(2004.05.13) From: Computer World "In recent years, domestic software companies, especially for Japanese software outsourcing companies, have an large piece like spring bamboo shoots. Among them, some small companies are just a few people, they have opened the company, and they are not clear. The situation in this market, the main statutory in the hands is a low price. In fact, this market has a lot of payments. Talking about tactics. It will make a simple market. "A long-term business owner of the company's outsourcing. The current status is worried. According to statistics, the proportion of day outlets in China's entire software exports is as high as 70%, but the proportion of Japan's outsourcing market is less than 1%. In this market that has been launched, how do my country's software companies, especially now, have now given their own advantages? How to avoid unnecessary mistakes? What kind of tactics will work more? The reporter has been an interview with a number of representative software export enterprises and related software to promote the department.
China's innate advantages and post-issuance strength (small title)
Beijing Yunsi Tech Co., Ltd., Beijing Zhongguancun, is a small company that is established. Its main business is the export of Japanese software. Now, from Dongping, Fang Zheng, Wave Take Soft Software Enterprises to Keystead's small companies to focus on the software outsourcing market to Japan. According to the statistics of Li Jin, the International Cooperation Manager of Beijing Software Industry Promotion Center, Beijing's software exports 2003 customs statistics are $ 138 million, including 94.9 bill 200,000 US dollars in Japan's export software, accounting for 68.8% of Beijing software exports. The proportion of exports continued to rise for five consecutive years. Li Jin said that the difference from the national software exports also accounts for nearly 70%. Lu Ling, deputy director of the Beijing Software Promotion Center, said that the statistical caliber of software exports is different, and the export data derived, but strictly said that the data of customs statistics is the most accurate.
"Beijing Software Promotion Center has carried out publicity activities in Japan last year. As a result, there are many Japanese companies to follow, investigate China's mining market, sometimes we have to contact five and six times in a week." Li Jin felt Japanese software baggage companies seem to "love a unique momentum" in China.
Wang Weiping, General Manager of Donglian Software Development Base Beijing Yunsi Technical Company, is "Sea" from Japan, and he said that China does possess a lot of advantages compared to other places: First, China is particularly close to Japan, language culture very close. The disadvantages on language are also more obvious like India. Any investigation agency in Japan has done the difference between the printers, and found that if there is a Indian to reach the Japanese level level, then China has 375 people. Japan is more familiar with Chinese culture, so Japan will make software outsourcing to China to make India, and save power. Like an outsourcing project to India must translate Japanese into English, India has finished the project in English and returning to Japanese, which is not only time, abundance, and there will be errors in the middle. China can use Japanese directly. Second, the Japanese economy is still not booming, forcing Japanese companies to reduce costs, and Chinese companies have cost advantages - probably 50% to 70% of Japan's local enterprises, so Japanese software outsourcing projects are also normal.
Liu Ji Ren, chairman and president of Dongming Group, who had been dealing with Japanese companies, said: "China coastal city like Dalian, for the Japanese, they are more familiar, and they are also very willing to cooperate with us."
Beijing Software Promotion Center Qu Ling's year mentioned that the Japanese software market is characterized by the first hairbook, which is between ten to 20, mainly IBM Japan, Fujitsu, NEC, Yushan Zhongsheng, Toshiba Intelligence, Mitsui Intelligence Wait, they are out of Japan medium-sized software companies, and these companies will then put some projects to foreign goods, and Chinese companies are generally three packs or four packs. There is now a trend, because the price of software projects is getting lower and lower, may have reached Chinese companies at the second package. This is our advantage that in the absence of cost pressure, it is possible to play the advantages of Chinese software companies. China has a more obvious advantage in the inner outsourcing wave is that China is now the most economically active area, which has attracted the manufacturing and the software industry to support China. Wang Xingshan, president of the Wave Group General Software Company, said that Japanese software companies are mainly embedded software, and there are more Japanese mobile phones, digital cameras, etc., and now, in this case, this situation is willing to put it in China. Software projects have been packaged in China.
