NIE2024 | 祖亚儒先生为2024沙利文新投资大会开幕式致辞

日前，由弗若斯特沙利文（Frost & Sullivan，简称：“沙利文”）主办，头豹协办的2024第十八届沙利文中国增长、科创与领导力峰会暨第三届新投资大会在上海静安瑞吉酒店成功举办。本届沙利文新投资大会以“凝新聚力·质赢未来”为主题，汇聚全球产业界、学术界、投资界的智慧与力量，共同探讨新时代下中国经济的新增长点、新市场、新赛道。

沙利文全球主管合伙人兼董事局执行董事祖亚儒先生（Aroop Zutshi）出席开幕式暨全体大会，并致欢迎辞。

沙利文全球主管合伙人兼董事局执行董事 祖亚儒先生（Aroop Zutshi)

 

 

以下为祖亚儒先生（Aroop Zutshi)致辞要点：

Ni Hao, A very very good morning to all of you. Thank you so much for coming. On behalf of the Board of Directors of Frost & Sullivan, my fellow partners, some of who are in this esteemed audience,

Dr. Neil Wang who manages all our Greater China operations, as well as helps us on the global board with our direction and strategy. I also have with me

Mr. Shivaji Das, who manages our Asia Pacific operations: Australian, New Zealand and some parts of South Asia. I have with me Mr. Robin Joffe who manages our Middle East, Africa, and our European businesses. And of course, I'm based in California therefore I can say I represent the US and the Latin American markets, as well. So we have a solid team of people including my team here in China, who can help you navigate through what I consider as the most transitive and transformative elements in our business world today.

你好！大家早上好！我谨代表弗若斯特沙利文董事局，及合伙人伙伴们感谢大家的到来。请让我介绍今天一同出席的沙利文合伙人：王昕博士：作为沙利文全球合伙人兼大中华区董事长，引导沙利文全球发展方向及战略；Shivaji Das先生：沙利文合伙人兼亚太地区董事总经理；Robin Joffe先生：沙利文合伙人兼中东、南亚、北非区总裁。而我本人常驻加州，因此我可以说我代表美国和拉丁美洲市场。综上，我们在这里有一个实力雄厚的团队，以帮助您应对充满变化的全球商业环境。

So, you heard from David, he talked about transformation, it's now becoming very very important that every company in the world needs to understand what this transformation means. And my focus today is to help you all understand how to navigate this transformation, how do you survive and thrive in this transformative world, that we are living in today. Before we started this meeting, I met some of the senior leaders from China, and everybody talked about how things are changing, and how businesses are being impacted. And I see that as I travel the length and depth of this world, I see that happening in every geography worldwide no matter what sector you're in Healthcare, ICT, Energy, Environment, Mobility, every industry is going through some type of transformation.

正如刚刚富大为主席所提到的，转型是非常重要的，全球的企业都需要理解这种转变意味着什么。我今天发言的重点是帮助大家了解如何驾驭这种转变，如何在现今这个充满变革的世界中谋求生存和发展。在这次会议开始之前，我与一些中国本土的企业高管们进行了会面，每个人都在谈论变化及市场所受的影响。我走遍世界各地，发现无论是医疗健康、信息通信技术、能源、环境、还是移动领域，世界上每个行业、每个地区都在经历着变化。

And what will happen is, if companies no matter their size, don't understand that transformation, the ability to grow, survive and thrive is not going to be easy. And you know in today's day and age if CEO of companies don't make their companies grow, they find it difficult to survive and the most recent casualty of that lack of growth was what we saw with the Starbucks CEO just about a week ago he was let go, he was let go from his position as the CEO of one of the largest, most effective companies and effective brands in the world. So it can happen to anybody. So that's where you have to understand what this whole process is all about. And I look at growth as a journey.

无论企业的规模大小，如果无法应对转型，那么企业的增长、生存和发展就很难实现。众所周知，如果公司的首席执行官没能让公司实现增长，他们就很难生存。大约一周前，世界上最大、最有影响力的品牌之一：星巴克的首席执行官因因销售额下降被解雇。相似的情景可能会发生在每一位高管身上，所以我们需要了解整个增长实现的过程。我认为实现增长是有步骤的。

So today I'm going to share with you some ideas about how and what you can do to survive this transformation. So, the first thing you have to understand is transformation itself: what are the strategic imperatives that are likely going to impact your specific industry, your specific region of the world, or for that matter a technology that is likely to impact you. You have to understand the size of the transformation, you have to understand the duration of the transformation, and you have to also understand the impact of the transformation.

