Seeing such an article in a forum, I should write something, or support, or refute, but I want to think, it seems that there is no such thing, after all, IT is my IT is also everyone IT, the road to choose or Experience yourself! Thanks to A Zhu's wonderful articles.
Where is the profit of industry software? Where did you say?
The production of industry software from production to implementation, often requires these sections:
Development, sales, system integration, consultation, training, implementation, support
Which link do you make money?
The implementation fee, the big software business may be able to sign the implementation fee with the customer. But the small and medium-sized software business dares to talk to the user, this list is still fighting the price war, you still dare to subdivide for the training fee, implementation fee, secondary development fee. One sentence of customer leaders: I don't understand the software, I think your software is worth 300,000, and I can only take 300,000, I can do you to give a quick call, don't pull this feet, Drink, come, drink.
Hey, the market is hard to do, the teeth of the knot will fall back in the belly.
I have done a system in the past, and the customer leaders say that this is very useful for us, you should do that. I said: It is useful to you, how can you pay more when you sign? Our customization is also costly. So you give money, you still want this too, you have to have the same text. The customer said, you are very powerful, don't want to do it, now we will call you, now you have a centered era, I want to complain you. I just said: Now that customers are centered, but we will open the company to make money, not obligatory to work, do you open companies, don't you make money, then I don't sell it 10 yuan, you still don't sell it, you still don't sell it. If I ask you, what do you do, then what do we earn? If you take 100,000 customers, you don't fight. Customers say: You don't know me, do you have so high salary? Is it our money? If you don't make money, can you open so high salary?
Not happy. A paper does not want to vague but not a confidential contract, causing a number of disputes in the future.
Does the user are not happy? Our software has been changed for three days, and we have a chaotic order. I want to say, if you are not you let us modify us, who is willing to modify, this turned over to blame us?
But there is no saying in my heart, because I don't work, I still have to do it, people still have to be.
The implementation fee and training fees are gone, and because customers have deepened the software for software, for other companies 'software reference, their own competition strategies continue to change, customers' customer-friendly demand continuously, we said that this deadline should enter the maintenance period. You should pay the maintenance fee. But the customer said, there are so many demands we mentioned that you haven't added it. Why do we give you money? If you give you money, I may even find yours.
Hey, there is no maintenance fee.
Consultation, what do you consult, who wants you to consult, isn't it a software, you think you are the Enterprise Management Institute, you think you are Harvard Business School, you know how much for our interior, you Our specific production process and technical crafts don't know, give us a business process to restructuring, you said, have you stayed in the factory for a few years? I know what the business process you blow is what it means. You don't have because your software is dead, and our business strategy is a variety of live, so let's make our business process for your software. Come to cut your suit. Now the market economy competition is so powerful, no one wants to achieve competition differences, you will be better, a set of software sales, one day, I don't standardize us to make us agree, that is, you want to have a large scale. Fast. We are all the same, how everyone also shows the competitive advantage. Oh, the consultation fee is gone.
System integration fee? What is system integration? Isn't it just buy a server, step, switch, backup storage? The current hardware price is transparent, and we also have these hardware relationships, don't need you to work, let's talk, what configuration is you needed, we go to buy, don't play with me.
Hey, there is no system integration fee.
There is still a software fee, but due to the continuation of demand, and it has changed again, it has changed, it can be torn two halves. Implementation and customization costs continue to rise, a heart is difficult to say, do not do it!
One market is over. Go to another, some people have rumored, don't buy his software, he is a big liar.
Hey, close the door.
How to do?
Where should industry software profits from?
This problem, the website has asked himself for a long time. It is an advertisement. It is a trading mall. It is a SMS. It is a game. Is it a charge box?
Where should the profit of the industry?
Kingdee found this problem, so Kingdee ran first, claiming to make the implementation of profit giving partners. profit? What profit is there? Kingdee knows that a large-scale customization is definitely unable to hide, so he hopes to reduce the cost of implementation through platform software and customer chemical tools, but is it really ideal? I want to add a field and enter it on the interface, and have a business rule to test it, and there is a certain requirement when entering it. If you do not meet the requirements, you must report it to me in time. This needs, can a custom platform do?
Kingdee's technology is good, the technical name applied in Kingdeebos makes people dazzling, just like I have seen J2EE.
However, we have passed workflow custom tools, business components Run-Time configuration persistence, interface Run-Time custom, encoding rule verification, object security policy tool, report Run-Time design tool, or mapping, found that these technologies have not been lowered Our custom costs.
