Li Yanhong's disciples, Zhou Hongyi's senior general, Zhang Yiming's alumni, and Tang Huijun, who started a business and did anti-black industry, preferred to be himself.
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Author | Li Yangxia
Edit | Lin Juemin
What kind of person is Tang Huijun?
Leifeng Network summed up a habit of him, he always established a cognitive framework before doing things, and then did things based on the logic of the framework.
Tang Huijun
1
Baidu and 360 shape cognition
In the summer of 2015, at the end of the pc golden age, Tang Huijun left Qihoo 360.
Tang Huijun founded a company, but he did not think about what to do, only knew that he wanted to do something related to data, so he named the company Shumei Technology, the so-called "discover the beauty of data, mining the value of data." ”
The reason why Tang Huijun chose the direction of data is mainly because he has been working in the data field for more than 10 years.
In 2005, Tang Huijun, a graduate of nankai computer department, chose to join Baidu. At this time, most of the seniors and students of the same school chose to work in foreign companies and operators that looked beautiful and had relatively high salaries. Few people chose Internet companies, and Internet companies were not as popular as they are today.
Tang Huijun did the opposite, to Tencent and Baidu in the Yingke Building in Zhongguancun, the two companies one upstairs and one downstairs, he quickly finished the interview, not surprisingly, the two offers were obtained.
"So many Internet companies are recruiting people quickly, indicating that the industry development trend is good and is in a period of vigorous rise." On the other hand, foreign companies, seemingly beautiful, the country will recruit a few people, although scarce, but from the perspective of the industry is a bad thing, because there is no industry demand. ”
Therefore, Tang Huijun decided to go to the emerging industry of the future - Internet companies to "see".
Between Tencent and Baidu, Tang Huijun chose the latter, "Baidu is a search engine, which is very technically difficult, which is very attractive in the eyes of those of us who do technology." ”
Tang Huijun grew up very quickly in Baidu, entered Baidu in 2005, and in less than three years, he went from t3 to t8 and served as the chairman of Baidu System Technology Committee.
Baidu's main business is search engines, because search engines read a large number of index files, and these index files are stored on the hard disk, due to the limited access technology of the hard disk, the company needs to buy a large number of servers. When Tang Huijun built a big data architecture, he thought "is it possible not to use hard disks"
At that time, it was already the electronic age, but there were still two mechanical parts in the computer, one was that the hard disk was mechanical, and the other was a fan or mechanical, Tang Huijun believed that the future hard disk should also be electronic. Therefore, at that time, I cooperated with some hardware manufacturers to replace the hard disk and write some algorithms, and saved the U disk chip together to make a hard disk storage, which greatly improved access efficiency and reduced costs.
When Tang Huijun joined Baidu, it was the years when Baidu's technical atmosphere was the strongest. At that time, "Baidu called it the first in terms of technology, and no one dared to call it the second." ”
Because Baidu's search engine itself is a very technically demanding thing, it is a technology-driven business, and there are many things that challenge technology. Baidu has also given a lot of growth and opportunities for technical talents, whether it is promotion or rank system is very sound, and the treatment of technical personnel is also good.
In Baidu, Tang Huijun won the reputation, but also won many resources for the development of Shumei, such as Liu Quanlin, the president of Shumei today, who was Tang Huijun's predecessor and old colleague in Baidu, and qi Yujie, the old leader of Tang Huijun at that time, returned to Baidu Venture Capital as a partner after founding Duomeng with Zhang He and successfully cashing out, Baidu Venture Capital also became one of Tang Huijun's investors later, and the other two VCs founded by Baidu Elderly, Wang Mengqiu's Qingliu Capital and Tang hesong's Xianghe Capital are all participants in Shumei.
Tencent, which has had two yin and yang errors with Tang Huijun, is also an investor in Shumei, Tencent even has its own anti-fraud business, in fact, not only Tencent, Shumei's investor 360 and Qi Xiangdong's Qianxin have anti-fraud laboratories, but it does not conflict with Shumei, Shumei takes the list, more rely on products and services, and who the shareholders are is not an addition or subtraction.
