leaf boat enters the conference room time, slightly fusion here personnel are uneven, the downstream chip design manufacturer that today invites is also arriving one after another, Zhou Fuyuan gets him 11 to exchange greetings with the heads of these manufacturers. 叶舟走进会议室的时候,微聚变这边的人员都已经齐了,今天邀请到的下游芯片设计厂商也正在陆陆续续地到场,周福元领着他跟这些厂商的负责人一一寒暄。 „This is Liu Liu spring of north company, Liu, this is our new executive vices-president, leaf boat.” “这个是朔方公司的刘总刘泉,刘总,这是我们的新任执行副总裁,叶舟。” „Fortunate meeting fortunate meeting.” “幸会幸会。” leaf boat put out a hand with Liu Quanwo, the latter patted his shoulder to say layer on layer/heavily: 叶舟伸手跟刘泉握了一下,后者重重地拍着他的肩膀说道: „leaf, young promising, before saw you on the television the speech at release conference, was choked up with emotions!” “叶总,年少有为啊,之前在电视上看到你在发布会上的讲话,心潮澎湃！” leaf boat haha smiled two to be perfunctory, but the one side Zhou Fuyuan's complexion actually flashed through a disgruntledness. 叶舟哈哈笑了两声敷衍过去,但一旁周福元的脸色却闪过了一丝不悦。 The favor contact in market has the custom, each few words, each petty action must be extremely careful. 商场上的人情交往都是有规矩的,每一句话,每一个小动作都要慎之又慎。 Comes up to pat the shoulder of executive vice-president? What rack are you taking? 上来就拍执行副总裁的肩膀？你这是在拿什么架子？ He is self-confident, even if he himself stands before Liu spring, the opposite party is impossible to make does not have the polite movement. 他自信哪怕是他自己站在刘泉面前,对方也不可能做出这么没礼貌的动作。 „Please take a seat.” “请就坐吧。” Zhou Fuyuan's tone slit several points instantaneously, but a Liu spring knowing nothing appearance, exchanged greetings two with leaf boat, then haha sat with a smile. 周福元的语气瞬间冷淡了几分,但刘泉一副一无所知的样子,跟叶舟寒暄了两句,便哈哈笑着坐了下去。 Within a half hour, today slightly fusion invitation the representatives of five manufacturers have all taken a seat, the conference formally starts. 半个小时之后,今天微聚变邀请的五家厂商的代表已经全部就坐,会议正式开始。 The one who makes the opening statement is an executive that is responsible for the technology, is called beginning of Ming dynasty, before leaf boat recorded in magnificent has also seen him, it is estimated that also same took immediate action and get with oneself arrives at the slightly fusion to make the technical support. 做开头陈述的是一个负责技术的公司高层,叫做明初,之前叶舟在华记还见过他,估计也是跟自己一样紧急调动到微聚变来做技术支持的。 „Hello everyone, today we must to the product that everyone introduced estimate that everyone has listened or has looked, right, was our company newest promoted on dragon EDA.” “各位好,今天我们要给大家介绍的产品估计大家都已经听过或者看过了,没错,就是我们公司最新推出的应龙EDA。” „This EDA must surpass above international similar EDA60 in the comprehensive feature, in the meantime, our offers, only then other products 30.” “这款EDA在综合性能上要超出国际同类EDA60以上,同时,我们的报价只有其他产品的30。” „Our majorities present are not the technical personnel, possibly had not had the direct-viewing understanding of the performance of product, then I am divided into several, first makes a simple introduction to everyone......” “咱们在座的大部分都不是技术人员,可能对产品的性能还没有过直观的了解,那么我就分成几块,先给大家做一个简单的介绍......” The beginning of Ming dynasty point opened him already the demonstration documents that completed, started to chase the page introduction on the dragon EDA performance, in the documents that most contents provided before leaf boat picked, but also had magnificent to record that side latest reversion to set at variance the achievement. 明初点开他早就做好的演示文档,开始逐页介绍应龙EDA的性能,其中大部分内容都是从叶舟之前提供的文档里摘出来的,但也有华记那边最新的逆向解构成果。 leaf boat has been familiar to these contents, therefore hears is not specially careful, his vision the body of that five manufacturer heads in the conference site has walked back and forth. 叶舟对这些内容已经熟悉,所以听得也不是特别仔细,他的目光一直都在会场里那五家厂商负责人的身上逡巡。 