By Amy Karam
Published by Wiley
The China Factor equips Western businesses with a practical framework for competing successfully in today’s ever–changing global markets.
Based on customers in over 50 countries, and Karam's experience competing with Huawei when she led a competitive intelligence and sales support program at Cisco, you will learn why a premium product, may not be the key to winning business in foreign markets, and you’ll discover the new critical factors that contribute to success in both established and emerging markets. Disruptive competitors are transformed from threats to examples as you learn to recognize opportunities for re–evaluation, and shift your strategy to stay ahead of the curve.
Become innovative in how you do business globally.
Become innovative at innovation.
• • • • • • • • • • • • • • •
The Chinese Dragon has re–awakened and is roaring. Western companies are being challenged in different ways by the economic rise of China and other new entrants.
They are looking for guidance on how they need to respond, survive and thrive – they want more than just an analysis of the threat.
This book offers Western companies actionable business strategies and competitive tactics to succeed in their global expansion, while encountering emerging competitors like those from China.
A practical 5Ps framework provides a successful approach to maintaining and evolving your Innovation Advantage, particularly when targeting Emerging Markets.
Are You Ready to Start your Journey to Success with The China Factor?
Based on first–hand experience leading a competitive program at high–tech multinational Cisco Systems, this book suggests how Western companies can succeed in this new global marketplace by changing the way they do business.
You want to expand globally into new markets and need advice on effective sales approaches that are unique to the market and that successfully position you to win.
Emerging Markets are becoming increasingly important – investing time and effort and making a long–term commitment is necessary.
The rules of the game have changed and knowing how to compete in this new paradigm is a need–to–know vs. a nice–to–know for Western companies to survive in this global economy.
Companies are looking for guidance on how they need to respond, survive and thrive – they want more than just an analysis of the threat.
Also, distinctively different customer expectations and cultures require a deeper understanding of local practices. A significant component of the success formula is politics – emerging competitors do this well.
As you expand into new global markets, including Emerging Countries, you may find your domestic sales strategy is not as effective. A superior premium product, popular in some markets, may not always hold the same value in others.
Companies need to innovate for specific country and market needs. The West, known for its creativity and ingenuity, has traditionally held the "Innovation Advantage" and emerging competitors now strive to replicate this know–how.
At the same time, with new competitors, new markets and new kinds of customer needs, the face of innovation is evolving.
New players are introducing new types of innovation models and East and West are building on each other’s processes and creativity.
They need to evolve their innovation approach – not only in product development but also to be more innovative in the way they do business abroad.
You are encountering disruptive emerging competitors, such as those from China and India, and want to learn more about their strategies, tactics and business approaches.
This is especially prevalent when doing business within Emerging Markets, where they may have an advantage. They win business and you wonder why because your product or solution is superior.
Competitors win based on customer success factors that they address better than you do
New strategies are required, which may include building customer relationships, investing for the long–term, providing financing and building influence at the political level.
“The China Factor is right on the mark. It addresses a real need, one that very few others are tackling—the action that US and other Western-based companies can take in response to the China challenge. Global competitiveness is a huge problem for the West and companies are ill-prepared.The China Factor goes beyond what other books do, providing an important, insightful, and practical prescription on how companies can shift their strategy…”
— Ken Wilcox, former CEO and chairman, current Chairman Emeritus, Silicon Valley Bank
“The China Factor’s case studies and practical resources make this book a must-read for any corporation that wants to win globally, particularly as innovation is being redefined.”
—SIMON KHALAF, SVP, Yahoo Inc.
“High tech companies need to shift their innovation approach when going global and The China Factor is the ultimate guide to sustainable success in Emerging Markets. Innovation does not apply solely to products but also to business strategies, especially when looking at international expansion.”
— Jean-Baptiste Su, technology columnist, Forbes
“The China Factor provides a new strategic framework and an essential set of marketing guidelines for Western companies that have to compete or partner with Chinese firms in OECD countries, China or emerging market countries.”
—DR. RAYMOND LEVITT, Kumagai Professor of Engineering, Stanford University
“A refreshing handbook for anyone interested in competing in the new global economy.”
—CALESTOUS JUMA, Harvard Kennedy School, Professor of the Practice of International Development
“This work is a compelling guide into the complexity and the great rewards of doing business in Emerging Markets—and for those who are looking for new growth opportunities for both products as well as services. The China Factor is the ultimate guide into sustainable success in Emerging Markets.”
—ANTHONY R. VONSÉE, former Managing Director Sales, Emerging Africa, Cisco Systems
“I especially liked Karam's advice on using U.S. Government resources – an often overlooked force multiplier for American businesses, and how best to leverage your own company's Government Affairs groups to succeed. This is a must–read!”
– FRED SCHWIEN, former Executive Secretary of the U.S. Department of Commerce and Boeing Executive
“Amy Karam has done the business community a huge favor by making sense of many of the trends which are reshaping the global environment at a breathtaking rate, and then offering her thoughts on how to take advantage of the opportunities.”
—BRUCE PICKERING, VP Global Programs, Asia Society, Northern California
“Amy was directly involved in developing a sales strategy customer by customer for several years. She lived and breathed the battle of protecting existing accounts, or winning new accounts with a competitor whose price was a fraction of Cisco's.”
– TAM DELL'ORO, CEO of Dell'Oro Group
“I loved this book. The China Factor will provide you specific guidance and invaluable insights for expanding your business and achieving success globally.”
– NANETTE J. BULGER, CEO, executive director of the Strategic and Competitive Intelligence Professionals (SCIP) Association
“In The China Factor, Amy Karam discusses how the way we innovate has changed and evolved. It can no longer be done in isolation but involves going beyond international borders. As she points out, learning about the culture and uniqueness of new markets and tapping into what has worked (and what has not!) in other regions is critical to success.”
– SANGEETA ANAND, SVP Product Management and Marketing, F5 Networks
“For today's global strategists, Amy Karam's book, The China Factor, offers compelling insights into how to effectively win in the 21st century. In addition to the traditional 4 Ps of marketing, she explores a fifth P, the P called politics, which US–based organizations need to recognize, leverage, and occasionally counteract in order to be competitive. The China Factor blazes a new trail for business to follow in striving to achieve global success.”
– Dr. JUAN P. MONTERMOSO, professor of Practice in Marketing, Leavey School of Business, Santa Clara University