At the recent China International Fair for Trade in Services, a startup company that has only been established for four years released its first quantum imaging radar product. This device relies on the original instantaneous quantum correlation imaging technology of the Physics Department of Tsinghua University, which can "see" things clearly in harsh environments such as smoke, turbid water, dark light, rain and snow. In the future, it will be used in low altitude safety warning, underwater vision, intelligent connected vehicles and other fields.

Behind this new product launch event stands a large state-owned bank - Postal Savings Bank of China. It is understood that Postal Savings Bank of China not only provides a promotional channel for the service trade fair for the enterprise, but also serves as a "one-stop" financial service provider for Kunyu Quantum, from account opening to financing support, from fund supervision to daily settlement.

Why would a state-owned enterprise hold a press conference for a quantum technology company at the China International Fair for Trade in Services? Behind this is a new proposition for the banking industry to serve the real economy: can banks become "patient capital" in the face of light asset, high investment, and long-term scientific and technological innovation enterprises?

Full cycle service, accompany a quantum technology company from scratch

Kunyu Quantum was founded in April 2022 and registered in Beijing Economic and Technological Development Zone. It is a technology transfer enterprise of the Physics Department of Tsinghua University. Li Jiaqiang, the founder, once served as the executive director of the Institute of Advanced Research of Tsinghua University. The research team includes Long Guilu, a professor of Tsinghua Physics Department, and Li Junlin, an associate professor. The Science and Technology Advisory Committee is led by Gu Binglin, an academician of the CAS Member.

Such a technologically advanced but early commercialized enterprise is often seen by traditional banks as a customer who "cannot understand and dare not lend". The quantum imaging radar is still in the stage of engineering prototype development, and is only planned to enter chip level small-scale production in 2027, which is still far from scale profitability.

Kunyu Quantum formed a connection with Postal Savings Bank at a roadshow in April this year.

In April of this year, we took the initiative to connect with the Beijing Municipal Science and Technology Commission and set up a 'government bank enterprise' docking platform. We invited hard technology, promising, and marketable enterprises to the Postal Savings Bank of China for a centralized roadshow, and also invited investment institutions to attend. Kunyu Quantum became acquainted with us during this roadshow activity, "said the relevant person in charge of the Postal Savings Bank of China.

The first event guided by the Zhongguancun Management Committee of the Beijing Municipal Science and Technology Commission was a special session on quantum technology. Kunyu Quantum, as one of the seven roadshow companies, took the stage and had in-depth exchanges with the Postal Savings Bank's technology and finance team on site.

Our expectation was actually to find a bank that truly understands technology and is willing to accompany us, and we also hope to receive financial support that matches the development stage of the enterprise, "recalled the person in charge of Kunyu Quantum.

After the meeting, Postal Savings Bank did not stop at the level of "getting to know" them. Kunyu Quantum quickly opened a corporate account with Postal Savings Bank of China, and a portion of the Pre-A round financing funds were also deposited into the bank. In terms of equity financing, Postal Savings Bank of China relies on the investment banking line of the head office and external cooperative fund resources to assist enterprises in connecting with industrial capital and venture capital institutions, striving to play a matching role in the next round of financing through the linkage of "equity+debt". After the R&D team of the enterprise is strengthened, we will also follow up on payroll and other related services.

A more comprehensive service is that Postal Savings Bank of China helped enterprises connect with the exhibition channels of the China International Fair for Trade in Services, and facilitated the launch of the new product "Kunyu Quantum Yujian No.1" at the fair. In the view of the person in charge of Kunyu Quantum, for a fledgling hard tech company, the value of this "non-financial service" is even no less than a sum of money.

The scarcest thing for a fledgling hard tech company is not money, but trust. The Service Trade Fair brings together investment institutions, industry partners, and media, and these resources and exposure are particularly important. The role played by banks here has shifted from 'fund providers' to' ecological organizers' and 'value co creators,' "said the person in charge of Kunyu Quantum.

Full scenario and full chain, sending financial "live water" into the "capillaries" of the industry

Accompanying the growth of a technology company relies on teamwork and patience. But Postal Savings Bank is facing thousands of enterprises from different industries and stages. During this process, the bank's own business logic is also changing.

In the words of the relevant person in charge of the Postal Savings Bank of China Beijing Branch, this change is reflected in three aspects: shifting from "managing products" to "managing customers". In the past, customers would deposit loans when they came, but now we need to see the complete needs of enterprises from start-up to listing; From "earning interest spreads" to "comprehensive income", the narrowing of net interest spreads is the trend, and income should shift from loan interest to settlement, agency, investment banking, and wealth management; From "going it alone" to "ecological co construction", technology companies need equity financing, listing guidance, and industrial chain docking. Banks alone cannot meet these needs, and they have to bring in the government, investment institutions, securities firms, and industrial parks.

In terms of specific business, it means gathering "people" along the industry chain and transaction scenarios, and delivering services in bulk. According to the Postal Savings Bank of China, the bank currently serves over 39000 corporate clients in the industrial park, with a loan balance exceeding 100 billion yuan.

