Wave: We want to learn IBM do not go "Lenovo" road

Editor's note Lenovo was founded in 1984, the Wave is already the industry boss brother.　　But in the later ten years, Lenovo to "trade technology" strategic thinking quickly overtook the wave of "technology industry and trade", become the boss of the PC industry. Lenovo's transcendence, but also on behalf of the Great Wall, waves and the East China Sea as the representative of the first camp completely by Lenovo and founder as the representative of the new generation to replace, the tide had to start a difficult "two startups." However, because of the different genes, the wave and Lenovo although the same competition for many years, but in the industry tide, now the two companies have gone their separate ways, the wave more want to do China's IBM.　　In order to achieve this goal, the wave also began to launch acquisitions at home and abroad, the rapid development of a new strategy is gradually clear. The timing of the takeover came to the China Business daily: Rumors that the tide was about to acquire the German memory maker, you did not deny the news.　　At the same time, I have noticed that wave International (Hong Kong listed companies) recently raised a share price of HK $434 million, apparently the acquisition is not groundless. Sun Pi: Yes, we now have a clear idea, to be the boss of China's IT services industry. To do strong and big, only by organic growth is certainly not enough, the acquisition is necessary.　　In addition, now is the economic crisis period, some companies previously high valuations, but this time to rush out gloves now, it is a good time to buy. "China Business Daily": The acquisition of the dream of how the progress?　　Is it challenging to acquire a foreign company? Sun Pi: The acquisition of the dream of the event is still in contact with the process. In the past, we were afraid to buy foreign companies because we were afraid to manage them. The wave is Shandong to start the enterprise, the management team is to do the technology to make a fortune, management before is our weakness. In recent years we have been with the world's top 500 companies joint ventures, cooperation, and send the Chinese managers, in fact, it is very important to learn management. These executives do not return regularly to lectures at the group's top executives about the good management practices they have learned in the joint venture.　　Now, we feel that after the acquisition has the ability to manage, so dare to step out of this. "China Business newspaper": IT Services is a very large concept, IBM's product line is very complete. Is there a specific direction for a wave of acquisitions?　　Would it be like IBM to do everything by itself? Sun Pi: We won't do anything like IBM for the time being. The goal of our acquisition is clear, there are only two categories: a technology company. In the midst of this financial crisis, we realize that companies with core technology can survive. If we rely on our own technical team to do a little bit, it is difficult to achieve the technical aspects of "carp jump". So we consider acquiring some of the leading technical teams in some areas to solve some of the core technical problems; The second category is the company with market and customer. We are in the field of commercial products, the formation of scale is not easy. Some companies have good customer resources in one or two provinces or in a particular industry, but they do not.　　We can buy them, get important customers, and they can continue to do localized services. "China Business Daily":Buying may involve cross-border acquisitions, is this a wave of internationalization of one of the strategies? Sun Pi: Our internationalization is not the same as that of other enterprises.　　The internationalization of the wave is realized in three steps: the joint venture with the top 500, the overseas exploration and construction positions, the gradual expansion of the number of positions, and the global operation after reaching a certain scale. Our first step is to have a joint venture with the top 500 and learn from them. Why does IBM make money? It is based on the developed business environment in the United States, accumulated a lot of valuable experience and knowledge. This knowledge and experience, to other countries, can achieve high value-added. For example, as a bank, IBM has the experience of Citi, China's banks are willing to choose IBM, you are willing to. We also want to do this high value-added services, such as we give China's three major telecom operators do network management system, mobile is the world's largest operator, to do it successfully, to other countries, we become experts, others are willing to use, so the profit is high.　　We are now in the telecom business overseas has expanded to more than 10 countries, mainly in Africa, West Asia, South America and other countries. At present, we are in the second phase of internationalization.　　In the past few years, the tide has started to go overseas, the number of overseas positions has now expanded to 13 countries, such as in the United States, Japan set up branches to open up Europe and America and Japan software outsourcing market. Of course, in the long run, to the United States and Japan to do outsourcing is not the mainstream of internationalization, and transfer of technology, knowledge, there is a higher value.　　