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1、Competitive Tracking for QingCloud青云解决方案发展分析Executive summaryQingCloud business performanceQingcloud treats itself as an enterprise-level cloud solution provider, instead of merely a public cloud service provider, therefore putting increasing attention on hybrid cloud solution and private cloud solu

2、tion, though public cloud solution still serves as its absolutely dominant service pipeline (88% revenue contribution in 2015 by estimation)QingCloud partner strategyQingCloud didnt establish its partner system until early 2015 and hardly sees any partner-lead revenue till now15 Apps have been obser

3、ved to join QingCloud App Center, meanwhile, 20-30 solution partners started to cooperate with QingCloudQingCloud organizationQingCloud team has gone through rapid headcount expansion from 30+ HC in 2014 to 60+ HC in 2015, meanwhile succeeds in keeping its lean team (especially in operation and main

4、tenance) flattening orgnization structureQingCloud staffs workload is relatively heavy and have to multi-task, nevertheless, its tech-advantage (the highly automated platform) helps control team sizeQingCloud IDC/ infrastructureQingCloud currently has 4 IDCs and 8K servers in operations, much less t

5、han head-on competitors (yet higher utilization of hardware)QingCloud marketing strategyQingCloud successfully established “understand cloud tech deep” brand image with its marketing campaigns: hosting and attending tech-oriented talks & seminars, setting up founders “Tech Evangelist” image, without

6、 obvious targeting to specific verticals QingCloud tech advantageComprehensive virtual network service: QingCloud is able to offer users with complete control of 4 service pipeline, including IP addresses, routers, private network, and CNAME within private networkScheduling cloud resources by second

7、s: reduces the resource waste and allows more agility in cloud resource deploymentStrong auto-scaling capability: stretch and reduce 3 types of resource automatically, including server number, storage size and EIP bandwidth| 1On Azure, once we create an instance, azure would assign a public IP to th

8、e instanceWhile on QingCloud, public IP, EIP, is independent from an instanceThey used some SDN switchesUsers can schedule, create, destroy the resources by seconds, whatever type of resource users use. On azure, it would take minutesThey used KVM rather than Xen as their hypervisor softwareAzure al

9、so provide auto-scaling service, and integrates it into instance service. While QingCloud could increase or reduce 3 types of resources, the amount of load balancers end-point, the bandwidth of EIP and the storage size of relational databaseEmerging public cloud service providers 2014 business perfo

10、rmance overviewTotal revenueRevenuechannel63 Mn RMBPublic cloud revenue60 Mn RMBStaff #Offline salesOnline sales80%20%Server #Marketing expense102 Mn RMB93 Mn RMBOnline sales88%12%Offline salesPublic cloud paid users4,0005,00030-404,000-5,0001.2 Mn RMB17,0003.3 Mn RMBPartner #(2015*)App developer (1

11、5)Solution partner (20-30)Incubator partner (50-60)App developer (11)Solution partner (20-30)* QingCloud & Ucloud havent started to recruit their partners until late 2014, therefore current partner number is presented here as reference200-250| 2Business overview, core capability and partnershipICont

12、entsMarketing strategy and activitiesIIProducts, services and pricingIIIComparison and other informationIV| 4 QingCloud aggressively expands business boundary and sees revenue boomingMn RMB, 2013-15E1492015E7%20146%4%95%94%20132%6395%88%Server hostingPrivate cloudHybrid cloudPublic cloudHybrid cloud

13、Server hostingPrivate cloudPublic cloudQingCloud currently owns 700 hosted servers, sitting in public cloud IDCs physically isolated modulesUsers are also allowed to connect their devices, such as access gateway, front server, etc., to the host serversQingCloud allows private fiber link between the

14、customers on-premises network and QingClouds data centerCustomers are allowed to choose their own carriers, yet one-stop solution will be offered if they dont have oneQingCloud put increasing focus on private cloud businessQingCloud has helped to setup private cloud applications within datacenters o

15、f customers, including CMB, BOC, CSTC, Gopha Group, Guangdong Guangxin, Shanghai AnchNetQingClouds public cloud service provides IaaS and general PaaS (QingClouds dubbed “half PaaS”), with no intention to target at specific industryPublic cloud service would take less revenue share in futureQingClou

