With the rapid development of China's electronics industry, the company's domestic market business has developed rapidly and has grown steadily.
Countless emerging companies have sprung up like mushrooms after a rain, and the electronic design software industry that cooperates with them has also begun to enter the golden age.
As the top three American companies in the world, their domestic market share is already in a trend of looking one, and the situation is very optimistic.
Just as the company was full of confidence and was about to do a big move, the Asia-Pacific headquarters had already begun to surging undercurrents, and the crisis was ups and downs, and the way this crisis was handled directly determines the next direction of the domestic office.
As the end of the year approaches, sharp-eyed colleagues begin to discover that John and Martin often go to Singapore. Sometimes they go together and sometimes alone, but the number of round trips is obviously much more frequent than before.
At first, no one cared about it, and not long after, the news came from the United States that there might be any changes in the agency rights of the headquarters in Singapore in the Asia-Pacific.
At the beginning, everyone thought it was a rumor, and no one cared about it because it was the boss’s business, not to mention that the agency power was not known for ordinary employees.
People who love to inquire occasionally ask John and Martin. They clearly told everyone that it was a rumor. After a period of fermentation, John and Martin's answers gradually became blurred.
It will rain and mother wants to get married. If many things really happen, human power may be irresistible.
Things gradually became clear. The Asia-Pacific agency agreement between Brian and the US Corporation was expired in three months. According to the content of the previous agreement, after the contract expired, Brian had a priority renewal right, but now there are very serious unexpected situations and challenges. A Taiwanese-funded company competed for their agency management rights in the Asia-Pacific region at a price nearly twice that of Brian, which made Brian very passive.
The dispute over agency rights has fallen into a tripartite struggle between the US headquarters, Brian and a Taiwanese-funded company.
Brian first and together with John and Martin, he deeply analyzed the short-term, medium-term and long-term development trends of the Chinese market, evaluated the development status of two other major competitors in the industry, summarized the lessons learned from the success and failures in the Chinese market in the past few years, and thoroughly understood the situation at home.
Secondly, Brian entrusts his friends in Taiwan to deeply understand the competitors' industry background and internal situations, hoping to know yourself and your opponent.
Finally, Brian began to travel between California and Singapore. At first, he lobbled through internal senior management and friends of the company to play some friendship and emotional cards, but it had little effect. Later, he communicated with his big boss, Robert, the vice president of the US headquarters in charge of the Asia-Pacific market, based on the official business level. Although the communication was very frank, when he touched sensitive topics, Robert just skipped the water and said it, without giving Brian any hints or promises.
The battle for renewal of agency rights began to enter a tug-of-war situation, which consumed a lot of manpower, financial resources and energy.
But fighting for this agency is of great strategic significance to Brian.
First of all, in the last agreement cycle, Brian went to the Chinese market with the spirit of the first person who dared to take the lead, and took great market risks.
Secondly, although some problems have occurred in the construction of talent teams, in general, through continuous adjustments in work, a team with strong combat effectiveness has been formed. They are not only reflected in everyone's mental outlook, but also in the overall performance of the Chinese market.
Of course, the most important point is to cultivate the Chinese market. For Brian in the past few years, the Chinese market has been more of a process of cultivation. Now he is just facing the arrival of the harvest season. How can he be willing to give up the fruits he has worked hard to cultivate?!
Although Brian's defense of agency rights is being prepared in full swing, the Taiwanese company that competes for agency rights with Brian is also full of confidence.
They began to pay serious attention to the Chinese market two years ago. In addition to doing a very thorough investigation in the Chinese market, they also analyzed Brian's shortcomings in the Chinese market and made a very clear solution to Brian's fatal blow.
They have long been coveting Brian's Asia-Pacific agency rights and are determined to win.
After a period of brewing, the war without gunpowder finally broke out.In the early stage, both Brian and Taiwan's companies did a lot of public relations work in the United States, but the results were unclear.
Due to the development potential and strategic position of the Chinese market, a similar jury assessment committee was established at the US headquarters, in which two shareholder representatives were invited to participate.
Finally, the US headquarters decided the final process of agency decision-making in the Asia-Pacific region. First, in one morning, senior personnel from the US headquarters organized technology, sales and marketing to fully introduce the company's goal positioning and development plan for the Chinese market. Representatives from Brian and Taiwan's companies participated at the same time. The event was convened and hosted by Robert.