It is said that Tang Huijun personally missed Tencent for the second time, largely because of the place of work, when Tencent wanted to do cloud business, found Tang Huijun, Tang Huijun and Tencent co-founder, CTO Zhang Zhidong talked very happily, Zhang Zhidong is also a technical background, the cloud has a strong understanding of the underlying operating system and other technical products, Tang Huijun is very impressed, the only problem is that Tencent Cloud needs to work in Beijing and Shenzhen at that time, Tang Huijun just settled in Beijing.
Zhou Hongyi
The opportunity for Tang Huijun to join 360 stemmed from a meal.
In 2010, Zhou Hongyi asked Tang Huijun to have a meal at the Wanlongzhou Seafood Restaurant in Sihui Park, and after the meal began, the old Zhou Yiren spoke for three hours, and finally asked Tang Huijun three questions: Why did you come out? How many people do you bring? What do you want?
After getting a reply, Lao Zhou launched his own must-kill skill, he corresponded Tang Huijun's three answers to what he was doing, and told the idea of the 360 search.
Tang Huijun heard Lao Zhou's idea and went back to seriously study the business model of 360.
In the end, Tang Huijun came to the following two conclusions:
First, the traffic of 360 secure browsers is growing rapidly, and it is entirely possible for 360 to become the second Baidu and become a traffic distribution model, and it is not difficult for such a business model to make money;
Second, 360 has the advantages of both Baidu and Tencent, Tencent has the strongest client QQ, and 360 has the super terminal of 360 Security Guard. Tang Huijun felt that the future was immeasurable.
Later, Tang Huijun chose to join 360 nearby, and served as senior technical director (P11) in 360, where he built a team of big data, cloud platform, artificial intelligence and other teams from scratch, and promoted the rapid development of big data products such as search, security, and advertising in all aspects.
There is also a yin and yang error, when Tang Huijun came to 360, 360 did not do search engine business.
Speaking of 360 search, it was also a legendary thing in that year, and the 360 search team established a complete index retrieval and machine learning system in only 4 months. In August 2012, on the fifth day of launch, it quickly won nearly 10% of the domestic search market share, surpassing Sogou and becoming the second largest search engine in China.
Regarding the story of 360 doing the search, Leifeng Network has also received detailed restoration from several other participants:
At that time, behind the 360 search was Zhang Dong, the chief architect of Baidu Fengchao, and his friends, who established their own company to provide consulting services to 360 because of non-competition, but this outsourcing cooperation was inevitably bumpy, so Dong Yi (currently the vice president of technology of 360 company, responsible for the search division) said to Lao Zhou: "We can also do it." ”
Zhou Hongyi was not very optimistic that Dong Yi could do a good job of searching, but Qi Xiangdong was very supportive.
Qi to the east
Later, the 360 search business became Zhang Dong and Dong Yi two lines of parallel development, Dong Yi team although there is no experience in searching, but they know the user needs, in the product is a very set, and soon the 360 search to make a momentum. Dong Yi's team did how to do 360 search, there are many stories, you can pay attention to the knowledge planet of the left forest and right beaver channel.
Soon, Zhou Hongyi wanted to take back Zhang Dong's team, but Zhang Dong was unwilling to talk about it, so Zhang Dong Suhua and others forwarded the source code and technical documents to 360 in exchange for a vote of 360 shares.
Zhou Hongyi dared to let Zhang Dong leave, and there was a general like Dong Yi in the front desk, and there was a god of war like Tang Huijun in the background, which was also a plus. Tang Huijun also did a lot of technical architecture work for the 360 search, and Qi Xiangdong once said at the annual meeting: "Without the army, the 360 search could not be done so quickly." ”
Perhaps, it is precisely because of so many talents that the 360 search engine can be launched so quickly.
During the 360 period, Tang Huijun did a lot of 0 to 1 things and exercised some business ideas, which played a great role in his later entrepreneurship to better grasp the business.
360 also developed rapidly at that time, and was in the same echelon as Alibaba and Tencent on the PC side. 360 Security Guard has a very high penetration rate, aggregating huge amounts of traffic, selling traffic to advertisers and obtaining advertising revenue.
However, as PC traffic gradually peaked, it did not occupy a dominant position on the mobile Internet side, and 360 also ushered in a bottleneck period of development.
Fast forward to 2015, like the reason when I left Baidu that year, I wanted to do something innovative, so I left from 360 without surprise.
