Exclusive Interview with Liu Bin, CEO of Dongyin Technology: Seven Years of Hard Work to Perfect a Sword—Embracing Long-Termism in Deeply Cultivating Supply Chain SaaS

Recently, ARC Advisory Interviewed the founder of Dongyin Technology and… CEO Liu Bin. In this profoundly insightful and information‑dense conversation, Liu Bin not only reviewed the entire journey of Dongyin Technology—formed through the merger of Kejian and Ji—from integration to reconstruction, but also systematically explained his views on… SaaS A unique understanding of the model, to AI Pragmatic judgment of value, and from… “ Passive Following ” To “ Proactive attack ” The blueprint for going global. What he has outlined is not a shortcut that simply chases after trending topics, but rather a long-term path—difficult to navigate yet essential to succeed—in China’s complex enterprise services market.

1. Strategic Integration: No “1+1” …rather, it is genetic recombination.

The merger between Kejian and Jilian was once… 2023 One of the most closely watched industry events in the annual supply chain software sector. But in Liu Bin’s narrative, this has never been a simple… “1+1=2” The scale of the story.

“ We want to do it once. Strategic-level restructuring 。” He got straight to the point.

In his view, the core of the merger lies in the complementary nature of genes and the reorganization of capabilities: Kejian brought the core…   SaaS Genes, cloud-native architectures, and reusable product systems ; And Jilian injected valuable… Deeply rooted in the industry Know-how – Experience in serving major clients and the hard‑fought expertise needed to handle complex deliveries. 。

“ The integration of these two capability chains enables us to build… AI The end-to-end supply chain platform driven by this initiative has laid a solid foundation. ” Liu Bin revealed that after the merger, Dongyin made three extremely critical and coherent decisions:

1. Unified Product Roadmap : Built from WMS (Warehouse Management System), TMS (Transportation Management System) A comprehensive product portfolio spanning freight forwarding, shipping, and container management, dedicated to providing… “ End-to-End Supply Chain Collaboration Platform ” , rather than fragmented, standalone tools.
2. Unification AI Strategy : Clearly outline the path from “AI” Enhance ” (Enhance existing features) to “AI” Native ” (Restructuring product design), ultimately leading to “AI” Ecology ” a gradual development path.
3. Unified Delivery System : Pioneeringly propose “AI” Enhanced Delivery ” , aimed at leveraging AI Enhance the efficiency and standardization of technology upgrade project implementation, thereby enabling scalable expansion.

“ Our current goal is not only to make the system easy to use, but also to enable enterprises to have a… An intelligent supply chain platform that understands business, comprehends data, and can optimize itself independently. 。”

2. SaaS The Way to Break the Impasse: “ Serving Key Accounts ” With “ Customization supported ” Two key decisions

SaaS We encountered some difficulties in China, but its business model is sound. ”

When asked why, despite the surging demand for customization in the market, they still remain steadfast… SaaS In mode, Dongyin Technology. CEO Liu Bin’s response was delivered without the slightest hesitation. Behind this seemingly unremarkable statement lies his deep conviction in the industry’s fundamental logic—built upon more than a decade of dedicated work in the supply chain software sector, during which he has explored various business models and honed his skills through relentless market testing.

At present, many in the industry are engaged in… SaaS Colleagues retreat in the face of complex, customized requirements from large enterprises, while simultaneously questioning… SaaS When it comes to succeeding in China, why has Dong Yin been able to hold firm? SaaS And how can we turn it into a core competitive advantage? Liu Bin shared two pivotal moments in his entrepreneurial journey. “ Break the deadlock ” Decision-making—these details reveal the uniqueness of its patterns.

The first breakthrough is about… “ Who does the service cater to? ” The strategic choice.

“ We actually first… SaaS Their understanding is also rather superficial, and they believe that… SaaS It’s probably only intended for small businesses—large enterprises would never use it. SaaS 。”

Liu Bin reviewed 2016–2017 During their years of exploration, they designed tailored solutions for small and medium-sized enterprises. SaaS Products. But the market quickly provided feedback: “ We worked on it for about six months and realized it wasn’t right—doing business with small and medium-sized enterprises in the Chinese market. SaaS It’s very difficult, unless you are… C The actual customer. ”

In a difficult situation, Liu Bin made a decision that turned the tide: “ I propose that the customers our software currently serves should also be our future customers. SaaS of customers. Our SaaS Must be able to serve large enterprises. ” 

This pivotal strategic shift has enabled Dong Yin to… SaaS The path suddenly became clear, directly targeting medium- and large-sized customer segments with stronger payment capabilities and a greater willingness to embrace digitalization, thereby laying the foundation for the success of its business model.

