We regularly hear about the great market that China represents and yet with great cultural and language differences the learning curve and investment necessary seems too great to even contemplate entering the market. With the announcement of the new Tenego Shanghai office, we seek to assist software companies in providing advise, evaluate and ultimately execute for software companies in selling their products in the Chinese market. For software company leaders who would like to investigate how to sell their products in China, join us to hear and discuss where the opportunities are, how to test these opportunities and how to engage the market both through direct sales approach and through partners.

1. Market Entry China

2. Tenego Partnering: Services

3. Tenego Clients

4. Tenego’s Global Network
• To date, executed across UK & Ireland, Across
Europe, North America, Mexico & Latin America,
Middle East, North Africa, India, China, South Asia…
• Growing Global Network - on the ground presence
with partnerships in place and in discussion in
–UK, China, Switzerland, Canada, US East
Coast, US West Coast, Brazil, UAE,
Scandinavia…

5. Market Entry China - Agenda
1) Opportunity: About China & Shanghai
2) Opportunity: Industry Sectors
3) Chinese Culture
4) Selling Software into China
5) Doing Business in China
6) Competing with Local Software Providers
7) Regulations for selling into the market
8) IP Protection
9) Market Entry – Finding the Right Partners
10) In Summary.

6. • World's largest population of over 1.35 billion
• World's second-largest economy
• World's largest Exporter and Importer
• 22 provinces, 5 regions, 4 direct-controlled municipalities
(Beijing, Tianjin, Shanghai, and Chongqing), 2 self-governing
regions (Hong Kong and Macau)
• Chinese ICT market, c$493 billion, 24.5% growth pa
• Shanghai is the largest Chinese city and the largest city in the
world. (24M people)
• A global financial center, and a transport hub with the world's
busiest container port.
Opportunities : About China & Shanghai

7. Opportunity: Industry Sectors
Opportunities across many
sectors including:
• Healthcare
• Chemicals
• Oil & Gas
• Utilities
• Technology
• Retails - FMCG
• Financials & Banking
• Telecommunications
• Travel & Leisure
• ERP & SCM
with hot opportunities:
• Mobile internet software
• Online to Offline E-
commerce
• Big Data technology for
Healthcare, Telecom, Energy,
Retail industries
• Mobile Game
• Cloud Computing.

8. Chinese Culture
• Collectivist Society – score 20 on Individualism versus
Collectivism Ranking (IDV)
– USA scored 91 as an Individualist society
– Close committed member 'group', family, extended family…
– Unquestioning loyalty
• Face / Reputation: highly important in China
– “Am I explaining it properly?“ AND NOT “Do you understand?”
– Don’t like saying “No” or admitting they can’t
– Question offering multiple positive options
– Sell / Partner to Help them look good or Save them from looking bad
• Procedures in China take time, patience and money
• The Chinese business practice is vastly different from the
Western world.

9. Doing Business in China
• Chinese business contacts are mostly referrals
– The best prices and deals often come from a strong recommendation.
• For most SMBs, recommended to form JV or Partner with a
Chinese company
• The Chinese don't like doing business with companies they
don't know, so working through an intermediary is crucial.
• Surround yourself with local talent
• China is not one market
– Segmented and diverse local markets
• A long-term investment, not quick return
• Social Media is weak, poor public data sources.

10. Market Entry – Finding the Right Partners
• The capability you need to meet your objectives
• The Partner Company Profile
• Partner Type Selection Process & Ecosystem
• Partner Engagement
• Partner On-boarding
• Initial Joint Market Engagement
• Building Joint Sales Pipeline.

11. Market Entry: tip
When Seeking Partners
Ensure Partner Fit;
to ease effective and fast
Market Engagement

12. To Learn More On Market Entry China
• Download the full Video, hosted by Tenego Partnering’s CEO
& Founder, Donagh Kiernan and Tenego’s Shanghai Global
Network Partner, Charlie Chen
• Or email: info@tenegopartnering.com
Charlie Chen
Shanghai Global Network Partner
Tenego Partnering
Donagh Kiernan
Founder and CEO
Tenego Partnering

13. Build & Manage Sales Channels

Outsourced/Interim
Management

Your Alliances Team

Software Business Experts

Practical

Results Focussed
CONTACT DETAILS:
NSC Campus, Mahon, Cork, Ireland
+ Dublin, London, Dubai & Shanghai
Web: www.tenegopartnering.com
Email: accelerate@tenegopartnering.com
www.twitter.com/dkiernan
www.linkedin.com/in/donaghkiernan