Ch. 41Not Giving an Inch
Chapter Summary: “Not Giving an Inch”
Key Plot Points and Events
- Han Luyi and Su Niannian meet Zhou Mingyuan of Celestial Pivot to discuss integrating BugKiller with Tianshu Cloud.
- Zhou questions the reliability of their client data, so Han asks Su to demonstrate BugKiller’s live backend statistics. The real-time data confirms the platform’s value.
- Su explains that non-native integration causes significant delays, especially for large teams. A newly deployed caching layer has reduced latency from roughly eight minutes to four or five, but only native integration can fully solve the issue.
- Zhou agrees to submit their cooperation proposal and promises a decision the following week. Unlike Azure Peak, Celestial Pivot does not appear interested in exclusivity.
- During lunch, Han receives an unexpected call from Chen Kai of Kunlun Cloud, which is also seeking AI developer tools and wants to discuss cooperation.
- Kunlun’s proposal is non-exclusive, with a 150,000 monthly minimum guarantee and an 85/15 revenue split. Han refuses to compromise on the split, demanding 92% instead.
- Although Chen initially says 90% is the highest he can offer, he consults his superiors and returns with approval for Han’s 92% demand.
- Back at Source Code Technology’s office, the team compares the three major platforms:
- Tianshu: non-exclusive, 200,000 minimum guarantee, 85% share
- Kunlun: non-exclusive, 150,000 minimum guarantee, 92% share
- Azure Peak: still undecided
- Just as Han predicts Azure Peak will return, Liang Yu calls and admits that Azure Peak handled their previous negotiations too hastily.
Character Developments
- Han Luyi demonstrates strong negotiating confidence and strategic patience. He understands that the long-term revenue split matters more than the minimum guarantee and refuses to lower his demand, even when pressured.
- Su Niannian proves useful in presenting technical and customer data, while also developing a more relaxed, companionable relationship with Han through their lunch conversation.
- Zhou Mingyuan is established as a practical, evidence-driven decision-maker. He is persuaded not by general claims but by direct access to real-time platform data.
- Chen Kai appears commercially pragmatic and genuinely motivated to secure BugKiller for Kunlun. Though initially constrained by company standards, he is willing to advocate for Han’s terms.
- Lu Mingzhou acts as a grounded member of the team, helping assess the competing offers and recognizing the significance of Azure Peak’s remaining decision.
- Liang Yu and Azure Peak begin to retreat from their earlier aggressive stance, suggesting that Han’s growing leverage is forcing them to reconsider their approach.
Significant Themes
- Negotiating from strength: Han refuses to accept standard terms simply because they are customary, insisting that BugKiller’s value justifies better treatment.
- Leverage through competition: Interest from multiple cloud platforms strengthens Source Code Technology’s position and reduces its dependence on Azure Peak.
- Evidence over persuasion: The Tianshu meeting emphasizes the importance of verifiable, real-time data in business negotiations.
- Non-exclusivity and independence: Tianshu and Kunlun’s willingness to cooperate without exclusivity contrasts with Azure Peak’s earlier lock-in strategy.
- Business growth and recognition: Multiple major platforms approaching BugKiller confirms that the product is gaining significant market value.
Character Interactions
- Han and Su work smoothly as a team during the Tianshu presentation, with Han recognizing when Su’s data needs additional proof.
- Han and Su’s lunch conversation reveals increasing familiarity and humor, as they tease each other about work and entrepreneurship.
- Han’s firm exchange with Chen Kai highlights his refusal to yield during negotiations; Chen ultimately respects his position and obtains approval.
- Han, Su, and Lu review the partnership offers together, sharing confidence that Azure Peak will eventually return.
- The chapter ends with Liang Yu calling Han to reopen negotiations, setting up a renewed confrontation between Han’s strengthened position and Azure Peak’s previous demands.