Master Qianying said that she has spent a lot of money in QQ, and if she changes to a communication software, these things ......

Hey?

A pair of comic eyes flickered twice, and she happily raised her hand, "The migration cost is too great, and users won't accept it." ”

After hearing this, Qin Manman turned his head and glanced at Lord Qianying, who had a small expression on his face at this moment, in surprise.

She never expected that this Tong's best friend, who has always had zero brain capacity for serious things and a big brain for strange things, would actually see this layer.

Seeing such a shocking expression of the stupid big man, Tang Qianying squinted even more.

It's just that Ben-sama was too lazy to use his brain before, okay!

In the face of her question, Teacher Xiao Su just chuckled lightly and said lightly,

"It's very simple, our computer can only use our software, and QQ will continue to have a blue screen after installation."

Lord Qianying heard Abba Abba twice, and kept silent, and could only curse this evil capitalist incense behavior in his heart.

In the past few months, she has not just been a cute and obedient vase concubine every day.

Vase, how long can it be pampered?

She has been following her stinky brother as 'Secretary Tang', in fact, she has more unique benefits than others, and if you don't understand, you can ask immediately.

This identity allows her to ask her stinky brother, ask the stupid big man, and ask bigwig-level 'imperial ministers' like Guo Jing and Dai Lihui.

She has actually completely passed the Xiaobai stage, which is the fundamental reason why Qingyun and Qin Manman dare to put a business plan in her hands and let her practice.

Therefore, at this moment, she could only look at her stinky brother with a constipated face, waiting for his decision.

Very simply, the tax machine plus the enterprise check government machine, coupled with the various functional customized machines in the back, let Yanhuang Group quickly cut into the customer group with strong voice power.

The supervisor has to use Yanhuang's communication software, which leads to the customer's financial can only be used.

The customer used Yanhuang's financial machine, and the finance could only use Yanhuang's communication software, which led to the business department to be reimbursed, and only Yanhuang's communication software.

This creates a relatively large group of applications, and then users vote with their feet based on experience.

At this time, Qingyun slowly opened his mouth, "The cost of migration is a multi-dimensional problem.

Brand recognition, acquisition cost, learning cost, use cost, replacement cost and other factors constitute the migration cost.

In fact, in the end, it is the value that determines whether the user migrates, rather than being forced to choose.

If you want to fight, you will fight openly, and those off-the-plate moves will be used sparingly! ”

Teacher Xiao Su, who had a fever in his ears, suddenly wanted to pinch his ears angrily when he heard this.

Although she also knew that he was right, to say it in front of so many people now was to give her no face at all.

Didn't you see those little smashing their faces and laughing one by one?!

At this time, Qingyun seemed to hear her heart......

emmm, well, she was in his arms, and the snort was a little rougher, and he could still hear it.

He opened his eyes and glanced at her, then looked at Qin Manman and the others in the office, and pouted,

"We've passed the survival stage, we can't use Wei Soft's trick anymore, and if we use it again, we will be criticized."

Teacher Xiao Su, whose face was slightly red, quietly pinched him.

It turns out that I still know how to speak!

It turns out that I still know how to express the meaning euphemistically, right?

Qin Manman, Tang Qianying, and Chen Yue on the opposite side almost couldn't hold back their laughter.

It can only be said that the old witch still has less time with him, and she doesn't understand that this product sometimes, especially when entering the working state, is the problem of straight male patients with advanced cancer.

"You remember, if you want to make a product with a large number of users, you have to see that 'human desire is natural reason', you must respect human desire, respect users, and accept other people's worldview.

If you are making a product for a specific collective, then you should actually fully study the collective personality, common memory and core concepts of the collective. ”

Speaking of this, Qingyun took a deep look at Su Daji, whose face gradually flushed, "The idea you proposed really hit the core pain point of the business owner.

The user experience of enterprise-grade software, whose experience is it? It's a business owner's experience.

From this point of view, there is a market demand for this software.

But that's not enough. ”

Seeing that Su Caiwei was still a little unconvinced, Qingyun smiled, "Let me ask you, Mr. Xiao Su, why do you think the Yongzhong Office promoted by Mr. Li failed?" ”

Speaking of this, he spread his hands, "After Yongzhong Office was developed, it was forcibly installed on tens of thousands of government agencies and university office computers through national instructions.

But where is Yongzhong Office now? ”

Su Caiwei swallowed quietly when she heard this.

Yongzhong, gone.

"If you want to get a user, it depends on whether you provide enough user value to the user. If it involves substitution, then this value must also refer to the old product.

In my opinion, user value = new product experience - old product experience - replacement cost. ”

With his hand withdrawn, he hugged Teacher Xiao Su's slender waist in his arm, Emperor Yun ignored the empress's gaze at the knife man, pulled a piece of paper, and said slowly while writing,

"Let's take Yongzhong Office as an example to do the math.

If the experience of using the office software is 90 points, the price experience is 50 points, and the two are multiplied, the old experience brought by the office software is 45 points. ”

Qin Manman snorted in his heart, and after deciding to go back at night to clean up this slut again, his attention also attracted him.

Even Tang Qianying and Zhang Li walked over at this time, gathered around the desk, and while listening, they set their eyes on the A4 paper.

Su Caiwei, who was sitting on his lap and enjoying special treatment, was originally in a very low mood because he had been approved by him because of the plan, but at the moment he was happy in his arms.

"And the experience of using Yongzhong Office ...... According to those who have actually used it on the forum...... It's completely inferior to Wei Soft, let's count it 70 points! ”

Chen Yue next to her pursed her lips, she wanted to say that 7 points were too high.

