在市场竞争日益白热化,最终用户日益操控话语权、各种新的技术手段令人应接不暇的今天,对IT企业而言,找到并建设一个好的渠道体系,可谓是成败的关键。但是,面对变数众多的市场,层出不穷的概念,很多企业往往难免“找不到北”,迷失了自身。 传统从厂商-区域分销商-经销商-最终用户,呈金字塔式的渠道模式,由于流通环节太多,成本太大,对市场的反应不够灵活,从而造成渠道物流、资金流和信息流的不畅、效率低下等等弊端,显然已经难以适应当前IT业快速发展 With increasingly fierce competition in the market, end users increasingly manipulate discourse power, and various new technologies are overwhelming. To IT companies, finding and building a good channel system can be described as the key to success. However, in the face of a large number of variables in the market, the concept of endless, many companies are often inevitably “can not find the North” and lost themselves. Traditionally, from vendors-regional distributors-distributors-end users, it is a pyramid-type channel model. Because there are too many circulation links, the costs are too high, and the response to the market is not flexible, resulting in the failure of channel logistics, capital flow, and information flow. Consistency, inefficiency, and other disadvantages, apparently have been difficult to adapt to the rapid development of the current IT industry