Shulou(Shulou.com)06/02 Report--

Work with multinational giants, be a sheep or a wolf? -I see SAP disqualify HAND as a partner

Recently, the SAP industry has been paying attention to a major event: SAP announced that it would disqualify HAND as a partner and terminate its previously signed software agency agreement, on the grounds that the software products developed by HAND, such as Huilian Yi and SRM, constitute a direct competition for SAP's Concour and Ariba products. After this incident came out last week, many people forwarded relevant news reports and analytical articles and scanned the screen in the author's moments! For this matter, some people in the industry analyze the right and wrong of HAND, while others worry about the future of HAND's consultants. As an author who is concerned about the country and the people and has been engaged in SAP consultation for many years, I have to talk about my own views.

The author has not worked in HAND before, nor has he worked on a SAP project with HAND, so I don't know much about it. I just heard some colleagues say that HAND is tough to order and likes to fight a price war. Hand, as a private joint-stock company, sometimes makes financial statements look good in order to increase the company's business income and cash flow. The price war of some domestic consulting companies led by Hande makes the overall market of domestic SAP consulting decline again and again, the project is becoming more and more difficult, and the client budget is getting closer and closer, which makes the treatment of practitioners in the industry, including the author, getting lower and lower. It can be said that the author did not have much affection for hand Company before.

The author understands the difficulties and difficulties of China's private enterprises. In the SAP consulting industry, there are many local small and medium-sized consulting firms, which are generally not easy. You should know that in the field of SAP consulting, the SAP projects of some Tuhao enterprises, such as the top 500 companies in the world, are basically monopolized by several multinational foreign consulting giants (IBM,AC, Capgemini, Bieber, TCS, etc.). Most of the SAP projects that can be allocated to domestic small and medium-sized consulting companies are SAP projects of some private enterprises or some small and medium-sized foreign-funded manufacturing enterprises. The common characteristics of these SAP projects are relatively tight budget, short cycle, limited profits made by consulting firms, and consultants often need to work overtime to complete the delivery of the project on time. It can be said that in China's SAP consulting industry, like many other industries, foreign giants in the industry eat meat, while China's local private enterprises can only drink thin soup and can only do some thankless hard work.

As a partner of SAP, many local consulting firms in China do not have their own core technology and competitive products because of their scale, capital and many other restrictions. They are more likely to provide head count, provide consulting services for clients, and then earn commission. It can be said that these consulting companies are all alive attached to SAP or SAP software products, and the value of their existence is to help many enterprises to complete SAP implementation projects and achieve many SAP software product users. Most of these consulting firms do not pose any competition or challenge to SAP itself. Most of them, in the eyes of SAP, are dispensable ordinary partners, to put it bluntly, they are all sheep.

Hand, as the largest private consulting company rising in China, has worked with SAP/Oracle and other high-end ERP software manufacturers for a long time to provide consulting services for a large number of clients. After providing consulting services to a large number of clients, hand can constantly learn from partners, actively organize efforts to carry out research and development, and launch a large number of software products with independent intellectual property rights, which is commendable. For example, SAP's HuiLianyi mentioned in the reason why HAND canceled its cooperation with HAND this time.

And handy SRM.

Of course, there are supply chain finance, SaaS and other new businesses. The launch of these independent R & D software, taking full account of China's national conditions and the special needs of local enterprises, has been favored by some customers of HAND. It can be seen that the two products of Huianyi and SRM have formed a direct competitive relationship to the similar products of SAP, as well as a strong challenge to the monopoly position of the latter, so SAP unilaterally proposed to terminate the qualification of HAND as a partner.

As a result, the author can't help but think highly of HAND, knowing that there are not many local enterprises that can challenge the monopoly position of multinational giants in China. The tough character and wolf nature style of HAND can't help but think of Huawei, which started by working with foreign giants to represent its products, then gathered strength to engage in research and development, and finally defeated many multinational giants of foreign enterprises. Today, when there is an urgent need to master the "core technology" of various industries, China needs more companies like HAND to accumulate funds to support and strengthen themselves when cooperating with multinational giants, actively learn each other's advanced management experience and software and hardware technology, and attach great importance to independent R & D investment and innovation. Continue to launch products with independent intellectual property rights that can challenge or even replace similar technological products of multinational giants.

In a word, in cooperation with multinational giants, do you choose to be a sheep or a wolf? Obviously, HAND chose to be an unusually tough wolf. The author can not help but like it! The great rejuvenation of the Chinese nation needs more fierce local enterprises.

2018-07-30 was written in Hangzhou.

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