{"id":173739,"date":"2018-03-29T12:54:39","date_gmt":"2018-03-29T04:54:39","guid":{"rendered":"\/\/m.longinofamily.com\/?p=173739"},"modified":"2018-03-29T13:05:08","modified_gmt":"2018-03-29T05:05:08","slug":"%e4%bd%a0%e7%9a%84%e5%88%9b%e4%b8%9a%e9%a1%b9%e7%9b%ae%e6%98%af%e5%90%a6%e4%bc%9a%e8%a2%ab%e6%8a%95%ef%bc%8c%e8%af%b7%e6%b3%a8%e6%84%8f%e8%bf%99%e4%ba%94%e7%82%b9","status":"publish","type":"post","link":"\/\/m.longinofamily.com\/zixun\/173739.html","title":{"rendered":"\u4f60\u7684\u521b\u4e1a\u9879\u76ee\u662f\u5426\u4f1a\u88ab\u6295\uff0c\u8bf7\u6ce8\u610f\u8fd9\u4e94\u70b9"},"content":{"rendered":"<blockquote><p>\u70b9\u51fb\u53f3\u4e0a\u89d2\u3010\u5173\u6ce8\u3011\uff0c\u83b7\u5f97\u8d44\u6df1\u7ba1\u7406\u987e\u95ee\u502a\u4e91\u534e\u7684\u7ba1\u7406\u3001\u521b\u4e1a\u65b0\u77e5\u4e0e\u5e72\u8d27\u5206\u4eab\uff0c\u8ba9\u4f60\u4e13\u6ce8\u68a6\u60f3\uff0c\u5c11\u8d70\u5f2f\u8def\u3002<\/p><\/blockquote>\n<p>\u5728\u98ce\u9669\u6295\u8d44\u4e2d\u5236\u5b9a\u51b3\u7b56\u662f\u4e00\u4e2a\u8270\u96be\u7684\u8fc7\u7a0b\uff0c\u56e0\u4e3a\u6211\u4eec\u5e38\u5e38\u9700\u8981\u5728\u4e00\u4e2a\u5145\u6ee1\u4e0d\u786e\u5b9a\u6027\u7684\u73af\u5883\u91cc\u53bb\u505a\u51b3\u5b9a\u3002\u5341\u5e74\u524d\uff0c\u4f01\u4e1a\u4eec\u662f\u5426\u51c6\u5907\u5c06\u5927\u90e8\u5206\u6570\u636e\u5b58\u5165\u4e91\u7aef\uff0c\u5e76\u76f4\u63a5\u4ece\u6d4f\u89c8\u5668\u4f7f\u7528\u8f6f\u4ef6\u670d\u52a1\u5c1a\u4e0d\u786e\u5b9a\u3002\u4eca\u5929\uff0c\u673a\u5668\u662f\u5426\u4f1a\u5360\u636e\u547c\u53eb\u4e2d\u5fc3\u63a5\u542c\u6765\u7535\u7684\u91cd\u8981\u4efd\u989d\u4e5f\u4e0d\u5f97\u800c\u77e5\uff0c\u5c3d\u7ba1\u6211\u4eec\u76f8\u4fe1\u8fd9\u662f\u672a\u6765\u7684\u53d1\u5c55\u8d8b\u52bf\u3002\u5c31\u98ce\u9669\u6295\u8d44\u6765\u8bf4\uff0c\u6211\u4eec\u5927\u90e8\u5206\u7684\u65e5\u5e38\u5de5\u4f5c\u5c31\u662f\u8bc6\u522b\u8fd9\u4e9b\u4e0d\u786e\u5b9a\u56e0\u7d20\uff0c\u7136\u540e\u82b1\u8d39\u5927\u91cf\u65f6\u95f4\u5bf9\u4ed6\u4eec\u8fdb\u884c\u5206\u6790\u7814\u7a76\uff0c\u505a\u51fa\u4e00\u4e2a\u6700\u6709\u8bf4\u670d\u529b\u7684\u7ed3\u679c\u9884\u6d4b\u3002\u4e3a\u4ec0\u4e48\u8981\u505a\u8fd9\u4e9b?\u56e0\u4e3a\u8fd9\u662f\u6295\u8d44\u51b3\u7b56\u7684\u4f9d\u636e\u3002<\/p>\n<p><img