Don't be afraid to start from software (small title)
In the reporter's interview, some domestic companies are not willing to talk more about their own software outsourcing, because they are currently doing much to the processing section, and there are very few products with independent property rights. Many people still look at the export of independent intellectual property, Li Jin believes that this is actually a misunderstanding of China software companies, especially new small software companies. She said that the company chooses the simple solution to the correct choice according to its own situation, and many domestic software companies are still in a relatively low level, and the number of people, R & D strength, quality control, etc. are still relatively low. The biggest problem facing companies is survival. It is impossible to export products to have independent intellectual property rights. Of course, the establishment of the like is a long time, and the company owns the property right is another situation.
Liu Jiren recognized from Dongming's growth development process. A software company did not choose to do specific analysis from the beginning of the effort. The key is that this company should judge what problems should be solved. Of course, each company should have a great ideal and purpose, but the journey of a thousand miles begins with a single step. China's Science and Technology has a misunderstanding in positioning, which is very clear about the goal, but ignores what is in what position. If this goal takes a hundred steps to be implemented, the front 99 must also go, this may have some steps you don't want to go, but not can't go. He said that Eastoft In the establishment of the establishment, he faced the biggest problem is to survive, and must first start from the software foundry of the Japanese side, to earn money to discuss the development of future technical strength.
The wave tide soft Wang Xingshan also said that from the form of analog is a relatively realistic, reliable means, which is relatively easy. He said: "So from the effort, one can make money; second, it can improve its own software production process and quality assurance ability; third is to familiar with foreign processing needs, management ideas, can use their own autonomous copyright The product is coming to; the fourth is to be familiar with foreign information, lay the foundation for the software export of independent intellectual property rights. China software export enterprises should learn from China's successful traditional enterprises such as Haier's development and export. First, when apprentice, then Make a master. The wave of the wave is a core business around himself. It is doing the domestic and foreign, through foreign processing to promote its own core business. Neither for the solution, nothing Do it, only the processing exports of yourself good at the field. During the process, digestive, attracting, and improving their own capabilities. "
Beijing Software Promotion Center Qu Ling said that of course, the best situation is that Chinese companies are directly related to Japan's first package, which can do it in China. Some powerful software companies can do. However, due to the universal large scale of domestic software companies, it is impossible to pick up the ability and technical strength directly to Japan's first package, and you can also pick some second packs of three packs of Japanese companies. Just approach the high end step by step.
Dr. Zhang Jianghong, Huangjiang, China, said: "While we start to pick up a small project, the surface seems to have earned a big head, he took the small head, but in this process, we learned many software development. Continuously improve your process system, quality system, constantly make our staff are strictly trained, so there is a more complex project, it is possible to develop its own products. Production of independent products, own intellectual property rights, you assume risks Self-sufficient development, then buy out, indeed make more money to make more money, and it is also a development direction, but if the foundation, it can only be a high-rise building in the sand. "Since the small project, it has long-term vision This can be given to the future self-owned product investment by cooperating with foreign companies.
Domestic enterprises have a point of view, thinking that software is very simple, as long as they find some college students, they can be activated, which is the second misunderstanding of software companies. Huahong NEC Zhang Jianghong said that if a software project does not have a different organization management work, overall strength, then the result will definitely be collapsed. The history of domestic software companies is not too long, and the 10 years of enterprises are still very small, most of them have been established in recent years. Huahong NEC is also helping others for more than two years, and has the ability to build independent research and development software products. Zhang Jianghong said: "Domestic software talents look more, but most of them have not passed professional training, countless software talents. Software professionals cultivated in China, there is no practical product concept, only programmed but I don't know what software products. Define a product concept, architecture system agency, detailed design programming, this is a process from high to low. For a software product, what kind of software method do you use, what test tool What kind of management method guarantees the quality of the product, these aspects have no more experience in these software companies. From this perspective, outsourcing is a way, through with others, they gradually improve, especially follow Japanese business.