所以今天我将和大家分享一些关于如何应对变化的方法。首先，最重要的是了解变化本身：哪些战略决策及技术会影响你所处的行业及地区。同时必须掌握的是：改变发生的规模、持续时长、及所带来的影响。

So therefore, if you understand what those strategic imperatives are and they are ranging from what I like to call as transformative megatrends they look at all disruptive technologies look at the changes in customer profile, customer buying behaviors are changing, we saw that even in the Starbucks situation. Today, young people don't want to buy coffee the way, people of the mid-level generation used to buy. Likewise, people who are the Gen Zs and the Gen Ys don't want to buy assets anymore they prefer to operate in assured economy. That's why organizations like DiDi, or for that matter Uber/ Ola, and many other companies that provide shared services are doing extremely well worldwide.

如果你了解了这些战略要点是什么：涵盖变革的大趋势、颠覆性的技术、客户群体的改变、及购买方式的转变。以星巴克为例，我们看到如今的年轻人并不像过去的中年人那样购买咖啡。此外，Z世代和Y世代的人比起购置资产更倾向于在有保障的经济中经营。这也就是为什么像滴滴、Uber、Ola等公司以及许多其他提供共享服务的公司在全球范围内表现极其出色。

So these are trends you have to understand before you figure out what you are going to do when you enter global markets. So, this is the first thing you have to figure out is what are those strategic imperatives and like I said, economic imperatives, for example in some regions of the world, you're seeing economic growth. We believe that regions like Africa, for example, and I know we have two guests who have flown in from Congo, there is incredible opportunity for growth. Likewise, there are growth opportunities in emerging markets like the South Asian areas, including countries in Latin America for example, we are seeing some massive growth. Of course, the big western economies of US and Europe will always remain strong, they are the drivers they are the economic drivers so US will not disappear, but nor will European region disappear, but the growth rates may slow down over time. But in the emerging markets where the populations are extremely high and their ability to afford products and services, are on the rise you will see massive economic activity.

在你决定进入全球市场之前，你必须先了解这些趋势。这就是我所说的你需要首先弄清楚的战略要点和地区经济性的要点。比如说，在世界的某些地区，我们会看到经济的增长。今天我们有两位客人从刚果飞来，以非洲为例的地区，我们相信那里有令人难以置信的增长机会。此外，新兴市场如南亚地区、拉丁美洲地区也存在着巨大的增长机会。当然，美国和欧洲等西方大经济体始终保持强劲，它们是经济的驱动力，因此美国市场不会消失，欧洲市场也不会消失，但增长率可能会随着时间的推移而放缓。但在新兴市场，人口数量极多，购买能力不断增强，产生大规模的经济活动。

The second part of this framework that you need to understand, is what I call as the ecosystem. You have to understand that who are the participants in this ecosystem. Besides direct competitors which is what most companies look at and focus, you also have to understand who else participates in that ecosystem, what impact do they have, what influence do they have, how do they shape your strategy, what kind of products and services you can develop by leveraging the ecosystem, what R&D labs you can work with, what investment community you can work with. these are very important factors you have to look at, when you try and understand the ecosystem. how ecosystems of one sector might apply to ecosystems in another sector.

Understanding that becomes very important and that's when growth happen s not by accident but by a plan and by a journey.

第二个需要了解的部分我称之为生态系统。了解整个生态系统中有哪些参与者，不仅仅是大多数公司会关注的直接竞争对手，还要了解其他的参与者，他们在系统中起到怎样的作用，有怎样的影响，又如何影响你们的战略。你可以在生态中发展什么样的产品和服务，可以与哪些研发实验室合作，可以与哪些投资团队合作，这些都是你必须考虑的非常重要的因素，当你尝试了解生态系统时，一个行业的生态系统如何适用于另一个行业的生态系统。了解这一点非常重要，因为只有这样，增长才不是偶然发生的，而是有计划、有步骤的。

The next thing of course, is to look at the growth generator. In other words, you look at data. Decisions have to be made based on data, not based on gut feeling. Many many businesses worldwide, and this includes companies in the Middle East companies in US, in Europe make decisions based on gut feel and I wish gut feel was the way to make decisions but in today's day and age with so much data available, and so much technology around AI available you can actually make very informed decision. So, understanding how to leverage AI to generate and evaluate the decision-making process is now going to be very very important. So c ollecting the right data, timely data, insightful data, AI-ready data is very important in the growth generator phase. So, if you can do that successfully you are in very good shape, because every decision you will make will be in the right direction.