Tang Huijun told Leifeng Network: "Everyone encourages doing 1 to 10 things, but I am more willing to do 0 to 1 things. "Tang Huijun always wants to do something innovative and doesn't want to stay the same.
As for what it was, Tang Huijun didn't know, Tang Huijun just knew that he wanted to do something different and new.
Instead of rushing to the hot track, he spent four months looking at the market and feeling the track, because he deeply realized the importance of "choosing".
Tang Huijun's original words were: "I think this step (choosing the direction) is very important, the more wrong the direction, the harder you try, the more wrong it is." ”
However, this "groping" is not blind, and he summarizes some framework logic for himself.
Here we summarize it as "one center, two basic points, four principles", referred to as "Down's Entrepreneurship Law".
A center refers to "innovation", which is easy to understand, if he does not want to innovate, he will not come out to start a business.
The two basic points refer to "must do ToB, must be combined with cloud services."
"Do To B" is Tang Huijun's original intention to start a business, because he has experienced Baidu and 360, two toC super traffic companies, and he deeply realizes that for a long time in the future, the opportunity to start a Business to Do ToC Company is not great.
"To combine with cloud services" is because he found that traditional ToB services are more customized and privatized, and it is difficult to form a large scale. Companies that provide such services are easier to survive, but it is difficult to make their businesses bigger. To solve this problem, he feels that the best direction is to combine ToB business with cloud services.
The four core principles refer to: first, the time can not be too early, too early to become a martyr; second, the time can not be too late, too late will not have a chance; third, to do what you are good at, only do what you are good at can do; fourth, do "technology-driven things, operation-driven things."
2
An anti-fraud track that symbiotics with the era of subsidies
After establishing this cognitive framework, Tang Huijun has also chatted with friends in the apparel, insurance, and real estate industries many times, and has always lacked an opportunity to launch a killer service.
A second-hand e-commerce classmate's help phone suddenly lit up the direction of Tang Huijun.
"There is no interest in dealing with the black industry, a total of 20 people in our company are used to deal with the black industry, and no one is doing business research and development."
Tang Huijun received a call and suddenly became interested, "This seems to be quite interesting, there are business needs", he seems to be waiting for this opportunity.
First, anti-black production is a ToB service, and it must be a cloud-based ToB service.
Secondly, this is what the Tang Huijun team can do, they are born in 360, naturally know how to attack and defend with the black industry, in line with the basic principle of "good at things", and this thing itself is driven by technology, it can establish barriers through operation, which is what they have been doing since Baidu, that is to say, this thing Tang Huijun team can not only do, but also do better than others, do has a threshold.
Finally, in terms of timing, anti-fraud is neither sooner nor later, just right.
As early as 2015, at the end of the PC Internet, the early stage of the mobile Internet, the new network ecology brought new security problems. The anti-fraud track has just been opened, and Tang Huijun and Shumei have become the pioneers of the anti-fraud track.
So why is there no other company doing anti-fraud at this time? For example, security companies.
At that time, security companies paid more attention to traditional network security, such as hacker attacks, vulnerabilities, etc., and paid little attention to business security.
In Tang Huijun's view, this is an opportunity.
Anti-fraud and security look similar, but they are not.
Tang Huijun said: "In the early days, we also took anti-fraud as a business security track, but now we think it is an anti-fraud track, because this track solves different levels of business problems, the product form is rarely a security company, and the product form of the anti-fraud business relies more on AI and big data drive, rather than security research and development capabilities." ”
It is not too late to say that in 2015, the entire Chinese Internet entered the era of subsidies, and Internet companies were involved in large-scale burning subsidies and rapidly gained user growth. Such vicious competition is the excellent soil for breeding the black industry, and it also gives the opportunity for these anti-black orphans and brave people in Shumei.
Didi and kuaidi's burning war, both sides burned more than 100 million yuan a day, once there was a situation where taxis were cheaper than buses, so online car drivers began to use virtual orders to steal wool, a 10-minute drive of the list, the use of plug-in platforms is stunned to be able to open 500 kilometers of data, this kind of brush single to make huge profits examples emerge in an endless stream.
There are also people who use loopholes in the platform system to commit fraud, such as "virtual passengers" refusing to pay after placing an order on the navigation app to "take the car", tricking the online ride-hailing company into paying in advance.
