Alibaba Cloud "retreats" a small step, cloud computing takes a big step forward

When encountering anti -winds in the technology industry, the to B industry with cloud computing as the core shows a trend of adversity growth. The financial reports of head Internet companies such as Ali, Tencent, and Baidu have shown that cloud computing has become a trend of growth. Companies such as jumping moving are also continuously adding cloud computing business.

Cloud computing has developed a history of nearly 20 years. In the past few years, cloud computing is based on computing resources. Today, cloud computing carries more technologies, capabilities and services. In fact, it has become the main carrier of digital and intelligent solutions. Under such changes, the strategy of cloud computing manufacturers is also changing.

At the 202 partner conference on July 13, Alibaba Cloud's banner stated clearly: Persist in partners to give priority, abide by the border, and let partners walk ahead -Alibaba Cloud stepped back.

Cloud computing becomes "thick"

Cloud computing value drama changes, cloud manufacturers no longer just provide standardized computing resource services as they were, but sank into industrial deep cultivation to provide more comprehensive solutions.

The first stage of cloud is "resource -driven", which is essentially the calculation infrastructure of flexible flexibility and inclusiveness, because the core purpose of the enterprise Shangyun was to avoid self -built data centers, save computing costs, and meet business elasticity.

Later, as more and more enterprises went to a certain stage, relying on the cloud to achieve digital demand became increasingly urgent; in recent years, technologies such as AI, IoT, and digital twins have matured. Require. In the process of continuously adapting to customer needs, cloud computing gradually no longer resource IT type, but becomes a value -driven type. The core purpose of the enterprise Shangyun has also become a integrated decentralized data and then digging into data to realize the digital and intelligent transformation. Finally, the goal of reducing costs and efficiency and business innovation. At the beginning The goal becomes one of the "goals" and is not the most important.

In the past two years, under the influence of multiple factors such as policies, epidemics, technology, and economy, the digital transformation and intelligent upgrade of enterprises are accelerating. At the 2020 Alibaba Cloud Summit, Zhang Jianfeng, president of Alibaba Cloud Smart, said: After this "epidemic", the digitalization process that originally needed 3 to 5 years would be accelerated within the next year. Now this has been verified. The applications such as remote office, online concerts, and takeaway are popular. "Everything can be online." The whole society has gone through a digital enlightenment, and all walks of life are accelerating digitalization and intelligent transformation.

Under such a trend, enterprises need more digital and intelligent solutions for scenes. Clouds are no longer just cloud computing, but a platform for the cloud to carry digital and intelligent solutions. Yun is "thicker" and provides more levels of digitalization and intelligence capabilities in the calculation of infrastructure capabilities; clouds are no longer "unbounded", no longer such as IaaS, PaaS, and SaaS CaaS is "cloud is service". No matter what the cloud was at the beginning, it was becoming "a cloud" today. As Huo Jia, the general manager of the Alibaba Cloud Industry Solutions Sales Department: Today's cloud computing is no longer a cloud IT defined by Amazon. The customer needs no longer atomic technology, but a solution that can solve specific business problems.

As a result, cloud computing manufacturers are "heavier" sinking into the industry and scenes.

At the 2022 of the Huawei Partner and Developer Conference in June this year, Huawei Cloud announced that in the past two or three years, it has established 20 regions including coal mines and Government Affairs One Corps. Zhang Ping'an, CEO of Huawei Cloud, released 15 innovative services, including APAAS services: industrial, government affairs, heating, coal mines, and education.

On July 12, Tencent Cloud and Smart Industry Copyum (CSIG) established a political and enterprise line to continue to deeply cultivate government affairs, industry, energy, cultural tourism, agriculture, real estate, sports, operators and other fields, and landed in May 2021 The three strategies of "rooting industry, deep cultivation areas, and improving efficiency" are proposed.

