Layout of IoT Vodafone Breakthrough

In 2009, China officially listed the Internet of Things as one of the country's five major emerging strategic industries. Yan Huiyang resigned from an ordnance company specializing in the field of military equipment positioning. At the age of 32, he was full of energy and ambition. With his vision for the future of the GPS industry, he founded Shenzhen Vodafone Technology Co., Ltd. ”).

Through years of hard work, Vodafone has developed into a national high-tech enterprise integrating R&D, production, sales and operation. The company's business covers automotive location services, item location services (represented by containers), intelligent warehousing location services, and cloud platform big data operations. Vodafone's products and solutions are widely used in more than 30 countries and regions around the world, serving more than 500 global location operators and more than 10 million end users.

Ten years of entrepreneurship and long-distance running, Vodafone has grown rapidly with the development of the industry. Yan Huiyang told "CEConline": "From 2013 to 2017, Vodafone's sales volume and annual sales growth rate exceeded 100%. Affected by the national financial policy adjustment, the sales in 2018 were basically the same as in 2017, and the positioning products Sales have fluctuated, but the overall market share has not changed. It is expected that Vodafone will grow by 50% in 2019."

From the perspective of the general environment, my country's Internet of Things environment has initially taken shape, and The market potential is huge. According to data from China Industry Information Network, in 2016, the scale of my country's Internet of Things market exceeded 900 billion yuan, a year-on-year increase of 30%. According to statistics from BI Intelligence, the total number of IoT devices in the world in 2018 was about 15 billion. IBM estimates that the number of IoT-connected devices will reach 38.5 billion in 2020, with 5.1 device connections per capita. AT&Cisco's forecast is more optimistic, predicting that the total number of IoT devices will reach 50 billion by 2020.

The Internet of Things has come to the fore, and the competition among entrants has become more intense, and a melee is about to begin. How to stand firm in the next competition? Yan Huiyang said to "CEConline": "In-depth understanding of product positioning, scientific management mechanism, and building strong team cohesion and innovation capabilities are the keys to Vodafone's preemption."

Reshaping product positioning

"Location service" is the product concept that Yan Huiyang has led enterprises to innovate and practice step by step in recent years. This word condenses his understanding of the GPS industry over the years. "In the traditional GPS positioning industry, the concept that people use repeatedly is 'monitoring'. However, 'monitoring' means 'monitoring' to the end user, so the end customer of the product will feel very excluded. Not being used The products that users like are not good products, I must first change the concept of all employees, so that end users like our products, our services, and Vodafone. The positioning of 'Location Services' gave me There is a broad imagination space for business innovation and development." Yan Huiyang said.

In this product positioning, the relationship between the product and the user has changed from the previous relationship of "monitoring" and "being monitored" to the relationship between "service" and "being served", from the user's "passive acceptance". ” into a relationship of “self-choice” by users, from a “single service” to a “diversified service” relationship. Yan Huiyang emphasized: "For Vodafone, the most important thing is to make location services bring tangible benefits to users, such as convenience, superiority, value, etc. It is our products that users like and cannot do without us. The value of existence is also the way of survival for Vodafone's sustainable development."

For example, Vodafone's full solution leads a well-known domestic express company. Feeling monitored, it will damage the equipment in use, avoid being monitored, and notify maintenance always delays time. Vodafone has changed the previous cooperation method. While providing vehicle location services, it has also developed and provided delivery and delivery path navigation planning, automatic hands-free calling, information management, and parcel location services (real-time trajectory display of valuables throughout the process). Helping the collecting staff to simplify their work, improve efficiency and reduce risks, it has been highly recognized and supported by express collecting staff and enterprise management. The concept of "location service" has solved the problem of efficient management of logistics enterprises.

"There are many such cases. In fact, only when you have the concept of 'service' can you deeply understand and solve the needs and pain points of customers." Yan Huiyang said.

Scientific management mechanism

"The world's martial arts, only fast can not be broken. Fast is indeed a very typical advantage of Vodafone. Whether it is from the response speed of customer needs or the software or terminal In terms of product delivery cycle." Yan Huiyang said.

In order to improve efficiency, Vodafone's response speed far exceeded customer expectations. At Vodafone, Yan Huiyang requires employees to respond to customers within 5 minutes during working hours and within 30 minutes during break time. In order to ensure the implementation of this system, the company also deliberately included customer satisfaction in the annual employee assessment.

In addition, Vodafone communicates with customers who have cooperated by phone at least once a week to understand their needs and problems that need to be solved. If there is any problem, Vodafone's team staff will try to solve it quickly in the communication. Problems that cannot be solved quickly are dealt with quickly after discussion at weekly marketing department meetings. Finally, for special needs or problems, the decision will be made at the monthly management department meeting and a formal response will be made.