The above is not attacking Kingdee, because most of the industry software vendors having a certain scale have custom tool sets, only Kingdee's market promotion strategy is good, packaging into a trade name: Kingdeebos, just like Jini in Java, just like JAVA Remember. However, we have passed this, it has proven that the improvement of the profit of the industry software does not have a big impact on the profit of the industry software. I don't know if the golden butterflies have discovered. I can't complain that the software manufacturers hit the software's banner to do real estate. After all, at least 15% The profit is much earning more than the software and earns more. The original purpose of the company is to maximize profits, who will care about what he uses [of course within the legal scope]. Just like the programmer write code, if your product is very practical, who will care if you write with VB or ASM? Where should the profit of the industry?
The website found out the way, so many websites finally couldn't help but, Mail charges, jointly push SMS with telecom, and push online shopping.
What about us?
Whether we have to have someone to start the first shot. We have to consult, customer-friendly charges, implementation charges, support for fees, training, our clear price, etc., we are clear, and our products are fully equipped.
Does the customer agree?
The customer may agree that it is like Mail charge, but what is the environment for Mail charge? It is a lot of deaths, and there is also a place of sorrow, and Free mail users have reached the level, and everyone is also annoying. And the industry software, survival is difficult, but the point of the uprising, free customers have not to a certain amount, if a fee is charged, half of the customers are running, then mix, after all, FREE MAIL people Even if you run more, you will have enough website to eat and drink.
So we need to wait for this market to mature, waiting for the customer's maturity. Of course, the market still needs to be pushed, the products need to be bought, and customers also need to cultivate and guide.
We are still very hopeful.
but....
Will your company get to the day?
Isn't it a website?
What about you?
Do you do it?
Anyway ....
The original purpose of enterprises is to maximize profits.
Then, are you still hated which of the manufacturers who fight the software to do real estate?
Customized platform?
This is more like Dalian's thoughts, and Dalian Yaji is also based on this application software framework, and then repairs again in the implementation.
This idea has disappeared with the company such as Dalian Ya, Dalian, and the customization platform is gradually being forgotten. Now it is mentioned.
Recalling that year, everyone is still DOS, or is DBASE, or Access, or a special effect for a round button or can be able to take the screen. It seems to be in 1996, 97. I didn't expect the big waves, and everyone has announced that they have large ERPs, they have become management experts, they have become an international big company, they have to smile like SAP. Who will remember that there is a Dalian Yaqi. Time is not far away.
In the memories, there is also an earlier Nanjing blue moon, and Zhengzhou Hong Tao, and Wu Xiaolun, as well as Zhu Chongjun, there is a Lei Jun in the Yellow Rose Group, as well as Ocean Press, and a cute 5-inch disk.
That is a beautiful day.
Business is really not allowed to recall, who knows that Nokia is producing rubber shoes.
Enterprise, talking, just then!
I have carefully studied Happ on the implementation of Zhanda, which is the book written by Wang Yulong.
I also studied the implementation of light and light.
I have also studied that there is no good profit model in China's survival and implementation of the company's survival status and implementation of the company.
They are doing very tired, and customers are not recognized.
The consulting company is now very bad, the surface is charged on time, the title of the consultant, the title of the MBA, but all have fallen
The newspapers and books are very good, but in practice is not so much, it looks beautiful.
Money, money
Everything needs money.
But the current capital environment has been in good, and the development of domestic industry software companies will not become better.
But if one day the capital market opened the gate, everyone will not immediately raise a money, then go to the industry to do real estate or better profit, not to improve their own quality.
Because I have seen a lot of companies listed in Hong Kong so.
Can you make money, only they know themselves.
I haven't seen the computer newspaper for a long time, because in this industry staying, the more people in this industry circle, the more things that know the inside, and also participate in some articles and book publishing planning. In order to eat, the computer newspaper is a rain, or if you don't understand, or you will take people.
There is a lot of friends in my friends, in Changt, in Kingdee, in the NAO, in Huawei, in China Digital
What is the actual situation, what do you see?
At 1996, 1997, 1998 If you do not make money in industry software, then you have no matter.
But the world is different.
You look at King and Die and User's hardships.
Do you say that their stock market annual report is good?
Hey, in this circle, this circle is not willing to be more than, however, someone knows more, but more badly make money
Less say less
Is it a use of friends, Kingdee is affected by 9.11, is it affected by global IT? Is China's manufacturing industry has also been influenced by global IT?
China's economy and the world are not in line.
