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康柏收购 DEC 快三周年了,在经历了近三年的文化与技术的融合之后,这个倍受人们关注的 IT 巨舰正在向业界证明:“我们正在重塑辉煌。”作为康柏全球发展战略的重要组成部分,重新唤起合作伙伴的信心、扩大康柏用户群一直是康柏(中国)投资有限公司的目标。据曾北伟介绍,康柏公司2001年要实现康柏 Alpha 高性能产品的销量比2000年增加1倍。如此激烈的市场竞争,销售实现翻一翻谈何容易?曾北伟认为实现此目标并不难,关键做好两件事即加强对渠道的管理和明确目标用户的定位。目前,康柏正在与增值渠道的众多伙伴进行沟通和交流,以了解他们的发展规划,进而将康柏的资源与代理商的目标进行整合,共同制定双方的市场目标。新的康柏增值渠道伙伴包括康柏授权分销商、分销代理商、增值代理商、系统集成商、Internet 方案集成商等。其中,Internet 方案集成商指的是专门针对 Internet 市场的方案集成.并将与传统的系统集成商进行协作,分享双方不同的经验。“以低端产品抢占市场,以高端产品赢得客户”是康柏2001年的销售方针。秉承这一原则,康柏坚持开放的增值渠道,并将针对用户和合作伙伴的新需求增加不同的渠道伙伴,如物流合作伙伴,增值代理商与系统集成商
Compassion acquired DEC third anniversary, after nearly three years of cultural and technology integration, this much-watched IT giant is to prove to the industry: “We are reshaping the glory.” As Compaq global development Compaq (China) Investment Ltd. has been the target of an important part of the strategy to rekindle the confidence of its partners and expand the Compaq user base. According to Zeng Beiwei introduction, Compaq in 2001 to achieve sales of Compaq Alpha high-performance products than in 2000 doubled. So fierce competition in the market, sales of more than a turn for the easier? Zeng Beiwei that this goal is not difficult to achieve the key to do two things that is to strengthen the channel management and a clear target audience positioning. At present, Compaq is communicating and exchanging ideas with many partners in value-added channels to understand their development plans and to integrate Compaq’s resources with the agency’s goals to jointly set market goals for both parties. New Compaq Value Added Channel partners include Compaq authorized distributors, distribution agents, value-added resellers, system integrators, Internet solution integrators and more. Among them, the Internet program integrator refers to the program specifically for the Internet market integration and will work with the traditional system integrators to share the different experiences of both parties. “To seize the market with low-end products, high-end products to win customers,” Compaq 2001 sales approach. Adhering to this principle, Compaq insists on open value-added channels and will add different channel partners for new needs of users and partners such as logistics partners, value-added resellers and system integrators