What is system integration?

Classification: Computer/Network >> Operating System/System Failure

Analysis:

System integration, literally speaking, is to integrate all the functional parts into a unified system. However, the application significance of system integration goes far beyond this. System integration includes the following five elements:

1. Customer industry knowledge

Require a good understanding and grasp of the business, organizational structure, current situation and development of the customer's industry.

2. Application system mode and technical solutions

Standing at the height of the system to provide customers with the application system model, as well as the specific technical scheme and operation scheme to realize the system model, is to provide users with a comprehensive system solution.

3. Product technology

L technical mastery of the products provided by the original manufacturer

L System integrators develop their own products, including the development of application system software.

4. Project management

Unified process and quality management of project sales, pre-sales, engineering and after-sales service.

serve the dishes

With the healthy development and standardization of the industry, system service quality has gradually become an important reference point.

Second, the development of system integrators.

With the development of standardization and specialization in the system integration market, system integrators will tend to develop in the following three directions:

1. Product technical service type

Focusing on the products of the original manufacturer, providing technical solutions and services for a functional part of the specific technical scheme of the project, that is, product system integration.

2. System consulting type

Provide customer system project consultation (project feasibility evaluation, project investment evaluation, application system model, specific technical scheme). If it is possible to undertake the project, be responsible for the project implementation of the system integrator for bidding product technical service and application product development, and be responsible for project management (contracting and subcontracting).

3. Application product development type

It is manifested in cooperating with users to plan and design application system models, and completing the design and development of application software systems together with users. It has accumulated a lot of industry knowledge and key technologies, and has a group of amphibious professionals who know both industry knowledge and computer systems. Provide users with comprehensive system solutions and complete the final system integration.

According to the results of the current system integration market, users are interested in system integrators oriented to application product development. Providing reasonable organization, effective management and guaranteed technology for system integration is the key to success.

Thirdly, the discussion of system integration strategy.

1, the difference between distribution and system integration (distribution &; System integration)

Of course, the process of selling products and system solutions is similar, but the strategy and emphasis are relatively different.

The products distributed have low technical application requirements and low application level, and are popular in the market. The product of system integration is the opposite. Product distribution is product-centered, focusing on the public promotion of product marketing and the establishment of market distribution channels. System integration focuses on system solutions and emphasizes technology, which has obvious industry market characteristics.

Product distribution and system integration can learn from each other, but the strategies are obviously different.

2. Systematic and standardized management

From natural economy to socialized division of labor, industrial model, economic model, enterprise management model and the cooperative relationship between people are constantly changing. The efficient operation of factory production lines depends on two factors:

L Each component is specialized and proficient in local production skills. L reasonable division of labor, coordination and management of all parts.

If the operation of system integration is compared to an industrial assembly line, it also faces three main points: specialization and refinement, division of labor and collaborative management. The key to its management lies in responsibility, power and benefit.

(1) Division of functions of system integration organization

L Divided by functions: sales, market and technology, including the following elements: market: systematic marketing market analysis, planning and management, and put forward market guidance for new product research and development. Sales: always responsible for the contact, tracking and relationship of the business personnel of a specific customer. ? Pre-sales: Be responsible for the sales staff and provide technical introduction and specific system solutions for the technicians of specific customers.

? Engineering: responsible for the project team and complete the project implementation.

? After-sales service: responsible for the project team and complete the after-sales continuous technical maintenance and service of the project.

? Product development: responsible for the specific development and implementation of software and hardware products.

? Expert bodies:

N research and follow up new products and technologies, and propose system models and specific system technology solutions.

N Review the system solutions provided to customers before sales.

Provide evaluation and guidance of system model and development platform for product development.

L by industry market

According to the division of industries, people at all levels are required to have a deep understanding of industry relations and business knowledge in addition to their professional knowledge. You can combine the above two points, divide the functional departments of system integration by industry, and combine the specific situation.

(2) Coordinated management

L tower management system

Form a tower management system, with clear powers and responsibilities at all levels and departments, coordinate management step by step, and implement decisions step by step.

L project team

The external behavior of system integration is manifested in projects, specific customer projects, product development projects and so on. The project team should be composed of corresponding personnel appointed by parallel departments related to the project, and the project manager is fully responsible for the project management.

The project manager of industrial sales project should be responsible for the sales department of the industry and directly responsible for the superior management department of each parallel department. The tower management system should be combined with the project working group. The hierarchical system of division of labor management can fully adapt to the large-scale development of enterprises in the future, and the flexible flat management of project teams can avoid the rigidity and inefficiency of parallel department coordination that may be brought about by multi-level management.

3. Industry characteristics and market positioning of system integration.

At present, there are some industries in China, such as finance, telecommunications, postal services, taxation, insurance, manufacturing, etc., which are related to the national economy and people's livelihood and are key industries invested by the state; Business is an industry with short investment cycle, quick results and abundant funds; * * * Office is an industry that enables the country to improve its management system and improve office efficiency. Entering the field of system integration in these industries, some can be famous, some can be profitable, and some can be both famous and famous. Small and medium-sized companies started late in the field of system integration, and in excellent industries such as finance, post and telecommunications, insurance and taxation, there is a big gap compared with large system integrators in market share, product technology, capital investment, industry relations and industry experience. The market for system integration is vast, but the market opportunities are fleeting. It is necessary to analyze the industry market, concentrate limited manpower, material resources and funds, and grasp and thoroughly understand several industries, which will play a role in getting twice the result with half the effort and gaining both fame and fortune. If we don't consider the actual strength, we can't attack in an all-round way at present, which will distract our limited investment and get twice the result with half the effort, which is not conducive to our long-term development in this field.

