调研问答全文
广联达 (002410) 2019-12-04
Q1、请介绍数字造价业务的市场占有率、行业渗透率和未来增长趋势。
答:数字造价业务是公司优势业务,上市初期公司的市场占有率约为60%,经历近十年的发展,数字造价业务的市场占有率达到了更高水平。从渗透率的角度,造价软件的渗透率很高,类似于Wind在国内金融机构的渗透率,从业者已经非常习惯使用造价软件进行计价和算量的工作。 未来数字造价业务的增长一方面来源于盗版用户的转化。历史上公司正版用户与盗版用户的比例大致为1:1,通过云转型的方式,SaaS产品的销售能够带动一部分盗版用户转换为付费用户,目前正版用户与盗版用户的比例大致为1:0.8。另一方面来源于SaaS模式下单个用户ARPU值的提升,通过增值服务和产品的销售,如广材助手、广材网等,实现数字造价业务的持续增长。谢谢。
Q1: Please introduce the market share, industry penetration, and future growth trends of Construction Cost business。
A1: Construction Cost business is our mature business. The company‘s market share in the initial stage of listing is about 60%. After nearly ten years of development, the market share of Construction Cost business has reached a higher level. The penetration rate of cost software is very high, similar to the penetration rate of Wind in financial investment institutions in China. Practitioners have become very accustomed to using cost software for pricing and quantity calculation. On the one hand, the future growth of construction cost business comes from the conversion of piratedusers. Historically, the ratio of genuine users to pirated users was approximately 1:1. The sales of SaaS products can drive some pirated users to pay users. At present, the ratio of genuine users to pirated users is approximately 1:0.8. On the other hand, the growth comes from the increase of ARPU under SaaS model. Glodon will achieve the continuous growth of Construction Cost business through value-added services. Thank you.
Q2、请介绍公司目前的销售策略。
答:公司坚持自建销售渠道,在全国范围内建立分子公司,营销服务一体化。在数字造价板块,公司现有产品主要面向开发商、业主方、施工企业和中介咨询机构的造价员,数字造价业务拥有较大的用户基数,目前正由传统的License模式分地区、分批次转为SaaS模式。在数字施工板块,公司现有产品覆盖施工现场多岗位、项目管理人员和企业管理人员等不同用户,由于业务发展较初期,目前仍然采取License的方式销售。谢谢。
Q2: Please introduce Glodon’s sales strategy.
A2: Glodon adheres to self-built sales channels, establishes molecular companies throughout the country to have the advantage of integrated marketing services. The customers of the Construction Cost products are mainly developers, owners, construction companies, and consulting agencies, and the users of which are mainly cost engineers. The Construction Cost business has a large user base, and is currently changing from the traditional license model by regionand batch to the SaaS model. The customers of the Construction Management business are primarily construction companies, and the users of which include multiple positions on the construction site, project manager, and construction enterprise manager. We still sell Construction Management products though License model. Thank you.
Q3、数字施工产品业务存在哪些竞争对手?
答:目前该市场仍处于发展初期,行业渗透率较低,竞争格局比较分散,业务巨头尚未形成。在部分区域、部分产品领域存在一些友商,但是目前没有全面对标广联达的公司。数字施工业务还处于拓展初期的后半段,其实是跑马圈地的阶段,竞争还不是主要矛盾。谢谢。
Q3: For construction management business, What is the competition status and competitive antage?
A3: Currently the penetration rate in construction execution phase is low, and competitors are scattered, so competition is not the main issue now. There are some equal competitors in some regions and some product fields, but there is currently no strictly similar company. Thank you.
Q4、请介绍公司的云基础设施情况。
答:公司造价云业务主要搭载在阿里云上,是公有云;施工云根据客户需求,可以提供部署在客户本地的混合云服务,供应商选择多样化。谢谢。
Q4: Please introduce Glodon’s cloud infrastructure.
A4: Construction Cost cloud business is mainly carried on Alibaba Cloud, which is a public cloud. According to customer needs, Construction Management business can provide hybrid cloud services deployed on the customer‘s locality. We offer multiple supplier options. Thank you.