Gartner Research

Tech CEOs Should Adapt to Market Differences to Launch Global Technology Products in China’s Enterprise Market

Published: 02 July 2019

ID: G00407640

Analyst(s): Adrian Lee, Evan Zeng

Summary

Non-China-based TSPs need to understand local market differences to successfully launch their products in China. Tech CEOs should use this research to adapt their global product launch plans to local differences in technology adoption phases, market structure and competition.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Compare the Adoption Phases for Targeted Technologies in China to Customize Global Launch Plans
  • Investigate China’s Market Structure Differences and Develop a Product Segmentation Strategy for Pricing, Sales and Support Models
    • Foreign Enterprises Versus Chinese Enterprises
    • Chinese Government’s “Secure and Controllable” Initiatives and Their Influence on Chinese Enterprises’ Technology Adoption
    • Vast Difference of In-House Technical Maturity and Support Requirements Among Chinese Enterprises
  • Develop a Local Competitive Strategy and Solution Partnerships

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