Custom or subscription? What is the future development trend of China's SaaS industry?

“SaaS It is the industrial revolution of the software industry , China SaaS The industry is bound to move towards a high-speed development stage .”

--- Authing Product owner ｜ Tong Ye

“ Enterprises should form To B-To C-To B-To C Positive network effect .”

--- Data ape editor in chief ｜ Zhang Yanfei

stay AuthTalk In the first live broadcast , Zhangyanfei, chief editor of data ape, and Authing Tong ye, the person in charge of the product 《 by SaaS The enterprise provides SaaS service 》 The topic has been discussed in depth , The live response was very enthusiastic .

This article is a review of the highlights of the first live broadcast , The full text only accounts for% of the total live broadcast duration 1/10.

Identify the QR code at the end of the text , Get the complete mind map of this live broadcast for free ！

01

Authing How to provide SaaS Service ？

Authing Our products are “ Bootstrap ” Of , namely Authing First, a set of rules about identity is defined , Then based on this rule, we implement Authing, At the same time, the company uses Authing This product serves Authing Our employees and customers , In the process of practice , And then polished out 「 multi-tenancy 」 This product , Regarding oneself as SaaS Best practices for product identity services are productized .

IBM From a traditional manufacturing enterprise , In the process of continuous practice , Best practices are summarized , Then turn it into an information product , To third parties , Gorgeous turn around consulting company .

02

SaaS What is the essence of ？

mention SaaS, I have to say Salesforce, this home 1999 The enterprise was born in through the software as a service model , Launched the world's first CRM product , take CRM Make it PaaS form , Created an annual subscription model , Help enterprises improve management efficiency , This has promoted the birth of a large number of tens of billions of dollars in the United States SaaS company , Make America SaaS The industry is developing at a high speed , Improve the competitiveness of science and technology .

SaaS Not just in To B Enterprise market , There are also To C The consumer market , Define a SaaS There are two factors , Subscription and cloud .SaaS,Software as a Service, The key is Service, service —— Precipitate the best practices of many customers in the industry into products , To other customers , Efficiently and securely manage identities . in the past , Development engineers complete a product by tapping code , Then deliver the product to the customer , The sales journey is over ; Today, , On the basis of product delivery , Enterprises need to continue to provide services , Drive customers to subscribe to products .

The core of cloud is that service lies in invisibility , That is, whether the enterprise can quickly provide services to customers , The customer paid the fee , Whether you can quickly enjoy the services of the enterprise . In the process , Emphasize that enterprises should respond immediately .Authing It's a pure SaaS company , In essence, it is to provide SaaS service . The essence of service is —— The best practices of many customers in the industry , Summarize and precipitate into a product , Sell to other customers , To help customers securely manage identities .

03

SaaS It is the industrial revolution of the software industry

SaaS There is little money in China 、 Live more 、 Low profit , There are three main reasons ：

1.SaaS It is still in its infancy in China

Many Chinese enterprise customers are still in the stage of just going to the cloud for informatization , More infrastructure construction needs . Many enterprises think that infrastructure construction costs less 、 Live more , Not willing to participate in . It's not .

Infrastructure construction is important for enterprises , It's an advantage . Through initial infrastructure construction , Build deep customer Links , Improve customers' trust in products . After the customer infrastructure construction is completed 、 From information to intelligence , The enterprise will become the first partner that customers think of , And continue in-depth cooperation with them . at that time , Enterprises can make more money 、 It's not that hard .

2.SaaS It is the industrial revolution of the software industry

The industrial revolution has driven a qualitative leap in human productivity , The key is that the large-scale production of the factory has replaced the manual production of the handicraft industry , Reduced cost , Promote the production efficiency of the whole industry .

The software industry is facing the same transformation . Traditional open source software , In the form of building blocks , from 0 To 1 Build some product modules , Efficiency is very low , Similar to manual production . But there is. SaaS After manufacturer , Software is like a factory , No manual operation is required , The customer calls the interface directly 、 Just buy enterprise services , Convenient and efficient .

