After 100 billion of revenue, Alibaba cloud ecosystem has a new way to play

writing ： Yuting

After Alibaba cloud's annual revenue has exceeded 100 billion yuan , Many insiders are paying attention to the next step of this big cloud computing factory . Recently held 2022 Alibaba cloud Partner Conference , Alibaba cloud has revealed to the outside world important signals on cloud ecological construction .

“ Adhering to partner priority is Alibaba cloud's core attitude towards partners , Not one of them. .” At the meeting , Caiyinghua, Alibaba cloud intelligent global sales president, said , Alibaba cloud should abide by the border , Form a cooperation mode with partners with clear division of labor 、 Genuine equity system and long-term stable development policy .

According to the 2022 Data released by Alibaba cloud partners Conference , The business scale of Alibaba cloud partners in the past 4 Annual growth 7 times , achieve 185 One hundred million yuan , But in Alibaba cloud, it exceeds 1000 Billion in revenue , This revenue scale only accounts for about 1/4, Caiyinghua believes that this proportion is expected to exceed 3 become .

according to IDC Latest announcement , China's cloud computing market to 2025 It will reach 1 trillion yuan per year , There is still three times the growth space in the next few years .

IDC Liulihui, assistant research director of China, is accepting TO B The new force mentioned in its written interview , One of the important factors determining the pattern of the cloud market in the future is ecological agglomeration . Yundachang can gather enough product technology ecosystems （ Such as software developers 、SaaS Manufacturers, etc ）、 Industrial customer ecosystem （ Such as channel manufacturers 、 Group enterprises 、 Leading enterprises, etc ） And service delivery ecosystem （ Such as system integrator 、 Cloud management service providers ）.

In the past few decades , In the infrastructure , Regardless of the host 、 Storage manufacturer , Cooperation with third-party applications , They are often pinched together by customers . Such cooperation lacks long-term effectiveness and initiative . But the era of cloud has a characteristic , Make full use of the public cloud bridge to allow more partners to deploy applications on Alibaba cloud's public cloud , Do more tests 、 verification .

Build solutions with partners , It's not done overnight , For example, Alibaba cloud has made some attempts in government governance solutions , But now, after defining the boundary more clearly , Caiyinghua summarizes Alibaba cloud's internal experience ：“ Awe of customers , Awe of the industry , Awe of partners , Of one's own ability ’ trembling with fear , to be very careful ’. That's the only way , It is possible to find their relatively certain boundaries in uncertain needs .”

“ Must be technology and market two wheel drive , Endogenetic and epitaxial structures are highly synergistic .” Caiyinghua believes that Alibaba cloud continues to lead the domestic market , This must be done .

6 month 13 Alibaba cloud Summit on the th elaborated “Back to Basic” The strategy of , Do something, do not do something , Focus on core technologies .7 month 13 Partner Conference on the th , It is to further implement this strategy from a commercial perspective .

“ We have a principle , We will resolutely implement , Do something, do not do something , In other words, give half your life to your partner . In the future, our business brothers and sisters in China will mainly focus on our Feitian cloud platform 、 Data center 、AI Zhongtai and Alibaba cloud big data are based on the cloud's native middleware platform and nailing related product capabilities . In terms of specific segmentation scenario solutions , Need partners to supplement .” Vice president of Alibaba Group 、 Huanghaiqing, President of Alibaba cloud intelligent China, also made it clear .

01 Abstract scene , Respond to customer demand changes from resources to value

“ from IaaS To PaaS and SaaS： Cloud infrastructure （IaaS） After widespread use , Enterprises' demand for cloud computing focuses on IT Resources extend to tools 、 Platform and even application system , Pay more attention to the efficiency improvement and business innovation value that cloud computing can bring to enterprises .” Liulihui also told TO B New forces .

“ I'm not sure exactly what I want ( Product technology and solutions ), You don't know what you want to give me . But I have a macro goal , be called ’ Digital transformation ’, To improve operational efficiency , cost reduction , increase income .” Caiyinghua expressed his observation on the industry in an interview .

The present , The growth mode of cloud manufacturers has entered the digital stage from the promotion of Internet companies . The digital landing of thousands of industries is vague .

