Guangxi Maitong: We didn't miss Ruijie!

"I missed Lenovo 10 years ago, but I cannot miss Ruijie today!" This statement by He Yongde, general manager of Guangxi Maitong Information Technology Co., Ltd., is now well known among Ruijie's partners. This was his opening statement at this year's Ruijie Partner Conference.

In fact, he first said this three years ago when he just decided to cooperate with Ruijie. But at that time it was just a slogan, but just three years later, the performance increased tenfold, proving the correctness of that sentence and that decision.

[[215273]]

He Yongde, General Manager of Guangxi Maitong Information Technology Co., Ltd.

Why choose Ruijie?

Guangxi Maitong was founded on January 5, 2004. For more than 10 years, Tongfang PC has been its main business. Although Tongfang PC has a good brand influence in the education industry, its overall market share cannot be compared with the leading Lenovo. Seeing his local Lenovo peers grow rapidly along with Lenovo, He Yongde felt very uncomfortable. In 2014, when he decided to gradually shift from distribution to projects, he secretly made up his mind to choose the right partner.

As we all know, Guangxi Maitong decided to cooperate with Ruijie.

He Yongde said that enterprise IT applications were centered on PCs in the past, but will be centered on networks in the future, so he decided to cooperate with network vendors.

But at that time, Ruijie did not have an absolute advantage in the competition in the entire network market.

In response to this question, He Yongde said that he values ​​the market position in the relevant market segments. Guangxi Maitong mainly focuses on the general education industry, and in this field, Ruijie is undoubtedly the market leader. In the cloud classroom field that Guangxi Maitong focuses on, Ruijie's market share is in the leading position with a market share of 75.7%.

What kind of support can Ruijie provide?

He Yongde's choice shows that Ruijie's "scenario innovation" and "explosive product" strategy have won the hearts of partners. Especially for partners in the regional market, the scenario-based solutions provided by Ruijie can be used right out of the box, which can make up for the lack of their own application development capabilities.

In the past three years, Guangxi Maitong has completed the construction of cloud classroom projects for 60,000 terminals. He Yongde said that when selling PCs to schools in the past, the workload of after-sales service was very heavy, and the profits from product sales were basically eaten up by services. Today, the failure rates of servers and terminals in Ruijie Cloud Classroom are very low, which not only saves costs but also makes things easier. "In the past, we did a project and then lost it; now it has become, we do a project and succeed."

In addition to providing competitive products, He Yongde was also deeply touched by the strong support that Ruijie gave to its partners. In the education industry, Ruijie employees have a deep understanding of customer needs, which makes him, who deals with customers every day, feel inferior. Ruijie's professionalism has also greatly improved the quality of Guangxi Maitong's employees, not to mention the various technical training supports.

He Yongde was also impressed by Ruijie's in-depth regional market layout. Ruijie has its own business personnel in every city and has extended its reach to the county-level market. "The voice of Ruijie can be heard in every county," which provides very strong customer expansion support for partners.

An impossible task

Simply describing Ruijie's support may seem a bit boring, so He Yongde told a story about how he won back a customer in three days.

This was a bidding project for a wireless campus network of a university in a city in Guangxi. When we received the bidding news, there were only three days left before the bid deadline, and the project had almost been won by competitors. But in just three days, Ruijie and Maitong cooperated to achieve a turnaround.

Looking back on the situation at that time, He Yongde said that the various supports provided by Ruijie were crucial.

First of all, this project opportunity was detected by Ruijie, and Maitong itself was not aware of it in advance.

Secondly, Ruijie's determination to never give up infected Maitong. Normally, partners would simply give up on such a short-term and hopeless project, but Ruijie insisted on giving it a try. To this end, Ruijie organized a project team to work with Maitong in a division of labor, so that each could exert its own strengths.

Finally, Ruijie's professional capabilities became the key to the project's turnaround, including excellent products and technologies, solution design capabilities, and so on.

Cooperation is always on the way

Of course, Guangxi Maitong did not rely solely on Ruijie's strength to expand its territory. As a core partner, He Yongde invested a lot of resources in Ruijie's business.

In terms of funding, Guangxi Maitong always maintains special funds for Ruijie business and ensures timely bidding of prototypes, so that Ruijie offices never have to worry about prototypes.

In terms of sales, we invest in full-staff marketing to expand our customer base and make sure Ruijie’s voice can be heard everywhere.

In terms of after-sales, we ensure that there are more than 5 engineers responsible for installation, commissioning and after-sales service, and two service vehicles are equipped to ensure that the service response time does not exceed 24 hours.

After three years of cooperation, Ruijie's business now accounts for half of Guangxi Maitong's annual sales, of which cloud classroom is the main contributor. He Yongde is not satisfied with this. He is following Ruijie's pace to vigorously expand the extranet and campus network business and enter new markets such as government and public security. In the future, he also plans to develop in the direction of software applications to achieve a greater transformation of the business model.

As Ruijie's business tentacles extend, "our cooperation with Ruijie is always on the road," said He Yongde.