中國 Rich Media 會議管道網指南：位置解決方案與國內夥伴

中國 Rich Media 會議管道網指南：位置解決方案與國內夥伴 是由出版商Wainhouse Research, LLC在2006年06月所出版的。 這份英文市場調查報告書包含100+ pages, 28 figures, 44 channel profiles 價格從美金1995起跳。

簡介

目錄

Abstract

Executive Summary

Overview

Two basic truisms about the Chinese market are its vast business potential and pervasive lack of transparency. This situation frequently translates into a cycle of enthusiasm, investment and disappointment for companies developing partnerships in China. The purpose of this report is provide a high resolution snapshot of the companies involved in China's rich media conferencing industry and the environment in which they operate.

This guide is primarily meant for:

• Vendors seeking new partners or a better understanding of current partners,
• Resellers with global companies who wish to certify local partners, and
• Information and Communications Technology (ICT) managers at global companies who have invested in a global videoconferencing network and need local support and services in China.

Why focus on China?

Dramatic growth and uneven development have created unique challenges and opportunities within the IT and Network services industries. Rich Media Conferencing (RMC) -- which involves IP communications, specialized audio and video technologies, and enterprise groupware applications -- is no exception. The following points highlight some of the contradictions facing customers and suppliers today.

• China is the second largest national market for videoconferencing equipment after the U.S., accounting for close to 20% of global sales and service revenues. And yet local Chinese market developments and sales practices are often obscure to international RMC company decision-makers due to language and culture barriers. This has provided an edge to domestic suppliers, who grew their market share from 57% in 2004 to just over 70% in 2005.

China is perennially one of the top three destinations for foreign direct investment. The majority of Fortune 500 companies and international agencies have multiple China locations. These same companies are major accounts for conferencing and collaboration vendors and suppliers. Yet they often have been left to fend for themselves when it comes to implementing and maintaining their conferencing and collaboration networks in China.

China is the home to many of the "first" and "biggest" IP based rich media communications networks in the world. Yet the conferencing and collaboration service industry is in its infancy.

This report examines how both large and small channel partners are navigating through a rapidly changing and often contradictory market.

Key Findings

Companies operating in China straddle a gap between global market trends and operating practices and a developing market with a unique character, based on being barely a generation out of self-imposed isolation. Focusing too much on China's "uniqueness" can be as dangerous as expecting customers to value exactly the same applications, features and services as customers in the U.S. Or other western countries. The goal of this report is not to present black and white certainties, but to introduce the nuances and complexities that are necessarily part of a strategic approach to this market.

Several points emerged from this research that can impact the success of partnership strategies in China.

• Although the government is still the largest customer for rich media conferencing products and services, almost 60% of the companies profiled earn more than half of their RMC revenues from other market segments. This suggests that the time is right to evaluate sales practices and channel strategies that traditionally have been geared exclusively to large government tenders.
• The value of developing loyalty and skills at the local and provincial levels is growing as rich media conferencing solutions are implemented by local governments and private companies are incorporating more diverse applications such as training, surveillance, and emergency services.
• Chinese vendors are no longer operating in a separate, parallel universe to international vendors. There is increased overlap in channel partners, sales models and customer segments.
• Reseller service models are emerging as local integrators start generating revenues with RMC-related software development, conferencing services, and managed services. However, it is not yet clear whether these efforts will be successful enough to turn the tide against an ingrained lack of service culture.
• Conferencing services are struggling to get out from under the weight of the major telecoms. Of all the RMC companies interviewed, only one local integrator and one VAR have on ongoing partnership in the conferencing space with a major netw0ork operator. In neither case has this given them any traction with customers.
• Wainhouse Research believes that this may be a critical time for rich media conferencing
• companies to re-evaluate partnership strategies in China. Just as the global rich media
• conferencing industry is maturing and becoming integrated into mainstream IT markets, the
• market environment in China is also maturing as the customer base diversifies and
• companies experiment with different market approaches. Local partners - the feet on the
• street - are a key determinant of any company's success in providing solutions for a diverse
• set of customers.

RMC Channel Partners Profiled in this Report

Chapter Two includes an introduction to each of the following companies, including its Chinese name and contact information, as well as a review of products and services, key customers and projects, geographical reach and the scale of its conferencing business activities.

