Nanfang Wang hearing on August 11, speed up publication of the results report shows the first half of 2003, the turnover rate of about 18 million yuan, an increase of 28.4%, profit 7.6 million yuan, up 48.5%.
According to IDC's statistical report, the establishment of the speed of 4 years China has accounted for 80% of SMEs in the retail management software market share.Early August, announced the launch speed of ERP software for small and medium S-ERP, which marked the beginning of selling ERP in the business, the speed of return to the ERP industry.Recently, frequent travelers to Hong Kong, Beijing, three of the speed of the U.S. Chairman of the Board Cenan Bin, a small office in Beijing, the company received an exclusive interview ChinaByte.
Product model wholesale Westernization
ChinaByte Reporter (hereinafter referred to as Q): speed up until 2002, has been at a loss, while in 2002 a miraculous turnaround, speed up the rapid growth of the external cause is what?
Cenan Bin A (hereinafter referred to as A): speed up the walking pattern is one hundred percent, "copy" the king of the United States Intuit management software business model, of course, Intuit is also the speed of one of the major shareholders, this "copy" can be interpreted as Intuit ProductsChinese localization, Intuit business model on the U.S. study.Intuit in the United States is a very successful case, it can be said that the most successful American history, an investment case, Intuit is a thousand times return on investment.
In 2002, Intuit was the U.S. "Fortune" magazine as the world's most innovative business enterprises.Over the past 100 years, the history of human life from the perspective of the 10 best business ideas, the first is the fund; second is the invention of a chain mechanism; Intuit third.Intuit the financial concept of the civilian population, making individuals, families, businesses can be serious and easily manage finances.Speed of selection as the main partner Intuit Intuit fancy profit model in the United States, and operational experience.
Q: Why choose the original speed of Intuit as a partner?
A: The speed of growth history is four and a half, although the first phase of raising funds are limited, only 3,000 million HK dollars, but to catch up with China's Hong Kong-listed IT company last train to become China's first general-purpose software listed companies.
In 1998, the speed of those early days, like my own, including IDG shareholders, are idealists, but also can be said to be "ambitious", we see the U.S. software companies like Microsoft, IBM, Oracle, time,The U.S. technology company slogan is rule the world.Microsoft was the largest market capitalization companies, 5,000 billion.The Board was also thinking, whether in China, it can create such a miracle, the answer is no majority.Because people have come to China, the product has been finished into Chinese, then do not need to copy the Microsoft model.
However, the speed up to see such an enterprise, the United States Intuit, the main financial management software, including business, personal products, has 17 years of history, in the SME market share 85% of the market, there are 6 million small worldenterprises are using Intuit products.Intuit then do not enter the Chinese market as China's finance system and completely foreign, as a natural barrier, a small threshold of a large number of achievements of the Chinese management software companies, such as UF, Kingdee, Newgrand, wave and other Management Softwarecompany.Intuit is also a reference to the speed of business objects, and finally determine the general category of SMEs based software market, learn from Intuit's brand, products, technology, business models, marketing methods, speed up a "good student."Then take the initiative to find the speed of Intuit, reached an agreement with each other, as Intuit local product of China.
Q: The status of how the distribution of benefits between the parties?Localization of grafted domestic companies foreign companies survive long this pattern?
A: Intuit as a shareholder, has been in the market, technology, great support given to speed up.However, the speed of a lot of money every year to the Intuit brand usage.But with the world to promote the greatest speed of brand management software companies come together.Intuit China has no other partners in the past 3 years we are the only partners, and only 5 years after a partner.Although the speed of co-operation with Intuit, but the speed of all of its products, the copyright belongs to speed up, but share a brand with Intuit, the speed of the vitality of products, speed of confidence has been operating.
Focus on the SME market
Q: The speed of market orientation in which customers?Compared with other similar products, how the products competitive advantage?
A: The speed of the vast majority of SMEs in China product users, this market is indeed a great market potential, speed of doing is to focus on SMEs.Speed up with UF, Kingdee different, they are focused on medium and large enterprises, involving an amount of order was one million, from requirements to service, is a set of services such as tailor made, customer needs, what to do style.
