? Liu Liang: The most savage diaosi entrepreneurs earn more than the official.

Dictation | Liu Liang Word Finishing | Shen

In his early thirties, Liu Liang, CEO of 360 Travel, was regarded by the audience as an endorsement for the game industry in You Are Me, and was called a "big * * * diaosi" by a famous media person. Hard-core gamers, veterans who ran into Shenzhen, webmasters, World of Warcraft community, the first to do private servers, look at his contacts with Shanda, Tencent and Zhou and the road to entrepreneurship.

Run to Shenzhen

I am from Xi, Shaanxi, and was born in 1980. My two biggest hobbies are cars and games. The car was learned in the army, and the game was played from childhood to adulthood.

After graduating from high school, I went to the police college in Xi, just opposite Xi Jiaotong University. When I was in the police academy, including after graduation, I played games day and night in the computer room of Jiaotong University, playing with the love between sand dunes, Red Police, elite the legend of heroes and swordsmen. My family thought I would be ruined if I continued like this. After being a policeman for half a year, he was decisively assigned to the army. At that time, the army was quite regarded as an internet addiction class.

I studied driving in the army for six months. It is a huge diesel locomotive, a bit like Optimus Prime's chariot in the movie Transformers. As soon as I learned to drive, I caught up with the flood control in 1998. He went to Changsha with the troops to fight floods and won second-class merit.

I feel that I have a skill in driving. After I retired from the army in 2000, I heard about arachis duranensis in Shenzhen and went straight to Shenzhen. There was no train ticket to Shenzhen. I didn't know until I arrived in Guangzhou that I had to have a certificate to enter the special zone. I went to the border between Guangzhou and Shenzhen by bus. There is a cordon, which is actually a solid wall more than one meter high with barbed wire on it. I turned over at a distance from the sentry. After jumping, I found that, boy, there are endless wasteland. Thanks to my good health, I ran there in one breath. I ran for at least six or seven kilometers before I saw the farmland. I ran for three or four kilometers before I saw the car. I ran to Shenzhen alone.

It took me a week to remember that I had forgotten to call home. It's kind of sad to say. After getting through, my parents said they were busy watching TV series. If you call back later, just hang up.

I am an only child, but my parents belong to those parents who are too big-hearted to treat their children as special treasures. Anyway, let them develop with you, as long as they don't make trouble.

Actually, I'm not fooling around, but I'm good at playing computer games. In the game hall, you can play for more than an hour by buying four coins and one steel. As soon as I got on the bus, the people behind me didn't wait, knowing that I would definitely go through customs for one currency. When I met an older gangster, I got off the bus without being allowed to fight.

The first company I interviewed in Shenzhen was a bank teller. A friend of my father introduced me, and I am very happy. As a result, people read my resume and said they couldn't take it anymore. I asked why? I can drive. People say you can still catch and fight, but what if the gambler drives away? Besides, you have a gun.

Co-author: I can drive. I learned to catch and fight. Once I have these two things at the same time, I can't be an escort. In fact, when I was a soldier, only a few people in the big army could learn to get on the bus. I didn't expect to finally learn to drive, and I was at a loss.

I can't drive, so I think I'd better find a computer company. Maybe I can play computer games. So, I got a job distributing leaflets to computer schools. At that time, it was required to send 800 copies a day, and I could send more than 2,000 copies a day. We were at the gate of Wal-Mart, and people handed out leaflets one by one. I pinched a tube and threw it into the gap between the brake and the handle of an oncoming bicycle, just like a small plane. This job only has a fixed salary. At that time, it was 900 a month, which was very high. When I was a soldier, I only had 70 yuan a month. At that time, the consumption in Shenzhen was also low, and a bowl of box lunch was only five yuan.

Later, because I handed out the most leaflets in my class for two months in a row, I told the principal, can you transfer me to another post? They say you do cleaning. I was so happy. It was 2000. I didn't know what cleaning was, so I called home and said * * * cleaning.