Regarding this , Alibaba cloud's strategy is ： Find scene “ greatest common divisor ”. Alibaba cloud provides general and basic platforms ; Partners develop upper level applications of scenarios according to customer needs . If there is no replicable solution with partners , Then don't do .

“ The scene is not refined , It will become highly customized ; For this scene , The bottom layer is the basic platform of the solution . Whether it's MES( manufacturing execution system ) Or dispatching system , Partners in different industries will be superimposed and grafted . But we must find the greatest common divisor , Form a common platform .” Caiyinghua believes .

“ This is to enable more customers to get the services of our valuable solutions , At the same time, it can also make both sides of the ecosystem exist for a long time and go on .” Vice president of Alibaba Group 、 Xu Shijun, general manager of Alibaba cloud intelligent digital government business department, explained .

Take the digital chemical plant established by Alibaba cloud and the ninth Institute of machinery as an example , Alibaba cloud's role is to provide cars 、 Iron and steel 、 cement 、 Solid waste 、 Solutions that can be used in semiconductor and other industries . Industry knowledge and upper level application ability are handed over to partners .

Ye Xiansheng, senior vice president of Dingjie Software Co., Ltd., described the cooperation boundary between them and Alibaba cloud ： Alibaba cloud is on a secure and controllable platform 、 big data AI To deal with 、 Expertise in digital twins ; Dingjie has thought about the solution of fitting and completing the complete depth , The advantage lies in how to merge the business through the business center , And how to plan the whole workshop . Only in IoT Partially integrate these capabilities , Only in this way can we have the opportunity to set up a digital chemical plant facing the future for the industry's leading customers . besides , Dingjie has a large number of small and medium-sized enterprises 、 Specialize in special new customers , It can be integrated with cloud nails .

“ After both sides really analyze their respective abilities , Deep integration , Instead of doing 1+1 Simple stack of , yes 1+1 Greater than 2 Is the proper way .” Ye Xiansheng believes .

02 Through endogenesis and extension , Optimize organizational production relations

“ In the process of cooperation , You certainly don't just want to cooperate with Alibaba cloud departments , It's about cooperating with Alibaba cloud as a whole . We also hope to cooperate with our partners in an all-round way from top to bottom , This is our proposed outer loop 、 The cause of internal circulation . This can mobilize the overall mechanism of our production and marketing services .” Vice president of Alibaba Group 、 Xushijun, general manager of Alibaba cloud intelligent digital government business department, pointed out this distinctive demand .

In the process of facing customers together , Alibaba cloud and ecology have indeed become a complex consortium , Ecology has even become the organizational extension of Alibaba cloud . Customers don't care about the internal relationship and distribution between Alibaba cloud and third-party manufacturers , What customers really care about is what value they can get ,“ It could be a product , It may also be sales and service .” Caiyinghua believes . Therefore , This year, Alibaba cloud will introduce third-party organizations , Investigate customer satisfaction and partner satisfaction , And assess the market share 、 Brand competitiveness and other indicators .

Alibaba cloud through its distribution partners 、 Integration partners 、 Consulting partners 、 Solution ISV partners 、 product ISV partners 、 Five tags such as service partner capabilities , Build an ecological team . In addition to head resources , Brand value shared by Alibaba cloud 、 Market equity , And the ability of enabling partners to precipitate Alibaba cloud . Focus on long-term value and long-term equity .

“ Let's adapt to our partners , Instead of letting our partners adapt to us .” Caiyinghua emphasized attitude .

Let partners see the upper limit of Alibaba cloud's product capabilities , The boundary and scope of service capacity . It will avoid more disputes in ecological cooperation .

Alibaba cloud China has 16 Branches , Each branch has special services and expansion BD personnel . Hybrid cloud business focuses more on the digital transformation of state-owned enterprises in the pan enterprise track 、 The transformation of listed companies and the transformation needs of the top 500 private companies . At the same time, increase investment in digital government .

But the road of transformation is certainly not easy .

Huang Haiqing, President of Alibaba cloud intelligent China, and the team made several requirements ：

First of all , The general manager of each branch is actually the one who serves and supports your partners 1 No. A . The general manager of each branch will drive every pan enterprise 、 Pan Internet and pan government leader Cooperate with the core backbone “ The war ”. But the general manager of the branch is 1 No. A .

second , China as a partner first implementation Department , In every branch BD Students and each leader Driven by , Hold regular meetings with local partners on a monthly basis . Mainly focus on the list of customers to expand together , Align these business opportunities to be jointly developed .