Both Huawei Cloud and Tencent Cloud are strengthening the vertical industry to cultivate "focusing on", which is also what Alibaba Cloud has been doing for many years. However, in addition to relying on his own strength, Alibaba Cloud is paying more attention to the ecology of the partner. At the 202 partner conference on July 13, Alibaba Cloud's banner clearly stated that insisting on partners' priority, and at the same time proposed the three core claims of ecology: clear cooperation models, authentic equity systems, and long -term stable development policies.

Coincidentally, at the AWS Re: Invent 2021 summit held at the end of last year, Amazon AWS also placed partners in the core position. It launched a new five -type partner cooperation model, "to simplify partners to participate and expand partners from it from it Interests, and provide a more intuitive and simplified partner experience. "

In the new stage, cloud computing "partners are in front"

AWS and Alibaba Cloud are tied as the global cloud computing "3A" (AWS, Azure, and ALIYUN) head camp.

Earlier, AWS CEO SELIPSKY bluntly said: "Cloud applications are becoming more and more mainstream, the needs of a specific industry and environment, the importance of partners will continue to increase, and the partner ecosystem will only continue to expand." Alibaba Cloud is even more clearly full of flags. It shows that "let partners walk ahead."

In fact, since the earliest distribution, there have been no cloud computing manufacturers who have been fighting alone, but everyone attaches different importance to the ecology of the partner and its development strategies. The measures of Alibaba Cloud and AWS show that partners have become more important at a new stage of cloud change, because of what is the point: 1. Solution must be scenicized.

The solution is facing the actual problems in the large number of scenarios in Qianxing and hundred industries. Even if the same application, such as customer relationship management, digital factories, intelligent quality inspection, and different scenarios in different industries, there will be completely different needs. To meet the diverse and variable digital needs of customers, cloud computing companies are inseparable from the support of partners.

The more subdivided the scene, the more complicated, the greater the role of the partner. For example, the ISV partners and consulting partners in the Alibaba Cloud partner ecosystem. They either have a deeper understanding of the application scenarios such as new retail, or have some technology and technology and their own skills and In short, it is the ability that the cloud computing manufacturers do not have, or they are better at certain things. In response to this, Alibaba Cloud's idea is to "create" with partners to improve their products and services together in the process of serving customers, and better improve the solution.

In 2021, Alibaba Cloud and the Ninth Hospital of Machinery Industry jointly released the "Auto Digital Factory" industry solution. Alibaba Cloud has core technologies such as cloud computing and data intelligence, while the Ninth Court of Machinery understands the automotive manufacturing industry. Family car factory. Alibaba Cloud and the Machinery Industry Ninth Hospital jointly helped FAW Hongqi New Energy Factory to build a digital factory. Based on data intelligence, predictive maintenance of the device, real -time monitoring of the health of the machine, reducing the probability of failure, and avoiding faults affecting the production efficiency of the factory. In continuous and in -depth cooperation, the relationship between the two is getting closer and closer. Finally, the "automobile digital factory" industry solution is created, providing capabilities such as data rapid collection and digital twin factories. Intelligent applications such as energy intelligent management and control.

Like Alibaba Cloud, "inside people" or "ground snakes" like the Ninth Academy of Machinery Industry, deepen the real digitization and intelligent needs in the industry to better serve customer business scenarios. The inevitable trend.

2. The solution should be integrated.

Today, the customer's demand for clouds is no longer a single point requirement such as calculation, storage, network, and security. Instead, it is necessary to solve the digital plan for enterprises or specific scenes. Such a solution must be highly integrated, not atomicization, not atomicization Technology, products or services. To provide a complete set of solutions, any cloud computing manufacturer or even any company can provide all products and services. It is the only solution to integrate the products and services of different manufacturers to "integrate".

For cloud computing manufacturers, partners can either be integrated or have some integration capabilities. All Alibaba Yun wants to do not do not, but "integrated merchants." As early as 2018, Ali Cloud proposed a "integrated" strategy, and since then, he has repeatedly expressed his attention to "integrated" as always. This year, it established a separate team to support the industry SI and ISV partners for the first time. It is responsible for the implementation and development of the "integrated" business, and has a clear quantitative requirements for the proportion of partners' income. In addition, Alibaba Cloud also has measures such as cloud nail strategies, low -code products, and global integration solutions, so that different types of partners can better integrate their own products, technology and services.

