In this world, there are few ways to make money. Most roads are not roads, it is not that others have not seen it, it is that others can't go on and die.
Follow the right path.
(1) Ali and Amazon: E-commerce transaction business + IT
In this IT, CT, Internet, e-commerce industry, the most advanced business models are Ali and Amazon.
They are also business + IT integration. Business (marketing-transaction-warehousing logistics scheduling-finance), IT (cloud computing, chips, smart speakers). And Ali has one more basic universal application than Amazon: Ali Dingding. Alibaba can be used as a base for the application platform + mobile portal, and then assisted with Ali applets + easy-to-use tools + open API platform + application store to live together.
(2) Microsoft: pure Internet business + IT
One mode level lower than them is Microsoft.
Everyone understands that Microsoft is: Windows Desktop + Office, Windows Server + SQLServer. In fact, Microsoft's product business line is much more complicated.
Although Microsoft has not caught up with the Web Internet, Microsoft has settled for the second millennium after self-research and mergers and acquisitions, from IE browser tools, Hotmail mailbox service, MSN news portal, MSN Messager IM and Skype, bing search, LinkedIn social network , The collection of tools, portals, IM, search, and social networks that flourish on the Web. This is all digital business, but not a business model of selling software.
Although Microsoft has not caught up with the mobile Internet, Microsoft has acquired NOKIA smartphone hardware and also owns a series of smart hardware devices such as XBOX, Kinnect, and HoloLens. These are all software and hardware integration, and also bring the business model of application store + content.
Microsoft finally caught up with the era of cloud computing, and it is also an integrated business of hardware and software. There are subscription services for cloud servers and cloud storage, as well as cloud database + cloud data warehouse + cloud visualization tool services.
Office is not to be outdone, you must log in to edit, you must have a cloud account to renew and recharge.
Windows Desktop is also very clever. The newly-produced computers are still pre-installed with Windows by Microsoft. Microsoft and the computer manufacturers will receive a sum of money. However, after Windows upgrades, you have to register for a Microsoft cloud account to recharge and recharge. Hands.
(3) Salesforce: operating online business software platform into pure Internet business
Ali and Amazon are directly engaged in e-commerce platform business, while Microsoft is directly engaged in pure Internet business. But Salesforce plays enterprise software like an Internet business.
Salesforce mainly relies on AWS IaaS resources and does not engage in its own hardware and operating system. The sales language Salesforce has gotten one, and like SAP's ABAP, it mainly develops enterprise application business logic. Salesforce also does not have its own database and middleware products.
But Salesforce has a complete large CRM product line: from marketing cloud, e-commerce cloud, to sales cloud, service cloud, complete chain. In the past, the needs of enterprise customers were mainly focused on internal control, so SAP became popular. Now, the demands of enterprise customers are mainly focused on external business development, so Salesforce is popular. And you will find more and more that the Salesforce product line is more and more similar to the Alibaba e-commerce platform IT system.
Salesforce also has a very strong basic application product line: community cloud, training cloud, collaborative cloud, and analysis cloud. From the perspective of essential logic, it is more powerful than Ali.
Salesforce is not the most fascinating development platform, Open API open platform, application store, these revenues are very low in Salesforce's revenue.
Salesforce is stronger than IBM, Oracle, SAP is its business model and operation.
Because Salesforce's business model is a pre-recharge model. You can't use it officially without recharging. You recharge and even bind a credit card, you will continue to consume continuous deductions. This is the same business model as telecom companies calling and Baidu search advertising. Therefore, Salesforce's cash flow is sufficient and predictable, and the customers are still very powerful.
Salesforce's operations are also very powerful. Accenture and IBM both withdrew after the implementation. Although there are also operation and maintenance services and technical support services, but after receiving the money, it will generally not come without problems, which is passive and responsive. Even active operation and maintenance is only once a year. But Salesforce has a full-time customer application successful operation team, like the never-ending implementation, it takes every means to make you active application, in-depth application of more function points, more people application. Means include but are not limited to online video training, community Q & A and community expert columns ... Salesforce is most like an Internet company, but Salesforce does not intend to maintain a very large own operation team, but like all Internet companies, it actively uses the power of the community to promote customer self-solve problems through the community, even if the customer has problems. The problem requires Salesforce to solve the problem. Salesforce's operations team will generally seek experts from the community expert library to help customers solve the problem, rather than hoarding a large number of dedicated experts in their own operations team to serve customers.
(4) Accenture: IT outsourcing services + business outsourcing services
The new forces are Ali / Amazon, Salesforce, and Microsoft is transforming itself into a new force through various methods, and it is difficult to catch up.
Among the old forces, it was Accenture who wanted to become the new force fiercely.
