Spike Dialogue: Sybase is not easy to shoot like a farmer
In the software industry, Feng Xingjun is a legendary figure, and his story is widely circulated in the circle. In 1989, Feng Xingjun has created Oracle China with HK $ 100,000, which was the first software company from China at that time. When Sybase just entered China, the Oracle led by Feng Xingjun was very miserable. Feng Xingjun did not think of it. After a few years, he would have left Oracle, and he did not think that it would be the general manager of Sybase China, and it was confront with Oracle. If this year, the thing is still a hard injury in his heart; then, he finally can raise your eyebrows today. From May 2000, it has been in the past two years, and Feng Xingjun has grinding a good sword - he will go to the second glory with the "出 鞘" Sybase. Time: October 25, 2002: Beijing China Hotel Fitness: Sybase Software (China) Co., Ltd. Feng Xingjun has been in the past two years, Feng Xingjun has a series of big-knife reforms in Sybase, and Sybase also begins. The second brilliant in the Chinese market. Lushan: Oracle China is created by you and is the current largest competitor of Sybase. So, from your point of view, what is the biggest difference between Sybase and Oracle? Feng Xingjun: The culture of these two companies is completely different. For a better than the side, Oracle is like a businessman, the strategy is more flexible, and it will continue to throw some new ideas to test the market's reaction. If the reaction is very good, it will immediately conduct a second step. From this point of view, Sybase seems to be a farmer, must be all ready to take it out. Sybase is a conservative company. Don't look at Sybase is not big, stocks are stable, mainly because our business is very stable. In addition, Sybase is a company with no liabilities, and his cash in the bank is also very sufficient. As a conservative company, when Sybase clasped a strategic direction, the practice would be very solid, very planned. Lushan: How do you think about the competition between Sybase and Oracle? Feng Xingjun: Of course we can't say that it can exceed Oracle, from the global perspective, Oracle is ten times more than Sybase, but they are very nervous in China. We have been awakening two sleeping giants. Now Oracle and IBM are staring at us, I have heard that Oracle's sales will speculate on which single child in Oracle will compete with Sybase. But now we have become a climate in China, and they are not a good way to take us now. We will be a long-term struggle. From a long-term perspective, the product development strategy of our two companies is different, and now they have begun to come separately on the two roads. However, Oracle is now more and more in ERP, and our product development is the enterprise infrastructure software. Now, everyone is also doing the database, this is the only common point, and the two companies will be more and more different. Lu Mountain: What changes have you brought to Sybase China for two years? Feng Xingjun: There are of course a lot of changes. In fact, Sybase China has been doing well. The company's business foundation is also very good, but the company's management is not compact, so the situation is very confusing. Because mainly in direct sales, our salesperson will have a businessman who takes partners in order to take a single, the company has almost no friend.
After I came, I went to visit the partner, I often eat closed door, and even entered the door and was taken out. In these two years, my main job is to solidize the company's basis, and have to be friends. Ben years, we have begun to gradually change the proportion of our direct sales and channel sales. It turns out that we are from 7: 3, my goal is 3: 7. Now, our friends are getting more and more, the market status is getting more and more secure. Feng Xingjun believes that software companies that provide infrastructure like Sybase must rely on partners' support to succeed, so everything is to be carried out in the purpose of maintaining partners. Lu Mountain: Under your leadership, Sybase has become more and more important to our relationship with our partners. From our point of view, Sybase is hoping to create a new software industry chain by providing an open architectural platform software. How is SYBASE to know this problem? What is the original intention of this strategy? Feng Xingjun: The biggest business principle of Sybase is this - never give up your partner. As a platform software supplier, we can certainly develop a lot of application software, but we can't do this because we must consider our partners' interests. If we engage in application software, you will inevitably compete with our partners, and this is conflicting with our fundamental interests. Our core products are platform software for building a corporate architecture, and we have the greatest development only for our partners to develop our software. So we must never harm their interests and combat their enthusiasm. Lu Mountain: But Sybase cannot only do database software, no matter what to say, you still have to develop new products on the basis of database software. How do you guarantee that you will never have conflicts between your partners? Feng Xingjun: Whether it is what products, we are basically semi-finished. We offer a standard model of steel, and we need to build a house or bridge. Under the infrastructure