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36Kr was informed that “Huigongyun”, providing management consulting and intelligent manufacturing platform-level solutions for the production and operation of discrete manufacturing industries, announced that it has completed a series B financing of 100 million yuan. This round of financing was jointly invested by Cowin Capital and Guangdian Electric (SGEG, 601616.SH). The financing will be used for the research and development of core industrial Internet platform products and the application and promotion of successful practices.
Huigongyun was established in 2016, and the market background of its establishment is worth paying attention to.
One is,The pain points of discrete manufacturing have a long history. Discrete manufacturing companies are the foundation of China’s manufacturing industry, but they also face core pain points such as weak growth, lack of basic data, and chaotic production sites, reflecting the challenges of quality, cost, and delivery. How to realize the transformation of industrialization and digitalization through lean production without changing the original operation logic is the subject of continuous attention of industry enterprises.
two is,The market space is large.36氪 has systematically sorted out the player map of the Industrial Internet of Things. According to the calculations of the Industrial Internet Industry Alliance, the direct industry scale of China’s Industrial Internet in 2017 was about 570 billion yuan. Calculated according to an average annual compound growth rate of 18%, it is expected to be in 2020. Reached a trillion yuan scale. Zhu Ying, co-founder and chairman of Huigongyun believes that the vertical track platform solution track where Huigongyun is located has a market size of about 200 billion, and its competitors are mostly ERP vendors based on Kingdee UFIDA SAP. , New players also cut more from the perspective of MES, which is different from the perspective of Hui Gongyun.
Zhu Ying told 36 krypton that the reason for contacting nearly a thousand manufacturing companies last year and not converting them into customers was not because they pk with competitors and then lost orders, but because the customers themselves did not decide whether to do digitalization. The probability of encountering a competition when serving customers is less than 5%.In other words, although there are many participating players, there are still great opportunities because of the large market space and many process links.
Zhu Ying used to be the director and person in charge of Schneider Electric’s China digitalization and business transformation, and led the completion of the group’s major digital transformation in China from sales management, digital marketing to digital supply chain, which has accumulated nearly 100 million yuan. In the early days of the company’s establishment, Zhu Ying and his team investigated hundreds of factories in different industries and realized that the benchmarking of “Industry 4.0”, 90% of small and medium-sized private enterprises in China still have a certain distance from “Industry 2.0” on average. With the support of emerging technologies such as big data and the Internet of Things, the use of digital means to carry out a full range of factory operation management, which contains huge opportunities and demands.
Different from a pure product technology provider, Huigongyun builds a “lean + digital” strategy starting from the factory operation management of the Chinese manufacturing industry, and has developed the “IN industry•manufacturing operation platform”, including the PaaS platform and SaaS application modules . Among them, the SaaS application includes more than ten modules such as project management, production planning, real-time management, supplier management, and smart brands, covering multiple industrial links such as design, procurement, production, and service. Customers can directly call the corresponding modules according to their needs.
Huigong Cloud Core Business Architecture Diagram
In the specific implementation, the service process of Huigong Cloud includes four links:
On-site diagnosis by industrial experts.The expert team came to the production site of the company and led the customer team to conduct research and interviews on logistics, information flow and financial flow respectively, and conduct evaluation and diagnosis based on value flow analysis for the entire production and delivery process.
Top-level design and planning. Combining with the top-level strategic direction of the enterprise, build a 3-5 year overall plan and phased implementation plan for a digital factory for the client enterprise, and make a plan based on the enterprise data assets.
System delivery and implementation. Determine the entry point, simplify and standardize the production process, and introduce advanced and mature methodology. Sort out and analyze basic data, adapt, test and iteratively launch software modules. At the same time, post-launch tracking is performed to ensure the implementation and landing effect.
Capacity delivery and continuous improvement. Train a talent team that can continuously promote the optimization of production and operation for client enterprises, and can carry out secondary development and expansion on the IN industrial manufacturing operation platform and proficiently manage and analyze the data used, so that the enterprise has the ability to continue to evolve.
In terms of profit model, it mainly includes: software, consulting and hardware (partially). The software part provides two payment models: the SaaS model is paid annually, which is priced at one-thousandth to three-thousandths of the customer’s output value; according to the traditional software payment method, three to four times the annual fee price is charged at a time, plus an annual fee 10-15% of the service charge. The current contribution of the two to software revenue is 5:5.
Taking into account the introduction and continuous upgrading of the industrial system, the consulting (process reengineering) business is particularly valuable in the initial stage of the customer. This is an excellent application of software that can be standardized and the “best practice” ideas of international software companies.
When it comes to hardware transformation and upgrades, although Huigongyun has a strong industrial background and ability in the industry, traditional thinking basically follows the approach of flat input and flat output, or introduce partners to directly contact customers. Of course, after financing this year, Huigongyun also discussed the road to standardization of hardware products with some excellent partners.
On the whole, large customers (annual output value of 2 billion+) will charge 1 million+ in the first year, and small and medium-sized customers (100-500 million) will generally charge 300-500,000 in the first year.
Huigong Cloud has accumulated more than 200 factories, 700 digital workshops, 100,000 industrial workers and 600TB industrial data storage.In 2020, Huigongyun has served more than 300 customers in total, covering the four major fields of power equipment, electrical components, electronic communications, and new energy vehicles, and its sales performance has achieved a year-on-year growth of 2.5 times. The general renewal rate of the core industrial Internet platform is more than 90%, and the purchase rate of the second and third phases is also about 80%.
This round of financing will be used for the continuous research and development of core solutions and the continuous optimization of the characteristic manufacturing operation platform.
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