Different countries have different views on SaaS. Let's not talk about other countries. Today, what is the development of China's SaaS? Where is its way out?
1. The cause of the US SaaS trend
Technology upgrade: cloud computing IaaS-PaaS-SaaS
Service mode upgrade: 20% service charge per year
2. The cause of the Chinese SaaS trend
The status quo of Chinese enterprise software services: even the software license tail payment is incomplete, not to mention the service fee, let alone receive 20% of the service fee per year.
The real cause of the Chinese company SaaS wave: Internet traffic marketing - Internet e-commerce retail and Internet finance - Internet e-commerce background and even the background industry chain interactive processing
As for the windy investment, some companies SaaS boss said that the Chinese SaaS trend is caused by the disappearance of China's demographic dividend. I am in the middle of your lungs, or you don't understand the ins and outs of Chinese enterprise software development, or you have sinister intentions ( I want to fool Chinese corporate customers).
Second, the roots of Chinese and American corporate management are different1. The roots of American corporate management
Family-family trust fund - separation of ownership and management rights - professional managers - MBA business school - theoretical model research - consultants - ERP software system process curing and information transparency
2. The root cause of Chinese enterprise management
The family is destroyed - no old money investment / eager to return to the original - still under the influence of the generation of control / ownership and management rights combined into one
Central enterprises and state-owned enterprises are the economic backbone - central enterprises and state-owned enterprise executives are interchangeable with government officials - subordinate to national strategic intentions
The value of management: management will not let you go to the next level when climax, management will not let you be hit by the bottom of the bottom of the bottom, in the peaceful and stable development of the enterprise can not reflect the value of management is still worth The market is in the wind
Third, the way out for Chinese companies SaaSThe first step: to do the e-commerce background and even the industrial chain back-office business processing. In the past, enterprise software mainly focused on the internal business processing and management of a single enterprise. The emerging enterprise SaaS mainly lies in the business connection processing and management between the industrial chains.
The second step: relying on the industry chain data to automatically match the supply and demand resources, so that suppliers, manufacturers, retailers, automatic production capacity can match. In fact, this is already the essence of the industrial internet.
Fourth, grab the handThe SaaS IT platform with industry chain is not enough to integrate suppliers, manufacturers and retailers in the entire industry chain. Integration needs to be profitable, no profit, and you can't integrate.
Lee: orders, capital holdings / venture capital, credit finance.
Therefore, it is necessary to integrate business + IT, and the industrial internet needs to operate. Many stakeholders can implement the business on the IT platform to run and precipitate data. The implementation of traditional software vendors focuses on software implementation and promotes the application of software in enterprise business. In the future, industrial network technology platform providers should also promote the application of software in the industry chain business, but the focus is on order fulfillment operation and management, production, supply and marketing resources integration operation and management.
Attachment 1: How to sell pure SaaS software in China
Doing a business SaaS in China, the pure Internet model can also be successful, and honestly, the pure software-selling software model can also be successful. I am most afraid that you are neither an Internet model nor a software model. If your heart is not settled, you will be confused internally and you will not be able to do anything.
Even if you go to pure software to sell software models, in fact, it is now more advanced than the traditional software model. Why? See how I say:
1. VC: At the beginning, it is a high-paying and high-level talent. From the very beginning, you can patiently polish your products. In the past, traditional software was built from the pockets of its own money, and it was very anxious, so the software was rough and it was inherently insufficient.
2. Sales: In the past, because it was a local installation local implementation, the company did not purchase it after purchasing ERP for at least 5 years, so it was called a hammer sale. Because of a hammer sale, the enterprise ERP sales staff must make a large order to recover the income in one lump sum. Therefore, the complexity of the software function must be called selling high prices, and must be a comprehensive solution to deep service in order to sell high prices. As a result, the order period is long, the sales are complicated, the sales personnel are demanding, and the requirements of the implementers and service support personnel are high. In the past, there was no VC, and it relied on its own sales to roll back the money. The demand for high and no high talents, resulting in rough software, implementation and rough service, customers swindled sales, sales and software can not be collected, the vicious circle . It is different now, and it is necessary to continue to pay the fee every year. It is not a hammer sale, so the software must be done well and the service will continue to do well. Customers are willing to pay for it once a year. Due to the staging, the sales price has also come down, and there is no need for a hammer. Therefore, the sales cycle and the requirements for sales personnel have declined.
3. Implementation: In the past, it was a local implementation of local installation, and it was necessary to find local partners throughout the country. China's IT talents are basically concentrated in the north, Guangzhou, Guangzhou and Hangzhou, and other places can not find qualified ERP implementation and service personnel, so the implementation and service level is very bad. Now the software is unified in the headquarters and server installation and deployment configuration initialization, and the headquarters are generally in the north and the Guangzhou-Shenzhen Hangrong, so the headquarters has senior talents capable of qualified installation is not implemented
4. Service: In the past, the local implementation was locally installed. Any problems that the customer had had were visited on the spot, and the customer could not use the customer to call, so the quality of service, efficiency and cost were all problems. Now they are all operating at the back-end server side of the headquarters. The R&D and operation and maintenance personnel at the headquarters can add probes and monitors at any time, and find problems at any time to optimize the rapid patch upgrade at any time. It is quietly solved when the problem is still not serious in the early stage. Therefore, customer satisfaction is much higher than in the past, and service quality, efficiency, and cost are much larger than in the past.
Attachment 2: How to take the pure Internet SaaS model in China
If you want to go pure internet mode, you can do it.
Divided into four steps:
1, the installation volume should go up: free shop, with a variety of App to promote channels, industry resources channel paving
2, the amount of activation should go up: such as SMS push, App message notification push, continue to stimulate customer applications. Of course, registration, the first step, the user experience design of its software products should be very meticulous and good.
3. The conversion rate should go up: the Internet model is generally based on data precipitation, advertising marketing, e-commerce distribution, automatic matching of supply and demand wisdom, mobile payment, and financial credit as the ultimate goal, and SaaS is applied as an active means for users.
4, software value-added function charges can be properly followed: This is similar to the consumer value-added software features, analog QQ group membership size restrictions, storage photo size restrictions, storage space size restrictions, etc.
The first step did not go up, don't think about the second step. This is a funnel.
I would suggest that you think about doing it through the industry internet platform (somewhat like B2B e-commerce). Because of the so-called Internet SaaS model, the essence of what I want to talk about is the industrial internet. If your software wants to take the Internet SaaS model, first of all, it must be strongly related to digital marketing, e-commerce distribution procurement, B2B industry chain integration business, financial credit, otherwise you will not be able to take the Internet SaaS model. You must re-operate and play according to the operating mode of the industrial internet. I want to purely engage in the Internet SaaS software model, no play.
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