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躺平指数
2021-05-14

Why do small and medium financial institutions need a SaaS specialist?

作为一家SaaS属性的公司，究竟该如何进行销售，如何完成产品交付，这是行业共同面对的难题，也是金融壹账通区别于同业者的差异化所在。在金融壹账通在全国设立四大营销区域的获客模式下，近距离挖掘客户痛点与潜在需求，充分调研了解不同中小金融机构差异化的业务需求，有针对性地为机构匹配相应的产品解决方案，最终达成合作框架和意向。

Why do small and medium financial institutions need a SaaS specialist?

Disclaimer: Investing carries risk. This is not financial advice. The above content should not be regarded as an offer, recommendation, or solicitation on acquiring or disposing of any financial products, any associated discussions, comments, or posts by author or other users should not be considered as such either. It is solely for general information purpose only, which does not consider your own investment objectives, financial situations or needs. TTM assumes no responsibility or warranty for the accuracy and completeness of the information, investors should do their own research and may seek professional advice before investing.

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{"i18n":{"language":"en_US"},"data":{"magic":2,"id":198555389,"tweetId":"198555389","gmtCreate":1620973720241,"gmtModify":1704351384810,"author":{"id":3526437230772528,"idStr":"3526437230772528","authorId":3526437230772528,"authorIdStr":"3526437230772528","name":"躺平指数","avatar":"https://static.tigerbbs.com/ddd29d75188f905efa27b51b9267f5ff","vip":2,"userType":2,"introduction":"专注于港美股投资","boolIsFan":false,"boolIsHead":false,"crmLevel":9,"crmLevelSwitch":1,"individualDisplayBadges":[],"fanSize":11595,"starInvestorFlag":false},"themes":[],"images":[],"coverImages":[],"extraTitle":"","html":"<html><head></head><body>?</body></html>","htmlText":"<html><head></head><body>?</body></html>","text":"?","highlighted":1,"essential":1,"paper":1,"likeSize":3,"commentSize":0,"repostSize":0,"favoriteSize":0,"link":"https://ttm.financial/post/198555389","repostId":2135674294,"repostType":2,"repost":{"id":"2135674294","kind":"news","pubTimestamp":1620969261,"share":"https://ttm.financial/m/news/2135674294?lang=en_US&edition=fundamental","pubTime":"2021-05-14 13:14","market":"us","language":"zh","title":"Why do small and medium financial institutions need a SaaS specialist?","url":"https://stock-news.laohu8.com/highlight/detail?id=2135674294","media":"阿尔法工场研究院","summary":"作为一家SaaS属性的公司，究竟该如何进行销售，如何完成产品交付，这是行业共同面对的难题，也是金融壹账通区别于同业者的差异化所在。在金融壹账通在全国设立四大营销区域的获客模式下，近距离挖掘客户痛点与潜在需求，充分调研了解不同中小金融机构差异化的业务需求，有针对性地为机构匹配相应的产品解决方案，最终达成合作框架和意向。","content":"<html><body><article><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131728605v246utneirhkx9t\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131739955v246ai2cqt8siip\"/>Crossing the natural barrier of cost reduction and efficiency increase.During the Edo period in Japan, a rice merchant named Honma Munehisa designed a set of business tools to improve efficiency and reduce risks.In order to transmit trading information, Honma arranged a person every three miles between his hometown of Sakata and the Osaka Exchange, 380 miles, to stand on the roof and wave flags. Once Osaka determines the price, the team members will relay it, which creates the advantage of obtaining the price earlier in this approximately real-time way.In order to accurately grasp the price trend, Honma Jun's creation and invention also includes many parameters such as investor psychology, weather, crop price and trading volume, and records the final embodiment of this information-opening price and closing price day by day with a candle-like histogram, and then analyzes the trend, band and inflection point, which greatly helps to form accurate trading judgment.This information transmission system and candlestick chart have become the magic weapon for the Honma family to surpass the market. Driven by Honma, rice merchants who use this information and data management system will all benefit. And this system will become more and more perfect in the future, and it has become a tool familiar to every financial practitioner-K-line chart.Through the smoke and clouds of history, the story of the Honma family's wealth has become a legend. The trickle of financial genes has converged into a vast ocean, and sub-sectors such as insurance, banking, asset management, and securities firms have jointly supported the pattern of today's big financial industry. However, although times have changed, the idea of financial practitioners using tools to improve efficiency and guide business has never changed.Observing today's big financial industry, we can find two phenomena:First, industry segmentation, and second, there are many small and medium-sized institutions.This has led to a result, that is, there are a large number of subdivided and complicated business needs in various sub-industries, and for many small and medium-sized institutions with limited resources, these needs may be difficult to solve by their own capabilities.And this creates a possibility-by combining these scattered needs, it is possible to generate corresponding solutions to help them achieve the goals of efficiency