class=\"aligncenter\" src=\"http:\/\/oss.lianxianjia.com\/2018\/03\/152220994627067e4b51a5d.jpg?x-oss-process=image%2Fquality,q_10%2Fresize,m_lfit,w_20\" data-src=\"http:\/\/oss.lianxianjia.com\/2018\/03\/152220994627067e4b51a5d.jpg\" alt=\"\u4f60\u7684\u521b\u4e1a\u9879\u76ee\u662f\u5426\u4f1a\u88ab\u6295\uff0c\u8bf7\u6ce8\u610f\u8fd9\u4e94\u70b9\" \/><\/p>\n<p>\u5bf9\u4f01\u4e1a\u5bb6\u4eec\u6765\u8bf4\uff0c\u4e86\u89e3\u4e00\u4e2a\u98ce\u9669\u6295\u8d44\u7684\u51b3\u7b56\u8fc7\u7a0b\u53ef\u80fd\u4e5f\u540c\u6837\u590d\u6742\u3002\u5c3d\u7ba1\u5982\u6b64\uff0c\u8fd9\u4ecd\u7136\u662f\u4ed6\u4eec\u8bc4\u4f30\u98ce\u9669\u8d44\u91d1\u7b79\u96c6\u7684\u5173\u952e\u3002\u6211\u4eec\u516c\u53f8\u6e05\u695a\u5730\u77e5\u9053\u4f01\u4e1a\u5bb6\u4eec\u5bf9\u900f\u660e\u5ea6\u7684\u9700\u8981\uff0c\u8fd9\u4e5f\u662f\u4e3a\u4ec0\u4e48\u6211\u4eec\u53d1\u5e03\u4e00\u4e9b\u5173\u4e8e\u6295\u8d44\u7684\u6587\u7ae0\uff0c\u516c\u5f00\u5185\u90e8\u4ea4\u6613\u5907\u5fd8\u5f55\u7b49\u3002<\/p>\n<p>\u4f46\u6211\u4eec\u4e0d\u662f\u552f\u4e00\u8fd9\u6837\u505a\u7684\u4eba;\u5927\u90e8\u5206\u6709\u7ecf\u9a8c\u7684\u6295\u8d44\u8005\u4e5f\u4f1a\u9610\u660e\u81ea\u5df1\u7684\u6295\u8d44\u539f\u5219\u3002<\/p>\n<p>\u5728\u9605\u8bfb\u4e86\u5173\u4e8e\u98ce\u9669\u6295\u8d44\u539f\u5219\u7684\u5341\u591a\u7bc7\u6587\u7ae0\u540e\uff0c\u6211\u6700\u7ec8\u5f97\u5230\u4e86\u4e00\u4e2a\u7b80\u5355\u7684\u6846\u67b6\uff0c\u5176\u4e2d\u5305\u542b\u4e865\u4e2a\u7c7b\u522b(\u53ef\u4ee5\u79f0\u4e3a5T\u6784\u67b6\u6cd5)\uff0c\u6982\u62ec\u4e86\u98ce\u9669\u6295\u8d44\u8005\u7684\u601d\u8003\u8fc7\u7a0b\uff1a<\/p>\n<ul class=\" list-paddingleft-2\">\n<li>1. The Team \u56e2\u961f \u3002<\/li>\n<li>2. The Tech (a.k.a. Product) \u6280\u672f(\u4e5f\u5c31\u662f\u4ea7\u54c1)<\/li>\n<li>3. The Total Addressable Market (a.k.a. Market)<\/li>\n<li>\u53ef\u83b7\u53d6\u5e02\u573a\u89c4\u6a21(\u4e5f\u5c31\u662f\u5e02\u573a)<\/li>\n<li>4. The Traction (a.k.a. Growth) \u7275\u5f15(\u4e5f\u5c31\u662f\u589e\u957f)<\/li>\n<li>5 .The moaTs (a.k.a. Defensibility) \u62a4\u57ce\u6cb3(\u4e5f\u5c31\u662f\u53ef\u9632\u5fa1\u6027)<\/li>\n<\/ul>\n<p>\u5173\u4e8e\u516c\u5f00\u8fd9\u4e2a\u6846\u67b6\uff0c\u6211\u6709\u4e24\u65b9\u9762\u7684\u8003\u8651\u3002\u9996\u5148\uff0c\u6839\u636e\u8fd95\u4e2a\u6807\u51c6\u5bf9\u6295\u8d44\u673a\u4f1a\u8fdb\u884c\u8bc4\u5206\uff0c\u6211\u81ea\u5df1\u53ef\u80fd\u4f1a\u8fbe\u6210\u4e00\u4e2a\u201c\u66f4\u7406\u6027\u201d\u7684\u6295\u8d44\u51b3\u7b56\u3002\u5176\u6b21\uff0c\u6211\u53ef\u4ee5\u5e2e\u52a9\u4f01\u4e1a\u5bb6\u66f4\u597d\u5730\u8bc4\u4f30\u98ce\u9669\u8d44\u91d1\u7b79\u96c6\u3002<\/p>\n<p>\u5728\u8f83\u9ad8\u7684\u5c42\u9762\u4e0a\u6765\u8bf4\uff0c\u8fd9\u4e2a\u6846\u67b6\u4f3c\u4e4e\u4e0e\u98ce\u9669\u6295\u8d44\u516c\u53f8\u5728\u6295\u8d44\u51b3\u7b56\u4e4b\u524d\u7684\u4f20\u7edf\u601d\u7ef4\u8fc7\u7a0b\u662f\u4e00\u81f4\u7684\u3002<\/p>\n<p>\u57fa\u4e8e\u672c\u6587\uff0c\u6211\u8fd8\u505a\u4e86\u4e00\u4e2a\u7b80\u5355\u7684\u98ce\u9669\u6295\u8d44\u517c\u5bb9\u6027\u8ba1\u7b97\u5668(\u4ee5\u4e0b\u7b80\u79f0\u4e3a\u8ba1\u7b97\u5668)\u3002<\/p>\n<h1>\u7b2c\u4e00\u4e2aT\u2014Team,\u56e2\u961f<\/h1>\n<p><strong>1.