What is a Systems Integrator?

System integrator (English System Integrator) refers to an enterprise that has system qualifications and can implement system integration for industry users. System integration includes equipment system integration and application system integration, so system integrators are also divided into equipment system integrators (also known as hardware system integrators, weak current integrators) and application system integrators (commonly known as industry information solution providers ). Equipment system integrators are further subdivided into intelligent building system integrators, computer network system integrators, and security system integrators.

System integrator

System integrator English System Integrator

System integration includes equipment system integration and application system integration. Therefore, system integrators are also divided into equipment system integrators and application system integrators. Among them, system integrators are also called hardware system integrators and weak current integrators.

In order to compile the "Guidelines for Automation System Integrators", CONTROL ENGINEERING defines system integrators based on the services that these companies can provide to customers. Only companies that can design, build, install, and debug a multi-part automation system for customers can be called an automation system integrator.

The guidelines for automation system integrators show that the areas where automation systems integrators provide the most services are the food and beverage industry (55%), continuous and batch process industries (52%), the chemical and petrochemical industry (49%), and material handling Industry (48%). Automation system integrators use the most products from

CONTROL ENGINEERING's definition of "system integrator" also includes several engineering companies that are not particularly typical, such as cabinet manufacturers. Cabinet manufacturers can also be referred to as system integrators if they can install and connect control equipment assembled by them. The situation is similar

Equipment system integration

It can also be called hardware system integration, or system integration for short in most cases, or

System integrators, as solution providers who have both industry-specific industry knowledge and the integration skills of advanced automation control platforms provided by suppliers,

The term system integration has been called in the domestic market for many years, but there are not many real system integrators. What is the reason?

1. The system integrator can't do it for one company or several people. It needs to have a group of multi-professional technical personnel, and it must have certain engineering experience and economic strength.

2. From a technical perspective, computer technology, application system development technology,

With the standardized and specialized development of the system integration market, system integrators will develop in the following three directions:

Differences for system integrators

The difference between distribution and system integration (Distribution & System Intergrating)

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

Distributing products have low technical application requirements, low application levels, and products for the mass market. System integration products are the opposite. Product distribution is centered on products, focusing on mass promotion of product marketing and the establishment of market distribution channels. System integration is centered on system solutions, emphasizing technology, and has obvious industry market characteristics.

The specific sales methods of product distribution and system integration can learn from each other, but the strategies are significantly different.

System integrator management specifications

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

Each component is specialized in local production skills. Reasonable division of labor and coordinated management of each part.

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

(1) Division of organizational functions for system integration

Divided by function: sales, market, technology, including the following elements: Market: system marketing market analysis, planning, management, and put forward market-oriented guidance on new product development Sales: Responsible for the contact, tracking and relationship with the business personnel of specific customers. & reg; Pre-sale: Responsible for sales staff, provide product technical introduction and specific system solutions for technical staff of specific customers.

Engineering: Responsible for the project team to complete the project implementation.

After-sales service: Responsible for the project team to complete the ongoing technical maintenance and service of the project.

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

Expert agency:

Research and track new products and technologies, and propose system models and specific system technology solutions.

Review the system solutions provided to customers before sale.

Provide system review and guidance for product development.

Divided by industry market

According to the industry division, personnel at all levels are required to have in-depth understanding of industry relations and industry business knowledge in addition to their professional and professional work. The above two points can be combined to divide the functional integration departments of the system based on the industry and the specific situation.

(2) Coordinated management

Tower Management System

Form a tower management system, with clear responsibilities and powers at all levels and departments, coordinate and manage layer by layer, and release and implement decision-making layer by layer.

Project Team

The external behavior of system integration is represented by projects, customer-specific projects, and product development projects. The project team shall be composed of the corresponding personnel assigned by the parallel departments related to the project, and the project manager shall be solely responsible for the management of the project.

The project manager of an industry sales project is responsible for the industry sales department and directly to the superior management department of each parallel department. The tower management system should be combined with the project working group. The level of division of labor management can fully adapt to the future large-scale development of the enterprise, and the flexibility of the project team and the flat management can avoid the rigidity and inefficiency of parallel department coordination that multi-level management may bring.

System integrator market positioning

At present, there are some industries in the country such as finance, telecommunications, postal services, taxation, insurance, manufacturing, etc., which are related to national economy and people's livelihood, and are key national investment industries; business is an industry with short investment cycles and quick results, and relatively abundant capital; Industries that improve management systems and improve office efficiency. Entering the field of system integration in these industries, some get their names, some get their profits, and some get their fame and fortune. Small and medium-sized companies started late in the field of system integration. Compared with large system integrators, they are prominent in industries such as finance, post and telecommunications, insurance, and taxation in terms of market share, product technology, capital investment, industry relations, and industry experience. Big. The market for system integration is vast, but market opportunities are fleeting. We should analyze the industry market, concentrate limited manpower, material resources, and funds, and seize and eat through several industries, which will do more with less, gain both fame and fortune. If we don't consider actual strength and make a full-scale attack, it is beyond our strength. We will disperse limited input power and do more with less, which is not conducive to our long-term development in this field.