improvement, revenue increase, risk control, customer acquisition, etc., and it also means business opportunities.This promoted the birth of the financial SaaS service business and also promoted the<a href=\"https://laohu8.com/S/OCFT\">Financial OneConnect</a>(OCFT.US) The growth of this company, then, our problem is very simple,For many financial institutions, what can Financial OneConnect do to help them? What will such a financial technology company get from this kind of service?01 Inheritor of genuine financial genesLooking through the research reports of small and medium-sized financial institutions, you can often see something in common on the risk warning on the last page.What bothers small and medium-sized banks is the rise in non-performing ratios, the homogenization of products and services, and the slowdown in growth. However, insurance institutions that have been engaged in insurance business for many years, although they have used team training and KPI assessment methods, are still faced with the problems of reduced efficiency of insurance agents and rising costs of the whole institution.The cases of these small and medium-sized financial institutions are very representative, and each seems to have its own problems, but they all point to a background: with the reform of interest rate marketization, the rise of three-party online payment, wealth management and insurance platforms, and the changes in consumer psychology and behavior of the public. After the changes, the traditional operating model of small and medium-sized financial institutions needs to face competitive pressure that is not what it used to be.More than two hundred years ago, Munehisa Honma could solve the problem of rice futures through information and data management. More than two hundred years later, can today's financial institutions solve the current problems through similar paths?For small and medium-sized financial institutions, due to their shortcomings in talents, technology, funds, etc., the cost of informatization and digital construction through their own is extremely high, and there is no guarantee that they can meet business needs and solve practical problems after a large amount of investment.Therefore,Relying on financial SaaS services is one of the answers.In Munehisa Honma's time, information, data, and processes needed to be managed by manpower.However, after the reckless period of finance, the accumulation of experience and strategies in the financial industry, and the maturity of information technologies such as cloud platforms have made it possible for this industry to lead finance with technology, and also created an expert enterprise focusing on the operational needs of small and medium-sized institutions.This is exactly what Financial OneConnect can do-to meet the needs of bank retail and SME financing management, insurance company agent management and auto insurance operation, and asset management institutions to quickly design products and assist investment decisions in the form of SaaS services.This can deduce another question: Why is it OneConnect? Let's pull time back to the starting point of the company, 2015.This year, Ping An Group, as the most authentic financial gene owner in China, has rich business operation experience and capabilities. At the same time, it has invested hundreds of billions in financial technology, achieved a leading position in the industry in its scientific and technological strength, and it has the ability to export its own technology to the outside world.As a joint technology subsidiary of Ping An Group and a platform for the group's technology output, OneConnect carries Ping An's financial genes.Based on the rich practical experience of combining finance and technology, OneConnect is familiar with many vertical fields of financial service industries such as banking, insurance, and investment, and also clearly understands the difficult business knots of various industries.This means that OneConnect can integrate Ping An Group's rich business experience and scenarios, provide end-to-end SaaS services for the three vertical fields of banking, insurance, investment and other financial industries, and help small and medium-sized financial institutions achieve efficiency improvement, revenue increase, and risk reduction goals.02 Financial OneConnect's SaaS modelFor any SaaS company, products, sales and delivery are not only the core business links, but also the key to determining its operating data, financial indicators, and even capital market value performance.Products are the primary manifestation of the competitiveness of SaaS companies. If you observe the products of OneConnect, you can clearly find that the company's external technology services are actually based on a financial solution of \"renting a house and carrying a bag\". This is obviously different from the traditional financial IT vendors in the market that simply provide personnel-intensive software development and system integration.On the basis of rich business scenarios, the solutions output by Financial OneConnect can help