"Newman, I'm wondering, can we put qq on our phones?

That is to say, QQ is built into the matrix, that is, mobile QQ, mobile QQ can communicate with QQ messages on the computer, and users on the mobile phone can also interact with merchants on the computer.

In this way, it can promote the impulsive consumption of consumers, and when he receives a supermarket promotion message on his mobile phone, or receives a voucher from the supermarket, there is a supermarket nearby, then he is very likely to make impulsive consumption.

Consumption behaviors that would not otherwise have occurred have occurred. ”

Pony Ma quickly thought of a better solution, it takes time for consumers to accept promotional messages on their computers and convert them into real-world consumption, and if they receive content through text messages on their mobile phones, then the chain will be shorter.

The longer the chain, the longer consumers will have to think rationally, and the less likely they will be able to make impulsive consumption decisions.

Pony undoubtedly has a clear understanding of this.

When Tencent promoted QQ Show offline, it conducted in-depth research on the scenarios where users purchased QQ Show.

They found that users were much more likely to go to an internet café to buy a point card than to go to a newsstand to buy a point card after they had the idea of topping up, at least twice as much.

Not only because of the purchase of the newsstand, but also the process of searching, and after finding the newsstand, the newsstand may not have Tencent's point card for sale, and in the Internet café, you only need to yell at the service staff to get the answer immediately.

In the process of going to the newsstand, users will also think about whether they want to actually buy virtual products.

It is necessary to make consumers think as short as possible, and why the commercialization of station B is much more difficult than Douyin in later generations is by no means the reason of B friends, because there are no barriers between APPs, and there is no user who only uses station B and does not use Douyin.

Station B is mostly long video,Long video determines that users need to think,Need to think about video content,The same is true for advertising with goods,B friends will think from various aspects such as cost performance、Product compulsion、Whether I really need this product, etc.,The more you think,The more you feel unnecessary,You won't be brainwashed by consumerism。

The short video of Douyin is only about ten seconds, which does not give you time to think at all, you must immediately make a decision on whether to buy or not.

Blaming the user group is the most sb behavior, and the product model determines the low conversion rate of bringing goods on station B, which further determines that the unit price of advertising is much lower than that of Douyin.

This is also why bringing goods is not suitable for Zhihu at all, and it also takes too long for users to think, and the text content needs users to think even more.

After seeing the Matrix prototype, he seemed to have a lot of inspiration in his head.

Mobile QQ, if it is taken out now and made in this form, it will not be mobile QQ, but WeChat.

Zhou Xin was thinking about how to talk to Pony about the fact that mobile qq was built into Matrix.

"We can build in mobile QQ, and we are also developing an instant messaging product on mobile phones, but if Tencent wants to do this, I need to expand my stake in Tencent.

I can guarantee that I will not interfere in the day-to-day operations of Tencent, but I need a controlling stake. ”

After Zhou Xin finished speaking, Pony Ma fell into deep thought, because Zhou Xin's current shareholding is already 40%, and a little expansion is relative control.

Even the current share ratio requires the consistency of five people in Tencent's founding team to achieve control of Tencent.

But if anyone stands on Zhou Xin's side, the actual control of Tencent will change hands.

Now Zhou Xin directly expressed such a demand, Pony Ma asked: "From the very beginning when you were willing to invest in Tencent, we have discussed internally where the value of Tencent is.

QQ has a vast user base, we can't find his way to make money, when you tell me, you know Tencent's way of making money, we have thought internally, can we rely on ourselves to think of a way to make money.

We gave ourselves half an hour because we had to sign the contract on the same day.

It's a pity that we didn't think of a profit model like QQ Show and Enterprise QQ, and even if we could think of Enterprise QQ, we couldn't imagine that Enterprise QQ could do what you described.

From the bottom of my heart, I admire your sense of smell on the product, and I can understand why the Silicon Valley media says that you should be described as the best product manager on the planet, not the most successful product manager in Silicon Valley.

You mentioned that if QQ is implanted in Matrix mobile phones, then to gain control of Tencent, you have never mentioned this matter before, which means that you attach great importance to mobile QQ. ”

Pony Ma looked at Zhou Xin with blazing eyes, hoping to get an answer from Zhou Xin's mouth.

Zhou Xin changed the topic: "Online and offline interaction has always been one of the key topics that researchers in the Internet academic community pay attention to.

There are many papers on how virtual communities affect real life, how computer networks are used to build relationships, and the hidden power of computer-mediated communication.

