Several bosses have also consulted the same question. Are there any opportunities to go to the sea now and where are the opportunities?
Editor’s note: This article is from WeChat public account Caoz’s Nightmare (ID: caozsay) By author caozsay.
A lot of domestic bosses came to Singapore before and after the Spring Festival. I have seen many before and after here. In fact, they were originally on vacation because when they originally planned for the Spring Festival it was when the epidemic situation information was not made public. But after all, it ’s the boss. I do n’t forget to work on vacation, and I really encountered the topic of the epidemic after I came here. Then several bosses also asked the same question. Are there any opportunities and opportunities for going abroad?
Different companies have different products and different service methods. In the past few years, To C has been the subject of this topic. In recent years, To C has been different. The bosses of To B have been thinking more and more. Some of them are particularly direct. Can you find a local agent to open the situation in Southeast Asia?
I personally think there are opportunities.
What is the biggest competitiveness of Chinese companies in the To B field?
What about technology? Product capabilities? Talent advantage?
Different companies have different backgrounds. We ca n’t say that they do n’t, but I do n’t think these are the most important. The most important thing is actually the service response ability.
You know how overseas companies respond to customer requests. You have an incident on Friday. Sorry, you can only send an email. The account manager basically does not provide a personal contact phone number. Will reply. Next Monday, if you are lucky, you will receive an exact reply email. If you are particularly lucky, you may also receive a reply phone. If you are out of luck, you will receive an email saying, sorry, your account manager is on vacation and he will contact you next week.
For Chinese companies, many companies can respond very quickly and handle events in a timely manner. Most account managers can call on WeChat at any time.
How did Huawei win the overseas market at the beginning? At the beginning, I honestly said that 20 years ago, Huawei’s technology was really inferior to its European and American counterparts. It was also a cottage origin. At that time, it was a place where the Europeans and Americans dared not go. The Huaweis dared to go. The Europeans and Americans had to deal with the grind. Back then, when Huawei’s technology wasn’t working, there were not many failures, and they really came. Customers had a phone call and they came to repair at any time. No foreigner customers had seen this.
Although there were not so many failures in European and American products at that time, as soon as they failed, the experts started to calculate the money with you from the plane, and then hesitated.Drink coffee for two hours, no, the weather is too hot, and you need to rest. In the end, Huawei relied on free maintenance, low-cost and ultra-fast response service capabilities to grab the market of European and American giants, and then iteratively upgraded the technology. It is out of the blue, Europeans and Americans even lose their technical advantages.
For the To B business, I personally believe that responsiveness and service efficiency are the biggest competitiveness of Chinese companies. Perhaps many domestic companies do not regard this as a competitive advantage, or they go abroad as usual and rely on local partners Providing customer service abandons this competitiveness.
To put it bluntly, the feedback is quicker, and the legs are more diligent. This may take a little time to accumulate. After all, word of mouth takes time. When this word of mouth comes down, it will be difficult for competitors to shake you.
I mentioned the case of UCloud listing some time ago. In fact, UCloud is in China. Many times, it also relies on this trick. Many early customers found that Alibaba Cloud did not respond positively, and the response was not satisfactory. UCloud can grab it from the giant. Many large customers, in fact, service responsiveness is a very important competitive point.
So what is the plight of Chinese company To B?
The biggest obstacle is the lack of credit accumulation. To be honest, I talked to my friends in Singapore some time ago. They said that if you look at the banks, financial institutions, and telecommunications institutions in Singapore, they also have high IT-related budgets. The consulting companies of the American giants, one by one suits and shoes, do very beautiful PPT to them, and then an order may be tens of millions of SGD or US dollars, very beautiful design.
Then, we subcontracted layer by layer. In the end, I do n’t know which small Indian company took the order. I do n’t know if the development cost is one or two million US dollars.
I have talked about it. UOB’s commercial online banking system has many bugs that don’t look like they have been tested.
But there is no way, they believe in those American consulting giants. You do n’t have a suit and leather shoes, you do n’t have that background, you do n’t even know where the door to bid for this project is.
So the most important thing for Chinese companies to go overseas to provide To B services is to find some credit endorsement partners. For example, you work directly with McKinsey, with whom. You said that you are not going to be slaughtered by others. There is no way. Step by step, you must have a business first, and then find a way to build your credit and brand. Or you can find some local sovereign funds to invest in you, such as Temasek. If Temasek invests, let them take you to talk to other local projects they invest in. Is it relatively easy to talk about?
In addition, even if it is free, there are some cases where you can endorse credit.
There must be some such patterns. For example, you can give them to local colleges and universities, local chamber of commerce leaders, some of your technical product resources, give them to use, services in place, so that they really feel that the product is good, good reputation. When you go to promote yourself, this one is very valuable, what, what