SaaS China is bound to go to the United States SaaS High speed development stage , It's like Saleforce Such a phenomenal enterprise . In between , More customers need to establish payment awareness . There is a phenomenon in China , When consumers use the product , It's customary to find free or less expensive ones first —— Youku watch movies , First search the Internet for free resources ; Physical bookstores read books , Compare the price of Dangdang Jingdong with that of mobile phones ;xx Tool product members , Find out if there is a free download version on the Internet .

3. The customer's habit of paying has yet to be cultivated

SaaS The rate of payment in the United States exceeds 90%, But in China it is not yet 5%. As far as China's national conditions are concerned , Consumers are used to free , I haven't formed the habit of paying . With the continuous improvement of people's living standards , The subscription system is only beginning to work . After the enterprise has developed to a certain stage , Gradually from free to charge , But pricing needs to be cautious , Otherwise consumers will “ Shop around ”. Just SaaS For enterprises , We should insist on taking service as the core , Continue to explore best practices for more customers , In order to avoid being slapped on the beach by the back wave .

04

Like doing CRM Do identity products like products

Doing in China SaaS product , It is inevitable to find a balance between customization and generalization . In the process of going to the cloud , It is unavoidable to do some customized development . However, customized products require enterprises to re develop functions , Pay per head , The marginal cost is getting higher and higher , The profit of the enterprise is low . This is similar to what is commonly defined as SaaS Enterprise products run counter to each other , Because what is usually defined as SaaS Enterprises should make standardized products , The marginal cost approaches 0.

Salesforce The key to success lies in ： take CRM Make it PaaS Pattern . Commonly known as CRM According to different industries , Customize different capabilities . Authing CEO Xie Yang once said , Be like CRM Identity is the same as product , For different scenarios （B2B、B2C、B2E）, Build different product matrices , Provide customization capability , This solves the dilemma between customized and universal products .

1990-2000 Enterprises established around ,90% What enterprises do is customize outsourcing projects . This number even today , The proportion is also very large , Part of the reason is that enterprises need funds to be recovered as soon as possible , Returning to the furnace as soon as possible requires some large customers with high amounts of money , These large customers tend to have customized needs .

in addition , As an enterprise , You can build blocks , Make the product into a module , According to different customer needs , Combine modules freely , To meet the customized needs of customers .

Third , Believe in the power of consultation . Consulting companies and enterprises are mutually beneficial . One side , Enterprises have learned consulting methods , Empowerment team . Cooperate with Party B , In order to be better Party B in the future . On the other hand , The consulting company cooperates with enterprises on projects , A deeper understanding of the customer's business , It has accumulated experience for better service to Party A in the future .

• Customer Stories ： Coca Cola

The numerous roles of enterprise personnel are the pain point of Coca Cola in identity management .

Coca Cola has 2 More than 10000 grassroots employees , In the employee system , Need to differentiate managers 、 Different roles such as developers and ordinary users , High employee mobility , There are great challenges in employee life cycle management . Besides , Coca Cola has a large number of supply chain partners outside the enterprise 、 Plant staff, etc , Many channel partners also need to use some Coca Cola internal systems for collaboration , Cause confusion in authority management .

Authing It provides a unified identity authentication and authorization solution , Provide Coca Cola with a very fine-grained authority management scheme , To solve Coca Cola's personnel management problems .

05

SaaS Future development trend ：To B product To C turn

To B Products and To C In general , Like two parallel lines that never intersect , There will never be intersection , This is because these two types of products ——To B For enterprise customers ,To C For consumers ;To B Focus on efficiency ,To C Experience .