My job is to clean the classroom. Every time after class, before the next wave of people came in, I cleaned the classroom, and I slept in the last row of the classroom when others were in class. This was repeated for two months. One day, the teacher who was teaching suddenly quit. I couldn't find a new teacher for a while, so I rushed over and said I was capable. That class was about basic instructions, which I didn't understand very well at that time, but I could memorize everything the teacher said before. I recited a passage to the headmaster, who recognized that it was the style of other teachers before, but still agreed to let me try. I tried to talk twice, and both of them felt good, so I kept talking for two months. At that time, my salary rose to more than 3 thousand a month.

start a business

After staying in Shenzhen for half a year, it's time to go home for the New Year. I remember the first time I flew, I bought many gifts for my family and several bottles of wine I had never seen before, such as remy martin and XO.

After I returned to Xi 'an, I felt that I was proficient in teaching computers, so I started a computer school. Internet cafes are open after 6 pm, and I rent computers while enrolling students during the day. He taught computer basics and graduated after seven days of classes. Each class was issued with two certificates. One is the computer secondary certificate applied by the local labor department, and the other is the certification of Microsoft. This certification can be done in the local Microsoft office, a certificate of 30 yuan. About a dozen people were recruited in the first class, and each of us received two or three hundred dollars.

Once calculated, all the money earned is basically given to the internet cafe. As soon as I saw that I couldn't do it, I began to run to school to contact. I said to train computer skills for school teachers for free. At the same time, when teachers don't use the computer room, they can do student training at a low cost. One student is 50 yuan. I told the class teacher that I would give the teacher 5 yuan for every student I brought. That was the first time I really made money. I earned more than 300,000 in two schools in a summer vacation.

That was 200 1 years ago, and more than 300,000 yuan was my first bucket of gold. At that time, I noticed that many families wanted to buy computers and hesitated, so they went to buy Founder computers in bulk and rented them back.

I talked with Founder about an annual order to buy 1000 computers a year at 3500 yuan per computer. I'll pay a deposit of100000 first, and then pay the money at any time to pick up the goods at any time, and pay it every month. I put an advertisement in the classified information of the newspaper-600 yuan computer moved home! Many people call to rent, the deposit is 5000, and the rent in January is 600.

At first, I thought it was quite cost-effective. Later, I rented five or six hundred units and found it wrong. The deposit of 5000 yuan is to be returned to others. In fact, I only earn 600 yuan per computer every month, and I have to invest 3500 yuan before I can put a machine in my hand. But at first, I always thought I was earning a difference of 2000 yuan. A month later, people came to refund the deposit, and I didn't want it. I don't want a computer. What should we do? I wanted to quit at that time, and then I thought, isn't this a lie? Fortunately, half a year later, when I made money as a legend, I took a notebook and found out all the people who had rented my computer. Each family refunded 5,000 yuan and left their computers.

Also found by a local newspaper, looking for me to report everywhere. I was shocked and thought it was the person who complained to the newspaper because I thought my deposit was late. When I contacted him, I said I wanted to praise him, but I said forget it.

Before making a grand legend, I also worked as a stationmaster for a long time, probably starting from 2002. If you are not a person who has been in the Internet industry in China for a long time, you may not even know what the word "webmaster" means now. Because there is almost no entrepreneurial space for personal websites now, even the giant wars that brought growth opportunities to personal websites before are rare. Of course, there are new entrepreneurial opportunities on mobile phones, which is another story.

At that time, our personal website mainly benefited from the war between giants. Especially in 2003, the battle between Taobao and Yi Bei made the national webmasters make a fortune. At that time, each user registered a personal website on Taobao, and Taobao returned 10 yuan. At that time, there was no anti-cheating mechanism. The webmasters introduced their experiences to each other, pulled a lot of ADSL and changed IP registration websites, earning up to 30,000 to 40,000 yuan a month.

After that, except for the years when SP was in full swing, the giants didn't play for a long time, and the webmasters had a hard time. Suddenly, in the year of the Olympic Games, Baidu and Google went to war. Google made an advertisement for the torch relay, and the traffic was about $0.70. But that click can't be faked. At that time, Google's anti-cheating ability was already very strong, and everyone could only fight with real traffic.

