Fangcloud CEO Cheng Yuan shares the current situation of China's enterprise level service market for American alley

Introduction: in the U. S, There are many people with lofty ideals who have been fighting in the field of enterprise service market for many years, They found that China's enterprise level service market is still a blue ocean, So I hope to bring what the United States knows and learns back to China, With the rapid growth of China's enterprise service market.

11 month 25 day, Alley entrepreneurial community in the United States (Hereinafter referred to as Lane) invitationFangcloudCEO Cheng Yuan shared the current situation of China's enterprise level service market for the start-up team in the alley.

From this year 10 Month start, There are many front-line investors and entrepreneurial resource platforms in the same enterprise service field in the alley, Jointly carry out "Enterprise service theme sharing meeting" activity. The purpose of this activity is to teach by senior practitioners, Q & A and whole process coaching, domestic B2B Resource docking of front-line investment institutions in the field, Help enterprise service start-up teams who are about to return home, Understand and get familiar with the domestic market situation and user pain points faster.

As the world's largest cloud storage and collaboration listed company Box The first Chinese engineer of, Cheng Yuan sees the potential of China's enterprise market, to 13 Founded at the end of each year after returning from Silicon Valley in the United StatesFangcloudscience and technology, after 1 Product polishing in+Talent recruitment, 15 In, Yifang cloud was officially launched as an enterprise document management expert, Up to now, Tens of thousands of users have used Yifang cloud for file storage and collaboration.

In this period "Enterprise services" In theme sharing activities, Cheng Yuan passed zoom Video teaching method, Solve problems for start-up teams, answering question. In the sharing meeting, Cheng Yuan mainly comes from the United States Box Based on your work experience, Share the experience of American Enterprise Service Market, Then share the development status of Yifang cloud, And how yifangyun will carry out product iteration in combination with China's local market in the development process, Sales transformation and market strategic planning, For the start-up team that is about to return to China and enter the enterprise service level, Provide reference for better understanding the current market situation in China.

scene Q&A Excerpt

Q1. Please give some advice to start-ups preparing to return to China.

A: Search for talents, spare no effort, Especially start-ups. Initial stage of entrepreneurship, Need to quickly build a core team, Shorten the market trial and error period, Make full preparations for subsequent market expansion.

Q2. How does Yifang cloud balance its sales and products?

A: Quickly launch the minimum available product, Understand users' real needs through marketing and sales, Ensure that the product is always user-centered, Fast product iteration.

Q3. How to set the salary of sales and R & D?

A: The salary level of Yifang cloud technology is comparable in Hangzhou BAT. Because Yifang cloud is product oriented, Therefore, the labor cost invested in R & D is relatively high; Sales, The sales mode of Yifang cloud is different from that of other traditional enterprise software, Yifang cloud is a consultative sales, Therefore, the requirements for sales talents are higher, The salary will be higher accordingly.

Q4. How to treat free products, Market play with traffic?

A: First of all, the products of Yifang cloud are paid, We are not going to accumulate users for free "obtain gold by washing it from sand and gravel" pattern, I don't agree with this kind of market play. But I'm quite sure that before users pay for the product, Need to use the product free of charge, After having user experience, Then decide whether to buy, So Yifang cloud has a period of time 15 Days free version, And yes 5-10 A small team of people is open for free, This is the market strategy of Yifang cloud. For products with free traffic, Product form is often simple, Highly reproducible, For startups, Such an approach is extremely risky, It's easy to be blown away by the wind if you're not careful, Therefore, the start-up team must lay a good foundation for the product, Products are the lifeblood of start-ups.

Q5. How to treat competitors, realization different share?

A: The key point is: Differentiation. Differentiation strategies are needed between products and competitive products, Otherwise, it's dangerous.