Speed of the core management software products for small and medium enterprises, the general pricing in Qianyuan Ji, through channels partners, sold to SMEs.Is actually the product of a common technology to the users as a commodity in the hands of emphasis is practical and convenient.
Q: Management software companies in order to negotiate the same time, will meet different needs, but also companies need a full set of services, speed up the order to face the temptation of one million?
A: China's large enterprises have come up too fast, usually in the amount of millions of orders, we do not do it, as a management class software companies, energy is not enough, thinking will be limited.I personally very optimistic about the overall attack of the variety of business models, even with this temptation, millions of orders, will really be short-term gains, but will destroy a company's long-term earnings growth.
Speed of small and medium enterprises are facing, mostly progressive development, speed da and philosophy of pragmatism.Now available to the user speed of the solution, a box of box packaging.In fact, the use of certain software for small and medium enterprises, is only limited to a critical business, you can ho no exaggeration to say, speed up is most suitable for the needs of SMEs, the market has proved that speed of products have occupied 80% of the national management software for SMEsmore market share.
Q: The speed of the brightest spot in the Chinese market, growing so rapidly, there is not yet very strong competitors?
A: We are not without competition, every year, known as the challenges of our new brand, but soon died out.The key is the product well, and, speed up product cheaper than domestic competitors is about 7 times.In addition, the low-end products through direct sales is unrealistic, Kingdee, UF's directly under the branch open until ten or more, the burden is heavy.For a wide range of quantity, geographical characteristics of the SME market significantly, and the speed of the channel is used in the form of cooperation to quickly cover the market.2,000 dealers across the country to promote, at least from the existing market data, competitors not on the speed of a threat.
Q: there are many copies of the same type of software companies speed up the product model, how do you view the competition in this area?
A: The other common software companies can copy mode, but can not copy the products, but also can not copy the team.In fact, in common software products inside the channels, not the speed of a company, compared to similar products with the old, the minimum speed of history, only four and a half.Speed up the introduction of Intuit products and business models that road is standing on the shoulders of giants, is now a giant learning.Growing very fast in recent years, like scraping the Chinese software market over the cyclone, speed up the ultimate aim must be to become a leader in the field of general-purpose software.
Q: How do software is piracy?
A: The market now sees piracy QuickBooks, are speed of the previous version of 2000, as soon as possible after all add up to 2000 software dongle, to prevent the breeding rate of piracy.In fact, the management software naturally afraid of piracy.User psychology is very important, the use of management software piracy in the year, save for a year of enterprise data, compared with the price of genuine QuickBooks thousand dollars, rational person would think that corporate data is much larger than one thousand dollars.Users use pirated before, many are turning to purchase genuine QuickBooks, in Guangzhou, the company received advice by telephone, every day of such users.
Return to the ERP market expansion
Q: The recent introduction of speed of S-ERP, why back in early 2003 when the original ERP business should sell?
A: In 2000, many people think that is the speed of ERP companies, in fact, is wrong, a sense, the speed of the concept of abandoning the traditional ERP, theoretically speaking, the speed of a typical general-purpose software companies.Indeed, the speed of the ERP business to sell, source code, partners, technology, all sold.March 2003, speed up its research and development of SD-ERP companies sold to Korth, SD-ERP product aimed at large enterprises, but the company that developed after the success of the overall position is not consistent with the company, so he decided to sell the originalSD-ERP accounting for 10% of the main business is not that also be said to be "tasteless", R & D orientation is not successful ERP divestitures, can speed up to focus more on core business.
Q: Recently, the speed of the upcoming S-ERP presage a re-emphasis on speed of ERP market?The market demand, and still another adventure?
A: The speed of fact been ERP for SMEs do not neglect the focus this market, 3 years, ERP vendors in China hundreds of ups and downs, we should say no to a real trip out of ERP for SME development path of China.On the contrary, many ERP vendors are suffering today, to understand "standing above the crowd," the state, is also looking for a "breakthrough" of the road.
Since the beginning of 2002, through 11 months of the Pearl River Delta, Yangtze River Delta, a total of 226 production companies in the survey, we found a strong domestic competition in the market of SMEs in the face of pressure to enhance their management capabilities are strong demand and very practical and concretedemand for objective, it should be said that China is in a growth of SMEs, the stage of exploration and study hard, including the blind obedience and management of local non-transparent phenomena are inevitable reality.Therefore, the speed of that, ERP is a common human enterprise management wisdom, but "a mouthful of rice to eat," The road to ERP in China step by step, SME ERP is more down to earth.
