UCloud解决方案发展分析

1、Competitive Tracking for UCloudUCloud解决方案发展分析Executive summaryUCloud business performanceUcloud public cloud service shows obvious specific industry inclination: 65% revenue comes from gaming industry in 2014, and Ucloud takes Internet finance, online education and O2O as 2015s new growth driver due

2、 to mobile games slow down growthUCloud partner strategyUcloud hasnt establish a fully mature partner system and currently sees little partner-lead revenue50-60 VC/ incubators currently cooperate with Ucloud in startup incubation; 11 Apps have been observed to join Ucloud App Center, meanwhile, 20-3

3、0 solution partners started to cooperate with UCloudUCloud organizationUCloud team has gone through rapid headcount expansion from 200+ HC in 2014 to 500+ HC in 2015, primarily growing on HQ R&D team and branch sales team, aiming to bring the business to a new level of scale in the futureUCloud IDCU

4、Cloud currently has 8 IDCs and 17K servers in operationsUCloud marketing strategyUcloud closely bundled with specific industry in its marketing eventUcloud has successfully built its “understand game best” brand image in its marketing campaigns held during 2013 to 2015Ucloud put increasing focus on

5、online education and Internet finance industrys marketing promotionsUCloud tech advantageUCloud does not have obvious competitive edge in product, except CDN service: UCloud possesses 500+ global CDN nodes, greatly facilitates game developers global content distributionEmerging public cloud service

6、providers 2014 business performance overviewTotal revenueRevenuechannel63 Mn RMBPublic cloud revenue60 Mn RMBStaff #Offline salesOnline sales80%20%Server #Marketing expense102 Mn RMB93 Mn RMBOnline sales88%12%Offline salesPublic cloud paid users4,0005,00030-404,000-5,0001.2 Mn RMB17,0003.3 Mn RMBPar

7、tner #(2015*)App developer (15)Solution partner (20-30)Incubator partner (50-60)App developer (11)Solution partner (20-30)* QingCloud & Ucloud havent started to recruit their partners until late 2014, therefore current partner number is presented here as reference200-250Business overview, core capab

8、ility and partnershipIContentsMarketing strategy and activitiesIIProducts, services and pricingIIIComparison and other informationIVUcloud has gone through rapid growth with public cloud contributing absolute majorityMn RMB, 2013-15E3%10%90%201382015E4%201410292%5%34892%4%Hybrid cloudServer hostPubl

9、ic cloud2014 UCloud public cloud revenue segmentationCustomer verticalCustomer typeRevenue channelGamingOnline education5%5%Online ad.8%7%O2OOthersInternet finance65%10%Top 500-500010%Top 100-50010%Top 10-10060%20%Top 10RegionNorth China50%40%South ChinaEast China10%12%88%Offline salesOnline salesTh

10、e revenue share taken by gaming customers decreases due to game industrys slowdown growth, probably dropping to 50% in 2015Internet finance and O2O, as Uclouds next vertical focus, are expected to contribute 30% revenue in 2015Ucloud has 15K users in 2014, among whom 1/3 are paid usersAmong 5K paid

11、users, , top 10 users (ranked by deal size) contribute 60% of total revenue, and top 1 user (Daota Chuanqi) contributes 30% of total revenueEast and North China contribute most of Uclouds revenueSouth Chinas revenue share is expected to increase to 15% in 2015Ucloud doesnt see any partner-lead reven

12、ue in 2014Only 400 customers come from offline, and they contribute 88% revenueCAGR2013-15E568%303%/576%Ucloud has achieved 102 Mn RMB revenue in 2014, of which gaming vertical contributes 65%| 5 Leveraging the operation experience and connections in gaming verticalIntensive and vertical-focused mar

13、keting eventsInfrastructure optimizationUclouds co-founders (Xinhua Ji, Kun Hua and Xianfeng Mo) all once worked in Tencent, have deep understanding of game operationUcloud founders leveraged their resources and connections among Tencent alumni game startups during initial stage, successfully attrac

14、ting star mobile games to launch on Ucloud, such as Papa Sanguo (啪啪三国), Daota Chuanqi (刀塔传奇)Ucloud intentionally bundles with its star customers in gaming industry, such as Daota Chuanqi (刀塔传奇) in its ads and marketing eventsUcloud actively attends various conferences/ activities in gaming industry,

15、 such as China Joy, GMGDC, etc., even though most of them are not relevant to public cloud service, to establish its “professional in serving game” brand imageUcloud regularly unites famous mobile game developers/ distributors to host salons and seminars focusing on mobile game developmentUcloud is

