Discussion on the mobile internet play of enterprise-class products Rochou

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Sina Science and Technology Li Ho

In the consumer market of ordinary users, various mobile internet apps are subverting people's lifestyles. Some life services in traditional areas are using mobile Internet to complete the closed loop from line to line. The reduction of the flow cost and the demographic dividend make the enterprises facing ordinary users more willing to meet the change.

In this change, as users stay on their mobile devices on the increase in time, the enterprise internal management and communication model has quietly changed. Thus, Yammer, Salesforce and other enterprise-class applications came into being, the former was bought by Microsoft at a price of 1.2 billion dollars, the latter has been successfully listed.

Compared with the foreign enterprise application in the mobile Internet, the domestic enterprise-level market is still in the ascendant. July 1, Enterprise-class mobile Internet management applications Distributors announced the acquisition of a million-dollar B-round financing by the Northern Lights venture, in addition to the Northern Lights, the investment in a round of the IDG capital to invest in, but also with the investment in China soft venture and Burson capital.

From the media to the entrepreneur, the founder and CEO Rochou evaluation of the domestic enterprise-level market, compared with foreign countries, although the cost of employment is still relatively low, but still with a steady climb. "For small and medium-sized enterprises, how to increase the employment costs of the situation, improve the efficiency of staff, become the enterprise control the overall cost of the shortcut." And such enterprises are often not enough information, for mobile office demand There is a lot of space, "he said," This is the point of access to customers, in the domestic blue sea enterprise-level market to find and mobile Internet fit point.

Integrated interaction, management and data analysis

As the former Beijing News in charge of advertising sales deputy general Manager, Rochou Well aware of a company to sales management pain. On the one hand, the traditional offline sales and service model can not meet the needs of enterprises to improve efficiency; On the other hand, the idea of constructing enterprise-level management software with function as the core can't improve the stickiness of employee's use.

Based on this, Rochou the sales team to manage SaaS (software as a service) software, core functions include sales behavior management, sales process management, dynamic CRM Customer resource management and sales synergy management. On this platform, enterprise employees can realize the functions of mobile approval, CRM (Customer Relationship Management) and field attendance.

For the sales staff, go out to visit customers can use mobile phone to do electronic check-in. Check-in records can be centrally exported at any time, in addition to meeting the needs of enterprise attendance management, can also help enterprises to analyze customer visit efficiency, customer geographical distribution. Sales staff can also use mobile phone to write sales journal, submitted to the company platform, the leader can immediately read and comment on the mobile phone log. In this way, even if the sales staff and leaders are traveling outside, can also communicate work. The efficiency of enterprise management and the ability of team execution are improved obviously.

The customer's log can be read by person, by date, all employees of the log can be exported to the computer, and present a full year of work, easy to review the summary and upgrade.

Rochou that enterprise-class software must be from the core of function, change into a human as the core. "The core of the link is communication and information flow, is people as the core, such as Sina Weibo this model, to open, all the work is a flow of information, users do not need to know what function, the annotation annotation, the reply to the reply, the work of communication so simple completed. ”

The first idea of traditional enterprise software is to do a good job on the PC side, and then consider the handset side. Rochou that this direction is not suitable for the current market environment. "Because most of the salesman's time stays on the mobile phone, sales in the outside running business, he is carrying a mobile phone, not carrying a notebook run, so he does not open the notebook, he uses the mobile phone, so the PC page end is always a service." ”

The internet thinking in Rochou eyes

At present, the customers to the 20-person enterprise team under the charge of 100 yuan per year of service charge, more than 20 people's team, each additional staff access, to add a 300 yuan a year service fee. Rochou revealed that there are currently 50,000 enterprises registered to use the customers, active enterprises have about 5,000, of which 3,000 employees in 20 people.

At the same time, he also revealed that the current user size, the cost of each user in about 30 yuan. In this calculation, for more than 30 enterprises, the share of customers in each enterprise employees can earn 270 yuan per year. Despite considerable profit margins, but Rochou did not consider the profit issue, he said, enjoy the sale of customers after the money will be hit on product development and market promotion, will not be the core of profitability, fast access to users, quickly occupy users, for the user's better experience is their first goal.

Rochou said domestic enterprise-level market is big enough, do not need to rush to the cash, he calculate such a sum: official statistics, the domestic small and medium-sized enterprises have 40 million, a discount said One-fourth 10 million, for the share of the sale of the company to get a discount, only to 10%, 1 million. A company only charge 10,000 yuan a year service charge, this cake is 10 billion, according to 10 billion of the income and the current level of PE, in fact, the company's market capitalisation close to more than 50 billion yuan, so this is a big market.

In the face of such a scale market, Rochou that in order to make the platform bigger and retain users, can not return the money in the investment. "With such a large platform, so many users, every day can be online for half an hour, such a high viscosity users more valuable." Rochou said the product he wanted to do was closer to internet thinking.

Rochou that in the internet age, competitive intelligence is sufficient, the current competition is not the former asymmetric information competition, but the ability to integrate resources, through the field of the upstream and downstream integration, to realize their own right to speak. He takes the electric business enterprise example to say, Jingdong, Gome, suning and so on electric business enterprise, do is 1000 pieces of stock, 1000 dollars to sell out also make money, its own goods do not earn money, but the money back to the hands of businessmen will be 6 months, in this 6 months, the money can be like a banknote printing machine, in the right time to dabble in the financial sector. Now, he says, business logic is the superposition of multiple Internet logic.

He revealed that the future of the share of customers will also try to do this, but the specific form is not convenient to disclose.

As of June 30, the company has exceeded 50,000 customers, among which more than 700 paid users, including CCTV, auto, SINA le Habitat, Jindongfang and other enterprises.