The second step of the process is to take two afternoons to introduce the assessment committee, develop planning and question and answer the questions and answers.
The final step is the evaluation committee to decide the final ownership of agency rights based on actual inspections and comprehensive assessments of both parties.
In order to protect this agency, Brian took great pains to do a lot of homework.
In his introduction to the Assessment Committee, he used a large amount of sufficient and detailed data and pictures to illustrate the history and future prospects of market development, the process of team building and development, the experience of success and lessons of failure, as well as the outlook for the next five years, etc.
The final defense session was also very fully demonstrated, and when answering questions, they were reasonable and confident.
If we look at it from Brian's perspective alone, he does have many advantages, or successful experiences, because the achievements made in the Asia-Pacific market are obvious to all.
If a Taiwanese company follows Brian's idea, it will definitely play to others' strengths and avoid others' weaknesses, and there will definitely be no chance of winning.
So they presented their strategic vision from a completely more realistic and operational perspective.
First, in the next five-year agency agreement cycle, the performance returns of Taiwanese companies to the U.S. headquarters are more than twice that of Brian's plan.
Although the evaluation committee has objections to the true strength and execution capabilities of Taiwanese companies, Taiwanese companies carefully prepare materials and data models to fully illustrate the operability of their plans.
Actual performance returns are naturally one of the most important core contents in agency agreements.
Secondly, in the next three years, Taiwan companies plan to invest in establishing technical support centers in Beijing, Shanghai and Shenzhen, and clarify the specific timetable and amount of investment.
As a high-tech enterprise, high-level localized technical support is something the US headquarter has always wanted to do. Although I have communicated with Brian several times before, Brian has not shown much interest.
This approach by Taiwanese companies must be a bonus for them.
Finally, the Taiwanese company emphasized that the mainland and Taiwan have the same origin, there are no obstacles in language and culture, and the mainland has many preferential policies for Taiwanese-funded enterprises. This is an advantage that Brian could not have before, and it is reasonable to go into the process.
In the final opportunity to speak, Brian emphasized his government relations in the Chinese market. Based on China's national conditions and characteristics, he introduced his accumulation and gains in this area through the past few years.
Government relations, or public relations, are, on the surface, a relationship between companies and government departments, but in essence, they are relationships between people.
After years of hard work, Brian and his team have achieved great achievements in government relations. From the leaders of the competent ministries and commissions to the heads of scientific research institutes, they have established extensive connections. Through these relationships, we can clearly understand the government's investment and support for the electronic design automation industry and judge the development status of the industry in the next few years.
The establishment of these relationships requires time, labor costs, and capital investment.
Its establishment and formation cannot be achieved immediately in a short period of time and overnight.
So it is a pity that this dispute over agency rights has wasted resources in this area.
Comparing the propaganda plans of Brian and Taiwan companies, it is not difficult to find that Brian's plan is more about relying on his old capital, while Taiwan companies' strategies emphasize the advantages of investment and localization.
It should be said that Taiwanese companies are more prepared, perhaps because Brian is in the open and Taiwanese companies are in the dark. Therefore, it is not difficult to understand that Taiwanese companies defeat Brian in the next five years of agency rights dispute.
Considering Brian's achievements and contributions in the Chinese market in the past few years, the US headquarters signed the agency rights for the next five years to a Taiwanese company, and gave Brian two years of maintenance and benefit periods for users. That is, all customers who Brian expanded in the past will still enjoy a certain proportion of commission benefits as long as the users continue to pay the software license fee in the next two years.
Seeing that the situation was hopeless, Brian knew that it was impossible to fight for it now.
After confirming the defeat of the irreparable agency dispute, Brian hurriedly returned to Singapore from the United States and convened John and Martin for a meeting to discuss and make specific arrangements on how to recover from the aftermath.
After returning to Beijing from Singapore, John was responsible for talking to sales staff one by one, calculating and cashing out sales commissions; Martin was responsible for talking to engineers, and hoped to leave behind several experienced engineers to continue serving previous customers.
Seeing that the company that was originally very good was collapsed like this, everyone was reluctant and helpless.