下一步是关注增长引擎，换言之，关注数据。决策的制定不能只依靠直觉，而是依赖于数据。世界上很多企业，包括中东、美国和欧洲的企业，都是根据直觉做决定的，我希望直觉也能做出正确的决定，但在当今时代，可以通过大量的数据、先进的人工智能技术做出非常明智的决定。因此，了解如何利用人工智能来生成和评估决策过程现在变得非常重要。在实现增长的过程中，收集正确的、及时的、有洞察力的、人工智能数据非常重要。如果你能成功做到这一点，你就处于非常有利的地位，因为你做出的每一个决定都将朝着正确的方向发展。

Obviously the most important part as you heard from our chairman that because of this transformation, there are incredible opportunities for growth. Many traditional companies are being disrupted and that's happening across the world no matter the size. At the same time many new opportunities are emerging, are coming up the system and you have to understand what those new opportunities are. And one of the ways to do that is to look at it from six different perspectives.

正如您刚从富大为主席那里听到的，最重要的是由于这种转型，带来了巨大的增长机会。许多传统公司无论规模大小，正在经历颠覆，这种情况在世界各地都在发生。与此同时，许多新的机会正在涌现。为了了解这些新的机会是什么，可以从六个不同的角度来分析。

You look at mega trends, you got to understand what are those big transformative trends that are going to change and shape the world. You have to understand technologies, there are way too many technologies not just AI, it can be AR, VR, it can be quantum, it can be technologies related to data analytics analysis. You have to make sure that you are ready for all of that technology that is coming your way, whether you like it or not it's going to impact your business, it's going to impact your region, and this is something that's being felt with both private sector companies as well as governments worldwide. So you have to be prepared to understand these technologies. Then like i said, you have to understand what the economical, geopolitical issues are in each of the regions of the world so you can better prepare yourself and make sure your supply chains are resilient for what can become a long-term issue in the marketplace. So based on that, and to the prism of these strategic comparatives, you identify these growth opportunities and I can tell you there are many many new opportunities that are out there which is one of the reasons why you look at the startup ecosystem the startup ecosystem is very vibrant in all parts of the world because there are so many different opportunities that are opening up which typically large companies don't work on but smaller startup type of companies try and capture those opportunities. We're getting unicorns coming out pretty much from every part of the world today, unlike in the past so in our opinion there are incredible growth opportunities, and you have to keep a track of it and make sure you build a pipeline of these opportunities okay and only if you have a pipeline growth becomes continuous and notad-hoc, which is what most companies suffer from.

关注大趋势，了解那些将改变和塑造世界的重大变革趋势是什么。了解技术，目前有很多新的技术手段，不仅仅是人工智能，还有AR、VR、量子技术，还有数据分析相关的技术。你必须确保自己已经为即将到来的所有新技术做好准备，无论你是否喜欢，它都会影响你的业务，影响你的地区，而这正是私营企业和世界各国政府都感受到的，所以你必须做好准备去了解这些技术。还要了解世界上每个地区的经济和地缘政治问题，这样你才能更好地做好准备，确保你的供应链能够抵御可能成为市场长期问题的因素。基于此，从这些战略比较的角度，您可以识别这些增长机会，还有很多新的机会，创业环境在世界各地都非常活跃，所以也要关注创业环境。面对新机遇，通常大公司不会去尝试，但较小的创业公司会尝试抓住这些机会。与过去不同，今天，我们几乎从世界各地涌现出独角兽。所以在我们看来，的确存在着令人难以置信的增长机会，我们需要追踪这些机会并建立有效的渠道，并且只有当您拥有渠道时，增长才会持续，而不是临时的。

In me working with companies worldwide, one question I ask all of them, “Do you have a growth pipeline system?”, and you'll be amazed even the largest multinational companies in US in Europe and in other parts of the world do not have a growth pipeline system. And this is very important to build a growth pipeline. So, I encourage everybody here as you go back to your offices, build a team of people who can focus on how to identify these growth opportunities and therefore build a pipeline. Of course, you have to prioritize those because you can't go after every opportunity.