we provide, partners can further process according to their personal needs, and develop a variety of applications. Lu Mountain: The theme of this Sybase Asia-Pacific User Conference is "Collaboration". I think this "collaboration" is not just a collaboration in software technology. Is it also referring to synergies between Sybase and partners? Feng Xingjun: China has become more and more software big countries, and the Chinese market is also the fastest growing country in the world. We have a lot of partners have not entered the Chinese market. They are in a hurry to enter China, and they don't know anything, so I hope that we can use our Sybase as a bridge that enters the Chinese market. Therefore, in the past, our user conference is open in China. This time, it will move the Asian conference. For example, we have helped two Japanese partners in the Chinese market this year. This is over there. This time there are more than 50 Japanese partners come and listen to our conference. We have a good relationship with these partners. They come in and help our busy. Foreign software manufacturers have no foundation in China, so the first thing they enter China is to find partners; for domestic software vendors are also an opportunity. In general, we will actively introduce them to the domestic SI and ISVs, try to promote the relationship between them. Light is not enough, Feng Xingjun hopes to help industry users use Sybase products through various efforts. Lushan: How is Sybase China's current business development? Feng Xingjun: Sybase China is currently centrally concentrated in the database, data warehousing, mobile database, and vertical industries.
Sybase e-commerce products are well done in the United States, but our Chinese companies are more cautious in this product area. Because from our point of view, the current situation in the Chinese market has not matured to that stage, and there are not many real e-commerce applications. Lu Mountain: Sybase has strong competitiveness in the field of wireless mobile database technology, how do you see the development of this market? Feng Xingjun: Indeed, we have laid a strong foundation in this regard, our Anywhere Software accounted for 68% of the market share in the world's wireless database product field, which has been maintained for several years. The wireless era will come, we now look forward to the wireless era. If the wireless era is coming, we must develop the fastest growing company, because of the world, only Sybase is here. The product can be called a more mature technology. Luishan: The Chinese government puts forward the slogan of "Informatization and Industrialization". The current industry informationization has become the most dynamic field in the Chinese market. How is Sybase to face this huge opportunity? What specific plans do you have? Feng Xingjun: For us, industry users will always be the most important. In addition to telecommunications, financial resources, we are currently in the transportation industry. This year, we grow at government users a little bit slower last year, but it is still good, such as local taxes, national taxes, high laws are using our products. Developing industry user markets, not only provides them with good products, but also helps them use products, which has become one of our company now. Lu Mountain: In fact, industry users need more than some advanced technology, and the market is not lacking engineers in the market. China lacks the high-level talents who conduct business process restructuring and management information systems on the basis of technology. Feng Xingjun: Good, the problem is not big, the key is how to use it. So we will often pay for some foreign industry experts to come to the country. For example, we have just taken such a lecture for a securities company shortly, our approach is to invite many foreign securities experts to China. Please explain the advanced management experience of foreign securities industry. Fortunately, in Wall Street, securities companies are our customers, we can give them. Lu Mountain: Many traditional industry users are quietly starting to invest in the competition of the software industry, like Baosteel, Double Hui, FAW-Volkswagen and other companies have set up their own software companies. We think they will be a bonus of the Chinese software industry, what is Sybase working with them? Feng Xingjun: There are many. For example, Baosteel's treasure letter is our partner, they will bring us a lot of business every year, and we can also give them a lot of support in software development. Reporter: Talking, I have a few flams on the mouth of Feng Xingjun, and it is getting angry. When the reporter asked him: "If you want to be the NO.1 of the China Software Market, what is the work of Sybase?" Feng Xingjun suddenly opened his eyes: "When did I say this?" Cheng Shouzong next to the opening said "I said." Feng Xingjun looked at his boss and refers to the flames of his mouth, saying: "I have been forced to get angry." Cheng Shouzong looked at his mouth and did not move Sound color, the pair of expressions seems to be saying, not letting you fight for the world, NO.1 - that is my business. In fact, in the United States, Cheng Shouzong is also a legendary figure. Before Sybase, CFO John Ax, John Achat, who took him from the golf course, Cheng Shouzong has always helped IBM and Sybase competition in Siemens.