It can be said that acquisition is also one of the main means to achieve this goal. The industry is now fission "China Business newspaper": The current strategy of the wave is "soft and hard Integration", which is completely different from Lenovo's road.　　IBM, Hewlett-Packard are soft and hard integration of the company, in the early days after Oracle acquisition of Sun, Oracle is software and hardware integration company. Sun Pi: Yes, IBM, HP, Oracle Three can represent a global industry trend. In fact, the soft and hard integration of the model in Japan has been verified.　　I personally think that the IBM model is more worthy of our learning. "China Business newspaper": Do you think that the future of IBM, HP, the wave will be with Dell, Lenovo's corporate line is becoming more and more obvious?　　Is this a fission industry? Sun Pi: Companies such as Dell and Lenovo, with the increase in sales, market share will be more concentrated, but in the centralized integration, but also let the industry profit margins are getting lower. At present the IT industry has entered the peak state, the traditional PC industry recession is sooner or later.　　These manufacturers are currently the main focus on maintaining the existing areas of growth and consolidation, and actively explore new directions, such as the current PC industry has entered the consumer sector, is a concrete move. In contrast, soft and hard integration of IT services-oriented enterprises will be more focused on business customers. We feel that it is more promising to do IT services, one is because the customer after binding, to provide customers with comprehensive solutions and IT services, customer understanding will be more and more in-depth, customers are not willing toFrequent replacement of suppliers, enterprise sustainability is good. On the other hand, it services have a high profit margin.　　In the past few years, we also have Lenovo as a competitor, anything compared to do, but now we have not put them as opponents, our next goal is the boss of domestic IT services.　　"China Business newspaper": The Wave and Lenovo were the first PC to start, why in the future, there will be such a big gap in the choice of roads? Sun Pi: The company's genes are not the same, the history of the formation of the culture is not the same. Lenovo in the operation of the market has been leading in the domestic counterparts, they are in the channel, sales, market, do very good, and has taken the lead in the pace of internationalization. And our executives are mostly technical personnel, the technology change and development trend is more sensitive, and more from this angle to drive the business. In the past 2000 years or so, we have made a difficult strategic choice: Our server was doing well, it was a cash flow business, and the software business was small, but everyone thought the future was good. is the focus on the server or two industries at the same time development?　　Now it seems that we have the "two industries at the same time" the choice is correct, we have in these two areas of the technology are better, and adapt to the industrial integration of the development trend of soft and hard. Wave needs brand reengineering "China business newspaper": Wave last year's operating income reached 23.2 billion yuan, in China's it enterprises, should be only less than Lenovo.　　You also claim to be China's second-most comprehensive power it vendors, but Lenovo's brand is very clear, is to do the PC, compared to the wave of the brand image seems increasingly unclear? Sun Pi: We are also aware of this problem and are ready to further strengthen the wave of the brand.　　In fact, we have always been the development of the idea is very clear, is to do "the leading computing platform and advanced solution provider", this is the mission of the wave company, we have always been the strategy in accordance with this layout. The goal of the wave is to become China's largest software and hardware integration of IT service providers, our IT services are based on independent intellectual property products provided by the integration of technology and solutions, and other domestic system integration of IT service providers still have a big difference.　　Of course, we will further strengthen this brand image.　　"China Business newspaper": In our impression, the wave of software and server do a good job, but the brand is not outstanding, you will highlight which brand in the future? Sun Pi: The community of our server brand awareness is still relatively high. But in terms of software, our brand does not really stand out.　　Our software business is divided into enterprise management software, industry management software, government management software and software outsourcing four parts, just because our software business is scattered in the different listed companies, so we are not particularly aware of the strength of the software. In fact, if the wave group under the software business integration, than Ufida and Kingdee are much larger. However, because of their brand clear, Ufida ERP calledHave to ring, there is a brand support point, so their brand awareness will be higher. Branding needs to be focused, and we are now considering integrating the software business and asking the experts to help us locate it. If the software business is integrated into a company, it will come to the fore.