I had been surfing for four years then. At that time, 600,000 IP could have about10 million PV, that is, a user could basically browse more than 15 pages, page by page, and browse deeply. Therefore, we deliberately put the advertisement next to the "Next Page" button. When the user clicks "Next Page", he accidentally clicks on the advertisement. This can generate a lot of income. I remember it was 550 thousand RMB a month.

Yusheng

In 2004, several partners and I started making an unofficial version of Legend. That is, the commonly used term "legend" later. At that time, there was no law that the unofficial version was illegal. Well, we should be the first unofficial versions of legends in China. At that time, the official operation did not earn as much as us.

I was a legend who came into contact in 2003. Seeing that it was so popular, I thought about how to let its server open one and play at the same time. One thousand ways to piece together a set of traditional version, changed from traditional to simplified, and then changed it with Shanda client and started operation.

In the first year, we earned 20 million to 30 million. Later, various versions of legends became popular, and everyone began to legend. At that time, there was no such technical term, and classic legends and red legends blossomed everywhere. In fact, it's all the same thing, except that their users are in their own servers, and everyone sells equipment in their own servers.

It is no exaggeration to say that we are the first in China to charge for game props. In 2004, all the official games that can be seen online were charged by card, and only we charged for selling props. At that time, an expensive set of equipment, 9998, earned 300 thousand to 400 thousand a day.

When various versions of Legend blossomed everywhere, we made a gorgeous transformation and became the publishing station of Legend. Let's start a legend and advertise here. Being the upstream of all homes makes more money than the legend.

I was really asleep at that time, and the money came in, and it was all cash, not the number on the account. It feels real. But at the same time, I told myself not to be too ostentatious when I was young. I hesitated when buying a car and bought a Mitsubishi jeep. The car didn't dare to spend money, so it smashed money in it and quietly changed the engine and stereo inside.

I've been a publishing station for almost a year, and * * * has issued a policy that private servers are not allowed. Shanda also began to clamor for national private service. I met Tang Jun for the first time at that time.

I remember it was in Wuhan. Tang Jun told us that he could run by himself, but he had to give each server100000 to Shanda every month. At that time, I thought it was quite risky. Today, I am pursuing you. Tomorrow, I may beat you, but there is nothing you can do. In 2005, I asked my partner to resign. I really quit the game operation at that time. On the eve of the game operation, I retired first.

With Tencent

I went to make a website. Because I have a dream of making a website, thinking that I will go public one day, merge and buy something. But not only can't you make money, but you have to spend money. After a period of running-in, I seized an opportunity.

On QQ, I found that I have the need to hang my grades, so I want to focus on solving this demand for everyone. So, in 2005, I made a product called "QQ is crazy", and QQ users can hang the sun on our server for one month 10 yuan. As soon as this product came out, it pushed the online number of Tencent QQ from 3 million to 6 million. Sadly, Tencent found out before we officially charged, and it immediately revised the calculation method of QQ upgrade. In fact, when we first talked to Tencent, the other party also said that it was done for the sake of saving electricity in the country, and it later ruined us.

At that time, I was in partnership with several friends and was responsible for recruiting various agents nationwide to collect agency fees. After the accident, those friends disappeared with money, and those agents blocked me up and asked me to refund my money. I can't help it I took out my money and returned it to about 10 million. As a result, seven or eight of the ten money earned before were lost.

I didn't give up. Based on QQ platform, I immediately hung up my QQ pet, called "Q pet nanny". However, Tencent soon discovered that the mechanism of keeping pets had been adjusted and my project had been scrapped. More than 200 servers are largely idle, so they have to be sold at low prices.

Probably in 2007, just when I was disheartened and didn't want to do the Internet any more, I was pleasantly surprised to find that Youjiu.com had developed well. After it was completed in 2004, I hired several people to take care of it and never took care of it again. It was really an unintentional mistake, so I decided to pick up Youjiu. Do it. At that time, a five-step strategy was set to make it the largest online game community from the World of Warcraft map station. In fact, now it seems that this is a complete detour. In fact, we have mastered the users at the top of the China player pyramid. But at that time, I was too stupid to guide these users to online games, but I was still annoyed that I couldn't get in.