S-ERP is the most important concepts of the existing ERP to extract, remove the other vast and complex system, and reflects the simple and practical features, to the civilian population.At first, put the speed of S-ERP in a very affordable price to the market, which is not only a challenge to existing domestic ERP vendors, ERP is a universal revolution.
Q: When I first sold ERP business, there have been reports shareholders are given to speed up the pressure, now return to the ERP market, whether it is the shareholders will, once again demonstrated it?
A: The speed of the early days, a total of nine major shareholders.The largest shareholder of IDG Group, the United States, in the placing of new shares is completed, its holdings amounted to 21.5%; followed by Intel, accounting for 18.59%; the U.S. Small Business software developer Intuit also holding 4.33%; other Dutch investment bank DNIB,Government of Singapore Investment Corporation East Light, Samsung Life Insurance, risk-based investment and Core Pacific-Yamaichi International Jinding Hui (Hong Kong) Ltd are also shareholders.
Speed of the shareholders are "very sweet" shareholders, they have been honest and trust speed up to make money.The speed of every major decision, the Board is the superior management team, each plan must be reported to the Board, but the final decision rests with the management and operation team.The two largest shareholders, and Intel has been an additional investment of IDG, the concern of the speed of very much, but in operation, given the speed of a high degree of confidence in the management team, not the rumors of the outside world will determine the speed of the shareholders every move.
Q: The speed of listing and financing in Hong Kong, the equity allocation of situation?Whether the future will be a second capital raising?
A: The speed of the second board market in Hong Kong after the landing, up was good, the management team is not only shareholders, but also have some options, accounting for 18.8%; the company a total staff of more than a thousand million options, 3 to 5 years old employees are entitled tooptions.
The financing situation, speed up compared with other companies, did very little financing, and now no plans to re-financing.Speed up financial health, profits are made in cash to the performance, general business difficult to achieve.The same industry and other Management software company, although fund raising huge, but there are many commercial performance of receivables, which is caused by its business model.These do direct sales of software companies, and the face of direct users, signing, implementation, time is very long, the cycle is very long, slow recovery of funds.And they are different, speed up dealing with a large channel partners will usually advance the money, and then then sell to customers and channels between the speed of transactions are cash, receivables problem does not exist, so, present case, the speed of business is not short of money.
Q: The recent speed of the sudden emergence of the software industry in China, expansion of the second half which moves?
A: First, expand the existing product line.We now have 17 products, but Intuit Quickbooks products in the United States only four, well explained, in the United States, every industry, management very close; in China, the different trades have their own characteristics, and sometimes had toeach industry to make a solution.Relative to the products concerned, the product line will pull wide, the next step but also expand the product line.
Second, although the speed of growth of the external environment due to expansion of the Chinese information technology market, but also continue to expand channels, development partners, for partners, both in concept and benefits to partners and to speed up the line of thinking, we face a future of China's 1 million corporate users a broad market.
Interview Notes
In 2001, the rate of loss of 7 million yuan has been, affected by the Chinese information technology market, and gradually "turn around."As of the end of 2002, the overall turnover rate of about 30 million yuan, net profit of up to 10 million yuan, accounting for 30% of turnover.Speed of the third listed as a domestic enterprise management software companies, from early 2003 in the industry emerged.Guangzhou is the birthplace of speed up, Cen Anbin in Hong Kong, Guangzhou and Beijing have established a company office, but he rarely stay long in the office.Cenan Bin height of 1 meter 92, a very strong northeast accent, he is usually difficult to image in the "returnees" together.
During the interview, Cenan Bin has always stressed that speed up a "small business", but did attract a speed of more than a dozen well-known international venture capital, magically, after three years of profitability and market success.Now, the speed of its own not very strong field of competitors, when UF, Kingdee, Newgrand and other management software companies in the high-class golf "badly beaten" when the speed of it at the low endMarket Kaigegaozou.Willing to make speed of this "little money" in a low profile, ERP giants who may have given some inspiration.