Under this fast and orderly rhythm, Vodafone's work tasks can always be completed efficiently and with high quality, and it has gained a lot of praise and word of mouth from customers. It is understood that there are currently more than 60 Vodafone R&D and marketing personnel, and the average age of team members is less than 30 years old. In such a dynamic and energetic young team, Vodafone's team atmosphere is very cohesive and combative.

Yan Huiyang recalled that there was a batch of orders from the United States, which were produced according to all the requirements of the customer and sealed for shipment, but suddenly received a request from the customer to change the software version. Faced with the urgent task of a sudden full-scale rework, delays seem to be inevitable. However, all Vodafone employees organized overtime work on their own initiative. With all the staff working hard day and night, Vodafone met the customer's requirements and delivered the same quality and quantity according to the original plan, which was highly praised by customers. "In our company, we can even concentrate all our staff on one position or one department, which is unimaginable in other companies." Yan Huiyang said.

In addition, Vodafone's work efficiency also has outstanding performance among its peers through flexible work mode. Yan Huiyang added: "For example, a new customer order requires 10,000 sets of equipment, and the time from order to delivery is normally 30 days for companies in the same industry; but for Vodafone, it can be delivered within 14 days. .If it is a continuous order from an old customer, Vodafone can deliver at a capacity of 10,000 sets/day. We estimated that Vodafone's average delivery speed is at least 2-3 times faster than its peers."

Yan Huiyang said that because Vodafone has maintained a good corporate reputation for a long time, Vodafone has also maintained a very friendly and cooperative relationship with all suppliers. "Suppliers and customers are equally important. We treat suppliers and customers exactly the same way, and we are more about reaching cooperation at the strategic level. Vodafone is both a customer and a supplier in the entire industry chain, and we are well aware of every link. It’s not easy, if a company wants to become bigger, we need to learn from each other, help each other, support each other, and develop together with a group of excellent companies.”

Innovative compensation system

"Whether an employee has self-motivation determines whether he will work with creative thinking, rather than completing the work step by step." In order to improve employees' awareness of self-directed work, Yan Huiyang specially hired a financial consultant. He hopes to use benefit distribution to solve the enthusiasm of talents management problems.

However, how should the benefits be distributed to meet expectations? Yan Huiyang believes that for enterprise managers, firstly, whether they have the will to distribute benefits, and secondly, whether they have the ability to distribute benefits. The former is a cognitive problem of leaders, while the latter is a methodological problem.

Yan Huiyang said: "The essence of managing people is to manage people's hearts, people's hearts are expectations, and the role of an enterprise's management mechanism and culture is to adjust expectations. For a successful manager, one must give subordinates expectations; Give your subordinates passion. The co-investment of the projects we promote has just given the subordinates good expectations, and at the same time, it has also ignited everyone's passion for work."

In Vodafone, different from traditional companies, the compensation system Unique design. "We use 40% of the project profit as the salary to motivate employees. We don't talk about basic salary, but share the victory with employees. Employees get four and the company gets six. At this stage, we do not pursue the interests of shareholders. For the company, The company makes the biggest profit, and the purpose is to attract more high-quality talents to enter Vodafone for common development, so that everyone's value can be maximized, and the company can maximize its development." Yan Huiyang said.

The benefit distribution mechanism of Vodafone’s compensation system is mainly reflected in three aspects: first, the proportion of employees’ investment “shares”; second, post KPI indicators to assess and quantify individual contributions; The secondary distribution is used to adjust the distribution balance and ensure the rationality of the distribution. "What we want is to make every employee highly involved in the operation of the enterprise, to let every employee have the spirit of the enterprise owner and have the subjective initiative, so that the enterprise can have enough passion and vitality in this way. The investment and withdrawal of employees are the whole process. With the participation of legal consultants, the interests of employees are protected and business risks are reduced.”

Through this innovative compensation system, Vodafone employees not only have a stronger sense of belonging to the company, but also greatly improve their stability. "The essence of system design is the incentive mechanism. The way of incentive is not only money, but also for employees, including dignity, sense of achievement, trust, and meeting expectations. In the past two years, I have been thinking about how to motivate and manage employees' expectations well. ." Yan Huiyang concluded.

In the future, the Internet of Things era will usher in its golden growth period. Vodafone, which has been deeply involved in the Beidou/GPS positioning industry for ten years, has accumulated many technical advantages, and only waits for the opportunity to show its strength. "We dare to challenge all unknown new things, we are very fascinated by the Internet of Things world, and I will make unremitting efforts for this. In the future, our common goal is to make Vodafone the leading brand enterprise of Internet of Things 'Location Services'. To IPO." Yan Huiyang looked forward.