{"id":1681,"date":"2019-09-30T05:05:01","date_gmt":"2019-09-29T21:05:01","guid":{"rendered":"http:\/\/www.valuetize.com\/global\/?p=1681"},"modified":"2019-09-30T05:38:12","modified_gmt":"2019-09-29T21:38:12","slug":"%e9%a1%b6%e7%ba%a7%e9%a3%8e%e9%99%a9%e6%8a%95%e8%b5%84%e4%ba%ba%e7%94%a8%e7%9a%8416%e4%b8%aa%e6%8c%87%e6%a0%87%e8%a1%a1%e9%87%8f%e5%88%9b%e4%b8%9a%e5%85%ac%e5%8f%b8%e7%9a%84%e4%bb%b7%e5%80%bc","status":"publish","type":"post","link":"https:\/\/www.valuetize.com\/global\/?p=1681","title":{"rendered":"\u9876\u7ea7\u98ce\u9669\u6295\u8d44\u4eba\u7528\u768416\u4e2a\u6307\u6807\u8861\u91cf\u521b\u4e1a\u516c\u53f8\u7684\u4ef7\u503c"},"content":{"rendered":"\n

(\u793a\u610f\u56fe\u56fe\u6e90\uff1a\u5e7f\u53d1\u8bc1\u5238\u516c\u53f8\u4e3b\u8981\u7ecf\u8425\u6307\u6807)<\/p>\n\n\n\n

\u672c\u6587\u539f\u8f7d\u4e8ehttp:\/\/a16z.com\uff0c\u7531ONES Piece\u7ffb\u8bd1\u8ba1\u5212Alfred\u3001\u4efb\u5b81\u7f16\u8bd1<\/p>\n\n\n\n

\u5f15\u5b50\uff1aA16Z\uff08Andreessen Horowitz\uff09\u662f\u7845\u8c37\u9876\u7ea7\u7684\u98ce\u6295\u516c\u53f8\uff0c\u5176\u6295\u8d44\u7ec4\u5408\u5305\u62ecFacebook\u3001Instagram\u3001Twitter\u3001Airbnb\u7b49\u4f01\u4e1a\u3002\u672c\u6587\u6240\u8bb2\u768416\u4e2a\u91cd\u8981\u6307\u6807\u57fa\u672c\u6db5\u76d6\u4e86\u8861\u91cf\u521b\u4e1a\u516c\u53f8\u53d1\u5c55\u72b6\u51b5\u7684\u65b9\u65b9\u9762\u9762\u3002\u53cd\u590d\u94bb\u7814\u3001\u7406\u89e3\u4e00\u4e0b\u8fd9\u4e9b\u6307\u6807\u5bf9\u521d\u521b\u4f01\u4e1a\u76ca\u5904\u591a\u591a\u3002<\/p>\n\n\n\n

\u6bcf\u4e00\u5e74\u6211\u4eec\u90fd\u6709\u5e78\u4e0e\u6570\u5343\u4f4d\u521b\u4e1a\u8005\u4ea4\u6d41\u3002\u5728\u8fd9\u4e9b\u8ba8\u8bba\u4e2d\uff0c\u4ed6\u4eec\u53e3\u4e2d\u7684\u6570\u5b57\u3001\u8861\u91cf\u65b9\u6cd5\u548c\u6307\u6807\u90fd\u53cd\u6620\u4e86\u7279\u5b9a\u516c\u53f8\u7684\u53d1\u5c55\u524d\u666f\u4e0e\u5065\u5eb7\u72b6\u51b5\u3002\u7136\u800c\uff0c\u67d0\u4e9b\u6307\u6807\u4e5f\u8bb8\u5e76\u4e0d\u80fd\u5f88\u597d\u5730\u4f53\u73b0\u516c\u53f8\u7684\u53d1\u5c55\u72b6\u51b5\u3002<\/p>\n\n\n\n

\u4eba\u4eec\u6709\u65f6\u4f1a\u5bf9\u76f8\u540c\u7684\u6307\u6807\u91c7\u53d6\u4e0d\u540c\u7684\u5b9a\u4e49\u3002\u8fd9\u8ba9\u7406\u89e3\u521d\u521b\u516c\u53f8\u7684\u5065\u5eb7\u7a0b\u5ea6<\/strong>\u53d8\u5f97\u5f88\u56f0\u96be\u3002<\/p>\n\n\n\n

\u867d\u7136\u5bf9\u4e8e\u90a3\u4e9b\u6574\u5929\u8ddf\u8fd9\u4e9b\u6307\u6807\u6253\u4ea4\u9053\u7684\u4eba\u6765\u8bf4\u6216\u8bb8\u5f88\u660e\u663e\uff0c\u8fd9\u7bc7\u6587\u7ae0\u53ea\u662f\u7f57\u5217\u4e86\u4e00\u5927\u5806\u6700\u5e38\u89c1\u6216\u8005\u6700\u5bb9\u6613\u641e\u6df7\u7684\u6307\u6807\uff0c\u4f46\u6211\u4eec\u8fd8\u662f\u5229\u7528\u8fd9\u6b21\u673a\u4f1a\uff0c\u5728\u9002\u5f53\u7684\u5730\u65b9\u52a0\u4e0a\u6ce8\u89e3\uff0c\u544a\u8bc9\u5927\u5bb6\u4e3a\u4ec0\u4e48\u6295\u8d44\u4eba\u4f1a\u7279\u522b\u770b\u91cd\u8fd9\u4e9b\u4e1c\u897f\u3002<\/strong><\/p>\n\n\n\n

\u4e0d\u8fc7\u8bf4\u5230\u5e95\uff0c\u5173\u6ce8\u8fd9\u4e9b\u6307\u6807\u5e76\u4e0d\u53ea\u4e3a\u4e86\u4ece\u98ce\u9669\u57fa\u91d1\u90a3\u91cc\u878d\u8d44\uff0c\u800c\u662f\u5e2e\u52a9\u521b\u4e1a\u8005\u7406\u89e3\u4e3a\u4ec0\u4e48\u6709\u4e9b\u505a\u6cd5\u80fd\u8d77\u6548\u679c\u800c\u6709\u4e9b\u5219\u4e0d\u80fd\uff0c\u4ece\u800c\u627e\u51fa\u95ee\u9898\u5e76\u52a0\u4ee5\u89e3\u51b3\u3002<\/p>\n\n\n\n

\"\"
A16Z\u521b\u59cb\u4eba <\/figcaption><\/figure>\n\n\n\n

\u5546\u4e1a\u4e0e\u8d22\u52a1\u6307\u6807<\/strong><\/h2>\n\n\n\n

1. \u7b7e\u5355\u91d1\u989d\u4e0e\u6536\u5165<\/strong><\/p>\n\n\n\n

\u6700\u5e38\u89c1\u7684\u9519\u8bef\u5c31\u662f\u628a\u7b7e\u5355\u91d1\u989d\uff08bookings\uff09\u4e0e\u6536\u5165\uff08revenue\uff09\u6df7\u4e3a\u4e00\u8c08\uff0c\u4f46\u5176\u5b9e\u5b83\u4eec\u662f\u4e0d\u540c\u7684\u3002<\/p>\n\n\n\n