16、the 1st Chinese public cloud service provider that launched overseas IDC (HK, LA) to better meet its mobile game customers “go abroad” demandsGame operation has relatively high requirements in dynamic signaling gateway and message queue mgmt., accomplished by CDN service, where Ucloud sees its advan

17、tages with global 500+ nodesUclouds gaming vertical focusUcloud has set up the brand image that Ucloud “understand gaming vertical best”, with 50% of its revenue coming from game industryUcloud has established wide connections in gaming vertical18 of top 20 mobile game distributors are Ucloud partne

18、rs, such as FL Mobile, Longtu Game, etc.4,000 mobile games currently run on UcloudUcloud has built strength in gaming industry by leveraging its connections, launching gaming-focused marketing activities and optimizing infrastructure to better meet gaming customers demandsUcloud currently has 3 cate

19、gories of partners, yet without a fully established partner system| 6 IncubatorSolution partnerUcloud R&RCooperationUcloud partner system overview Ucloud has its own startup incubator with the leverage of Ucloud public cloud platform, whichs able to monitor startups business growth easilyCurrently U

20、cloud sees little partner-led revenueThe cooperation model between incubator partners and Ucloud is resource exchange, which would bring little income in short runUcloud didnt opened its API until late 2014 and App store until 2015, and the partner recruitment still requires some timeUcloud is very

21、cautious in selecting ISVs since its them who Ucloud collaborate with to provide sustainable cloud service to customers, and Uclouds still exploring the cooperation modelUcloud would screen out promising startups who run on Ucloud and recommend them to VCs and other incubatorsMeanwhile, VCs and incu

22、bators also recommend startups to launch on UCloud Ucloud provides IaaS supportISVs, generally with some specific industry focus, leverage Uclouds capabilities and help customers to migrate to Ucloud and conduct customization and system integrationApp developerUcloud opened App store to attract 3rd-

23、party developers to provide professional SaaS to Ucloud usersPartner example50 VCs, incubators, IT media, etc.Ucloud serves as a platform, enabling App developers direct contact with massive customersDevelopers, in return, enrich the service pipelines provided on Ucloud platformUcloud currently has

24、11 Apps in its App store20-30 mid/ small size solution providers| 7 Cloud serviceUcloud provides 5,000-30,000 RMB Ucloud coupons to startupsStartups enjoy customized cloud service with designated architects instruction, reference setup and regular report, etc.Uclouds Phase I Incubator provides 1,000

25、 m2 rental-free office in ShanghaiStartups could stay in incubator for 6 months at least with only 200 RMB/ person/ month utility chargeOfficeNashangban and HiStarter are Ucloud Incubators partner and offer free talents recruitment opportunities for qualified startupsTalent recruitmentFinancial serv

26、iceUcloud collaborates with 50 VCs/ incubators to help startups to reach out to investors smoothlyTech supportStartups are able to enjoy various tech tools varying from product test and performance monitor, to data analysis, online survey, etc.PromotionserviceFamous IT media like Youxi Tuoluo, TechD

27、aily offers interview/ reporting opportunitiesFesent offers online marketing service at discount priceStartupsCurrently 30-40 startups have moved into Ucloud Incubator Phase I (launched in 8/2014)Most are mobile Internet startups, such as mobile game, E-comm App, etc.Ucloud kicked off Phase II in 5/

28、2015, aiming to incubate 150 startups in 2015Startup incubation bring Ucloud the opportunity to establish its own ecosystem: not only recruiting cloud service users, but also attracting a bunch of 3rd party service providers to cooperate with Ucloud in serving Internet startupsStartups would natural

29、ly become Uclouds customers once they need to expand their businessUcloud launched its own incubator with a whole service package to attract mobile game/ app developers| 8 UCloud SH HQR&DSH HQUCloud HQ consists of sales, marketing, tech and others (e.g., finance, admin, HR)Over 200 staffs are in cha

30、rge of tech-related work, including R&D, testing, system management, infrastructure operation and tech support in ShanghaiOnline sales team is responsible for pre-sales consulting, aftersales customer service and customer follow-upMarketing team is relatively heavy, including 20 people who are in ch

31、arge of online and offline promotion and PR eventsPresales engineers closely work with sales team to engage potential key accounts, providing customized IT solution for customersBranchBranches are majorly in charge of local infrastructure maintenance and sales promotionLocal sales teams, including K

32、A managers and pre-sale engineers, generally get touch with clients with local conferences/ exhibitionsTech team is primarily responsible for local IDCs operation and maintenance, may also assists HQ R&D team as wellOverview70% of Uclouds staffs are responsible for tech-related workUCloud is going t

