原标题：用区块链赋能数据存证，打造电子合同一体化平台
Original title: E-contract integration platform with block chain enabling data storage
随着云计算、数据加密、移动互联网等技术的发展以及相关政策法规的日益完善和成熟，电子合同逐步被企业及个人用户所认可，开始在越来越多的行业及领域发挥作用，成为互联网时代契约生态体系的重要一环。
With the development of technologies such as cloud computing, data encryption, mobile Internet, and the growing sophistication and maturity of relevant policy regulations, electronic contracts have gradually become recognized by businesses and individual users, beginning to play a role in an increasing number of industries and fields and becoming an important part of the Internet-era compact ecological system.
电子合同+区块链存证+法律服务，构建互联网可信契约生态
Electronic contracts + block chain documentation + legal services to build a credible Internet compact ecology
随着电子合同行业快速发展，仅提供基本的签约服务已不能满足客户的需求，第三方电子签名服务商纷纷拓宽服务领域，在提供专业的电子合同服务的同时，也会提供配套法律服务。
With the rapid development of the electronic contract industry, the provision of basic contracting services alone has become less responsive to the needs of clients, and third-party electronic signature service providers have expanded their services to provide specialized electronic contract services along with ancillary legal services.
除法律服务外，区块链存证正逐步成为第三方电子合同平台的标配服务。区块链技术具有分布式存储、去中心化等特征，信息一经存储，任何一方都无法篡改，高度契合电子证据司法存证需求，国内主流电子合同平台均已将区块链技术应用于数据存证领域。
With the exception of legal services, block chain evidence is gradually becoming a tagging service for a third-party electronic contract platform. Block chain technology is characterized by distributed storage, decentralization, etc. Information once stored cannot be tampered with by either party, it is highly compatible with the need for judicial documentation of electronic evidence, and the mainstream electronic contract platform in the country has applied block chain technology to the field of data storage.
近期，爱分析对众签联合创始人廖逸进行调研访谈，现将部分内容分享如下。
A recent research interview with the co-founder Liao Jian of the Co-signs is shared in part below.
产品部署方式分为三种，为客户提供电子合同全流程服务
The product is deployed in three ways to provide electronic contract full-flow services to clients
爱分析：众签是以电子合同业务为核心?众链业务的定位是?
Analytics: People signing is at the heart of e-contracting business? What is the positioning of the chain of operations?
廖逸：对，以电子合同业务为核心，专注于为用户提供从实名认证→数字证书→合同转换→在线签署→存证保全→司法落地的全流程电子合同服务。
Liao Jian: With the e-contracting business at its core, the focus is on providing users with a full-process e-contract service from real-name authentication to digital certification to online signing of documents for judicial preservation.
众链虽然是面向电子数据存证的联盟区块链，致力于解决电子数据的司法落地问题，但是站在众签自身的角度，是围绕电子合同的数据存证来做的。
While the public chain is a federal block chain for electronic data storage, which addresses the issue of judicial access to electronic data, from the point of view of the public signing itself, it is built around data storage for electronic contracts.
爱分析：众签产品的实施部署方式?
Analytics: how to deploy publicly-signed products?
廖逸：主要有三种。第一种是接口签，为用户提供标准API接口，与企业OA、ERP等业务系统做嵌入式集成服务集成;第二种是微签，用户在众签的电子合同平台上注册认证后，即可在线发起、创建、签署和管理合同;第三种是私有化部署，根据客户需要，为客户提供电子合同签署平台本地化部署解决方案。
The first is an interface that provides users with a standard API interface and integrates embedded integrated services with business systems such as enterprise OAs and ERPs; the second is a micro-sign that allows users to initiate, create, sign and manage contracts online after they have registered for certification on a publicly signed e-contract platform; and the third is a privatization deployment that provides customers with an electronic contract to sign a platform-based deployment solution, depending on the client's needs.
不同行业间客群痛点有所区别，市场开拓以头部企业为主
There are differences between the clientele of the industry, and the market is dominated by the head business.
爱分析：市场策略如何?
Analytics: How's the market strategy?
廖逸：首先，按行业来划分客群，一个行业一个行业的去开拓。新行业开拓前，我们会进行调研，了解行业有没有痛点，痛点在哪，以及它的签约场景。通过分析，得出结论，然后重点去开拓某些行业。
First of all, we divide the customer base by industry, and then we start a business. Before we start a new industry, we do research to see if the industry is in pain, where it is in pain, and where it's signed.
第二，当我们去切入一个新行业的的时候，会先去拓展行业的头部企业。电子合同的外部性很强，如果一家头部企业成为了我们的客户，那么处于它产业链上下游的企业，都会使用众签的电子签名服务。
Second, when we go into a new industry, we start by expanding the industry’s headlines. Electronic contracts are very external. If a head business becomes our customer, firms that are in the upper and lower chains of their industry will use a signed electronic signature service.
第三，是采用顺藤摸瓜的策略，头部客户的供应商中会有其他领域的头部企业，在这些企业中去进一步推广我们的电子合同服务。
Third, using a go-to-go strategy, there will be leading enterprises in other areas among the suppliers of head customers, where our e-contracting services will be further promoted.
爱分析：开拓新行业周期要多久?
Analytics: How long does it take to start a new business cycle?
廖逸：开拓一个新的行业需要一个月左右。首先我们会用1-2周去调研，确定需求后，市场部门投入资源推广。
Liao Jian: It will take about a month to open a new industry. First, we will spend a period of one to two weeks in research to identify needs, and then the market sector will invest resources in scaling up.