In fact, for the domestic ministries, the requirements for software personnel are relatively high, Liu Jiren mentioned that in fact, people engaged in software outsourcing also understand the language traditions and cultural habits of customers. The language mentioned here is not only a foreign language, including the company's personnel to understand the customer's social background, language habits, cultural background, practices, and so on. Some problems, such as font, style, documentation, procedures, and many other aspects, may have many different aspects, may have many requirements, only constantly accumulated experiences to do outsourcing business.
When Dongping is doing outsourcing, there is no specification in software control, process, quality management, etc. To complete the outsourcing project, it is a systematic engineering, and the software is not working at all. Later, Dongping recruited some talents to understand customers and gave more training for software grassroots personnel; in terms of quality management, the company continued to improve the norms, introduced ISO9000 and CMM and other certification systems. In this way you can win outsourcing work.
Zhang Jianghong particularly felt that domestic software designers, especially those who have worked in the work, always wanted to take some sparks, and they want to be amazing, but the comprehensive quality is not good. Software personnel have to experience more experience. Experience can only rely on years of project experience to hammered, just want to go quickly.
Many domestic companies are advocating, how high is the proportion of their own enterprises with bachelor's personnel, in fact, software companies in the third misunderstanding of human resources structure. According to a survey, undergraduate degree in undergraduate degree in my country's software industry practitioners accounts up to 33%, this ratio is relatively high, which will cause high cost and weaken the competitiveness of my country's software companies. Since it is a software processing, it is impossible to be a high-level talent. This kind of business is still a human resources-intensive enterprise, and a large number of software blue collars that are not high, and these people are generally trained. Specialty students or secondary schools, and joy. Why outsourcing is a trend, that is, various companies have to reduce costs and seize the core competencies. Like a Japanese sub-contracting company, there is a very accurate calculation of human resources prices, including analysts, programmers, and testers will have different standards. Because Japan's labor costs are high, they generally retain system analysts, designers and final testers, and divide others out. Japan has always been a subcontracting method, and large companies are divided into small companies. The wave is soft, Wang Xingshan, said: "If our business uses people more than one undergraduate, then this difference can not be earned. In fact, in a certain sense, like software foundry belongs to the processing of processing, earning is a difference Money. If our human cost is high, it is difficult to get profits. In recent years, China's domestic export software company has increased soon, some companies have used low-cost as the most important statutory in order to strive for outsourcing orders. This is the fourth misunderstanding in software exports, and it will also become the most serious problem. Japanese companies value the admission capabilities and quality of the package, your offer is too low, people don't worry about it. Because no one can lose money. Dongsoft Liu Ji Ren said that Japanese companies have begun to give a small project first, and they may be experimental. If you do well, step by step, the project will be getting big and bigger. Once Japanese companies have established a good relationship, which will be more maintained. In this process, the other party's various costs in the software outsourcing process are also aware of the relationship between long-term mutual trust. "Our company Be sure to keep the overall image of Chinese companies when they receive the overall package, they cannot only rely on low-cost attraction. Because of the one-sided, the price is impossible to ensure the success of the project. The order is colliled, not only makes the image of your company, but also affects the image of the entire Chinese company. Because the other party will say that there is a failure in cooperation with Chinese enterprises. Please note that people are Chinese companies, not a single company. "Liu Jianren reminded Chinese companies to use low prices to use this trial.
In response to China Some companies are just a few people to register a company, the Beijing Software Industry Promotion Center Li Jin said that such a company does not receive a single child. When a Japanese software company is looking for a partner, it is necessary to watch the development management system of Chinese companies to be integrated with him because software development is a big project. She said: "Japan's choice partners are very cautious, the Japanese companies we received last year to find partners in China, and I feel that it first value Japanese exchange capabilities of our enterprises. If a business, high-level project development managers can pass It will make a good foundation for the next cooperation. In addition, they are also self-satisfied with the development processes of our business, management processes, etc.