\u201c\u6bcf\u4e2a\u4f01\u4e1a\u7684\u6838\u5fc3\u90fd\u662f\u4e00\u4e2a\u79d8\u5bc6\u201d<\/strong><\/p>\n<p>\u6700\u597d\u7684\u521b\u4e1a\u56e2\u961f\u5e94\u8be5\u62e5\u6709\u4e00\u4e2a\u5546\u4e1a\u79d8\u5bc6\u3002\u5982\u679c\u4f60\u5c06\u521b\u4e1a\u751f\u6001\u7cfb\u7edf\u89c6\u4e3a\u4e00\u4e2a\u9ad8\u6548\u7684\u8d44\u672c\u5e02\u573a &#8211; \u6211\u77e5\u9053\u8fd9\u4e0d\u5b8c\u5168\u4e00\u6837 \uff0c\u6bd5\u7adf \u201c\u5929\u4e0b\u6ca1\u6709\u514d\u8d39\u7684\u5348\u9910\u201d\u3002\u8fc7\u4e8e\u660e\u663e\u7684\u5546\u4e1a\u673a\u4f1a\u53ef\u80fd\u7ade\u4e89\u5df2\u7ecf\u975e\u5e38\u6fc0\u70c8\u6216\u8005\u5df2\u7ecf\u88ab\u98ce\u9669\u6295\u8d44\u5e02\u573a\u6700\u4f18\u5316\u5b9a\u4ef7\u3002\u6211\u4eec\u76f8\u4fe1\u90a3\u4e9b\u5bf9\u624b\u91cc\u7684\u95ee\u9898\u6709\u7b2c\u4e00\u624b\u5904\u7406\u7ecf\u9a8c\u7684\u521b\u59cb\u4eba\uff0c\u80fd\u51ed\u501f\u4fe1\u606f\u4f18\u52bf\u9886\u5148\u5e02\u573a\u627e\u5230\u89e3\u51b3\u65b9\u6cd5\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u4f60\u89c9\u5f97\u548c\u5e02\u573a\u76f8\u6bd4\uff0c\u81ea\u5df1\u7684\u4fe1\u606f\u4f18\u52bf\u66f4\u5927\uff0c\u5206\u6570+1\u3002\u5177\u4f53\u8868\u73b0\u5728\uff1a\u62e5\u6709\u66f4\u72ec\u7279\u7684\u5e02\u573a\u6d1e\u5bdf\u529b\uff0c\u66f4\u5bb9\u6613\u83b7\u53d6\u6240\u5728\u884c\u4e1a\u7684\u6280\u672f\/\u6570\u636e\u6216\u5229\u76ca\u76f8\u5173\u65b9\u7684\u8d44\u8baf\u3002<\/p>\n<p><strong>2. \u76ee\u6807<\/strong><\/p>\n<p>\u521b\u7acb\u4e00\u4e2a\u516c\u53f8\u5f88\u56f0\u96be\u3002\u6709\u76ee\u6807\u7684\u521b\u59cb\u4eba\u662f\u6709\u97e7\u6027\u7684\uff0c\u4f1a\u627e\u5230\u9664\u4e86\u7ecf\u6d4e\u4e4b\u5916\u7684\u539f\u56e0\u6765\u5ea6\u8fc7\u8fd9\u4e9b\u8270\u96be\u65e5\u5b50\u3002Homebrew\u5728\u4ed6\u4eec\u7684\u6295\u8d44\u7406\u8bba\u4e2d\u8bf4\uff1a\u201c\u6211\u4eec\u76f8\u4fe1\uff0c\u4efb\u52a1\u9a71\u52a8\u529b\u4f7f\u4e00\u4e2a\u4f01\u4e1a\u5bb6\u5177\u6709\u7ade\u4e89\u4f18\u52bf\u3002\u7531\u4f7f\u547d\u9a71\u52a8\u7684\u521b\u59cb\u4eba\u5728\u62db\u8058\u65b9\u9762\u505a\u5f97\u66f4\u597d &#8211; \u4ed6\u4eec\u53ef\u4ee5\u89e3\u91ca\u613f\u666f\u4ea7\u751f\u7684\u539f\u56e0\uff0c\u800c\u4e0d\u4ec5\u4ec5\u662f\u8ba8\u8bba\u8fd9\u4e2a\u613f\u666f\u662f\u4ec0\u4e48\u3001\u600e\u4e48\u53bb\u5b9e\u73b0\u5b83\u3002\u575a\u5b9a\u7684\u4fe1\u5ff5\u4f7f\u4ed6\u4eec\u5728\u6ce2\u6298\u7684\u521b\u4e1a\u5386\u7a0b\u4e2d\u9886\u5bfc\u80fd\u529b\u66f4\u5f3a\uff0c\u5458\u5de5\u5fe0\u8bda\u5ea6\u66f4\u9ad8\u3002\u4ed6\u4eec\u7684\u6fc0\u60c5\u4e3a\u516c\u53f8\u6bcf\u4e2a\u89d2\u843d\u548c\u6bcf\u4e2a\u56e2\u961f\u589e\u6dfb\u4e86\u6d3b\u529b\u3002\u201d\u6211\u8ba4\u540c\u4ed6\u4eec\u7684\u7406\u8bba\uff0c\u4e5f\u627e\u4e0d\u5230\u6bd4\u8fd9\u66f4\u597d\u7684\u8868\u8fbe\u4e86\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u4f60\u4ee5\u4e3a\u5e02\u573a\u5e26\u6765\u67d0\u79cd\u5177\u4f53\u7684\u8bbe\u60f3\u4e3a\u5df1\u4efb\uff0c\u5206\u6570+1\u3002<\/p>\n<p><strong>3. \u9886\u5bfc\u8005+\u7ba1\u7406\u8005+\u6267\u884c\u8005<\/strong><\/p>\n<p>\u73b0\u5728\uff0c\u5982\u679c\u6211\u4eec\u66f4\u6df1\u5165\u5730\u4e86\u89e3\u6210\u529f\u7684\u521b\u59cb\u56e2\u961f\uff0c\u6211\u4f1a\u540c\u610f\u62c9\u5e03\u5415\u8036\u5c14\u5728\u300aKima Ventures\u300b\u4e2d\u5199\u7684\uff1a\u201c\u4e00\u4e2a\u516c\u53f8\u9700\u8981\u53ef\u9760\u7684\u9886\u5bfc\u8005\uff0c\u7ba1\u7406\u8005\u548c\u6267\u884c\u8005\u201d\u3002\u800c\u62e5\u6709\u4e00\u4e2a\u5f3a\u5927\u7684\u9886\u5bfc\u8005\u66f4\u6709\u5fc5\u8981\uff0c\u56e0\u4e3a\u8fd9\u80fd\u4f7f\u521b\u4e1a\u516c\u53f8\u7684\u62db\u8058\uff0c\u9500\u552e\u548c\u878d\u8d44\u8fdb\u884c\u5f97\u66f4\u987a\u5229\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u6709\u5f3a\u5927\u7684\u9886\u5bfc\u8005\uff0c\u5206\u6570+1;\u5982\u679c\u6709\u53ef\u9760\u7684\u7ba1\u7406\u8005\uff0c\u5206\u6570\u518d+1;\u5982\u679c\u6709\u53ef\u9760\u7684\u6267\u884c\u8005\uff0c\u5206\u6570\u518d+1\u3002<\/p>\n<p><strong>4.\u51b3\u7b56<\/strong><\/p>\n<p>\u4eba\u4eec\u901a\u5e38\u8ba4\u4e3a\u521b\u4e1a\u516c\u53f8\u7684\u521b\u59cb\u4eba\u8981\u80fd\u542c\u53d6\u5458\u5de5\uff0c\u5ba2\u6237\u548c\u8463\u4e8b\u4f1a\u7684\u53cd\u9988\u610f\u89c1\u3002\u4f46\u662f\uff0c\u53cd\u9988\u6709\u65f6\u4f1a\u4ea7\u751f\u8bef\u5bfc\u548c\u77db\u76fe\u3002\u56e0\u6b64\uff0c\u5c31\u50cf\u6c64\u59c6\u00b7\u901a\u53e4\u5179\u8bf4\u7684&#8212;-\u521b\u59cb\u4eba\u4e5f\u5e94\u8be5\u77e5\u9053\u4ec0\u4e48\u65f6\u5019\u8bf4\u201c\u4e0d\u201d\uff0c\u8981\u5177\u5907\u826f\u597d\u7684\u51b3\u7b56\u80fd\u529b\u3002\u6700\u8fd1\u6211\u8ba4\u8bc6\u4e86\u4e00\u4e2a\u5f88\u806a\u660e\u7684\u4eba\uff0c\u4ed6\u603b\u7ed3\u8fd9\u6837\u7684\u51b3\u7b56\u80fd\u529b\u5c31\u662f\u8981\u6709 \u201c\u53bb\u4f60\u7684\u201d\u7684\u6001\u5ea6\u3002\u662f\u7684\uff0c\u5bf9\u4f60\u7684\u5458\u5de5\u8bf4\u201c\u4e0d\u201d\uff0c\u5bf9\u4f60\u7684\u5ba2\u6237\u8bf4\u201c\u4e0d\u201d\uff0c\u5bf9\u4f60\u7684\u6295\u8d44\u8005\u8bf4\u201c\u4e0d\u201d\uff0c\u6709\u65f6\u5019\u624d\u662f\u6b63\u786e\u7684\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u4f60\u8ba4\u4e3a\u521b\u59cb\u56e2\u961f\u4e2d\u6709\u4eba\u5177\u5907\u826f\u597d\u7684\u51b3\u7b56\u6280\u80fd\uff0c\u5206\u6570+1\u3002As long-term investors, we put more emphasis on understanding the trajectory that founders are on than on the discrete point they find themselves in at the point of the investment.<\/p>\n<p><strong>5.\u5b66\u4e60\u66f2\u7ebf<\/strong><\/p>\n<p>\u201c\u4eba\u4eec\u5fc5\u987b\u5b66\u4f1a\u5c06\u5e74\u8f7b\u521b\u59cb\u4eba\u5b66\u4e60\u66f2\u7ebf\u7684\u8bc4\u4f30\u7ed3\u679c\u4f5c\u4e3a\u51b3\u5b9a\u662f\u5426\u6295\u8d44\u7684\u4e3b\u8981\u539f\u56e0\u3002\u201d\u5728\u521b\u4e1a\u8fc7\u7a0b\u4e2d\uff0c\u521b\u59cb\u4eba\u96be\u514d\u4f1a\u72af\u9519\u8bef\u3002\u6700\u597d\u7684\u521b\u59cb\u4eba\u80fd\u591f\u51c6\u786e\u5730\u53d1\u73b0\u81ea\u5df1\u7684\u9519\u8bef\uff0c\u53cd\u601d\u5e76\u6539\u8fdb\u3002\u4f5c\u4e3a\u957f\u7ebf\u6295\u8d44\u8005\uff0c\u6211\u4eec\u5e94\u8be5\u66f4\u91cd\u89c6\u521b\u59cb\u4eba\u7684\u6574\u4f53\u8f68\u8ff9\uff0c\u800c\u4e0d\u662f\u6295\u8d44\u65f6\u4ed6\u6240\u5904\u7684\u67d0\u4e2a\u70b9\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u4f60\u7684\u5de5\u4f5c\u8282\u594f\u5f88\u5feb\uff0c\u80fd\u8fc5\u901f\u5730\u6574\u5408\u53cd\u9988\uff0c\u5206\u6570+1\u3002<\/p>\n<p>\u7b2c\u4e00\u4e2aT\u7684\u5f97\u5206\u70b9=\u79d8\u5bc6\uff0c\u4f7f\u547d\u611f\uff0c\u53ef\u9760\u7684\u9886\u5bfc\u8005+\u7ba1\u7406\u8005+\u6267\u884c\u8005\uff0c\u4f18\u79c0\u7684\u51b3\u7b56\u80fd\u529b\uff0c\u5b66\u4e60\u66f2\u7ebf\u3002\u603b\u5206\uff1a7\u5206\u3002<\/p>\n<p>\u73b0\u5728\uff0c\u4f60\u5df2\u7ecf\u62e5\u6709\u4e86\u4e00\u652f\u5408\u9002\u7684\u56e2\u961f\uff0c\u5e76\u5728\u56e2\u961f\u8bc4\u4f30\u90e8\u5206\u83b7\u5f97\u4e86\u9ad8\u5206\uff0c\u8ba9\u6211\u4eec\u518d\u6765\u770b\u770b\u4f60\u662f\u5426\u6b63\u5728\u6784\u5efa\u6b63\u786e\u7684\u4ea7\u54c1\u3002<\/p>\n<h1>\u7b2c\u4e8c\u4e2aT\u2014\u6280\u672f(\u4e5f\u5c31\u662f\u4ea7\u54c1)<\/h1>\n<p><strong>1.