Torture from the depths of the soul!
Editor’s note: This article is from WeChat public account “小哈公社” (ID: InweTech), author InweHub Xiaoha.
Recently, corporate services, B2B, industry Internet and SaaS are getting more and more “fire”.
On the one hand, the C-side contraction in the venture capital market has caused capital and VCs to start paying more attention to the B-end track.
On the other hand, because of the huge role of SMEs in society, it also allows market and administrative resources to start thinking about how to better serve them.
Although the venture capital circle was called the first year of Chinese enterprise service in 2015, at the same time, companies such as SAP, ORACLE and Microsoft have already divided the information budget of most Chinese head enterprises, while Kingdee and UF. Domestic manufacturers, in a certain market positioning, have laid down their own mountains and rivers.
In the mature market of the other side of the ocean, the successful business model for the B-end occupies half of the country. More and more entrepreneurial elites have begun to consider the SaaS model as the entry point for the domestic enterprise service industry, and put it into practice.
Unfortunately, almost five years have passed, many comrades have come and rushed, and in addition to a few of the individual manufacturers who ran out of the model, most people are still struggling.
Under the constant urging of capital gains and time, everyone is eager to follow, and those who are out of the game are distressed, and those who persist are pity.
Let a lot of people can’t face the reality of the happy knot, it is to admit that they have “failed” or wait for “failure” on the road of persistence.
From the depths of the soul, subject to constant torture:
Are you a “failed” SaaS?
And what is the reason for failure??
No time to go
Who is China’s most powerful software and technology Internet company? Ma Yun and his Alibaba are none other than.
How did Ali’s first bucket of gold come? Relying on the “China Railway Army” to knock on the door of small and medium-sized enterprises again and again, marketing Internet services for SMEs and signing.
What is the idea of the horse boss?
Serving enterprises, there is no difficult business in the world.
In order to serve small and medium-sized enterprises, Ali launched a software interconnection platform to promote SaaS services to enterprises, and why did the SaaS platform be closed in April 2010? Take the retreat and wait for the time to mature.
When is the time to mature, what is Ali’s new revenue and business growth point? Cloud meterAs the infrastructure ecology and market acceptance are nearing maturity, Ali will fight ToB again.
It’s like a lot of good politicians who can grasp the changes in the trend.
At the most appropriate time, kicking in the weakest part of the mound, and then triggering the effect of dying together, with the collapse of the mound, enjoying the admiration of the world, and being respected by the times. Founder.
A few years ago, the technical capabilities of public cloud computing were still immature. Stable, fast, and secure services were just quotations for publicity. Enterprises still had doubts about management and business digitalization.
Nowadays, the technical problems have been broken, the corporate philosophy is escalating, and the previous problems may not be a problem.
The friends around me, who led the team to create the first SRM (Enterprise Supplier Management) SaaS products in China a few years ago, but could not help but be alone.
Since last year, the SRM market has started to open in China, and more and more players are beginning to flood into this field.
”
Three transformations, Ali decided to fight ToB
“And many ToB people, neither the strong ecological strength of Ali, nor the ability to continue to obtain funds from the capital market, for various reasons can not persist until this time, all feel sorry for them.
Choose the wrong track
Men are afraid of getting into the wrong line, and women are afraid to marry the wrong man.
A head shot, into the Red Sea, polished products for six months, 6 months crazy promotion.
The paving is that competitors are several orders of magnitude ahead in terms of product form and market recognition.
The market is killing red eyes. If you haven’t figured out your value, advantages, characteristics, or get enough capital ammunition, the ending of this time is basically to make a wedding dress for your peers.
Although you also have feelings, although you are also a senior professional in the field of enterprise service industry, the market is really cruel.
Of course, the mature market track is also not so good to capture.
Just as many people mention high-end ERP, they are directly equivalent to SAP and ORACLE. Many products have completely crowded the audience in the market. If you choose to directly harden the bar, instead of breaking through the game or mode Dimension, also
Basically no play
It is.
What is the largest and most profitable industry in China? If you look at the latest Fortune 500 companies: finance, real estate, automotive, home appliances, retail, and the Internet.
Grasping a round of industry dividends, stepping on the rising elevator, you are also likely to bet on the track.
The so-called drought and death, the sudden death, the down cycle and the elimination of the industry have all entered the supply-side reform list. Financial resources are not put into use. You also think that such enterprises can squeeze profits and buy them. Is it possible to add icing on the cake?
In the rising cycle, the priority is how to expand the market and profits through investment, cooperation and win-win. In the face of the down cycle of the enterprise, what is the game relationship between the supply and demand side of the supply chain between you and the client? Are you not afraid of being dragged down by the company’s payment and account period?
The cycle of serving customers, as well as industry profit and market capacity, determines the quality of your revenue ceiling and return. Think about the investment in Chinese enterprises that account for about 3% of annual revenue, and what factors will affect the specific individual enterprises. It goes without saying.
Deviated from mode
One of the core logics and the greatest value that markets and capital recognize for the SaaS model is to obtain time subscriptions based on time snippets by providing standardized products or services to businesses. /strong>Equivalent persistent revenue patterns for corporate users.
Absolutely idealized forms are SaaS product standardization, as well as multi-tenant and on-demand subscription pricing, so that when the business model of business services is rolled up, the cost of ownership (CAC) and retention cost (CRC) can be marginal declining, rapid scale.
In reality, except in some industries where the concentration is not high, the demand of each enterprise is relatively standard, and the rest of the industry’s head large enterprises are relatively strong and may have their own characteristics and special needs.
Therefore, relying on the highly standardized SaaS model, between customer customization and product standardization, it is often full of hard-to-reconcile conflicts.
Standing on standardization, SaaS vendors who are still in the development stage are hard to eat in the big customer market, and are moving toward the strategic goal of “SaaS market is the big customer to win the world”.
Abandon standardization and return to customization