In terms of e-commerce platforms, at that time, the black industry was flourishing, such as "Apple mobile phone nine pieces of nine packages of mail", "purchase of goods cashback subsidies", "new users enjoy full discounts for the first order", "recommend new users to receive rewards at random", etc., which also stimulated black industry practitioners to join this subsidy carnival.
For example, some people began to be opportunistic, using virtual numbers to register fake new users in batches, and fraudulently swindling coupons and promotion bonuses for e-commerce platforms.
Tang Huijun clearly remembers that at that time, 90% of the accounts of the users of a new App were fake accounts controlled by black production, and he did not dare to believe it at first, thinking that there was a problem with his verification model, until repeated verification, the fact of the fake account was confirmed.
In the era of subsidies, anti-theft brushes, anti-wool parties, and anti-fraud have become just needed. In Tang Huijun's view, new problems and needs will inevitably bring new industries.
Therefore, the O2O industry was framed, and the initial direction of Digital Beauty Technology was also determined.
At the end of 2015, Shumei Technology, which was less than 10 people at the time, determined the future business direction at a small meeting - to provide online business risk control for O2O companies. Tang Huijun brought everyone together, including CTO Liang Kun, chief architect Chen Jian and others, while other core team members were from well-known Internet companies such as BAT, 360 and Xiaomi.
Tang Huijun said, "The direction is coming." ”
Q: "What business do you do?" ”
A: "Online business risk control!" ”
Hammer it out.
Since then, Tang Huijun has officially stepped into the SaaS service field of online business risk control with Shumei.
Today, seven years later, there are more than 5 million black industry employees in China, and the number of employees of Shumei Technology has reached 500, and it has become a rare quasi-unicorn company in the field of digital risk control in China.
Interestingly, at the beginning, after Tang Huijun just entered the risk control track, there was a "good thing" at the door. In early 2016, a 2 million privatization project at the bank approached Tang Huijun, but he refused.
The banker asked, "Why don't you make money?" ”
Tang Huijun said: "This project is not in line with our future goals. ”
2 million is not a small order, but for the newly established Digital Beauty Technology, privatized custom projects are not the best living soil. The essence of the bank is the financial system, the product and strategy requirements are very strict, and the product launch cycle is more than two years on average, which is not conducive to the rapid growth of the company.
Tang Huijun said to Lei Feng.com: "Although I am reluctant to do so, as long as I think clearly about what goal I want to get in the end, I can give up my immediate interests." ”
To pick customers, the premise is that they are hard, and at the same time, they have to wait for the wind to rise, plan and then move.
3
Call rate and content risk control
For ToB companies, where customers come from is a big question.
Like many tech-trained founders, Tang chooses to let professional people do professional things — to put the partner in charge of sales in charge of customer affairs.
But "going it separately" in sales and business is not a good thing, especially for small companies in the early days of entrepreneurship. Understand sales, but also understand the business, in order to really impress customers.
"So I went to learn on my own, I was an engineer, I went to learn sales, to meet customers. Our current sales leaders and several core backbones have grown up from small sales, and I take them to make orders together. ”
At that time, there were not so many people who started businesses in the SaaS field, there was no ready-made sales methodology to use directly, only they learned while leading people.
In the process, Tang Huijun gained an in-depth understanding of the industry and customers. The essence of O2O is actually the digital transformation process of enterprises. Many businesses are migrating from offline to online. In this process, there are many risks in the new, retention and transaction links of enterprises.
Finally, in the field of O2O, with account risk prevention as a weapon, Shumei has developed a SaaS sales path suitable for itself.
With the emergence of account risk problems, content risk has also become a sharp sword hindering the healthy development of Internet companies.
As mentioned earlier, many O2O customers have account risks, and in the end, the loss is the interests of the company, so the need for anti-fraud will also arise.
The hot live broadcast industry after 2015 not only has account risks, but also content risks.
Tang Huijun ate this thoroughly, and could hit the pain points of customers every time, and at the same time, Shumei also determined to provide online risk control products and services to live broadcasting companies in the form of cloud services.
