【 Weak current College 】 what is system integration

I. What is system integration?
System integration, literally speaking is part of the function as an integrated, unified system integration. However the application of system integration means much more than this. System integration includes the following five elements:
1. the client industry knowledge
Requirements on the customer's industry business, organizational structure, current status, development, better understand and grasp.
2. application of the system modes and technology solutions
To the height of customers needs to provide application of the system modes, as well as the implementation of the system modes in specific technical solutions and the operation of the programme, which provides users with a comprehensive system solution.
3. product technology
L to the original vendor product technical mastery
L the System Integrator's own research and development of products, including application software development.
4. project management
On the project sales, pre-sales, engineering, and after-sales service process unified process and quality management.
5. service
As the industry's health development and standardization of the quality of the service, the system has gradually become an important reference point.
Second, the development of the system integrator
With the system integration market standardization, specialization in development, and system integrators will tend to be three directions:
1. product technical service
To the original vendor product-centric, project specific technical implementations of a feature section provides technology solutions and services, i.e. the product system integration.
2. system consulting-
On the client system project consulting (project feasibility assessment, project investment evaluation, application system mode, the specific technical solutions). If possible, to undertake the project, the technical service responsible for the product type and application product development-oriented systems integrators, for project implementation tender, and is responsible for project management (Contracting and subcontracting).
3. application of product development-
In collaboration with the user to the planning and design of the application system model, and the user to complete application software system design, development, industry knowledge and techniques have a large number of accumulation, has a lot to understand the industry knowledge and understand the computer systems of amphibious professionals. To provide users with comprehensive system solutions, complete the ultimate system integration.
To the current system integration market as a result, users are viewing application product development-systems integrators. To provide organizational, management, technology secure system integration is the key to success.
III. system integration strategy
1, distribution and system integration of distinction (distribution system & intergrating)
Of course, selling products and system solutions for the process is similar, but their strategy and their relative priorities.
Distribution of product technical applications require a lower level of the application is not high, the popular market of the product. System integration of the product is on the other hand. Product distribution to product-centric, policy is more important than the product marketing of public information, the establishment of market distribution channels. System integration in system solutions, emphasizes technology, with distinct characteristics of the market.
Product distribution and system integration of specific sales tools can learn from each other, but there is a clear policy.
2. management of systematic and standardized
From natural to socialized Division, industrial mode, economy mode, business management model, with the collaboration of people and relationships are constantly undergoing change. Factory production lines to maintain efficient operation depends on two major elements:
L elements on local production skills designed and well chosen. L reasonable division and coordinated management of the sections.
If the operation of the systems integration compared to industrial production, it also faced with three key points: designed and refined, Division, coordination and management. The key to their management responsibilities, rights and benefit.
(1) systems integration Division of organization and functions
L divided by function: sales, marketing, technology, and contains the following elements: market: System analysis of marketing, planning, management, and new product research and development of guidance by the market. Sales: total charge and the specific customer's commercial staff contacts, track, and relationships. Pre-sales: responsible for sales, for the specific customer technical staff to provide technical presentations, specific system solutions.
ˉ works: the team is responsible for the complete project implementation.
ˉ After-sales service: responsible for project groups, the complete project of after-sale ongoing technical maintenance and service.
ˉ product development: responsible for hardware and software product development and implementation of specific.
2 expert bodies:
N of tracking new products, new technology, the system mode and specific system technology solutions.
N on pre-sale offers system solutions.
N on product development provides system patterns, evaluation and development platform for guidance.
L in accordance with sectoral market Division
According to the sector, requires all levels of personnel in addition to their jobs are designed and well chosen, as well as on industry relationships, industry insight business knowledge. You can combine the above two points, to industry, combined with the specific situation of the Division of system integration of all functional departments.
(2 side coordinate management
L tower management system
Formation tower management system, all levels of the sector, the right to clear, coordinated management-by-layer up, decision-by-layer down publishing.
L project group
System integration of external behavior for the project, specific customer projects, product research and development projects, etc. The project team should consist of the projects related to parallel sectors assigned appropriate personnel, project managers are solely responsible for the management of the project.
Industry-specific sales project manager to the Sales Department is responsible for, and directly parallel to the departments responsible for upper management. Should be based on the tower management system and project team. Division management hierarchy can fully accommodate Enterprise future large-scale development, the flexibility of the project groupFlatten management can avoid multi-level management of rigid and inefficient parallel sectoral coordination.
3. system integration of sectoral characteristics and market positioning
Currently, there are some in domestic industries such as finance, telecommunications, postal services, tax, insurance, manufacturing, and other livelihood, was the State's key investment sectors; business is investment cycle short quick and relatively ample funds; Government Office of industry is to enable countries to improve the management system, improve the efficiency of the Office. Enter the system integration field, some may be named, to profit, some more fame. Small and medium-sized companies in the field of system integration, a late starter in finance, telecommunications, insurance, tax and other prominent industries, from industry market share, product, technology, capital investment, industry relations, industry experience, and large system integrators larger than the gap. System integration market is vast, but the market opportunity is fleeting. We should analyse the market, focus limited manpower, material resources, financial resources, to seize and thoroughly several industries, that will serve to do more with less, and fame. If you do not take into account the actual strength, comprehensive attack, is the strength, will distribute a limited number of input power, time-consuming and frustrating, not against us in the field of long-term development.
