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EnglishIn the AI era, to better and faster serve customers with new products, Landray Software chose DingTalk. They used AI Tables to build a business system that centrally manages customer resources and project progress across the country, significantly saving time and system development costs. At the same time, they leveraged online documents to coordinate and execute annual plans, resulting in a remarkable boost in efficiency.
From Collaborative Office to Building a Lightweight Business System
In 2015, Landray Software began using DingTalk and became its ecosystem partner. The team relied on DingTalk’s instant messaging, documents, and other features to achieve efficient collaborative office work, growing together with the platform. In 2024, Landray expanded into a new business segment—“Digital Science Battlefield,” focusing on serving large government and enterprise clients nationwide. This new business brought about a comprehensive restructuring of the organizational structure, customer resources, and processes, making it urgent to establish a customer-management-centric business system to support sales operations across the country.
Three Major Challenges: How to See Customers Clearly, Manage Processes Well, and Gain Insights into the Big Picture?
As the business leader of the Digital Science Battlefield, Jiang Honghui faced three core issues:
First, how can sales teams from 12 major regions across the country collaborate with headquarters to sort out customers and clarify the paths for acquiring and following up on business opportunities?
Second, how can sales managers at all levels keep real-time track of frontline customer follow-up progress and project contract status to effectively manage processes?
Third, how can headquarters gain a comprehensive understanding of the business landscape to promptly optimize product strategies and market approaches?
Choosing AI Tables: Lightweight, Flexible, and Efficient Digital Infrastructure
Traditional development or procurement of customer management systems is costly, time-consuming, and difficult to fully align with specific needs. Jiang Honghui said, “Our evaluation showed that custom development requires at least three technical staff and takes one and a half months, while purchasing a ready-made system also costs tens of thousands of yuan and still may not match our functional requirements. What we need is a lightweight solution.”
Based on DingTalk’s office foundation, the team ultimately chose AI Tables to build their business system. AI Tables offer data aggregation, online collaboration, and data analysis capabilities, supporting automated alerts and task assignments, perfectly fitting the need for a lightweight system.
In just one week, a single team member completed the table setup, achieving tiered permission control and automated operations. This AI Table integrates customer information and project progress from across the country. After integrating document features, it also centrally archives historical customer materials, breaking down data silos between CRM, contract systems, and others. It enables real-time updates between headquarters and regional offices, helping sales teams gain a comprehensive understanding of customer profiles.
Frontline sales staff can use AI to automatically capture and verify key customer information such as name, business scope, organization code, and legal representative, reducing the time required for customer registration from 30 minutes to just 5 minutes.
Through automated configuration, changes in projects or delays in customer follow-ups can trigger real-time alerts. “In the past, bottlenecks and opportunities in customer leads were often only discovered during weekly meetings; now, every update feels like it’s equipped with sensors. As soon as there is prolonged lack of follow-up, serious progress delays, or important policy announcements, the system automatically alerts the responsible person, eliminating the need for supervisors to track and notify individuals one by one.”
For management, AI Tables have greatly reduced the workload of statistical analysis. Previously, it took half a day each week to compile project data; now, integration and dashboard analysis can be completed in just 10 minutes—a 95% efficiency improvement.
The Shenzhen headquarters can use dashboards to monitor the national business landscape in real time and adjust strategies accordingly. “DingTalk AI Tables not only enable rapid launch of new businesses but also allow us to adapt digital infrastructure on demand, saving time and effort. We are replicating the success of the ‘Digital Science Battlefield’ to other business lines, helping more operations accelerate their implementation with AI Tables,” Jiang Honghui said.
Building a Strategic Collaboration Space with Online Documents
At Landray, DingTalk documents have become an essential tool for implementing and managing strategy.
Many companies’ strategies are like balloons floating in the air, difficult to reach the execution level. Misunderstandings between departments, collaboration difficulties, and execution disconnects are common problems.
In the past, Landray formulated annual goals through strategy workshops, then communicated them at the annual meeting, with each department independently breaking them down and implementing them. Management could only rely on monthly or quarterly meetings to hear reports and understand execution progress.
To change the inefficient “layer-by-layer reporting” and “word-of-mouth communication” model, Landray established an annual strategic collaboration space based on DingTalk documents. During the strategy formulation phase, management collaborates online, @s relevant leaders, and the business team breaks down tasks, plans key initiatives, and identifies priority projects accordingly.
Each department also creates an independent workspace in the document, clarifying goals, detailing steps, assigning responsibilities, and recording results. Tasks are directly @d to individuals through the document, so frontline employees do not need to hold repeated meetings to communicate—they can clearly understand annual goals and action plans. “Everyone fights the battle in the same space. Complex organizational collaboration turns into real-time online collaboration, work has clear direction and methods, and efficiency naturally improves significantly,” Jiang Honghui said.
Today, Landray establishes a “Digital Intelligence Landray” strategic collaboration space every year, centrally storing annual budgets, operating metrics, organizational designs, meeting minutes, and special affairs in DingTalk documents. This facilitates post-mortem reviews and cross-departmental information sharing, making the entire process—from strategy formulation to execution—transparent and traceable.
Yang Jianwei, Chairman of Landray Software, said, “The strategic collaboration space based on DingTalk documents is like an X-ray machine for corporate management, giving management a god’s-eye view while enabling departments to align upward, connect downward, and learn horizontally. This greatly enhances management transparency, execution power, and knowledge accumulation capabilities, making Landray’s management system more foundational, easier to upgrade, and better suited to the challenges of the AI era.”
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