How does Alibaba Cloud "integrated"? It is an example of cooperation with China's leading ERP manufacturer. Gartner data shows that in 2020, the UFIDA ERP SaaS business ranked first in the Asia -Pacific market share, which was previously integrated with a traditional commercial database product in the industry. With the transformation of the use of the cloud model of the use of the use of the use of the use of the use of the cloud model, the traditional database became more and more stretched. Later, it jointly explored the cloud business with Alibaba Cloud. The latter has a cloud -native database system and has the ability and willingness to be created in depth with the UFIDA. The two collaborated on the subsidiaries of the subsidiaries of the small and micro enterprises' fiscal, tax and business cloud services, "Chang Jietong" core business integrated Alibaba Cloud Database, which reduced the response time of the system service by 40%, and the business system's concurrent capacity increased by 4 times. above. At the 2021 Alibaba Cloud Partnership Conference, the Fist product of UFIDA NC Cloud and Alibaba Cloud's self -developed database PolardB completed mutual certification, providing a highly elastic, highly available localized ERP solution for large government and enterprise customers to accelerate the digital transformation of government and enterprises Essence

The "integrated" of cloud computing is not only simply "packaged" to be a solution, but to be designed for "integrated" at the product planning level, such as Alibaba Cloud's low code capabilities, cloud nails, product products, product products, product products, product products Standardization ability. At the same time, cloud computing should form a comprehensive integration ability in the dimensions of technology, products, services, etc., and create with customers in the process of being integrated to better meet customers' digital and intelligent needs. Among the many cloud computing manufacturers, Alibaba Cloud sets up earlier and went further on the road to "integrated". It also has the ability to be better integrated by partners.

3. The solution should be large -scale.

In previous years, there were many digital and intelligent solutions in the industry, but they all explored typical cases in typical industries. For example, Alibaba Cloud and his partners "crossed the river with stones" and landed a lot of solutions to realize from from the realization The incubation of "0 to 1" and the maturity of "from 1 to 3". Now that digitalization has entered deep water, industrial intelligence has exploded on a large scale, and Yun Chengzai's digital technology has become a new infrastructure of society. In the stage of large -scale popularization of digital technology, digital solutions need to realize the large -scaleization of "3 to 10 to 100", and partners need to do solutions together. On the one hand, it is impossible for any enterprise to take into account the implementation of N projects at the same time. To ensure the "quality" in the process of landing, it really helps customers to solve problems in various scenarios, and partners need to do personalized services. Even the entire life cycle of the project follows the service; on the other hand, it is not me, cloud manufacturers make the product sufficient standardization and well support the integration, and can be used by different types of partners to land on large -scale landing, accelerating the process of digitalization of the socialization, while expanding the rapid expansion of the social digitalization process quickly While market share, more, larger, and faster created customer value, while obtaining corresponding commercial returns.

It is a progress behind your partner

Alibaba Cloud took the lead in proposing "let partners walk in front" is not surprising.此前，阿里云就提出了“做深基础”、“做厚中台”和“做强生态”的三大战略，前两者回答了阿里云要做什么：云计算、AI以及底层的数据库、 OS, chip and other basic foundations are "deep", and clouds such as cloud nails are constantly "making thick"; "strong ecology" answers what Alibaba Cloud does not do: except for the foundation and China Taiwan Essence

Strengthening the status of partners and giving them more benefits is what Alibaba Yun has been doing. In May this year, Alibaba Cloud adjusted the ecological strategy, clarified: first, clarifying the ecological service interface, and establishing a special team to support different types of partners; second, the industry ISV is increasingly closer to the industry, enriching the industry solution; Integration "strategy has made clear quantitative requirements for the proportion of partners' income. The Alibaba Cloud Ecological Development Department is also managed by Cai Yinghua, the chief of the global sales of Alibaba Cloud, showing that Alibaba Cloud's importance of ecology is increasing.