16、d currently will have 4 service lines with expected revenue of 149 Mn RMB in 2015, and private clouds launch will be an important momentum besides public clouds growthCAGR2013-15E318%246%/303%QingCloud public cloud service revenue has boostedMn RMB, 2013-15E2013+303%2015E20142014 QingCloud public cl

17、oud revenue segmentationCustomer verticalProduct typeChannel type20%Others35%3rd-party PaaS20%Mobile AppInternet finance10%15%GameOffline sales20%80%Online salesQingCloud public cloud service user # has been rapidly growingK, 2013-15E20142013+183%2015EComputing, storage, and database are most freque

18、ntly used servicesUsage scenarios include web hosting, apps dev and testing, system operation, firewall, backup & storage, etc.Unlike other public cloud service providers, QingCloud wasnt born with specific industry connections, therefore sees no particular vertical focusQingClouds tech advantage at

19、tracts customers whose service needs high stability, quick response, etc.QingCloud offline BD team reach out to customers through personal connections, offline activities and online leads follow-upQingClouds public cloud service has achieved 60 Mn RMB revenue in 2014 with no specific vertical focus,

20、 and is projected to reach 130 Mn RMB in 2015| 5Top 500-400020%Top 100-50035%Top 5030%15%Top 50-100Database5%Others20%Instance45%30%StorageCustomer typeQingCloud has 4K paid users among 22,000 registered usersAmong 4K paid users, top 500 users (ranked by deal size) contribute 80% of total revenue, w

21、ith an average annual contribution of 50K RMB| 6 CMB new generation DevOps platformQingCloud helped BOA HQ Data Center to upgrade its IT platform to cloud-architecture, ensuring its business sustainability, safety, short update cycle and high utilization/efficiencyQingCloud provides a comprehensive

22、cloud solution, including cloud infrastructure, SDN, distributed storage system and virtualization network, etc.QingCloud cooperated with CMB Shenzhen Data Center to finish this project, which currently just serves as testing platform without any business running on itQingCloud helped CMB to complet

23、e its new generation DevOps platform, which not only includes server virtualization, but also sets up virtual devices like SDN, LB, router, as well as PaaS service like RDS, cache, big data platform, etc.Deal size is 2-3 Mn RMB, and Phase II would probably kick off next year with expected deal size

24、of several hundred Mn RMBBOC IT platformCSTC cloud platformCSTC cloud platform, set up by QingCloud, is Chinas 1st cloud tech-based 3rd-party platform which provides online system testing/ evaluation serviceClient-owned devicesDevice virtualizationSDN/ NSFQingCloud private cloud solutionDistributed

25、storageOther productsAuto resource mgmt. platformThe adoption of QingCloud private cloud solution in bank and government demonstrates traditional industries recognition of QingClouds virtualization and cloud platform maintenance capability| 7 App developerSolution partnerR&RCategories QingClouds par

26、tner strategy overview Software and App developerDevelop software and solutions that integrated in QingCloud console, in the form of SaaS/ PaaSServices such as server monitoring, security and log mgmt., etc.QingCloud didnt start to establish its partner system until early 2015, therefore the revenue

27、 that partners bring to QingCloud is quite limitedQingCloud released QingCloud AppCenter in 5/2014, aiming at recruiting ISVs to integrate professional 3rd-party cloud service capability into QingCloud platform to enrich funcitonsThe cooperation between QingCloud and famous ISVs, such as Oracle, etc

28、., is under negotiation and could be expected in near futureQingClouds channel partner system is currently at initial stage without fully mature cooperation models/ incentivesQingCloud AppCenter is an open platform, currently seeing 15 Apps with 3 categories of services provided:Setting up its SaaS

29、interface on QingCloud consoleRedirect QingCloud users to Apps own platform, taking QingCloud as traffic portal, such as NewdefendDeploy its SaaS on QingCloud users servers, also taking QingCloud as traffic portal, such as SafedogIT service providerHelp customers design, architect, migrate, and buil

30、d new applications on QingCloudHelp QingCloud to penetrate into certain industriesQingCloud starts to recruit channel partners with high quality pipelines in 2015SIs (15-20) with industry focus or wide client connectionsIDCs (10-15): mid/small-size IDCs with ability to recruit local enterprisesQingC