\u7b7e\u5355\u91d1\u989d\u6307\u7684\u662f\u516c\u53f8\u4e0e\u5ba2\u6237\u4e4b\u95f4\u7684\u5408\u540c\u91d1\u989d\uff0c\u5b83\u53cd\u6620\u4e86\u5ba2\u6237\u5e94\u4ed8\u7ed9\u516c\u53f8\u7684\u91d1\u989d\uff08\u5b9e\u9645\u5c1a\u672a\u5165\u8d26\uff09\u3002<\/p>\n\n\n\n

\u6536\u5165\u6307\u7684\u662f\u5728\u8ba2\u8d2d\u5408\u540c\u671f\u95f4\uff0c\u8fd9\u9879\u670d\u52a1\u5b9e\u9645\u5df2\u5b8c\u6574\u63d0\u4f9b\u6216\u6309\u6bd4\u4f8b\u63d0\u4f9b\u7ed9\u5ba2\u6237\uff0c\u90a3\u4e48\uff08\u8fd9\u7b14\u94b1\uff09\u53ef\u4ee5\u88ab\u8ba1\u5165\u6536\u5165\u3002\u8fd9\u4e2a\u6536\u5165\u4ea7\u751f\u7684\u65b9\u5f0f\u4ee5\u53ca\u51c6\u786e\u7684\u65f6\u95f4\u5219\u9075\u5faaGAAP\uff08\u7f8e\u56fd\u901a\u7528\u4f1a\u8ba1\u51c6\u5219\uff09\u7684\u5b9a\u4e49\u3002<\/p>\n\n\n\n

\u5408\u4f5c\u610f\u5411\u4e66\u4ee5\u53ca\u53e3\u5934\u534f\u8bae\u5747\u4e0d\u5728\u4e0a\u8ff0\u7684\u4e24\u79cd\u8303\u7574\u4e4b\u5185\u3002<\/p>\n\n\n\n

2. \u7ecf\u5e38\u6027\u6536\u5165\u4e0e\u603b\u6536\u5165<\/strong><\/p>\n\n\n\n

\u6295\u8d44\u4eba\u66f4\u613f\u610f\u7ed9\u6536\u5165\u5927\u5934\u6765\u81ea\u4e8e\u4ea7\u54c1\u800c\u4e0d\u662f\u670d\u52a1\u7684\u516c\u53f8\u66f4\u9ad8\u7684\u4f30\u503c\u3002\u4e3a\u4ec0\u4e48\u5462\uff1f\u56e0\u4e3a\u670d\u52a1\u6027\u7684\u6536\u5165\u4e0d\u662f\u518d\u751f\u6027\u7684\uff0c\u800c\u4e14\u5229\u6da6\u7387\u8f83\u4f4e\uff0c\u8f83\u96be\u89c4\u6a21\u5316\u3002\u800c\u524d\u8005\u6536\u5165\u6765\u81ea\u4e8e\u8f6f\u4ef6\u9500\u552e\u4e0e\u4ea7\u54c1\u672c\u8eab\u3002<\/p>\n\n\n\n

  • \u5e74\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\uff08ARR\uff09<\/strong>\uff1a\u4e00\u9879\u8861\u91cf\u81ea\u7136\u53d1\u751f\u7684\u7ecf\u5e38\u6027\u6536\u5165\u7684\u6307\u6807\u3002\u5b83\u5e94\u8be5\u51cf\u6389\u6240\u6709\u4e00\u6b21\u6027\uff08\u975e\u7ecf\u5e38\u6027\uff09\u7684\u8d39\u7528\u4ee5\u53ca\u4e13\u4e1a\u670d\u52a1\u8d39\u7528\u3002<\/li>
  • \u5ba2\u5747\u5e74\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\uff08ARR per customer\uff09<\/strong>\uff1a\u4f60\u7684\u8fd9\u9879\u6307\u6807\u662f\u5e73\u7f13\u6216\u589e\u957f\uff1f\u5982\u679c\u4f60\u6b63\u91c7\u7528\u201c\u8ffd\u52a0\u9500\u552e\u201d\u6216\u201c\u4ea4\u53c9\u9500\u552e\u201d\u7684\u7b56\u7565\uff0c\u90a3\u4e48\u8fd9\u9879\u6307\u6807\u5e94\u8be5\u662f\u589e\u957f\u7684\uff0c\u5bf9\u516c\u53f8\u4e1a\u52a1\u6765\u8bf4\uff0c\u8fd9\u662f\u5065\u5eb7\u79ef\u6781\u7684\u4f53\u73b0\u3002<\/li>
  • \u6708\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\uff08MRR\uff09<\/strong>\uff1a\u901a\u5e38\uff0c\u4eba\u4eec\u628a\u4e00\u4e2a\u6708\u7684\u7b7e\u5355\u91d1\u989d\u4e58\u4ee512\u5f97\u5230AAR\u3002\u8fd9\u6837\u505a\u72af\u4e86\u4e24\u4e2a\u5e38\u89c1\u9519\u8bef\uff1a\u4e00\u662f\u5c06\u975e\u7ecf\u5e38\u6027\u8d39\u7528\u7ed9\u7b97\u4e86\u8fdb\u53bb\uff0c\u5176\u4e2d\u5305\u62ec\u786c\u4ef6\u3001\u8bbe\u7f6e\u3001\u5b89\u88c5\u3001\u4e13\u4e1a\u670d\u52a1\u3001\u54a8\u8be2\u534f\u8bae\u7b49\u7b49\u5185\u5bb9\uff1b\u4e8c\u662f\u9519\u8bef\u5730\u5c06\u7b7e\u5355\u91d1\u989d\u7b49\u540c\u4e8e\u6536\u5165\u3002\uff08\u53c2\u89c1\u7b2c\u4e00\u6761\uff09<\/li><\/ul>\n\n\n\n

    3. \u6bdb\u5229<\/strong><\/p>\n\n\n\n

    \u7b7e\u5355\u91d1\u989d\u7684\u589e\u957f\u81ea\u7136\u662f\u975e\u5e38\u91cd\u8981\u7684\uff0c\u4f46\u6295\u8d44\u4eba\u66f4\u60f3\u4e86\u89e3\u8fd9\u80a1\u6536\u5165\u6d41\u80fd\u6709\u591a\u5927\u7684\u76c8\u5229\u80fd\u529b\u3002\u6bdb\u5229\u5c31\u662f\u7528\u6765\u8861\u91cf\u8fd9\u4e2a\u6307\u6807\u7684\u3002<\/p>\n\n\n\n

    \u4e0d\u540c\u7684\u516c\u53f8\u6bdb\u5229\u5305\u542b\u7684\u5185\u5bb9\u4e5f\u4e0d\u5c3d\u76f8\u540c\uff0c\u4f46\u603b\u7684\u6765\u8bf4\uff0c\u6240\u6709\u4e0e\u751f\u4ea7\u3001\u7269\u6d41\u3001\u4ea7\u54c1\u652f\u6301\/\u670d\u52a1\u6709\u5173\u7684\u6210\u672c\u90fd\u5e94\u8be5\u8ba1\u5165\u5176\u4e2d\u3002<\/p>\n\n\n\n

    \u6240\u4ee5\uff0c\u4f60\u5e94\u8be5\u5bf9\u6bdb\u5229\u91cc\u9762\u5305\u542b\u4ec0\u4e48\u4e0d\u5305\u542b\u4ec0\u4e48\u505a\u5230\u5fc3\u4e2d\u6709\u6570\u3002<\/p>\n\n\n\n