This bend didn't turn back until 20 13. At the beginning of 20 12, Youjiu merged with 360 security software under 360 to form a new company "360 Youjiu". Before the Spring Festival of 20 13, I talked with Dai Lin, vice president of 360, about the positioning of excellent wine. She said, why do you want to transform? Since competitive users love youjiu. With so many com, it is better to be the largest competitive game platform in China than to compete for the top three online games portals. In fact, people who play competitive games will not stop playing MMORPG. What we have to do is to serve the users well. If the users are here, the manufacturers will come to us. It suddenly dawned on me. Facts have proved that the UV and PV of the whole website have made great progress after the strategic adjustment of Changyou.com at the beginning of 20 13.

Making a website is really a bitter process. In the first few years, there was only input and no output. Once, there was no money in the middle I sold the modified jeep and the house. Since the end of 2009, users have gradually accumulated, including the cooperation with Xunlei, Ku 6 and Renren. The income has changed from 23 million to 23 million per year, and it has started to increase substantially. By 20 12, after establishing a joint venture with 360, the income increased greatly. Of course, the company doesn't just do websites.

With Zhou.

My first contact with Zhou was probably at the 2009 Xiamen webmaster conference. At that time, Zhou and he were both guests, sitting together in the VIP area. I want to talk to Chen Yizhou about working with everyone. All the guests are wearing a flower. In order to blend in, I folded a carnation at the door, put it in my clothes and rushed to the front row. Security didn't stop me. As a result, I went to give a speech, so I talked to Zhou. On that day, it was recognized by Chen Yizhou and funded.

20 1 1 year, contact me at 360 to discuss cooperation with youjiu. Lao Zhou said that 360 doesn't have too many game genes, and I hope an outside team can find an innovative way in the game. He is willing to give me products with a monthly opening of over 100 million yuan. At the same time, some views on the layout of the game are mentioned. I was particularly excited after listening to it. I feel that Lao Zhou is sincere. With such a large user base, there must be a lot of room for display. Without discussing the price, I immediately expressed my willingness to join, as long as I kept some shares.

In fact, at that time, Shanda's acquisition of Youjiu had already talked about the substantive stage, with 65.438+0.8 billion cash plus options. But as soon as I heard the strategy of 360, I said goodbye to Shanda directly. At that time, Tencent also gave a written letter of intent for investment, and I also refused. At that time, I made up my mind to cooperate with 360, because I thought it might be the biggest opportunity for me to do the Internet for so many years.

However, things didn't go as I expected. I have been working with 360 for a long time, and many things are not what I expected. I have always been used to doing it alone, and I belong to the type that has no rules and does whatever I want. Suddenly all kinds of constraints made me feel tied down. At the same time, you need to pick up a little bit of the good products you originally imagined. When I took over, there were only five people left in this product. I suddenly regret it. I feel that working with anyone is better than working with 360.

When I am unhappy, I always find fault with Lao Zhou and quarrel with him. I remember once, after he got angry, he shouted to the executives of the outside company: "Come here!" " He shouted angrily, "You judge me!" They advised me, "Lao Zhou is busy and tired all day, so don't bother him all the time." I remember what I heard the most was that Lao Zhou said that if he hadn't suffered so much at Yahoo, he wouldn't be angry with me, so he has been rethinking and giving space to people with entrepreneurial qualities. In fact, I didn't mean to, or I was unbalanced.

So, I sat down and talked with Lao Zhou again. He said that he would give me the customer business, so that I could pick up the intermodal products and try a new development direction. In fact, there was no precedent for large-scale end-to-end transportation in the whole industry at that time, especially the mature works of large companies were made by themselves because the profits were too high.

I found Ji Xuefeng, vice president of Giant Network and producer of Journey 2. I have known Lao Ji for four or five years, and we have a good personal relationship. Moreover, I also gave a lot of planning advice to Journey 2. This time, I tried my best to talk to him and get him to promise to connect me with Journey 2. I decided to take the final position.

