The future of banks in the cloud has long become the consensus of the financial industry. For financial technology enterprises that provide professional IT services to banks, their future is also in the cloud. They must “cloud” the traditional products and service capabilities.
However, the bank’s ideal of going to the cloud is very plump, but it is very skinny at the executive level. There is a great gap in both the understanding of going to the cloud and the investment of resources. Those large state-owned and joint-stock banks with capital, technology and user scale advantages have significantly stronger “cloud” ability than small and medium-sized banks, which has created a large “digital divide” in the cloud.
Not long ago, the financial technology development plan (20222025) issued by the central bank and the guidance on the digital transformation of banking and insurance industry issued by the China Banking and Insurance Regulatory Commission once again emphasized deepening the financial application of digital technology, opening up the “last mile” of the transformation of scientific and technological achievements with innovation ecology , constantly expanding the boundary of financial services and helping the development of Inclusive Finance.
It can be said that bank cloud is not only a necessary infrastructure in the process of digital transformation, but also an important part of improving bank operation efficiency and activating data assets. Therefore, how to make the cloud process of small and medium-sized banks more economical and smooth, and the related investment can obtain a clear return on financial indicators is also a question for many cloud computing enterprises.
On March 29, China’s leading financial technology enterprise Tansun Technology Co.Ltd(300872) officially released Tianyang cloud, which is committed to providing a key driving force for accelerating the process of banking on the cloud and solving many pain points and difficult problems of small and medium-sized banks on the cloud Capitalonline Date Service Co.Ltd(300846) became one of its first strategic partners.
Based on different positioning and functions, Tianyang cloud is divided into three parts: financial cloud, industrial and financial cloud and data cloud. The “three clouds” are interrelated and collaborative. The goal is to accelerate the bank’s internal and external digital transformation, improve Tansun Technology Co.Ltd(300872) own innovation and product capability, and empower partners.
As for how these “three clouds” enter China’s financial cloud market, what deep thoughts does Tianyang cloud have on banking cloud, and how small and medium-sized banks should cross the “digital divide”, jiugua financial circle interviewed Ouyang Jianping, Tansun Technology Co.Ltd(300872) chairman and President, and asked him to share the transformation story behind the birth of Tianyang cloud with netizens.
Tansun Technology Co.Ltd(300872) why do you want to enter the cloud market
“in my mind, there are not only atomic banks (referring to the bank’s logistics outlets), but also digital banks.” Ouyang Jianping gave a vivid metaphor.
In his opinion, the process of bank digital transformation is accelerating. For Tansun Technology Co.Ltd(300872) which has been established for 19 years, entering the cloud market is a natural thing and an inevitable result of the continuous expansion of the company’s business margin.
One year ago, Ouyang Jianping revealed in an interview that in the process of digital transformation, small and medium-sized banks must face the dilemma of insufficient professionalism and insufficient capital and personnel investment, which provided a market opportunity for the development of innovative business of Tansun Technology Co.Ltd(300872) and he had already called it the “second growth curve” of Tansun Technology Co.Ltd(300872) .
From the perspective of digital transformation, small and medium-sized banks are bound to choose platform services such as cloud, which is an extremely standardized product. “Artificial intelligence and big data have become the infrastructure of the digital age, Tansun Technology Co.Ltd(300872) hope to cover small and medium-sized banks by building platform service capabilities through innovative means such as mergers and acquisitions and strategic cooperation.”
In particular, compared with the traditional pricing, the service mode can be standardized. For example, the main revenue of Tansun Technology Co.Ltd(300872) comes from large banks. If you want to break the situation in the long tail market of small and medium-sized banks, highly standardized cloud products are the inevitable path.
After a long time of thinking, especially the in-depth analysis of the competition pattern of the cloud market and Tansun Technology Co.Ltd(300872) its own advantages and disadvantages, Ouyang Jianping finally chose a Tianyang cloud route with its own characteristics and formed a clear differentiated competition with cloud products in the current market.
“The transformation of Tansun Technology Co.Ltd(300872) to new business forms is not only to comply with the market trend, but also the inevitable result of Tansun Technology Co.Ltd(300872) accumulation and evolution in recent 20 years.”
do not compete in an “inside volume” way
As a financial technology enterprise serving banks for a long time, Tansun Technology Co.Ltd(300872) in terms of technical capability and understanding of financial customers, why did it enter the cloud computing market at this time?
Ouyang Jianping used the saying “it’s neither too early nor too late”. Although there are cloud products of Internet giants, financial technology enterprises and communication enterprises in the market, from his observation, the real pain points of the cloud in many banks have not disappeared, but have become more anxious.
Therefore, behind the “three clouds” launched by Tianyang cloud, it is not to carry out “internal” repeated competition and fight product price war with friends, but to finally help the pace of digital transformation of banks by “creating extreme products, meeting customers’ rigid needs, exporting core competencies and win-win cooperation with partners”.
In short, Tianyang cloud is not a cloud product that already exists in the market, but an Internet-based product that evolves itself, expands its circle of friends and enhances its service capability. It is also the most ideal innovation “lever” in his mind. It can not only give birth to a “second growth curve”, but also maximize the benefits of Tansun Technology Co.Ltd(300872) existing products and services.
