"Dear Gu, I'm glad to know you. This is my business card."

After the game ended, Gu Ao was not in a hurry to end the game. He met John Chambers who came to visit in the box he rented.

I guess even F people would never think of it, and no one would think that Gu Ao had already set up a plan to plot against Wang An.

The other party was indeed very low-key and polite. When they met, they bent down and handed their business cards with both hands.

Gu Ao naturally didn't have to be pretentious with the other party, so he asked straight to the point: "I heard you want to join me? You have a good vision."

He looked up and down and found that Chambers was about in his early forties and looked like a classic wasp type, with sparse yellow hair and square face.

Chambers first followed the verbal verbal: "I heard it through certain channels that you and Mr. Wang and his son had a very far-sighted debate on the investment in the relevant industrial technology in Beijing on the 'Oriental Eureka' plan."

Gu Ao smiled and did not take the initiative: "Those are things that are invited by others and loyal to others. Since the relevant authorities have consulted me, it means trusting me. I have to say what I think. But this does not mean that I have any ideas about these cross-circle industries. If you are willing to sell game consoles for me, I would be happy to accept marketing talents like you."

Gu Ao also took a little time to learn about the other party's resume before, and knew that Chambers was not a rich second generation, but a professional manager who worked hard on himself.

When he was young, he studied in undergraduate and MBA, both public universities, such as West Virginia State University and Indiana State University, which shows that his family is not rich.

Chambers's resume on Wang'an Computer only took five or six years, and he joined after he was 35 years old. He had worked in the market for ibm for a few years and had a good performance. Of course, he did not get into the position of executives.

IBM executives are not that easy to be a good one. After all, the company's scale and signature are several times stronger than Wang An's. Chambers was still young back then.

However, it is said that this man had a good vision when he was young. It was still in the late 1970s. ibm had the opportunity to focus on the personal computer industry, but unfortunately, because he felt that "the personal computer market is not big, it is better to focus on servers and small machines." The subsequent investment was insufficient, so he gradually gave Wang An, Apple and Compaq brands opportunities.

During the three years at ibm, Chambers worked in ibm's personal computer business department. Many times of advice were ineffective, and he felt that his leader could not do a good job in personal computer business, so he switched to his enemy Wang An. Americans have never had any concept of "loyalty" and encouraged their peers to change jobs, so this matter is not a bad influence.

But since Gu Ao may have to use him, he should not seem too eager for the time being, and he always has to squeeze and beat him a little.

Gu Ao must consider the internal unity of his entire team and the unity of values.

After all, it is not the 21st century. Chinese employees generally pay attention to being "loyal to their bosses". If you are a "three-family slave" who has changed jobs in the personal computer circle, if you are extra reused by Gu Ao as soon as you arrive and the treatment exceeds the elderly, how can you lead the team?

Chambers obviously did not realize this cultural difference, and he still thought that Gu Ao was not very interested in replacing Wang An.

After all, if Chambers had never come into contact with Chinese people, he would at least "boldly assumptions and be careful to prove" to figure out what the Chinese are doing.

But he had come into contact with Chinese people, but he was just Chinese Americans like Wang's father and son. He had already incorporated a lot of American cultural styles into his management style. So Chambers "don't know his ignorance" and took Gu Ao as an attribute with other Chinese American capitalists, and would not have any grudges about the behavior of "returning to the new master many times within a few years."

Unfortunately, Wang An is already a relatively American technology company, but Tiankun has brought more Chinese style.

After a little contact with the politeness, Chambers had no intention of selling game consoles, so he volunteered and suggested that Gu Ao step up his expansion into the personal computer business:

"Gu, Wang'an's computer has been in a mess for more than two months. The subsequent product development has completely stagnated, and the market development has been limited to existing experience. You are also a Chinese, and you should not want to see the Chinese being wiped out in the American personal computer market.

