Laying the foundation for the future

Laying the foundation for the future

For Bosch Security Systems, China is growing quickly to become its largest single-country market. Investments are heavy — the market is a region all on its own, on par with the Americas, EMEA and APAC; the CEO visits every quarter; and the local R&D and highly automated production facilities in Zhuhai are the group's largest prized possession. Yunping Fu, the new VP of Sales for the region, shares with asmag how he plans to take the organization to the next level, through deeper verticalization and localization.

To Fu, security is an intriguingly complex business. It is still undergoing a relatively slow transition to a better IT/IP-enabled world; the product life/selling cycle is longer; and there are a lot more players with widely different calibers and less consolidation. Nevertheless, his priorities are clear: to continue to drive double-digit growth, to be even more customer-focused across the entire organization, and to lay an even more solid foundation for a sustainable future.

Continued Growth
Fu's strategy is twofold: deeper verticalization and client relations. Take the transportation vertical for example; Bosch China will zoom in on airport projects (both new and retrofit). With the manufacturing vertical, a lot of investments are going into the tobacco industry. “It is this kind of laser focus that will carry us through the next few years.” The same can be applied to client relations; go-to-market tactics will be adjusted so that every customer can be served by the “right” partner more efficiently.

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Customer Focus
This regional business unit is constantly growing and recruiting talent. To serve existing and potential clients even better, all the personnel in R&D, sales, marketing and technical support will be retrained to “walk in others' shoes” so that the added value that Bosch brings can be felt more clearly. “We will also partner with and cultivate more Tier-2 VARs to be even closer to our end users.”

Solid Foundation
The ultimate goal is to ensure sustainable profitability for the Bosch organization and its partners and clients. All the verticalization and localization efforts are meant for a greater solution fit, and Bosch's continued focus on optimizing customer experience and maximizing their business benefits will be the distinguishing feature that carries the company to the next phase of progress and prosperity.

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