However what makes his disappointed is, these people, even is less attentive than him. 然而让他失望的是,这些人,甚至比他还不用心。 Conscientiously takes the note, in 9 people have not had 6 with the cell phone, does not know that handles the company urgent matter, is the pure sending time. 认真做记录的没有一个,九个人里有六个都在用手机,也不知道是处理公司紧急的事情,还是纯粹的打发时间。 The documents of beginning of Ming dynasty said that he according to the convention inquired whether some he said was not clear, content that needs to explain again, but the head present no one raised hand. 明初的文档讲完,他按照惯例询问是否有他讲的不清楚,需要再次解释的内容,但在座的负责人没有一个人举手。 On his face appears several points of awkward look, says: 他的脸上浮现出几分尴尬的神色,开口说道: „If everyone to technical does not have any question, we directly does enter to sales strategy of my division?” “如果大家对技术这块没有什么疑问的话,那我们就直接进入到我司的销售策略这一块？” This is an interrogative sentence, however stage next silence. 这是一个问句,然而台下一片寂静。 These people are even disinclined to reply him. 这些人甚至都懒得回复他。 leaf boat started to feel unwilling for him, but beginning of Ming dynasty was the senior staff of having fought many battles, he stopped the moment, then started to stress the offer and preferential policy. 叶舟都开始为他感到不甘了,可明初到底是身经百战的老员工,他只是停顿了片刻,便开始自顾自地讲起来报价和优惠政策。 „We correspond the pricing of dragon at present are still the traditional pricing patterns, according to the use scales and set of quantities fixes a price, but, in this foundation, we for on dragon EDA adaptive many preferential policies.” “我们目前对应龙的定价仍然是传统的定价模式,按照使用规模和台套数量定价,但是,在这个基础上,我们为应龙EDA适配了许多优惠政策。” „First is 3 + 1 sales models, first three years, we do not charge any fee, since the fourth year, we charges four years of fee monthly.” “首先就是3+1的销售模式,前三年,我们不收取任何费用,从第四年开始,我们按月收取四年的费用。” „ This sales model can save the cash flow of client company enormously, can make everyone first use the limited cash in scale expansion. Was equivalent provided a three-year loan to everyone. “这个销售模式可以极大的节省客户公司的现金流,可以让大家把有限的现金先用在规模扩张上。相当于给大家提供了一个三年期的贷款。 ” „Next, all uses on the dragon EDA company, we will provide the technical assistance free, including but not limited to, in chip design domain most new technology......” ”“其次,所有使用应龙EDA的公司,我们都会免费提供技术援助,包括但不限于在芯片设计领域的最新技术......” „Is useful?” “有什么用？” The words of beginning of Ming dynasty have not said, the voice of stage next person then broke him. 明初的话还没有说完,台下一个人的声音便打断了他。 What speech is Liu spring. 说话的是刘泉。 On his face has five points to disdain, five points expect too much, after everyone's line of sight gathers his body, he continues saying: 他的脸上带着五分不屑,五分恨铁不成钢,等所有人的视线聚集到他身上后,他继续说道: „clear(ly) always, Zhou, leaf! I know that your are easy-to-use on dragon EDA, but the issue is, do we dare to use?” “明总,周总,叶总！我知道你们这个应龙EDA好用,但是问题是,我们敢用吗？” „You said that so many are useful? You are also clear, if we used your EDA, a chip piece that we design cannot make, a piece cannot sell. How, your magnificence does record have the contractor's plant? Does your magnificent record to make the 7 nm chip?” “你们说这么多有什么用？你们自己也清楚,如果我们用了你们的EDA,那我们设计出来的芯片一片也造不出来,一片也卖不出去。咋的,你们华记有代工厂？你们华记能造7nm芯片？” „If can wrap our chip OEM, we divide minute to buy your EDA, but can you?” “要是能把我们的芯片代工包了,我们分分钟就买你们的EDA,但是你们能吗？” Liu spring sighed , to continue saying: 刘泉叹了口气,继续说道: „clear(ly) always! I discovered that you did not figure out, you thought that now is only preferential benefit can solve on the issue that dragon EDA faces?” “明总啊！