At this time, it coincided with the "Thousand Broadcast Wars", and some data showed that "more than 90% of the live broadcasting platforms in the Chinese market are customers of Shumei." ”
The matter of wool is very common on e-commerce platforms, and it is not uncommon in the live broadcast industry. For example, these so-called "gold diggers" are black products that get shares through trading accounts and gifts, collude with anchors, get free gifts, and then empty gloves white wolves, and wool on the platform. For example, live broadcasting platforms often have pornography, violent terrorism, advertising, water posts and other spam content, but also there are abnormal behaviors such as cheating in marketing activities, brushing popularity, brushing lists, brushing levels, and credential stuffing. Digital Beauty Technology uses AI to identify risk elements, raise the threshold of operation, and thus protect the normal operation order.
However, ToB's business is always different from ToC's playing style, and it cannot be solved for free.
In the anti-fraud blue ocean market of that year, many customers were robbed. In 2015, Tang Huijun and his colleagues went to run a music live broadcast customer, the two people went straight to the customer's Guangzhou base as soon as they got off the plane, did not expect to pounce, did not see the key decision-makers, and the two returned to Shenzhen in the afternoon. Not long after returning to Shenzhen, there was a call to tell the key decision-makers to return, they immediately left from Shenzhen back to Guangzhou, and the price of the product was set on the spot smoothly.
In fact, at that time, there were other platforms such as Tongdun that competed with Shumei, and one of the opponents promised the attractive conditions of free life at that time. But the person in charge of the live broadcasting platform said: "The main thing is the effect and quality. ”
In 2019, the growth trend of online education is obvious, Andumei thought that business risk control may also have opportunities in the field of online education, so it tried to knock it out, and later, the unicorns of online education basically became customers of Shumei. There is even a legend in the jianghu that if AVC wants to investigate the online education industry, it will knock on the door of the United States.
"Before the double reduction, the companies familiar with online education were all customers of Digital Beauty. Several vocational education platforms are still our customers," Tang said. Digital Beauty mainly charges according to the amount of calls, and the number of users is large and the demand is large, so the number of calls and charges will increase accordingly.
Shumei wins customers not by much sales skills, but by products and services. "Whether it's account risk or content risk, it's directly related to the customer's business, so the customer is naturally interested." The effect of dealing with black and gray production is known at a glance. ”
Risk control business is an effect-based product, for the effect-type product, the customer in the selection decision-making process of the most concerned point is the quasi-call rate, first: recall rate; second, accuracy rate, that is, the account after the model identification accuracy and recall rate, the better the indicators The more competitive the product will be. However, the two indicators are mutually exclusive and it is difficult to improve synchronously. This is a more challenging thing.
4
Opportunities for the new decade ahead
If 2015 is a node in the general direction of Digital Beauty Technology, then 2020 is a "milestone" turning point of Digital United States Technology.
Before 2020, Sumei Technology only serves Internet companies.
This is easy to understand, for the number of American technology, the initial stage of entrepreneurship resources are limited, can only concentrate on doing big things, in the Field of Internet to do deeper and stronger. This is Shumei's playing strategy.
After 2020, Digital Beauty will mainly invest in some relatively traditional industries, such as banking, new retail and other industries with greater digital transformation needs. This is because the market share in the Internet industry is basically full; in industries such as banking and new retail, digital transformation is slower, so there is an opportunity to expand into these industries.
The risks brought about by the digital transformation needs of traditional industries represented by banks are increasing, and Tang Huijun has seen this. The main scenario that Digital Beauty enters is the process and transaction risk problems in the digital business of banks, such as mobile banking is a typical scenario.
As early as 2015, Sumei won the first benchmark customer in the financial industry, CITIC Bank, and later CCB, PICC, UnionPay, Ping An, And China Merchants Bank also became their customers.
In addition to finance, another big track that Shumei is doing is new retail. The increasingly hot new retail also has great demand for digitalization and anti-black production.
Tang Huijun said: "New retail to build their own private domain traffic, risk control this step is indispensable. ”
The model of switching from offline to online is somewhat similar to the O2O of that year. From registration to login, search, order, payment, logistics, and receipt, every process link is a risk control point.
So far, Shumei has also done the business of Dingdong buying vegetables and getting things.
In the future, another market that Tang Huijun wants to win is the overseas market.
