Dr. Peng President Cui Hang explained in detail the cooperation model with Alibaba Cloud: Cloud services have entered the deep water area, and the complementary advantages of professional synergy have become a new trend

"Cloud services are moving into deep waters, and customers are increasingly looking to cloud their core applications. In this context, the best way is to subdivide the industry, expand the partners, and carry out a professional and collaborative layout. Guo Jijun, vice president of Alibaba Group and general manager of Alibaba Cloud's intelligent sales management and ecological development department, told the Securities Times e company reporter.

Guo Jijun believes that in the process of fully entering the government and enterprise affairs, Alibaba Cloud faces three shortcomings: the insight of the "last ten kilometers" when providing customers with solutions, the coverage of services, and the ability to penetrate the waist enterprise customers. The breakthrough approach is to work with ecological partners to complement each other's strengths.

Dr. Peng is one of Alibaba Cloud's key ecosystem partners. "In the process of using cloud technology to solve business problems, large enterprises often require that they follow the established path, while small and medium-sized enterprises are more likely to ask other companies how to solve similar problems. Therefore, Alibaba Cloud has done a lot of customized projects for large enterprises, and for small and medium-sized enterprises, it tends to be standardized and replicable. In this regard, Dr. Peng can help Alibaba Cloud complete the standardization, normalization, and replication of industry solutions. Alibaba Cloud summarizes experience from large customers, precipitates solutions, and then promotes and adapts to small and medium-sized enterprises through enterprises like Dr. Peng, which is the business logic of cooperation between the two sides. Guo Jijun said.

Following the official signing of the "Strategic Partnership" between Dr. Peng and Alibaba Cloud in February, the cooperation between the two sides has escalated again at the recent Alibaba Cloud Summit. According to Dr. Peng President Cui Hang, the cooperation between the two sides has extended from the business level to organizational construction, talent training and many other aspects.

The cooperation effect between Dr. Peng and Alibaba Cloud has gradually been reflected in many levels. The first is the improvement of the product system, at present, Dr. Peng's products have included cloud-network fusion scenarios, hybrid cloud scenarios, edge cloud scenarios, etc. In addition, the two companies also carry out product innovation based on the needs of new customer scenarios. "For example, we are building a local cloud plan with Alibaba Cloud to assist local governments to transform newly built data centers into local clouds, so that governments and enterprises can enjoy a wealth of cloud computing products and conveniences." At present, such application scenarios cover local enterprise IT cloud, industrial cloud, education cloud, cloud supercomputing, urban big data, etc., and can even be applied to attract enterprises to settle in industrial parks. At the same time, Dr. Peng is also actively expanding the SaaS cooperation vendor ecosystem, "We unite those SaaS partners who are professional in a certain vertical field to provide customers with cloud + network + service solutions." Cui Hang told the Securities Times e company reporter.

From the perspective of the entire ecosystem of China's cloud service providers, Dr. Peng's perspective on cloud services is relatively special. In the process of iterating new Internet technologies in the past 20 years, compared with large enterprises, the understanding and application of new technologies by small and medium-sized enterprises have lagged behind the industrial cycle, and cloud computing is a typical example. Due to high costs, weak management and other reasons, most small and medium-sized enterprises do not have a special IT department, and they still hold a wait-and-see attitude towards the cloud, forming an industry pain point that small and medium-sized enterprises "do not understand the cloud", "will not go to the cloud" and "dare not go to the cloud". Cui Hang introduced: "Dr. Peng hopes to create a 'cloud + network + MSP service' to be a cloud-network integrated solution service provider in the era of digital transformation, and hopes to use cloud MSP service + network MSP service to create the first new model of cloud network MSP operation and management service in China." ”

The landing of this service model has changed the company's business structure and financial structure. According to Dr. Peng's annual report, the revenue of the smart cloud network business in 2020 increased by 61.19% year-on-year. In this regard, Dr. Peng said: "The company will continue to increase investment in cloud and digital transformation projects for small and medium-sized enterprises, continue to expand the team and improve capabilities, and accelerate market expansion with the combination of 'direct sales + channels'."

Working with Alibaba Cloud is still an important starting point for Dr. Peng to promote asset-light transformation and deepen the promotion of smart cloud network business. Cui Hang told reporters that the company will continue to deepen cooperation with Alibaba Cloud, after upgrading to a strategic partnership with Alibaba Cloud, the two sides will jointly form a research and development team, on the one hand, to accelerate the docking of the two platforms, on the other hand, to innovate scenario-based product solutions, to achieve full coverage of superior resources from the product development end to the cloud network integrated solution.

According to Guo Jijun, in the future, the cooperation between Dr. Peng and Alibaba Cloud will continue to expand and deepen in many aspects. Among them, it will not only give full play to the advantages of the terminal network capabilities of Dr. Peng's products, but also give full play to the advantages of Dr. Peng's network coverage resources, customer resources, and Alibaba Cloud brand empowerment from the perspective of resource differentiation.