From the perspective of market space, Ouyang Jianping believes: this is a 100 billion market. In the future, it is likely to give birth to a relative market “small giant” in the field of vertical segmentation, which is a blue ocean that can not be reached by traditional it financial services
According to the report of IDC, an international authoritative market research institution, in the third quarter of 2021 alone, the overall market scale of China’s public cloud services (IAAs / PAAS / SaaS) reached US $7.188 billion, or 46 billion yuan.
In 2020, the market scale of Bank Of China Limited(601988) industry IT solutions was 38.46 billion yuan, less than the volume of cloud computing market in a single quarter.
“The only way for the digital transformation of small and medium-sized banks will be for banks to work together with the cloud digital external brain and open cooperation on the scene side, data side, technology side and operation side. I believe this will give birth to a large market of 100 billion.” Ouyang Jian expressed his optimism.
join hands Capitalonline Date Service Co.Ltd(300846) build an ecosystem
In the face of this 100 billion market, Ouyang Jianping chose the entry logic of “small incision”, “refinement” and “vertical deep ploughing”, taking the actual pain points of small and medium-sized banks as the entry point, integrating the product capabilities of subdivided “small giants” in the industry, and jointly innovating products, developing markets and serving customers through in-depth strategic cooperation and integrated marketing.
Under this logic, compared with the response of Internet giants, Tansun Technology Co.Ltd(300872) is a “wolf tactic” in cloud strategy. In the face of new market and new demand, it will build a circle of friends of cloud business with partners who are also engaged in deep business.
For example, Capitalonline Date Service Co.Ltd(300846) , which joined hands with Tansun Technology Co.Ltd(300872) this time, is an enterprise deeply rooted in the “base” of cloud computing and has strong IAAs capability. The two sides will complement each other’s advantageous resources. The two sides plan to open up in depth at the product end and service end to achieve the effect of “1 + 1 greater than 2”.
“We are completely open to the product demand of Tianyang cloud, including the lowest level! This is impossible for giants.” Qu Ning, Capitalonline Date Service Co.Ltd(300846) chairman and CEO, used “full openness” to describe the relationship between the two sides, highlighting the importance of this strategic cooperation.
It is precisely because the two sides are roughly the same in size that they will not have the worry of “you are big and I am small”. It is not only more equal and mutually beneficial to cooperate, but also easier to form a joint force with complementary advantages to meet each other’s needs.
The reason why there is such an important cooperation mode of “Gua + capital” between the two companies in 2020 is that there is also a deep cooperation mode of “Gua + capital” between the two companies in 2020.
this makes the strategic cooperation between Tansun Technology Co.Ltd(300872) and Capitalonline Date Service Co.Ltd(300846) more genuine and easier to go further in the process of promoting products in the future
For this cooperation, Ouyang Jianping described it as “jointly building a business community, a community of values and a community of interests, providing strong products and services for the digital transformation of banks, and establishing an ecological community with large scenes, large flows and big data.”
Visually, such a deep cooperation mode is similar to the “wolf tactics” in the cloud market. Each partner is an important link. On the basis of a clear division of labor, an ecological community is established to solve the sharing of traffic, data and scenes in bank cloud services, and constantly create new business opportunities.
More importantly, compared with strong internet giants, most of the partners are “small giants” in the cloud computing segment. In the process of integrating products and marketing, the long tail market can also play a scale effect.
For small and medium-sized bank customers, there is no “can’t afford” price concern, and they can get a more accurate product and service experience at the pain point of their own business. This is also the background of the launch of Tianyang cloud: in the case of limited customer budget, we should not only meet the psychological expectation of “doing big things with small money”, but also truly solve the pain point of customers.
Based on the standardized characteristics of cloud services, those common business pain points in the industry used to need to buy time-consuming, labor-consuming and expensive products and services. Now if cloud services can be used to solve the problem, only subscription can achieve the effect, so that small and medium-sized banks can really see the actual effect on the cloud, especially in terms of financial return.
It is reported that Tianyang cloud has cooperated with more than 50 ecological partners in the first batch to provide value for ecological partners and meet customers’ innovation needs through “financial service sharing plan”, “integrated R & D plan”, “sales reengineering plan” and “investment and incubation plan”.
Ouyang Jianping said, “we unite to strengthen each other through the cloud platform and achieve each other, that is to achieve ourselves”.
detailed explanation Tansun Technology Co.Ltd(300872) “three clouds”
For banks, the current market is a “hundred clouds in full bloom” situation. Facing so many cloud products, banks are dizzying with product choices. What are the advantages and selling points of Tianyang cloud to attract bank customers and partners?
First of all, Tansun Technology Co.Ltd(300872) serves more than 300 financial customers, which is a benchmark enterprise in the industry. The existing customer base has laid the foundation for cloud business.