Internet companies are also concerned about this issue, and at the peak of the NASDAQ bubble, many Internet companies made similar attempts, they were not limited to holding events in virtual communities, they also moved events offline, trying to replicate users' online relationships offline, trying to enrich the Internet services they offered. ”

Pony is no stranger to this, in the process of doing personal QQ, he has chatted with countless QQ users, QQ users have a good chat, and then there are many cases of offline netizens meeting.

However, judging from past cases, offline events led by Internet companies must have a host to maintain the operation of the event and provide activity funds.

The spontaneous offline meeting of users is the user's own behavior, and Internet companies cannot obtain direct benefits from it.

"As we just mentioned, the use of enterprise QQ to carry out community operation is a win-win mechanism for all parties. The connection between online merchants and consumers can promote consumers' offline purchasing behavior, and consumers can obtain substantial benefits from their interactions with merchants online.

In fact, a monetization of online and offline interactions has been found. Zhou Xin said.

From the birth of WeChat to the complete maturity, the popularity of mobile electronic payment and QR code superimposed on the supporting mobile electronic payment and QR code, it took six years to find out the mechanism, and the Ameriken in 2000 was like a trick of antelope hanging horns.

After listening to Pony, Ma really couldn't imagine how Zhou Xin came up with this plan.

Also a product manager, Pony Ma prides himself on being an excellent product manager, and in the process of building QQ, he boasts that QQ has a better product experience and better code than ICQ.

The better code here means that the size of ICQ is about 5mb, and the first version of qq is only 220kb, and it only takes five minutes to download qq at the speed of 1998, which is very important in the market at the time.

Zhou Xin continued: "Pony, you just said that I am the best product manager, and I think you are just as good and can quickly realize the missing link in this community operation mechanism.

That's right, the missing link is mobile communication software.

Mobile communication software and mobile electronic payment are the two core points of this mechanism, and these two points have been successfully built, and this community operation mechanism is only one of the most basic profit models.

They will create a myriad of profit models that are much more than that.

You can think about it, if Tencent is willing to accept my further investment, that is to say, I control Tencent, then we will complete this together, and if Tencent is not willing, then mobile instant messaging, I will set up another company to do it, which will not affect our original cooperation.

I will continue to help you promote it at Ameriken. ”

Pony Ma left with a full harvest this time, and he realized that if the enterprise QQ was built into the form that Zhou Xin said, he did not dare to say that it could monopolize the entire market, but there was no problem in occupying the vast majority of the market.

At the same time, he was also full of doubts, and he was extremely curious about what kind of form mobile instant messaging could become.

Because he thinks, to put it bluntly, isn't mobile instant messaging the current SMS function? I didn't see the SMS function being played.

In December this year, China Mobile will launch Monternet, which is an Internet information service based on SMS, which is a primitive and rudimentary version of the mobile Internet.

After Pony Ma returned to the apartment rented by Tencent in North America, he told Zhang Zhidong about today's conversation with Zhou Xin.

Tencent has not yet gone public, and even if it is profitable this year, there is still not much cash on the books, and now he does not have too high a quality of life, so he lives in an apartment with Zhang Zhidong in Silicon Valley.

Among the five founders of Tencent, in terms of the degree of closeness of the relationship, Pony definitely has the best relationship with Zhang Zhidong.

It can also be seen from the distribution of shares at the time of Tencent's establishment, Pony Ma accounted for 47.5% of the shares, Zhang Zhidong accounted for 20%, Zeng Liqing accounted for 12.5%, and Chen Yidan and Xu Chenye each accounted for 10%.

"It's amazing, Newman's mechanism is set up perfectly, if we can really cooperate with Wal-Mart, even if there is no NewPay for offline electronic payment, it is already more advanced than most manufacturers.

For consumer companies alone, there are very large users of message push.

Relying on preferential information to attract customers, the customers who will join the group are price-sensitive customers, which means that these customers will always open QQ and pay attention to the news in the QQ group.

With NewPay for offline payment, plus the coupon function, this mechanism can be said to be perfect.

At that time, we chose to let Newman take a stake in Tencent, which was really the right choice, and it was IDG or Yingke Capital, and we still can't find QQ's profit model.

Then there was a second round of funding, and our stake was further diluted.

The biggest advantage of finding Newman is that Newman can help us find a way for the company to achieve profitability, which is what he mentioned at the Internet conference, and have a greater initiative in the follow-up financing process. ”

But after the earth-shaking changes in Tencent in the past six months, there is no one in Tencent's founding team who is not convinced by Zhou Xin, and everyone realizes that choosing Zhou Xin over IDG and Yingke Capital is the right choice.