Direction looks on key tactics (small headline)
Many companies that have been in battlefield on the day of the day for many years have realized that the most basic, and most powerful tactics are from the simplest entrustment to develop, one step in step, which is based on the characteristics of Japanese companies. Beijing Software Promotion Center Qu Ling said: "When the Japanese company is in the latest, it is not trust the results of the exam, but also starts with the test project. First give you a very low-end project, it is often doing people A project, this is a test, and the price will be relatively low. If you do it, you have achieved the standard. The second time will give you a slightly complex project, this will be a real project, if you can On time and high quality, people will increase the difficulty of the packaged project. After a period of technology difficulty, the scale of the project increases, the contractor is getting more and more mature, you may receive a big list. " Now some domestic companies have done this level. In addition to picking NEC's project, Huahong NEC has also begun to pick up the project of Taiwan and US companies. At the beginning of 1999, the company was only a primary software foundry outsourcing project. Now due to research and development strength, production strength is gradually strengthened, and according to the needs of the other party, it is developed, produced, and then bought it to each other. This product is Our independent intellectual property.
Zhang Jianghong feels that Japanese companies have generally have a characteristic, which is quite strict, which can be said to be excellence. The bugs of their products are relatively small, with a set of process management, quality management, and indeed worth learning domestic companies.
Easoft is also starting from the startup, from a simple technical output to the brand output stage.
In fact, software foundry is not good, Japanese customers tend to tend their projects to the global. "It is two points, one is two points, one is quality, one is the delivery time." Liu Ji Ren said, "Japanese people are managed by manufacturing management models and methods to manage software development, and Chinese There is a lack of such awareness in the culture. "Japanese companies value the delivery period, if each time you can deliver on time, you can establish a long-term relationship with Japanese companies, and the company does not have companies from other countries. Same, once the relationship between mutual trust is established, they generally will never change again.
In the process of cooperation, China has found problems must communicate in time. When Dongping is a graphic processing software project, found some problems, but did not communicate with the Japanese side. The problem was found to cause the project's rework, and the delivery time was delayed. When there is a problem, as long as you communicate with them, the delivery time is negotiable, because sometimes the problem is not in the middle, it may appear at the beginning of the project.
In the process of cooperation with Japanese Software Enterprises, my country's companies are increasingly realizing that they don't work alone on a single unique single. Fang Zheng Zhang Jianlong mentioned that Japanese companies have a hundred million US dollars, first find a square, but the scale is also a thousand people, and people go to large software companies in other countries. Therefore, the force of forming a software alliance relies on the collective power to become the second domestic software company is also a more important tactics. Beijing Yunsi Tech Co., Ltd. also has a small impact on the scale, Wang Weiping said: "Japan has a large software outsourcing list, looking for a package company in the world, first go to our company, but see us only More than 20 people, I took the drums, and I found a company in India with tens of thousands of people. "Faced with this situation Wang Weiping is very anxious, but it is impossible to add people in a short time. At this time, I thought of the establishment of the alliance, using a certain mechanism, and jointly brought the SMEs to grow. The current East Union has already had a dozen. "
Liu Jianren agreed to form a good way. He believes that such a big alliance can be formed, the top is the leading company is responsible for the order, the following forms a tight cooperative enterprise, and then there is a loose-type cooperative enterprise.
The wave of Soft Wang Xingshan believes that domestic software companies can also take the way to continue the subcontract, get the list of foreign brackets, and then make the secondary subcontract, subcontract the relatively low labor costs, this It is a form of alliances and a trend. He said: "For example, a software company in Zhongguancun can pick a list, but here is just a few people, mainly some designers, knowing this cost is relatively high, but most of the producers can put most producers in the Midwest City Such costs will be significantly dropped, and the company has higher competitiveness. "Software outsourcing companies will encounter problems that are serious and competent for international business managers, which can be solved by existing and introduced methods. This is the third tactics of domestic software outsourcing enterprises. When Dongping works with Japanese companies, it takes a method of expatriate personnel. Like the Cooperation process with Japanese software company Intec, 4 people who are patent by Eastern Soft Popular INTEC, let them familiarize themselves with the operations of international companies, and cultivate them with good international interaction and communication skills. The wave is also sent to many employees to Japan, and these employees have brought a lot of relationships. The wave of waves in the Japanese market is also mainly relying on them.