small and medium-sized financial institutions in need achieve practical results through the optimization of business processes and the use of big data analysis.For example, for bank customers, risk control audit has always been a labor-intensive business link for banks, and the risks are difficult to completely avoid. And provided through OneConnect<a href=\"https://laohu8.com/S/5RE.SI\">smart</a>The face-to-face review solution can realize remote approval through intelligent question and answer, voiceprint recognition technology and other technologies.This granularity of business details obviously comes from the company's in-depth understanding of banking business scenarios and processes. As for the needs of asset management customers, Financial OneConnect can also rely on its mature understanding of asset management business to complete the output of solutions.The issuance of asset management products in the asset management industry has always been characterized by a long product issuance cycle. It often takes 2 to 3 weeks for a single wealth management product to be issued and launched. Through the transformation of end-to-end product factories, the product issuance cycle can be shortened, and the launch of new products can be completed in one day at the earliest.The solutions output by OneConnect are not limited to the general business scenarios of financial institutions. In fact, for many special scenarios, it is difficult for ordinary developers to consider the details and problems thoroughly without a deep financial industry background as accumulation.OneConnect's technology output to insurance institutions is a typical example of this. For the auto insurance business of insurance companies, from vehicle damage assessment to claims settlement, it is also a seemingly simple but actually complicated business process.Even an efficient damage assessment veteran must keep the entire damage assessment time at 20 minutes to half an hour when facing the accident scene. Under OneConnect's automatic loss assessment solution, efficient and low-cost claims settlement is realized through AI image recognition.Insurance company customers only need to take photos with their mobile phones to realize one-click claims settlement. The loss determination time can be shortened from 20 minutes to less than one minute, the identification accuracy rate is as high as 95%, and customers can get compensation within ten minutes.From this series of cases, it is not difficult to see that this \"bag-in\" solution is all based on the company's ability, and the source of this ability is not only from Ping An's financial background, but also from the accumulation of Financial OneConnect's ability through customer cases. It is this positive cycle that has laid the product value, customer value and company value of Financial OneConnect in the industry.As a company with SaaS attributes, how to conduct sales and how to complete product delivery is a common problem faced by the industry, and it is also the difference between OneConnect and its peers.SaaS sales have strong professional attributes, which is an important feature that distinguishes the industry from other industries. Therefore, a targeted sales strategy is the key to completing sales.Under the customer acquisition model of OneConnect setting up four marketing areas across the country, we can explore customers' pain points and potential needs at close range, fully investigate and understand the differentiated business needs of different small and medium-sized financial institutions, and match corresponding products for institutions in a targeted manner. solution, and finally reach a cooperation framework and intention.In this aspect of product delivery, the differentiation between OneConnect and the industry is also clearly reflected.Traditional financial IT vendors and other financial technology subsidiaries basically adopt the traditional \"4321\" or \"451\" project-based development model, and complete the full payment during one to three years of operation and maintenance through stage node payment.Obviously, it means slower capital turnover, longer financial cycle and greater risk. It is precisely in view of this problem that Financial OneConnect adopts a charging model based on the actual business transaction volume of customers.This change means that if the transaction volume of a customer on Financial OneConnect's products increases rapidly, Financial OneConnect's revenue from the customer will also increase rapidly. At the same time, while ensuring the flexibility of the company's income, it also takes into account the principle that the overall expenditure of customers on science and technology can be saved to ensure the long-term stability of cooperation.03 Giving roses to others has a lingering fragrance in your handsOn May 12, 2021, OneConnect released its financial report for the first quarter of 2021. In this report, the company's total operating income increased by 41.1% year-on-year to 820 million yuan, and its gross profit increased by 38% year-on-year to 279 million yuan.If you connect the financial statements of OneConnect since its listing, you can find the company's revenue and gross profit.It has maintained double-digit positive growth for five consecutive quarters.This continuous growth momentum is a portrayal of the accelerated business of a financial technology company's products in the SaaS process.However, if we only use financial indicators to measure the company value of OneConnect, it is obviously crude. For a SaaS company, the most productiveAssetsAre engineers and technical reserves. These are living people and technical details that are difficult to quantify, and are not counted inBalance Sheet。