Pony was not as happy as Zhang Zhidong, saying, "What if I told you that there is a more perfect model? ”

Zhang Zhidong focused on technology and was not keen enough on the product, so he didn't come up with it after thinking for a while: "What model can be more perfect than this set of community operations?" ”

Pony said: "Mobile QQ. ”

He briefly talked to Zhang Zhidong about the mobile phone qq, Zhang Zhidong is not keen enough on the product, it does not mean that Pony has said to this extent, he will not realize the power of the mobile phone qq.

Pony said: "If we make a mobile phone QQ and want to pre-install it on the matrix, Newman wants a controlling stake in Tencent, which means that he will invest another amount of money to expand the proportion of shares." ”

Zhang Zhidong said: "Without Newman, can't we make mobile phone qq?"

We can also do mobile phone QQ. ”

Pony said: "This is a kind of resource exchange, if Tencent makes mobile phone QQ, Newman will make another mobile communication software to seize the market with mobile phone QQ."

In addition, today's mobile phones do not support pre-installed applications, this function is too complicated, Tencent's size is too small, and it is not famous in Western countries, so we can't become a function on the phone.

Newman can do it, he has the resources, and he's making a mobile phone, which is kind of like a handheld computer, where some of the applications on the computer are moved to the phone.

I don't see any other phones other than the one Newman is working on, doing something similar. ”

The chips used in current mobile phones are far inferior to those of computers, and the requirements for chips are extremely low.

It was not until 2002, that is, the year when the MMS function came out, that the chip of the mobile phone would have a relatively large improvement.

Not to mention designing mobile phone chips with the most advanced process technology like Matrix.

"I can understand what Newman means, the benefits of mobile phone QQ are very big, so big that I need to accept the transfer of control of the enterprise to Newman, and he will completely hand over this part of the business to Tencent." Pony said.

Zhang Zhidong asked, "What do you think?"

Because there are five of us, you are the majority shareholder, you have the final say, I want to know what you think. ”

"After Newman acquired 40 percent of Tencent, I had a lower stake than him, and it was only because the five of us were aligned that I was able to maintain control," Pony said.

In addition, Newman has little interest in the control of Tencent, and we are in the honeymoon period of cooperation, and everyone wants to do a good job of the product and run the company well, and Newman has given us a lot of valuable advice.

Before we met Newman, we always felt that ideas were not valuable, and the same ideas, the people who first thought of them, may not do the best.

Executors, operations teams, and development teams are far more important than ideas. This is what we thought before, and in the six months I have been in contact with Newman, my concept has changed, and the value of creativity is immeasurable.

The previous ideas were not worth much because they were floating on the surface and only met the single needs of users, not a complete business solution. Zhouxin's idea is a complete idea, from meeting user needs to how to achieve profitability, and even how to optimize in the future, expanding on this basis to help users tap the needs that originally did not exist.

So my attitude wavered, I didn't want Newman to take a controlling stake in Tencent because Tencent was a company we founded, and I wanted to see what kind of point Newman could take Tencent to after it took holding. ”

Pony was really hesitant.

The difference with Robin is that in order to keep QQ alive, Pony is willing to sell Tencent to a company that can afford QQ. In other words, Robin would rather Baidu go out of business than give up control of the company.

Zhang Zhidong said directly: "I don't think there is much difference, even if Newman controls Tencent, will he personally manage Tencent?"

He has so many companies, he doesn't have the energy to manage Tencent, the actual CEO is still you, and didn't you just say that Newman promised you that he would not interfere with the specific operation of QQ?

And when I heard you at dinner yesterday, Newman did not interfere in Baidu's daily operations, and even major decisions related to the company's listing.

I think Newman's words have credibility.

And now that Newman has a 40% stake in his own hands, if he really wants to, can't he pull a part of our founder's team over? He only needs to win over two people from me, Zeng Liqing, Chen Yidan and Xu Chenye to occupy more than half of the voting rights.

If you disagree with Newman on some key decisions, to put it bluntly, even I will take Newman's opinion seriously.

So I don't think it's a big difference, and I think it's perfectly acceptable.