33、hrough rapid expansion (200+ HC in 2014 to 500 HC in 2015) and currently conducts large-scale recruitment: R&D engineers for HQ and BD for branches4 branches (BJ, GZ, SZ,CD)SalesMarketingTechOthersTestingSystem mgmt.Opera-tionOffline salesPresales engineerOnline salesSales teamTech team5035*20250501

34、0040153020-2515305-10Tech support6050010-20UCloud organization structure2015.7xxStaff headcountUcloud team has gone through rapid expansion to 500 staffs, among which 60% are engineers* Taking one branch as an example, 4 branch companies would see a total amount of 140-150 HCKey takeawayUcloud curre

35、ntly has 8 IDCs in operation, serving 20,000 users (2015.7)Uclouds has established 3 IDCs in Beijing, achieving 200 Internet/ IT company CTOs, cloud computing tech experts, developers, etc.Target audience:ImpactAttendee amount:200-300Ucloud 3-year Anniversary Ceremony: Innovation MotivationPurpose:U

36、cloud business-focused gala, aiming at brand exposure enhancement and business cooperationIntroduction200 Internet/ IT company founders/ CEOs, 50 VCs/ incubators, 30 media and individual developers, etc. Target audience:ImpactAttendee amount:400-500Topic focus:China public cloud computing market ove

37、rview and trend speculationUcloud development experience share, Ucloud new product release and Q&AUcloud current users case sharingTopic focus:China public cloud computing market overview and trend speculationUclouds business strategy understanding, and its cooperation with NTTU.E.P (Ucloud Enterpri

38、se Program) releaseBusiness overview, core capability and partnershipIContentsMarketing strategy and activitiesIIProducts, services and pricingIIIComparison and other informationIVCompared with Azure, UCloud provides less PaaS| 18 IaaSPaaSSaaSApplication serviceDatabaseCompute & networkStorageDeploy

39、 & mgmt.Cloud ServiceLimited previewAvailable in ChinaXXXXXXWebsiteHDInsightO365SQL DBMySQLTableVMCDNVPNVNetImageInstanceVxnetMobile ServiceService BusAutomationRouterEIPLoadBalancerVolumeVirtual SANSnapshotRDBMongoDBCacheZookeeperMessage QueueSchedulerActivities logActivities LogRecycle BinUHostUPH

40、ostUHybridUNetULBUCDNUDiskUDBUMemUFileUDDPUSecurityUMonBackupEvent HubsNotification HubsSchedulerActive DirectoryBlobFileSite RecoveryWe mapped these products by each cloud providers definition and catagoriesAs we know, Azure provide auto-scaling service, and integrates it into VM service, so we did

41、nt map it into the product universeUCloud compute product pricing (1/2)| 19 ProductDescriptionPricingUCloud host (UHost)Resizable compute capacity in the cloudUHost supports vertical and horizontal online scaling in CPU, RAM and bandwidth, and users application wont be interruptedUCloud provides 99.

42、95% data availability and 99.9999% data durability, protecting data with RAID arrayData can be online snapshottedUCloud would compensate customers once data loss occurs in UCloudUHost is offered with multiple instance types, OS, software packages, network performance and volumes typesMonitoring impo

43、rtant data such as Instance CPU, memory, volume read-write and network traffic in a historic and real-time mannerUHost provides network enhanced instance which supports high-bandwidth and high-rxpck mostly adopted in SNS, gaming and advertisingPricing/ hour (RMB)Pricing/ month (RMB)1 Core, 1 GB0.199

44、01 Core, 2 GB0.261261 Core, 4 GB0.482292 Core, 2 GB0.482282 Core, 4 GB0.562682 Core, 6 GB0.733482 Core, 8 GB0.854082 Core, 12 GB1.15284 Core, 4 GB0.813904 Core, 6 GB0.974654 Core, 8 GB1.014864 Core, 12 GB1.346454 Core, 16 GB1.597658 Core, 8 GB1.527318 Core, 12 GB1.838808 Core, 16 GB29618 Core, 24 GB

45、2.4811918 Core, 32 GB2.96142116 Core, 16 GB3.07147116 Core, 24 GB3.57171116 Core, 32 GB4.07195116 Core, 64 GB6.072911Pricing/ hour (RMB)Pricing/ month (RMB)4 Core, 4 GB0.592404 Core, 6 GB0.662764 Core, 8 GB0.883794 Core, 12 GB0.883784 Core, 16 GB0.964188 Core, 8 GB1.134988 Core, 12 GB1.255588 Core,

