Research Of Kingdee Channel Management Strategy

ERP software is the enterprise internal management revolution, in recent years the rapid development of ERP industry in China, especially SAP and ORACLE, the local China Kingdee and UF. When the development of an industry when mature, the competition between manufacturers will be more intense, profit decreases. Due to many aspects, promote the information development of competition in the market, R & D personnel of higher wages, more personalized customer demand pressures, forcing the software vendors to develop the network of distribution partners, efforts to increase revenue, try various devices to control costs. Otherwise, it will be difficult to Surety Company long-term survival in the fierce competition, not to mention the development of. The "channel management" becomes the core of marketing in 6P. In this paper, the author takes " Kingdee channel management" as the basis, put forward the research of network management strategies of distribution of ERP software, ERP software and channel management, Do a little research exploring again.This paper uses the channel management model are illustrated to Kingdee ERP, focuses on the analysis of the face of the fierce competition environment, agents and Kingdee ERP and the contradiction between the agent management problems, and analyzes the reasons for problems. Mainly has:The accumulation of cargo agents; Agents of the high turnover rate of employees, Quarterly and annual performance appraisal pressure, agents seek nothing but profits, loyalty is not high. A lot of problems hinder the rapid development of the company.. Although the Kingdee company advocates "The leading channel, The most important agents" principle, the way of free support agents (such as marketing, product training, sales skills training, implementation of training and so on), but on the other hand, to recruit new distributors. Faced with the competition product competition Kingdee agents on the one hand, while also facing internal competition within the distribution system of Kingdee, many agents cause customer malicious price competition, resulting in product discount is very low, Software implementation of quality, The lower quality of service, Agents profit is less, The effects of the agents and customer satisfaction.In view of this, the author of this paper’s research background, research significance, research framework are analyzed, and the theoretical analysis, the SWOT PEST macro micro analysis, Potter five forces analysis,4C theory,6P theory is reviewed. In order to Kingdee company as an example, the Department of Kingdee competition in domestic and international market environment, in-depth analysis of the company’s operating status, analyzes the Kingdee ERP in the face of Channel management, then the PEST SWOT macro analysis and micro analysis of and Kingdee ERP, through the construction of agent management construction strategy practice and exploration process, make the agent management construction in line with the common interests of Kingdee, agent and customers. Mainly has:the adjustment of the structure and layout of the agent management, Channel management system, support system, agent business process improvement. Finally, based on market data and feedback information, once again proved the Kingdee ERP distribution structure adjustment of Channel management is the correct development strategy suitable for the status quo and Kingdee.This paper begins with a typical case, which has certain reference significance for other agent management of ERP Company.