Shulou(Shulou.com)11/24 Report--

On August 22, Yang Yuchun, President of Changjietong, attended the site and delivered a keynote speech at the 2023 Nail Ecology Conference. Yang Yuchun believes that the small and micro enterprise market is huge and valuable. As a company serving small and micro enterprises, Changjietong has successfully excavated the gold mine serving small and micro enterprises by providing easy-to-use, cost-effective and customer-value-creating products. Changjietong hopes to cooperate with nails in the AI era, and realize the strategy of extensive integration and integration, so as to become an enterprise that can be embedded in various ecological scenarios.

The following is the full text of Yang Yuchun's speech:

Thank you nail for giving such an opportunity and stage to do a simple sharing with you, many guests in front mentioned small and medium-sized enterprises, when communicating with nail students in front, they put forward a topic saying how to dig the toB business gold mine of small and micro enterprises.

Changjietong was founded in 2010. At the beginning of its establishment, we had a clear positioning and only became a small and micro enterprise. Maybe many friends will say that you only serve small and micro enterprises and you can't starve to death, because from the perspective of doing business, many people believe that one of the reasons is that you want to do rich people's business. The payment ability of small and micro enterprises is very limited. Will there be no way to make money at all?

First of all, I want to share with you that serving small and micro enterprises must be profitable. There are gold mines in this market of small and micro enterprises, and the gold mines of small and micro enterprises must be in the state of gold sand, not big gold nuggets.

Why do small businesses have gold mines? The previous guests shared a number. There are 52 million small, medium and micro enterprises in our country. How many of them are small and micro enterprises? According to the data released by the State Administration of Market Supervision and Administration in January 2023, there are 170 million market entities in our country, of which 114 million are individual industrial and commercial households. Only registered legal entities can be called enterprises. We temporarily put individual industrial and commercial households outside the scope of enterprises. After deducting 114 million yuan, there are a total of 56 million enterprise entities left. According to industry experience, 90% of these 56 million are small and micro enterprises, so I calculated that this figure basically matches. 90% of small and micro enterprises are 50.4 million in 56 million miles, and if medium enterprises are added, it is about 52 million.

So we say this market is huge, it must be valuable. In fact, from 2010 to today, we have accumulated more than 2 million small and micro enterprise paying users, and as a listed company, in the past nearly 13 years, except for the initial stage of cloud transformation in 2015 and 2016 and the strengthening of cloud transformation in 2021 and 2022, we have been profitable in other years, and maintained a high proportion of dividends in the profit year. In the process of full transformation to cloud, we increased investment in product R & D and brand and marketing efforts to cultivate the market. At the same time, due to the change of revenue recognition method, from one-time revenue recognition to installment recognition of right-and-liability revenue according to user usage period, profits declined by stages. However, our revenue is growing rapidly and we can still dig up Sands from small and micro enterprises.

How exactly? My own feelings, the first one is very related to the sharing of the previous Jin, we must really create customer value, let customers feel that the product can bring him value, and small and micro enterprises also have a feature, the product can not be too complex, must be easy to use, easy to use, high cost performance, the price can not be too expensive.

The average ARPU of our Changjietong products in the first half of the year is about 1400 yuan. Better use and ease of use is the core key. Today, customers 'demand for digitalization is more and more personalized, including fiscal and tax compliance, invoices, etc. We believe that gold mines exist and we should constantly produce better products.

Based on this idea, today in the Internet era, our access is also expanding, we also have our own online customer acquisition methods, but also hope to continue to expand market coverage through cooperation with nails. I remember that the initial cooperation with nails was in 2020. It should be said that at the beginning, both of us were a little "malicious." I saw that nails were rich and rich, and nails looked at Xiaojiabiyu. After a period of cooperation, I found that the effect was not very good. We simply put our products on the nail, and did not bring the expected flow.

2021 is also the nail ecological conference, at that time I told you to pay attention to the nail ability, to put the nail open ability to real use. After going back, our team and nail will create together, and there will be a nail intelligent financial suite officially released in October 2022. This suite is co-created by nail and Changjietong. Based on such a product, we really realize the experience of customer's non-feeling tax reimbursement and approval. Today's customers have changed greatly compared with the customers I contacted 20 years ago. 20 years ago, when I was making products, I went to the customer site only to patch the customer to modify the program. At that time, the customer looked at me with great admiration. It was originally a bug in an ordinary program. After fixing it, the customer would invite us to dinner. And today I go to the customer site, and help customers repair air conditioning engineers compared to, there is no difference.

Therefore, today's customers have higher requirements and require various seamless experiences, including employee reimbursement and fiscal assistant. Today, the intelligent fiscal and taxation suite provided by us and nail can make customers feel the convenience brought by technological change and AI, fundamentally improve work efficiency, and make approval and reimbursement become a kind of enjoyment process.

I got the invitation letter of nail and saw that the theme of this conference was "riding on AI back." For a moment, I had some trance, as if I had returned to 30 years ago, when there was an article called "China Software Industry on the Back of Cattle." At that time, this article talked about how Chinese software could not fall off on the back of a galloping cow during its vigorous development stage. If you have ridden cattle, it is still different. Although the back is very wide, there is no saddle, and it is especially easy to fall off, not very stable.

Today, nails are going to ride on the back of AI. I think Changjietong must follow. We also have to grasp the tail of AI. In the era of AI, our cooperation with nails has just begun.

As a small company, we also have our own dreams. Although we are still very small now, we hope that various micro-services of Changjietong financial application in the future can go deep into various ecological scenarios, including in-depth cooperation with ecological partners other than nails, so this also represents our extensive integration and integration strategy. Also 20 years ago, there was a famous advertising slogan. Many of our laptops will be pasted with such a logo in the lower right corner. I hope Changjietong has the opportunity to build such a company, so that our professional fiscal and taxation applications and even separate accounting micro-services and reimbursement micro-services can be embedded in various ecological scenarios to achieve "Chanjet Inside."

Finally, I would like to end my speech with a poem by Mr. Cao Xueqin,"Good wind with strength, send me to the blue cloud," I think this is also the common wish and aspiration of all our ecological partners today! Thank you!

If you ask me what enterprise services are, I would say enterprise services are connecting and rebuilding, value creation.

Welcome to subscribe "Shulou Technology Information " to get latest news, interesting things and hot topics in the IT industry, and controls the hottest and latest Internet news, technology news and IT industry trends.