Zhong Sheng Hongda Hongsong: Grasp the trend of cloud to dig potential customers

The 2011 cloud computing Fengfengguangguang spent a year, the year known as cloud computing applications. We see cloud computing no longer just stay in the big newspaper, but into the large and medium-sized enterprises in the computer room, on the desktop of small and medium-sized computers. At the same time, under the influence of national macro-policy and the specific guidance of "Twelve-Five" planning, cloud computing begins to be favored by local governments, and several core cities in China have invested in the construction of cloud computing projects. The industry associated with cloud computing is also bubbling up with it.

Take the server market as an example, with the new cloud computing project to increase the scope, the data center will inevitably increase the size and quantity, the server demand for a significant increase. In our view, this positive situation will undoubtedly make the server market unprecedented prosperity. So how is the current server channel business day? What do they think about the impact of cloud computing? February 15, 2012, Zhongguancun reporters to Zhongguancun interviewed senior server channel business Beijing Sheng Hongda Technology Development Co., Ltd. (hereinafter referred to as SHENGHONGDA) Deputy general manager Hongsong.

Evaluate the 2011 server market

For just the past 2011 years Server market, Hongsong with a very simple words to evaluate: "Very general." Hongsong felt that his company's server sales in 2011 was also very common. What is the reason? Hongsong said his analysis: the international economic situation is the impact of the environment, which led to a slowdown in the domestic market for the hard demand for servers, upstream suppliers for a variety of reasons to reduce the support of the server channel providers. At the same time, Hongsong also pointed out that Hongsong for HP headquarters personnel changes are also concerned about the HP Company's Chinese market strategy will change, how to change?

At present, the main customers in the Sheng Hongda 80% from all over the country channels, these customers are mainly distributed in North China, northeast, east and other areas, and only 20% from the network ads pull some retail. Overall, however, the growth of new customers is weak and server margins are getting lower.

2009, Sheng Tatsu Company was established, since its inception has always adhered to HP server This brand of channel business. However, in the interview, the reporter also found that at present in the Zhongguancun server market there are some companies at the same time to do several brand servers. In this regard, Hongsong that even if the company claims to represent several brands, then many of them are based on a brand, other brands belong to roasted seeds and nuts, may not have their own technical engineers to support. Hongsong Frankly, if customers need them, they occasionally sell other brands ' servers.

However, the China-Shing Hongda will always adhere to a brand strategy. Hongsong said, because the server is not like it consumer goods, direct purchase and sale, the goods are only in the hands of a relay, do not need too much technology. Server sales are different, not that as long as the sales staff can be. Hongsong for the press show Shenghongda and customers signed contracts, sales contracts are generally stated, but also need to install a variety of software for customers, in the use of the process also requires professional technical engineers to answer the customer's actual problems. Visible, technical support personnel in the server channel sales process has played a very critical factor. In particular, many have passed the vendor maintenance period of the enterprise, still need to maintain the latter, then the channel to take up the responsibility of the business.

Take Shenghongda as an example, the company more than 10 people, most of them are sales, two technical engineers. This is a great advantage for Shenghongda. Many of the small channel companies because of limited funds, unable to hire their own technical engineers, often in need of time, cramming, from another company temporarily rented a technical support engineer stall customers. Hongsong is proud to say, this is not the general channel business can do.

Reporters in the visit also found that the different brands of server vendors to spell service between the trend is very obvious, although the server's failure rate is only a few of the probability, but between the manufacturers are from the product performance, spell price start, conversion to fight after-sales service quality. According to the reporter understand, HP's server after-sales service before 2011, or outside to complete, and the beginning of 2011, in order to enhance the quality of server after-sales service, better promote the server market sales, HP Server after-sales service by its own technical engineers to provide support. Of course, this is good news for consumers anyway.

(Responsible editor: The good of the Legacy)