System integrator system investment

At present, we are weak in the field of system integration, the level of management and operation needs to be improved, and the industry market and technical forces need to be invested and cultivated. The reason why we can obtain high-speed and short-term growth in this field is due to the professionalism of employees at all levels, the continuous corporate culture, and the vast market brought by the informatization of the industry. If we only focus on the rapid benefits of short-term behaviors and do not focus on cultivation and investment, not only will we lose market opportunities that we may seize, but it will also be difficult to achieve long-term sustained benefit growth in this field, and we will not be able to change from quantitative to qualitative. One responsibility of system integrators is to create requirements and guide them. Do a good job of consulting services in the early stage of system integration, so that customers understand the ability and technology of trusting the company; the requirements for specific personnel should have industry knowledge and technical background. Long-term investment is required for system integrators to control the market and guide the market instead of owning a certain project. We are faced with the rapid growth of short-term benefits and the continuous growth of long-term benefits, a broad market and fleeting market opportunities. Whether "fish and bear's paw" are both available will be a question to be discussed.

Some suggestions from system integrators

(1) Strengthen the unified, standardized management and market planning of the industrial markets of the headquarters and each branch, drive the system sales of each branch, and improve the technical strength of the branch in practice through the implementation of system projects, forming a national industry Market for system integration.

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

(3) Strengthen the long-term investment in the industrial market and establish long-term cooperative relationships with customers, eliminate short-term behavior and focus only on immediate interests. Improve service quality and establish and maintain a good corporate image.

There are three necessary conditions for the project: excellent customer relationships, excellent system solutions, and establishing a good technical and service image among customers, which constitutes sufficient conditions.

The first is the basis of the last two. Without investment in long-term relationships with customers, it is impossible to understand customer needs in depth, and it is impossible to provide system solutions that truly meet customer needs. Without long-term cooperation with customers, it is impossible to establish a good image of technology and services in the eyes of customers.

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

We only learned the news a few days before the client project was cut off or requested a system solution, and we hurriedly understood the customer's needs. Let us make a plan or talk to the customer. This results in unsuccessful returns, resulting in unnecessary manpower and Waste of material resources. In general, large projects need to be considered for half a year or more. During this period, most of the other early-track manufacturers have established good relationships with customers and have a better understanding of their needs. We do nt take advantage of time and people. Such projects often fail. Of course, it's not that the list will not be stopped. It is also one of the ways to build customer relationships and improve customers' understanding of us. The key point here is the long-term nature of customer relationships.

Another example: "Ignore me when there is no order, come to me when there is an order ?! The technical strength and service of Sample are not good. Some of the equipment used by some of our departments is provided by Sample. Problems, or a project that Sample did in a certain place is not good. "These are all I heard from customers.

To be clear here, whether you are an employee of Sample, a department of a certain Sample company, or a subsidiary of Sample, in the eyes of customers, you are Sample, your mistake is Sample's mistake, your bad is Sample is not good, you represent Sample.

Our industry should be based on a long-term and overall perspective, and only look at the immediate interests. The short-term behavior or stalls are too large and beyond our ability. As a result, small losses may even cause disadvantages to the overall industry business of Sample. The losses will be huge. of.

(4) Constantly adjust the technical structure and follow up new technology exhibitions.

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

From the era of mainframes centered on computing power to the era of networks centered on information sharing, software has become the "soul" of system integration after undergoing a transition from hardware platform to software to application software to hardware platforms.

With the development of the market, the level of various integrators is also improving. The product technology and macro system solutions of the original manufacturer are available from many system integrators, and basically have no characteristics at all.

Technical strength and service are really reflected in the sale and after sale.

The provision of high-quality industry application software products is the feature of our solutions that other manufacturers cannot provide, and it is the most attractive point for customers before the sale.

Therefore, seizing market opportunities and strengthening the development of industrial application software is the key to occupying the industry market.

Clear competition for system integrators

In system integration marketing, it must be very clear who is the competitor. The function of system integration marketing is not only to meet the needs of the market, but also better than competitors. So pay close attention to the dynamics of competitors at all times, anticipating the actions they will take, and taking appropriate measures to deal with them are the key functions of the company's marketing work.

Understanding of competitors is mainly in the following areas:

1. What are the performance of competitors in related fields.

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

3 Familiarity with customer relationships.

Instructions for system integrators

Here's what you need to know when working on a project.

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

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

(3) Project decision-making relationship, the composition and relationship of the project decision-making agency, who makes system technology decisions, and who makes vendor selection decisions

(4) Whether the customer has a trend towards the technical platform for system construction.

(5) Who is the opponent, what is the opponent's customer relationship, and what is the technical solution trend?

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