In January 2016, Arterial Network Danke Research Institute launched the first "In-depth Inventory of Asset-Light Entrepreneurship Models in Elderly Care", and in March "A New Entrepreneurship Track Has Emerged: The Trend of Asset-Light Elderly Care is Coming". Next, we will gradually launch relevant reports on start-up companies in the light asset entrepreneurship segment of the elderly care industry. This article is the ninth.
"The LOGO of Xiaoyu at Home is a clownfish. Clownfish in nature and home are symbiotic, just like the close relationship each of us should have with our home."
Yuan Wenhui, co-founder and chairman of Xiaoyuer Technology, told Arterial.com that this brand logo also represents Xiaoyuer Technology's corporate philosophy of "born for home".
In March 2014, Xiaoyuer Technology Co., Ltd. (hereinafter referred to as "Xiaoyuer Technology") was established in Beijing. As an innovative company dedicated to the development of Internet hardware and smart home appliances, Xiaoyuer Technology's products have achieved surprising results in just half a year.
Before the Spring Festival in 2015, Xiaoyu Home started crowdfunding on JD.com. On June 18, Xiaoyu Home was officially launched. Subsequently, Xiaoyu Home Smart Edition and Xiaoyu Office for enterprise users were released.
SOHO China's Pan Shiyi, Sinovation Ventures Kai-fu Lee, Focus Media Jiang Nanchun and other big names have become loyal fans of their products. It is also based on Kaifu Lee's recognition of Xiaoyu at Home that Sinovation Ventures has led the investment in Xiaoyuer Technology in the A and B rounds.
Within half a year, Xiaoyuer’s partners cover medical, health care, audio and video, and real estate, including Beijing 301 Hospital, Deheng Clinic, Union Hospital, Qingsong Health Care, LeTV, etc.
From family care, children's education to medical health, what makes this company conduct business in multiple fields, and what makes it favored by Kai-fu Lee of Sinovation Ventures. In this regard, Arterial Network specially interviewed Yuan Wenhui, COO of Xiaoyuer Technology.
Communication and medical care, the two major pain points of Xiaoyuer Technology at the beginning of its establishment
At the beginning of its establishment, Xiaoyuer Technology established two things as the pain points of its products.
The first is communication: "Not at home" has become the norm for many families, and "unavailability" has become a dilemma in maintaining family ties. So how to bridge the gap of distance and repair and rebuild family ties?
Regarding this point, Yuan Wenhui told Arterial Network about his experience: Twenty years ago, Yuan Wenhui left Guangzhou. Since then, he has basically only been able to go home once to see his parents during the Chinese New Year. Yuan Wenhui, two elderly people in their seventies, felt guilty because he could not be with them at home for a long time.
Before founding Xiaoyuer, Yuan Wenhui always had three dreams:
The first is that his parents can see him often;
The second wish is that his parents can get medical treatment without leaving home, without having to queue up and register at the hospital, and then the doctor will leave after seeing him for three minutes;
The third wish is that his daughter can have remote tutoring courses at home.
After Xiaoyu was born at home, Yuan Wenhui's first two wishes came true quickly, "Now my parents and I have to see each other at least several times a week. Not only can we see me, but also my brother and sister can see us. When our family reunites, it can be Much more than before.
In addition to more meetings, my parents can also have online consultations with the doctor through Xiaoyu Home. I believe that my last wish will be realized soon, so Xiaoyu Home has really changed our lives."
The second pain point is medical care. Chinese society is getting old before it gets rich, and the aging population exceeds 200 million. Elderly care and health care are the general directions of development now. Many communication companies, real estate companies, and insurance companies have adopted elderly care as a selling point. Some European elderly care institutions have also entered the Chinese market one after another, seeing the huge demand in this area.
As a start-up company, how Xiaoyuer Technology provides services to these large companies has become its breakthrough point in the field of elderly care.
For example, Xiaoyuer Technology’s partner Beijing Deheng Clinic is a private high-end comprehensive clinic established with international standards.Deheng has been committed to integrating resources from various fields such as private doctors, comprehensive outpatient clinics, and online medical care. It has thousands of domestic and international medical experts and hopes to create high-quality home medical services as "gatekeepers of health." Many wealthy celebrities with assets worth billions or tens of billions are Deheng's VIP customers. How
can provide services to users more efficiently and how to move from elite users to white-collar workers has always been the goal they hope to achieve. After cooperating with Xiaoyuer Technology, Deheng Clinic not only provided customers with a wider variety of service products through Xiaoyujia, but also delivered its high-end services to ordinary white-collar workers through Xiaoyujia, killing two birds with one stone.