In this regard, as of the end of March 2021, the company has accumulated 4,988 global patent applications, 152 more than the end of last year, including 1,178 overseas patent applications and 3,810 domestic patent applications.These patented technologies constitute the cornerstone of OneConnect, which is not only the confidence of its \"giving roses to others\", but also the competitiveness of its \"lingering fragrance in the hand\".With the support of this confidence and competitiveness, the dual improvement of effective customer and single customer value is shown. During the reporting period, OneConnect successively cooperated with the Singapore Stock Exchange, Shenzhen Stock Exchange,<a href=\"https://laohu8.com/S/601169\">Bank of Beijing</a>, China Resources Bank, Ancheng Property Insurance and other customers have reached cooperation.Looking back at the history of the financial industry, we can find that this is not only a history of thought with gradual enrichment of concepts, but also a history of science and technology with technological iteration and evolution. In this trend, the amount of wealth is only the final result, and the ups and downs and growth of institutions are The key is only one-whether it is moving in the right direction.This is the guideline that guides a company forward, and it is also the vane of the rise and fall of an industry.<img src=\"https://fid-75186.picgzc.qpic.cn/20210514131740126v246szqkl8a7rrd\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131750762v246f1bsm5utrkl\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131803711v246w4cphhwqbnj\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131810715v2464zoaxyjud4o\"/></article></body></html>","source":"tencent","collect":0,"html":"<!DOCTYPE html>\n<html>\n<head>\n<meta http-equiv=\"Content-Type\" content=\"text/html; charset=utf-8\" />\n<meta name=\"viewport\" content=\"width=device-width,initial-scale=1.0,minimum-scale=1.0,maximum-scale=1.0,user-scalable=no\"/>\n<meta name=\"format-detection\" content=\"telephone=no,email=no,address=no\" />\n<title>Why do small and medium financial institutions need a SaaS specialist?</title>\n<style type=\"text/css\">\na,abbr,acronym,address,applet,article,aside,audio,b,big,blockquote,body,canvas,caption,center,cite,code,dd,del,details,dfn,div,dl,dt,\nem,embed,fieldset,figcaption,figure,footer,form,h1,h2,h3,h4,h5,h6,header,hgroup,html,i,iframe,img,ins,kbd,label,legend,li,mark,menu,nav,\nobject,ol,output,p,pre,q,ruby,s,samp,section,small,span,strike,strong,sub,summary,sup,table,tbody,td,tfoot,th,thead,time,tr,tt,u,ul,var,video{ font:inherit;margin:0;padding:0;vertical-align:baseline;border:0 }\nbody{ font-size:16px; line-height:1.5; color:#999; background:transparent; }\n.wrapper{ overflow:hidden;word-break:break-all;padding:10px; }\nh1,h2{ font-weight:normal; line-height:1.35; margin-bottom:.6em; }\nh3,h4,h5,h6{ line-height:1.35; margin-bottom:1em; }\nh1{ font-size:24px; }\nh2{ font-size:20px; }\nh3{ font-size:18px; }\nh4{ font-size:16px; }\nh5{ font-size:14px; }\nh6{ font-size:12px; }\np,ul,ol,blockquote,dl,table{ margin:1.2em 0; }\nul,ol{ margin-left:2em; }\nul{ list-style:disc; }\nol{ list-style:decimal; }\nli,li p{ margin:10px 0;}\nimg{ max-width:100%;display:block;margin:0 auto 1em; }\nblockquote{ color:#B5B2B1; border-left:3px solid #aaa; padding:1em; }\nstrong,b{font-weight:bold;}\nem,i{font-style:italic;}\ntable{ width:100%;border-collapse:collapse;border-spacing:1px;margin:1em 0;font-size:.9em; }\nth,td{ padding:5px;text-align:left;border:1px solid #aaa; }\nth{ font-weight:bold;background:#5d5d5d; }\n.symbol-link{font-weight:bold;}\n/* header{ border-bottom:1px solid #494756; } */\n.title{ margin:0 0 8px;line-height:1.3;color:#ddd; }\n.meta {color:#5e5c6d;font-size:13px;margin:0 0 .5em; }\na{text-decoration:none; color:#2a4b87;}\n.meta .head { display: inline-block; overflow: hidden}\n.head .h-thumb { width: 30px; height: 30px; margin: 0; padding: 0; border-radius: 50%; float: left;}\n.head .h-content { margin: 0; padding: 0 0 0 9px; float: left;}\n.head .h-name {font-size: 13px; color: #eee; margin: 0;}\n.head .h-time {font-size: 12.5px; color: #7E829C; margin: 0;}\n.small {font-size: 12.5px; display: inline-block; transform: scale(0.9); -webkit-transform: scale(0.9); transform-origin: left; -webkit-transform-origin: left;}\n.smaller {font-size: 12.5px; display: inline-block; transform: scale(0.8); -webkit-transform: scale(0.8); transform-origin: left; -webkit-transform-origin: left;}\n.bt-text {font-size: 12px;margin: 1.5em 0 0 0}\n.bt-text p {margin: 0}\n</style>\n</head>\n<body>\n<div class=\"wrapper\">\n<header>\n<h2 class=\"title\">\nWhy do small and medium financial institutions need a SaaS specialist?