In order to pull domestic demand, prevent informed tightening, and vigorously take the money to play a play, I hope the entire market is lively.
I learned about China's e-government, 63% of the funds were put in hardware facilities, and the remaining 27% were founded by the basic software, such as OS, database, office, security software, and middleware.
E-government, focus on applications, how much is the share of government affairs applications?
Don't you say more?
Consulting the company's implementation ability and strong service ability? How is the brand awareness? What is the BAAN, SAP, ORACLE?
What did their last payment have been recovered?
Isn't it as deep in the quagmire?
So many people want to do a platform, isn't everyone, I have not been made by people?
The platform is not the magic weapon to save ERP! The fact has been proven
Wonder said is very good. After a lot of posts, we will eventually reach a consistent, that is, the software will still return to the software, not impetuous advocacy and noun.
create value for customers
Where is your software value?
It seems that everyone has become a lot of mature, this is the best ancestors.
Border88 (today is not handsome) is very good, thank you for your care for this post!
The world is getting a fortune, the short-term playing long line, the success is no fixed, and the shot of a shot can not make money, otherwise, how will it be the landlord? Just do it, as determined by our personality, everyone should objectively see this phenomenon. Software industry is also an investable industry, nothing else. Businessmen are profitable. However, it is necessary to do long-term, study customers, do practical use, quality, and implement quality, and easy to use products must be. Of course, there is no strong marketing is also a hero short.
To do short, then try to make a show, repeated new, this is another kind of innovation, huh, huh.
It is our goal well if you make money, enjoy life.
Technology is to make everyone's life more fun and more fun, violating it, this technology is useless. Use this method to verify your technology, you will know which technologies can develop.
If a software is a universal software, then large batch copys can produce high profits because the manufacturing marginal cost decrement
If a software is a personalized custom software, then deepen customization, deeply serve this customer, he is inseparable from you, you also give him the most effective thing, he will naturally pay.
I am most afraid that customers need personal customization, but you want to be a large amount of COPY, so you want to get a customer quickly transferred to the next customer, so that customers are definitely dissatisfied, of course, will not pay. Of course your profits will be thin.
Where is the profit from?
Don't say it is a industry software, talk about a company, where is the profit of a business? Some people say that it is open source.
Reality is cruel, and there is anything to have his purpose. Why is a company to do this, the purpose is to help him open source, he can have the profit to maximize, he can use software to cut off a few people. Why do companies want software because of relationships, relationships can meet some desires, he can boast, our company is now using it. . . The system is managed. So based on different purposes, and a company is signed, at this time, what is the need to analyze, specification, project assessment has no shadow, the company's boss said, the market says, 100,000, technical personnel began It may be the process of rubbing your ass.
Projects for the purpose of the government, the customer's boss uses the ticket to apply, immediately pays money, the company boss said, this project is OK, the remittance is faster, although there is 30,000 rebates 30,000. The software is completed, and everyone is used to visit and make arrangements.
True to open source and throttle, the technicians have begun to analyze, the analysis time is super, the boss begins to blow, how has not started coding, 3 days can be analyzed, how can't I finished 40 days. Finally, the analysis is over, and he has a description of the definition and logic of the function. It is finally over, the contract time has been halfway. Market staff no matter what these, he has received has been mentioned, what is the people who have a whispering ass.
Started to design, start coding, 2 months of contract expired, made a four unlike things, no test, boss asked, when is it, when is it acceptable, when will I take the money back, so Customers help test. Didn't have a modification, users start using, daytime training, and modify the program at night, occasionally there is a phone call, ask, can be played there. The boss thought you were on vacation. The program is changed, and the data is changed. There are more online people, and I will kick out. How does your ass wipe it?
Finally, for a year, the user relies on this system operation, or there is a problem, the user has been experimenting, the customer company also dismissed, the boss said, the boss said, the project is delayed N-month, buckle N Block ticket, money or money, the customer said, we have developed this set of things, there must be some problems, what is the maintenance period to deal with these or may not find problems, don't, who will take care of you at this time, we The production of thousands of cards, you are responsible, so we continue to try. The two-header of the programs whispered. A collapse of the project loss. Where is the profit of the industry, from the relationship, it is good, you can mix a few years, wait for those who send the cake, will wash the dishes.
From where the industry software profits come, from the project assessment and contract, sign a 100,000 contract to make MRPII, drink northwest wind.
From where the industry software profits come, from the industry's knowledge, there is no purchase or understand the procurement situation, go to the procurement procedure, do not understand the cost analysis and accounting of this statistical analysis, and constantly adjust and modify, Exhaus you!