Countless emerging companies have sprung up like mushrooms after a rain, and the electronic design software industry that cooperates with them has also begun to enter the golden age.
As the top three American companies in the world, their domestic market share is already in a trend of looking one, and the situation is very optimistic.
Just as the company was full of confidence and was about to do a big move, the Asia-Pacific headquarters had already begun to surging undercurrents, and the crisis was ups and downs, and the way this crisis was handled directly determines the next direction of the domestic office.
As the end of the year approaches, sharp-eyed colleagues begin to discover that John and Martin often go to Singapore. Sometimes they go together and sometimes alone, but the number of round trips is obviously much more frequent than before.
At first, no one cared about it, and not long after, the news came from the United States that there might be any changes in the agency rights of the headquarters in Singapore in the Asia-Pacific.
At the beginning, everyone thought it was a rumor, and no one cared about it because it was the boss’s business, not to mention that the agency power was not known for ordinary employees.
People who love to inquire occasionally ask John and Martin. They clearly told everyone that it was a rumor. After a period of fermentation, John and Martin's answers gradually became blurred.
It will rain and mother wants to get married. If many things really happen, human power may be irresistible.
Things gradually became clear. The Asia-Pacific agency agreement between Brian and the US Corporation was expired in three months. According to the content of the previous agreement, after the contract expired, Brian had a priority renewal right, but now there are very serious unexpected situations and challenges. A Taiwanese-funded company competed for their agency management rights in the Asia-Pacific region at a price nearly twice that of Brian, which made Brian very passive.
The dispute over agency rights has fallen into a tripartite struggle between the US headquarters, Brian and a Taiwanese-funded company.
Brian first and together with John and Martin, he deeply analyzed the short-term, medium-term and long-term development trends of the Chinese market, evaluated the development status of two other major competitors in the industry, summarized the lessons learned from the success and failures in the Chinese market in the past few years, and thoroughly understood the situation at home.
Secondly, Brian entrusts his friends in Taiwan to deeply understand the competitors' industry background and internal situations, hoping to know yourself and your opponent.
Finally, Brian began to travel between California and Singapore. At first, he lobbled through internal senior management and friends of the company to play some friendship and emotional cards, but it had little effect. Later, he communicated with his big boss, Robert, the vice president of the US headquarters in charge of the Asia-Pacific market, based on the official business level. Although the communication was very frank, when he touched sensitive topics, Robert just skipped the water and said it, without giving Brian any hints or promises.
The battle for renewal of agency rights began to enter a tug-of-war situation, which consumed a lot of manpower, financial resources and energy.
But fighting for this agency is of great strategic significance to Brian.
First of all, in the last agreement cycle, Brian went to the Chinese market with the spirit of the first person who dared to take the lead, and took great market risks.
Secondly, although some problems have occurred in the construction of talent teams, in general, through continuous adjustments in work, a team with strong combat effectiveness has been formed. They are not only reflected in everyone's mental outlook, but also in the overall performance of the Chinese market.
Of course, the most important point is to cultivate the Chinese market. For Brian in the past few years, the Chinese market has been more of a process of cultivation. Now he is just facing the arrival of the harvest season. How can he be willing to give up the fruits he has worked hard to cultivate?!
Although Brian's defense of agency rights is being prepared in full swing, the Taiwanese company that competes for agency rights with Brian is also full of confidence.
They began to pay serious attention to the Chinese market two years ago. In addition to doing a very thorough investigation in the Chinese market, they also analyzed Brian's shortcomings in the Chinese market and made a very clear solution to Brian's fatal blow.
They have long been coveting Brian's Asia-Pacific agency rights and are determined to win.
After a period of brewing, the war without gunpowder finally broke out.In the early stage, both Brian and Taiwan's companies did a lot of public relations work in the United States, but the results were unclear.
Due to the development potential and strategic position of the Chinese market, a similar jury assessment committee was established at the US headquarters, in which two shareholder representatives were invited to participate.
Finally, the US headquarters decided the final process of agency decision-making in the Asia-Pacific region. First, in one morning, senior personnel from the US headquarters organized technology, sales and marketing to fully introduce the company's goal positioning and development plan for the Chinese market. Representatives from Brian and Taiwan's companies participated at the same time. The event was convened and hosted by Robert.
