Countercurrent 1982

Gerstner's big acquisition of a software company is obviously to strengthen the company's shortcomings. On the other hand, it is also to meet the challenges of the Internet era.

But just acquiring a software company can't satisfy Gerstner's appetite. To establish an advantage in the commercial soft field, he needs more capital.Subsequently, Gerstner used the newly acquired Notes software of lotus company as a bomb, and immediately launched a fierce attack on the software market. Within a few months, he won the enterprise network market in one fell swoop, which once again showed that IB
The power of M Iron Fist.

By the end of the year, IBM's revenue exceeded 700 billion US dollars, and the mainframe business quickly revived. IBM completely got rid of the crisis, and the future is bright.For Gerstner, 1995 was a year of firm footing. In 1996, the company began to grow steadily. By last year, IBM could become an industry leader. He fulfilled all the promises he made before taking office.

Let IBM return to the ranks of the world's strongest technology companies.Just like Duan Yun wanted to expand the American market, Gerstner was also very interested in the Chinese market. The more he knew Tianyin Group, the more he felt the strong momentum of China's economic development. He was interested in this eastern market.

A lot of hope was pinned on it.In fact, a few years ago, Gerstner was not very interested in the Chinese market, because at that time the world's top technology companies were competing for the US market, and the US was also the foundation of IBM's founding and development.

In the [-]s, IBM's development basically did not go out of the United States.However, with the rapid rise of Europe and Japan, IBM has also begun to expand the market in European countries, but China has always been a "wild land" in his eyes, where the technology is backward, the economy is poor, and the people's education level is low.

Very low, coupled with its political system that is diametrically opposed to that of the United States, Gerstner lacks understanding of China and has no interest in it.But now the situation seems to have completely changed, especially when he learned that Duan Yun's Tianyin Group can earn billions or even tens of billions of RMB in mainland China every year, which surprised him very much, because A company with this level of revenue is definitely a very strong company even in the United States. Even some well-known technology companies in the United States cannot reach the current revenue level of Tianyin Group.

Things that many Americans can't even imagine.Moreover, in terms of the company's strength, there must be a gap between Tianyin Group and IBM. Since Tianyin Group's existing technical strength can make such money, then IBM should be able to do it, not to mention that it is a US company.
country company.However, Gerstner also knows that it is not an easy thing to achieve in China. Although China has always encouraged foreign investment to enter, it has designed a lot of thresholds, requiring foreign parties to enter China only through joint ventures.
market, and must provide relevant technology and equipment, which is the policy of exchanging market for technology advocated by the Chinese government all the time.However, as a technology company, it is impossible to share core technologies, so Gerstner cannot meet the requirements of the Chinese government. The only thing he can do is to find cooperative companies in China to act as agents, just like they did before. In cooperation with Lenovo, the computer parts and even the whole machine are sold to China, and then Lenovo sells the parts purchased from IBM, simply assembles them and re-brands them for sale, but because of high tariffs...

As a result, IBM's computers are not cost-effective in China, and sales are naturally affected.In addition to computers, IBM's servers are also its main business, and Lilan is quite rich. Previously, IBM provided Tianyin Group with enterprise-level servers worth more than 400 million US dollars, so IBM will continue to

I want to cooperate with Tianyin Group to launch new servers in China, so as to occupy the server market in China.I have to say that Gerstner is still very discerning. Although Tianyin Group has never done server business, its business network in mainland China is still very strong. Previously, Gerstner learned through the consulting team that Tianyin The group's chamber of commerce system is very complete and mature, covering a wide range of mainland China, and attaches great importance to after-sales service of products. If IBM's server business can cooperate with Tianyin Group, no matter for them

There will be a huge increase in sales and brand awareness in mainland China, which is beyond doubt.

However, Gerstner also knows that if Tianyin Group wants to enclose them and open up the Chinese market, it will also require some price. Friendship is friendship, business is business, and both parties need to consider each other's interests.For Duan Yun, the country's economic development has also brought him a lot of bargaining chips. It is a very good thing for Chinese and American companies to go from unilateral market opening to mutual benefit, at least for some Powerful

As far as Chinese companies are concerned, they have also enjoyed some invisible dividends from China's development. "...This is Mr. Ni Guangnan, the chief engineer of our company. He is responsible for the R&D and design of our company's best-selling products. In his early years, he was a researcher at the Canadian Academy of Sciences.

An expert in electronic technology, he himself also very much hopes to have professional exchanges with your company's technical personnel, learn from each other's strengths and learn from each other's experience. At this time, Duan Yun introduced Ni Guangnan who was by his side to Gerstner.

"Hello, Mr. Ni." Hearing this, Gerstner immediately stepped forward to shake hands with Ni Guangnan.In fact, Gerstner has already learned some information about Ni Guangnan. Through IBM's consulting team in China, Gerstner has some understanding of many important positions in Tianyin Group, especially Tianyin.

The chief engineer of the group, Ni Guangnan, is even more of his focus.For any technology company, the position of chief engineer is very important, it can even be said to be the soul of the technology company, and the consulting team of the company also has a high evaluation of Ni Guangnan, who is not only

His technical ability is very strong, and he is also quite influential in the academic circles in mainland China. Some of his old friends and disciples also occupy key positions in many R&D departments of Tianyin Group. He was the well-deserved number two person of Tianyin Group at that time.Top technical talents are highly respected in any country, because unlike ordinary engineering and technical personnel, they not only have strong professional skills, but also can lead the research and development of projects, and are extremely creative
is irreplaceable.If Gerstner and Duan Yun were not friends, he would even have the idea of ​​poaching Ni Guangnan at a high price, because even talents like IBM are very rare. Can choose to give up.