If we want to cooperate, there will be problems . No problem if you don't cooperate . Don't be afraid of problems , In proving how these problems can be solved together , Clarify the division of labor interface .

At the same time, I hope China will do a review every quarter , Summarize what problems we found this quarter .

Last , Put the cooperation mechanism , Prepare and plan a system .

“ The distribution ecosystem of public cloud should not only look at public cloud , Everyone has a lot of local customer relationships , You might as well take a step forward , Build a hybrid cloud to form resource sharing .” Huang Haiqing added .

03 Create a delivery standard for cloud technology

“ Alibaba cloud is working with partners to create the delivery standard of cloud technology .” Caiyinghua made it clear .

Currently in ISV and ISI level , The core technology at the bottom of Alibaba cloud appears as two pillars ：  One is called industrial intelligence , That is to say “OpenTrek”（ traffic 、 Government enterprise and manufacturing digitalization experience , Divided into digital twins 、 Simulation deduction 、 knowledge engineering 、 Decision optimization and collaborative computing ）. Another is antelope strategy （ Gather Alibaba cloud's data capabilities , Analyze the cloud 、 Marketing cloud 、 Production and marketing cloud 、 Customer service cloud 、 Developing the cloud ）.  Under these two platforms , It's a nail . Nailed API Development interface from last year 1300 Several have been added to 2400 Multiple .

The integration of cloud computing and nailing starts from the fact that cloud computing and nailing drive sales each other ,2020 In, there was a clear positioning change . Nail nail should become a PaaS base , With a third party （ consulting / programme 、 distribution / Service partner 、 product /SI） Solutions for the assembly industry .

Around technology , Alibaba cloud uses technology products to lay out the ecosystem . Computing tide solves security 、 Technical fairness of network access . The third party ISV By calculating tide SaaS Chemical or PaaS Service .

Alibaba cloud and Accenture jointly serve Xiamen Xiangyu （ Large supply chain enterprises ） when , What Alibaba cloud provides is the planning of the industrial platform from the perspective of Internet technology , In the construction stage , Alibaba cloud provides a platform 、 Base and related operation promotion .

In the construction of Suzhou smart city , The underlying technical capabilities of Alibaba cloud and Dharma Institute are integrated and utilized by partners . Alibaba cloud makes use of more than 2000 event databases necessary for urban management , Use the Dharma hall NLP, natural language processing , And artificial intelligence 100% The fusion of events , De duplication and distribution . This bottom layer is Alibaba cloud “ Number twin ” Solution , This is Alibaba cloud's new industrial intelligence “Open Trek” product line .

The whole ecological layout was also Alibaba cloud last month “Back to Basic” Extension of . Ali Yun in 6 month 13 Number , Released a new cloud computing architecture , Alibaba cloud Feitian operating system plus CIPU New architecture , Solve the problem of large amount of data 、 Delay and manage complex problems . Including the network 、 Deployment of common logic , So that the same software deployed on Alibaba cloud will have higher performance than that deployed on traditional servers . In terms of hybrid cloud, one cloud supports more Region. besides , And Feitian supports one cloud multi-core 、 And the dragon lizard operating system forms an open ecosystem . Self developed technology has become the distinguishing feature between Alibaba cloud and other clouds .

Wang Weihang, chairman of Beijing Huasheng Tiancheng Technology Co., Ltd., is a veteran of system integration , He works in 20 years . He expressed his feelings at the ecological Conference ：“ Customer 、 Alibaba cloud 、 In the system of partners , The highest cost is the boundary between the three . First , Externally, let industry customers understand Alibaba cloud's new strategic plan , Alibaba cloud and its partners are committed to establishing camps and boundaries . internal , There should also be a clear line between partners and Alibaba cloud . In this case, everyone's input 、 investment , Can be protected and reported , Based on Back to basic, Based on long-term doctrine .”

“ We should be responsible for the rules . Long term stable development strategy . Partners need to know the development direction of Alibaba cloud in advance , Only in this way can we have a long-term vision , Adjust the layout in advance , Otherwise, it is not practical .” Caiyinghua said .