{"id":254,"date":"2020-07-21T12:58:09","date_gmt":"2020-07-21T04:58:09","guid":{"rendered":"http:\/\/blog.cloud500.net\/?p=254"},"modified":"2024-05-29T18:15:11","modified_gmt":"2024-05-29T10:15:11","slug":"%e4%b8%ba%e4%bb%80%e4%b9%88-saas-%e5%85%ac%e5%8f%b8%e6%af%94%e4%bc%a0%e7%bb%9f%e8%bd%af%e4%bb%b6%e5%85%ac%e5%8f%b8%e8%b4%b5","status":"publish","type":"post","link":"http:\/\/blog.cloud500.ai\/?p=254","title":{"rendered":"\u4e3a\u4ec0\u4e48 SaaS \u516c\u53f8\u6bd4\u4f20\u7edf\u8f6f\u4ef6\u516c\u53f8\u8d35"},"content":{"rendered":"\n\n
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\n \n \n <\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u662f\u7684\uff0c\u8fd9\u7684\u786e\u662f\u5f88\u6709\u8da3\u7684\u89c2\u70b9\u3002\u6211\u5341\u5206\u540c\u610f\u4f60\u63d0\u5230\u7684\u4e00\u70b9\uff0c\u5c31\u662f\u8fd9\u4e9b\u4e1a\u52a1\u7684\u5185\u5728\u6760\u6746\u3001\u89c4\u6a21\u3001\u9500\u552e\u548c\u8425\u9500\u5b9e\u9645\u4e0a\u662f\u4e00\u79cd\u53ef\u4ee5\u7528\u6765\u8861\u91cf\u672a\u6765\u589e\u957f\u7684\u9884\u6d4b\u3002\u5f88\u591a\u4eba\u90fd\u4f1a\u8bf4 SaaS \u516c\u53f8\u5f88\u68d2\uff0c\u4f46\u5e76\u6ca1\u6709\u770b\u5230\u4efb\u4f55\u5e95\u5c42\u7684\u53d8\u5316\u3002\u5b9e\u9645\u4e0a\uff0c\u5982\u679c SaaS \u516c\u53f8\u51b3\u5b9a\u4e0d\u4ee5\u6bcf\u5e74 25%\u300130% \u6216 40% \u7684\u901f\u5ea6\u589e\u957f\u7684\u8bdd\uff0c\u90a3\u4e48\u516c\u53f8\u5f88\u5feb\u5c31\u53ef\u4ee5\u83b7\u5f97\u76c8\u5229\u3002\u56e0\u6b64\u7ed9 SaaS \u516c\u53f8\u52a0\u6760\u6746\u662f\u56e0\u4e3a SaaS \u516c\u53f8\u7684\u672a\u6765\u589e\u957f\u673a\u4f1a\u5341\u5206\u5927\uff0c\u4ee5\u81f3\u4e8e\u5728\u9500\u552e\u548c\u5e02\u573a\u8425\u9500\u65b9\u9762\u7684\u6295\u5165\u90fd\u5728\u4e0d\u65ad\u589e\u52a0\uff0c\u8fd9\u4e5f\u662f\u4e3a\u4ec0\u4e48\u6211\u4eec\u8ba4\u4e3a SaaS \u516c\u53f8\u4f1a\u5728\u957f\u671f\u5360\u4e3b\u5bfc\u5730\u4f4d\u3002<\/span>\n <\/section>\n
\n \n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \u662f\u7684\uff0c\u5b8c\u5168\u6b63\u786e\u3002\u5f53\u7136\u5982\u679c\u4f60\u60f3\u786e\u4fdd\u4f60\u7684\u6295\u8d44\u80fd\u591f\u83b7\u5f97\u6536\u76ca\uff0c\u90a3\u4e48\u4f60\u8fd8\u9700\u8981\u4f7f\u7528\u4e00\u5927\u5806\u5176\u4ed6\u6307\u6807\uff0c\u4ee5\u4fdd\u8bc1\u4f60\u5728\u9500\u552e\u548c\u8425\u9500\u4e0a\u6240\u82b1\u7684\u94b1\u662f\u6709\u6548\u7684\u3002\u94b1\u5fc5\u987b\u82b1\u5728\u5200\u5203\u4e0a\uff0c\u6240\u4ee5\u4f60\u4f1a\u7528\u5176\u4ed6\u6307\u6807\u6765\u8bf4\u660e\u8fd9\u4e00\u70b9\u3002\u4f46\u4ece\u6839\u672c\u4e0a\u6765\u8bb2\uff0c\u5982\u679c\u4f60\u5728\u7814\u7a76\u4e00\u4e2a SaaS \u516c\u53f8\u635f\u76ca\u8868\u4e0a\u7684\u9500\u552e\u548c\u8425\u9500\u8d39\u7528\u65f6\uff0c\u4f60\u5c06\u8fd9\u6bb5\u65f6\u95f4\u635f\u76ca\u8868\u4e0a\u7684\u6536\u5165\u4e0e\u5386\u53f2\u8fdb\u884c\u5bf9\u6bd4\uff0c\u90a3\u4e48\u8fd9\u79cd\u6bd4\u8f83\u4fbf\u662f\u9519\u8bef\u7684\u3002\u5982\u679c\u4f60\u5c06\u516c\u53f8\u672a\u6765\u7eed\u671f\u6536\u5165\u7684\u6295\u8d44\u4e0e\u73b0\u5728\u7684\u6536\u5165\u8fdb\u884c\u6bd4\u8f83\uff0c\u5047\u8bbe\u6211\u4eec\u5728\u67d0\u4e2a\u5b63\u5ea6\u4e1a\u7ee9\u975e\u5e38\u597d\uff0c\u90a3\u4e48\u6211\u4eec\u4fbf\u53ef\u80fd\u4f1a\u5f97\u5230\u5f88\u591a\u7eed\u671f\u6536\u5165\uff0c\u4f46\u8fd9\u4e9b\u5e76\u4e0d\u5728\u635f\u76ca\u8868\u4e0a\u663e\u793a\u3002<\/span>\n <\/section>\n
\n \n \n <\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u662f\u7684\uff0c\u6211\u540c\u610f\u3002\u6211\u60f3\u56de\u5230\u4f60\u65e9\u4e9b\u65f6\u5019\u5bf9\u6307\u6807\u7684\u8bc4\u8bba\uff0c\u6211\u76f8\u4fe1\u6709\u4eba\u4f1a\u5bf9\u8fd9\u4e00\u70b9\u5f88\u611f\u5174\u8da3\u3002\u4f60\u8c08\u5230\u4e86\u8fd9\u4e9b\u8f6c\u578b\u7684\u4e0d\u540c\u4e4b\u5904\uff0c\u4f60\u63d0\u5230\u4e86\u4ece\u5927\u578b\u4e3b\u673a\u5230\u5ba2\u6237-\u670d\u52a1\u5668\u7684\u8f6c\u53d8\uff0c\u800c\u73b0\u5728\u663e\u7136\u662f\u5ba2\u6237-\u670d\u52a1\u5668\u5230\u4e91\u7684\u6280\u672f\u8f6c\u53d8\u3002\u90a3\u4e48\u4f60\u662f\u5982\u4f55\u770b\u5f85\u8fd9\u4e2a\u67b6\u6784\u7684\uff1f\u4f60\u662f\u5982\u4f55\u770b\u5f85\u591a\u91cd\u79df\u8d41\u6a21\u578b\u7684\uff1f\u4f60\u53e6\u5916\u63d0\u5230\u4e00\u4ef6\u4e8b\uff0c\u540c\u65f6\u4e5f\u662f\u6211\u8ba4\u4e3a\u6b63\u5728\u53d1\u751f\u7684\u662f\u5728\u516c\u53f8\u5185\u90e8\u8d2d\u4e70\u548c\u90e8\u7f72 SaaS \u7684\u65b9\u5f0f\u662f\u4e0d\u540c\uff0c\u5c24\u5176\u662f\u5728\u5185\u90e8\u5206\u6b67\u5f88\u5927\u7684\u516c\u53f8\u3002\u6211\u4eec\u4e0e\u4e00\u4e9b\u516c\u53f8\u8ba8\u8bba\u4e86\u5ba2\u6237-\u670d\u52a1\u5668\u7684\u65f6\u4ee3\uff0c\u5728\u4e00\u4e2a\u516c\u53f8\u4e2d\u90e8\u7f72\u591a\u4e2a\u5e94\u7528\u7a0b\u5e8f\u7684\u5173\u952e\u662f IT \u7ec4\u7ec7\u80fd\u591f\u63d0\u4f9b\u652f\u6301\uff0c\u5305\u62ec\u90e8\u7f72\u548c\u96c6\u6210\u591a\u5c11\u5e94\u7528\u7a0b\u5e8f\u3002IT \u7ec4\u7ec7\u65e0\u8bba\u662f\u4ece\u9884\u7b97\u89d2\u5ea6\uff0c\u8fd8\u662f\u4ece\u5185\u90e8\u5e94\u7528\u7a0b\u5e8f\u7684\u6700\u7ec8\u652f\u6301\u89d2\u5ea6\u6765\u770b\u90fd\u6709\u5341\u5206\u91cd\u8981\u7684\u4f4d\u7f6e\uff0c\u6211\u8ba4\u4e3a\u4eba\u4eec\u5bf9 SaaS \u611f\u5174\u8da3\u7684\u539f\u56e0\u662f SaaS \u53d6\u4ee3\u4e86\u8fd9\u4e00\u4f4d\u7f6e\u3002IT \u7ec4\u7ec7\u5e76\u4e0d\u8d1f\u8d23\u516c\u53f8\u65e5\u5e38\u7ba1\u7406\u548c\u5e94\u7528\u7a0b\u5e8f\u7684\u90e8\u7f72\u3002\u7406\u8bba\u4e0a\uff0c\u6211\u4eec\u5728\u4f01\u4e1a\u73af\u5883\u4e2d\u90e8\u7f72\u7684\u5e94\u7528\u7a0b\u5e8f\u8981\u6bd4\u8fc7\u53bb\u5728\u5ba2\u6237-\u670d\u52a1\u5668\u73af\u5883\u4e2d\u90e8\u7f72\u7684\u5e94\u7528\u7a0b\u5e8f\u591a\u5f97\u591a\uff0c\u6211\u8ba4\u4e3a\u8fd9\u5728\u67d0\u4e9b\u65b9\u9762\u4f1a\u5bfc\u81f4 CIO \u7684\u9884\u7b97\u8f6c\u79fb\u5230\u5176\u4ed6\u90e8\u95e8\u5c42\u9762\uff0c\u5f62\u6210\u81ea\u4e0b\u800c\u4e0a\u7684\u9500\u552e\u3002\u6211\u5f88\u597d\u5947\u4f60\u662f\u5426\u8ba4\u4e3a\u8fd9\u662f\u4e00\u4e2a\u771f\u6b63\u7684\u8f6c\u53d8\uff1f\u662f\u5426\u610f\u5473\u7740\u6211\u4eec\u4f1a\u770b\u5230\u6bd4\u4ee5\u5f80\u66f4\u591a\u7684\u5e94\u7528\u7a0b\u5e8f\u5728\u4f01\u4e1a\u4e2d\u8fdb\u884c\u90e8\u7f72\uff1f\u5e76\u4e14\uff0c\u4ece\u96c6\u4e2d\u91c7\u8d2d\u5230\u90e8\u95e8\u91c7\u8d2d\uff0c\u9884\u7b97\u4e5f\u6709\u53ef\u80fd\u4f1a\u51fa\u73b0\u6df7\u4e71\u3002<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \u4ece\u672c\u8d28\u4e0a\u6765\u8bf4\uff0c\u4f60\u8bf4\u7684\u73b0\u8c61\u662f\u771f\u5b9e\u5b58\u5728\u7684\uff0c\u5b83\u6700\u65e9\u662f\u4ece Salesforce \u5f00\u59cb\u7684\u3002\u4ee5\u524d\u5e76\u6ca1\u6709\u9500\u552e\u4e3b\u7ba1\u8fd9\u4e00\u89d2\u8272\uff0c\u53ea\u662f\u5728\u9500\u552e\u7ec4\u7ec7\u4e2d\u51fa\u73b0\u4e86\u67d0\u4e2a\u8d2d\u4e70\u4fe1\u606f\u6280\u672f\u7684\u4eba\uff0c\u56e0\u4e3a\u4ed6\u4eec\u8d2d\u4e70\u8be5\u4fe1\u606f\u6280\u672f\u9700\u8981\u5f97\u5230 CIO \u548c CFO \u7684\u6279\u51c6\uff0cCIO \u548c CFO \u624d\u662f\u8d2d\u4e70\u8005\uff0c\u4f60\u5fc5\u987b\u901a\u8fc7\u4ed6\u4eec\u540c\u610f\u624d\u80fd\u8d2d\u4e70\u3002\u73b0\u5728\uff0c\u4f60\u4f1a\u53d1\u73b0\u51fa\u73b0\u4e86\u4e00\u4e2a\u65b0\u7684\u4e70\u5bb6\u89d2\u8272\uff0c\u4ed6\u4eec\u4f1a\u66f4\u591a\u7684\u4ee5\u89e3\u51b3\u65b9\u6848\u4e3a\u5bfc\u5411\u3002\u6211\u540c\u610f\u4f60\u7684\u89c2\u70b9\uff0c\u516c\u53f8\u7684 IT \u90e8\u95e8\u4e0d\u518d\u9700\u8981\u7ef4\u62a4\u8be5\u89e3\u51b3\u65b9\u6848\uff0c\u7279\u522b\u662f\u5f53\u4f60\u5df2\u7ecf\u4ece SaaS \u516c\u53f8\u90a3\u91cc\u83b7\u5f97\u89e3\u51b3\u65b9\u6848\u65f6\u3002\u516c\u53f8\u53ef\u4ee5\u4f7f\u7528\u591a\u4e2a SaaS \u4ea7\u54c1\uff0c\u65e2\u53ef\u4ee5\u5728\u5f53\u524d\u7684\u7248\u672c\u4e0a\u6301\u7eed\u8fd0\u884c\uff0c\u4e5f\u53ef\u4ee5\u5b9a\u5236\u4f7f\u7528\u591a\u4e2a\u7248\u672c\uff0c\u800c\u8fd9\u4e9b\u90fd\u65e0\u9700\u589e\u52a0\u989d\u5916\u5de5\u4f5c\u91cf\uff0c\u56e0\u6b64\u5bf9 IT \u90e8\u95e8\u7684\u8981\u6c42\u5c31\u4f1a\u5c11\u5f88\u591a\u3002\u6211\u8ba4\u4e3a\u8fd9\u79cd\u60c5\u51b5\u7edd\u5bf9\u4f1a\u6301\u7eed\u4e0b\u53bb\uff0c\u76ee\u524d\u5df2\u7ecf\u5728\u4eba\u529b\u8d44\u6e90\u90e8\u95e8\u6216\u5e02\u573a\u8425\u9500\u90e8\u95e8\u4e2d\u51fa\u73b0\u4e13\u95e8\u8d1f\u8d23 SaaS \u7684\u5458\u5de5\uff0c\u6240\u4ee5\u6211\u8ba4\u4e3a\u8fd9\u4e2a\u73b0\u8c61\u662f\u771f\u7684\uff0c\u4f46\u6211\u4e5f\u4e0d\u4f1a\u8ba4\u4e3a\u516c\u53f8\u5bf9 IT \u90e8\u95e8\u7684\u9700\u6c42\u5c31\u5b8c\u5168\u6ca1\u6709\u4e86\uff0c\u6211\u8ba4\u4e3a IT \u90e8\u95e8\u5728\u7ef4\u62a4\u7cfb\u7edf\u4e4b\u95f4\u96c6\u6210\u7684\u4f5c\u7528\u88ab\u4f4e\u4f30\u4e86\u3002\u5c31\u591a\u79df\u6237\u7684 SaaS \u7cfb\u7edf\u800c\u8a00\uff0c\u5b83\u81ea\u8eab\u9700\u8981\u4e0d\u65ad\u66f4\u65b0\uff0c\u5728\u8fdb\u884c\u91cd\u5927\u5347\u7ea7\u65f6\uff0cSaaS \u7cfb\u7edf\u5e76\u4e0d\u9700\u8981\u91cd\u65b0\u5bfc\u5165\uff0c\u6211\u8ba4\u4e3a\u8fd9\u4e5f\u662f SaaS \u7684\u4f18\u70b9\u3002\u4f46\u5982\u679c\u5c06\u4e24\u4e2a\u6216\u591a\u4e2a\u7cfb\u7edf\u96c6\u6210\uff0c\u90a3\u4e48\u4f60\u4fbf\u9700\u8981\u6709\u4eba\u80fd\u591f\u53bb\u5b8c\u6210\u5e76\u7ef4\u62a4\u8fd9\u79cd\u96c6\u6210\u65b9\u6848\uff0c\u56e0\u4e3a\u6211\u4eec\u4e0d\u80fd\u4fdd\u8bc1\uff0c\u5728\u516c\u53f8\u5bf9\u4e24\u4e2a\u6216\u591a\u4e2a\u7cfb\u7edf\u8fdb\u884c\u5347\u7ea7\u65f6\uff0c\u4e0d\u4f1a\u6709\u7834\u574f\u96c6\u6210\u7684\u60c5\u51b5\u51fa\u73b0\uff0c\u800c\u4e14\u516c\u53f8\u6240\u9700\u8981\u7684 IT \u7684\u529f\u80fd\u662f\u975e\u5e38\u5de8\u5927\u7684\u3002<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u662f\u7684\uff0c\u6211\u4e5f\u8ba4\u4e3a IT \u7ec4\u7ec7\u5e76\u6ca1\u6709\u4ece\u672c\u8d28\u4e0a\u6d88\u5931\uff0c\u4ed6\u4eec\u505a\u7684\u4e00\u4e9b\u4e8b\u60c5\u53ef\u80fd\u4f1a\u53d1\u751f\u6539\u53d8\uff0c\u6211\u5341\u5206\u540c\u610f\u4f60\u5bf9\u96c6\u6210\u7684\u89c2\u70b9\uff0c\u8fd8\u6709\u50cf\u5b89\u5168\u7528\u6237\u7ba1\u7406\u4e4b\u7c7b\u7684\uff0c\u53ef\u80fd\u4e5f\u79bb\u4e0d\u5f00 IT \u7ec4\u7ec7\u3002\u6211\u4eec\u5728\u524d\u9762\u804a\u4e86\u4e00\u4e9b SaaS \u7684\u57fa\u672c\u6982\u5ff5\u3001\u9500\u552e\u548c\u5e02\u573a\u8425\u9500\u7684\u7406\u5ff5\u7b49\u3002\u6211\u4eec\u8c08\u4e86\u5f88\u591a\u5173\u4e8e\u6307\u6807\u7684\u8bdd\u9898\uff0c\u6211\u60f3\u542c\u542c\u4f60\u662f\u5982\u4f55\u4f7f\u7528\u8fd9\u4e9b\u6307\u6807\u7684\u3002\u81f3\u5c11\u5728\u7406\u8bba\u4e0a\uff0c\u6709\u4e00\u4e9b\u6307\u6807\u5e94\u8be5\u5bf9\u6307\u5bfc\u51b3\u7b56\u7684\u8fc7\u7a0b\u6709\u4e00\u5b9a\u5e2e\u52a9\uff0c\u5982 CAC \u548c LTV\uff0c\u4ed6\u4eec\u4e4b\u95f4\u7684\u6bd4\u7387\u662f\u591a\u5c11\uff1f\u4f5c\u4e3a\u4e00\u5bb6\u4e0a\u5e02\u516c\u53f8\u7684 CFO\uff0c\u4f60\u662f\u5982\u4f55\u770b\u5f85\u8fd9\u4e9b\u80fd\u591f\u6709\u52a9\u4e8e\u5bf9\u9500\u552e\u548c\u5e02\u573a\u8425\u9500\u6295\u5165\u7684\u4fe1\u606f\u7684\uff1f<\/span>\n <\/section>\n
\n \n \n <\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \n \u4ece\u67d0\u79cd\u89d2\u5ea6\u6765\u8bf4\uff0c\u6211\u662f\u57fa\u7840\u6307\u6807\u7684\u94c1\u6746\u7c89\u4e1d\uff0c\u6211\u5341\u5206\u559c\u6b22\u5c06\u5ba2\u6237\u7684\u7ec8\u8eab\u4ef7\u503c\u4e0e\u83b7\u5ba2\u6210\u672c\u8fdb\u884c\u6bd4\u8f83\u3002\u6211\u8ba4\u4e3a\u8fd9\u662f\u4e00\u4e2a\u5341\u5206\u5168\u9762\u7684\u6307\u6807\uff0c\u5b83\u5305\u542b\u4e86\u5faa\u73af\u4f7f\u7528\u7684\u6bdb\u5229\u7387\uff0c\u800c\u8fd9\u4e0e\u67b6\u6784\u7684\u6548\u7387\u5bc6\u5207\u76f8\u5173\u3002\u540c\u65f6\uff0c\u5b83\u4e5f\u4f53\u73b0\u8fd0\u8425\u56e2\u961f\u7684\u6548\u7387\uff0c\u5b83\u80fd\u4f53\u73b0\u4f60\u6ee1\u8db3\u5ba2\u6237\u7684\u80fd\u529b\uff0c\u4e3a\u4fdd\u7559\u5ba2\u6237\uff0c\u4f60\u7684\u9500\u552e\u6307\u6807\u548c\u83b7\u5ba2\u6210\u672c\u53c8\u662f\u591a\u5c11\u3002\u5b83\u5305\u542b\u4e86\u5f88\u591a\u6838\u5fc3 SaaS \u516c\u53f8\u6210\u529f\u7684\u6307\u6807\u6807\u51c6\u3002\u867d\u7136\u6211\u662f\u57fa\u7840\u6307\u6807\u7684\u7c89\u4e1d\uff0c\u4f46\u6211\u5e76\u4e0d\u662f\u7edd\u5bf9\u7684\u7c89\u4e1d\u3002\u6570\u5b57\u5e76\u4e0d\u662f\u7edd\u5bf9\u7684\uff0c\u5e76\u4e14 SaaS \u516c\u53f8\u662f\u591a\u6837\u6027\u7684\uff0c\u6709\u5f88\u591a\u4e0d\u540c\u7684\u6a21\u578b\u3002\u5f88\u591a\u65f6\u5019\uff0c\u5b83\u53c8\u4ee5\u975e\u5e38\u620f\u5267\u6027\u7684\u65b9\u5f0f\u8fdb\u884c\u4e86\u6539\u53d8\u548c\u8f6c\u578b\u3002\u5728\u6211\u4eec\u516c\u53f8\u5185\u90e8\uff0c\u6211\u4eec\u9996\u5148\u4f1a\u5bf9\u5b83\u4eec\u8fdb\u884c\u7eb5\u5411\u6bd4\u8f83\uff0c\u7136\u540e\u4f1a\u5bf9\u81ea\u5df1\u4f7f\u7528\u6240\u6709\u7684\u8861\u91cf\u6807\u51c6\uff0c\u5e76\u4e0e\u6211\u4eec\u7684\u8fc7\u53bb\u8fdb\u884c\u6bd4\u8f83\uff0c\u4ee5\u6b64\u7763\u4fc3\u6211\u4eec\u66f4\u52a0\u52aa\u529b\u3002\u6211\u4eec\u5728\u5982\u4f55\u8ddf\u8e2a\u6307\u6807\u65b9\u9762\u6709\u81ea\u5df1\u7684\u4f18\u52bf\uff0c\u8fd9\u53ef\u80fd\u4e5f\u662f\u6211\u4eec\u4f7f\u7528\u51e0\u4e4e\u6240\u6709\u6307\u6807\u7684\u57fa\u672c\u65b9\u5f0f\u3002<\/span>\n \n \u5728\u7eb5\u5411\u4e0a\uff0c\u6211\u4eec\u4e5f\u4f1a\u5b9a\u671f\u5bf9 LTV \u548c CAC \u8fdb\u884c\u56de\u5f52\u6027\u5206\u6790\uff0c\u9a71\u52a8\u8fd9\u4e24\u4e2a\u6307\u6807\u7684\u56e0\u7d20\u592a\u591a\u4e86\uff0c\u5982\u679c\u4e00\u76f4\u5448\u73b0\u589e\u957f\u8d8b\u52bf\uff0c\u90a3\u4e48\u6211\u4f1a\u5f88\u60f3\u77e5\u9053\u7a76\u7adf\u662f\u4ec0\u4e48\u9a71\u52a8\u4e86\u5b83\u4eec\u7684\u589e\u957f\u3002<\/span>\n <\/strong>\n \u5728\u8fc7\u53bb\u7684\u4e24\u5e74\u91cc\uff0c\u6211\u4eec\u7684\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c\u63d0\u9ad8\u4e86\u4e00\u500d\u591a\u3002\u5982\u679c\u4f60\u5bf9 NetSuite \u8fc7\u53bb\u4e24\u5e74\u7684\u60c5\u51b5\u6709\u6240\u89c2\u5bdf\uff0c\u5e76\u8fdb\u884c\u56de\u5f52\u6027\u5206\u6790\uff0c\u4f60\u4f1a\u53d1\u73b0\u4ece 2010 \u5e74\u5230 2013 \u5e74\uff0c\u9a71\u52a8\u56e0\u7d20\u5b8c\u5168\u4e0d\u540c\u3002\u5982\u679c\u4f60\u56de\u987e <\/span>\n \n 2009\u30012010 \u548c 2011 \u5e74<\/span>\n <\/strong>\n \uff0c\u4f60\u4f1a\u53d1\u73b0<\/span>\n \n \u7559\u5b58\u7387<\/span>\n <\/strong>\n \u662f\u63d0\u9ad8 LTV \u548c CAC \u7684\u663e\u8457\u9a71\u52a8\u56e0\u7d20\u3002<\/span>\n \n \u4e00\u4e9b\u5ba2\u6237\u6d41\u5931\u7684\u60c5\u51b5\u4e3b\u8981\u662f\u56e0\u4e3a\u4f01\u4e1a\u5012\u95ed\u6216\u88ab\u6536\u8d2d\u4e86\uff0c\u800c\u8fd9\u4e9b\u90fd\u662f\u5f88\u96be\u7528\u66f4\u597d\u7684\u4ea7\u54c1\u6216\u6280\u672f\u5c31\u80fd\u89e3\u51b3\u7684\u3002<\/span>\n <\/strong>\n \u5982\u679c\u4f60\u770b<\/span>\n \n \u6700\u8fd1\u7684\u516c\u53f8\u6570\u636e<\/span>\n <\/strong>\n \uff0c\u4f60\u4f1a\u53d1\u73b0<\/span>\n \n \u5e73\u5747\u4ea4\u6613\u89c4\u6a21<\/span>\n <\/strong>\n \u4e5f\u662f\u4e00\u4e2a\u5341\u5206\u91cd\u8981\u7684\u6307\u6807\u3002<\/span>\n \n \u6211\u4eec\u7ecf\u5e38\u4f1a\u5bf9\u516c\u53f8\u8fdb\u884c\u56de\u5f52\u6027\u5206\u6790<\/span>\n <\/strong>\n \uff0c\u4ee5\u4fbf\u4e8e\u6211\u4eec\u80fd\u591f\u53ca\u65f6\u4e86\u89e3\u9a71\u52a8\u5f53\u524d\u53d1\u5c55\u7684\u56e0\u7d20\u662f\u4ec0\u4e48\uff0c\u6211\u4eec\u4e5f\u4f1a\u8fdb\u884c\u654f\u611f\u6027\u5206\u6790\uff0c\u901a\u8fc7\u5bf9\u5f53\u524d\u6570\u636e\u7684\u4e00\u4e9b\u8c03\u6574\uff0c\u627e\u5230\u80fd\u591f\u83b7\u5f97\u6700\u5927\u56de\u62a5\u7684\u9a71\u52a8\u529b\u3002\u6211\u770b\u5230\u6709\u8d8a\u6765\u8d8a\u591a\u7684\u4f01\u4e1a\u5f00\u59cb\u4f7f\u7528\u8fd9\u4e9b\u6307\u6807\uff0c\u8fd9\u4e9b\u516c\u53f8\u7684\u7ba1\u7406\u56e2\u961f\u3001\u8463\u4e8b\u4f1a\u6bd4\u4ee5\u5f80\u6709\u66f4\u591a\u7684\u7ecf\u9a8c\u3002<\/span>\n \n \u53e6\u4e00\u4e2a\u975e\u5e38\u6709\u7528\u7684\u65b9\u6cd5\u662f\u7ec6\u5206\uff0c<\/span>\n <\/strong>\n \u5982\u679c\u4f60\u80fd\u5bf9\u4f60\u7684\u4e1a\u52a1\u8fdb\u884c\u7ec6\u5206\uff0c\u5e76\u5c06\u5176\u5206\u79bb\u51fa\u6765\uff0c\u90a3\u4e48\u8fd9\u5bf9\u4f60\u7684\u6536\u76ca\u5e2e\u52a9\u975e\u5e38\u5927\u3002<\/span>\n <\/span>\n <\/section>\n
\n \n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n NetSuite \u663e\u7136\u662f\u4e00\u5bb6\u4e0a\u5e02\u516c\u53f8\uff0c\u6240\u4ee5\u4f60\u8c08\u8bba\u7684\u4e1c\u897f\u90fd\u662f\u516c\u53f8\u5185\u90e8\u7684\u6570\u636e\u548c\u8bbf\u95ee\u3002\u4f60\u8ba4\u4e3a\u5728\u8861\u91cf\u5176\u4ed6\u516c\u53f8\u5065\u5eb7\u72b6\u51b5\u65f6\uff0c\u4ed6\u4eec\u5e94\u8be5\u5173\u5fc3\u4ec0\u4e48\uff08\u4e0d\u7ba1\u662f\u9012\u5ef6\u6536\u5165\u8fd8\u662f\u5176\u4ed6\u65b9\u9762\uff09\u3002\u4f60\u662f\u5982\u4f55\u770b\u5f85\u6ca1\u6709\u5185\u90e8\u6307\u6807\u6807\u51c6\u7684\u516c\u53f8\uff1f\u6211\u4eec\u5f88\u53ef\u80fd\u65e0\u6cd5\u901a\u8fc7\u4f60\u7684\u8d22\u52a1\u62a5\u8868\uff08\u65e0\u6cd5\u83b7\u5f97\u516c\u53f8\u7684\u5185\u90e8\u6570\u636e\uff09\uff0c\u5bf9\u4f60\u7684\u5546\u4e1a\u5065\u5eb7\u72b6\u51b5\u4f5c\u51fa\u8bc4\u4f30\uff0c\u4f46\u6211\u4eec\u53ef\u4ee5\u901a\u8fc7\u76f4\u63a5\u63a5\u89e6\u5e02\u573a\uff0c\u5bf9\u4f60\u7684\u5546\u4e1a\u5065\u5eb7\u72b6\u51b5\u4f5c\u51fa\u7ed3\u8bba\u3002<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \n \u662f\u7684\uff0c\u5982\u679c\u4f60\u6709\u5185\u90e8\u6570\u636e\uff0c\u90a3\u4e48\u4f60\u80fd\u591f\u8fdb\u884c\u66f4\u7ec6\u3001\u66f4\u8be6\u7ec6\u5730\u5206\u6790\u3002\u4ece\u5916\u90e8\u6765\u770b\uff0c\u4e00\u65b9\u9762\u662f\u5916\u90e8\u53ef\u89c1\u7684\u4fe1\u606f\uff0c\u53e6\u4e00\u65b9\u9762\u662f\u6d88\u5316\u8fd9\u4e9b\u4fe1\u606f\u7684\u80fd\u529b\u3002\u4ece\u8868\u9762\u4e0a\u6765\u770b\uff0c<\/span>\n \n \u4eba\u4eec\u4f1a\u8ba1\u7b97\u8ba2\u5355\u91d1\u989d\uff08billings\uff09\u7684\u597d\u574f\uff0c\u6211\u82b1\u4e86\u5f88\u591a\u65f6\u95f4\u548c\u4eba\u4eec\u8ba8\u8bba\u4e3a\u4ec0\u4e48\u7814\u7a76\u8ba2\u5355\u91d1\u989d\u662f\u6ca1\u6709\u610f\u4e49\u7684\uff0c\u4f46\u6ca1\u6709\u4eba\u5173\u5fc3\u6211\u8bf4\u7684\u8bdd\u3002<\/span>\n <\/strong>\n <\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u4e5f\u8bb8\u5bf9\u5916\u90e8\u800c\u8a00\uff0c\u8ba2\u5355\u91d1\u989d\u4f1a\u7ed9\u4eba\u4e00\u79cd\u7ecf\u8fc7\u8ba1\u7b97\u7684\u611f\u89c9\uff0c\u5206\u6790\u5e08\u4f1a\u6bd4\u8f83\u6ce8\u91cd\u5b83\u3002<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \u7684\u786e\u662f\u8fd9\u6837\uff0c\u5bf9\u4e8e\u5206\u6790\u5e08\u6765\u8bf4\uff0c\u4ed6\u53ef\u4ee5\u4ece\u516c\u5f00\u7684\u8d22\u52a1\u62a5\u8868\u4e2d\u8ba1\u7b97\u51fa\u8ba2\u5355\u91d1\u989d\uff0c\u4ed6\u4eec\u4f1a\u901a\u8fc7\u9012\u5ef6\u6536\u5165\u548c\u6536\u5165\u7684\u53d8\u5316\u6765\u8fdb\u884c\u8ba1\u7b97\u3002\u5728\u4e00\u4e2a\u7279\u5b9a\u7684\u9884\u5b9a\u8d26\u5355\u4e1a\u52a1\u4e2d\uff0c\u8fd9\u5c06\u975e\u5e38\u63a5\u8fd1\u8ba2\u5355\u91d1\u989d\u3002\u5bf9\u4e8e\u6211\u4eec\u8fd9\u79cd\u4e0d\u63d0\u4f9b\u8ba2\u5355\u6570\u91cf\u7684 SaaS \u516c\u53f8\u800c\u8a00\uff0c\u4ece\u5916\u90e8\u6765\u770b\uff0c\u4ed6\u4eec\u4f1a\u7528\u8ba2\u5355\u91d1\u989d\u4f5c\u4e3a\u8ba2\u5355\u6570\u7684\u66ff\u4ee3\u54c1\uff0c\u4f46\u8fd9\u79cd\u65b9\u6cd5\u53ef\u80fd\u4f1a\u53d7\u5230\u8ba2\u5355\u6761\u6b3e\u7684\u5f71\u54cd\u3002\u6211\u4eec\u9488\u5bf9\u8fd9\u70b9\u4e5f\u505a\u51fa\u4e86\u5f88\u5927\u52aa\u529b\uff0c\u4f8b\u5982\uff0c\u82b1\u66f4\u591a\u7684\u65f6\u95f4\u548c\u6750\u6599\u6765\u63d0\u4f9b\u4e13\u4e1a\u670d\u52a1\u3002\u6211\u4eec\u505a\u51fa\u8fd9\u6837\u7684\u51b3\u5b9a\u662f\u56e0\u4e3a\u8fd9\u5bf9\u516c\u53f8\u6709\u76ca\uff0c\u56e0\u4e3a\u8fd9\u79cd\u7ba1\u7406\u65b9\u5f0f\u66f4\u9002\u5408\u6211\u4eec\u8fd9\u79cd\u7c7b\u578b\u7684 SaaS \u516c\u53f8\u3002\u5176\u7ed3\u679c\u662f\uff0c\u56fa\u5b9a\u4ef7\u683c\u7684\u9879\u76ee\u53ef\u9884\u6d4b\uff0c\u8ba1\u65f6\u9879\u76ee\u6bcf\u6708\u4f1a\u62d6\u6b20\u3002\u4ece\u8ba2\u5355\u91d1\u989d\u7684\u89d2\u5ea6\u6765\u770b\uff0c\u8fd9\u4e24\u79cd\u8ba1\u8d39\u5e26\u6765\u7684\u7ed3\u679c\u5e76\u4e0d\u4e00\u6837\u3002\u5766\u767d\u8bf4\uff0c\u6211\u4eec\u5e76\u4e0d\u62c5\u5fc3\u7ba1\u7406\u4e1a\u52a1\u7684\u65b9\u5f0f\uff0c\u6211\u4eec\u4ee5\u6b63\u786e\u7684\u65b9\u5f0f\u6765\u601d\u8003\u4e1a\u52a1\u3002\u4f46\u8fd9\u610f\u5473\u7740\u6211\u9700\u8981\u505a\u51fa\u8fd9\u4e9b\u4ece\u5916\u90e8\u770b\u5230\u7684\u8ba2\u5355\u6536\u5165\u7684\u89e3\u91ca\u3002<\/span><\/span>\n <\/section>\n
\n \n \n <\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u4f60\u662f\u5426\u8ba4\u4e3a\u5f53\u672a\u6765 SaaS \u6210\u4e3a\u4e00\u4e2a\u4e3b\u6d41\u7684\u8f6f\u4ef6\u5e73\u53f0\u65f6\uff0c\u90a3\u4e9b\u80fd\u6709\u6548\u9a71\u52a8\u4f20\u7edf\u516c\u53f8\u589e\u957f\u7684\u6307\u6807\u4f1a\u5728 SaaS \u516c\u53f8\u8eab\u4e0a\u53d1\u751f\u53d8\u5316\u6216\u5931\u6548\uff1f\u73b0\u5728\u5728 SaaS \u516c\u53f8\u5185\u90e8\u4f7f\u7528\u7684\u6307\u6807\u672a\u6765\u4f1a\u6210\u4e3a\u4e00\u822c\u516c\u8ba4\u4f1a\u8ba1\u51c6\u5219\u7684\u6807\u51c6\u5316\u6307\u6807\uff1f\u4f60\u662f\u5426\u8ba4\u4e3a\u8fd9\u53ef\u80fd\u4f1a\u53d1\u751f\uff1f<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \n \u8fd9\u662f\u4e00\u4e2a\u5f88\u597d\u7684\u95ee\u9898\u3002\u8fd9\u65e0\u7591\u4e5f\u662f\u4eca\u5929 SaaS \u516c\u53f8\u6240\u9762\u4e34\u7684\u6311\u6218\u4e4b\u4e00\u3002\u6709\u4e00\u4e9b\u516c\u53f8\u53d1\u5e03\u7684\u6307\u6807\uff08\u5982\u6765\u81ea\u5355\u4e2a\u5ba2\u6237\u7684\u5e73\u5747\u6536\u5165\u3001\u7559\u5b58\u7387\u548c\u83b7\u5ba2\u6210\u672c\uff09\uff0c\u4f60\u4f1a\u8ba4\u4e3a\u8fd9\u5c31\u662f\u8861\u91cf SaaS \u516c\u53f8\u7684\u6307\u6807\uff0c\u4f46 SaaS \u516c\u53f8\u771f\u6b63\u7684\u6311\u6218\u662f\u7f3a\u4e4f\u5bf9\u6307\u6807\u7684\u6807\u51c6\u5316\u5b9a\u4e49\u3002\u5e78\u8fd0\u7684\u662f\uff0c\u4eba\u4eec\u53ef\u4ee5\u7528\u4e00\u79cd\u5bf9\u4ed6\u4eec\u4e1a\u52a1\u6709\u610f\u4e49\u7684\u65b9\u5f0f\u6765\u5b9a\u4e49\u8fd9\u4e9b\u6307\u6807\u3002\u5bf9\u4e8e\u6211\u4eec\u516c\u53f8\u800c\u8a00\uff0c<\/span>\n \n \u6211\u4eec\u53ea\u8003\u8651\u4ee5\u6536\u5165\u4e3a\u57fa\u7840\u7684\u6d41\u5931\u6307\u6807\uff0c\u4e0d\u8003\u8651\u4ee5\u5ba2\u6237\u4e3a\u57fa\u7840\u7684\u6d41\u5931\u6307\u6807\u3002\u5728\u6211\u4eec\u516c\u53f8\uff0c\u6bcf\u5e74\u8425\u6536\u91d1\u989d\u5728\u51e0\u5343\u7f8e\u5143\u81f3\u51e0\u767e\u4e07\u7f8e\u5143\u4e4b\u95f4\u7684\u5ba2\u6237\uff0c\u6d41\u5931\u7387\u6700\u9ad8\uff0c\u800c\u5c0f\u5ba2\u6237\u7684\u6d41\u5931\u4e00\u822c\u53c8\u4e3b\u8981\u662f\u56e0\u4e3a\u5012\u95ed\u6216\u88ab\u6536\u8d2d\uff0c\u56e0\u6b64\u5ba2\u6237\u6570\u91cf\u7684\u6d41\u5931\u5e76\u4e0d\u662f\u7279\u522b\u6709\u610f\u4e49\uff0c\u5173\u6ce8\u6536\u5165\u7684\u6d41\u5931\u624d\u6709\u610f\u4e49\uff0c<\/span>\n <\/strong>\n \u5bf9\u4e8e\u4e00\u4e9b\u516c\u53f8\u800c\u8a00\uff0c\u4e5f\u6709\u53ef\u80fd\u9700\u8981\u5173\u6ce8\u5ba2\u6237\u6ce8\u518c\u6570\u3002\u6211\u4eec\u5fc5\u987b\u80fd\u591f\u5bf9\u6211\u4eec\u4e1a\u52a1\u6709\u610f\u4e49\u7684\u6307\u6807\u8fdb\u884c\u5b9a\u4e49\uff0c\u4f46\u96be\u70b9\u5728\u4e8e\u7f3a\u4e4f\u6807\u51c6\u5316\u7684\u516c\u5f00\u6307\u6807\u3002\u56e0\u4e3a\u8fd9\u4e9b\u6307\u6807\u90fd\u662f\u975e\u76f4\u63a5\u8d22\u52a1\u6307\u6807\uff0c\u6240\u4ee5\u4e0d\u4f1a\u76f4\u63a5\u5f71\u54cd\u516c\u53f8\u8fd0\u8425\u62a5\u8868\uff0c\u5305\u62ec\u73b0\u91d1\u6d41\u91cf\u8868\u548c\u8d44\u4ea7\u8d1f\u503a\u8868\u3002\u6211\u4e0d\u786e\u5b9a\u672a\u6765\u8fd9\u4e9b\u6307\u6807\u662f\u5426\u771f\u7684\u4f1a\u88ab\u6807\u51c6\u5316\uff0cSaaS \u516c\u53f8\u5728\u5bf9\u8fd9\u4e9b\u6307\u6807\u8fdb\u884c\u9610\u8ff0\u65f6\u901a\u5e38\u4f1a\u9644\u5e26\u4e00\u4e9b\u89e3\u91ca\uff0c\u5982\uff1a\u8ba1\u7b97\u65b9\u5f0f\u3002\u4f46\u4e8b\u5b9e\u4e0a\uff0c\u6bcf\u4e2a\u516c\u53f8\u90fd\u4f1a\u5bf9\u76f8\u540c\u540d\u79f0\u7684\u6307\u6807\u4ee5\u4e0d\u540c\u7684\u65b9\u5f0f\u8fdb\u884c\u8ba1\u7b97\uff0c\u8fd9\u5bf9\u4e8e SaaS \u516c\u53f8\u6765\u8bf4\u662f\u4e00\u4e2a\u5de8\u5927\u6311\u6218\uff0c\u8fd9\u4e9b\u6307\u6807\u6709\u65f6\u751a\u81f3\u4f1a\u4f7f\u4eba\u4eec\u4ea7\u751f\u6df7\u4e71\u3002<\/span>\n <\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u8fd9\u7684\u786e\u662f SaaS \u516c\u53f8\u6240\u9762\u4e34\u7684\u6700\u6839\u672c\u7684\u6311\u6218\u3002\u4f60\u5728\u4e4b\u524d\u63d0\u5230\u4e86\u516c\u53f8\u4ece\u5927\u578b\u4e3b\u673a\u5230\u5ba2\u6237-\u670d\u52a1\u5668\u7684\u8f6c\u53d8\uff0c\u4e00\u4e9b\u516c\u53f8\u4e5f\u7684\u786e\u8fdb\u884c\u4e86\u90e8\u5206\u8f6c\u578b\u3002\u6211\u4eec\u770b\u5230\u5e02\u573a\u4e0a\u7684\u5927\u578b\u516c\u53f8\uff08\u5982\u7532\u9aa8\u6587\u6216 SAP\uff09\uff0c\u4ed6\u4eec\u90fd\u5728\u4e0e\u7c7b\u4f3c NetSuite \u7684\u516c\u53f8\u5728\u7ec6\u5206\u5e02\u573a\u8fdb\u884c\u7ade\u4e89\u3002\u5982\u679c\u4f60\u662f\u8fd9\u4e9b\u516c\u53f8\u7684\u7ba1\u7406\u8005\uff0c\u4f60\u8ba4\u4e3a\u5c06\u4e1a\u52a1\u8f6c\u578b\u6210 SaaS \u4e1a\u52a1\u6709\u591a\u96be\uff1f\u4f60\u53c8\u662f\u5982\u4f55\u770b\u5f85\u7cfb\u7edf\u5468\u671f\u3001\u9500\u552e\u5468\u671f\u7684\uff1f\u5982\u679c\u662f\u4f60\u7ecf\u8425\u8fd9\u4e9b\u516c\u53f8\uff0c\u4f60\u5982\u4f55\u5bf9\u8fd9\u79cd\u5207\u6362\u8fdb\u884c\u7ba1\u7406\uff1f<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \n \u8fd9\u662f\u4e00\u4e2a\u975e\u5e38\u6709\u8da3\u7684\u95ee\u9898\u3002\u6211\u8ba4\u4e3a\u6709\u4e24\u70b9\u53ef\u4ee5\u8bc1\u660e\u8fd9\u79cd\u8f6c\u578b\u8fc7\u7a0b\u5341\u5206\u56f0\u96be\uff1a\u7cfb\u7edf\u5c42\u9762\uff0c\u6211\u4eec\u9700\u8981\u5bf9\u4ea7\u54c1\u8fdb\u884c\u91cd\u65b0\u7684\u6784\u5efa\uff0c\u5728\u591a\u79df\u6237 SaaS \u6a21\u5f0f\u4e2d\u91cd\u65b0\u6784\u5efa\u4e00\u4e2a\u529f\u80fd\u96c6\uff0c\u7136\u540e\u4ee5\u4e00\u79cd\u65b0\u7684\u4ea4\u4ed8\u65b9\u5f0f\u8fdb\u884c\u4e1a\u52a1\u5c42\u9762\u7684\u8fc7\u6e21\u3002\u6211\u6b64\u524d\u4e00\u76f4\u8ba4\u4e3a\u5927\u578b\u79d1\u6280\u516c\u53f8\u5728\u5f00\u53d1\u8f6f\u4ef6\u65b9\u9762\u6709\u7740\u4e30\u5bcc\u7ecf\u9a8c\uff0c\u56e0\u6b64\u4ed6\u4eec\u4f1a\u5f88\u5bb9\u6613\u5f00\u53d1\u4e91\u89e3\u51b3\u65b9\u6848\uff0c\u53ea\u6709\u5728\u9500\u552e\u5c42\u9762\u53ef\u80fd\u4f1a\u5bf9\u5927\u578b\u516c\u53f8\u4ea7\u751f\u4e00\u4e9b\u6311\u6218\uff0c\u4f46\u4e8b\u5b9e\u4e0a\uff0c<\/span>\n \n \u5927\u578b\u516c\u53f8\u5f00\u53d1\u51fa\u4f18\u8d28\u89e3\u51b3\u65b9\u6848\u7684\u65f6\u95f4\u6bd4\u6211\u9884\u671f\u7684\u8981\u957f\u5f88\u591a\u3002<\/span>\n <\/strong>\n \u867d\u7136\u6211\u4eec\u770b\u5230\u8fc7\u5f88\u591a\u6536\u8d2d\u6848\u4f8b\uff0c\u4f46\u662f\u6211\u4eec\u5f88\u5c11\u770b\u5230\u6c38\u4e45\u6027\u4e1a\u52a1\u516c\u53f8\u7684\u5185\u90e8\u80fd\u591f\u5168\u8eab\u5fc3\u6295\u5165\u5230\u5f00\u53d1\u4e91\u89e3\u51b3\u65b9\u6848\u3002\u800c\u4e00\u65e6\u4ed6\u4eec\u5f00\u53d1\u51fa\u4e86\u4e91\u89e3\u51b3\u65b9\u6848\uff0c\u90a3\u4e48\u4ed6\u4eec\u53c8\u9762\u4e34\u5982\u4f55\u8fc7\u6e21\u4e1a\u52a1\u7684\u6311\u6218\u3002\u4e0a\u4e00\u6b21\u7684\u8f6c\u578b\u53ea\u662f\u67b6\u6784\u7684\u8f6c\u578b\uff0c\u57fa\u7840\u8bb8\u53ef\u6a21\u578b\uff08fundamental licensing model\uff09\u5e76\u6ca1\u6709\u53d1\u751f\u6539\u53d8\uff0c\u4f46\u73b0\u5728\u67b6\u6784\u548c\u5546\u4e1a\u6a21\u5f0f\u90fd\u53d1\u751f\u4e86\u6539\u53d8\u3002\u4f8b\u5982\uff0c\u4f60\u5728\u53bb\u5e74\u9500\u552e\u4e86\u4e00\u7b14 10 \u4e07\u7f8e\u5143\u5de6\u53f3\u7684\u4ea7\u54c1\uff0c\u5982\u679c\u662f\u4ee5\u524d\u7684\u67b6\u6784\u548c\u5546\u4e1a\u6a21\u5f0f\uff0c\u90a3\u4e48\u5b83\u4f1a\u663e\u793a\u5728\u5f53\u5b63\u7684\u635f\u76ca\u8868\u4e0a\uff0c\u800c\u5728\u73b0\u5728\u7684\u635f\u76ca\u8868\u4e0a\u663e\u793a\u7684\u662f\u96f6\uff0c\u4f46\u540c\u65f6\u4e5f\u4f1a\u663e\u793a\u5728\u63a5\u4e0b\u6765\u7684 12 \u4e2a\u6708\u91cc\uff0c\u6bcf\u6708\u5c06\u4f1a\u6709 8000 \u7f8e\u5143\u5de6\u53f3\u7684\u6536\u5165\uff0c<\/span>\n \n \u5bf9\u4e8e\u6b63\u5728\u8f6c\u578b\u7684\u4e0a\u5e02\u516c\u53f8\u800c\u8a00\uff0c\u635f\u76ca\u8868\u7684\u7ba1\u7406\u4f1a\u5341\u5206\u56f0\u96be\u3002<\/span>\n <\/strong>\n \u6211\u60f3\u6bcf\u4e2a\u4eba\u90fd\u4f1a\u8bf4\u6211\u4f1a\u5982\u4f55\u53bb\u6fc0\u52b1\u6211\u7684\u9500\u552e\u4eba\u5458\u5ea6\u8fc7\u8fd9\u4e00\u65f6\u671f\u3002\u4f46\u4e8b\u5b9e\u4e0a\uff0c\u7ba1\u7406\u56e2\u961f\u5185\u90e8\u7684\u610f\u89c1\u51b2\u7a81\u6bd4\u9500\u552e\u4eba\u5458\u9ad8\u5f88\u591a\u3002\u516c\u53f8\u7684 CEO \u548c CFO \u662f\u5426\u771f\u7684\u6e05\u695a\u4ed6\u4eec\u6240\u8981\u8f6c\u578b\u7684\u4e1a\u52a1\u96be\u5ea6\u6709\u591a\u5927\uff1f\u9700\u8981\u82b1\u591a\u957f\u65f6\u95f4\u5b8c\u6210\u8fd9\u4e00\u8f6c\u6362\uff1f\u5982\u679c\u4ed6\u4eec\u5bf9\u8fd9\u4e9b\u95ee\u9898\u5341\u5206\u6e05\u6670\uff0c\u90a3\u4e48\u6211\u8ba4\u4e3a\u6fc0\u52b1\u5c31\u4f1a\u53d8\u5f97\u5341\u5206\u7b80\u5355\u3002\u603b\u800c\u8a00\u4e4b\uff0c\u5bf9\u4e8e\u6b63\u5728\u8f6c\u578b\u7684\u516c\u53f8\u800c\u8a00\uff0c\u8f6c\u578b\u7684\u8fc7\u7a0b\u4f1a\u5341\u5206\u75db\u82e6\uff0c\u80fd\u591f\u4e86\u89e3\u4ee5\u591a\u5feb\u7684\u901f\u5ea6\u5b8c\u6210\u8f6c\u53d8\u5bf9\u4e8e\u516c\u53f8\u7684\u7ba1\u7406\u8005\u800c\u8a00\u662f\u4e00\u4e2a\u5de8\u5927\u6311\u6218\u3002<\/span>\n <\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u7684\u786e\u662f\u8fd9\u6837\u3002\u6211\u8fd8\u60f3\u4e86\u89e3\u4e0b\u4f60\u662f\u5982\u4f55\u5904\u7406\u9500\u552e\u63d0\u6210\u548c\u9500\u552e\u56e2\u961f\u95ee\u9898\u7684\uff1f\u5728 SaaS \u516c\u53f8\u7684\u6a21\u5f0f\u4e2d\uff0c\u4eba\u4eec\u4f1a\u5341\u5206\u503e\u5411\u90a3\u4e9b\u80fd\u591f\u8fdb\u884c\u957f\u671f\u5408\u4f5c\u7684\u5ba2\u6237\u6216\u9500\u552e\u3002\u5728 NetSuite \u516c\u53f8\uff0c\u4f60\u662f\u5982\u4f55\u8fdb\u884c\u5408\u7406\u7684\u85aa\u916c\u5b89\u6392\u3001\u5982\u4f55\u6784\u5efa\u9500\u552e\u56e2\u961f\u7684\u4eba\u5458\u7ed3\u6784\u7684\uff1f<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \n \u6211\u4eec\u4e3b\u8981\u6839\u636e\u5e74\u5ea6\u5408\u540c\u7684\u4ef7\u503c\u6765\u8861\u91cf\u6211\u4eec\u7684\u9500\u552e\u6307\u6807\u3002\u6211\u4eec\u4e3b\u8981\u7684\u4ea7\u54c1\u90fd\u662f\u4e00\u5e74\u671f\u5408\u540c\uff0c\u5373\u4f7f\u6709\u591a\u5e74\u671f\u7684\u5408\u540c\uff0c\u6211\u4eec\u4e5f\u53ea\u4f1a\u8003\u8651\u5b83\u5355\u5e74\u7684\u4ef7\u503c\uff0c<\/span>\n \n \u6211\u5e76\u4e0d\u8ba4\u4e3a\u4e09\u5e74\u671f\u7684\u5408\u540c\u4f1a\u6bd4\u4e00\u5e74\u671f\u7684\u5408\u540c\u66f4\u6709\u4ef7\u503c\u3002<\/span>\n <\/strong>\n \u6b64\u5916\uff0c\u6211\u4eec\u516c\u53f8\u7684\u5458\u5de5\u7559\u5b58\u7387\u975e\u5e38\u9ad8\uff0c\u5373\u4f7f\u5728\u6700\u521d\u7684\u5408\u540c\u4e2d\u5e76\u6ca1\u6709\u89c4\u5b9a\u7b2c\u4e8c\u3001\u7b2c\u4e09\u5e74\u7684\u4e1a\u7ee9\u63d0\u6210\uff0c\u5458\u5de5\u901a\u5e38\u4e5f\u4f1a\u4e0e\u6211\u4eec\u7eed\u7ea6\u3002<\/span>\n \n \u7528\u5355\u5e74\u7684\u5408\u540c\u4ef7\u503c\u4f5c\u4e3a\u8861\u91cf<\/span>\n <\/strong>\n \n \u4e1a\u52a1<\/span>\n <\/strong>\n \n \u7684\u6807\u51c6\u662f\u6211\u4eec\u516c\u53f8\u770b\u5f85 SaaS \u4e1a\u52a1\u7684\u65b9\u5f0f\u3002<\/span>\n <\/strong>\n \u540c\u65f6\uff0c\u8fd9\u4e5f\u662f\u5bf9\u9500\u552e\u8fdb\u884c\u8865\u507f\u7684\u57fa\u7840\uff0c\u4ed6\u4eec\u53ef\u4ee5\u6839\u636e\u4e8b\u5148\u7684\u7ea6\u5b9a\u83b7\u5f97\u63d0\u6210\u3002<\/span>\n <\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u6240\u4ee5\u4f5c\u4e3a\u9500\u552e\u4eba\u5458\uff0c\u4ed6\u9700\u8981\u5bf9\u6bcf\u4e00\u4e2a\u5ba2\u6237\u8fdb\u884c\u7ec6\u81f4\u670d\u52a1\uff0c\u4ee5\u4fdd\u8bc1\u5ba2\u6237\u7684\u6ee1\u610f\u5ea6\uff0c\u53ea\u6709\u8fd9\u6837\uff0c\u4ed6\u624d\u53ef\u4ee5\u83b7\u5f97\u957f\u671f\u7684\u5ba2\u6237\u5408\u4f5c\uff0c\u4ee5\u6b64\u5f97\u5230\u8f83\u9ad8\u7684\u85aa\u916c\u3002<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Gill\uff1a<\/span>\n <\/strong>\n \u6211\u6709\u4e00\u4e2a\u95ee\u9898\u60f3\u8981\u95ee\u4f60\uff0c\u8ba9\u666e\u901a\u6295\u8d44\u8005\u7406\u89e3 SaaS \u6a21\u5f0f\u662f\u4e00\u4e2a\u4e0d\u5c0f\u7684\u6311\u6218\uff0c\u4e0a\u5e02\u516c\u53f8 CFO \u8981\u82b1\u8f83\u591a\u7684\u65f6\u95f4\u53bb\u6c9f\u901a\u3002\u56e0\u6b64\uff0c\u4f60\u4eec\u662f\u5426\u89c9\u5f97\u79c1\u8425\u4f01\u4e1a\u4fdd\u6301\u79c1\u8425\u6027\u7684\u65f6\u95f4\u66f4\u957f\u4e86\uff1fSaaS \u516c\u53f8\u540e\u51e0\u8f6e\u7684\u6295\u8d44\uff0c\u4e00\u822c\u90fd\u662f\u4e0a\u5e02\u516c\u53f8\u7684\u6295\u8d44\u8005\u6216\u8005\u662f\u5168\u7403\u6027\u6295\u8d44\u8005\u3002\u4f60\u4f1a\u5bf9\u4f60\u7684\u6295\u8d44\u7ec4\u5408\u516c\u53f8\u7ed9\u51fa\u4ec0\u4e48\u6837\u7684\u610f\u89c1\uff1f\u4f60\u662f\u5426\u4f1a\u5bf9\u4ed6\u4eec\u4f55\u65f6\u5e94\u8be5\u8003\u8651\u4e0a\u5e02\u6216\u6210\u4e3a\u4e00\u5bb6\u4e0a\u5e02\u516c\u53f8\u6709\u591a\u91cd\u8981\u7ed9\u51fa\u4f60\u7684\u610f\u89c1\uff1f<\/span>\n <\/section>\n
\n \u00a0<\/span>\n <\/section>\n
\n \n Cooper\uff1a<\/span>\n <\/strong>\n \u8fd9\u662f\u4e00\u4e2a\u5f88\u597d\u7684\u95ee\u9898\uff0c\u5bf9\u4e8e\u6211\u7684\u516c\u53f8\uff0c\u6211\u6240\u7ed9\u7684\u5efa\u8bae\u662f\u5982\u679c\u4f60\u80fd\u4fdd\u6301\u79c1\u8425\u5e76\u80fd\u83b7\u5f97\u53d1\u5c55\u4e1a\u52a1\u6240\u9700\u7684\u8d44\u672c\u548c\u8d44\u6e90\uff0c\u90a3\u4e48\u5c31\u7ef4\u6301\u79c1\u8425\u516c\u53f8\u7684\u72b6\u6001\u3002\u6211\u8ba4\u4e3a\u8fd9\u80fd\u591f\u4f7f\u4ed6\u4eec\u5c06\u7cbe\u529b\u82b1\u8d39\u5728\u8003\u8651\u516c\u53f8\u957f\u8fdc\u53d1\u5c55\u7684\u95ee\u9898\u4e0a\uff0c\u8bf8\u5982 CAC\u3001LTV \u548c\u5176\u4ed6\u6307\u6807\uff0c\u4ece\u800c\u907f\u514d\u4e86\u4f5c\u4e3a\u4e0a\u5e02\u516c\u53f8\u6240\u5fc5\u987b\u5904\u7406\u7684\u4e00\u4e9b\u95ee\u9898\u3002\u6211\u8ba4\u4e3a\u4e00\u4e9b SaaS \u53ef\u80fd\u4f1a\u56e0\u4e3a\u67d0\u4e9b\u539f\u56e0\u800c\u9009\u62e9\u4e0a\u5e02\u3002\u4f8b\u5982\uff0c\u4e00\u4e9b\u516c\u53f8\u9ad8\u7ba1\u4f1a\u5141\u8bfa\u5458\u5de5\u516c\u53f8\u4f1a\u4e0a\u5e02\uff0c\u4ece\u800c\u907f\u514d\u516c\u53f8\u906d\u53d7\u4eba\u5458\u6d41\u5931\u7684\u98ce\u9669\u3002\u53e6\u5916\u4e00\u70b9\u662f\uff0c\u5728\u79c1\u8425\u5e02\u573a\u4e0a\uff0c\u79c1\u4eba\u5bf9\u79c1\u4eba\u8fdb\u884c\u516c\u53f8\u6536\u8d2d\u5341\u5206\u56f0\u96be\uff0c\u5356\u65b9\u4e0e\u4e70\u65b9\u90fd\u6709\u5404\u81ea\u7684\u4ef7\u503c\u4e3b\u5f20\uff0c\u800c\u516c\u5f00\u5e02\u573a\u7684\u4f18\u70b9\u662f\uff0c\u80fd\u591f\u5b9e\u65f6\u770b\u5230\u516c\u53f8\u7684\u80a1\u4ef7\uff0c\u80fd\u591f\u5e2e\u52a9\u53cc\u65b9\u5728\u8fdb\u884c\u6536\u8d2d\u65f6\u6709\u53c2\u8003\u4f9d\u636e\u3002\u6211\u8ba4\u4e3a\u4ee5\u4e0a\u4e24\u70b9\u662f\u4fc3\u4f7f SaaS \u516c\u53f8\u9009\u62e9\u4e0a\u5e02\u7684\u6700\u4e3b\u8981\u539f\u56e0\u3002\u4f46\u6211\u73b0\u5728\u6240\u89c2\u5bdf\u5230\u7684\u73b0\u8c61\u662f\uff0c\u53ea\u8981 SaaS \u516c\u53f8\u7684\u8d44\u91d1\u8db3\u591f\u591a\uff0c\u90a3\u4e48\u4ed6\u4eec\u4fbf\u4f1a\u5c3d\u53ef\u80fd\u5730\u9009\u62e9\u4fdd\u6301\u79c1\u8425\u3002\u4eca\u5929\u7684\u8bdd\u9898\u5c31\u5230\u8fd9\u91cc\uff0c\u518d\u6b21\u611f\u8c22 Gill \u5bf9 SaaS \u7684\u5206\u4eab\uff0c\u5e0c\u671b\u80fd\u591f\u5e2e\u52a9\u5927\u5bb6\u63ed\u5f00 SaaS \u7684\u795e\u79d8\u9762\u7eb1\u3002<\/span>\n <\/section>\n
\n \n <\/section>\n
\n \u6211\u4eec\u662f\u4ee5\u7b2c\u4e00\u6027\u539f\u7406\u7814\u7a76\u4e3a\u57fa\u7840\u7684\u4e13\u4e1a\u673a\u6784,\u6b22\u8fce\u5173\u6ce8\u548c\u7559\u8a00\u3002<\/span>\n <\/section>\n
\n \u5fae\u4fe1\u53f7: Alexqjl<\/span>\n <\/section>\n<\/div>\n\n","protected":false},"excerpt":{"rendered":"

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