    4. \u5408\u540c\u603b\u4ef7\u503c\uff08TCV\uff09\u4e0e\u5e74\u5ea6\u5408\u540c\u4ef7\u503c\uff08ACV\uff09<\/strong><\/p>\n\n\n\n

    \u5408\u540c\u603b\u4ef7\u503c\uff08Total Contract Value\uff09\uff0c\u5373\u5408\u540c\u7684\u603b\u91d1\u989d\uff0c\u5b83\u7684\u8d26\u671f\u53ef\u957f\u53ef\u77ed\u3002\u8bf7\u786e\u4fddTCV\u91cc\u9762\u5305\u62ec\u4e86\u4e00\u6b21\u6027\u6536\u8d39\u3001\u4e13\u4e1a\u670d\u52a1\u8d39\u3001\u7ecf\u5e38\u6027\u6536\u8d39\u6240\u4ea7\u751f\u7684\u6536\u76ca\u3002<\/p>\n\n\n\n

    \u5e74\u5ea6\u5408\u540c\u4ef7\u503c\uff08Annual Contract Value\uff09\uff0c\u8861\u91cf\u5408\u540c\u572812\u4e2a\u6708\u671f\u95f4\u7684\u4ef7\u503c\u3002\u5173\u4e8eACV\u8fd8\u6709\u4e00\u4e9b\u95ee\u9898\u5982\u4e0b\uff1a<\/p>\n\n\n\n

    • \u89c4\u6a21\u5982\u4f55\uff1f\u4f60\u662f\u80fd\u6bcf\u4e2a\u6708\u8d5a\u51e0\u767e\u5200\u8fd8\u662f\u80fd\u8c08\u6210\u4e00\u7b14\u5927\u5355\u5b50\uff1f\u5f53\u7136\uff0c\u8fd9\u53d6\u51b3\u4e8e\u4f60\u7684\u76ee\u6807\u5e02\u573a\u662f\u600e\u4e48\u6837\u7684\uff08\u4e2d\u5c0f\u4f01\u4e1a\u4ea6\u6216\u662f\u5927\u5ba2\u6237\uff09\u3002<\/li>
    • \u4f60\u7684ACV\u662f\u5728\u589e\u957f\u8fd8\u662f\u51cf\u5c11\uff1f<\/li><\/ul>\n\n\n\n

      \u5982\u679c\u5728\u589e\u957f\u7684\u8bdd\uff0c\u8fd9\u610f\u5473\u7740\u968f\u7740\u65f6\u95f4\u7684\u63a8\u79fb\uff0c\u5ba2\u6237\u82b1\u5728\u4f60\u7684\u4ea7\u54c1\u4e0a\u7684\u5e73\u5747\u5f00\u9500\u8d8a\u6765\u8d8a\u5927\u3002\u8fd9\u8981\u4e48\u610f\u5473\u7740\u4f60\u7684\u4ea7\u54c1\u6709\u4e86\u663e\u8457\u7684\u6539\u8fdb\uff08\u6bd4\u5982\u6dfb\u52a0\u4e86\u7279\u6027\u53ca\u529f\u80fd\uff09\u6765\u652f\u6491\u589e\u957f\uff0c\u8981\u4e48\u662f\u4f60\u521b\u9020\u5e76\u4f20\u9012\u4e86\u6bd4\u5176\u4ed6\u4eba\u66f4\u591a\u7684\u4ef7\u503c\uff08\u4e00\u76f4\u5728\u5f15\u9886\uff0c\u4ece\u672a\u88ab\u8d85\u8d8a\uff09\uff0c\u53ea\u6709\u8fd9\u6837\u7528\u6237\u4eec\u624d\u613f\u610f\u4ed8\u66f4\u591a\u7684\u94b1\u3002<\/p>\n\n\n\n

      5. \u7528\u6237\u7ec8\u751f\u4ef7\u503c\uff08Life Time Value\uff09<\/strong><\/p>\n\n\n\n

      \u7528\u6237\u7ec8\u751f\u4ef7\u503c\uff08LTV\uff09\u6307\u7684\u662f\u7528\u6237\u5728\u6574\u4e2a\u4ea7\u54c1\u4f7f\u7528\u5468\u671f\u91cc\uff0c\uff08\u672a\u6765\u6240\u6709\u65f6\u95f4\uff09\u4ea7\u751f\u4ef7\u503c\u7684\u51c0\u73b0\u503c\u3002LTV\u7684\u4e3b\u8981\u7528\u9014\u662f\u7528\u4e8e\u8861\u91cf\u7528\u6237\u7684\u957f\u671f\u4ef7\u503c\uff0c\u4ee5\u53ca\u8ba1\u7b97\u5728\u6263\u9664\u83b7\u5ba2\u6210\u672c\uff08Customer Acquisition Cost\uff09\u4e4b\u540e\u7528\u6237\u7684\u4ef7\u503c\u3002<\/p>\n\n\n\n

      \u63d0\u9192\u4e00\u4e0b\uff0c\u4ee5\u4e0b\u662fLTV\u7684\u8ba1\u7b97\u65b9\u6cd5\uff1a<\/strong><\/p>\n\n\n\n

      • \u6bcf\u4e2a\u5ba2\u6237\u6240\u5e26\u6765\u7684\u6536\u5165\uff08\u6bcf\u6708\uff09= \u5e73\u5747\u8ba2\u5355\u4ef7\u503c \u00d7 \u8ba2\u5355\u6570\u91cf\u3002<\/li>
      • \u6bcf\u4e2a\u5ba2\u6237\u7684\u8d21\u732e\u5229\u6da6\u7387\uff08\u6bcf\u6708\uff09= \u5ba2\u6237\u6240\u5e26\u6765\u7684\u6536\u5165 \u2013 \u4e0e\u5ba2\u6237\u6709\u5173\u7684\u53ef\u53d8\u6210\u672c\u3002\u53ef\u53d8\u6210\u672c\u5305\u62ec\u4e86\u9500\u552e\u3001\u884c\u653f\u7ba1\u7406\u3001\u4ee5\u53ca\u5176\u4ed6\u4e00\u4e9b\u670d\u52a1\u4e8e\u5ba2\u6237\u7684\u8fd0\u8425\u6210\u672c\u3002<\/li>
      • LTV\u8fd8\u7b49\u4e8e\uff08\u5355\u4e2a\u5ba2\u6237\u5229\u6da6\u8d21\u732e\u7387\uff09\u4e58\u4ee5\uff08\u5ba2\u6237\u5728\u4eab\u53d7\u4ea7\u54c1\u7684\u5e73\u5747\u65f6\u95f4\uff09\u3002<\/li><\/ul>\n\n\n\n

        \u8bf7\u6ce8\u610f\uff1a<\/strong>\u5982\u679c\u4f60\u53ea\u6709\u51e0\u4e2a\u6708\u7684\u6570\u636e\uff0c\u90a3\u4e48\u6700\u8c28\u614e\u7684\u8861\u91cfLTV\u7684\u65b9\u5f0f\u5c31\u662f\u6309\u7167\u622a\u6b62\u5230\u76ee\u524d\u7684\u5386\u53f2\u6570\u636e\u6765\u8fdb\u884c\u8ba1\u7b97\u3002\u4e0e\u5176\u4f60\u5728\u90a3\u513f\u778e\u731c\u5ba2\u6237\u4f7f\u7528\u4ea7\u54c1\u7684\u5e73\u5747\u65f6\u95f4\u4ee5\u53ca\u5ba2\u6237\u7559\u5b58\u7387\u7684\u66f2\u7ebf\u5230\u5e95\u662f\u4ec0\u4e48\u6837\u5b50\uff0c\u66f4\u52a0\u79d1\u5b66\u7684\u529e\u6cd5\u662f\u76f4\u63a5\u91c7\u7eb312\u4e2a\u6708\u621624\u4e2a\u6708\u7684LTV\u503c\u3002<\/p>\n\n\n\n