\u4ea7\u54c1\u6311\u9009\u8005<\/strong><\/p>\n<p><img class=\"aligncenter\" src=\"http:\/\/oss.lianxianjia.com\/2018\/03\/66b60001adc22b0048a2.jpg?x-oss-process=image%2Fquality,q_10%2Fresize,m_lfit,w_20\" data-src=\"http:\/\/oss.lianxianjia.com\/2018\/03\/66b60001adc22b0048a2.jpg\" alt=\"\u4f60\u7684\u521b\u4e1a\u9879\u76ee\u662f\u5426\u4f1a\u88ab\u6295\uff0c\u8bf7\u6ce8\u610f\u8fd9\u4e94\u70b9\" \/><\/p>\n<p>\u8fd9\u90e8\u5206\u662f\u56e2\u961f\u548c\u4ea7\u54c1\u4e4b\u95f4\u7684\u826f\u597d\u8fc7\u6e21\u3002\u5982\u679c\u4f60\u4e0d\u77e5\u9053\u4ec0\u4e48\u662f\u4ea7\u54c1\u6311\u9009\u8005\uff0c\u90a3\u6211\u5efa\u8bae\u4f60\u597d\u597d\u770b\u770b\u8fc8\u514b\u5c14 \u6c83\u5c14\u592b\u5199\u7684\u300aThe most important job in Technology\u300b\u3002\u7b80\u800c\u8a00\u4e4b\uff0c\u4ea7\u54c1\u6311\u9009\u8005\u6709\u5bf9\u4ea7\u54c1\u6709\u654f\u9510\u7684\u76f4\u89c9\uff0c\u4ed6\u4eec\u4e86\u89e3\u7528\u6237\u9700\u6c42\u548c\u516c\u53f8\u7684\u6574\u4f53\u613f\u666f\uff0c\u80fd\u53ca\u65f6\u505a\u51fa\u6b63\u786e\u7684\u4ea7\u54c1\u9009\u62e9\u3002\u5728\u521b\u4e1a\u56e2\u961f\u65e9\u671f\u5c31\u6709\u8fd9\u6837\u4e00\u4e2a\u4eba\u662f\u975e\u5e38\u5b9d\u8d35\u7684\u529b\u91cf\uff0c\u6211\u4eec\u53ef\u4ee5\u6839\u636e\u56e2\u961f\u7684\u4ea7\u54c1\u5468\u8f6c\u901f\u5ea6\u6765\u5224\u65ad\u4ea7\u54c1\u6311\u9009\u8005\u7684\u80fd\u529b\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u4f60\u7684\u56e2\u961f\u4e2d\u6709\u4e00\u4e2a\u4f18\u79c0\u7684\u4ea7\u54c1\u6311\u9009\u8005\uff0c\u5206\u6570+1\u3002<\/p>\n<p><strong>2. \u66f4\u597d\u4e5f\u66f4\u4fbf\u5b9c<\/strong><\/p>\n<p>Uber\uff0cAirBnB\uff0c\u4ee5\u53caSalesforce\uff0c\u5728\u5404\u81ea\u9886\u57df\u7684\u6210\u529f\u90fd\u662f\u56e0\u4e3a\u5b83\u4eec\u7684\u4ea7\u54c1\u4e0d\u4ec5\u53ef\u4ee5\u63d0\u4f9b\u6bd4\u7ade\u4e89\u5bf9\u624b\u66f4\u597d\u7684\u7528\u6237\u4f53\u9a8c\uff0c\u540c\u65f6\u5229\u7528\u6280\u672f\u4f18\u5316\u6210\u672c\u7ed3\u6784\u4e4b\u540e\uff0c\u4ef7\u683c\u4e5f\u66f4\u4f4e\u3002 Uber\u6ca1\u6709\u589e\u8bbe\u79c1\u4eba\u53f8\u673a\uff0c\u987e\u5ba2\u4f7f\u7528\u4ed6\u4eec\u7684\u670d\u52a1\u65f6\u5c31\u50cf\u4f7f\u7528\u81ea\u6765\u6c34\u90a3\u6837\u65b9\u4fbf\u3002Uber \u53c8\u901a\u8fc7\u6280\u672f\u624b\u6bb5\u63d0\u4f9b\u4e86\u6781\u5177\u7ade\u4e89\u529b\u7684\u4ef7\u683c\u3002\u51e0\u4e4e\u53ef\u4ee5\u8bf4\u5b83\u7684\u4ea7\u54c1\u6bd4\u5bf9\u624b\u597d10\u500d\uff0c\u4e5f\u4fbf\u5b9c10\u500d\u3002\u6b63\u5982Benchmark\u7684Sarah Tavel\u6240\u8bf4\uff0cUber\u8fd9\u7c7b\u4f01\u4e1a\u7684\u53ef\u6015\u4e4b\u5904\u5c31\u5728\u90a3\u4e2a\u201c\u4e5f\u201d\u4e0a\u9762\u3002\u4f60\u4eec\u5e94\u8be5\u81ea\u5df1\u53bb\u8bfb\u4e00\u4e0b\u8fd9\u7bc7\u6587\u7ae0\uff0c\u6211\u5c3d\u91cf\u4e0d\u518d\u5267\u900f\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u4f60\u7684\u4ea7\u54c1\u6bd4\u5bf9\u624b\u66f4\u597d\u4e5f\u66f4\u4fbf\u5b9c\uff0c\u5206\u6570+3\u3002\u4e3a\u4ec0\u4e48\u53ef\u4ee5\u52a03\u5206\u8fd9\u4e48\u591a?