NetQin CEO Lin Yu: The most "stupid" way to learn

Interview • Author/Zippeng daily an email to VC, "thick shameless" and store deal with, learn from the competitor's model ...　　Lin Yu used to win the market in the most "stupid" way. "When someone hits your cell phone and your phone doesn't react or feel any different, you don't know it, and the other person can hear the sound of your phone." Do not think that this kind of thing only in the film "eavesdropping" will appear, it may happen to you around.　　"Although Lin Yu's voice was small and quiet, he described the virus as a feature that was shocking enough for reporters," he said. Lin Yu is the CEO of Beijing Network Qin World Technology Co., Ltd. (hereinafter referred to as the Network Qin), because of the "building mobile interconnection industry of the boundless Great Wall Dream", "Qin" word named company.　　And as the moral of the name, in a short span of 5 years, Lin Yu led the Network Qin will be "unified six countries," the potential of China's mobile anti-virus software market head to the top, and the sales network spread to more than 200 countries and regions of the market. In fact, as early as 2004 Lin Yu or Beijing University of Posts and telecommunications professor, he has foreseen the mobile phone anti-virus software development space. "Although I saw the potential of the industry, I didn't think it would be difficult to do it well," he said.　　This is Lin Yu's heartfelt words. "Success is learned, if you are not gifted, you learn in the stupidest way." "From doing academic, technical research to the team that now manages hundreds of people, Lin Yu has adapted to how to be a good CEO." "After the company develops, I face new problems every day, and these problems will force me to keep learning." "I have to learn to deal with money and learn to deal with markets, teams and even competitors," Lin Yu said. "Every day an e-mail to the VC will change the money will be more management funds Lin Yu has just graduated from the consciousness of entrepreneurship, decided to set up the network before Qin, he has done dozens of business planning program.　　But the spread of the world's first mobile phone virus allowed him to make a final decision. In 2005, a virus targeting Nokia phones was popular in Finland. Lin Yu clearly remembers that at the Finnish World track and field games, thousands of mobile phone users were in a power-free state in just 10 minutes. "Although the virus is a conceptual virus, its destructive power is not too strong, but it is at least a matter of fact that mobile hackers are already starting to have plans to release viruses for users," he said.　　Lin Yu at that time realized that this is a very good opportunity, the handset anti-virus software is definitely a sunrise industry. "The early start of the hard enough to catch up with the Red Army in the 25,000-long March."　　After making a decision, Lin Yu resolutely resigned as associate professor of Beijing University of Posts and telecommunications, together with two alumni to raise 100,000 yuan to start the arduous road of entrepreneurship. "The investment in research and development is huge, and the $100,000 start-up fund looks a little trivial." In early 2006, the Network Qin started not to stabilize, the funds stretched, three people started all the relatives and friends made up 1 million yuan. Less than half a year, Lin Yu the second time in the face of capital shortagePressure。 "A few months have not paid employees, fortunately, we are full of ideals of the cause, everyone will not abandon, through thick and thin."　　"Lin Yu recalled the beginning of that period of bitter experience, words are somewhat dignified." "In the most critical time, Sequoia Capital of 1 million yuan investment for us to solve thirst."　　"Originally, Lin Yu from the beginning of the venture began to contact VC. How to let VC focus on their own, Lin Yu used a "stupid" approach.　　He wrote almost every day to dozens of VC companies, the content of which in addition to reporting on their own business in the difficulties encountered, but also to their mobile anti-virus software market prospects. "Initially, IDG more optimistic about our development, and investors Exchange mail, I really understand the requirements of VC project: first, see you are engaged in the sunrise industry, and secondly, your team is cohesive."　　"Lin Yu said. However, due to investors ' personal reasons, the final Lin Yu did not reach the cooperation with IDG.　　On the contrary is Sequoia Capital's director Kui was Lin Yu This half a year to send countless mail to impress, in the Network Qin face the second capital crisis, Sequoia Capital saved the Network Qin.　　