Interview with Yuan Weijia, Weizhong Bank: Committed to the sinking of science and technology financial services.

For some time in the past, due to the characteristics of "valuing technology over assets", it is recognized that it is difficult and expensive for science and technology enterprises to raise funds. In recent years, in order to support the development of science and technology enterprises, many measures have been introduced at the policy level to guide the funds to tilt towards science and technology enterprises.

in this context, financial institutions have taken action. As the first internet bank in China, Weizhong Bank is not too much. However, different from traditional banks, Weizhong Bank adheres to the basic concept of serving small and micro enterprises, focusing on the sinking small and medium-sized science and technology enterprises, and is committed to providing them with financial services throughout their life cycle.

In less than two years, Weizhong Bank has made outstanding achievements in serving small and medium-sized enterprises. According to the data, micro-credit science and technology loans have been launched in 21 provinces and more than 1 prefecture-level cities across the country, attracting nearly 15, science and technology enterprises to apply, with a cumulative credit of 1.5 billion yuan, of which the service coverage rate among 18, state-level high-tech enterprises in Shenzhen reached 35%.

Starting from small micro, aiming at the science and technology enterprise track

"So, in fact, it can be said that we start with the universal small micro-business, and then select science and technology enterprises from small micro-customers. This is exactly where Weizhong Bank is different from traditional commercial banking services. " Yuan Weijia said.

On the one hand, science and technology enterprises themselves have realistic demand for funds. Due to the lack of fixed assets and other collateral, some small and medium-sized micro-science and technology enterprises are facing more severe financing difficulties and expensive financing problems; On the other hand, in recent years, the state has issued a series of policies to encourage financial institutions to support scientific and technological innovation, but the small and medium-sized micro-science and technology enterprise groups have not been well covered.

Yuan Weijia emphasized that as an Internet bank, Weizhong Bank has the responsibility and obligation to serve this kind of customers to support the vigorous development of domestic scientific and technological innovation. "In addition, we are a technology-based bank, so we may know more about technology companies and serve them more conveniently."

However, in the initial stage of the financial business of Kechuang, Weizhong Bank also encountered difficulties, especially in obtaining customers. Different from the way that traditional banks rely on offline account manager teams to expand customers, Weizhong Bank obtains customers through pure online channels. How to let customers know about products and form trust is a big challenge.

Yuan Weijia said that in view of this, Weizhong Bank Micro-credit has specially established a leading B-end digital Internet marketing system, including telemarketing and advertising, and continuously optimized the marketing system by using data, models and AI technology. "This system supports the business development of our corporate finance, and it is also evolving with the process of business diversification. From micro-credit services to small and micro enterprises in all walks of life, to the upstream and downstream of the supply chain, to science and technology-based enterprises, we continue to find segmented customer groups through technology."

Especially since this year, Weizhong Bank has made many innovations in brand marketing. For example, shooting the story of science and technology entrepreneurs' entrepreneurship, "is to talk about how enterprises do it and what entrepreneurs look like. Through this short story-telling, we can not only promote enterprises and entrepreneurship, but also divert the products of banks and bring a lot of better traffic." Yuan Weijia analyzed.

relying on financial technology to create an online service process

for banks, acquiring customers is only the first step, and it is more important to serve and retain customers, which cannot be separated from smooth "weapons". Yuan Weijia said that compared with traditional banks, the biggest advantage of Weizhong Bank's service to science and technology enterprises is online, which is intuitively reflected in credit products.

It is reported that the loan products of Weizhong Bank serving small and medium-sized science and technology enterprises come from science and technology loans of micro-industry loans, so this product inherits the excellent genes of micro-industry loans, that is, "three noes, three comprehensiveness and three quickness".

The so-called "three noes" means "no mortgage guarantee, no offline account opening and no paper materials". All information can be automatically obtained in the background of the system after the authorization of the mobile phone, including the tax payment information and business information of the enterprise, and it is automatically reviewed and evaluated by the system, basically without manual intervention; The so-called "three guarantees", that is, "fully automatic, online and all-weather", can apply for and get loans; The so-called "three fasts" refers to the ultimate experience of "quick approval, quick loan and quick turnover" for users.

