安玲学记（180）——精读硕士论文3.2A公司运营现状（2）

2024-09-20教育

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今天小编为大家带来「精读硕士论文【软件供应链中区域总代理运营策略改进——以A公司为例】的3.2A公司运营现状（2）」。

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increase knowledge, and leave beautiful.

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Today, the editor brings the "3.2 operating status of company A (2) of the master's paper 'improvement of regional general agent operation strategy in software supply chain - taking company A as an example'".

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一、内容摘要（Content summary）

本期推文将从思维导图、精读内容、知识补充三个方面介绍精读硕士论文【软件供应链中区域总代理运营策略改进——以A公司为例】的A公司运营现状（2）。

In this issue, the tweet will introduce the operating status of company A (2) of the master's paper "improvement of regional general agent operation strategy in software supply chain - taking company A as an example" from three aspects: mind map, detailed reading content, and additional knowledge supplementation.

二、思维导图（Mind Mapping）

三、精读内容（Detailed Reading Content）

上期推文，小编介绍了A公司的企业性质和相关优势。本期推文，小编将带来A公司与上游供应商、下游客户的互动现状。

In the last tweet, Xiaobian introduced the corporate nature and related advantages of Company A. In this issue of tweets, Xiaobian will bring the status quo of the interaction between Company A and upstream suppliers and downstream customers.

（一）A公司与上游供应商互动现状（Current situation of interaction between Company A and upstream suppliers）

A公司所处的软件产业链上游供应商类别有硬件设备、操作系统、开发工具、中间件。目前，A公司产业链上游硬件设备代表企业包括联想等，操作系统代表企业有麒麟等，开发工具代表企业包括微软等，中间件代表企业包括东方通等。具体情况如下图所示。

The upstream suppliers of the software industry chain in Company A include hardware equipment, operating systems, development tools and middleware. At present, the upstream hardware equipment of A company's industrial chain represents enterprises including Lenovo, the operating system represents enterprises such as Kirin, the development tools represent enterprises including Microsoft, and the middleware represents enterprises including Dongfangtong. The specific situation is shown in the figure below.

然后，作者描述了A公司软件供应链中的上游供应商分类及其代表企业，同时简要区分了嵌入式软件与非嵌入式软件的概念。通过明确区分嵌入式软件与非嵌入式软件的概念，作者详细列举了A公司软件供应链中各类上游供应商的代表企业及其产品特点，为理解A公司软件供应链的结构和运作提供了重要信息。具体情况如下图所示。

Then, the author describes the classification of upstream suppliers and their representative enterprises in the software supply chain of company A, and briefly distinguishes the concepts of embedded software and non-embedded software. By clearly distinguishing the concept of embedded software and non-embedded software, the author lists in detail the representative enterprises and product characteristics of various upstream suppliers in the software supply chain of company A, which provides important information for understanding the structure and operation of the software supply chain of Company A. The specific situation is shown in the figure below.

最后，作者对A公司的上游供应商的互动进行了总结。尽管上游供应商的业务涉及范围广泛，但整体数量较少，行业尚未达到充分竞争的状态。这导致硬件产品和通用软件产品的市场供应相对缺乏，客户在选择时面临的选择性较少。因此，A公司需要更加重视与上游供应商之间的长期良好合作关系。

Finally, the author summarizes the interaction of A company's upstream suppliers. Despite the wide range of upstream suppliers, the overall number is small and the industry has not yet reached a state of full competition. This has resulted in a relative lack of market supply of hardware products and general software products, and customers face less choice when choosing. Therefore, Company A needs to pay more attention to the long-term good cooperative relationship with upstream suppliers.

（二）A公司与下游客户互动现状（Current situation of interaction between Company A and downstream customers）

在该部分，作者介绍了A公司在其软件供应链中与下游客户互动中面临的主要问题和挑战。

In this p, the author presents the main issues and challenges that Company A faces in interacting with downstream customers in its software supply chain.

首先，该公司应该明确软件用户的需求。选择的软件产品应能有效提高用户的业务效率，降低运营成本，并增加经济效益。同时，软件用户需要能够准确选择和使用符合其业务需求的软件产品。为了达到这一点，用户必须清楚了解自己所需的软件功能及用途。

First, the company should identify the needs of software users. The selected software products should be able to effectively improve the user's business efficiency, reduce operating costs, and increase economic benefits. At the same time, software users need to be able to accurately select and use software products that meet their business needs. In order to achieve this, users must have a clear understanding of the functions and uses of the software they need.

然后，分析了该公司的市场跟进流程。主要是：客户线索获取、前期跟踪与沟通、信息处理、深入沟通、售前顾问介入。

Then, the market follow-up process of the company is analyzed. Mainly: customer lead acquisition, early tracking and communication, information processing, in-depth communication, pre-sales consultant intervention.

最后，描述了A公司的丢单情形，共有以下三种情况：功能匹配度低、需求解决方案不认可、报价超预算。该公司对软件产品及服务的定价形式主要包括自行定价和佣金制。

Finally, the paper describes the situation of A company's lost order, there are three cases: low function matching, demand solution is not recognized, the price exceeds the budget. The company's pricing of software products and services mainly includes self-pricing and commission system.

不难看出，通过以上分析，该公司的业务流程存在一定问题，小编将会在下一期推文为大家进行分享。

It is not difficult to see that through the above analysis, there are some problems in the company's business process, which will be shared for everyone in the next tweet.

四、知识补充——中间件（Knowledge Supplement - Middleware）

中间件是一种软件技术，它充当了应用程序和操作系统或网络之间的中介层。其主要作用是提供应用程序所需的各种功能，简化系统的开发和管理过程。中间件使得不同的应用程序能够有效地通信、协调和共享数据，通常在分布式计算环境中扮演关键角色。

Middleware is a software technology that acts as an intermediary layer between an application and an operating system or network. Its main role is to provide various functions required by the application program and simplify the development and management process of the system. Middleware enables different applications to effectively communicate, coordinate, and share data, and often plays a key role in distributed computing environments.