Your Tiankun Company has the foundation to build a learning machine, and also has a lot of practical application experience in Motorola CPU washing, and has a good design team. Don’t you want to enter the personal computer business? As long as you are interested, I can bring you the scientific researchers who have recently left Wang An. As long as you offer higher treatment and options than ibm, I guarantee that there will be many people willing to come, including me."

"Mr. Chambers really doesn't like me. It's true that Wang An is a Chinese, but you are a white person. Why do you want me to occupy a place in the personal computer industry in the United States? Give me a reason." Gu Ao had a leisurely question.

After hearing this, Chambers thought he had grasped Gu Ao's real concerns, and quickly explained relaxedly: "Ah, I think you must be doubting why I don't have the national attention. In fact, we Americans do not have the national attention. Those who come to the United States are all Americans, and the United States has no nationality.

The reason I chose you is because I came out of ibm back then, and it was not good to go back. And I think that although Wang An can't beat ibm, ibm may not be able to occupy the market for a long time. If I go there, it's just to be a cannon fodder that works to lift the table and can't achieve any achievements."

"How do you say this?" Gu Ao's attitude became slightly serious.

Chambers bluntly said: "IBM actually always looks down on low-profit products such as personal computers. I have completely seen it clearly when I left ibm for Wang'an five or six years ago. Even today, ibm is just using the mentality of "I don't like low-profit platforms, even if I can't do it well, I will smash the table so that no one can eat it."

The final result is that I think ibm will kill most of the companies in the personal computer business field without a chance, and ibm itself did not make much money. It just smashed the profit margins of the entire industry and then made wedding dresses for lighter companies."

Chambers did not predict that "the profits of hardware companies will be a wedding dress for software companies", because people in 1986 still have a relatively vague view on this aspect.

It has to be admitted here that although this guy, Jobs, has a despicable character and a tyrant mentality towards consumers, he still has a vision. Later generations can see a video of an interview with Jobs in 1985. He predicted that under the situation of ibm provoking a new war, future profits will be taken away by lightweight companies that use software and regional network services, and no one in the current hardware companies can make money.

(There was no Internet in 1985, so it was impossible for Jobs to say the word "Internet". But at that time there were already companies providing regional network services and file transmission, such as online in the United States. The one mentioned in Jobs' prophecy.)

John Chambers was just a Cisco CEO in his later generations. In terms of keen vision, he was actually better than Jobs.

But it's pretty good.

Gu Ao nodded: "Even if you are right, you think Wang An is not good, ibm is just an industry disruptor rather than a builder. There are so many companies in the United States that have tried to focus on personal computer business in recent years, such as Apple and Compaq. Do you think I have a unique advantage? Otherwise, why would I rashly break into it?"

"Of course you have unique advantages and your unique advantages are in line with Wang An. To be honest, I was very satisfied with Mr. Wang An's hands. The far-sightedness he showed in the past few years is amazing. If he hadn't passed on to a dog who had no radical vision, I wouldn't have left.

Wang An’s biggest advantage over Apple and Compaq was that he seized the potential new users who were more low-end and semi-level than mainstream users who used personal computers at that time. Mdore and Apple, Compaq’s personal computers were both over $3,000 at the time. Wang An’s word processor removed other functions, compressed configurations, and focused only on office, but could be pressed to $1,200.

Judging from the decades of experience of ibm, we all know that computers are spreading more and more to low-end users, so if anyone catches the "I can't afford to use computers at the moment, but in 5 years, 10 years later, with Moore's Law forcing price cuts, it will become gradually able to use computers." This company will be able to seize the future.

Although the things your company is doing now are not worthy of being called computers, they are just learning machines. However, it only costs $200, which is 6 times cheaper than Wang An’s word processing computers of $1,200. Tiankun occupies a group of people who are a little poorer than Wang An, but who will be able to afford computers in the future.

Moreover, although your company's total sales volume is not as good as Wang An at present, because your unit price is too low. However, your sales volume is significantly more than twice that of Wang An. The brand awareness among the people who "can only afford computers after the future price reduction" is already high enough. It is simply that the product level and technical strength are not enough. Those who left Wang An can just provide you with these."

