Digital China IT Channels Distribution Business Development Problems And Countermeasures

Information Technology (IT) channel distributions business has gone through more than30years of history in China mainland since the development of the IT enterprise distributions model in early eighties century. IT as a new high-tech industry under the premises of the government initiatives, influences and guidance, it will become one of the important direction of China’s economic development in the long run. The channel distributor of IT products plays an important and significant role in the progress of overall IT industry business model in selling the products to the markets. It success will directly impact the overall IT industries outlook; hence, it has a valuable business value to study and research. In view of the above reason,"Digital China IT channels distribution business development issues and countermeasures" is chosen for this research study.This paper will be mainly discussed about Digital China as one of the China mainland’s biggest domestic IT distributor, how this company identifies the strategies and distributions model in coping with all the problems, challenges and intensified channel conflicts, and to find out with the best practice of the channel distribution model in a beneficial and win-win situation. This research recommends that in the progress of expanding Digital China’s business, the model should transform from its traditional way; keep client as a focus and services centric, building a solution selling platform in materializing the value propositions to the client; And also to reduce the middle-man layers within the distribution model and cycle, so that it will increase its competitiveness in the markets. In addition to that, the distribution model should also expand it coverage to the tier-3and tier-4of the China cities. Finally, hope that this research will provide the guidance of the future development of the IT channel distribution business model.