        \u66f4\u91cd\u8981\u7684\u7684\u662f\uff0c\u901a\u8fc7LTV\u4f60\u80fd\u63a8\u7b97\u7684\u51fa\u7528\u6237\u5bf9\u516c\u53f8\u7684\u5229\u6da6\u8d21\u732e\u7387\u662f\u591a\u5c11\uff0c\u8fdb\u4e00\u6b65\u4f60\u5c31\u80fd\u591f\u7ed9\u81ea\u5df1\u83b7\u53d6\u7528\u6237\u6210\u672c\u4e0a\u9762\u5236\u5b9a\u4e00\u4e2a\u76f8\u5bf9\u5408\u7406\u7684\u9884\u7b97\u4e0a\u9650\u3002<\/p>\n\n\n\n

        LTV\u5229\u6da6\u8d21\u732e\u7387\/\u5ba2\u6237\u83b7\u53d6\u6210\u672c\uff08CAC\uff09\u4e5f\u662f\u4e00\u4e2a\u975e\u5e38\u4e0d\u9519\u7684\u6bd4\u7387\uff0c\u5b83\u80fd\u591f\u5e2e\u4f60\u5224\u5b9a\u201c\u5ba2\u6237\u83b7\u53d6\u6210\u672c\u201d\u7684\u6295\u8d44\u56de\u6536\u671f\uff0c\u5e76\u4e14\u6709\u9488\u5bf9\u6027\u5730\u7ba1\u7406\u4f60\u7684\u5e7f\u544a\u4e0e\u5e02\u573a\u5f00\u652f\u3002<\/p>\n\n\n\n

        6. \u5546\u54c1\u4ea4\u6613\u603b\u989d\uff08GMV\uff09\u4e0e\u6536\u5165<\/strong><\/p>\n\n\n\n

        \u5728\u5e02\u573a\u4ea4\u6613\u4e2d\uff0c\u4eba\u4eec\u5f80\u5f80\u5c06\u8fd9\u4e24\u4e2a\u6982\u5ff5\u5f7c\u6b64\u66ff\u4ee3\u4f7f\u7528\u3002\u4f46\u662fGMV\u5e76\u4e0d\u7b49\u540c\u4e8e\u6536\u5165\u3002<\/p>\n\n\n\n

        GMV\u662f\u5e02\u573a\u73af\u5883\u4e2d\u6240\u6709\u5546\u54c1\u5728\u67d0\u6bb5\u65f6\u95f4\u5185\u7684\u603b\u9500\u552e\u989d\u3002\u5b83\u76f4\u89c2\u63cf\u8ff0\u4e86\u5e02\u573a\u4e0a\u7684\u4e70\u65b9\u4e00\u5171\u82b1\u4e86\u591a\u5c11\u94b1\uff0c\u6240\u4ee5\u81ea\u7136\u6700\u5148\u8fdb\u5165\u4eba\u4eec\u7684\u89c6\u91ce\u3002\u5b83\u540c\u6837\u4e5f\u80fd\u591f\u53cd\u6620\u51fa\u6765\u76ee\u524d\u8fd9\u4e2a\u5e02\u573a\u7684\u89c4\u6a21\u6709\u591a\u5927\uff0c\u4e5f\u53ef\u4ee5\u901a\u8fc7\u6700\u8fd1\u4e00\u4e2a\u6708\u6216\u4e00\u4e2a\u5b63\u5ea6\u7684\u6570\u636e\u63a8\u7b97\u5e74\u5ea6\u5e02\u573a\u89c4\u6a21\u3002<\/p>\n\n\n\n

        \u6536\u5165\u662f\u4f01\u4e1a\u7684GMV\u4e2d\u7531\u9500\u552e\u521b\u9020\u7684\u90a3\u4e00\u90e8\u5206\u3002\u8ba1\u7b97\u6536\u5165\u65f6\u8981\u628a\u5404\u79cd\u5404\u6837\u7684\u8d39\u7528\u2014\u2014\u5e02\u573a\u56e0\u4e3a\u63d0\u4f9b\u670d\u52a1\u800c\u6536\u53d6\u7684\u8d39\u7528\u5254\u9664\u6389\u3002\u8fd9\u91cc\u7684\u5178\u578b\u4f8b\u5b50\u4fbf\u662f\u57fa\u4e8e\u603b\u9500\u552e\u989d\u7684\u4ea4\u6613\u8d39\u3002\u4f46\u662f\u5e7f\u544a\u6536\u5165\u3001\u8d5e\u52a9\u5546\u6536\u5165\u7b49\u7b49\u53ef\u4ee5\u7b97\u8fdb\u6536\u5165\u91cc\u3002\u8fd9\u4e9b\u8d39\u7528\u901a\u5e38\u662f\u603b\u9500\u552e\u989d\u7684\u4e00\u90e8\u5206\u3002<\/p>\n\n\n\n

        7. \u672a\u5b9e\u73b0\u6536\u76ca\uff08\u9884\u6536\u8d26\u6b3e\uff09\u4ee5\u53ca\u5f00\u7968\u989d<\/strong><\/p>\n\n\n\n

        \u5728SaaS\u9886\u57df\uff0c\u8fd9\u662f\u4e00\u7b14\u8fd8\u6ca1\u6709\u5b9e\u73b0\u7684\u771f\u5b9e\u6536\u5165\uff0c\u662f\u6536\u5165\u771f\u5b9e\u5230\u8d26\u524d\u7684\u9636\u6bb5\u3002<\/p>\n\n\n\n

        \u5c31\u50cf\u6211\u4eec\u4e4b\u524d\u63d0\u5230\u7684\u90a3\u6837\uff0cSaaS\u516c\u53f8\u53ea\u6709\u5728\u670d\u52a1\u5f7b\u5e95\u5b8c\u6210\u7684\u60c5\u51b5\u4e0b\u624d\u80fd\u771f\u6b63\u628a\u81ea\u5df1\u7684\u6536\u5165\u505a\u8fdb\u5e10\u91cc\uff0c\u54ea\u6015\u5408\u540c\u91cc\u5305\u542b\u4e00\u5927\u7b14\u9884\u4ed8\u5934\u6b3e\u3002<\/p>\n\n\n\n