Going to sea is a big market, Chinese enterprises have entered an accelerated climbing period for the whole sea, from the earliest clothing, toys, home appliances and other traditional foreign trade resources to go to sea, to the Internet as the position of tools, games, e-commerce, content social sea, after the Chinese Internet hard work and fight entrepreneurs, began to carry out a new traffic, scale, mode battle overseas.
The form of overseas business is more severe, compliance risks, content risks, etc., and the opportunity for digital risk control companies such as Shumei has come.
Here you can give an example of Howe Technology has grown with its customers.
In 2019, Lychee found Shumei Technology, Lychee mainly focuses on audio content risk control, supplemented by account risk.
In July of this year, Litchi launched the global sound social product TIYA, which achieved 20 million downloads overseas in just one year, and then set up a global headquarters in Singapore in 2020, and began to localize the overseas business construction and operation.
When lychee is listed, it is also going to sea as a new growth point for lychee.
Correspondingly, Shumei also made an attempt to go to sea along with Lychee, and was successful.
At present, Sumei has realized the globalization of AI SaaS multi-cluster deployment, covering more than ten countries and regions such as Chinese mainland, Japan, Europe, North America, the Middle East, and Southeast Asia, with an average daily control service of more than 3 billion times.
"The current entrepreneurial era is much better than the entrepreneurial environment of the older generation, and as far as the overseas environment is concerned, now whether it is ideology or national brand, we have gradually formed our own advantages overseas," Tang Huijun said.
5
Count beauty self-upgrading
Shumei not only has to follow the digital upgrading of traditional Chinese enterprises, but also follows Chinese Internet companies to conquer the Chinese market, at the same time, Shumei has also begun to upgrade itself.
Tang Huijun frankly said that the first reason why Digital Beauty can win a leadership position in the field of digital risk control today is because it and the team are very firm about the development prospects of the online business risk control field; the second is because the effect-based products have high requirements on technical capabilities, some companies do not have this ability, other companies may iterate once a week, and The number of united states is iteratively updated in the dimension of heaven, so the effect is more obvious.
The industry is innovating, sailing against the current, and if it does not advance, it will retreat.
However, Tang Huijun also admitted that among the many challenges and problems encountered by The United States, the most important problem is the challenge of organizational ability.
Tang Huijun said: "The three stages of a technology-based entrepreneur must first understand technology, followed by business and products, and the last stage is organizational management. ”
Tang Huijun divided the organizational construction of Shumei into two stages, and the most important thing done in the first stage was to do the systematic sorting out of the process and business.
Tang Huijun believes that in fact, every company is similar, just three sets of systems:
The first is how to sell products, that is, the GTM (Go To Marketing) system, that is, the market development system;
The second is the customer success system (CSM), how to serve customers after selling products to customers, and continue to create value for customers;
The third is the product development system (IPD), the construction of the product development system refers to how to ensure in your system which is high priority, which is low priority, which is the general requirements, which are not general requirements, which are customized, which are competitive for the future of the product and so on.
Tang Huijun's ideal is to implement the three sets of process systems of market development, customer success and product development to the platform tools, and then form a closed loop through the final data. This is also the reason why Shumei can react faster and more agile than its opponents.
In order to ensure the implementation of the system and process, Tang Huijun put a lot of time into the internal organizational management improvement, especially in the internal communication.
Shumei now has to hold a communication meeting for all employees once a month, so that everyone knows what the company is doing and what the boss is thinking. Let colleagues keep abreast of the company's general direction. Every week, one-on-one communication with colleagues is specially arranged, in addition, there is also departmental communication, subordinates ask questions, need support and help, communication, every two months to do.
Tang is also learning from Silicon Valley companies, such as regularly sending open letters to employees. Tang Huijun believes that any conflict and contradiction at the communication level stems from the inconsistency of cognition at the bottom. Rachi cognition can avoid cumbersome and inefficient management.
Tang Huijun is well versed in the management principles of leading by example, from 2015 to the present, seven years almost uninterrupted, almost every day is the company's last person to go, he also insists on running five kilometers a day, seven years without interruption, for this reason also established a twenty-five or six people "New Era Progressive Youth Running Group", taking the lead in "rolling".
In his view, advocating sports is to make people have physical strength, mental strength, vitality, and perseverance. Tang Huijun likes sports, he often said: "Entrepreneurship is a contest of brainpower, intelligence, physical strength and mental strength." ”
"As a founder, you should never underestimate your role in building your organization, and don't overestimate your role in the business."