"From the time a customer submits a loan application to obtaining a loan, the whole process does not need manual intervention, and it is purely online. If it is fast, the customer can complete the whole operation within one minute." For example, Yuan Weijia said that customers do not need to provide any paper materials, but only need to complete identity authentication, and at the same time, they are authorized to inquire about some third-party information such as taxation.

While enjoying the convenience of micro-credit process, Weizhong Bank's science and technology loans are also linked with the government's discount policy. For applicants, this will greatly reduce the cost of soles, and enterprises can operate directly in related products without running around to apply. After the discount, some of the lowest interest rates can be reduced to 1.7%, which is very favorable.

based on the above characteristics, Weizhong Bank's science and technology loans are favored by enterprises. It is worth mentioning that many of the science and technology customers served by the bank are first-time borrowers, that is, they have never received loans from other banks. Yuan Weijia said, "This means that when other banks are unable to provide loans to these enterprises, we are willing to be the first bank to eat crabs."

Weizhong Bank has this confidence. Further, it relies on its powerful data processing capabilities. For example, in view of the characteristics of science and technology-based enterprises, Weizhong Bank cooperates with government agencies to apply multi-dimensional data such as talent information, intellectual property rights and transaction data deposited by government departments to the evaluation model of enterprises, so as to proactively evaluate the development potential of enterprises.

It is worth mentioning that in order to further improve the utilization rate of patents of science and technology enterprises, Yuan Weijia said that Weizhong Bank is trying to process patent data. At present, the bank has imported nearly 4 million patent-related data, including not only structured fields, but also a lot of unstructured information collected from patent descriptions, patent specification abstracts, patent claims and other documents. Based on these data, corresponding rules can be constructed by using scientific and technological means to evaluate the effectiveness, quality and value of enterprise technology.

Innovative service mode, "loan+investment" makes financing more efficient

Wine is not afraid of the depth of the alley. Nowadays, Weizhong Bank's micro-business loans are benefiting more enterprises. In order to provide customers with life-cycle services and accompany their growth, Weizhong Bank took another step forward and began to explore the digital "loan+investment" innovative service model.

Yuan Weijia said, "In fact, all major banks are doing the investment demand of science and technology enterprises, which can be said to be a natural extension of bank financial services." At present, the banking industry is mainly carried out in two ways. One is that banks and their subsidiaries with investment functions jointly carry out business; The other is that banks cooperate with entities with investment functions that are not directly established by their own institutions, such as cooperation with external venture capital institutions.

"After observing various models, we found that several models are very non-standard. After all, it is difficult to standardize the valuation of each enterprise and the pricing of stock options, and it is impossible to rely entirely on data, which is not our strong point." Yuan Weijia said, therefore, Weizhong Bank has been exploring a digital "loan+investment" model that can give full play to its own advantages.

under various considerations, Weizhong bank decided to be a bridge between "loan" and "investment", that is, to build a more accurate and objective evaluation system for science and technology enterprises by relying on its own data processing ability, and to provide value evaluation support for investment institutions while providing credit line support, so as to deepen the connection between investment and loan, make investment more scientific and make financing more efficient.

Yuan Weijia said that there has always been a widespread problem of information asymmetry between enterprises, projects and investors, which is fundamentally a trust problem, and the ability of Weizhong Bank to rely on digital technology can just provide valuable judgment basis for "trust".

It is reported that this model is currently being tested in small and medium scale in Shenzhen science and technology enterprises and some investment institutions, and it is expected to be officially launched in 222, which will undoubtedly connect more enterprises and financial institutions.

It can be seen that Weizhong Bank is opening up an innovative digital and intelligent investment and financing experience for science and technology enterprises and investment institutions, relying on its own financial technology advantages, deep understanding of the financial needs of science and technology enterprises and rich service experience accumulated in the past.