She used it on her father's computer.,I'm not used to it.,The key problem is that the file format is incompatible.,WPS and documents made by Wei Soft Office,Open in Yongzhong,Often garbled characters,You have to change it yourself.。

"We calculate 90 points for the price experience, multiply the two for one, and the new experience of Yongzhong Office is 63 points. So can Yongzhong unilaterally say that the value he brings to users is better than that of Wei Soft? ”

Teacher Xiao Su took the initiative to shake his head, pointed to the formula above and said, "No, there is also a replacement cost." ”

Yongzhong office, she also used it, and three days later, she abandoned it.

Qingyun nodded, "The replacement cost includes brand awareness, acquisition cost, learning cost, use cost, and the use cost includes a series of invisible and intangible soft experiences such as timely help when you encounter problems in the use process."

The user's replacement cost is actually quite high, but here, let's calculate it low, and the user's replacement cost is 20 points. ”

With that, he wrote a 20 on a piece of paper.

"Then user value = 63 points for new product experience - 45 points for old product experience - 20 points for user replacement cost = -2 points."

Qingyun's buttocks moved, and the chair moved to the table as a whole by about ten centimeters.

At this time, Mr. Xiao Su's body seemed to be stuck between his body and the table, and there was no gap.

Su Caiwei thought that it was convenient for him to take paper and pencil or something, although he was a little uncomfortable, but he didn't go to his heart, but moved it cooperatively, making him closer to the table.

At this time, Qingyun's hand holding her slender waist began to make a fool of herself directly under the table, grabbed two handfuls of her skirt, and then directly attached it to her thighs.

Teacher Xiao Su suddenly lost his soul.

At this moment, Qin Manman and the others were at the table, and she didn't dare to move for fear of being seen something.

Just as her little hand slid down to teach this bold little man a lesson, Emperor Yun's voice rang in her ears again.

"That is to say, we tried our best to give Yongzhong Office a high score and a low score to Weisoft, ignoring the cost of user migration, and users almost did not get new value, and they could not constitute the willingness of users to migrate at all.

At the same time, we also need to pay attention to the fact that government procurement is paid by the unit, so the actual user is actually unaware of the price experience.

So ......"

Qingyun took the pen and wrote down a new line of numbers, "If we score based on the actual user experience of the user, the user value of Yongzhong Office = 70-90-20 = -40 points."

In fact, even lower than that.

You kidnap with 'patriotism' and let the value of users drop so much, why don't users complain? They will find all sorts of reasons to go back to their former comfort environment. ”

All of them looked thoughtful.

Except for Teacher Xiao Su and Qin Manman.

Teacher Xiao Su feels that the little man is ordering her!

Various points!

Light point, dark point!

Crazy point!

It's not just about taking her product promotion strategy for granted......

Take a closer look, and there is also the matter between her and Qin Manman.

Glancing at the high upturn of the corners of Qin Manman's mouth, Su Daji's snort was a little thicker.

She knew that Qin Manman also understood.

The little man is smashing this little with reassurance, right?

Of course, the deepest ......

It's that shitty ghost paw under his table!

At this point, she is at the substantive point!

You can't get by by catching a little, right?

At this moment, Teacher Xiao Su didn't dare to move, so he could only grit his teeth and not let himself make any strange sounds.

However, this kind of blushing and stiff face and thick snort looked, and in Qin Manman's eyes, his eyebrows flew and danced.

emmm……

When these words came to her heart, it was equivalent to directly warning the old witch not to think about eating rice balls.

Stinky brother, count you out of the catastrophe!

Reward him well tonight!

Thinking of the attack speed suit he had bought in Yanjing's brain, Qin Manman's face slowly turned red.

Emperor Yun, who was playing with the operation of one of the gods, lightly tapped his fingers, and then continued,

"To make this software well, we have to carefully analyze the reasons for Yongzhong's demise, because it is the most similar to our software."

From Su Caiwei's confused eyes when she turned around, Emperor Yun knew that he couldn't beat anymore.

If you continue to beat it, Teacher Xiao Su will not be able to help biting.

After perceiving that the hateful ghost claw was leaving, Su Daji suddenly breathed a sigh of relief, and her stiff waist collapsed involuntarily, leaning on the little man's chest to barely maintain her shape.

Qin Manman, who didn't notice this situation, nodded approvingly, "Actually, this is also the reason why Old Man Li is not optimistic about us." ”

Qingyun played with Su Daji's little hand under the table, and the corners of her mouth hooked up a mocking smile,

"Yongzhong and Ark are not only a typical case of Old Man Li's failure, but also the biggest pain in the hearts of the Chinese people in the localization of computer software and hardware.

The failure of the Ark was a fundamental conflict of organizational principles.

Top organizations are affectionate and sexual,

First-class organizations share a common belief,

second-rate organizations of common interest,

Common rules for third-rate organizations.

From the perspective of organizational principles, Li Delei and Ni Guangnan definitely do not have affection and sex, nor do they have common beliefs, nor do they have common interests.

As a businessman, Li Delei sees the Ark as just a business, and he asks for the maximization of personal income.

The interest of Mr. Li is to condense the talent reserve and know-how reserve of the ark into the bottom layer of the sustainable IT system.

Therefore, the basis of their cooperation is that under the condition that Mr. Li can continue to meet Li Delei's interests, everyone can 'share the rules'.

In other words, Li Delei was dissatisfied with the benefits provided to him by Mr. Li, and the rules were immediately out of alignment.

Therefore, when the NC thin client market could not get up, Li Delei immediately defaulted on 863 and turned to other businesses to make money, such as real estate and the like. ”

……

(End of chapter)