracle."
Some salesperson collude with some stakeholders, in addition to providing customer information, teamed up with other partners in Oracle, "If the competitor can't get a lower discount than their lower discount, it is generally It will be automatically exited. "
In the channel system of Oracle, gradually form an agent to try to work with Oracle sales staff, while we must fight with the competitors in the system, while you have to form a situation in order to play out of the competitor outside the system. "It's really hard." Li Bo's relationship between Oracle was not very hard, and later was forced to withdraw from its channel system.
On the other hand, Oracle has a near demanding payment request for distributors, "pays to the goods, the goods are not retired", and it is indisputable. In order to take the customer's list, the agent has had to pay the payment in the first time, and sometimes it is to take money under the forcing of Oracle sales staff to help it complete performance indicators.
The cash flow shortage is almost a headache problem for all Oracle agents. "Oracle does not consider our difficulties, it is particularly confident that our products and market influence. For it, the agent is to seek to give it." Li Bo is quite angry.
In fact, the BUG problem of the Oracle system has been co-known, which is also highlighted in the system implementation. Whether it is in the implementation process or implemented, it will be accused of Oracle, and these accusations generally only fall on the agent. "For us, do not expect to complete the contract payment completely."
In this way, under normal circumstances, the agent is facing a common difficulty issue in addition to the tip requirements of Oracle sales staff and Oracle's payment requirements. Li Bo believes that "Zhijie's death is also related to this."
For the customer, in such a channel system, "Implementing the Oracle system is actually a huge risk." It is not difficult to understand the weakness of Oracle in the Chinese market in recent years.
The long-term email and partnership of internal corruption neglect, which makes a lot of people who understand the truth can not understand, but in Oracle has been in the past few years. In this regard, the vast majority of industry insiders believe that "this situation is not in agents, and it is in the end of Oracle's operational mechanism."
In February of this year, with the high-profile debut in Oracle China, Oracle's sales strategy route in China has become more and more obvious. After Haberil's 2002 cleaning channel movement, Oracle has begun in China's larger channel shuffle, and now there is a problem with Oracle, it can return to its direct sales model in the world in China - one by one Do not give up without the purpose of the purpose? For the partners who have opened up the Chinese local market in China, including the death of Zhijie, the fading of the race, and the Hanpse and Kossen, still available now. Oracle is already or is becoming the past.
For China's more practitioners, regardless of its change route, the American hegemony inside the oracle bones and the river, they don't believe what changes will change.
For Oracle, in the Chinese market, trust will be the theme of the next many years.