The cooperation between 360 Youjiu and Journey 2 is the first time in China. Everyone is not optimistic about this matter. As a result, the monthly flow of a thousand troops soon broke through150 thousand, which was beyond everyone's expectation.

In fact, on the opening day of Qian Jun, when the number of people reached 50,000, there was a big server crash, which was the most taboo. But in this way, I still made this income. The promotion channel of "Qian Jun" is mainly the internal channel of 360. We immediately found that the resources of 360 actually have great potential to be tapped in the game.

With the success of "Thousands of Horses", I gradually realized the value of 360, and my mentality gradually adjusted, so I stopped quarreling with Lao Zhou. Now it seems that I quite understand him. From beginning to end, he cooperated with me sincerely, but the game was originally a field that needed to expand its territory.

After entering 360, I also saw Lao Zhou's strict control over the company. A software tool has several performance designs, and Lao Zhou directly cut off the products without reporting to the company first. Because the application of "Qian Jun" didn't follow the process, and it was misreported by 360 for many times, it also lost many users. Lao Zhou is more critical of not only other people's products, but also his own company's products.

He is also very strong and can quickly pick out useful information from a mess of information. Once more than 20 product managers discussed it together, and I whispered an idea to the people next to me. Lao Zhou heard it, "Say it again", I said loudly. Lao Zhou thought about it and stopped the meeting. "Just follow this plan." He will throw questions at everyone, listen to their opinions and make judgments and choices quickly. In addition, practice has proved that the selected scheme must be the best scheme for final implementation.

Lao Zhou's life is also very frugal. A 2000 BMW 730 has been sitting for nearly ten years and has never been changed.

"Salt" of Game Industry

I have been in the game industry for so many years, and I am deeply impressed by the prejudice of the whole society against the game industry. As long as it comes to games, it's like a rat crossing the street, and everyone shouts and fights. Recently, I participated in a recruitment project to help the company recruit people, and found that this misunderstanding and prejudice is still very serious. Although not so direct, many people still have the same idea. They think games are harmful to people, and playing games will make them depressed.

I was wronged and angry at first, because I thought playing games was a happy thing. I have been playing games by myself for more than twenty years, and I have been playing games for ten years. So far, I have not been "destroyed" by the game. After all, games are just a way of entertainment and leisure. Why are there so many questions about games? So when I first appeared on the show, whenever a guest questioned the game, I would be very angry and impulsive.

After I calmed down, I also wondered why this happened. I think people in the game industry talk more about products and less about games. Since I have played the game for so long and gained a lot from it, I have the responsibility to do something for the industry I love. So I began to talk about what games are and what the game industry does over and over again on various occasions. I hope to gradually change everyone's understanding of the game and the game industry from the people I can reach, and reverse those misunderstandings and prejudices.

After the success of "Thousands of Troops", I strengthened my confidence in taking the road of combined transport (inspirational entrepreneurial grandson) and began to consider how to make it a large-scale platform. I have two trump cards in my hand, one is the 360 game safe and the other is Youjiu. 360 game security has a large number of users, which can help me reach users quickly. There is wine. Com has accumulated in the game field for nearly 9 years, and there is no shortage of editors, content and contacts. It has also mastered a large number of high-end players, which is my precious resource. The question left for me is how to make full use of these resources and build a platform for * * *.

This matter is not as simple as imagined. We have done a lot of research and attempts. Steam and Origin abroad, QQ and YY in China, and even many game boxes are the research objects. Then you need to combine the existing characteristics and advantages of 360 Tour to find your own way.

One thing I have always wanted to do is to be open, open to users, access the resources of partners, and enjoy users with the whole industry. For example, the game privilege card, we share users with the industry, and cooperate with all game information stations to get their cards on the platform. The first is innovation. Everyone has been questioning game addiction. I don't believe it. I always hope to create a game mode similar to 2 hours (computer) plus n 2 minutes (mobile phone), so that everyone can feel the fun of the game without feeling so depressed.

From 200 1 to now, it has been 12 years, including 9 years in the game industry, with mixed feelings. Entrepreneurship is something that needs to be adhered to, and I think I will continue to adhere to it.