This sentence was what Li wanted to say, and Tang Huijun deeply believed it.
As a founder with a technical background, Tang Huijun has a slight social fear, but on the other hand, he is an innovator who likes to toss and continue to make progress.
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The following is the interview transcript of Leifeng Network and Tang Huijun's dialogue, which has ideas about personal experience, entrepreneurship, advice for young people, etc. Leifeng Network has made a selection and collation without changing the original intention:
Leifeng Network: Technology entrepreneurs come out to do companies, often face the choice of management or technology, some technology entrepreneurs choose to retreat to be CTO. What do you think about that?
Tang Huijun: SAAS is a brand new model, everyone is thinking about how the market should be developed? How to innovate? So definitely to try and make mistakes, will not go to learn, any startup stepping on the pit is also essential, and finally look at the speed of your climbing pit.
Take sales, traditional sales may generally be older and more experienced, but the thinking will also be more fixed, the acceptance of new things is low, and you have to abandon your past things. On the contrary, in the field of innovation, experience will become a burden, and experience will become not an advantage. The SaaS startup field is also the same, so I made a way out of my own way, so I also brought my own sales.
Leifeng Network: When did you realize that understanding business is more important than understanding technology?
Tang Huijun: Theoretically speaking, the core is two things, one is the goal and the other is the path. The upper level of any goal is a higher level of goal. Technology versus your business, technology must be the path. The customer doesn't choose you because your technology has a global No.1, it must be because your product solves his problem. So, to separate the path and the goal, this was realized when I started my business.
Leifeng Network: What is the most important thing about entrepreneurship? Do you have your own set of management methodologies?
Tang Huijun: Direction is very important, and finding the direction is an extremely painful thing. Before starting the company, I spent about four months figuring out what to do. Direction is a very fatal thing, once the choice is wrong, the harder I try, the farther the wrong is, so I would rather spend a few months thinking about the direction, rather than thinking about the direction in the company and then coming out, I have to see, to talk, to feel, to choose the direction.
Entrepreneurship is an amplifier of one's shortcomings. At this time, it is necessary to learn and grow quickly, on the one hand, to chat with the big guys in the industry, on the other hand, to read books and ponder, so as to enhance cognition.
Leifeng Network: What are the management experiences?
Tang Huijun: In terms of management, consensus is very important. Because only when there is cognitive consensus can there be common action, leading to common goals and results. So I set a V4 principle: personal vision, company vision, team vision, industry vision. Before everyone does a job, they have to look at things from a higher perspective, so that they can form a company and employees can understand what we are doing.
Leifeng Network: Then when we encounter differences, how can we form a consensus?
Tang Huijun: The "four stages of encountering problems" in Shumeili are: enumerating problems; analyzing the causes; solving; and taking actions to get results.
In practical work, everyone will observe and find that a large number of people are a list of questions in the first stage, so they immediately ask what to do? They don't have the second stage, which is "analyzing the causes." Therefore, many people can't do a lot of things, because they ignore the intermediate stage, the problem is not understood, and what to do with this problem? You disagree with him and he thinks you're denying him.
We communicate according to these four stages of principle, what is your problem, he can say it, and then ask you what the reason is, he will say it does not seem to be very clear. Your communication will slowly become consistent, and after the cognition is consistent, it will be efficient.
Leifeng Network: Why do you want to give yourself a plan to read at least 10 pages a day and one book a month?
Tang Huijun: "I agree with Zhang Yiming's sentence - as a CEO, your understanding of many things represents your competitiveness in this matter. "Entrepreneurship is an amplifier of one's shortcomings, so learn and grow quickly. To make decisions, you have no cognitive support, chaotic decisions, and the probability of failure is relatively high.
Leifeng Network: What methodology do you have to share about reading?
Tang Huijun: I summarized a "reading quadrilogy" formula:
First: link cognition, what to see should be linked to the original cognition;
Second: change cognition, modify or conflict with cognition;
Third: change the action, the unity of knowledge and action;
Fourth: change the result, all of the above will produce results;
Leifeng Network: What kind of person do you think you are?
Tang Huijun: I am a typical science and engineering man, relatively introverted. I prefer to toss new things and do something challenging.
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