论文部分内容阅读
在国内的 ERP 销售中,许多软件企业采取了软件与服务捆绑销售的策略,这种采取“一刀切”的策略,虽然尊重了软件服务价值的客观事实,但其构成非常不合理。曾经有些软件厂商采取免费服务的方式,以图扩大市场份额,也被证明是得不偿失。走了多年的弯路后,如今众多 ERP 企业终于认识到,软件与服务的分离才是解决收费问题的根本途径。天心软件集团总裁冷学华在接受记者采访时谈到,关于软件服务,天心公司曾经面临两大难题:首先是产品开发和销售的矛盾,软件企业通常很容易解决销售人员的激励机制,因为他们的业绩容易量化,但是,因为产品开发的不确定性太多,在产品开发人员中就很难做到,开发人员很容易陶醉
In domestic ERP sales, many software companies have adopted a strategy of bundling sales of software and services. This “one size fits all” approach, although respecting the objective facts of the value of software services, its composition is very unreasonable. There have been attempts by some software vendors to increase their market share by adopting free services, and they have also proved to be more harm than good. After many years of detours, many ERP companies have finally realized that the separation of software and services is the fundamental way to solve the problem of fees. Tian Xue Software Group President Xue Xuehua said in an interview with reporters that Tianxin has faced two major problems with regard to software services. The first is the contradiction between product development and sales. It is often easy for software companies to solve sales staff incentives because they are The performance of the company is easy to quantify, but because there are too many uncertainties in product development, it is difficult for product developers to develop, and developers can easily become intoxicated.