46、16 GB1.56788 Core, 24 GB1.215408 Core, 32 GB1.3761516 Core, 16 GB1.4163616 Core, 24 GB1.7479516 Core, 32 GB1.9991516 Core, 64 GB1.92881Pricing/ hour (RMB)Pricing/ month (RMB)1 Core, 1 GB0.592401 Core, 2 GB0.662761 Core, 4 GB0.883792 Core, 2 GB0.883782 Core, 4 GB0.964182 Core, 6 GB1.134982 Core, 8 GB

47、1.255582 Core, 12 GB1.56784 Core, 4 GB1.215404 Core, 6 GB1.376154 Core, 8 GB1.416364 Core, 12 GB1.747954 Core, 16 GB1.999158 Core, 8 GB1.928818 Core, 12 GB2.2310308 Core, 16 GB2.411118 Core, 24 GB2.8813418 Core, 32 GB3.36157116 Core, 16 GB3.47162116 Core, 24 GB3.97186116 Core, 32 GB4.47210116 Core,

48、64 GB6.473061Billing by hourMonthly subscription could enjoy 35% discount Yearly subscription could enjoy another 16% discountSAS SAS, large network capacitySSDPricing/ Mbps/ hour (RMB)Pricing/ month (RMB)2 - 5 Mbps0.0525 5 Mbps0.4200Bandwidth/ instanceWe mapped these service by the cloud providers

49、categories. The scope of each service is not same as others. Udisk service includes snapshots feature, yet QingCloud sees it as an independent service, so we mapped it as a independent serviceUCloud compute product pricing (2/2)| 20 ProductDescriptionPricingUCloud physical host (UPHost)Physically de

50、dicated, high-performance compute instance in hosted environmentUCloud only provides 24 Core, 1.8 TB RAM, 1.8 TB data volume and 1 TB system volume instance which cannot attach EIP or connect to Internet directly (only can be used in a hybrid cloud architecture)UPHost provides fully managed service

51、and users dont need to operate, deploy or test the instanceRAID 10 array provides high availability and I/OBilling by hourMonthly subscription could enjoy 34% discountYearly subscription could enjoy another 16% discountPricing/ hour (RMB)Pricing/ month (RMB)UPHost7.53600UCloud extended hybrid cloud

52、(UHybrid)UHybrid provides device hosting, server hosting and network access service, serving the customer who has hybrid demandUPHost can be created in UClouds console to build a hybrid cloudServer hosting service provides racks and networking devices for customersCustomer could host their on premis

53、e devices in UCloud data center, making full use of redundant devicesCustomer can deploy a cross-data center load balancer and weight adjustment policy to improve the availability of networkUCloud offers 24/7 customer services and promises responding in 90 secondsUClouds technical support team provi

54、des free support in system kernel, application development, database optimization and solution architectingPrice varies case by case according to the deal size, service pipeline, etc.UCloud doesnt provide auto-scaling service, which means users need to develop a script or software or find some devel

55、oped software in forum to realize the functionUCloud network product pricing| 21 ProductDescriptionPricingUCloud load balancer (ULB)Load balancer distributes the traffic from several public networks to several instances, supporting automatic detection and unavailable instances isolationULB supports

56、TCP and HTTP/HTTPS protocolULB can forward request, according to users cookie, to specified instanceDetailed monitor service is provided, monitoring connections, inbound bandwidth and outbound bandwidthBilling by hourMonthly subscription could enjoy 31% discountYearly subscription could enjoy anothe

57、r 16% discountBandwidthPricing/ hour (RMB)Pricing/ month (RMB)40.210080.85425162.451225325.6528256412.05602510019.259625UCloud network (UNet)UNet is a network service, which manages network resourceEIP is a public IP binding to users account, which can associate or dissociate to an instanceFirewall

58、service supports TCP/ UDP/ ICMP protocolsSubnet is used for interconnection between instances and isolated from base networkRouter service controls connections among subnets, supporting DHCP service and port forwardingPurchase mode is quite flexible: hourly purchase is allowed for customers to deal

59、with traffic peakMonthly subscription could enjoy 65% discountYearly subscription could enjoy another 16% discountBandwidth package0.40 RMB/ Mbps/ hour100.00 RMB/ Mbps/ month (monthly subscription)EIP, firewall, subnet and router are offered with no additional chargeUPHost is physically dedicated, a

60、nd users can create, destroy, configure it in console, its the difference with IDCs serviceUsers can build hybrid cloud with UPHost and Uhost, they also can host their own servers in UClouds datacenterUCloud datacenters are divided into two zones: public cloud and server hosting. UCloud storage & CD