Chapter 2396 Pain Points

Adobe is now in a transformation stage, so it is very anxious, which is very similar to Microsoft.

The difference is that Microsoft has deep pockets. Even if many of its businesses have failed, it is still the third largest technology giant in the world, with market capitalization second only to Apple and Google.

Adobe is no longer good. Many businesses are being affected, and its market value has shrunk to US$18 billion.

This is very embarrassing.

Cloud computing is now the most important development trend in the technology industry. Better cloud computing start-ups have valuations of several billion dollars.

Let Adobe dilute 30% of its shares, acquire a start-up company, and achieve strategic transformation?

This is so painful.

It is tantamount to cutting flesh and bleeding.

Although Narayan is the meritorious CEO of Adobe, the most important executive who reached the peak of Adobe in the past few years, and was also the first person to develop the Flash business, it is still not very easy for him to make such a decision. possible.

Therefore, if Adobe wants to transform quickly, it can only acquire some low-priced cloud computing companies on the market... This is very embarrassing. What technology can such a small company have?

Even if it is acquired, can it really help Adobe complete the transformation of the cloud industry quickly?

The risk is too great.

The acquisition failed and some money was undoubtedly lost. But once it fails, it will have to bear strategic risks, and it may really allow many potential competitors to overtake in corners through cloud computing.

So the best solution is what Zhou Buqi said: market for technology and technology for market.

In the field of design software, Adobe's products are extremely competitive, and this is the market. If Adobe's software is placed on Ziweiyun, it can bring many markets with great demand in the design field to Ziweiyun. Adobe can obtain some technologies and technologies in the field of cloud computing through cooperation. experience.

For Shantanu Narayan, there is no doubt that this is his favorite plan!

It was also a plan he had planned long ago.

I thought I could kill two birds with one stone under the guise of working with Flash to complete Adobe's transformation into the cloud industry, but I didn't expect to be exposed by the other party at a glance.

Of course, behind this was Kurian's personal grudge with him, which gave him a bit of a sharp eye.

It didn't matter to Shantanu, if it was broken, it was broken.

At this level, you are very thick-skinned.

Boss Zhou's words immediately touched his heartstrings and he couldn't pretend anymore. It was a direct hit to his pain point.

Not only that, Zhou Buqi also has bargaining chips.

Zhou Buqi smiled and said, "By the way, I heard you also have a Chinese name?"

Then a surprising scene appeared. Shantanu actually spoke in Chinese, "Yes, my Chinese name is Fu Mingsheng."

He speaks Chinese better than Zuckerberg!

Zhou Buqi was stunned.

Damn it!

Silicon Valley is indeed a hidden dragon and a crouching tiger!

It would be nice if this guy was his subordinate.

Because the other party can speak Chinese, we instantly feel a little more close to each other.

Shantanu explained this. At the beginning, the company he joined was Apple. Because he is Indian, he was responsible for the Asian market and began to be exposed to Chinese.

Later, he left Apple and started his own business, establishing a creative design company.

Later, the startup company was acquired by Adobe. After he joined Adobe, he became Adobe's senior global vice president. The most important thing to focus on was the Asian market.

Because Adobe's software is almost a monopoly in Europe and the United States, it is not so good in the Asian market, especially the Chinese and Indian markets. It is difficult for Adobe to make any money from these two huge consumer markets.

Shantanu has been working in China for a long time and has a Chinese name, which further strengthens his Chinese language.

Having said that, that's basically enough.

It’s similar to Zhou Buqi’s analysis.

China is a huge potential market, but for a company like Adobe that sells software, it is really difficult to make any money from China. Piracy is too rampant.

To a certain extent, cloud computing can solve the problem of rampant piracy to a certain extent.

Pirated software mainly originates from the cracking of genuine software.

A prerequisite for cracking genuine software is that the user installs the genuine software into his or her computer, and then obtains the relevant application package and data package of the genuine software, finds out the loopholes, and cracks them.

In other words, if you want to have pirated software, you must first have genuine software.

Cloud computing is different.

Users no longer need to spend money to buy genuine software, but go to the cloud platform and subscribe to relevant genuine software... No need to download or install, just use it online directly.

Applications, data packages, etc. are all in the cloud, and there is a powerful defense system in the cloud. How can we crack it? This can limit piracy to a certain extent.

This is one of the reasons why SaaS cloud services quickly swept the industry once they appeared.

For many markets where piracy is rampant, this is critical.

Cloud computing can be used to protect intellectual property rights at a technical level and curb the spread of piracy. This is probably an important manifestation of technology changing the world.

This is why Adobe wants to actively cooperate with Zi Weiyun!