        \u5728\u5927\u591a\u6570\u60c5\u51b5\u4e0b\uff0c\u6240\u8c13\u7684\u201c\u5165\u8d26\u201d\u5c31\u662f\u5728\u8d44\u4ea7\u8d1f\u503a\u8868\u4e2d\u7684\u501f\u503a\u90e8\u5206\u91cc\u589e\u52a0\u5ef6\u9012\u6536\u5165\u3002\uff08\u56e0\u4e3a\u8d44\u4ea7\u8d1f\u503a\u8868\u5fc5\u987b\u505a\u5e73\uff0c\u56e0\u6b64\u5982\u679c\u5ba2\u6237\u4e3a\u670d\u52a1\u4ed8\u4e00\u7b14\u9884\u4ed8\u6b3e\uff0c\u90a3\u5c31\u4f1a\u51fa\u73b0\u5728\u8d44\u4ea7\u90e8\u5206\u7684\u201c\u73b0\u91d1\u201d\u91cc\u3002\u82e5\u516c\u53f8\u9884\u8ba1\u672a\u6765\u624d\u4f1a\u6536\u5230\u94b1\uff0c\u5219\u8fd9\u9879\u8ba1\u5165\u201c\u5e94\u6536\u5e10\u6b3e\u201d\u3002\uff09<\/p>\n\n\n\n

        \u5f53\u516c\u53f8\u4ece\u8f6f\u4ef6\u670d\u52a1\u4e0a\u5f00\u59cb\u83b7\u53d6\u6536\u5165\u7684\u65f6\u5019\uff0c\u501f\u503a\u90e8\u5206\u7684\u5ef6\u9012\u6536\u5165\u4e0b\u964d\uff0c\u603b\u6536\u5165\u63d0\u5347\u3002\u5982\u679c\u662f\u4e00\u6b21\u957f\u8fbe24\u4e2a\u6708\u7684\u5408\u4f5c\u9879\u76ee\uff0c\u90a3\u4e48\u6bcf\u4e2a\u6708\u9012\u5ef6\u6536\u5165\u4f1a\u4e0b\u964d1\/24\uff0c\u800c\u6536\u5165\u4f1a\u4e0a\u53471\/24\u3002<\/p>\n\n\n\n

        \u8bc4\u5224SaaS\u516c\u53f8\u7684\u6210\u957f\u6027\u5230\u5e95\u600e\u4e48\u6837\uff0c\u771f\u6b63\u6709\u6548\u7684\u529e\u6cd5\u5c31\u662f\u53bb\u770b\u5b83\u7684\u5f00\u7968\u989d\uff0c\u5b83\u662f\u6307\u5f53\u4e0b\u4e00\u4e2a\u5b63\u5ea6\u7684\u6536\u5165\u518d\u52a0\u4e0a\u201c\u9012\u5ef6\u6536\u5165\u201d\u4ece\u4e0a\u4e2a\u5b63\u5ea6\u5230\u5f53\u4e0b\u5b63\u5ea6\u7684\u53d8\u5316\u503c\u3002\u5982\u679cSaaS\u516c\u53f8\u7684\u9884\u8ba2\u91cf\u5728\u589e\u957f\uff0c\u6574\u4e2a\u5f00\u7968\u989d\u4e5f\u5c06\u589e\u957f\u3002<\/p>\n\n\n\n

        \u5f00\u7968\u989d\u662f\u4e00\u4e2a\u66f4\u52a0\u5177\u6709\u524d\u77bb\u6027\u7684\u6307\u6807\uff0c\u5b83\u80fd\u591f\u6bd4\u6536\u5165\u66f4\u52a0\u51c6\u786e\u5730\u5206\u6790\u51faSaaS\u516c\u53f8\u7684\u5065\u5eb7\u7a0b\u5ea6\u3002\u56e0\u4e3a\u6536\u5165\u5f80\u5f80\u4f4e\u4f30\u4e86\u5ba2\u6237\u6240\u5e26\u6765\u7684\u771f\u6b63\u4ef7\u503c\uff0c\u800c\u4e14\u5f88\u5bb9\u6613\u7ed9\u4eba\u5e26\u6765\u8bef\u5bfc\u6027\u3002<\/p>\n\n\n\n

        \u8fd9\u91cc\u9762\u7684\u5fae\u5999\u4e4b\u5904\u5728\u4e8e\u201c\u7ecf\u5e38\u6027\u6536\u5165\u201d\u8fd9\u4e2a\u7279\u6b8a\u6982\u5ff5\u7684\u5b58\u5728\u3002\u4e00\u4e2aSaaS\u516c\u53f8\u7684\u6536\u5165\u53ef\u4ee5\u7a33\u5b9a\u5f88\u957f\u65f6\u95f4\uff0c\u53ea\u9700\u8981\u4e0d\u65ad\u5730\u6d88\u5316\u79ef\u538b\u7684\u8ba2\u5355\u5c31\u53ef\u4ee5\u4e86\u3002\u5982\u679c\u5355\u4ece\u6536\u5165\u8fd9\u4e2a\u6307\u6807\u6765\u8bc4\u5224\u7684\u8bdd\uff0c\u5b83\u4f1a\u663e\u5f97\u6bd4\u771f\u5b9e\u60c5\u51b5\u66f4\u52a0\u5065\u5eb7\u4e00\u4e9b\uff0c\u5176\u5b9e\u4e0d\u7136\u3002<\/p>\n\n\n\n

        8. \u83b7\u5ba2\u6210\u672c\u2014\u2014\u6df7\u5408\u578bVS\u81ea\u7136\u589e\u957fVS\u4ed8\u8d39\u63a8\u5e7f<\/strong><\/p>\n\n\n\n

        \u5ba2\u6237\u83b7\u53d6\u6210\u672c\uff08CAC\uff09\u6307\u7684\u662f\u83b7\u5f97\u7528\u6237\u7684\u5168\u90e8\u6210\u672c\uff0c\u5f80\u5f80\u4ee5\u5355\u4e2a\u5ba2\u6237\u4e3a\u5355\u4f4d\u6765\u8861\u91cf\u3002\u4f46\u662f\u4e8b\u60c5\u6ca1\u90a3\u4e48\u7b80\u5355\uff0c\u56e0\u4e3aCAC\u62e5\u6709\u5404\u79cd\u4e0d\u540c\u7684\u6982\u5ff5\u548c\u8868\u73b0\u5f62\u5f0f\u3002<\/p>\n\n\n\n

        \u4eba\u4eec\u5f80\u5f80\u5728CAC\u4e0a\u4ea7\u751f\u7684\u7b2c\u4e00\u4e2a\u9519\u8bef\u8ba4\u8bc6\u5c31\u662f\uff1a\u4eba\u4eec\u90fd\u6ca1\u6709\u5c06\u4e2d\u4ecb\u8d39\u3001\u6298\u6263\u7b49\u8d39\u7528\u7ed9\u7eb3\u5165\u8fdb\u53bb\u3002\u53e6\u5916\u4e00\u4e2a\u5e38\u89c1\u7684\u95ee\u9898\u662f\u5f80\u5f80\u5c06CAC\u770b\u6210\u4e00\u79cd\u6df7\u5408\u578b\u7684\u6210\u672c\uff08\u5c06\u81ea\u7136\u589e\u957f\u7684\u7528\u6237\u4e5f\u7b97\u4e86\u8fdb\u53bb\uff09\u800c\u4e0d\u662f\u201c\u4ed8\u8d39\u63a8\u5e7f\u201d\u7684\u5355\u72ec\u6210\u672c\u3002<\/p>\n\n\n\n

