Basically, our technology helps customers increase their productivity and efficiency while lowering their costs. We emphasize the synergistic relationship between human and digital workers. Actually, the term digital worker can mean either human workers skilled in using automation or AI tools. But it can also refer to a software robot developed by a human worker that could simultaneously work on multiple tasks together with human workers.
So it’s really a synergistic collaboration between human and digital workers. That’s what we are advocating. That’s what we think will be the norm for future-oriented organizations.
Gavin Allen: ChatGPT has grabbed a lot of attention. Some people are concerned about it. What’s your response?
Wang Guanchun: We’re very excited about ChatGPT, and other large language model capabilities. When Laiye was founded seven years ago, our original idea was to build a chatbot as powerful as ChatGPT. But technology was not there yet. I think it’s going tocreate a lot of value for the entire ecosystem, because companies like OpenAI, specialize in making large language models better and better. But they will not think very carefully about what are the best use cases, best scenarios to apply this technology. This creates opportunities for companies like Laiye. We can build a middle layer, an automation tool that allows professional developers and citizen developers to build intelligent automation projects for enterprise customers. I think this will accelerate innovation in the entire digital ecosystem. 汪冠春：ChatGPT的出现和其他大语言模型表现出的能力让我们非常兴奋。7年前在来也成立之时，我们最初的想法就是打造像ChatGPT一样强大的聊天机器人，但当时的技术还不够成熟。 我认为这显然会为整个数字化生态系统创造很多价值。目前有越来越多类似 OpenAI的公司致力于将大语言模型做的越来越好，但还未落地到这些技术使用的最佳案例和场景。 这为来也科技创造了机会。我们可以构建一个中间层，一个自动化工具，让专业开发人员和平民开发者为企业客户构建智能自动化的工具。我相信这将加速整个数字生态系统的创新。
Gavin Allen: So, strategically, what’s your next move? Where are you directing your energies?
Wang Guanchun: Right now, our customers are adopting “single-point” automation projects: chatbots for customer service, and robotic process automation bots for manufacturing. But I think automation will be even more prevalent. Laiye will strategically incorporate these capabilities into our existing product lines, potentially unifying all this automation AI capability into one single platform. So no matter what type of tasks our customer or the developer wants to automate, they can use our tool to very easily develop and deploy it. 汪冠春：目前，我们的客户正在采纳“单点”自动化项目，比如用于客户服务的聊天机器人，用于制造业流程的自动化机器人。但我认为未来自动化将更加普遍。来也科技从战略上将这些功能整合到现有的产品线中，尽可能地将所有的自动化人工智能技术统一到一个平台。所以无论我们的客户或开发人员想要什么类型的自动化，他们都可以使用我们的工具并且非常方便快捷地开发和部署。
Gavin Allen: What can Huawei Cloud and companies like Huawei Cloud do to help companies such as yours?
Wang Guanchun: Huawei Cloud can help us on multiple fronts. I think Huawei Cloud has already deployed their computing and storage in a lot of geographies. We need to make sure the products we deploy on the cloud comply with local laws, for example, GDPR in Europe. By deploying our product on Huawei Cloud, this will automatically allow us to be very friendly to the local customers and local regulations. Also, Huawei has a co-sell program. By joining the partner network, Laiye can sell into new markets in Latin America: Mexico, and Brazil, particularly. Without Huawei’s help, I don’t think we will even have operations there. 汪冠春：华为云可以在很多方面帮助我们。我知道华为云已经在多个地区部署了他们的计算和存储设施。而我们需要确保我们在云上部署的所有产品都符合当地法规，例如欧洲的《通用数据保护条例》。通过在华为云上部署我们的产品，会使我们的产品自动适配本地客户和当地法规。 此外，通过华为云的合作销售计划，来也科技成为云端合作伙伴。我们将能够进入拉丁美洲市场，例如墨西哥和巴西等地。没有华为的助力，我想我们很难开展当地业务。
Gavin Allen: What do you say to an SME that is hesitating about how far to jump into digitalization, and what it can give them as a result?
Wang Guanchun: In today’s world, it’s actually to the SMEs’ advantage to fully embrace digitalization. In the past, when people talked about digitalization, they might be buying, you know, CRM tools from Salesforce, ERP tools from Oracle, or SAP. Those tools are very expensive, and only large enterprise customers can buy them. But today, digitalization is more about leveraging automation and AI tools to build digital workers. This is going to create even more value than just allowing you to record all the data. It’s about using those data to create business value. That’s the key. So even if the SMEs only use Excel or Word, they can start building digital workers with all the new tools available like ChatGPT, or the intelligent automation tools Laiye developed for them. And they can adopt a “digital worker first” approach to challenge those incumbents, those bigger companies, because they can have an organizational structural advantage. Their workforce will be more productive if they have a lot of digital workers working for them. They will have a cost structure advantage. They will have a productivity advantage over the more established players. 汪冠春：当今世界，全面拥抱数字化会是中小企业的优势。过去，人们谈论数字化时可能会购买 Salesforce 的CRM工具，或者 Oracle 与SAP的ERP工具。这些工具定价很高，通常只有大型企业客户才会购买。 但如今，数字化更多的是关于如何利用自动化和 AI 工具打造数字员工。这将比仅记录数据创造更多价值，而如何用这些数据创造价值是关键。 即使目前中小企业只使用 Excel 或 Word 等 Office 软件，他们也可以开始利用如 ChatGPT 或来也科技为其开发的智能自动化新工具，构建数字员工。 同时，他们也可以采用“数字员工优先”的方法挑战其他的企业，那些更大的企业，因为他们拥有组织结构优势。如果中小企业拥有了更多数字员工，他们的工作会更有效率，也会有更好的成本结构，也比那些“早期玩家”更有生产力优势。