• 9 Star
• Anhui Lucent
• Bestel
• Canic
• Capital IT
• Changhong IT/ Zarva
• Chinasys
• Control Tech
• Control VC
• Digital China
• Econ AV IT
• GoodMicro
• Googol
• Henan Century IT
• Henan Huibo
• HighNova
• Hollybridge
• HT CreatAV
• Huawei 3Com
• Huier
• In. Mongolia Guangpu
• Insigma
• Kunlun Kaitong
• Lanxum
• Marvelous
• Nanjing Jingyang
• Qingdao Haisida
• Rebecca AV
• SDT
• Sha'anxi Anscien
• Sichuan Juheng
• Southern Telecom
• Suzhou Superhero
• Teamsun
• Tianjin Kaichuang
• We@lcomm
• Wuhan Boosom
• Xiamen Fande
• Xiamen Jindeli
• Xi'an Liwei
• Zhengzhou Fangzhou
• Zhizhen

Table of Contents

List of Figures

List of Tables

Chapter 1 Executive Summary

• Overview
  • Why focus on China?
  • Report Methodology and Analysis
• Key Findings
• RMC Channel Partners Profiled in this Report

Chapter 2 China's Rich Media Conferencing Value Chain

• The Links in the Chain
• The Customers

Chapter 3 Company Profiles

• 9 Star Communications Equipment
• Anhui Lucent Technology
• Bestel
• Canic Technology
• Capital Information Technology
• Changhong IT/ Zarva
• Chinasys Science & Technology
• Control Tech
• Control VC
• Digital China
• Googol Software & Communication
• GoodMicro
• Henan Century IT
• Henan Huibo
• HighNova
• Hollybridge
• HT CreatAV
• Huier Electronics
• Huawei 3Com
• Inner Mongolia Guangpu Edu-Tech
• Insigma Technology
• Kunlun KaiTong
• Lanxum OA
• Marvelous Technology
• Nanjing Jingyang Communication
• Qingdao Haisida Office Equipment
• Rebecca AV Solutions
• SDT
• Sha'anxi Anscien
• Teamsun Technology
• Tianjin Kaichuang Hengxin

List of Figures

• Figure 1: DST's Geographic Coverage
• Figure 2: RMC Channel Types Represented in the Survey Sample
• Figure 3: Primary Busines by Channel Type
• Figure 4: Role of RMC by Channel Type
• Figure 5: 2005 Rich Media Conferencing Related Revenues
• Figure 6: Geographical Coverage of Different Channel Types
• Figure 7: Office Locations
• Figure 8: Product Mix Carried by Each Type of Channel
• Figure 9: Vendor Channel Composition
• Figure 10: Service Mix by Channel Type
• Figure 11: Revenue Mix of Distributors Profiled
• Figure 12: Revenue Mix of Value-Added Resellers Profiled
• Figure 13: Revenue Mix of System Integrators Profiled
• Figure 14: Revenue Mix of AV Integrators Profiled
• Figure 15: Percentage of RMC Revenues Derived from Government Customers
• Figure 16: The Direct Sales Model
• Figure 17: Two-tied Sales Model
• Figure 18: Three-tiered Sales Model
• Figure 19: Channel Distribution of Selected Chinese Brands
• Figure 20: Channel Distribution of Selected Chinese Brands
• Figure 21: Aethra's Geographical Coverage
• Figure 22: DST's Geographic Coverage
• Figure 23: Huawei's Regional Coverage
• Figure 24:Polycom's Regional Coverage
• Figure 25: RADVISION's Regional Coverage
• Figure 26: SONY's Regional Coverage
• Figure 27: TANDBERG's Regional Coverage
• Figure 28: Emblaze-VCON's Regional Coverage

List of Tables

• Table 1: Role in the RMC Value Chain
• Table 2: Primary Business by Channel Type
• Table 3: Role of RMC by Channel Type
• Table 4: 2005 Rich Media Conferencing Related Revenues
• Table 5: Number of Locations by Geographical Coverage
• Table 6: Geographical Coverage of Different Channel Types
• Table 7: Office Locations
• Table 8: Products Carried by Each Type of Channel
• Table 9: Products Developed In-House by Channels
• Table 10: Service Offered by Each Type of Channel
• Table 11: Revenue Mix of Distributors Profiled
• Table 12: Revenue Mix of Value-Added Resellers Profiled
• Table 13: Revenue Mix of System Integrators Profiled
• Table 14: Revenue Mix of AV Integrators Profiled
• Table 15: Response Rate for Market Segmentation Question
• Table 16: Percentage of Revenues Derived from Government Customers
• Table 17: Profiles of Companies Working in the Defense Vertical
• Table 18: Profiles of Companies Working in the Education Vertical
• Table 19: Profiles of Companies Working in the Fortune 500 Vertical
• Table 20: Profiles of Companies Working in the SME Vertical
• Table 21: Resellers Carrying Selected Chinese Brands
• Table 22: Number of Resellers Carrying Selected International Brands

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