31、louds nascent partner system currently has limited number of partnersQingCloud has a flattened organization structure and a small scale of staffs| 8 QingCloudco-foundersMarketingSalesR&D & Tech supportSolution architectHR, Finance & AdminHeadcount301020103R&D & Tech Support30+ engineers are responsi

32、ble for both R&D and technical supportR&D engineers are double staffed as R&D and technical supportDedicated engineer groups continuously follow up specific modules development respectivelyEvery 3 engineers would work as a technical support team per day to directly talk with customers and tackle the

33、ir problemsQingCloud is free from operation and maintenance engineers (30 HC at least) due to its highly automated platform, monitoring and maintaining its infrastructure 24/7Sales & MarketingQingCloud has separate marketing, sales and solution architect teamsMarketing department is responsible for

34、online/ offline promotion and PR eventsSales department currently sees 20 sales (5-10 sales in 2014), majorly targeting at enterprise customersSolution architect team is in charge of both pre-sale architecture plan and aftersales technical support for enterprise customers, generally working with sal

35、es teamOverviewQingCloud has a flat organization structure without dedicated PMs or heavy mid-level mgmt. teamsQingCloud enjoys engineering culture, where even its 3 co-founders regularly conduct hands-on coding work besides mgmt.QingClouds architect, sales and tech team started rapid expansion sinc

36、e late 2014 (from 30+ HC in 2014 to 60+ HC in 2015) due to offline client growth and private cloud business emergingQingCloud organization structure 2015.7Total: 60+ staffsQingCloud has 4 domestic IDCs ready and 1 under construction with global expansion plans as well DescriptionQingCloud generally

37、sets up its data center in high-quality IDCs with BGP line, Uptime Institute Tier 4 authorization, etc.QingCloud would establish the 3rd IDC in Beijing in 2015, forming ring network with the current 2 IDCs, greatly improving QingClouds disaster recovery capabilityQingCloud server number has gone thr

38、ough rapid growthQingCloud public cloud IDC deploymentPlanned new IDCIDC in operationBeijingCurrently 2 IDCs are in operationOpen in 3/2013 and 9/2014 respectivelySettled in China Unicom Lugu Data Center with Uptime Institute Tier 4 AuthorizationHongKongCurrently 1 IDCs in operationOpen in 10/2014Se

39、ttled in PCCW Powerbse MCX10 Data Center with Uptime Institute Tier 4 AuthorizationGuangdongCurrently 1 IDCs in operationOpen in 4/2014Settled in Efly Netowork China Telecom Zhongshan Data CenterBeijing1 more IDC in preparationExpected open in 2015QingCloud overseas IDC would launchExpected open in

40、2016California, U.S.3K2015E20142013+300%QingCloud server #1K1-2K| 9 | 10 Public cloud ordinary aftersales servicePrivate cloud additional aftersales serviceTicket systemTask force systemOn-site support systemCustomer requestHotlineOnline ticket system3- R&D engineer squad on rotation(5 hr/ person/ d

41、ay)Sales teamSolution teamProblem solvedDirect submitTech requestSimple requestBiz requestThe on-duty 3-engineer team solves 300 tickets per day90% requests are routine product problems which dont require much timeQingCloud provides additional charged service to customers complicated requests, like

42、Dev environment debug/ optimization, etc.Customers directly contact solution architect, who builds up a dedicated task force team correspondinglyOn-site support team responds to private cloud customers requests such as design, architect, migration, deployment, etc.Compared with task force team, on-s

43、ite team deals with relatively routine requestsCustomer requestSolution teamR&D engineer teamProblem solvedTask force teamContinuous responseSolution team (sales)Operation team (architect)On-site support teamCustomers data centerProblem solvedDispatched on customer site QingCloud provides free after

44、sales service to public cloud customers with ticket system, and send dedicated service team in response to private cloud customers requestsBusiness overview, core capability and partnershipIContentsMarketing strategy and activitiesIIProducts, services and pricingIIIComparison and other informationIV

45、QingCloud started to host various marketing activities since 2015 to enhance brand awareness| 12 QingCloud opened Weibo and Wechat public account to release articles/ activity info. regularlyAlmost daily update201320142015QingClouds co-founders actively gave speeches in prestigious public cloud conf

46、erences/ summits10-15 times per year QingCloud actively attended various public cloud conference to set up booth3-4 times per yearQingcloud conducts cloud computing resource exchange with online/ offline marketing service, e.g., QingCloud exchanges public cloud computing resource with 36Krs ad resou

