本文的研究背景是随着国内外政治、经济形势的变化、AI人工智能、chatgpt等技术的出现、国产化替代政策的实施，改变了IT行业的市场发展局势，产生了很多新的发展机遇和挑战，A公司作为IT行业的老牌厂商，分销渠道业务要跟随A公司的发展节奏，针对这种变化快速做出反应并抓住机遇应对变化。目前A公司的分销渠道业务发展速度跟不上A公司整体的发展速度，处于业务发展下滑状态，本文研究的目的是通过对A公司分销渠道问题研究，找出分销渠道问题的原因，提出优化建议和实施保障措施，使A公司的分销渠道问题得以解决。本文的研究思路：首先，通过对文献的梳理和有关理论进行研究，为本文所研究的分销渠道问题提供了理论基础；其次，通过梳理A公司分销渠道现状了解A公司的渠道模式、渠道结构和渠道管理情况；再次，通过访谈A公司分销渠道相关人员、A公司分销商、同行业厂商的分销渠道管理人员及同行业厂商分销商，从不同角度对A公司的分销渠道存在的问题和成因进行分析；最后根据问题产生的原因，提出了优化建议和优化保障。                                    
通过对A公司分销渠道问题的研究，得出的研究结论为：A公司的分销渠道问题可以有效解决。渠道管理问题和渠道结构通过合理的方案进行优化后相对容易解决，分销渠道模式问题优化难度较大，需要结合企业战略、公司管理者和整个渠道团队做配合来优化调整。希望通过本文的研究，有更多的管理者重视分销渠道的设计问题，在公司发展初期，根据公司的产品、客户群体及未来的发展规模等因素综合评估使用什么样的渠道模式，同时也希望在分销渠道遇到发展瓶颈时，本文研究的思路和结论对使用省级分销渠道模式的企业起到借鉴的作用。

The research background of this paper is that with the changes of domestic and international political and economic situation, the emergence of artificial intelligence, chatgpt and other technologies, and the implementation of the localization alternative policy, the market development situation of IT industry has changed, and many new development opportunities and challenges have been generated. As an old manufacturer in IT industry, Company A should follow the development pace of Company A's distribution channel business. React quickly to this change and seize the opportunity to respond. At present, the development speed of the distribution channel business of Company A cannot keep up with the overall development speed of Company A, and the business development is in A state of decline. The purpose of this paper is to find out the causes of the distribution channel problems of Company A by studying the distribution channel problems of Company A, propose optimization suggestions and implement safeguard measures, so as to solve the distribution channel problems of Company A. The research ideas of this paper are as follows: firstly, through the literature review and relevant theoretical research, to provide a theoretical basis for the distribution channel issue of this research; Secondly, the channel mode, channel structure and channel management of Company A are understood by sorting out the distribution channel status of Company A. Thirdly, through interviewing relevant personnel of Company A's distribution channel, distributors of Company A, distribution channel management personnel of competing product manufacturers and distributors of competing product manufacturers, the problems of Company A's distribution channel and their causes are analyzed from different perspectives. Finally, optimization suggestions and optimized safeguard measures are put forward according to the causes of the problems.

Through the research on the distribution channel problem of Company A, the research conclusion is: the distribution channel problem of Company A can be effectively solved. The problems of channel management and channel structure are relatively easy to solve after optimizing through reasonable schemes, while the problems of distribution channel mode are more difficult to optimize and adjust, which should be combined with the cooperation of enterprise strategy, company managers and the whole channel team. It is hoped that through the study of this paper, more managers will pay attention to the design of distribution channels. In the early stage of the company's development, the channel mode will be comprehensively evaluated according to the company's products, customer groups, future development scale and other factors. At the same time, it is also hoped that when the distribution channel meets the development bottleneck, The ideas and conclusions of this paper can be used as reference for enterprises using provincial distribution channel model.