爱分析：不同行业的痛点差异主要体现在哪些方面?
ANALYSIS: What are the main aspects of differences in pain points in different industries?
廖逸：从大的层面看，各个行业的痛点都在于传统签约方式成本高、效率低，但是行业间的痛点还是会有所差别，比如：互联网金融的痛点在于存证;旅游行业、房屋中介行业的痛点是在于不能快速签单;像百安居这种做供应链服务的，每年会有几万份合同需要签署，痛点是高昂的管理和人力成本。
On a large scale, the pain in each industry is due to the cost and efficiency of traditional contracting, but there are differences in the pain in the industry, such as: the pain in Internet finance is the documentation; the pain in the tourism industry and in the housing intermediation industry is the inability to sign fast orders; and, as in the case of housing, tens of thousands of contracts need to be signed each year for supply chain services, with high management and manpower costs.
提供全面法律服务，区块链增强数据存证效力
Provision of comprehensive legal services and chain of blocks to enhance data validation
爱分析：众签有哪些配套法律服务?是自己提供还是合作方?
ANALYSIS: What are the accompanying legal services that you sign? Are you offering them yourself or a partner?
廖逸：法律服务既有我们提供的，也有合作方。一旦产生纠纷，我们为客户提供的法律服务有以下三类：第一，为客户出具《第三方电子合同签署和存证说明函》;第二，提供电子合同签约过程的完整证据链;第三，提供电子合同取证、出庭作证等法律服务。
Legal services are provided both by us and by partners. In the event of a dispute, we provide legal services to our clients in the following three categories: first, a letter stating the signing and recording of a third-party electronic contract for the client; secondly, a complete evidence chain for the electronic contracting process; and thirdly, legal services such as taking evidence in electronic contracts and testifying in court.
爱分析：众签的竞争力体现在哪几个方面?
Analytics: What are the ways in which the competitiveness of public signatures is reflected?
廖逸：我们的优势主要体现在两个方面：一方面在于持续的技术创新能力，我们核心团队来自于清华大学，技术和安全性业内领先，并参与了多项技术标准制定。
We have two main strengths: on the one hand, our continuing technological innovation capacity, our core team from Qinghua University, leading the technology and safety industry, and participating in a number of technical standard-setting exercises.
另一方面，众签提供法律专家顾问、法律热线咨询、专业律所支持、取证、纠纷解决等全方位的法律保障服务，并且联合多家司法鉴定机构、公证机构、仲裁、法院等权威机构构建联盟区块链。确保电子合同可以成为有效证据，能够司法落地。
On the other hand, it provides a full range of legal protection services, such as legal expert advice, legal hotline advice, support from professional law firms, evidence-gathering, dispute resolution, etc., and brings together authorities such as several forensic bodies, notaries, arbitrations, courts, etc. to build a chain of union blocks. To ensure that electronic contracts can be valid evidence and judicially accessible.
爱分析：如何考虑未来两三年战略与定位?
ANALYSIS: How to think about strategy and positioning over the next two to three years?
廖逸：专注于电子合同，把电子合同这件事做好。未来可能会衍生一些新的增值服务，但短期内还是以电子合同的市场开拓，提高市场占有率为主。
Liaojang: Focus on e-contracts and get the e-contracts right. Some new value-added services may be generated in the future, but the market for e-contracts will be opened in the short term, raising market ownership rates.
同质化竞争激烈，未来市场参与者会呈阶梯分布
Asymmetrically competitive, future market participants will be distributed on the ladder.
爱分析：怎么判断电子合同的市场渗透率?
Analytics: How do you judge the market penetration of e-contracts?
廖逸：现在还很低，业内所有供应商加起来，整体营收大概是2-3亿，签约量在5-6亿。我们做过调研，电子合同潜在市场规模至少百亿级别，所以行业渗透率还不到5%，整个行业才刚刚起步。
Liaoqiang: It's still very low, with all suppliers in the industry combined, collecting around 200-300 million and contracting at 500-60 million. We've done research on the potential market size of electronic contracts at least 10 billion, so the penetration rate is less than 5 per cent, and the industry is just starting.
爱分析：现在市场竞争是否激烈?
Analytics: Is the market now competitive?
廖逸：竞争蛮激烈的。企业采购服务的时候通常会选取几家产品进行比选，在服务和功能雷同的情况下，为抢占市场，行业内开启了价格战模式。
There is a high level of competition. Enterprises usually buy their services by selecting a few products for comparison and, in the case of services and functions, by opening up a price-war model within the industry in order to take over the market.
爱分析：长远来看，怎么判断市场集中度?
Analysis of Love: How can market concentration be judged in the long run?
廖逸：我估计未来会剩下十家左右，三四家在第一梯队，剩下的在第二或者第三梯队。市场会有梯队的划分，但很难形成一家独大的局面。
Liao Jian: I estimate that there will be 10 or so, three or four in the first or the second or the third. The market will be divided, but it will be difficult to create a unique situation.
作者：乔东
Author: Jordan
爱分析是一家专注于创为研究内核，以独特的产品形态，对创新领域和标杆企业长期跟踪调研，服务于新企业研究和评价的互联网投研平台。
An analysis of love is a long-term Internet research platform focusing on research kernels, in a unique product form, on innovation areas and label companies, for new business research and evaluation.
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