But in recent years ,To B product To C The trend of urbanization is becoming more and more obvious , There are two main reasons ：

First of all , The consumer Internet is developing rapidly , A number of To C Mature products , These products have complete functions 、 Good user experience , by To B The product provides experience for reference .

second , With To C The industry is becoming more and more involved ,To B The industry is becoming more and more mature , cause To C Talent spillover , Influx To B industry , Bring about changes in work habits , Pay more attention to interaction and interface design . Some tiny looking details , such as button Design , Text location , Will have a significant impact on the user experience .UI Very important , It is a concrete expression of the product manager's depth of thinking about their own products .

As far as enterprises are concerned , To form To B-To C-To B-To C Positive network effect —— Sell products to customers , Customers give employees , After use, the enterprise continues to improve the user experience , Continuous iteration products are sold to customers , Once again, the customer gives the employee , Finally, positive network effect will be formed .

Case study ： Multi tenant solutions

Authing Now we have launched... For users in different scenarios B2C、B2B、B2E Three scene based subdivision versions , Better provide more professional services for different types of users . Also at the same time 「 Cost management 」 The module has been fully upgraded , Provide more flexibility 、 Convenient consumption management and expense management experience .

stay SaaS In the system , Generally, multi tenant systems are used to serve enterprise customers , Build a convenient user experience for customers .

so to speak , Multi tenant is SaaS The soul of the enterprise . But now on the market 「 multi-tenancy 」 Few solutions ,Authing Always adhering to the customer success strategy , Launch... For enterprise customers 「 multi-tenancy 」 Identity authentication and authorization solution in scenario , To help SaaS Industry customers go online quickly and complex 「 multi-tenancy 」 Ability to manage , At the same time, it provides partners with a more professional identity management whole journey experience .

Through multi tenant solutions , Can help SaaS Start up enterprises solve the plight of tenant growth . It is embodied in , Startups can... At very low cost , Quickly launch multi tenant identity management capability , Improve customer management efficiency 、 Lower maintenance cost .

Authing The multi tenant scenario solution supports the following functions ：

1. Quickly create and manage tenants ;

2. Personalize the tenant's branded landing page ;

3. Easily synchronize the organizational structure in a variety of ways 、 Add tenant members ;

4. Flexible role and permission configuration within the tenant , Meet a variety of business scenarios .

For multi tenant functionality , In the future, we will support the invitation registration of tenant members 、 Tenant level permission management 、 Organization synchronization 、 The end user selects functions such as organization on the login page , You are welcome to continue to pay attention .

At present, we have successfully helped many well-known enterprise customers implement mature identity management best practices in the global market , Built to help B2B Customers achieve continuous growth of cloud native infrastructure .

In the future, we will further cultivate B2B industry , help SaaS Industry customer success , Support China's industrial digital upgrading strategy .

06

SaaS Enterprises develop three bottom-level capabilities

SaaS The cornerstone of enterprise development is to have an insight into the changes and invariance behind the development process of things , Let the product moisten things silently exist in all aspects of people's life , It's like Authing Always advocated , Let identity be like water and electricity .

about Authing for , We always adhere to high productivity 、 High security 、 High performance . Support convenient and flexible access for all enterprises and developers , Meet the needs of various scenarios . In all SaaS Social infrastructure for identity sharing between software and users , utilize 「 Cloud plus borderless security 」 To solve the identity challenges encountered by enterprises in the process of digital transformation .

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Next stage AuthTalk Will be in 5 month 29 Japan （ On Sunday, ） On the evening of 19:00 Start live broadcast , In this issue We invited Mr. wangqianfeng, director of public affairs of Black Lake technology and Authing Mr. Hanlei, head of pre-sales solutions , Discuss for us 《 From manufacturing to “ Zhi Zhi ”, Explore ways to break the situation in manufacturing enterprises 》.

More highlights , Please pay attention to AuthTalk studio , Click the text link , You can participate in this live broadcast ： From manufacturing to “ Zhi Zhi ”, Explore ways to break the situation in manufacturing enterprises

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Learn more about industry identity management

「 Solution 」 as well as 「 Best practice cases 」

Please click on link ： Best practices and solutions for the whole scene of identity cloud https://host.huiju.cool/p/7a411