There are also some real estate developers that have cooperated with Xiaoyuer Technology, such as a real estate project owned by Wenzhou New Hope Group. After cooperating with Xiaoyuer Technology, they have adopted the banner of "three pillars". To put it simply, you can see famous doctors in three seconds without leaving home, and you can get health and medical service support without leaving the building or the area. Through Xiaoyu's products, the distance between service providers and consumers is completely eliminated.
Therefore, real estate companies have been thinking about how to integrate and package the value-added services of medical services as their own selling points. The emergence of Xiaoyu Home has solved their problem well.
Another example is Qingsong Health Care, which Artery Network once reported, a company specializing in telemedicine and door-to-door health care. It is also one of Xiaoyu Home's partners in "Qingsong Health Care: Building a Closed Loop of the "Internet of Care" for Elderly Rehabilitation". If nursing staff are sent to measure blood pressure, temperature, and heartbeat every day, this will be too heavy a burden on Qingsong Healthcare's human resources and will be very inefficient.
After cooperating with Xiaoyu Home, Qingsong Health Care launched Qingsong Health+ service. Through the software and hardware services provided by Xiaoyu Home, it is interconnected with the medical equipment worn by users to help Qingsong Health Care achieve remote monitoring and guidance, regular reminders for the elderly to take medications, weight information monitoring, blood pressure monitoring and other functions.
In terms of hospitals, Xiaoyuer Technology has currently launched business cooperation with Beijing 301 Hospital, Union Hospital, and some top tertiary hospitals in Chongqing. In the future, we will also cooperate with some traditional Chinese medicine hospitals to provide users with more complete medical services through a combination of online consultation appointments and offline medical treatment.
combines two major pain points
"It is precisely because of the demands of all parties that we have grasped these pain points and developed Xiaoyu at Home. We hope that through this product, we can eliminate the sense of distance between people and allow people in different places to regain their sense of belonging through Xiaoyu at Home." The sense of belonging brought by family members can still be shared by three generations even though they are in different places.
Similarly, high-end private hospitals and real estate companies have upgraded and improved their own services and business processes through vertical cooperation with Xiaoyu Home, allowing the elderly to receive professional medical services without leaving home.
The "Internet of Human Affairs" created by Xiaoyuer
is as the saying goes, if you really want to make a good product, you need concentration. Xiaoyuer Technology has always focused on its area of expertise, how to eliminate the distance between people. Yuan Wenhui believes that the core is to create a "human affairs network."
Such as Deheng's medical services, Qingsong's health care services, and LeTV's education services. By using Xiaoyu Home, Xiaoyu Home connects to various service companies, allowing companies to expand their business scope and usage scenarios. This is the meaning of the "Internet of Human Affairs".
It is understood that Xiaoyuer’s current business mainly focuses on two aspects, one is Xiaoyu Home for users, and the other is Xiaoyu Office for enterprises. The main functions of
Xiaoyu at Home include: family companionship, home reminder, phone call transfer, home video, family photo album, cloud secure storage, Xiaoyu Help, etc.
The main functions of Xiaoyu Office include: remote dialogue, collaborative office, meeting discussion, VIP customer service, large screen display, voice conferencing, etc.
When talking about the role that intelligent robots will play in the care of the elderly in the future, Yuan Wenhui said: "I have a good wish, that in the future, robots can truly realize the work of caring for and caring for the elderly.
But from what I have learned so far, in terms of cost and reliability, From a technical point of view, it is still far away from that goal. At least there is no product in the world that can achieve it.
Google's AlphaGo is just a piece of code optimized for playing chess. When placed in life, intelligent robots cannot handle such complex application scenarios. Therefore, intelligent robots want to play the role of health care providers for the elderly and have left the market. Field applications are still far away. "In terms of the advantages of
products, Yuan Wenhui said: "At least for now, I can confidently say that Xiaoyuer's technology is absolutely leading. We have taken many detours in the R&D and design process. I am very clear about how difficult it is and how many pitfalls there are.
Because intelligent robots are currently an emerging market, for Xiaoyuer, we do not exclude other companies from getting involved. Instead, we hope that more powerful companies will come together to build this cake. ”
Xiaoyuer’s technical genes
Before Xiaoyuer Technology was founded, it had gathered a group of like-minded technical experts who had been working in the industry for more than ten or twenty years. Under the appeal of these experts, more high-tech talents have joined the Xiaoyuer Technology team. This positive accumulation has made Xiaoyuer's technical genes stronger and stronger.
Currently, Xiaoyuer is applying for and has applied for more than 40 patents, covering audio and video, cloud services, overall solutions and other aspects.