\n</h2>\n<h4 class=\"meta\">\n\n阿尔法工场研究院2021-05-14 13:14\n\n</h4>\n</header>\n<article>\n<html><body><article><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131728605v246utneirhkx9t\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131739955v246ai2cqt8siip\"/>Crossing the natural barrier of cost reduction and efficiency increase.During the Edo period in Japan, a rice merchant named Honma Munehisa designed a set of business tools to improve efficiency and reduce risks.In order to transmit trading information, Honma arranged a person every three miles between his hometown of Sakata and the Osaka Exchange, 380 miles, to stand on the roof and wave flags. Once Osaka determines the price, the team members will relay it, which creates the advantage of obtaining the price earlier in this approximately real-time way.In order to accurately grasp the price trend, Honma Jun's creation and invention also includes many parameters such as investor psychology, weather, crop price and trading volume, and records the final embodiment of this information-opening price and closing price day by day with a candle-like histogram, and then analyzes the trend, band and inflection point, which greatly helps to form accurate trading judgment.This information transmission system and candlestick chart have become the magic weapon for the Honma family to surpass the market. Driven by Honma, rice merchants who use this information and data management system will all benefit. And this system will become more and more perfect in the future, and it has become a tool familiar to every financial practitioner-K-line chart.Through the smoke and clouds of history, the story of the Honma family's wealth has become a legend. The trickle of financial genes has converged into a vast ocean, and sub-sectors such as insurance, banking, asset management, and securities firms have jointly supported the pattern of today's big financial industry. However, although times have changed, the idea of financial practitioners using tools to improve efficiency and guide business has never changed.Observing today's big financial industry, we can find two phenomena:First, industry segmentation, and second, there are many small and medium-sized institutions.This has led to a result, that is, there are a large number of subdivided and complicated business needs in various sub-industries, and for many small and medium-sized institutions with limited resources, these needs may be difficult to solve by their own capabilities.And this creates a possibility-by combining these scattered needs, it is possible to generate corresponding solutions to help them achieve the goals of efficiency improvement, revenue increase, risk control, customer acquisition, etc., and it also means business opportunities.This promoted the birth of the financial SaaS service business and also promoted the<a href=\"https://laohu8.com/S/OCFT\">Financial OneConnect</a>(OCFT.US) The growth of this company, then, our problem is very simple,For many financial institutions, what can Financial OneConnect do to help them? What will such a financial technology company get from this kind of service?01 Inheritor of genuine financial genesLooking through the research reports of small and medium-sized financial institutions, you can often see something in common on the risk warning on the last page.What bothers small and medium-sized banks is the rise in non-performing ratios, the homogenization of products and services, and the slowdown in growth. However, insurance institutions that have been engaged in insurance business for many years, although they have used team training and KPI assessment methods, are still faced with the problems of reduced efficiency of insurance agents and rising costs of the whole institution.The cases of these small and medium-sized financial institutions are very representative, and each seems to have its own problems, but they all point to a background: with the reform of interest rate marketization, the rise of three-party online payment, wealth management and insurance platforms, and the changes in consumer psychology and behavior of the public. After the changes, the traditional operating model of small and medium-sized financial institutions needs to face competitive pressure that is not what it used to be.More than two hundred years ago, Munehisa Honma could solve the problem of rice futures through information and data management. More than two hundred years later, can today's financial institutions solve the current problems through similar paths?For small and medium-sized financial institutions, due to their shortcomings in talents, technology, funds, etc., the cost of informatization and digital construction through their own is extremely high, and there is no guarantee that they can meet