        \u8fd9\u5e76\u4e0d\u662f\u8bf4\u6df7\u5408\u578bCAC\uff08\u603b\u83b7\u53d6\u6210\u672c\uff0f\u603b\u65b0\u589e\u7528\u6237\u6570\uff09\u5c31\u662f\u9519\u7684\u3002\u5b83\u53ea\u662f\u6ca1\u6709\u5f88\u597d\u5730\u663e\u793a\u4f60\u7684\u82b1\u94b1\u505a\u7684\u8425\u9500\u63a8\u5e7f\u6d3b\u52a8\u662f\u5426\u771f\u6b63\u8d77\u5230\u4f5c\u7528\uff0c\u4ee5\u53ca\u662f\u5426\u80fd\u5e26\u6765\u5229\u6da6\u3002<\/p>\n\n\n\n

        \u8fd9\u5c31\u662f\u4e3a\u4ec0\u4e48\u6295\u8d44\u4eba\u5c06\u201c\u5df2\u652f\u4ed8\u8425\u9500\u9884\u7b97\u4e0b\u7684CAC\u201d\uff08\u603b\u83b7\u53d6\u6210\u672c\uff0f\u901a\u8fc7\u4ed8\u8d39\u8425\u9500\u800c\u83b7\u53d6\u7684\u65b0\u589e\u7528\u6237\uff09\u770b\u505a\u662f\u4e00\u4e2a\u66f4\u52a0\u91cd\u8981\u7684\u6307\u6807\u3002\u5b83\u53cd\u6620\u4e86\u4e00\u5bb6\u516c\u53f8\u662f\u5426\u80fd\u591f\u901a\u8fc7\u89c4\u6a21\u6548\u5e94\u800c\u589e\u52a0\u7528\u6237\u83b7\u53d6\u65f6\u7684\u5229\u6da6\u7387\u3002<\/p>\n\n\n\n

        \u867d\u7136\u6709\u4eba\u4f1a\u8bf4\uff0c\u5728\u67d0\u4e9b\u60c5\u51b5\u4e0b\uff0c\u4ed8\u8d39\u63a8\u5e7f\u5bf9\u81ea\u7136\u589e\u957f\u4e5f\u6709\u5e2e\u52a9\uff0c\u4f46\u8981\u8bc1\u660e\u8fd9\u70b9\uff0c\u5c31\u5fc5\u987b\u52a0\u5927\u6df7\u5408\u578bCAC\u7684\u6295\u5165\u529b\u5ea6\u3002<\/p>\n\n\n\n

        \u5f88\u591a\u6295\u8d44\u4eba\u5e0c\u671b\u770b\u5230\u81ea\u7136\u589e\u957f\u548c\u4ed8\u8d39\u63a8\u5e7f\u53cc\u4e30\u6536\uff0c\u4f46\u662f\u6211\u4eec\u8fd8\u662f\u5e94\u8be5\u5c06\u6df7\u5408\u578bCAC\u5206\u6210\u201c\u4ed8\u8d39\u201d\u548c\u201c\u514d\u8d39\u201d\u4e24\u79cd\u3002\u6211\u4eec\u8fd8\u5e94\u8be5\u6309\u7167\u83b7\u53d6\u6e20\u9053\u5bf9\u7528\u6237\u8fdb\u884c\u5206\u7c7b\u89c2\u5bdf\u3002<\/p>\n\n\n\n

        \u6253\u4e2a\u6bd4\u65b9\uff0c\u901a\u8fc7Facebook\u83b7\u53d6\u7528\u6237\u5927\u6982\u9700\u8981\u82b1\u591a\u5c11\u6210\u672c\uff1f<\/strong><\/p>\n\n\n\n

        \u4ee4\u4eba\u5403\u60ca\u7684\u662f\uff0c\u5f80\u5f80\u8fd9\u6837\u7684\u6210\u672c\u4f1a\u968f\u7740\u516c\u53f8\u5c1d\u8bd5\u63a5\u89e6\u5230\u66f4\u5e7f\u6cdb\u7684\u4eba\u7fa4\u800c\u4e0a\u5347\u3002<\/p>\n\n\n\n

        \u5982\u679c\u4f60\u83b7\u5f97\u4f60\u7b2c\u4e00\u6279\u4e00\u5343\u4e2a\u7528\u6237\u53ea\u662f\u82b1\u4e86\u4e00\u7f8e\u91d1\u7684\u8bdd\uff0c\u90a3\u4e48\u8981\u83b7\u5f97\u63a5\u4e0b\u6765\u4e00\u4e07\u540d\u7528\u6237\u7684\u6210\u672c\u662f\u4e24\u7f8e\u91d1\uff0c\u83b7\u5f97\u63a5\u4e0b\u6765\u5341\u4e07\u540d\u7528\u6237\u7684\u6210\u672c\u662f\u4e94\u7f8e\u91d1\u5230\u5341\u7f8e\u91d1\u3002\u6240\u4ee5\u8fd9\u4e5f\u662f\u4e3a\u4ec0\u4e48\u4f60\u5fc5\u987b\u5206\u6790\u80fd\u901a\u8fc7\u6bcf\u4e2a\u6e20\u9053\u4f1a\u83b7\u53d6\u591a\u5c11\u6f5c\u5728\u7528\u6237\u7684\u91cd\u8981\u539f\u56e0\u3002<\/p>\n\n\n\n

        \u4ea7\u54c1\u548c\u4e92\u52a8\u6307\u6807<\/strong><\/h2>\n\n\n\n

        9. \u6d3b\u8dc3\u7528\u6237\u6570<\/strong><\/p>\n\n\n\n

        \u4e0d\u540c\u7684\u516c\u53f8\u5bf9\u201c\u6d3b\u8dc3\u201d\u8fd9\u4e2a\u8bcd\u7684\u5b9a\u4e49\u90fd\u4e0d\u592a\u76f8\u540c\u3002\u6709\u4e9b\u56fe\u8868\u751a\u81f3\u90fd\u6ca1\u6709\u7ed9\u51fa\u201c\u6d3b\u8dc3\u201d\u7684\u51c6\u786e\u5b9a\u4e49\uff0c\u8981\u4e48\u5c31\u662f\u9519\u8bef\u5730\u5728\u201c\u6d3b\u8dc3\u7528\u6237\u201d\u7684\u6982\u5ff5\u91cc\u9762\u5939\u6742\u4e86\u5176\u4ed6\u5185\u5bb9\uff1a\u6bd4\u5982\u4f60\u5728\u7edf\u8ba1\u201c\u6d3b\u8dc3\u7528\u6237\u201d\u65f6\u5305\u542b\u4e86\u592a\u591a\u9996\u6b21\u4f7f\u7528\u4f60\u4ea7\u54c1\u7528\u6237\uff0c\u4ee5\u53ca\u4ec5\u4ec5\u7528\u4e86\u4e00\u6b21\u4f60\u7684\u4ea7\u54c1\u4fbf\u8d70\u4eba\u7684\u7528\u6237\u3002<\/p>\n\n\n\n

        \u8bf7\u5bf9\u201c\u6d3b\u8dc3\u201d\u505a\u51fa\u51c6\u786e\u7684\u5b9a\u4e49\u3002<\/p>\n\n\n\n