Xiaoyuer Team Sanying
Song Chenfeng, founder and CEO of Xiaoyuer Technology, was originally the Xbox product manager of Microsoft in the United States. He has participated in the development of Xbox360, Xbox Live and Xbox Live Vision and other products. Later, he served as the general manager and assistant CTO of YY Open Platform, and received a bachelor's degree in computer and computer engineering from the University of Virginia. Yuan Wenhui, co-founder and chairman of
Xiaoyuer Technology, has 20 years of experience in innovation in the high-tech field and holds 5 Chinese and American patents. He once worked for POLYCOM, a listed company in Silicon Valley, as global vice president and general manager of China. It is also the first in the world to launch special audio and video solutions based on cloud and mobile Internet, leading the industry. Won several awards including the "American Edison Invention Award". He obtained a bachelor's degree in electronic information from Sun Yat-sen University, a master's degree in terminal engineering from the University of Ottawa, Canada, and an MBA from Queen's University, Canada. Zhao Xingguo, co-founder and CTO of
. In his early days, he worked at Celox Networks in the United States, where he was engaged in core router architecture and algorithm design research. Later, he worked in research and development in the server department and search engine department of Microsoft in the United States. He was also the developer of audio and video standards.
After returning to China in 2007, he was responsible for the development and management of video conferencing systems in POLYCOM China. He was a founding team member of POLYCOM China Technology Center. He received a bachelor's degree in electronic information from Peking University and a master's degree in electronic engineering from the University of Washington in St. Louis.
Financing situation and corporate support
Xiaoyuer Technology received Series A investment from Lightspeed Anzhen and Sinovation Ventures at the beginning of its establishment. It completed Series B financing in May 2015, with investors including Sinovation Ventures, Chengdu Capital, Foxconn and Lightspeed Anzhen. At present, the company has completed two rounds of financing with a total of nearly 30 million US dollars.
became the fastest-growing technology company invested by Sinovation Ventures in 2014, and it was also the company that entered the billion-dollar club in the shortest time of just 11 months. Yuan Wenhui revealed that Xiaoyuer is currently planning Series C financing.
In addition to financial support, Innovation Engineering has also provided Xiaoyuer Technology with a large number of media resources and celebrity resources. Even Foxconn, the world's largest manufacturing company, has opened a separate production line for Xiaoyuer. The reason behind this is based on the good relationship between Innovation Works CEO Kai-fu Lee and Foxconn founder Terry Gou. It is precisely because of Kaifu Lee's efforts to protect Xiaoyuer Technology that Xiaoyuer Technology has been able to develop like a fish in water from the beginning to the present.
Business Model and Market Situation
Yuan Wenhui told Artery.com: "In fact, whether Xiaoyu is at home or working at Xiaoyu, hardware alone is not very profitable, so we started from SaaS technology and combined hardware and software to create three profit models. At the same time, we create three profit models for enterprises and individuals. "Building value."
One is B2B2C. For Xiaoyu Home, companies purchase Xiaoyu Home's hardware and services, such as cooperation with medical real estate and elderly care service companies, and China Unicom's traffic plans, and integrate and package them with Xiaoyu Home's services to form their own products and then sell them to users.
The second is B2B. For Xiaoyu Office, after the enterprise purchases, Xiaoyu Office will provide enterprise-level value-added services, such as multi-point video conferencing, telephone conferencing, online live broadcast, and even corporate remote doctor services.
The third is traditional B2C. Online, Xiaoyuer has opened corporate stores on JD.com, Tmall and Taobao; offline, Xiaoyuer has products retailing in Apple stores and Gome. After the sales team has established, there are currently hundreds of chain stores selling Xiaoyuer products; for Xiaoyuer, online is more focused on brand exposure and publicity, and in terms of sales, it mainly relies on offline distribution channels.
According to relevant information, Arterial Network speculates that the number of individual users of Xiaoyu Home is close to 100,000, and the number of corporate customers of Xiaoyu Office has exceeded 1,000.
Regarding the development of Xiaoyuer Technology, Yuan Wenhui told Arterial Network: "In the future, Xiaoyuer Technology will continue to focus on what it is good at and build a 'Human Affairs Network.' Based on this network, we will develop more partners to help experts in the elderly care industry, real estate companies, etc. carry out more efficient and diversified operations." work, so that more home users can receive better services.
It is worth mentioning that Xiaoyu Office provided technical support throughout this interview. The following is a picture secretly taken by the editor:
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The author of this article
Hao Xueyang
Internet medical observer in the secondary market
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