business needs and solve practical problems after a large amount of investment.Therefore,Relying on financial SaaS services is one of the answers.In Munehisa Honma's time, information, data, and processes needed to be managed by manpower.However, after the reckless period of finance, the accumulation of experience and strategies in the financial industry, and the maturity of information technologies such as cloud platforms have made it possible for this industry to lead finance with technology, and also created an expert enterprise focusing on the operational needs of small and medium-sized institutions.This is exactly what Financial OneConnect can do-to meet the needs of bank retail and SME financing management, insurance company agent management and auto insurance operation, and asset management institutions to quickly design products and assist investment decisions in the form of SaaS services.This can deduce another question: Why is it OneConnect? Let's pull time back to the starting point of the company, 2015.This year, Ping An Group, as the most authentic financial gene owner in China, has rich business operation experience and capabilities. At the same time, it has invested hundreds of billions in financial technology, achieved a leading position in the industry in its scientific and technological strength, and it has the ability to export its own technology to the outside world.As a joint technology subsidiary of Ping An Group and a platform for the group's technology output, OneConnect carries Ping An's financial genes.Based on the rich practical experience of combining finance and technology, OneConnect is familiar with many vertical fields of financial service industries such as banking, insurance, and investment, and also clearly understands the difficult business knots of various industries.This means that OneConnect can integrate Ping An Group's rich business experience and scenarios, provide end-to-end SaaS services for the three vertical fields of banking, insurance, investment and other financial industries, and help small and medium-sized financial institutions achieve efficiency improvement, revenue increase, and risk reduction goals.02 Financial OneConnect's SaaS modelFor any SaaS company, products, sales and delivery are not only the core business links, but also the key to determining its operating data, financial indicators, and even capital market value performance.Products are the primary manifestation of the competitiveness of SaaS companies. If you observe the products of OneConnect, you can clearly find that the company's external technology services are actually based on a financial solution of \"renting a house and carrying a bag\". This is obviously different from the traditional financial IT vendors in the market that simply provide personnel-intensive software development and system integration.On the basis of rich business scenarios, the solutions output by Financial OneConnect can help small and medium-sized financial institutions in need achieve practical results through the optimization of business processes and the use of big data analysis.For example, for bank customers, risk control audit has always been a labor-intensive business link for banks, and the risks are difficult to completely avoid. And provided through OneConnect<a href=\"https://laohu8.com/S/5RE.SI\">smart</a>The face-to-face review solution can realize remote approval through intelligent question and answer, voiceprint recognition technology and other technologies.This granularity of business details obviously comes from the company's in-depth understanding of banking business scenarios and processes. As for the needs of asset management customers, Financial OneConnect can also rely on its mature understanding of asset management business to complete the output of solutions.The issuance of asset management products in the asset management industry has always been characterized by a long product issuance cycle. It often takes 2 to 3 weeks for a single wealth management product to be issued and launched. Through the transformation of end-to-end product factories, the product issuance cycle can be shortened, and the launch of new products can be completed in one day at the earliest.The solutions output by OneConnect are not limited to the general business scenarios of financial institutions. In fact, for many special scenarios, it is difficult for ordinary developers to consider the details and problems thoroughly without a deep financial industry background as accumulation.OneConnect's technology output to insurance institutions is a typical example of this. For the auto insurance business of insurance companies, from vehicle damage assessment to claims settlement, it is also a seemingly simple but actually complicated business process.Even an efficient damage assessment veteran must keep the entire damage assessment time at 20 minutes to half an hour when facing the accident scene. Under OneConnect's automatic loss assessment solution, efficient and low-cost claims settlement is realized through AI image recognition.Insurance