4. system integration needs long-term continuous inputs
Currently, our strength in the field of system integration are relatively weak, the management and operational level should be improved, industry marketing and technical resources to be invested and culture. We in this area can obtain short-term growth, its stems from all levels of staff's professionalism, strenuous of enterprise culture, and industry information from a broad market. If you only focus on the rapid short-term behavior, not cultivating and input, we will not only lose may seize market opportunities, and will be very difficult in this area are long-term sustained growth, will not be able to benefit from changeing. System integrator of a responsibility to create demand and guide requirements. In the systems integration consulting services in the early to, enabling customers to know the capacity of the trust company, the technology; the requirements of the specific personnel should have the industry knowledge and technical background. For system integrators require long-term investment, so as to control the market, leading the market, instead of having a certain project. We are faced with short-term benefits of rapid growth and long-term development of profit growth, the broad market and fleeting market opportunity, "fish and bear paw" is available and will be a pending discussion.
5. suggestions
(1) strengthening headquarters and branch of industry standardized market integration, management and marketing planning, boost sales of the branch system and, through the system of project implementation in practice and improve the company's technical strength, the formation of a national industry-specific system integration market.
(2) adjustments to improve the internal management system Division, coordination, project management, the effectiveness of the management.
(3) strengthening sectoral market's long-term investment with clients to establish long-term relations of cooperation, stop short and focused only on the immediate interests. Improve service quality, establishing and maintaining good corporate image.
Get project there are three necessary conditions: excellent customer relationships, excellent system solutions, customers established a good image of the technology and services, constitute a sufficient condition.
The first is the foundation of two bars. If you do not have a long-term relationship with the customer, will not be able to understand customer needs, there is no way to provide truly meet the needs of system solutions. If you do not have a long-term cooperation with customers, there is nothing in the customers mind and establish a good image of the technology and services.
Through cooperation with our sales people often encounter this problem:
In the client project tender or request system learned the other day, and hurried to understand the message on customer needs, let us make programmes or to talk with the customer, this results in mostly reactive, causing unnecessary waste of human and material resources. Generally, large projects to go through half a year or even longer. During this period, other advanced tracking vendor number and the customer to establish a good relationship, on the customer needs to be more fully understood. We are not accounting for days, and that such projects are often not. Of course, is not to say that the list would not hit, hit single by establishing customer relationships, enhance customer for our understanding of the way, the key here, the emphasis is on long-term customer relationships.
Another example: "no single time ignored me, there are single and could I come?! sample technical strength and service, we use a certain sector of certain equipment that is provided in the sample, it is still the old problems, or sample a project somewhere doing no better. "These are all I hear from customers.
To be clear here, whether you are a sample of employees, a sample of a subsidiary company of the sector, or a sample of a subsidiary, in the eyes of your customers is the sample, your errors are errors in your sample is not good that the sample is not good, you represent the sample.
We do industry should in the long run, an overall perspective, the immediate interests, the short-term behaviour or stalls shop too large, is beyond the scope of their own, as a result of concentrating even on sample adverse overall industry business, the loss is huge.
(4) adapting technical structure, tracking new technology side show.
(5) focus on the professional development of application software.
From the computing power of the mainframe era, to information sharing-centric network era, experienced software from hardware platform decisions to application software decided to change the hardware platform, the software has become the system integrated the "soul".
With the development of the market, the level of the Integrator is also improved. The original vendor product technology, macro-system solution, is the number of systems integration are available, the basic no features to speak of.
Technical strength and services is in sales and post-sales truly embodied.
WhileProvide high-quality application software products, is the other manufacturers are unable to provide the features of our solutions is the biggest attraction in pre-sales customer's flash point.
So seize market opportunities, enhance the professional development of application software, is the occupation of the key industry market.
5. clear competitors
In the system integration market, must be very clear about who are the competitors, the system integration market marketing functions was not only to meet the needs of the market, but also to meet than the competitors. Therefore always pay close attention to the competitors, anticipate their actions, and appropriate measures to deal with it is the company's marketing efforts of key functions.
On the understanding of the main competitors in the following areas:
1. competition in the relevant areas of performance.
2. solution of key equipment, networks, systems, database *.
3. relationship with the customer familiarity.
6. play single notes
The following is fighting for a project, you need to know.
(1) the name of the project, customers are going to do, the customer needs.
(2) the project implementation plan, time, location, amount of investment.
(3) the relationship between the project decision making, the project decision making body composition and relations, who does the system technology decisions, who does the vendor selection decision.
(4) the customer on system construction technology platform has no trend.
(5) the opponents that adversary of customer relations, technology trends.
We only obtain this information, in order to assess the probability of project success, to decide whether further investment, and develop project work plan.