In Chongqing, Zongshen's industrial chain has gathered a large number of small and medium-sized distributors upstream and downstream. These enterprises have a lot of orders, but they face high capital turnover pressure. Postal Savings Bank of China did not negotiate with dealers one by one, but instead joined forces with Shuyin Network, a platform company deeply involved in the digitalization of the Zongshen industry, to build a risk control model on the transaction data of the industry chain: the bank can see the procurement, transaction, and payment data of enterprises on the Zongshen platform, and judge credit based on this.

In the past, these dealers sought bank loans, which had a long process and many procedures. Now, through the Shuyin Network platform, we can see their real procurement and payment records, judge that they have a real trade background, and the approval speed is faster. "According to relevant personnel from Postal Savings Bank of China Chongqing Branch, after the implementation of this model, the average financing cost for dealers has been reduced by 2%, and the entire process is approved online. Within the limit of 5 million yuan, borrowing and repayment can be made at any time. The first 3 million yuan has already been paid.

In Nanjing, Postal Savings Bank of China Nanjing Branch has approved a total of 3 billion yuan in core credit for core power grid enterprises such as NARI Group, Guodian Nanzi, Yuanjing Energy, and Jinzhi Technology. But a loan of 3 billion yuan is just the entrance - around projects such as the upgrade of Nanrui's 5G smart factory and the research and development of new power system equipment, Postal Savings Bank of China also provides working capital loans, equipment renewal re loans, domestic letters of credit, supply chain certification quotas, and packages fund collection, settlement, and payroll services. For specialized and new supporting enterprises such as power sensors and grid detection equipment, the bank includes the number of patents, R&D investment proportion, and segmented market share as the basis for credit granting. As of July 31st, a total of 174.4 million yuan has been disbursed in order loans for the power grid industry chain, benefiting 12 supporting small and micro enterprises.

In Meitan, Guizhou, this approach has extended to agriculture. Meitan has been ranked first in the "Top 100 Counties in China's Tea Industry" for five consecutive years, but traditional tea trading has long relied on offline decentralized procurement and cash delivery, resulting in slow payment collection and disorderly accounts. The Postal Savings Bank of China Zunyi Branch, in collaboration with the local tea trading center, has established a "New Tea Beverage Bulk Raw Material Tea Trading Platform" - where tea farmers, tea enterprises, and purchasers trade on the platform. The bank provides fund custody and real-time clearing, and transaction funds are received in seconds. The platform is expected to attract more than 700 tea companies and over 300000 tea farmers to settle in, with an annual transaction volume exceeding 240 million yuan.

The Change of Banking Role: From "Managing Products" to "Managing Customers"

The transition from "single product supply" to "comprehensive financial service providers" and from "financing intermediaries" to "service intermediaries" has formed a specific working mechanism in Postal Savings Bank of China.

Taking Kunyu Quantum as an example, after getting to know the enterprise through a roadshow organized by the Beijing Municipal Science and Technology Commission, Postal Savings Bank immediately sorted out the target customer list along the upstream and downstream of the quantum industry chain. At the same time, it reverse screened the invested enterprises from investment institutions that serve customers, forming a batch expansion of "acquiring customers through the chain and leading customers through customers". In addition, a financial service station will be jointly established with the management committee in the park, providing one-stop services for account processing, payment and receipt, fund collection, and supply chain settlement in business scenarios. In employee scenarios, salary matching credit cards and wealth management will be provided on behalf of employees, and in policy scenarios, assistance will be provided to enterprises in sorting out and applying for subsidies. At the same time, Postal Savings Bank of China also offers different products for start-up, growth, and maturity stages.

Previously, we were the 'bank that customers only thought of when they needed it', but now we want to be the 'bank that is always by their side on the road to growth', "said the person in charge of Postal Savings Bank of China.

It is reported that in risk identification, Postal Savings Bank of China has formed a "multidimensional portrait" logic for hard technology enterprises: looking at technology patents and R&D investment, looking at the academic background and industry experience of the team, looking at current orders and customer structure, looking at government qualifications and investment institution endorsements; At the same time, risks are diversified through intellectual property pledge, government risk compensation fund pool, and guarantee company risk sharing.

What we value is the growth potential of the enterprise, using a development perspective to control risks, rather than relying on static financial statements. Light assets do not mean no assets - intellectual property is an asset, the founding team is an asset, and government recognition and orders are also credit, "said the person in charge of the Postal Savings Bank of China.

However, this transformation is not without resistance. The most difficult thing to break through is the assessment mechanism, "the person in charge admitted." If the assessment only considers the size of deposits and loans, customer managers naturally have no motivation to match equity financing and policy resources for enterprises. Therefore, we are promoting assessment reform: setting up comprehensive service evaluation indicators, including agency, settlement, investment bank matching, and customer satisfaction in the assessment; at the same time, establishing due diligence exemption and fault tolerance mechanisms for science and technology innovation credit, so that customer managers dare to lend, are willing to lend, and can lend