company customers only need to take photos with their mobile phones to realize one-click claims settlement. The loss determination time can be shortened from 20 minutes to less than one minute, the identification accuracy rate is as high as 95%, and customers can get compensation within ten minutes.From this series of cases, it is not difficult to see that this \"bag-in\" solution is all based on the company's ability, and the source of this ability is not only from Ping An's financial background, but also from the accumulation of Financial OneConnect's ability through customer cases. It is this positive cycle that has laid the product value, customer value and company value of Financial OneConnect in the industry.As a company with SaaS attributes, how to conduct sales and how to complete product delivery is a common problem faced by the industry, and it is also the difference between OneConnect and its peers.SaaS sales have strong professional attributes, which is an important feature that distinguishes the industry from other industries. Therefore, a targeted sales strategy is the key to completing sales.Under the customer acquisition model of OneConnect setting up four marketing areas across the country, we can explore customers' pain points and potential needs at close range, fully investigate and understand the differentiated business needs of different small and medium-sized financial institutions, and match corresponding products for institutions in a targeted manner. solution, and finally reach a cooperation framework and intention.In this aspect of product delivery, the differentiation between OneConnect and the industry is also clearly reflected.Traditional financial IT vendors and other financial technology subsidiaries basically adopt the traditional \"4321\" or \"451\" project-based development model, and complete the full payment during one to three years of operation and maintenance through stage node payment.Obviously, it means slower capital turnover, longer financial cycle and greater risk. It is precisely in view of this problem that Financial OneConnect adopts a charging model based on the actual business transaction volume of customers.This change means that if the transaction volume of a customer on Financial OneConnect's products increases rapidly, Financial OneConnect's revenue from the customer will also increase rapidly. At the same time, while ensuring the flexibility of the company's income, it also takes into account the principle that the overall expenditure of customers on science and technology can be saved to ensure the long-term stability of cooperation.03 Giving roses to others has a lingering fragrance in your handsOn May 12, 2021, OneConnect released its financial report for the first quarter of 2021. In this report, the company's total operating income increased by 41.1% year-on-year to 820 million yuan, and its gross profit increased by 38% year-on-year to 279 million yuan.If you connect the financial statements of OneConnect since its listing, you can find the company's revenue and gross profit.It has maintained double-digit positive growth for five consecutive quarters.This continuous growth momentum is a portrayal of the accelerated business of a financial technology company's products in the SaaS process.However, if we only use financial indicators to measure the company value of OneConnect, it is obviously crude. For a SaaS company, the most productiveAssetsAre engineers and technical reserves. These are living people and technical details that are difficult to quantify, and are not counted inBalance Sheet。In this regard, as of the end of March 2021, the company has accumulated 4,988 global patent applications, 152 more than the end of last year, including 1,178 overseas patent applications and 3,810 domestic patent applications.These patented technologies constitute the cornerstone of OneConnect, which is not only the confidence of its \"giving roses to others\", but also the competitiveness of its \"lingering fragrance in the hand\".With the support of this confidence and competitiveness, the dual improvement of effective customer and single customer value is shown. During the reporting period, OneConnect successively cooperated with the Singapore Stock Exchange, Shenzhen Stock Exchange,<a href=\"https://laohu8.com/S/601169\">Bank of Beijing</a>, China Resources Bank, Ancheng Property Insurance and other customers have reached cooperation.Looking back at the history of the financial industry, we can find that this is not only a history of thought with gradual enrichment of concepts, but also a history of science and technology with technological iteration and evolution. In this trend, the amount of wealth is only the final result, and the ups and downs and growth of institutions are The key is only one-whether it is moving in the right direction.This is the guideline that guides a company forward, and it is also the vane of the rise and fall of an industry.