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

On October 19, 2023, the Engage2023 sales and easy user Conference was successfully concluded in Shanghai, with more than 400 leading enterprises CEO, CIO, IT and business leaders participating in the event to explore a new path for enterprise growth in the new economic development cycle.

Shi Yanze, founder and CEO of Sale Yi, shared with the guests at the Engage2023 conference on "the importance of building trust for cloud service providers", "how SaaS can help enterprises to help in the next node of digital transformation" and "Sale Yi's innovation on products in recent years".

Shi Yanze, founder and CEO of sales Yi

The following is a transcript of the guest speech:

On "Trust" from the Perspective of easy Sale

Despite the epidemic in the past three years, the development of easy sales has not stagnated and has won the unanimous trust of more and more head enterprises. In order to gain trust, this is a very difficult process. On the one hand, including cooperation with Eaton, Johnson, Bosch, Schneider Electric and other companies, I deeply realize that as a local software company, it can really meet the management demands and stringent service standards of the top 500 multinational companies. this is actually a very difficult thing. We even have to convince the global IT team of these companies, because there is still a big question mark in the hearts of many Fortune 500 companies as to whether there are enough good Chinese core application companies to support their business. On the other hand, in the past, many domestic companies have begun to realize the importance of front-end digitization.

Therefore, in the process of serving these customers, we also deeply feel that the leading enterprises in various industries need suppliers with strong product strength and reliable service. Therefore, after 12 years of development of sales Yi, we feel more and more need to bear the historical mission at this time. And the current historical mission is also established from the very beginning-using technology to empower enterprises and customers to digitize the whole chain, through digitization and intelligence, to form a customer-centered operation organization to achieve sustainable growth of performance. But in this process, it is not an easy process to gain the trust of customers.

In the process of building trust, we make unremitting efforts to four dimensions.

First of all, the core technical barrier of CRM is the platform. The platform capability has indeed taken us nearly 7 years, in which we have invested a lot of money and time and spared no effort to continue to invest in products, and this is why we now have the opportunity to cooperate with many excellent large enterprises.

Second, not only the software, our service ability is also extremely important. Enterprise data is in the cloud, how can we achieve security and privacy for customer data? This is critical to the building of customer trust.

Third, at the beginning of its establishment, Sale Yi never thought of engraving a Salesforce in China, but thought about how to integrate the changing Internet technology with the entire link of the enterprise's constant front-end customers and guarantors, so as to bring greater and newer value to customers.

Fourth, as a cloud service provider, in addition to product innovation and trust, the sustainable development ability of the enterprise is also very important. So I am also very grateful to our investors Sequoia, Matrix Partners China and Tencent for their strong support to Sale Yi.

The core of cloud services is to build trust, but what is not seen behind is the culture and values of easy sales. In the past, all the innovation, service and development of Sale Yi revolve around the needs of customers, which is our underlying logic. In addition, as a technology company, from the perspective of science and technology empowerment, sales Yi is also constantly practicing a sense of social responsibility. For example, we launched the Youth Project in 2016, and this year we helped decibels of Love to support the efficient operation of charities with the help of the ability to sell easy Social CRM.

The next node of digital transformation is that enterprises need new forms of software-- SaaS.

The Engage conference was blocked by the epidemic for three years, and these three years are also a turning point. We can see that the dividend economy has begun to transform to the efficiency economy, the land rent economy has transformed to the digital economy, and the enterprises have changed from chasing economies of scale to chasing profits and cash flow. So what do we do when we realize that supply exceeds demand in the stock economy?

Everyone is talking about transformation, but many projects under the first wave of digital transformation can not achieve the purpose of transformation at all. What should we do? How to shift from product-centered to customer-centered in order to strike a balance between production and marketing? So I think in the post-epidemic era, the new reality is coming, how the efficiency economy falls to the ground, which has a great impact on every enterprise.

This year, some people questioned whether China needs SaaS. I think hardware is the foundation of all digital economy, but the last kilometer, the transformation and change of all business models must be realized through software. Here refers to the integration of advanced Internet technology software, these software not only means the improvement of efficiency, but also brings about changes in business models. So when we see that once the software is integrated with Web1.0 technology, the delivery model here is SaaS. So the next node in the digital transformation is that enterprises need new forms of software.

Today we are all talking about being customer-centric. Many large enterprises have ERP on the back end, but the front end is empty. In the process of digital transformation, enterprises think about whether all the front-end roles with customers as the center, or even the whole role, can build a management platform. Today we are talking about Social CRM, in which Social is not a simple chat, but behind the building process, which involves aPaaS and standard SaaS applications. But the most fundamental thing is to build human online, process online, and all the data intelligent analysis formed after the precipitation of customer 360 °data, these nodes are particularly important. So at the front end of the enterprise, we see that there are not only internal processes within the internal firewall, but also business processes outside the firewall, which must be built on the basis of Internet capabilities.