        10. \u6708\u5ea6\u73af\u6bd4\u589e\u957f<\/strong><\/p>\n\n\n\n

        \u901a\u5e38\u6765\u8bf4\uff0c\u8fd9\u4e2a\u6307\u6807\u7528\u5e73\u5747\u6bcf\u6708\u7684\u589e\u957f\u7387\u6765\u5bf9\u6bd4\u3002\u4f46\u5c24\u5176\u662f\u5bf9\u4e8e\u7535\u5546\u5e73\u53f0\u7c7b\u9879\u76ee\uff0c\u6295\u8d44\u4eba\u5f80\u5f80\u4f1a\u7528CMGR\uff08\u6708\u5ea6\u590d\u5408\u589e\u957f\u7387\uff09\u6765\u8bc4\u5224\u516c\u53f8\u7684\u5468\u671f\u6027\u589e\u957f\u3002<\/p>\n\n\n\n

        \u6708\u5ea6\u590d\u5408\u589e\u957f\u7387\uff08CMGR\uff09=\uff08\u6700\u8fd1\u4e00\u4e2a\u6708\u7684\u6570\u636e\uff0f\u7b2c\u4e00\u4e2a\u6708\u7684\u6570\u636e\uff09^\uff081\uff0f\u6708\u4efd\u6570)\uff0d1\u3002<\/p>\n\n\n\n

        \u6709\u4e86\u8fd9\u4e2a\u6307\u6807\uff0c\u4e5f\u65b9\u4fbf\u4f60\u5c06\u81ea\u5df1\u7684\u516c\u53f8\u6a2a\u5411\u8ddf\u5176\u4ed6\u516c\u53f8\u8fdb\u884c\u5bf9\uff0c\u5426\u5219\u7531\u4e8e\u521b\u4e1a\u516c\u53f8\u60c5\u51b5\u53d8\u5316\u592a\u5feb\u7b49\u539f\u56e0\uff0c\u8fd9\u6837\u7684\u5bf9\u6bd4\u4f1a\u975e\u5e38\u56f0\u96be\u3002\u5bf9\u4e8e\u4e00\u4e2a\u6210\u957f\u671f\u7684\u516c\u53f8\u800c\u8a00\uff0c\u7528\u6708\u5ea6\u590d\u5408\u589e\u957f\u7387\u6765\u8ba1\u7b97\u51fa\u7684\u7ed3\u679c\uff0c\u4f1a\u6bd4\u5355\u7eaf\u4f7f\u7528\u5e73\u5747\u6570\u7684\u7ed3\u679c\u8981\u5c0f\u4e00\u4e9b\u3002<\/p>\n\n\n\n

        11. \u6d41\u5931\u7387\uff08Churn\uff09<\/strong><\/p>\n\n\n\n

        \u4f01\u4e1a\u5728\u7ecf\u8425\u8fc7\u7a0b\u4e2d\uff0c\u6709\u5404\u79cd\u5404\u6837\u7684\u6d41\u5931\u548c\u635f\u8017\u3002\u6709\u73b0\u91d1\u4e0a\u7684\u6d41\u5931\u3001\u4e5f\u6709\u5ba2\u6237\u7684\u6d41\u5931\u548c\u51c0\u8d44\u4ea7\u7684\u6d41\u5931\u3002\u6bcf\u5bb6\u516c\u53f8\u5bf9\u4e8e\u8fd9\u4e9b\u6982\u5ff5\u4e0a\u90fd\u6709\u7740\u4e0d\u4e00\u6837\u7684\u8ba1\u7b97\u65b9\u6cd5\u3002\u5c31\u6bd4\u5982\u6709\u4e00\u4e9b\u516c\u53f8\u4f1a\u5c06\u5b83\u653e\u5728\u5e74\u5ea6\u6536\u5165\u57fa\u7840\u4e0a\u8fdb\u884c\u6d4b\u7b97\uff0c\u6d41\u5931\u7387\u4e2d\u5e76\u6ca1\u6709\u5254\u9664\u8ffd\u52a0\u9500\u552e\u7684\u5f71\u54cd\u3002<\/p>\n\n\n\n

        \u6295\u8d44\u4eba\u4e00\u822c\u4f1a\u8fd9\u4e48\u770b\uff1a<\/p>\n\n\n\n

        • \u5355\u4f4d\u6708\u6d41\u5931\u7387\uff1a\u6d41\u5931\u7684\u987e\u5ba2\/\u4e0a\u4e2a\u6708\u7684\u987e\u5ba2\u603b\u6570<\/li>
        • \u6279\u6b21\u7559\u5b58\u7387\uff1a\u5c06\u7b2c\u4e00\u4e2a\u6708\u7684\u6570\u636e\u4f5c\u4e3a\u5206\u6bcd\uff0c\u5c06\u6700\u8fd1\u4e00\u4e2a\u6708\u7684\u6d3b\u8dc3\u7528\u6237\u6570\u4f5c\u4e3a\u5206\u5b50\u3002<\/li><\/ul>\n\n\n\n

          \u5f53\u7136\uff0c\u8fd9\u91cc\u9762\u4e5f\u6709\u5fc5\u8981\u533a\u5206\u51fa\u6765\u4ec0\u4e48\u662f\u201c\u603b\u6d41\u5931\u7387\u201d\u548c\u201c\u51c0\u6d41\u5931\u7387\u201d\u3002<\/p>\n\n\n\n

          • \u603b\u6d41\u5931\u7387\uff1a\u5728\u6307\u5b9a\u7684\u67d0\u4e2a\u6708\u5185\u6240\u53d1\u751f\u7684\u201c\u6708\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\uff08MRR\uff09\u7684\u635f\u5931\u201d\/\u8be5\u6708\u6708\u521d\u6240\u4fdd\u6301\u7684\u201c\u6708\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\u201d<\/li>
          • \u51c0\u6d41\u5931\u7387\uff1a\u5728\u6307\u5b9a\u7684\u67d0\u4e2a\u6708\u5185\u6240\u53d1\u751f\u7684\u201c\u6708\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\u7684\u635f\u5931\u201d\u2013\u8ffd\u52a0\u9500\u552e\u6240\u5e26\u6765\u7684\u7ecf\u5e38\u6027\u6536\u5165\/\/\u8be5\u6708\u6708\u521d\u6240\u4fdd\u6301\u7684\u201c\u6708\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\u201d<\/li><\/ul>\n\n\n\n

            \u8fd9\u4e24\u8005\u662f\u6709\u6781\u5927\u7684\u533a\u522b\u7684\u3002\u524d\u8005\u201c\u603b\u6d41\u5931\u7387\u201d\u8868\u793a\u7684\u662f\u5546\u4e1a\u6240\u906d\u53d7\u7684\u5b9e\u9645\u6d41\u5931\u7387\uff0c\u800c\u4f4e\u4f30\u4e86\u51c0\u6536\u5165\u6d41\u5931\u7387\u771f\u5b9e\u6c34\u5e73\uff0c\uff08\u56e0\u4e3a\u5b83\u628a\u201c\u8ffd\u52a0\u9500\u552e\u201d\u7684\u5f71\u54cd\u7ed9\u7b97\u8fdb\u53bb\u4e86\uff0c\u201c\u8ffd\u52a0\u9500\u552e\u201d\u548c\u201c\u7edd\u5bf9\u6d41\u5931\u91cf\u201d\u7ed9\u6df7\u5728\u4e00\u8d77\u4e86\u3002\uff09<\/p>\n\n\n\n