我发现你们还是拎不清啊,你觉得现在应龙EDA面临的问题是区区一点优惠就能解决的吗？” „Truth you told that I can come today, actually does not attempt probation period of your one year of office software, purely is because the company can see your sincerity, therefore listens stemming from the commercial formality.” “实话跟你说吧,今天我能来,其实也根本不是图你们那个一年的办公软件的试用期,纯粹是因为公司能见到你们的诚意,所以出于商业礼节过来听听而已。” „But clear(ly) always, leaf, the sincerity cannot work as the food to eat. You were too young, was not tied down by care of one's family like us, we really accompanied you unable to play.” “但是明总啊,叶总啊,诚意是不能当饭吃的。你们还是太年轻了,不像我们这样拖家带口的,我们真的陪你们玩不起啊。” Liu spring words saying, the representatives of several other manufacturers also nod secretly, Ye Zhou's look sweeps obsolete, some people return by the expression that he has no alternative, there is portrait Liu spring to be the same, in the smile has several points to taunt. 刘泉的一番话说完,其他几家厂商的代表也暗暗点头,叶舟的眼神扫过时,有人回以他无可奈何的表情,也有人像刘泉一样,微笑中带着几分嘲讽。 leaf boat shen inspires, says: 叶舟深吸了一口气,开口说道: „I know difficulty that everyone faces, but, I believe, difficult is also only temporary. The rejection list truly is a very serious concern, so long as we think, would the means solution.” “我知道大家面临的困难,但是,我相信,困难也只是暂时的。拒绝清单确实是一个很严重的问题,但只要我们想,总会有办法解决的。” „We guaranteed, will find out the practical and feasible solution to everyone. Was banned on dragon EDA, we can through edition iteration way issue new EDA ---- Cannot we issue that they ban one is right? This had historically also proven is feasible everyone can feel relieved, definitely will not have the compliant risk.” “我们保证,也会给大家想出切实可行的解决方案。应龙EDA被禁了,那我们可以通过版本迭代的方式发布新的EDA----总不能我们发布一款他们就禁一款对不对？这在历史上也证明过是可行的大家可以放心,绝对不会有合规风险。” leaf boat not possible to say the matter of semiconductor wafer fabrication, just like but he said that actually had the method to avoid rejecting the list the compliant risk. 叶舟不可能把芯片制造的事情说出来,但正如他说的一样,其实是有手段能避免拒绝清单的合规风险的。 Liu spring taunted smiles, did not yield to ask back: 刘泉嘲讽地笑了一笑,丝毫不让步地反问道: „You said that without the compliant risk , there would be no compliant risk? Brothers, you are an rookie, you do not know that here surface water deep, the compliant risk is not you opens mouth can say ---- We cannot take this risk.” “你说没有合规风险就没有合规风险吗？兄弟,你是个新人,你不知道这里面水有多深,合规风险不是你一张嘴就能说出来的----我们冒不起这个险。” „It is not I looks down upon you, you experience after all are too shallow. Complex I did not say that I say a very simple fact to you.” “不是我看不起你,你毕竟还是经验太浅。复杂的我也不说了,我就给你说一个非常简单的事实。” „Do the sales workers in your company also contact in the domestic big plant? The magnificence core international has the chip design subsidiary company, do you have a look at them to respond you? Why they do not respond you, doesn't know in heart?” “你们公司的销售人员也在跟国内的大厂接触吧？华芯国际就有芯片设计子公司,你看看他们搭理你们吗？他们为什么不搭理你们,心里没数吗？” A conference site silence. 会场一片寂静。 No one can refute Liu spring words, does not have any issue that because he said. 没有人能反驳刘泉的话,因为他说的没有任何问题。 The fact is, one day ago, the magnificence core international firmly refused the slightly fusion to provide on the suggestion of dragon EDA test free. 事实就是,在一天前,华芯国际坚决拒绝了微聚变免费提供应龙EDA试用的建议。 Zhou Fuyuan exchanged a look with the sales representative of another customer line, prepared to find the excuse ahead of time the closing session time, towering cell phone ring tone rang in the conference site suddenly. 周福元跟另一名客户线的销售代表交换了一个眼神,正准备要找理由提前结束会议的时候,一个突兀的手机铃声突然在会场里响了起来。 leaf boat pulls out the cell phone, above is a strange telephone. 叶舟掏出手机,上面是一个陌生的电话。 His apology nods to the people, later prepares to set out to go out. 他歉意地向众人点了点头,随后准备起身出门。 However he just shoved open the chair, the sound that in the telephone broadcasts makes his movement stiffen. 然而他刚刚推开椅子,电话里传来的声音却让他的动作僵住了。 „leaf, hello, I am the magnificence core international purchase director, don't Xian live.” “叶总,您好,我是华芯国际的采购总监,莫贤生。”