Great Power Technology

Chapter 18 We pity you!
The breakfast was delivered by the dining car. There were many types, but it was not exquisite. It was nothing more than some steamed buns and fried dough sticks, and some Western-style meals were also delivered, but the few people in the conference room did not move.

After breakfast, Lu Xu received a notice that the online summit would start an hour earlier, at 19 o'clock Ugland time and 8 o'clock domestic time.

Ye Zhou had already signed the contract, so he was not required to be present, but the boss temporarily decided to invite him to the meeting as a special member.

He was a little flattered and walked towards Huaji's Zhizhen meeting room behind a few people. This is an online dedicated meeting room that is completely connected with smart devices. There were two seats, which seemed to be reserved for the boss and Mo Wan.

The boss whispered to the meeting secretary next to him to bring a chair for Ye Zhou to sit beside him, and then sat aside and waited quietly.

At 7:55 in the morning, all members of Huaji officially joined the meeting, and everyone's images were projected on the large wrap-around screen in the meeting room.

At 8:15, representatives of Ugly Country Synopsys went online.

"Sorry for keeping everyone waiting, we had an emergency meeting that was delayed for a while, and we can start now."

On the screen, a white man with his hair combed back said leisurely.

He said he was sorry, but from Ye Zhou's point of view, he couldn't see any apologetic emotion in him, it was just arrogance.

"That's all right, we still have plenty of time. Mr. Smith, how's the situation over there? How's the weather?"

The Chinese representative of Huaji greeted the other party in accordance with business practice.

"It's terrible. It rains day and night. I heard that the temperature over there is also dropping recently. Be careful to keep warm."

"Thanks for the concern, we will. So shall we just get right to it?"

"Let's start right away, today's topic should be very simple."

In Smith's eyes, today's procurement summit is actually nothing more than a contract renewal meeting, and the freedom of content they want to discuss is very low.

price?

Synopsys is the pricing party, and he has the final say on what price he wants to set, and Huaji can only accept it.

In this world, there are many manufacturers that can produce EDA, but only Synopsys can meet the large-scale demand of Huaji.

EDA function scope?

This is a request that Huaji has been making before. They are eager to adapt the EDA at hand to the chip design below 3 nanometers, but Smith has never agreed.

It's not that he didn't want to sell it. The price that Huaji offered before actually made the whole company very excited. However, under the restrictions of the OFAC sanctions, no one dared to touch the bad luck of Ugland Customs.

It's not that they don't want to sell it, it's that Congress doesn't allow it to be sold, so what can be done?
Therefore, in every procurement meeting, the discussions between Huaji and Synopsys will focus on the period of use, and Huaji will always strive to sign a one-time longer-term contract as much as possible.

That way, even if congressional sanctions rules suddenly change, their contract can be exempted as an existing contract, buying them some time.

The procurement representative of Huaji nodded, operating the computer to project the document that had been prepared to the online screen, and then said:
"Today's procurement summit, we temporarily decided to add some new topics--sorry for not notifying in advance, because our time is too urgent."

Smith on the screen frowned.

After cooperating with Huaji for so many years, this is the first time I have encountered such a situation.

There was a vague feeling of disrespect in his heart, and a look of displeasure appeared on his face.

"Mr. Yang, I have to remind you that this is not in line with our previous meeting practice. If there is a next time, I think I need to consider making a suggestion to the sales decision-making team to reorganize the meeting to solidify the process of both of us. .”

"No problem, Mr. Smith, this is your freedom. But I must remind you that in the procurement summit, we are the buyer, and the meeting is originally led by us, so the temporary new topic does not violate business practices. "

Purchasing representative Yang Linlin's tone was calm, but his words showed a sharp edge, which was completely different from his cautious attitude when he contacted Synopsys before.

He was the first group of people who knew of the existence of Yinglong EDA, and he had fully grasped the strategy of Huaji's top management.

Since even the boss has made a decision to completely replace Synopsys' EDA with Yinglong EDA, what kind of politeness is there with these white-skinned vampires?
I am not used to you anymore!
Smith on the opposite side widened his eyes. He never expected that Yang Linlin would talk to him in such a way.

What are you doing?
Are these people unable to tell who is the boss?

Could it be that the other party wants to fight with him, even if both sides suffer?

No, this is not possible.

If Synopsys loses Huaji as a customer, they will lose at most a few years of profits, but if Huaji loses Synopsys, they will face a certain death.

Smith's eyes swept over the venue of Huaji, and when his eyes passed over the old man in the corner, he suddenly realized.

It turned out to be the case.

It was he who was present to supervise, so Huaji's purchasing representative had to show such a tough attitude.

That old man is an out-and-out patriot, and it is impossible for him to allow his subordinates to humble himself in front of him.

Thinking of this, he breathed a sigh of relief.

It doesn't matter, the money will still earn you anyway, so I will give you this face.

Smith nodded slightly, and stretched out his hand to signal Yang Linlin to continue.

"Okay. We plan to have three topics for today's meeting."

"What needs to be discussed is the functional scope, product price, and purchase quantity of your company's EDA."

"Mr. Smith, if you have no doubts, then we will now enter the first issue."

"Wait! I have a question!"

Smith interrupted hastily.

What the hell?

Each of these three issues was beyond his expectations.

Yes, these points mentioned by Yang Linlin are indeed things that need to be discussed in the normal procurement process.

But the question is, Huaji purchases EDA from Synopsys, can that be a normal process? ?

If it sounds a little harsh, it can even be said to be a kind of charity.

It is Synopsys and Congress's charity to Huaji!

Just keep them alive.

Now, Hua Ji actually started to bargain with himself?
Who gave them the courage? ?
After a pause, Smith continued:
"I have a question. We can discuss the scope, but we have no room for compromise on pricing. In addition, what does the purchase quantity mean? Are you going to reduce the future pass purchase quantity? Is your company going to scale down?"

He had a lot of questions, and Yang Linlin couldn't answer them one by one, so he only picked the most important one to answer.

"Mr. Smith, our company does not plan to downsize, but if you don't lower the price this time, we will consider replacing your products with other companies' EDA."

Smith on the other side of the screen smiled disdainfully, and said mockingly:

"Mr. Yang, are you kidding me? Use EDA from other companies? Apart from our company, other EDAs can meet up to 60% of your daily work——we know Huaji, even better than you yourself."

"Are you going to cut our company's share? How much are you going to cut? 10%? 20%? I can tell you that 20% is the limit."

Yang Linlin looked at Smith's face with pity, and the other party didn't seem to realize their situation.

Huaji, who has mastered Yinglong EDA, is no longer the former Huaji.

Even though there are still countless shackles and shackles, a small Synopsys absolutely has no right to coerce them in such a way.

No, not just Huaji.

In the field of chip design, the entire China is no longer under the control of others.

He sighed softly, and said in a calm tone:

"Mr. Smith, you are mistaken."

"It's not 20 percent, it's not 30 percent."

"It's 100%."

After a short pause, he continued:

"In a way, we don't need you anymore."

"The reason why I sit here and continue to talk to you is just out of pity for you - without our order, you will live very difficult in the future."

(End of this chapter)