The second breakthrough is about… “ How to do it ” Product and architectural innovation.
Serving large enterprises inevitably leads to customized needs; if you completely reject customization, you’ll lose customers; but if you fully embrace customization, you’ll stray from… SaaS Essence. Dongyin’s solution is highly innovative. — SaaS Need to support customization. ”。

“ Unlike the conventional approaches on the market, we have provided each major customer with a dedicated instance within our public cloud multi‑tenant architecture.   ‘ Custom bags ’  。” Liu Bin provided a detailed explanation of this ingenious design. “ We maintain a rapid iteration cycle of once every two weeks for the main release, while customers’ personalized needs are encapsulated in separate custom packages. Customers can continue to use their customized features and independently decide whether to upgrade along with the main release. ”

This design is akin to providing each VIP with a customizable, independently arranged space on a standardized high-speed train. “ Dedicated Carriage ”， It perfectly balances the fundamental contradiction between product standardization and rapid iteration on the one hand, and customers’ core personalized needs on the other, serving as the cornerstone that enables Dongyin to attract and retain major clients over the long term.

3. AI Positioning: It’s evolution, not disruption.

Facing the all‑consuming AI In the face of the surging tide, Liu Bin displayed a rare composure and pragmatism. He believed that… AI Not SaaS not a disruptor, but a natural evolution. “ Evolution ”。

SaaS The core is Standardization of processes …in fact, it’s actually process‑based. And… AI The core is Data‑Driven Intelligence 。” He precisely analyzed the relationship between the two, pointing out that while their underlying starting points differ, they are not mutually exclusive. Liu Bin went on to elaborate: AI Not only did it inherit the entire package… SaaS An excellent subscription-based business model—and, more importantly, “ We have done nearly… 10 Year's SaaS In fact, we have accumulated a large amount of de‑sensitized data, which has become… AI The best ‘ Fuel ’ 。”

He went a step further to point out that, AI It is profoundly transforming the very way software is produced. “ We’ve been putting into practice, since the beginning of this year, how to use the entire… AI Drive our own development processes. Our vision is that by next year, 60% All of the above work is AI Done, and also… 30% To 40% Our work is done by people to confirm and verify. ”

Based on this, he offered a clear assessment of industry evolution: “ From our earliest days of software development—when we first created standalone software—we later moved on to building internet‑based applications. Then, still leveraging the power of the internet, we eventually evolved into… SaaS . In fact, from SaaS To AI , I think It’s another form of evolution—I think this is an inevitable process. ”

4. Strategic Upgrading for Going Global: From “ Borrow a boat ” To “ Shipbuilding ”

Regarding the future development direction of Dongyin, Liu Bin’s answer is clear and firmly points to… Globalization 。

“ Over the past few years, this is how our overseas expansion has been— ‘ As Chinese-funded enterprises go global ’ 。” Liu Bin candidly looked back on the initial stage. “ But starting this year, we actually have to… Proactively Going Global 。” He revealed that he recently led a team on intensive visits to Southeast Asian markets such as Thailand and Singapore. “ We will pursue a dual-track approach: on the one hand, we will continue to deepen our services for Chinese enterprises expanding overseas; on the other hand, we will actively leverage our supply chain cloud, AI and launch localized products in the local market. ”

Conclusion: Long‑Term Thinkers “ A necessary path ”

Throughout the entire conversation, Liu Bin consistently exuded a sense of… “ Long-termist ” of clarity and resolve. He knew clearly that… SaaS He has witnessed the challenges of the Chinese market, as well as the early setbacks and industry fluctuations, but he remains firmly convinced of its intrinsic value and its irreversible direction.

Through “ SaaS As a foundation, industrialization serves as an accelerator. AI For the engine ” In the strategic triangle, Dongyin Technology is striving to forge a path toward the future in the Chinese enterprise services market—a terrain that demands both patience and wisdom.