Melani Warod

"I just went to visit a customer, just aside. " The first floor of Beijing Minzu Hotel, tide group's board's president and concurrently CEO Sun Peishu sit opposite to the reporter, slightly tired out on the face.

The customer that Sun Peishu says is China Mobile, as the solution provider of trade of telecommunications, the tide is China's moving VIP customer. Sun Peishu met customer in the past, discussed there were few opportunities of the business in person. Sun Peishu intends to arrange for more time to meet customer now, explain the integrated solution tactics of software and hardware of tide.

The integrated scheme facilitator of software and hardware of transition is regarded as the greatest turn since the establishment of the tide 27 years ago by Sun Peishu. Sun Peishu says, the trade has changed earthshakingly, IT products, service provider only comply with such a change, could there are good existence prospects in the trade.

Give up consumption PC

Tired out Sun Peishu feels lucky: As early as four years ago, the tide began the overall arrangement, if did not change until now, very dangerous.

For domestic PC manufacturer in 2008, are all a painful year. Lenovo is influenced by international financial crisis, the old commander in chief Liu Chuanzhi acts and adjusts strategy. Up right and foursquare and suffering the strong impacts of international manufacturers such as Hewlett-Packard, Dell,etc. with PC manufacturers such as square, Haier,etc. on the home market. Tide give up personal consumption the intersection of PC and business after difficult decision, keep commercial the intersection of PC and business only.

But the tide has been given up personal consumption PC finally. Even commercial PC, it is not a focal point in the whole system of tide, the following focal point is server, storing, sector application, ERP, security products,etc..

Consume PC after the business is given up, the original channel will face the new choice, will incorporate the commercial PC channel of tide partly, leave the tide partly. The tide has in the whole country several hundred consumption PC channel cooperative partners, some cooperative partners have cooperated with tide for ten years. The situation is better than people, they must leave the tide and make new choice now.

Sun Peishu says: In the past 20 years, cooperative partner these make a contribution to development of the tide, tide do one's best, sow they.

Besides cooperative partner of the channel, the tide group has batch cooperative partner, including independent software developer (ISV) System integration trader (SI) . Their function in the past is to help the tide to be sold, their function was to understand customer's application now, help the customer to realize the application, even help the customer to develop the new commercial mode.

This is a huge challenge to cooperative partner of irrigation ditch. Sun Peishu says, the company has already organized an efficient training group, has trained above-mentioned cooperative partner.

In fact, tide, this transition, course, is agreeing " IT service economy era " without prior consultation Developing direction. Before this, IBM, Hewlett-Packard, inscriptions on bones or tortoise shells are " giving up the consumption business too like tide, absorbed in enterprise's customer, make the transition in the soft hard integrated scheme facilitator " .

Sun Peishu prophesies, IT trades will change greatly. IBM, Hewlett-Packard, Cisco, inscriptions on bones or tortoise shells will also seek new merger to looking like, by substantiating its " integrated scheme facilitator of software and hardware " .

Difficult problem of the distribution of interests

It is only a beginning of the whole strategical reajustment to make the transition to the integrated scheme facilitator of software and hardware, more difficult adjustment is the adjustment of company's organizational architecture.

The tide company organized the corporate structure with the products originally, respectively for departments such as server, storing, telecommunication trade, financial trade, ERP products, security,etc.. The new corporate structure is divided into forward end and rear end, the forward end including market, marketing, consulting, implementing the department, the forward end department will exactly combine into a department, will face users together. Inside the forward end department, divide into project groups such as telecommunications, the finance, social insurance, manufacturing industry,etc., in the charge of project manager.

The product design of the rear end, research and development department, as to maitaining unchanged, divide with the products classification.

The purpose to change so lies in changing the operation logic of the company. Before making the transition, the company is dominated by the research and development of products of the rear end, design department. Rear end research and development department offers a piece of products, is sold from the forward end department, obtain the customer's means for traditional means such as the low price, maintaining customer's relation,etc..

After making the transition, the company will regard customer as the centre, will take market demand as the direction, departments such as the market, marketing, consultation from forward end of actuator force,etc.. The customer defines a application to the project manager, the project manager will require the product design, research and development department to realize this application, realize and sell finally.

Sun Peishu also wants the resources of several listed companies under command of integration next. The tide group has three listed companies under command at present, Langchao listed in order to submit to respectively (SH: 600756),The tide information that Shen Zhen Stock Exchange is listed (SZ: 000977),Tide world that Hong Kong Exchange Union is listed (HK: 0596).

Among them the business of the tide world is mainly the epiboly business of software, the business is relatively independent, wouldn't adjust. The products of the tide information mainly include the server, memory, the staples of Langchao includes the application software of the trade, common software product (including ERP, CRM of enterprise,etc.) Wait for the products.

After company's integration, the project manager gets a customer's order, will get the corresponding products to Langchao, tide information separately, put up customer's application. Sun Peishu says: Tide information, Langchao, group's project manager are both as the agent, according to the contract of signing of the trade regulation, everybody cooperates according to the contract, then distribute profits. Realize even brothers keep careful accounts in this way, solve the difficult problem of the distribution of interests.