It is surprising that sales are easy to keep in the face of the needs of large customers who want, want, and also need.

Sales easy in the past development process one step at a time. At first, we started as small and medium-sized enterprises, and then we began to do large and medium-sized enterprises step by step, and then by 2019, we began to help large enterprises to do "replacement" projects. In this process, I have a deep experience, from the product progress, organizational ability, service ability, every step of the progress is a very difficult challenge for us. For large and medium-sized customers, I summed up their "want, want, and want".

Not only professional consulting and delivery capabilities, but also SCRM, Mini Program, AI and other innovations, but also a far-leading cost advantage. So we see that the customer expectations we face are no less than the expectations of the world giants, and even higher than the expectations of the world giants. This is the reality we face.

More powerful, easier to use, more secure and reliable, and constantly innovating

So the response to easy sales is to keep right-how to quickly build the platform, process and service capabilities that others have, and at the same time spare no effort to run fast in innovation. Therefore, after 12 years of development, easy sales can finally stand with many excellent industry benchmarking and large customers. At the same time, with the trust and help of many customers, our products and services have made a lot of progress.

For example, in the delivery process, many customers require flexible personalization capabilities, how to make the front end easier to use? For example, CRM is the management software, which is faced with the whole process of obtaining customers, services and insurers of the enterprise, and these processes become more and more complex to large customers. Therefore, in such a complex and changeable business, how can the cloud support, and the core is the PaaS platform. In the past three years, the complex model of Sale easy has become more and more powerful to support customization, with more than 200 business models and more than 1000 business logics. at the same time, the workflow engine has been re-upgraded.

Another point is the customer data platform. For example, we are rebuilding the cloud original lake warehouse integration system, and then we go to the cloud warehouse integration, using the lake warehouse model in the cloud, our data synchronization can be achieved for about three seconds to five minutes. For example, we all have a very important point on the customer data platform, "data quality". In order to solve this problem, Sale Yi has buried the industrial and commercial databases of all domestic enterprises, including many dimensional fields, in the bottom of the data customer platform in the past few years to ensure the quality of the data when entering CRM.

In addition, BI capabilities have also been upgraded. In the past, there were many limitations in our real-time BI ability, so next we built our agile BI so that all business users could create the analysis and decision reports they needed in real time.

In addition, we launched "NEOUI", which is something we have spent more than six years doing with our platform. All the pages customized by the new NEOUI are very flexible, different roles should define what kind of page, as well as multi-terminal capabilities, information display become clearer, as well as front-end business loudness speed. Based on NEOUI, the corresponding speed has been increased by more than 30%; even NEOUI supports the seamless integration of third-party enterprises, nails and flying books, and basically all the full set of sales capabilities can be used on these office platforms without having to open the sales APP.

In addition to products, software can not completely solve customers' business problems, and customers need the whole solution, so how to combine the capabilities of product, delivery, industry best practices, process consulting and process system construction, coupled with continuous service, is not the last tool to bring customers the value of CRM system.

Build ecology with three types of partners

The experience and experience of Sale Yi in the past few years is that an enterprise can not completely solve all the problems, including in terms of products and services, our vertical industries such as automobiles, retail and many areas of sales are trying to do it on their own. our next very important strategy is to build together with our partners.

At present, our ecosystem includes product partners to do ecological cooperation around product companies that solve the same customer problems. In addition, how do we work with consulting partners, their industry Knowhow, business process capabilities, professional delivery capabilities combined with our product platform capabilities to provide customers with greater value. In addition, we also have a competitive partnership system in regional coverage, and then sales will invest a lot of energy in partner and ecological construction.

How to "make a profit"?

Finally, we talk about the word "surplus", which echoes the question of profit and cash flow at the beginning. From the scale growth without picking users, we need to achieve the very important factors in the transformation of profits and cash flow. How do we make customer choices? Who do we serve? Who is the high quality customer? Second, let's next look at how to choose high-quality orders. Third, after the high-quality customers come out, we have set up an efficient process system. Is this process system really efficient in every link of the day? Finally, do we satisfy our customers in the whole life cycle of our customers and achieve a high degree of user experience?

Put these factors together, from the original extensive pursuit of economies of scale without picking customers, how can we achieve a customer-centered and intensive business model? the choice of high-quality customers here is very critical, so what is the label, clustering and portrait in our customer data platform.

Next, after our high-quality customers come out, how do we build the process system of getting customers? The whole process from M2L to L2C, and then the whole process of our next delivery and service and problem solving in the customer life cycle. After each of these processes is built, our process must need the CRM system to do the landing. Next, after landing, we must look at an operating system, to see what the transformation, results, and output of each system is like. These capabilities are very important. We can see how the whole can be aligned with our products, these processes and our aPaaS platform and our BI and daily management and operation system, as well as our entire group portrait of customers. We see that not only with software, our core concern is the business problems to be solved, and how to do the entire transformation of profits and cash flow.

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