\u56e0\u4e3a\u8fd9\u662f\u975e\u5e38\u7f55\u89c1\u7684\uff0c\u800c\u4e00\u65e6\u53d1\u751f\uff0c\u5c06\u5927\u5927\u63d0\u5347\u4ea7\u54c1\u7684\u5e02\u573a\u5360\u6709\u7387\u548c\u9632\u5fa1\u529b\u3002<\/p>\n<p><strong>3.\u5feb\u901f\u7684\u4ea7\u54c1\u8fed\u4ee3<\/strong><\/p>\n<p>\u5c31\u50cf\u56e2\u961f\u4e00\u6837\uff0c\u5728\u65e9\u671f\uff0c\u91cd\u8981\u7684\u662f\u6280\u672f\u53d1\u5c55\u7684\u8f68\u8ff9\uff0c\u800c\u4e0d\u662f\u516c\u53f8\u7684\u73b0\u72b6\u3002\u56e0\u6b64\uff0c\u4f60\u8981\u505a\u7684\u662f\uff1a<\/p>\n<p>\u77e5\u9053\u4ea7\u54c1\u529f\u80fd\u7684\u4f18\u5148\u5ea6\u5982\u4f55\u6392\u5e8f<\/p>\n<p>\u53d1\u5e03\u9891\u7387\u9ad8<\/p>\n<p>\u5feb\u901f\u96c6\u6210\u7528\u6237\u53cd\u9988<\/p>\n<p>\u5728\u65e9\u671f\u5c31\u91cd\u89c6\u6bcf\u5468\u7684\u4ea7\u54c1\u51b2\u523a\u5de5\u4f5c<\/p>\n<p>\u8fd9\u5355\u5b50\u6709\u70b9\u957f\uff0c\u4f46\u80fd\u591f\u5e2e\u4f60\u628a\u4e8b\u60c5\u505a\u597d\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u6bcf\u5468\u8fdb\u884c\u4e00\u6b21\u4ea7\u54c1\u51b2\u523a\u8fed\u4ee3\u5e76\u80fd\u591f\u5feb\u901f\u9a8c\u8bc1\u4ea7\u54c1\u8bbe\u60f3\uff0c\u5206\u6570+1\uff0c\u3002<\/p>\n<p><strong>4.\u4f60\u7684\u4ea7\u54c1\u5bf9\u4f60\u73b0\u5728\u7684\u6216\u672a\u6765\u7684\u5ba2\u6237\u6709\u591a\u91cd\u8981?<\/strong><\/p>\n<p>\u6700\u540e\u4e00\u9879\u8981\u70b9\uff0c\u53ea\u6709\u5728\u4ea7\u54c1\u672c\u8eab\u5bf9\u5ba2\u6237\u5c31\u5f88\u91cd\u8981\u7684\u65f6\u5019\uff0c\u6253\u78e8\u5b83\u7684\u6027\u4ef7\u6bd4\u624d\u662f\u6709\u610f\u4e49\u7684\u3002<\/p>\n<p>\u8ba1\u7b97\u5668\uff1a\u5982\u679c\u4f60\u7684\u4ea7\u54c1\u5bf9\u5ba2\u6237\u6765\u8bf4\u662f\u5fc5\u5907\u7684\uff0c\u5206\u6570+1\u3002<\/p>\n<p>\u7b2c\u4e8c\u4e2aT\u7684\u5f97\u5206\u70b9=\u4ea7\u54c1\u9009\u62e9\uff0c\u66f4\u597d\u4e5f\u66f4\u4fbf\u5b9c\uff0c\u4ea7\u54c1\u8fed\u4ee3\u901f\u5ea6\uff0c\u4ea7\u54c1\u7684\u91cd\u8981\u6027\u3002\u603b\u5206\uff1a6\u5206\u3002<\/p>\n<p>\u597d\uff0c\u73b0\u5728\u4f60\u6709\u4e86\u5408\u9002\u7684\u56e2\u961f\u548c\u5408\u9002\u7684\u4ea7\u54c1\u3002\u8ba9\u6211\u4eec\u770b\u770b\u4f60\u662f\u5426\u5728\u8ffd\u6c42\u6b63\u786e\u7684\u5e02\u573a\u3002<\/p>\n<h1>\u7b2c\u4e09\u4e2aT\u2014\u53ef\u83b7\u53d6\u5e02\u573a\u89c4\u6a21(\u4e5f\u5c31\u662f\u5e02\u573a)<\/h1>\n<p><img