47、rce10 times per year QingCloud has intensively launches offline seminars since 10/2014, focusing on tech education and sharing10 times per yearQingClouds early stage marketing primarily relies on individual speech with limited influence and coverage QingCloud started to intensively launch seminars t

48、o enhance brand awarenessKey takeawaysQingCloud didnt start intensive marketing investment until 2015, the alleged “The Year of Commercialization” by its CEO, before when QingCloud put most attention on tech improvement instead of promotionQingCloud successfully established “understand cloud tech de

49、ep brand image during their tech-oriented talks & seminars among Internet/ IT companiesQingCloud would expect more marketing activities with its business boundary expanding17%8%20%3.01.220130.510%50%50%201420%50%2015E7%27%8%33%Online SNS marketingInvited speech & interviewBoothAd resource exchangeOf

50、fline seminar & user conferenceQingCloud marketing expenseMn RMBOthersseminarBoothPR2014. 10Founders frequent exposure on tech forums/ conferences successfully establishes QingClouds professional brand image, meanwhile sets up several “Technology Evangelists”| 13 YunSong (Richard) Huang, QingCloud c

51、o-founder & CEOQuan (Reno) Gan, QingCloud co-founder, R&D VPYuan (Spencer) Lin, QingCloud co-founder & architectHong Zhong, QingCloud VPSpeech & interviewSpeech & interviewFrequent speeches and exposure on prestigious tech conferences & developer forumsOverarching cloud tech-perspective speeches on

52、industry-focused conferencesTopic focusSpeech & interviewSpeech & interviewHighly professional QingCloud product introduction on tech conferences Increasing interview frequency on famous tech forums and websitesTopic focus:Topic focus:Topic focus:2013 early 2014: mostly focusing on cloud tech unders

53、tanding, startup motivation, etc.Late 2014 2015: gradually transferring to cloud market predication, QingCloud competitive advantage, etc.As QingClouds chief tech leader, Quan Gans speeches primarily focuses on public cloud techs implementation and application across various traditional industries,

54、etc.As QingClouds API-level R&D leader, Yuan Lins speeches generally provide massive tech details on PaaS products at granularity levelMostly focuses on QingClouds business strategy, including market understanding, product pricing, etc.Increasing frequency and investment on seminars have been observ

55、ed to educate the market| 14 QingCloud offline seminar scheduleDateEventsAttendee #Location2014.11.22青云QingCloud实践课堂深圳站80-1003W Caf2015.01.17青云QingCloud实践课堂上海站150Shanghai Science Conference Center2015.01.24青云QingCloud实践课堂广州站100Innovation Caf 2015.03.21青云QingCloud实践课堂成都站50Aitang Caf2015.04.11青云QingCl

56、oud实践课堂杭州站50Louyouhui Caf2015.05.09青云QingCloud实践课堂北京站 暨 QingCloud AppCenter发布会100-150Advance Art Conference Center2015.05.30“平凡世界,自由之行”沙龙50Cheku Caf50MarketingTotalRental&food/drinkSeminar budget allocationK RMB%70%30%QingCloud seminar expenseK RMB, 2014-2015+100%2014 2nd half2014 1st half2015 1st h

57、alfQingCloud offline seminar value propositionQingCloud didnt start to intensively launch offline seminar until 2015, indicating QingClouds increasingly focus on marketing events and awareness of precise market educationCompared with other competitors (e.g., AliCloud, AWS), QingClouds seminar displa

58、ys 2 obvious features:Technology-heavy with in-depth detail discussion, targeting at engineers, architectures and developersGeneral tech sharing without specific industry focusQingCloud seminar reaches out to audience with the help of entrepreneurial caf and event websitesCharacteristicsResponsibili

59、tiesAgencies/ companies QingCloud usedStrong network connection among Internet companiesMost founders previously worked at Internet companiesClose relation with Angel investmentMany stakeholders are Angel investorsAlso act as start-up incubator and provide financing support to start-upsMost customer

60、s work at Internet start-upsCustomers work at Internet start-ups, and follow posts from caf closelyCaf is located in High-tech industrial parks, adjacent to IT companiesAdvertise upcoming QingCloud seminars via SNSProvide venue and food on event day3W Caf: hosted QingCloud salon in ShenzhenBelong to

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