Gu Ao picked up the coffee and pretended to think for a while.

It seems that he just figured out what Chambers said. (Actually, of course he had figured it out long ago)

"I was just watching the football game. My business is big, and I can't even relax these leisure time." Gu Ao laughed at himself, "You are in Wang'an, you are a CMO. When you come to me, what do you want and what can you bring to me.

I said ugly things ahead. Although Wang An is very strong now, I can see his decline. I cannot let outsiders rely on his qualifications in Wang An to sit where they were and where they were here. In that case, I cannot convince the public.

Anyone must make meritorious service with me and prove himself again not only to prove himself to me, but also to everyone. Only then can he get what he wants."

Chambers was very passionate just now, but Gu Ao suppressed the rhythm and felt a little uncomfortable.

However, he also firmly believed that Gu Ao had not planned it before, and was really instigated by him.

Considering that Gu Ao is Chinese, this is not good or bad.

"I can help you win over most of the backbone who left Wang An. For the rest, you can first look at the results of our project preparation. After a few years, you can really come up with epoch-making products, and you can cash out the options."

"I haven't planned to directly apply for options for the first development project. I am currently managing performance bonuses. Only the president Shulhoff has some options." Gu Ao directly interrupted the other party's overestimation expectations.

In the past three or four years, Gu Ao relied on the method of "trying to talk about equity incentives as little as possible, and using performance bonuses to solve the problem". He did things like "the individual's medium- and short-term interests are consistent with the company's medium- and short-term interests", and there is no need to touch equity.

If we really turn to the personal computer business next year, there will be a problem of "personal medium- and short-term interests are inconsistent with the company's long-term interests, and performance evaluation KPI is inconsistent with the company's ultimate goals."

When making game consoles, as long as the product is made, it not only has a market share and promising business, but also has a steady stream of profitable businesses.

Making personal computers is very beneficial to the company's overall market share, future, and technical barriers reserves.

But you may not make money in a short period of time.

Because of the ibm+Microsoft model, starting from the early 1990s in history, not only did Wang An die, but even Apple did not make money.

Apple just survived under the suppression of ibm and hanged this breath, leaving behind the spark of technical reserves. Computers must be sold at a cheap price, or at least not amortized, and they will lose money.

In other words, Gu Ao may not be able to eliminate R&D costs within five years when he is in this business, but he only loses some money in exchange for "maintaining the R&D capabilities of Chinese people who can also develop a closed personal computer operating system by themselves."

(In fact, there are many such things, such as Huawei's "spare tire plans" recently announced by Ren's boss. In fact, spare tire research and development is a loss of money, and it depends entirely on the profits created by the regular tire to feed. But the value of the spare tire is that if you are sanctioned and will not supply you, you can use spare tires such as HiSilicon Kirin or Hongmeng operating system to keep your own operation)

Gu Ao will do these things in the next few years just to prevent "the American emperor's desire to perish me" and will not be able to be realized immediately.

This kind of business that will lose money will be of no effect if it is motivated by performance bonuses. Sooner or later, it may be about equity.

Gu Ao just wanted to try his best to keep pace so that both the game console team and the computer team could adapt, so as not to directly raise options for the computer team on a larger scale, causing the game console team to be dissatisfied.

Chambers was speechless after hearing Gu Ao's current motivation mode of the Tiankun game console team.

He realized that Gu Ao must settle the old man's concerns about being weak and uneven.

Perhaps, his first project after he arrived in Tiankun could only comfort himself by relying on the performance bonus model, as a transition.

If Gu Ao wanted to launch Tiankun's first-generation personal computer and second-generation game console in 1988, then that is to say, by this point in time, Gu Ao would not expand the scope of granting shares option incentives within Tiankun.

There is nothing wrong with this. By 1988, Tiankun Company was officially established for more than six years, less than the seventh anniversary. As long as it has profits in the technology industry, it is normal not to talk to you about stocks in the first six or seven years of small and rapid development period.
Chapter completed!