The second step of the process is to take two afternoons to introduce the assessment committee, develop planning and question and answer the questions and answers.
The final step is the evaluation committee to decide the final ownership of agency rights based on actual inspections and comprehensive assessments of both parties.
In order to protect this agency, Brian took great pains to do a lot of homework.
In his introduction to the Assessment Committee, he used a large amount of sufficient and detailed data and pictures to illustrate the history and future prospects of market development, the process of team building and development, the experience of success and lessons of failure, as well as the outlook for the next five years, etc.
The final defense session was also very fully demonstrated, and when answering questions, they were reasonable and confident.
If we look at it from Brian's perspective alone, he does have many advantages, or successful experiences, because the achievements made in the Asia-Pacific market are obvious to all.
If a Taiwanese company follows Brian's idea, it will definitely play to others' strengths and avoid others' weaknesses, and there will definitely be no chance of winning.
So they presented their strategic vision from a completely more realistic and operational perspective.
First, in the next five-year agency agreement cycle, the performance returns of Taiwanese companies to the U.S. headquarters are more than twice that of Brian's plan.
Although the evaluation committee has objections to the true strength and execution capabilities of Taiwanese companies, Taiwanese companies carefully prepare materials and data models to fully illustrate the operability of their plans.
Actual performance returns are naturally one of the most important core contents in agency agreements.
Secondly, in the next three years, Taiwan companies plan to invest in establishing technical support centers in Beijing, Shanghai and Shenzhen, and clarify the specific timetable and amount of investment.
As a high-tech enterprise, high-level localized technical support is something the US headquarter has always wanted to do. Although I have communicated with Brian several times before, Brian has not shown much interest.
This approach by Taiwanese companies must be a bonus for them.
Finally, the Taiwanese company emphasized that the mainland and Taiwan have the same origin, there are no obstacles in language and culture, and the mainland has many preferential policies for Taiwanese-funded enterprises. This is an advantage that Brian could not have before, and it is reasonable to go into the process.
In the final opportunity to speak, Brian emphasized his government relations in the Chinese market. Based on China's national conditions and characteristics, he introduced his accumulation and gains in this area through the past few years.
Government relations, or public relations, are, on the surface, a relationship between companies and government departments, but in essence, they are relationships between people.
After years of hard work, Brian and his team have achieved great achievements in government relations. From the leaders of the competent ministries and commissions to the heads of scientific research institutes, they have established extensive connections. Through these relationships, we can clearly understand the government's investment and support for the electronic design automation industry and judge the development status of the industry in the next few years.
The establishment of these relationships requires time, labor costs, and capital investment.
Its establishment and formation cannot be achieved immediately in a short period of time and overnight.
So it is a pity that this dispute over agency rights has wasted resources in this area.
Comparing the propaganda plans of Brian and Taiwan companies, it is not difficult to find that Brian's plan is more about relying on his old capital, while Taiwan companies' strategies emphasize the advantages of investment and localization.
It should be said that Taiwanese companies are more prepared, perhaps because Brian is in the open and Taiwanese companies are in the dark. Therefore, it is not difficult to understand that Taiwanese companies defeat Brian in the next five years of agency rights dispute.
Considering Brian's achievements and contributions in the Chinese market in the past few years, the US headquarters signed the agency rights for the next five years to a Taiwanese company, and gave Brian two years of maintenance and benefit periods for users. That is, all customers who Brian expanded in the past will still enjoy a certain proportion of commission benefits as long as the users continue to pay the software license fee in the next two years.
Seeing that the situation was hopeless, Brian knew that it was impossible to fight for it now.
After confirming the defeat of the irreparable agency dispute, Brian hurriedly returned to Singapore from the United States and convened John and Martin for a meeting to discuss and make specific arrangements on how to recover from the aftermath.
After returning to Beijing from Singapore, John was responsible for talking to sales staff one by one, calculating and cashing out sales commissions; Martin was responsible for talking to engineers, and hoped to leave behind several experienced engineers to continue serving previous customers.
Seeing that the company that was originally very good was collapsed like this, everyone was reluctant and helpless.
![[campus Novels] Ten miles in midsummer - Hunting, cool writing](/templates/nvshen/themes/img/thumb_1.png)