At the beginning of 2007, the Jinsha River venture Investment and Sequoia Capital invested 3 million U.S. dollars to the Net Qin; in December 2007, the first round of investors, the joint venture source and Fidelity Fund, once again invested 12 million dollars in NetQin. 2008, the Net Qin's cash account has been over billion. "At that time to face such a number I do not know how to manage, I managed hundreds of thousands of, millions of, tens of millions, but the face of a billion money is a little dumbfounded." "Lin Yu began to bad finance knowledge, he does not want to VC see his jokes." "Without a bit of financial knowledge, even if you're a highly capable CEO, you'll still feel awkward in the eyes of investors, not to mention financing," he said. "Now it seems that a billion cash flow on the mobile phone anti-virus software is not much, if we are now the 55 million customers in the network of Qin invested 1 yuan, then you must have at least 60 million yuan." Even an internet company needs billions of dollars to make it scale.　　"Obviously, Lin Yu now has a wealth of experience. April 29, 2010, the Jinsha River, joint venture sources continue to invest 20 million U.S. dollars for the NetQin.　　This is also the world-wide mobile phone security services as a new industry to obtain the largest investment.　　Lin Yu believes that his experience with VC over the years boils down to two words "learning".　　"Thick skin" impress partners "stupid way" to learn from competitors to win the favor of VC, Lin Yu is also the most "stupid" way to knock open the door of the market. 2006, the Network Qin hope to use home appliances store channels to distribute mobile anti-virus software. "We plan to sell a mobile phone in the store, it will be attached to customers a network of Qin mobile anti-virus software." Even if you want to send, the store has to collect a sum into the shop fee, but at that time staff wages are not issued, where there is the budget of the shop fee ah.　　"Lin Yu is very distressed. Although Lin Yu has contacted a negativeResponsible person, but to avoid paying the entry fee the other side insists that they cannot give in. Lin Yu and the person in charge spent two months to impress him. "I just started talking to clients, didn't talk a few words and I blushed, then I just pulled the cheek down, not once two times, until he agreed." "In order to save money, Lin Yu decided to put the goods in Shenzhen to complete the package, but when the goods from Shenzhen to enter the stores in Beijing, or encountered a" chaos. In order to rush the goods to the "51" section forward Shop, Lin Yu to mobilize all staff to do physical work. "That night, weather, we went to the airport to pick up the goods and then assigned the goods to every store in the big Chinese appliance." "His trouble is not over, the original large and Medium electric store shop chief of goods into the shop and the issue is not informed, there is no arrangement to distribute software staff."　　Lin Yu had to organize his employees to go to various stores to complete the distribution of tasks. "That thing, let me learn a lot of things."　　"And the large and medium electrical cooperation is the first time of the Network Qin market activities, despite the busy, but the consumer response is very good, the Network Qin This brand also began to enter the hearts of consumers." "Red face" learned to communicate with partners, Lin Yu and the study of the eyes to the competitor. When the 360 security guards to open the free strategy, the entire anti-virus software industry has undergone a subtle change, a free "tide" swept.　　Lin Yu that the free model also applies to mobile anti-virus software. "We have to learn from our good competitors," he said. In the field of antivirus software, 360 is an excellent enterprise.　　"For the industry's outstanding enterprises, Lin Yu will be positive for them, free basic services + charging value-added services, but also become the rapid occupation of the Network Qin Magic weapon of the market." This "borrowed" method helped NetQin enter the international market. Every employee was excited when Lin Yu announced the entry into the international market in early 2009. But when we were excited, it was clear that it was not easy to get into foreign markets. In Russia, the network Qin encountered rival Kaspersky. Lin Yu leisurely "now learn to sell", for reference 360 security guards "basic services free" model quickly grabbed the Russian market, for the subsequent opening up the market of other countries laid the foundation.