4. System integration needs long-term continuous investment.

At present, our strength in the field of system integration is weak, the management and operation level need to be improved, and the industry market and technical strength need to be invested and cultivated. The short-term rapid growth in this field stems from the professionalism of employees at all levels, persistent corporate culture and the broad market brought by industry informatization. If we only pay attention to the quick return of short-term behavior, but don't pay attention to training and investment, we will not only lose the market opportunities that we may seize, but also find it difficult to achieve long-term sustained benefit growth in this field, and we can't achieve quantitative change to qualitative change. One of the responsibilities of system integrators is to create and guide requirements. Do a good job of consulting services in the early stage of system integration, so that customers can understand the ability and technology of trusting companies; The requirements for specific personnel should have industry knowledge and technical background. For system integrators, long-term investment is needed to control and guide the market, rather than owning a project. We are faced with the problems of rapid growth of short-term benefits, sustained growth of long-term benefits, vast market and fleeting market opportunities. Whether you can have both "fish and bear's paw" will be a question to be discussed.

5. Some suggestions

(1) Strengthen the unified, standardized management and market planning of the industrial market of the headquarters and branches, drive the systematic sales of branches, improve the technical strength of branches in practice through the implementation of systematic projects, and form a national industrial system integration market.

(2) Adjust and improve the internal management mechanism, division of labor, coordination and project management to achieve benefits in management.

(3) Strengthen long-term investment in the industry market, establish long-term cooperative relationship with customers, put an end to short-term behavior and only pay attention to immediate interests. Improve service quality and establish and maintain a good corporate image.

There are three necessary conditions for a project: excellent customer relationship, excellent system solution, and good technical and service image among customers, which constitute sufficient conditions.

The first is the basis of the latter two. If there is no long-term cooperative relationship with customers, it is impossible to deeply understand customers' needs, and it is also impossible to provide system solutions that truly meet customers' needs. Without long-term cooperation with customers, it is impossible to establish a good technical and service image in the eyes of customers.

Through cooperation with sales staff, we often encounter such problems:

We didn't know the news until a few days before the customer closed the tender or asked for the system scheme, and we got a quick understanding of the customer's needs. Let's make a plan or talk to customers, and the result is mostly in vain, resulting in unnecessary waste of manpower and material resources. Generally, large projects need to be brewed for half a year or even longer. During this period, other manufacturers who have tracked in advance have established good relations with customers and fully understood their needs. We didn't take advantage of the right time, the right place and the right people, and such projects often failed. Of course, it doesn't mean that you won't fight if you make a single order. Playing a single order is also one of the ways to establish customer relations and enhance customers' understanding of us. The key here is to emphasize the long-term nature of customer relationship.

Another example: "Ignore me if you don't have an order, and call me if you have an order? ! The technical strength and service of the samples are not good. Some equipment used in one of our departments is provided by Sample, and there are still problems, or Sample is not doing well in a certain project somewhere. " This is what I heard from my clients.

Let's be clear here, whether you are an employee of the sample, a department of a subsidiary of the sample or a subsidiary of the sample, in the eyes of customers, you are the sample, your fault is the fault of the sample, your fault is the fault of the sample, and you represent the sample.

Doing business should proceed from the long-term and overall situation and only pay attention to immediate interests. Short-term behavior or too many stalls are beyond our ability. In this way, a small loss will even harm the overall business of Sample, and its loss will be huge.

(4) Constantly adjust the technical structure and track the display of new technologies.

(5) Pay attention to the development of industrial application software.

From the mainframe era centered on computing power to the network era centered on information sharing, it has experienced the transformation from hardware platform to application software, and software has become the "soul" of system integration.

With the development of the market, the level of integrators is also improving. The original manufacturer's product technology and macro system solutions can be provided by many system integrators, and there is basically no feature at all.

Technical strength and service are truly reflected in the sale and after-sales.

Providing high-quality industrial application software products is a feature that other manufacturers can't provide in our solution, and it is the most attractive point for customers before sales.

Therefore, seizing the market opportunity and strengthening the development of industrial application software is the key to occupy the industrial market.

Step 5 identify competitors

In system integrated marketing, we must be very clear about who our competitors are. The function of systematic integrated marketing is not only to meet the market demand, but also to better meet the competitors. Therefore, it is the key function of the company's marketing work to always pay attention to the dynamics of competitors, predict the actions they will take and take appropriate measures to deal with them.

The understanding of competitors is mainly in the following aspects:

1. What achievements have competitors made in related fields?

2. Provide key equipment, network, working system and database in the solution.

3. Familiarity with customers.

6. billing instructions

The following is what you need to know about winning the bid.

(1) Project name, what the customer wants to do, and customer requirements.

(2) Project implementation plan, time, place and investment.

(3) the relationship between project decision-making, the composition and relationship of project decision-makers, who makes the system technology decision and who makes the manufacturer selection decision.

(4) Whether customers prefer the technical platform of system construction.

(5) Who is the opponent, the customer relationship of the opponent, and the trend of technical solutions.

Only by obtaining the above information can we evaluate the success probability of the project, decide whether to invest further and make the corresponding project work plan.