The Marketing Management Of System Integration

As the fastest developing one among the information industries, System integration covers many fields such as education, medical treatment, communication and electric power which effects our society more and more deeply.Though a lot system integration enterprises exist in china their scope and service quality seems rather ragged, the competition becomes intense and disorder, meanwhile lots of foreign magnate enterprises begin to launch Chinese market, as a result much system integration business nearly goes bankrupted, marketing plays an important role for the survival and development of those system integration, enterprises, obviously effective management is the key factor to success in competition, till now, few research on this subject has been made, so the enterprises lack in theoretical instruct.With years of experience the author makes a systemic research on system integration and hopes to contribute for its development in china.There are totally five parts in this article. Firstly, it discusses the profit model suitable for integration enterprise. Secondly, it analyses the requirements of those specific custom determined by this profit model. Thirdly, based on effective analyze of the custom requirements, the article designs corresponding organization system. Next, it expatiates how to make the marketing management with the relationship marketing .At last, it introduced a system integration case. More introductions in detail could be easily found in the following chapters.In the first part, it introduced the status and the outer environment of system integration in our country, discusses the profit model suitable for integration enterprise with the value creates theory and the value chain analysis method, combining with the inside characters of system integration and the outer environment of enterprises faced, pointed out that profit model was the whole way for the professional customer.In the second part, based on the value analysis theory and K model of Accurate marketing theories, also with case analysis it classified the requirement of the professional customer, make a reference for the integration enterprise to control and apply the practical marketing.In the third part, it explained how does the enterprises organize its own system to meet the requirement of the target customers include the respect of organize system,business process and person installment. Discuss the four principle respectively: custom is the most important, gentles, install person in different stages and shutting the wreath circulates.Next, applying the relation marketing theory to discuss the marketing organization of the system integration enterprises to give them some advice on marketing, organize a harmony relationship of six market in the strategy level, set up a unique marketing platform in the management level, use the one to one strategy to customers in the operation level.At last, use a practical system integration market case to help readers understand the above theory better.Comparing with others, this article specializes bare and in the souate content .In content, it emphasizes.1) The importance of value analyze .2) The marketing theory that custom is the most important.3) The application of new type marketing on system integration.4) The obturated course combined working experience for better management, hi structure, it makes well-crafted composition and analytical brillianceThis article unites marketing management theory with the practice and sums up marketing theory, which makes it most practical.Owing to the limited, time, data collection and my level, I'm regretful that there must be certain drawbacks in this article, I sincerely hope everybody to point out and correct for my improvement in future.