This can't be fooled by Zhou Buqi.

This is his country, his own territory, how can he let outsiders fool him?

Zhou Buqi said with a smile: "Mainland China is a huge market. It is conservatively estimated that the overall size of the software market will exceed US$150 billion in five years, of which the design software market will also reach US$10 billion."

"Well, that's a huge market."

It doesn't matter that Shantanu didn't find fault with his numbers. Anyone with a discerning eye knows that as the European and American markets are approaching saturation, the two emerging markets most likely to emerge in the future are China and India.

Over in India... this is really bad and there is no hope in the short term. China is different. It’s like the sun shining at five or six o’clock in the morning.

Zhou Buqi said sincerely: "I believe you understand without telling me that the policies of the mainland market... are different, and they are not open enough. Whether it is Microsoft Cloud or Amazon Cloud, it is difficult to gain access. Qualifications. If Adobe wants to work in the Chinese market, the best partner is Ziweiyun!"

This is the trump card.

Do you want to make money in the mainland market?

Well, you can only use Zi Weiyun’s channel!

After a pause, Zhou Buqi sighed, and then said: "I know, this is actually unfair, but this is the reality, and it is something we are powerless to change. Not only Microsoft Cloud, Amazon Cloud, even Adobe in the future Even if we have established our own cloud computing platform, it is impossible to enter that market.”

Shantanu sat opposite him and nodded.

Zhou Buqi looked at him with a smile, "Is it settled then? The two parties will carry out strategic cooperation based on cloud services? The recent cooperation between Ziweixing and eBay has been very popular, and the main area of ​​cooperation is also cloud services."

Shantanu said amusedly: "Mr. Zhou, I didn't agree to anything."

Zhou Buqi glanced at him, "Do you have any other choice?"

"Well……"

Shantanu didn't know what to say for a moment.

The current situation is a negotiation, not a negotiation.

Negotiation is a matter of intrigue... If the person sitting across from you is a land machine and the two parties are of equal status, it goes without saying that all kinds of negotiation skills can be learned. Whoever can gain an advantage in contract terms will be a master negotiator.

But it won’t work if Zhou doesn’t have tools.

The two sides are not equal

This is different from Ballmer.

Although Ballmer is not the founder of Microsoft, he is also the core figure in Microsoft's early development. Bill Gates is just an engineer, he doesn’t know management or marketing. Microsoft was built by Ballmer.

Ballmer is now Microsoft's big boss, but he is not Microsoft's "dictator."

Shantanu is just the CEO of Adobe and a professional manager.

In fact, this judgment can be made from the most self-interested perspective.

Ballmer will never join Ziweixing. If he leaves Microsoft, he will retire. Shantanu can't do it. If he leaves Adobe, he might join Ziweixing International, so he won't be able to be tough.

Zhou Buqi waved his hand and said decisively: "I think it's settled! Why, do you want to think about it again?"

Shantanu smiled awkwardly, "It's better to think about it again."

"Okay." Zhou Buqi nodded, "However, I suggest you decide as soon as possible. This will benefit Adobe. The Internet industry is changing too fast. If you delay it for one day, your strategic transformation may be delayed for a year. ."

Shantanu took a deep breath and looked at the time.

The interview he scheduled was for 20 minutes.

Basically it's almost here.

"Mr. Zhou, my personal attitude is very inclined to cooperate with Ziweiyun. From all aspects, this is a very beneficial choice for both parties. However, it would be better if we can reach a consensus around Flash."

"This is impossible!"

When Zhou Buqi saw him getting up, he also got up to see him off without asking him.

Shantanu sighed, "Although Flash has big problems, it still has great advantages compared to the current HTML5."

Zhou Buqi smiled and said: "Don't worry too much about this, Ziweixing is not Apple. We just prefer HTML5, but it does not mean that we will ban Flash. In many core products, Flash will still be the mainstay. As for the future How it goes depends on the respective development of Flash and HTML5."

"That's good."

Shantanu breathed a sigh of relief, the result was at least not too bad.

After Zhou Buqi sent him to the door, he suddenly said: "The cooperation between Adobe and Zi Weiyun can be mutually beneficial. And I believe this can also become a model cooperation in the industry. However, I have a condition."

"Oh?" Shantanu suddenly became nervous, "Say!"

Zhou Buqi said calmly: "If we cooperate, the contract period is at least ten years. It must also be reflected in the terms of cooperation. The price of Ziweiyun's products must be the same as your cloud platform. Ziweiyun can teach you how to make a cloud service, but I don’t want anything unpleasant to happen after you build the platform.”