And after Tencent obtains Newman's holdings, we can put this name out when we go to talk about enterprise QQ cooperation in Huaguo, which is not more effective than Newman being a Tencent investor? ”

Zhang Zhidong was also a minority shareholder, and Tencent was the product of their business, but his feelings were far less deep than Pony's, so he did not have the slightest psychological burden on transferring Tencent's controlling stake to Newman, and the controlling stake was not in his hands.

It was his words that woke up Pony, and the controlling stake was not in his hands, and their founding team joined forces to have a controlling stake in Tencent.

Therefore, after Pony and Zhang Zhidong reached an agreement, they finally decided to accept Zhou Xin's financing after discussing with the three-person team in China. Zeng Liqing, the only one who had objections, could not find any reason to refute it, and the original major shareholder Pony accepted the result.

Xinxing Investment's stake in Tencent has expanded to 51%, achieving a relative controlling stake in Tencent.

After Wu Shiqiang, as the representative of Xinxing Investment, signed the contract with Tencent, Pony came to Zhou Xin's office again.

This time, Pony was a little surprised, because he saw a Chinese beauty in Zhou Xin's office, but he was no stranger to this face.

"Pony, celebrate our deeper cooperation, this is my girlfriend, Li Jingyi, you just call her Jingyi." Zhou Xin said, and then introduced to Li Jingyi: "This is Pony, and the qq you usually use is made by his company."

We are a very good partner, this time Pony came to American and we want to subvert some traditional business models. ”

In July, Li Jingyi had graduated from college, and she went back to her hometown for a few days before boarding a flight to San Francisco.

Zhou Xin brought her with him when he went to Shenhai, which led to her appearing in many Chinese media as Zhou Xin's girlfriend.

In the last half year of her senior year, because of this incident, Li Jingyi experienced a lot of discussions at school, and she could see posts discussing her on various online forums. Countless netizens are curious about what kind of woman can win Zhou Xin.

Judging from the public information that Li Jingyi was picked up, she is very good, but she is still a little far from Zhou Xin.

It is precisely because Li Jingyi is very well-known that Pony is no stranger to her appearance, "Jingyi, it's nice to meet you, although Newman and I have only worked together for half a year, this half year has given me more than my work experience in the past ten years." ”

After Li Jingyi said hello, she sat on the sofa and kept quiet.

"Pony, Tencent is your hard work, this will not change, I want a controlling stake in Tencent, but also because the interests are too big, I don't want to cultivate an opponent that I can't control.

In my opinion, if the mobile phone QQ is done well, such a Tencent can be comparable in value to Microsoft. ”

This is too high, Microsoft, which has a peak market value of more than $600 billion, and even if Tencent makes a profit in the first half of this year, the valuation given to him by the Huaguo investment community is only $100 million. Li Jingyi was shocked, is Tencent so valuable? Because Zhou Xin said this, she believed in Zhou Xin's judgment.

Pony was curious about where Zhou Xin's confidence came from: "Although I am very confident in QQ, I don't have the slightest confidence in the goal of catching up with Microsoft."

Is mobile QQ really so powerful? ”

Zhou Xin nodded: "Yes, it really has such great power."

What do you think about internet advertising? ”

"The vast majority of Internet companies are primarily profitable," Pony said.

Tencent has also thought about making money through advertising, and we want to make a portal, use QQ users to attract traffic to it, and then find advertisers to place ads on it to achieve profitability.

When I came to Americon and saw the advertising model of Google and Baidu, I realized that there was a very big problem with the idea at that time.

That is, the efficiency is too low, and the price that advertisers are willing to give cannot be compared with search engines.

I searched for clothes in a search engine, and an ad for a clothing brand appeared on the left. I searched for more details, like dresses, next to advertisements for women's clothing.

Compared with the targeted advertising of search engines, the traditional portal is too far behind.

Search engines can use users to search for content and know directly what users want, but portals cannot. ”

Baidu's ad distribution system is already the form of Google's ad distribution system after 2008. This ad distribution system has been well received by a large number of advertisers, because the conversion efficiency is too high, and the same advertising unit price can bring in $1 million in sales on Baidu, and only 300,000 on Yahoo.

Google later directly imitated Baidu's ad distribution system at the pixel level, and Yahoo's market value plummeted all the way, which is inseparable from Google and Baidu.

Because everyone realizes that they are all advertising, and Yahoo, a portal website and a comprehensive service platform, is not as good as the second-generation search engine.

This has also led to Yahoo also developing its own search engine.

"And enterprise qq, mobile phone qq and personal qq on the PC side, this combination of punches, can do better than the search engine's advertising model."

(End of chapter)