<img src=\"https://fid-75186.picgzc.qpic.cn/20210514131740126v246szqkl8a7rrd\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131750762v246f1bsm5utrkl\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131803711v246w4cphhwqbnj\"/><img src=\"https://fid-75186.picgzc.qpic.cn/20210514131810715v2464zoaxyjud4o\"/></article></body></html>\n<div class=\"bt-text\">\n\n\n source：<a href=\"http://gu.qq.com/resources/shy/news/detail-v2/index.html#/?id=nesSN20210514131811774ee6a2&s=b\">阿尔法工场研究院</a>\n\n\n</div>\n</article>\n</div>\n</body>\n</html>\n","type":0,"thumbnail":"https://static.tigerbbs.com/f5d015cecb7c07cac91ad41d21b12463","relate_stocks":{"OCFT":"金融壹账通"},"source_url":"http://gu.qq.com/resources/shy/news/detail-v2/index.html#/?id=nesSN20210514131811774ee6a2&s=b","is_english":false,"share_image_url":"https://static.laohu8.com/9a95c1376e76363c1401fee7d3717173","article_id":"2135674294","content_text":"跨越降本增效的天堑。在日本的江户时代，一位名叫本间宗久的米商，设计了一套提升效率、降低风险的业务工具。本间为了传递交易信息，在老家酒田和大阪交易所380英里之间，每隔3英里安排一个人，站在屋顶上挥动旗帜。一旦大阪确定价格，队员就会接力传递，用这种近似实时的方式，创造了更早获得价格的优势。为了准确地把握价格趋势，本间君的创造发明，还包括了投资者心理、天气、作物价格、交易量多个参数，并将这些信息的最终体现——开盘价与收盘价，用一种蜡烛模样的柱状图逐日记录，再进行趋势、波段、拐点等分析，大大有助于形成准确的交易判断。这套信息传递系统和蜡烛图，成为了本间家族超越市场的法宝。在本间的带动下，使用这套信息与数据管理系统的米商，莫不受益。而这套系统在日后日趋完善，成为了每一个金融从业者都熟知的工具——K线图。穿越历史的烟云，本间家族的财富故事已经成为传说。金融基因的点滴细流，已经汇聚成汪洋大海，保险、银行、资管、券商等子行业，共同撑起了今天大金融行业的格局。然而尽管时过境迁，金融从业者用工具改善效率，指导业务的思想，却从未改变。对今天的大金融行业进行观察，可以发现两个现象，一是行业细分、二是中小机构众多。这导致了一个结果，那就是在各个细分行业中，存在大量、细分、驳杂的业务需求，而对于众多资源有限的中小机构，这些需求可能很难依靠自有能力解决。而这便产生了一种可能——将这些零散的需求集合起来，便有可能生成对应的解决方案，帮助其实现提效、增收、风控、获客等目标，同时也意味着商业机会。这推动了金融SaaS服务业务的诞生，也推动了金融壹账通（OCFT.US）这家公司的壮大，那么，我们的问题很简单，对于众多金融机构而言 ，金融壹账通究竟能在帮助他们做什么？这样一家金融科技公司，它又会从这种服务中取得什么？01 正牌金融基因的承袭者翻看中小金融机构的研报，在最后一页的风险提示上，常常可以看到一些共同的东西。让中小银行烦恼的，是不良率的上升、产品和服务的同质化，增速放缓。而从事了多年保险业务的保险机构，尽管用遍了团队培训、KPI考核的法子，却仍然面临着保险代理人效能降低，整个机构成本上升的难题。这些中小金融机构的案例很有代表性，看起来各有各的问题，但都指向了一个背景：在利率市场化改革，三方线上支付、理财、保险平台兴起，社会大众消费心理和行为发生变化后，中小金融机构的传统运营模式，需要面临今非昔比的竞争压力。两百多年前的本间宗久，可以通过信息与数据管理解决稻米期货难题。在两百多年后，今天的金融机构，还能否通过相似的路径，解决当下的难题。对于中小金融机构来说，由于在人才、技术、资金等方面存在短板，通过自身进行信息化和数字化建设成本极其高昂，并且无法保证在大量投入之后，能够满足业务需求和解决现实问题。因此，依靠金融SaaS服务，就是答案之一。在本间宗久的时代，信息、数据和流程需要用人力来实现管理。但迈过金融的草莽时期，金融行业经验、策略的积累、云平台等信息技术的成熟，已经使这个行业拥有了以科技引领金融的可能，也造就了聚焦于中小机构运营需求的专家型企业。而这，正是金融壹账通可以作为之处——以SaaS服务形式分别满足银行零售和中小企业融资的管理的需求、保险公司代理人管理和车险运营的需要、资管机构快速设计产品并为投资决策做辅助的需要。这可以推演出另外一个问题：为什么会是金融壹账通？让我们将时间拉回公司的起始点，2015年。这一年的平安集团，作为国内最正牌的金融基因所有者，具备丰富的业务运营经验和能力。同时在金融科技累计投资上千亿，科技实力在业内取得领先地位，具备对外输出自身科技的能力。作为平安集团的联营科技子公司、集团科技输出的平台，金融壹账通承载了平安的金融基因。站在丰富的金融和科技相结合的实践经验上，使得金融壹账通熟稔于银行、保险、投资等金融服务行业的多个垂直领域，也清楚地了解各行业在业务上的难解死结。这意味着，金融壹账通可以整合平安集团丰富的业务经验和场景，为银行、保险、投资等金融行业三大垂直领域提供端到端的SaaS服务，帮助中小金融机构实现提效增收、降低风险的目标。02 金融壹账通的SaaS模式对于任何SaaS公司而言，产品、销售和交付既是核心的业务环节，也是决定其运营数据、财务指标，乃至于资本市场价值表现的关键。产品是SaaS公司竞争力的首要体现，如果对金融壹账通的产品进行观察，可以清晰地发现，这家公司的对外科技服务，其实是以一种“租房拎包入住”的金融解决方案为主。这与市场上传统金融IT厂商单纯提供人员密集型的软件开发和系统集成，形成了明显的差异。站在丰富的业务场景基础上，金融壹账通输出的解决方案，可以通过业务流程的优化以及利用大数据分析等方法，帮助有需求的中小金融机构取得实效。例如对于银行客户而言，风控审核向来是银行耗费人力、且风险难以完全规避的业务环节。而通过金融壹账通提供的智能面审解决方案，则可以通过智能问答、声纹识别技术等技术实现远程审批。这种对于业务细节的颗粒度把握，显然来自于公司对于银行业务场景与流程的深入理解。而对于资管客户的需求，金融壹账通同样可以依靠自己对于资管业务的成熟理解，完成解决方案的输出。资管行业的资管产品发行，向来存在产品发行周期长的特点。单个理财产品发行上线时间，常常需要2到3周，通过端到端产品工厂的变革，可缩短产品发行周期，最快1天即可完成新产品上线。金融壹账通输出的解决方案，并不仅仅局限在金融机构的一般性业务场景中。事实上，对于许多特殊性的场景，如果没有深厚的金融行业背景作为积淀，普通开发者很难对其中的细节与问题考虑周全。金融壹账通对于保险机构的科技输出，就是这方面的典型例子。对于保险公司的车险业务，从车辆定损到理赔，也是一个看似简单实则繁杂的业务过程。即使是有效率的定损老手，在面对事故现场时，整个定损时长也要保持在20分钟到半小时。而在金融壹账通的自动定损解决方案下，通过AI图片识别实现高效低成本的理赔。保险公司客户只需手机拍照，实现一键理赔。定损时间可以从20分钟缩短至一分钟以内，识别精准率高达95%，客户十分钟就可获得赔款。从这一系列案例中，我们不难看出，这种“拎包入住”式的解决方案，无不建立在公司的能力基础上，而这种能力的来源，则既源于平安的金融背景，也源于金融壹账通通过客户案例不断增厚的能力积累，正是这种正向的循环，奠定了金融壹账通在行业内的产品价值、客户价值与公司价值。作为一家SaaS属性的公司，究竟该如何进行销售，如何完成产品交付，这是行业共同面对的难题，也是金融壹账通区别于同业者的差异化所在。SaaS的销售，具备很强的专业属性，这是行业有别于其他行业的重要特征。因此，有针对性的销售策略，是完成销售的关键。在金融壹账通在全国设立四大营销区域的获客模式下，近距离挖掘客户痛点与潜在需求，充分调研了解不同中小金融机构差异化的业务需求，有针对性地为机构匹配相应的产品解决方案，最终达成合作框架和意向。在产品交付的这一环节上，金融壹账通与行业的差异化，同样有着鲜明的体现。传统金融IT厂商和其他金融科技子公司基本采用传统的“4321”或者“451”的项目制开发模式，通过阶段节点付款的方式，在一到三年的运维过程中，完成全款收付。显然，意味着更慢的资金周转，更长的财务周期和更大的风险。正是看到了这样的问题，金融壹账通采用了基于客户实际业务交易量相挂钩的收费模式。这种变化意味着，如果客户在金融壹账通的产品上达成的交易量出现快速增长，金融壹账通从该客户获得的收入也会迅速增长。同时也在保证公司收入上浮弹性之余，兼顾客户在科技上的总体支出能够呈现节省的原则，确保合作的长期稳定。03 赠人玫瑰手有余香2021年5月12日，金融壹账通发布了2021年第一季度的财务报告。在这份报告中，公司营业总收入同比增长41.1%，达8.2亿元，毛利润同比增长38%至2.79亿元。如果将金融壹账通上市以来的财务报表加以连缀，可以发现这家公司的营收与毛利润，已经连续5个季度保持两位数的正增长。这种连续增长的势头，正是一家金融科技公司产品在SaaS化进程中，业务提速的写照。但如果仅仅以财务指标来衡量金融壹账通的公司价值，那么显然流于粗疏，对于一家SaaS公司而言，最有生产力的资产是工程师和技术储备，这些都是活生生的人和很难量化的技术细节，并不计入资产负债表。在这一方面，截止2021年3月末，公司全球专利申请累计4988项，较去年年底新增152项，其中境外专利申请1178项，境内专利申请3810项。这些专利技术，构成了金融壹账通的基石，既是它“赠人玫瑰”的底气，也是它“手有余香”的竞争力。而在这种底气和竞争力的支撑下，呈现出来的是有效客户和单客价值的双重提升，在报告期内，金融壹账通先后与新加坡证券交易所、深圳证券交易所、北京银行、华润银行、安诚财险等客户达成合作。回溯金融行业的历史，可以发现这既是一部观念逐步丰富的思想史，也是一部技术迭代与演进的科技史，在这个潮流中，财富的多寡只是最终的结果，而机构的沉浮、壮大，关键只有一条——是否行进在正确的方向上。这是指引一家公司前进的准则，也是一个行业兴衰的风向标。","news_type":1,"symbols_score_info":{"OCFT":0.9}},"isVote":1,"tweetType":1,"viewCount":1605,"commentLimit":10,"likeStatus":false,"favoriteStatus":false,"reportStatus":false,"symbols":[],"verified":2,"subType":0,"readableState":1,"langContent":"EN","currentLanguage":"EN","warmUpFlag":false,"orderFlag":false,"shareable":true,"causeOfNotShareable":"","featuresForAnalytics":[],"commentAndTweetFlag":false,"andRepostAutoSelectedFlag":false,"upFlag":false,"length":1,"xxTargetLangEnum":"ORIG"},"commentList":[],"hasMoreComment":false,"orderType":2}