class=\"aligncenter\" src=\"http:\/\/oss.lianxianjia.com\/2018\/03\/15222100881715c774154d0.jpg?x-oss-process=image%2Fquality,q_10%2Fresize,m_lfit,w_20\" data-src=\"http:\/\/oss.lianxianjia.com\/2018\/03\/15222100881715c774154d0.jpg\" alt=\"\u4f60\u7684\u521b\u4e1a\u9879\u76ee\u662f\u5426\u4f1a\u88ab\u6295\uff0c\u8bf7\u6ce8\u610f\u8fd9\u4e94\u70b9\" \/><\/p>\n<p><strong>1. \u5927\u5e02\u573a<\/strong><\/p>\n<p>\u8054\u5408\u5e7f\u573a\u6295\u8d44\u516c\u53f8\u7684\u6295\u8d44\u7406\u8bba\u53ef\u4ee5\u7b80\u5355\u5730\u6982\u62ec\u4e3a\uff1a \u201c\u6295\u8d44\u62e5\u6709\u4e92\u52a8\u7528\u6237\u3001\u9760\u7528\u6237\u4f53\u9a8c\u5dee\u5f02\u5316\u3001\u901a\u8fc7\u7f51\u7edc\u6548\u5e94\u9632\u5fa1\u98ce\u9669\u7684\u5927\u578b\u7f51\u7edc\u201d\u3002\u4f46\u4ec0\u4e48\u6837\u624d\u80fd\u79f0\u4e3a\u201c\u5927\u201d\u5462?\u5927\u591a\u6570\u98ce\u9669\u6295\u8d44\u516c\u53f8\u90fd\u4f1a\u540c\u610f\u81ea\u4e0b\u800c\u4e0a\u7684\u5e02\u573a\u89c4\u6a21\u6bd4\u81ea\u4e0a\u800c\u4e0b\u7684\u5e02\u573a\u89c4\u6a21\u8981\u6709\u4f18\u52bf\u3002\u5bf9\u4e8e\u8f6f\u4ef6\u5373\u670d\u52a1\u9886\u57df\uff0c\u514b\u91cc\u65af\u6258\u5f17\u603b\u7ed3\u9053\uff1a\u201c\u6211\u4eec\u6b63\u5728\u5bfb\u627e\u7531\u81f3\u5c113000\u53ea\u9cb8\u9c7c(ACV100\u4e07\u5143)\uff0c30,000\u53ea\u5927\u8c61(ACV10\u4e07\u5143)\uff0c300,000\u53ea\u9e7f(ACV1\u4e07\u5143)\u62163\uff0c000\uff0c000\u5154\u5b50\u7ec4\u6210\u7684\u5e02\u573a(ACV1\u5343\u5143)\u201d\u3002\u8fd9\u4e9b\u52a8\u7269\u90fd\u4ee3\u8868\u4ec0\u4e48? ACV\u53c8\u662f\u4ec0\u4e48?(\u8bf7\u70b9\u51fb\u8fd9\u91cc)\u5b83\u4eec\u548c\u5e02\u573a\u4e0a\u7684\u5546\u4e1a\u8d38\u6613\u6709\u4ec0\u4e48\u5173\u7cfb?\u53ea\u9700\u628aACV\u66ff\u6362\u6210\u3010\u5e73\u5747\u8ba2\u5355\u4ef7\u503c*\u83b7\u53d6\u7387\u3011\u628a\u52a8\u7269\u6570\u91cf\u6362\u6210\u3010\u5355\u4e2a\u7528\u6237\u4ea4\u6613\u9891\u7387*\u7528\u6237\u6570\u3011\u5373\u53ef\u3002<\/p>\n<p>\u603b\u4e4b\uff0c\u98ce\u6295\u516c\u53f8\u5bfb\u627e\u7684\u662f\u6570\u5341\u4ebf\u7f8e\u5143\u7684\u5e02\u573a\u3002\u4e5f\u5c31\u662f\u8bf4\uff0c\u4e00\u5bb6\u521b\u4e1a\u516c\u53f8\u7684\u5e02\u573a\u5b9a\u4f4d\u8d8a\u662f\u8be6\u7ec6\uff0c\u5e02\u573a\u8d8a\u662f\u5782\u76f4(\u76f8\u5bf9\u6c34\u5e73\u6765\u8bf4)\uff0c\u7531\u4e8e\u9884\u671f\u7684\u7ade\u4e89\u5f3a\u5ea6\u8f83\u4f4e\uff0c\u516c\u53f8\u53ef\u80fd\u62e5\u6709\u663e\u7740\u7684\u5e02\u573a\u4efd\u989d(&gt; 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