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It’s the great time for global startups to crack Chinese market

startups in china, chinese market

A generation ago, well-known Internet and tech giants with global ambitions tried to break into the Chinese market but often failed.


Those attempts have been well-documented, but conditions change when a country like China goes through its own mobile revolution.


Fast-forward to 2015, and times have changed drastically. Today, startups around the world have a real chance to break into China, no matter how global financial markets are behaving.


That generational change is a big deal — in a world where startups are judged by how fast they grow, the allure of the world's largest market should draw the attention of the most ambitious founders worldwide.


Context To China's Entrepreneurial Wave


Let's briefly examine why and how things have changed for startups looking at China.


First, any companies listed on the Chinese stock exchanges are old-economy companies, many of which are state-owned enterprises with no "web" DNA.


Second, Chinese "native web" companies listed on exchanges in the U.S. and Hong Kong, such as Alibaba, Baidu, and Tencent, are all growing fiercely.


Third, out of the 1.3 billion population, over 600M have smartphones and over 700M have broadband access with a PC, while only about 10% hold retail trading accounts, meaning only a small slice of the nation is exposed to public market fluctuations. This all means that, fourth, the overall addressable market in the country is so much larger than it was a generation ago, and therefore presents that bigger opportunity to the world at large.


These forces combine to fuel a huge wave of entrepreneurship throughout China, where registrations of new startups outpace GDP growth by a factor of three and where investment money in the form of venture capital and private equity (both from within China and from other countries) fuel these companies.


The net result from all of these factors, as well as the successful, global IPOs of Alibaba, JD.com, Tencent, and Baidu have proved any young, aspiring entrepreneur within China could succeed at the highest, world-class levels — and never needs to be born with ties to the government, nor to hail from a rich, well-to-do family.


Now that the conditions have changed in China, let's unpack three examples to examine how other startups have tackled this new market.


Airbnb In China


One of world's darling startup juggernauts — Airbnb — is cracking the code on the China market.


Today's China boasts a huge, growing middle-class with aspirations to consume goods and services, which translates into a market power that can challenge conventions even within China itself.


For instance, China is the fastest and largest outbound travel market — including for Airbnb — and they have embraced it. Airbnb smartly focused on outbound travel out of China first, where it has distinct competitive advantages to provide lodging alternatives across the world in the most sought-after destinations.


Tactically the company picked its VP of International Operations to have years of real, tangible, on-the-ground experience in Asia. The company also invited a consortium of private investors with deep experience in China in their latest round of financing to leverage the group's collective experience in the Chinese market.


It remains to be seen, but I'd suspect Airbnb will also hire a country-specific CEO who has strong leadership skills in China to lead the organization in what is certainly a dynamic market.

Airbnb 接下来在中国的发展值得拭目以待,不过我认为它还会在中国聘请一位专门的首席执行官,带领它继续闯荡这个充满活力的市场。

Uber In China


Despite the company's operational prowess, Uber is in fact "late" to China. They are currently fighting with Didi Kuaidi, which is backed by three Asian Internet giants — Tencent, Alibaba, as well as Softbank.

虽然 Uber 的运营手段十分出色,但它其实已经错失了中国市场的先机。他们在中国最大的竞争对手是滴滴快的,后者的投资方包括三家亚洲互联网巨头——腾讯、阿里巴巴和软银。

Uber's difficulty in cracking China is very high. Transportation is a very local business, and it is even difficult for local plays to win across China given the sheer scale of the country.


But to give Uber credit, it has created a separate entity in China, a proof point that this is the company's number one priority in terms of growth and expansion.


Already, Uber's three largest cities by rides volume worldwide are all located in China.


Recent history has proven it is not a wise choice to bet against Uber, though its expansion into China will likely include lots of volatility, and they may eventually turn to a "Yahoo-Alibaba" model where they own a material stake in a regional player. Despite those hurdles, it is refreshing to see a multinational company going after the China opportunity with full determination and plenty of localized practices.


Gaming With Twitch and Riot


Gaming is another huge, global category that is finding new inroads into China.


In 2008, Tencent brought League Of Legends (LoL) to China, and they eventually acquired a majority stake in LoL's maker Riot Games in 2011. Since then, Tencent has helped turn LoL into the world's number one MMOG in China. To succeed in China, Riot picked a Chinese strategic partner to help it distribute and localize its product, and built up its own team in Shanghai, as well.

腾讯在2008年将《英雄联盟》带到了中国,它后来在2011年还购入了该游戏开发商Riot Games的大部分股份。从那以后,腾讯已经将《英雄联盟》打造成世界第一的大型多人网络游戏。为了在中国取得成功,Riot选择了一位中国的战略合作伙伴负责产品的分发和本地化工作,它还在上海成立了一支团队。

Now in 2015, Riot's knowledge of the Chinese online gaming market and the growing popularity of YY and QQ Talk in China led them to invest in Curse in San Francisco. By working with Tencent and making an investment in Curse, Riot may be in a better position to make a global platform play both in and beyond gaming.

到了2015年,Riot已经对中国网络游戏市场有了深入的认识,在了解到YY语音和QT语音在中国的流行之后,它决定投资位于旧金山的Curse。在经过与腾讯的合作和对Curse的投资以后,Riot 应该能够更好地将中国打造为一个全球性的游戏市场。

The world is simply changing so quickly, China has to change, too — and it is changing. The growing popularity of iPhones, Starbucks shops, Haagen-Dazs stores despite recent market volatility means there's enormous opportunity for non-Chinese companies to enter China now, and compete for the "Baifumei" segment of consumers with increasingly westernized tastes.

这个世界正处于迅速变化当中,中国也不得不作出改变——而且它已经开始改变。尽管现在的中国市场处于动荡之中,但是iPhone、星巴克和哈根达斯仍然能够得到越来越多中国人的欢迎,这就意味着外国公司现在还有很多可以进入中国的机会,争取喜好不断西方化的"白富美"消费群体 。

Specifically, first, China is enabling more commerce-driven apps and companies to succeed in the country, and it wants U.S. players to play by its rules in China; second, companies with globalized offerings will have an easier time in China, relative to those that do; and, third, new entrants that can smartly localize within China with strong local talent and investment partners will have a better chance to gain a foothold in the world's fastest growing consumer market.



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