当我与世界各地的公司合作时，我经常会问一个问题：“你们有增长渠道系统吗？” 你会惊讶地发现，即使是美国、欧洲和世界其他地区最大的跨国公司也没有增长渠道系统。但是构建增长渠道是很重要的，我希望大家回到办公室后，去建立一支团队，专注于如何识别这些增长机会，从而建立渠道。当然，你必须考虑优先级，因为你不可能追逐每一个机会。

Then the most important one is understanding your competition, and one of the ways to do that is to look at a framework like the Frost Radar, which evaluates companies both on innovation, as well as on growth implementation. So it's not just saying what products and service is there, but to evaluate based on that and then position yourself in the marketplace vis-à-vis your competitors. And this then puts you in a very powerful position to not only grow, but grow faster than your nearest competitor. And one thing we all saw in Olympics, there's only one gold winner. You saw the level of competition year after year after year, is going up and up and up. Gymnastics used to be on a score of one to ten, now gymnastics is in a score of one to sixteen, because the level of competition has gone up and up and up. So, there's only one gold medal winner, and that's what's going to happen in our organizations as well there's only going to be one winner, there is no number two, there is no number three in the future, because if you don't end up becoming number one, you will end up losing market share, which means overall being destroyed.

还有一个很重要的是了解你的竞争对手，其中一个方式是利用像“沙利文雷达”这样的系统对公司的创新能力和增长执行能力进行评估。它不只是看有什么产品或服务，而是在此基础上进行评估，通过在市场上与竞争对手的比较来确定自己的定位。这样一来，您就处于非常有利的地位，不仅可以发展，而且可以比最接近的竞争对手发展得更快。正如我们在奥运会上看到的，只有一个金牌。可以看到比赛水平每年不断提高。体操比赛的分数以前是 1 比 10，现在则是 1 比 16，因为比赛水平不断提高。只有一个金牌得主，这也将发生在商业市场中，未来只会有一个赢家，没有第二名，也没有第三名，如果你最终没有成为第一，你终将失去市场份额，整体被打败。

Finally, you have to look at best practices, and that means how do I go to market, what are the different growth processes I have to look at, is it a merger and acquisition, is it to look at ways in introducing new products, new services to the marketplace. And finally identify companies to action, and these are companies with whom you can partner you can buy their products you can supply to them, understanding your ecosystem and therefore companies to action is very very important as you embark on a global journey.

最后，还要研究最佳实施路径，也就是如何进入市场，可以采取哪些不同的增长方式，是选择并购还是引入新产品、新服务。还要识别哪些公司可以进行合作，可以从这些合作企业购买产品或者销售产品给他们。因此，在一个全球化的进程中，了解所处的行业生态及确定公司要采取的行动是非常重要的。

I will say from my experience, Chinese companies are very very well positioned to be a big participant and take big advantage of these global opportunities that are coming in front of them. But they need to follow a process and what I’ve shared with you today is a process that will ensure that as you embark on that journey, which I think you should, because there is so much more that can be done in all parts of the world, and some of my colleagues who are here have expertise in those regions, so please reach out to them they will be more than happy to work with you and help you build a robust strategy to work in these various geographies, and then we can make sure that you are successful and you don't make costly mistakes.

在我看来，中国企业完全有能力充分利用这些全球机遇成为世界经济的重要组成部分。但仍然需要遵循一个发展的步骤，我今天分享的就是这样一个步骤以实现增长。我希望你们可以这样做，在全球范围内还有很多机遇。我的同事们在他们所在的领域非常专业，可以联系他们，他们会帮助您打造一个强有力的战略，以在不同地区进行发展，以此来确保可以取得成功而不必花费高昂的代价，我们很愿意与您合作。

So once again I thank you very much for coming, I wish you a very successful day. Please engage with your audience, please engage with people that's the big part of why we are here together, and as I met some senior executives what will finally happen is when we work together is when we will become successful together. So with that, thank you once again. Xie Xie.

我想再一次感谢大家今天的到来，祝您度过愉快的一天。希望借此机会，我们聚在一起，与其他观众互动，与周围的人互动，增加交流与合作。愿我们携手并进，共同走向成功。再次感谢大家，谢谢。