36 Krypton Interview This target CEO Wenrong: Communication and cooperation platform across the enterprise

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The start of the 05

Starting in 05, the ERP concept began, when the German company SAP is busy in the Chinese market to promote its "lighthouse program", trying to find the industry benchmarking enterprises, to promote their ERP, the introduction of SAP products and management concepts.

At this time, China's management software, began to enter the stage of rapid development.

The degree of informatization of Chinese enterprises is generally not high. The Foreign enterprise management software, is with the PC, the local area network to the Internet gradual development result, the foreign enterprise internal management system also follows this process to ascend together. Domestic enterprises did not go this process, which also caused a lot of borrowing the concept of foreign business services companies, in the Chinese market, facing landing difficulties, acclimatized to the problem.

The domestic enterprise service provider to the whole profession cognition, as well as own ability aspect, also cannot keep up with, often provides the service, has the certain disparity with the actual demand.

On both sides are not too mature situation, this goal began not to do personalized very strong products, but take a relatively broad route, to do a strong versatility, to meet the basic needs of most enterprises products.

Here is to point out that, although the enterprise is different, but different enterprises, their basic information tools demand, the commonality is still high. such as instant messaging, mail, documentation, attendance, approval, project management and so on.

In so doing, its own risks and costs, as well as the enterprise user's own trial and error costs and risks have been reduced.

Therefore, since 05 to try to provide services to enterprises through the network, the profit model in the way of SaaS. But after 4 years of trying to find generic products to charge Chinese companies, this is not a viable option.

Personalized products, in the Wenrong view, and can not achieve a brand, compared to a product, it is more like a specific project. Its advantage is that the charge is easier, the disadvantage is that the user education costs are higher, the applicable enterprises are relatively limited.

And try to take the generic product route, but also face the competition of personalized tools.

At that time, the goal of the point of choice to the enterprise ranked the second demand "instant messaging" to start, to extend to OA, approval and so on. But after trying to find that a more versatile tool, it is easy to be replaced by dispersed personal tools, it is difficult to pay for enterprise user based functions.

Chinese companies have a feature that they prefer to pay for potential business opportunities rather than pay for efficiency gains. This is not to say that all corporate services that help companies improve their efficiency are free, generally speaking, the closer you provide to the personalized services, the more appropriate to charge (even considering their own human and material costs, as well as the training of customer costs and risks, can only choose to charge), the closer the general, the more suitable for free.

With Wenrong own words, go free road, is groping out. And free is the change in the business model in essence, not the marketing model.

Do not rely on product charges, but also let this goal begin to open the road, through the open platform to create revenue. In other words, it is the user-free, and the customer is charged.

And its product logic has become: first, through a broad range of products, in a free way to attract more business users to meet the basic needs of the enterprise (currently provides about 35 different types of services), this is the bottom. If the enterprise has the personalized demand, may choose in this target open platform's third party service provider, this is on the bottom layer above the second level.

As mentioned above, Chinese companies are willing to pay for potential business opportunities, so many third-party business service providers are willing to settle for an open platform that will bring them benefits.

Wenrong that the current enterprise services, most will focus on the internal enterprise, rather than enterprise and enterprise interconnection between the latter, with greater imagination.

Many companies are inefficient, partly because they are internally the other is from the internal and external collaborative communication, this piece, the value of the Internet if it can play out, not only as a product of the interconnection platform, its user stickiness will multiply, and its relative focus on the enterprise's own efficiency problems, the competitiveness will be significantly enhanced.

At present, the goal has been trying to get through the relationship between the enterprise and its upstream and downstream, so that different enterprises, each other because of common projects, in today's goal of this product is related to each other, forming a corporate internet. (for example, with this goal, three different companies can manage the same project on their platform, and the project has new progress, and all the relevant members can get the latest progress push.) )

This approach, both at home and abroad, is a relatively new attempt, and this will also face many risks. For example, enterprise information security issues, permission issues. According to Wenrong, the current objectives adopted by the way include: strict authorization. The interconnection between companies and companies requires authorization from each other to specific projects, who can view project information, and require authorization.

Finally, asked how to face the competition of Tencent and other giants, Wenrong said: "For Enterprise Services, all the threshold is the user threshold, the technical threshold is secondary, when the user viscosity increased, the threshold naturally formed." At the same time, he said: "In the next two years or so, corporate services companies will appear similar to the personal internet-style giants." ”