The introduction is to introduce more international students and recruit local talents. Zhang Jianghong said that international students who attract Japan are still relatively easy. Because Japanese students do more than short-term intended, they don't want to settle in Japan. Instead of Soft Soft Many employees have experience in studying in Japan, these people have work in the company's part, some in the wave of Japan work, the latter actually play the role of "bridge engineers".
Companies in Japan have been in Japan that have been approximately 25 people, and the local people have about 20 people. Indeed, their artificial cost should refer to the local level in Japan, which seems to be high, but the income of high income is relatively high. Their main task is to understand customer needs, contact and cooperate, and do after-sales service.
China Software Enterprises can directly enter the Japanese market in Japan, and directly communicate directly with Japanese software companies to reduce intermediate links. This is the fourth tactics. Senior software engineers sent to Japan, can complete the pre-software of the software, and the structural analysis, system analysis, software modularity, and clarify the technical indicators of each package, and to China. The wave tide soft Wang Xingshan believes that after software processing has achieved a certain scale, it is necessary to establish agencies overseas. The main task of this institution is to open up the market, do the upstream work after-sales service, and the domestic should be a processing base. The wave has 6 people in Japan, and I have just started working, and there are Japanese local employees. There should be some local talents, and the exchange of products is very beneficial. With regard to the proportion of foreign people, the tide is probably 15: 1.
This approach is not valid for all software outsourcing companies. The answer to the Beijing Software Promotion Center Qulings is that domestic software companies are exported to foreign countries. If the year is $ 2 million, it should set up a foreign body, because there is a different place Support problems. If there are 20 foreign institutions, domestic companies should be 100 people.
It is important to establish long-term trust relationships for the characteristics of Japanese software companies. This is the fifth tactics. Liu Ji Ren said: "It is necessary to reduce costs with US companies. Japanese companies have more consideration. Japanese companies consider a few questions, one is that the strengths and credibility of the other party can meet the company's requirements, establish a company with Japanese companies Trustful relationship is more difficult, it is difficult to obtain an outsourcing item by low quotation. Once this kind of cooperative relationship is determined, it will maintain a relatively long time cooperation. Second, the Japanese company cooperates with the outsourcing party not through A certain judgment, but by practice. Japanese company's partners are careful. "
The wave is also the importance of trust in soft Wang Xingshan. He said, with Japanese companies, as long as they can achieve their trust, they will be relatively loyal, generally will not change again, this is still different from European companies. But the process of obtaining this trust is relatively long. There is also a tactical thing to pay attention to establishing a model and build a brand in China. Jia Wenhua, deputy general manager of Fang Zheng Electronics Co., Ltd., said that the brand strategy of outsourcing companies is also important, but this is a long-term process. Of course, if you are a relatively successful company, the brand is well-known, so it can be easily entered in the international market. It may, we have many software companies, the scale is relatively small, and the settlement time is short, but in the specific outsourcing process, it is also necessary to pay attention to the importance of establishing the brand.
At present, although my country's export growth rate is very fast, the total amount of occupied is still low. There is no precise value, but can be calculated from the Beijing software export situation, Li Jin said that in the proportion of software exports across the country, Beijing accounts for 37%, while Beijing software exports 2003 customs figures are $ 138 million, national The number is less than $ 400 million. If the ratio of 70% of the day exit is calculated, my country's number of software outsourcing of Japan is less than $ 300 million. An outsourcing list of a large software company in Japan has an outsourcing list, and such a list is still relatively usually. Japan as the second largest software, it is estimated that the number of bags per year will be tens of billions of dollars, so that China's accounting is very low, and the industry is estimated that 1% is not even. Japanese software outsourcing market is undoubtedly a big cake. If we travel Japan, you will have more outsourced, and continue to enhance your own strength, and then extend to the European and American foreign package markets, China Software Enterprise International Road Will get wider.