Accenture is not the one that everyone thinks of is only an IT system integration solution, IT implementation, IT project management, IT custom development, and IT technical support.
Accenture has two businesses that are larger than IT services. One is the rapid rise of Accenture in recent years: marketing services. Accenture has acquired more than 60 companies in this business in the past 7 years, and its revenue is almost one-third of Accenture's total revenue.
Accenture also has a large business revenue, which is business outsourcing, such as accounting business outsourcing, human resources affairs and training business outsourcing, procurement and supply chain business outsourcing.
Although Accenture has been working hard to make these business outsourcing services cheaper, more profitable, and more efficient through new IT technologies, it is still not as good as the new forces of Alibaba's e-commerce platform business, Microsoft's pure Internet business, and Salesforce's online business. Operating software to complete pure Internet business.
(5) IBM: general basic technology software and hardware products + consulting business + system integration solutions
Accenture is a typical professional service provider. It does not own its own product-level things. Although it has also engaged in some of its own things, it cannot be regarded as a product level that can be sold on a large scale. What customers have needs, then make solutions to combine excellent products from various industries in the industry. And IBM has core general basic technology products.
IBM has:
General basic technical hardware: server, storage
General basic technology software: server operating system, database products, middleware products, system management products, security products
The threshold and profit of these general basic technology software and hardware are very high.
But IBM does not engage in application software, and even the most common enterprise application collaboration products, IBM sold Domino / Notes in 2018. IBM also has a strong consulting team and system integration solution team, they will come to combine the industry's excellent products. But IBM does not do business outsourcing services, such as marketing services, procurement services, human services, training services, and taxation services that Accenture engages in. In the past, IBM also tried to build a marketing IT product line, but after several internal decisions, IBM focused on basic IT products and sold all the acquired marketing IT product lines.
(6) Oracle: full stack software and hardware products
One company lower than the IBM business model is: Oracle.
Oracle's product stack is the most complete, much more complete than IBM:
Hardware: Sun SPARC server acquired
Operating system: Sun Solaris acquired, Sun JVM
Development language: Sun Java acquired
Database: own Oracle database, acquired MySQL, and acquired Hypericon BI visualization product
Middleware: BEA Weblogic product line acquired
ERP: Owned Oracle ERP, NetSuite acquired, CRM Siebel acquired, and HR product PeopleSoft acquired
Oracle has an enterprise application software product line that IBM does not, and IBM has a consulting team and consulting business that Oralce does not. Therefore, Oracle's enterprise application software product line must be obediently handed over to companies with consulting business such as IBM and Accenture to bring him goods.
(7) SAP: standard application software product + expansion platform + professional service partner
At the level of enterprise application software, in Europe and the United States, the hierarchy is quite clear. Everyone has their own way of playing, and they have played the most extreme. Everyone is quite profitable in their own fields, but if they want to invade the other party ’s field, It is too uncomfortable to need to do the transformation yourself. It is too uncomfortable for a company to have two business models, capability models, and resource organization forms.
We divide the organization into five levels: individual level or individual household level, small and micro enterprise level, small and medium-sized enterprises and medium-sized enterprises, medium and large enterprises and large enterprises, and giant enterprises. Intuit focuses on the individual or individual household level, NeSuite focuses on the small enterprise level, but it will also reach the highest SME level. Salesforce mainly focuses on medium-sized enterprises and large and medium-sized enterprises, but occasionally it also explores large enterprises, Salesforce's core sales The most basic version of the cloud (without team management function or personalized development function) can also be left to online marketing and online sales to SMEs. And SAP is focused on large giant enterprises.
For large giant enterprises, they have complex organizations, complex processes, very high professional requirements, and need continuous in-depth services or even personal services. This is difficult for the company SAP.
Therefore, SAP relies on its customers to afford the money and distributes the work to professional partners. SAP is only responsible for standard ERP products and personalized development tools and integrated development tools, while IBM is responsible for solutions to incorporate SAP ERP products, and Accenture is engaged in ERP professional implementation services and support services. This troika cooperates well.
SAP products are not directly sold to the end corporate customers, and SAP does not personally implement the end customers. SAP is a typical standard product development software company. But SAP still has a huge sales staff, pre-sales staff, implementation staff. It is because SAP is hiding behind IBM and Accenture. One is that SAP has been far away from customers in the long run. The other is that IBM and Accenture have messed up SAP products and reputation. Therefore, for new products, complex customer projects, new industry customers, and new business form customers, SAP staff will work more in-depth with IBM and Accenture partners to jointly sell, develop solutions, and implement support and escort. This is a good card position found by SAP, which neither directly falls into specific projects of specific customers nor stays away from them. China's enterprise application software vendors have either isolated their customers by agents, or directly got off the ground and robbed customers by agents.
