Testin: A Chinese Startup Partnering with Multiple MNCs

本案例讲述了北京云测信息技术有限公司（简称“云测”）与微软、IBM、ARM和英特尔等国际知名大型跨国企业的商务合作。本着帮助手机应用开发者节省质量评测时间的初心，王军及另外六位联合创始人选择离职创业，于2011年在北京创办了云测。在过去几年里，云测旗下的两个服务平台（众测和云测）所服务的手机应用开发者超过80万个，手机应用数量逾250余万，提供的质量及安全检测服务超过1.5亿余次。截至2017年3月，云测已获数论融资，总额超过8千万美元。很多中国大型互联网公司曾尝试收购云测，一家大型跨国企业也曾有意让云测与其签订排他性服务协议。面对这样的“机会”，王军和他的联合创始人毅然选择拒绝，并坚守其中立评测的立场。展望未来，王军最大的担忧是，如何让云测能够保持创业的那份初心和创新的激情。这个案例的一大特色是，云测是一家来自于新兴市场（中国）的企业，但是它却能在创业的初期与来自于发达国家的跨国公司建立深入合作，这种合作关系与以往常规的国际合作相比具有更为特殊的学习意义和价值。This case deals with a Chinese startup, Testin, forging partnerships with multiple large multinational corporations (“MNCs” in short, e.g., Microsoft, IBM, ARM, Intel). In order to help developers economize the time spent on quality assurance (QA), Testin was founded by Jun Wang with six of his former colleagues working at Pica Corporation in June 2011. In the past years, Testin had served over 800,000 app developers by conducting more than 150 million quality and security tests on over 2.5 million mobile apps through its automated Cloud Testin (云测) service supported by its testing labs and its Crowd Testin service for solving further problems by part-time qualified testers. It had received several rounds of financing totaling over USD 80 million. Many Chinese Internet companies tried to acquire Testin, and a well-known multinational company asked Testin to sign an exclusive service contract. Wang and his partners resisted such offers and were determined that Testin should maintain neutrality. Thinking about the five-year old enterprise, Wang wondered how to ensure Testin could “stay hungry and stay foolish”. A striking feature of these relationships discussed in this case is that the venture is based in an emerging market context (China) whereas several of the key large corporate partners are headquartered in advanced markets. Thus the partnerships being forged are arguably between non-traditional allies

Shenzhou International Group

自1990年创立以来，申洲国际从一家名不见经传的服装制造厂发展成为了世界知名运动休闲品牌（如优衣库、耐克、阿迪达斯和彪马）的全球顶级的供应商。2005年在香港主板上市后，申洲国际开始了全球化的布局，先后在柬埔寨和越南投资办厂。截至2017年4月，集团的员工人数达到76,000余人，国外的员工人数占比25%以上。近些年，传统纺织服装行业竞争依然非常激烈，不少中小企业纷纷倒闭，申洲国际却凭借其纵向一体化、柔性生产和一流的质量获得世界知名品牌企业的信赖，其销售量和市场份额进一步扩大。2016年全年，申洲国际的销售额达到151亿元，净利润达到29.5亿元，销售毛利率始终保持在30%左右，而净利率保持在18%左右。 过去十年见证了申洲国际爆炸性的增长。然而，在一个消费升级的时代，申洲国际是否还能够依靠现有模式获得成功？特朗普有关重振美国制造业的言论鼓励着很多企业到美国投资办厂（如中国的福耀玻璃）。然而，挑战和机遇共存。“美国制造”的标签以及美国政府的支持固然可以为申洲国际新一轮升级带来机会，但申洲国际依然难以摆脱“传统的、劳动力密集型的加工企业”的基因所带来的束缚。一个发展中国家的企业到发达国家开设工厂也是备受争议的话题。在申洲国际未来发展的战略地图中，是否需要布局美国工厂呢？充满青春活力特色的自有品牌马威（Maxwin）和依托于3D打印技术的运动鞋面料Flyknit的生产是否能为其带来更多的发展空间呢？Since its foundation in 1990, Shenzhou International evolved from a small clothing manufacturer into a world-leading supplier, serving well-known sports and leisure brands such as Uniqlo, Nike, Adidas and Puma. After its listing on the Main Board of the Hong Kong Stock Exchange in 2005, Shenzhou International began to expand its presence throughout the world, opening factories in Cambodia and Vietnam. By April 2017, its employee base had reached 76,000, with over 25% from outside of China. In recent years, competition has been fierce in the traditional textile and clothing industries and many small and medium-sized enterprises have gone bankrupt. Yet Shenzhou International has continued to increase its sales volume and market share, due to its vertical integration, flexible production and reliable high-quality output. In 2016, it generated RMB 15.1 billion in sales revenue and 2.95 billion in net profit, with a gross margin of around 30% and a net margin of 18%. The group has seen explosive growth in the last ten years. Yet in an age of increasing consumer expectations, can Shenzhou rely on existing models to achieve greater success? The comments of US President Donald Trump on reviving his country’s manufacturing industry have encouraged many firms to invest in plant building in the US (for example, the Fuyao Group of China has established a factory base in the US). However, challenges and opportunities co-exist. The “Made in US” trademark and the support of the American government may well bring opportunities for the new round of improvements to Shenzhou International, but the group's DNA as a "traditional, labor-intensive manufacturer" could impose certain limitations. It could also cause quite a stir if a company from a developing country began opening factories in a developed country. The group has to figure out whether it should set up a US factory as part of its future strategic roadmap. Could the group gain more development space through its own energetic and youthful brand Maxwin and 3D printing-enabled production of the Flyknit shoe fabrics