Is the Asian Market lucrative enough for s/w and consulting providers? Price, Culture and Imitation are causing heartburns to most of us. [Read Bog- Is it worth doing business in APAC?]
Price: For years, Asia could not afford US rates for Services and
In the
Culture: Communication and Cultural barriers are often the source of evaporating margins.
Understanding the culture of our Asian partners, and getting their ‘buy-in’ to best practices, are a key ingredients for success. Asians have analytical minds, in need of hard evidence and proof. (this not that different to doing business in
Imitation. The persistent stereotype about
The product imitation mentality is evaporating while focus is shifting to customer experience and service. [Read: Innovasia Survey - top 3 reasons affecting customer choice are: a) 44% Customer experience b) 41% product c) 15% pricing.] S/W vendors in the Customer Services space have a unique opportunity to sell enterprise level s/w with relatively low risk for imitation. The value of enterprise s/w is only unleashed with best practice deployments. Best practice is hard to imitate as it is derived from years of experience in deploying top notch customer service centers. Sell 'value' not just s/w. Sell value as the combination of services, experience and technology.
2 comments:
Great insights. How do you propose overcoming the obsession of Asians with quility of features they will never use?
First things first. Quality is important; when you advertise a product feature it better work, regardless the client’s intentions to use it. In many cases, the biggest issue is expectation gap. Often a feature is oversold or vaguely defined. Set clear expectations upfront as to what the feature is designed to do, make sure it is in writing. Frankly, what is the point of overselling a feature that will not be used?
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