Letter From the Editor French Caldwell - 7 November 2001 "Tactics for Successful IT Investments in China" is the second special Spotlight issue produced around the accession of China to the World Trade Organization (WTO). That accession is likely to occur as the WTO delegates meet 9 to 13 November 2001 in Doha, Qatar, the first ministerial since the November 1999 meeting in Seattle. In "Key Issues for Enterprises Entering China's Market", we laid out the long-term risks for foreign enterprises doing business in China. In this Spotlight issue, our team of analysts focuses on business opportunities that will emerge immediately with China's accession to the WTO. The most notable theme of this Spotlight is the emphasis on the large latent consumer base in China. For decades, the promise of unlocking the consumer economy in China has seemed just out of reach. Our analysis implies that using the Internet in a way that aligns Western commercial processes with Chinese culture and buying habits can help.  Read more

spotlight.feedback@gartner.com

	Overview Tactics for Successful IT Investments in China Lane Leskela - 7 November 2001 Enterprises that choose to enter China's markets will stand the best chance by following the examples of companies — Chinese and foreign — that have already succeeded there.

Drivers and Barriers in China's B2C Market Louisa Liu - 22 October 2001 Enterprises considering investments in China’s consumer e-commerce market should know what factors inhibit and drive its growth. Avoiding the first and exploiting the second will boost the chances for success.		The Customs of China's E-Consumers Louisa Liu - 2 November 2001 Enterprises that succeed in China's business-to-consumer market will address the particular concerns of Chinese consumers, such as their strong preference for paying with cash rather than electronically.
Turning Page Views Into Profits in China Louisa Liu - 22 October 2001 Enterprises considering investments in China’s consumer e-commerce market should develop business models based on the distinct features of the Chinese market and people rather than simply applying knowledge learned elsewhere.		Pitfalls and Promises of China's Consumer Internet Market Lane Leskela and Lauren Jones-Shu - 7 November 2001 Government policy prevents Western companies from entering China's consumer Internet market directly. AOL’s pre-WTO deal with PC maker Legend shows that a savvy indirect approach is still necessary for market access.
Another View on How to Prosper in China Dan Miklovic - 18 September 2001 Many Western entrepreneurs think they must enter China through joint ventures with state-run enterprises, but a European instrument maker shows you can retain total ownership of China operations and make a profit.		Mobile Opportunities in China Nick Ingelbrecht, Bertrand Bidaud and King-yew Foong - 7 November 2001 China’s accession to the World Trade Organization will facilitate access to the country's mobile market for operators, service providers and vendors prepared to work with local carriers and suppliers.
Opportunities in China for External Services Providers Rolf Jester - 7 November 2001 A recent Gartner survey highlights the IT budget priorities that CIOs in China foresee through 2004. E-business will likely drive the most spending, especially for networks and security.		A Million Lawyers, a Billion Consumers: IP in China Debra Logan - 2 November 2001 Large enterprises must continue to invest in China to build brands and educate consumers, but they should not expect big profits immediately. By 2006, better enforcement of IP rights will help small enterprises to enter the market.
Financial Software Selection for the Chinese Market Louisa Liu and Kristian Steenstrup - 5 November 2001 Software companies entering China's market with financial packages can be blinded by China's great potential. Vendors and customers need to keep in mind the unique requirements of this market.
Related Special Report The Coming Transformation of China French Caldwell - 18 September 2001 Speculation on the impact of China's membership in the WTO runs the gamut of conjecture from "not much" to "transformational." From the standpoint of the technology sector of China's economy, the immediate impact is at the "not much" end of the spectrum, but the long-term story is much more complex and truly transformational.