In the report “2019 Bank Of China Limited(601988) industry IT solution market share” released by IDC, Tansun Technology Co.Ltd(300872) ranks first in the field of risk management, fourth in business intelligence, third in credit system and first in credit card core, becoming the mainstream player of the above-mentioned sub circuits.
In the “2020 Bank Of China Limited(601988) industry IT solution market share analysis report” released by CCID Consulting in June 2021, the company ranked fourth in terms of comprehensive, the company’s credit card and risk management ranked first, customer relationship management ranked second, and credit system, business intelligence and transaction bank ranked third.
Secondly, Ouyang Jianping plans to build a new team in a completely “Internet-based” way, which will use a large number of young people, not limited to the original assessment mechanism, and establish a new team with more flat and agile response to specialize in deep cloud business.
Moreover, in product capability on the current common pain points of small and medium-sized banks, such as customer acquisition, marketing and innovative business, based on the refinement and deepening of the original products, a point-to-face external capability output is carried out through the product cloud mode.
From the perspective of product architecture Tianyang cloud is divided into financial cloud, industrial and financial cloud and data cloud services. The “three clouds” are aimed at the current business pain points of the bank, interrelated and coordinated, and finally enable the bank to realize internal and external digital transformation.
First of all, the goal of financial cloud is to solve the problem of digital transformation within the bank, focusing on the innovative business areas, key business links and areas that are highly dependent on the digital level of the bank, which is also in line with Tansun Technology Co.Ltd(300872) its own technical ability. turns the past “one-to-one” product and service ability into a “cloud” ability to output to customers
Ouyang Jianping said: “we will make full use of the investment and R & D accumulation on the technology platform, data platform and apaas platform in the past 19 years. Those products that have passed long-term and rigorous tests can be exported to customers after cloud, such as the products that used to be exported to big banks to small and medium-sized banks.”
Ouyang Jianping emphasized that the financial cloud currently has several products that are very subdivided, and he hopes to make them to the extreme. For example, Tansun Technology Co.Ltd(300872) is an industry leader in the product ability in the field of credit. As digital credit has become a trend, it is also a difficulty and pain point in the transformation of banks, which is precisely the core business direction and advantage of Tansun Technology Co.Ltd(300872) .
For example, Tansun Technology Co.Ltd(300872) recently is developing and testing cloud, which can not only meet the high requirements of financial institutions for the development and testing environment, but also reduce the business cost. It is also very convenient for developers to use.
For the market entry point of financial cloud, Ouyang Jianping locked in the innovative business field and key business links of the bank, formed a clear differentiated competition, and gave full play to Tansun Technology Co.Ltd(300872) its own advantages.
If the financial cloud is a vertical entry and gives full play to Tansun Technology Co.Ltd(300872) its own advantages, the positioning of industrial and financial cloud lies in the horizontal entry, integrating industrial SaaS manufacturers and industrial digital transformation manufacturers, and improving the digital level of banks as a whole.
The positioning of data cloud is to create an external data asset for the digital transformation of banks, and effectively improve the efficiency of bank marketing, customer acquisition and risk control.
From the internal logic, the “three clouds” are relatively independent and have their own positioning, but they are highly dependent. Through the synergistic effect of the “three clouds”, it will not only speed up the digital transformation of small and medium-sized banks and effectively solve the pain points and difficulties of the current cloud, but also have high cost performance and will not significantly increase the cost of banks.
Firstly, the industrial finance cloud provides traffic and scenarios for the financial cloud. At the same time, it will also provide data to the data cloud. The financial cloud will provide financial services for government and enterprise customers and individual customers in the industrial finance cloud. Finally, the data cloud will empower banks together with data from the Industrial Finance cloud and external data (public data, Internet data, etc.).
With regard to the advantages of Tansun Technology Co.Ltd(300872) “three clouds”, Ouyang Jianping said: technological foundation, customer group resources, openness and win-win, and use precision cloud service products in subdivided fields to effectively solve the pain points of bank customers. For example, in the field of marketing, it is a big pain point for small and medium-sized banks. In his plan, marketing cloud will be a very important product in the financial cloud.
Moreover, with the Internet access of many small and medium-sized banks becoming a major problem, Ouyang Jianping believes that the dependence of marketing access on online scenes can be easily solved with the growth of industrial and financial cloud.
How to charge for cloud services? Ouyang Jianping introduced: as a standardized product, Tianyang cloud will charge by subscription or traffic in the future, which is also the biggest difference between cloud products and traditional products.
From the perspective of the planning of “three clouds”, the traditional “on-demand 1-to-1 customized” product business is still the cornerstone of Tansun Technology Co.Ltd(300872) the cloud business plays the role of leverage. As Ouyang Jianping said: “if Tansun Technology Co.Ltd(300872) existing business is 1, I expect the value brought by the transformation of cloud computing to be 10.”
For the future vision of Tianyang cloud, Ouyang Jianping stressed: Tansun Technology Co.Ltd(300872) will always adhere to the long-term principle, with vision and mission, and strive to become an integrator of scenes, traffic and data, an enabler of bank digital transformation, a promoter of digital credit society and inclusive financial society, and continue to create greater value for customers, partners and society.