What do companies need? What business problems need to be solved by information systems? How do companies choose the management system that best suits you? In the face of continuous updated new concepts, how many similar management software, how do companies choose?
Who can give the company an answer?
We seem to be hide and hide with our customers. We have to tell him if we want to tell him, tell him, what to mix?
What kind of company is not customized?
What kind of enterprise in ERP customers pay money?
What kind of business ERP customizes does not lose money? What is the application characteristics of these companies?
Why don't you give money in ERP customization?
Did you see the Kingdee product strategy from here?
Can you see what is your way?
Let us rationally look at our value, don't be with this ratio, that ratio, because than coming, we are still us, the environment we face is still this environment, don't get out of reality, there is no effect. Start with specific start, do it, step by step. The software industry is the same as other industries, it is not particularly, it will return to the value balance. If there is no profiteering, please treat the software industry as your career, not a dream or gold.
First look at our own value, what value do you have?
Do you think how great your software does your software give customers?
With DBASE, PB, Java written in the purchase, the price difference is so big?
The management has not changed, the program has not changed, the value has not changed, changed the language, the price changed, this is the reason why customers have changed for a single operating system because you changed a language?
The unreasonable thing will be exposed, just like rice in the same year, I was in the same time, I was in the same time. What did you eat?
Why is the software high price? Why is the software industry high profit industry?
You have to understand the reason!
Otherwise, which day, maybe you are unemployed.
What software will bring a surprise in the snow to send a charcoal, not something on the brocade?
You look around, you can see what you do, can you?
What can I?
Let us want .....
Now there are several key questions that companies do, you can see what is it?
The product is not going to the road, can you sell it? What functional products do users need? Is there a problem with our quality? Is there a problem with our pricing? Is there a problem with our marketing? What is the customer base positioning? Our customer cultivation and marketing are too fast or too slow? I don't know what the people do, what do they think, they don't know what I want to do. The information is old and distorted, and it is different from the actual difference.
Someone is looking for me all day, and the details have done a lot of strategic directions.
Why do everyone are busy just don't live, say the day, last two days, or even three days.
A lot of things have been abolished for halfway, can't, how to supervise the progress, quality and results of a job?
Where is my key issue? Can anyone solve it? What system I should?
I think our problem is not financial problems, nor is it a process of manufacturing, nor is it a problem of supply and marketing chain, nor is it human resources.
Is there a problem with us exchange?
We also put the OA system, and Mail, BBS, but exchanges still have not changed.
Do you say what software I should?
The management book has seen a lot, as well as the consulting company, please also ask the management expert to lecture, and hiring MBA, it is not effective.
Can your software solve my problem?
What software is our life-saving straw? Are you not a high-tech company? Are you not all engineers and project managers? Are you not a sea? Do you provide a full solution? Are you not an advanced management idea? Are you not a normative management? Are you not the most advanced technology?
What a successful case is your successful online case or a successful case for customers?
I have these problems seem to be a common problem facing China's current companies. Why don't you solve it? Is the computer is not suitable?
The question we pay attention is if the computer can't solve it, then we use the computer?
Then we don't have a computer, then do you do it?
Ask you that tens of thousands of advice experts and software masters!
Who can solve it?
Where is the power of the software?
Where is the full solution?
A little idea for emilchan6k (emilchan) post:
In the IT industry, the software is born, and efforts will not be an expert in the application industry because you are just a bystander.
The shoes are unfailed, only the feet know.
Therefore, the right practice is to join, let experts do experts, let the code makers do code. But now it is still, because everyone is dead is not bad enough, only like network heat, live a lot of companies, thank you for a lot of money, will be a good way to think about the correct way. Now so many concepts, who is willing to make a collimation, can make money with the concept, do you have a hard work? This is commercial trading, be sure to remember. Business is not right, only you die, or you will live.
Give everyone a prompt:
Most people raise fish, you sell fish feeding
ERP is a commercially available product. As for how to sell, you need to meet its consumption characteristics and audience, you can't like selling Chinese cabbage, you can't like programmers to go to the customer. Don't use ERP as software, don't even put the software as software, software is just a tool for businessmen, customers want ERP, we do ERP, rush to replace the client to replace the REP, we also do REP. So what is not tight, the key is your customer, do you have any means. No customer resources, then is your thing is the software of the daily consumption, and it is an enterprise-class, you can use the customer to spray the net, online, a calculation. How do you think something? The software sales staff of IBM is alive.