At the 2022 Alibaba Cloud Partner Conference, Alibaba Cloud has clearly stated that it is necessary to adhere to partners. Specifically, Alibaba Cloud has three dimensions to ensure this implementation:

1. The clear cooperation model of division of labor, that is, insist on only doing what to do, and give it to the partners.

In 2022, Alibaba Cloud established different ecological teams to serve different types of partners, integrated partners, consulting partners, solutions ISV partners, product ISV partners and other types of partners. Unlike the past to adapt to Alibaba Cloud, Alibaba Cloud is now serving partners like serving customers, to adapt to partners for product co -creation, technical support, and service integration. For large companies, choosing not to do whatever is more difficult than choosing to do, Alibaba Cloud, who does a good partner, insist on not doing it, as Cai Yinghua said: "The more complicated the partner system, the clear division of labor and the clear boundary. Yun should abide by the border and let your partners walk ahead. "

2. The real equity system of genuine cargo is true to the partner, not the relationship between drinking soup and eating meat.

Among the partnerships in the traditional distribution model, the cloud computing platform is responsible for technology, products and services, including solutions, but the value provided by partners is relatively limited. For example, the distributor has only channel value. In such a shallow partnership, the cloud computing platform eats meat and partners drink soup. At the new stage, Alibaba Cloud put forward the new proposition of "genuine rights and real rights systems". Tsai Yinghua said, "I hope Alibaba Yun can earn 1 yuan, and partners can earn 2 yuan and 3 yuan." Specifically, Ali Cloud will increase the sharing of head customer resource sharing, provide "investing 1 billion special funds in the next three years, and serving 300 cities across the country with distribution partners", "Recommended Integrated Partnerships in Alibaba Cloud Leading Projects" , Help partners create income.

The income growth of partners is not only the ecology of Alibaba Cloud. It is more that partners and Alibaba Cloud have created greater value to customers and obtained the corresponding returns, that is, the cake is bigger. Because of this, the more Alibaba Cloud has made more profits, but the more increased.

3. Long -term stable development policies, create a certain ecological environment for partners, and let them devote them with peace of mind.

Alibaba Cloud is tied to partners more closely. The partner will better serve customers in the process of integrating Alibaba Cloud in the process of integrating Alibaba Cloud. This process inevitably increase investment. How to make partners feel more assured and boldly walk forward with Alibaba Cloud? The coherence, stability and forward -looking of the platform policy are important. In response to this, Cai Yinghua said that Alibaba Cloud must first ensure the clarity, stability and forward -looking of the policy, and after launching policies, they do not make high -frequency changes. "But on the basis of ensuring the continuity of the policy, Alibaba Cloud will also introduce a third -party satisfaction survey to optimize the cooperation model, rights and interests in a timely manner. At the same time, Alibaba Cloud's strategy and development direction will pass through the partner as soon as possible to partners. , So that the partners can adjust and layout in advance. "

Judging from the strategy of Alibaba Cloud at the 2022 Partner Conference, Alibaba Cloud insists on partners to give priority to letting partners walk ahead. For Alibaba Cloud, retreat to the partner to do the infrastructure and platform capabilities, so that the partners can better play the advantages of their own dimensions in the industry cognition, scene precipitation, product system and service capabilities. As a result In the process of digitalization of society, Alibaba Cloud's core business will naturally grow. In the long run, partners will further strengthen the ecology before, and Alibaba Cloud will also increase greater growth. Tsai Yinghua revealed that "In the last fiscal year, the business scale brought by Alibaba Cloud's partners reached 18.5 billion, an increase of 7 times in four years." It believes that the partner business still has huge growth potential, and the revenue share must be further increased. This year, this year It is expected to exceed 30 %. Ali Q1's financial report shows that Alibaba Cloud's total annual revenue was 100.18 billion yuan and 74.568 billion yuan before and after offsetting the cross -section transaction, and for the first time in 13 years, the annual profit (1.146 billion yuan) was achieved. The number of cloud service providers with a profit and loss balance, Alibaba Cloud pays more than 4 million customers, including 62%of A -share listed companies, which are a considerable part of them. many.

- END -