            12. \u70e7\u94b1\u901f\u7387\uff08Burn Rate\uff09<\/strong><\/p>\n\n\n\n

            \u70e7\u94b1\u901f\u7387\u6307\u516c\u53f8\u73b0\u91d1\u91cf\u4e0b\u964d\u7684\u901f\u7387\u3002\u77e5\u9053\u8fd9\u4e2a\u6307\u6807\u5f88\u91cd\u8981\u3002\u5f88\u591a\u521d\u521b\u516c\u53f8\u5012\u6389\uff0c\u82b1\u5149\u4e86\u73b0\u91d1\uff0c\u4e5f\u6ca1\u6709\u8db3\u591f\u7684\u65f6\u95f4\u524a\u51cf\u5f00\u652f\u6216\u662f\u8ba9\u4ed6\u4eec\u518d\u53bb\u5916\u9762\u878d\u8d44\u4e86\u3002\u4e0b\u9762\u662f\u4e00\u79cd\u7b80\u5355\u7684\u8ba1\u7b97\u65b9\u6cd5\uff1a<\/p>\n\n\n\n

            • \u6708\u5ea6\u70e7\u94b1\u91cf=\uff08\u5e74\u521d\u7684\u73b0\u91d1\u91cf\uff0d\u5e74\u672b\u7684\u73b0\u91d1\u91cf\uff09\uff0f12\u3002<\/li><\/ul>\n\n\n\n

              \u8fd9\u5176\u4e2d\u4e5f\u6709\u201c\u51c0\u70e7\u94b1\u91cf\u201d\u548c\u201c\u603b\u70e7\u94b1\u91cf\u201d\u4e24\u4e2a\u6982\u5ff5\u7684\u533a\u522b\u3002<\/p>\n\n\n\n

              • \u201c\u51c0\u70e7\u94b1\u91cf\u201d\u6307\u7684\u662f\uff1a\u6536\u5165\uff08\u5176\u4e2d\u5305\u62ec\u4e86\u6240\u6709\u4f60\u6709\u53ef\u80fd\u4ece\u5916\u754c\u5f97\u5230\u7684\u8d44\u91d1\uff09-\u603b\u70e7\u94b1\u91cf\u3002\u8fd9\u80fd\u771f\u6b63\u770b\u51fa\u4f60\u7684\u516c\u53f8\u6bcf\u4e2a\u6708\u5728\u70e7\u591a\u5c11\u94b1\u3002<\/li>
              • \u800c\u201c\u603b\u70e7\u94b1\u91cf\u201d\u53ea\u662f\u770b\u4f60\u6bcf\u4e2a\u6708\u7684\u5f00\u9500\u52a0\u4e0a\u522b\u7684\u73b0\u91d1\u5f00\u652f\u3002<\/li><\/ul>\n\n\n\n

                \u6295\u8d44\u4eba\u5f80\u5f80\u4f1a\u5173\u6ce8\u201c\u51c0\u70e7\u94b1\u91cf\u201d\uff0c\u56e0\u4e3a\u901a\u8fc7\u8fd9\u4e2a\u6307\u6807\u80fd\u770b\u51fa\u8d26\u4e0a\u7684\u94b1\u8fd8\u80fd\u652f\u6301\u4f60\u516c\u53f8\u8fd0\u8425\u591a\u4e45\u3002\u4f46\u4ed6\u4eec\u4e5f\u5f88\u6e05\u695a\uff0c\u968f\u7740\u4f60\u6536\u5165\u548c\u652f\u51fa\u7684\u53d8\u5316\uff0c\u70e7\u94b1\u901f\u7387\u4e5f\u4f1a\u6539\u53d8\u3002<\/p>\n\n\n\n

                13. \u4e0b\u8f7d\u91cf<\/strong><\/p>\n\n\n\n

                \u4e0b\u8f7d\u91cf\u8fd9\u4e2a\u6307\u6807\u771f\u7684\u5f88\u865a\u3002<\/p>\n\n\n\n

                \u6295\u8d44\u4eba\u5e0c\u671b\u770b\u5230\u90a3\u4e9b\u771f\u6b63\u5bf9\u5546\u4e1a\u8fd0\u4f5c\u6709\u610f\u4e49\u7684\u4e1c\u897f\uff0c\u6bd4\u5982\u7528\u6237\u7684\u53c2\u4e0e\u7a0b\u5ea6\u548c\u7528\u6237\u7559\u5b58\u2014\u2014\u4e3e\u4f8b\u6765\u8bf4\uff0c\u5c31\u662f\u65e5\u6d3b\u7528\u6237\u6570\u3001\u6708\u6d3b\u7528\u6237\u6570\u3001\u7167\u7247\u5206\u4eab\u6b21\u6570\u3001\u7167\u7247\u6d4f\u89c8\u6b21\u6570\u7b49\u7b49\u3002<\/p>\n\n\n\n

                14. \u7d2f\u79ef\u56fe\u4e0e\u589e\u957f\u56fe<\/strong><\/p>\n\n\n\n

                \u7d2f\u79ef\u6570\u636e\u5f80\u5f80\u4f1a\u968f\u7740\u65f6\u95f4\u7684\u63a8\u79fb\uff0c\u66f2\u7ebf\u4e00\u76f4\u5411\u53f3\u4e0a\u89d2\u4e0a\u626c\uff0c\u5c31\u7b97\u662f\u516c\u53f8\u7684\u4e1a\u52a1\u6b63\u5728\u840e\u7f29\uff0c\u5b83\u4e5f\u4f1a\u5448\u73b0\u8fd9\u6837\u7684\u6001\u52bf\u3002\u6240\u4ee5\u5b83\u5728\u8bc4\u5224\u4e00\u5bb6\u516c\u53f8\u7684\u5065\u5eb7\u7a0b\u5ea6\u4e0a\u5e76\u6ca1\u6709\u4ec0\u4e48\u4f5c\u7528\u3002<\/p>\n\n\n\n

                \u6295\u8d44\u4eba\u5f80\u5f80\u66f4\u613f\u610f\u7528\u6708\u5ea6GMV(\u603b\u9500\u552e\u989d)\u3001\u6708\u5ea6\u6536\u5165\u6216\u8005\u6708\u5ea6\u65b0\u589e\u7528\u6237\u8fd9\u4e9b\u6307\u6807\u6765\u8861\u91cf\u65e9\u671f\u521b\u4e1a\u516c\u53f8\u7684\u4e1a\u52a1\u589e\u957f\u3002\u5b63\u5ea6\u6027\u7684\u6307\u6807\u4e00\u822c\u7528\u4e8e\u504f\u540e\u671f\u7684\u516c\u53f8\uff0c\u6216\u8005\u7528\u4e8e\u6708\u5ea6\u6ce2\u52a8\u6bd4\u8f83\u5927\u7684\u4e1a\u52a1\u8861\u91cf\u4e0a\u3002<\/p>\n\n\n\n

                15. \u56fe\u8868\u5c0f\u82b1\u62db<\/strong><\/p>\n\n\n\n

                \u6709\u5f88\u591a\u5236\u56fe\u5c0f\u82b1\u62db\uff0c\u4e00\u4e9b\u5e38\u89c1\u7684\u505a\u6cd5\u6709\uff1a\u4e0d\u660e\u786e\u6807\u6ce8Y\u8f74\u542b\u4e49\uff1b\u5c06\u57fa\u7840\u6570\u5b57\u53d8\u5c0f\uff0c\u7136\u540e\u5938\u5927\u589e\u957f\u7387\uff1b\u4e0d\u7ed9\u51fa\u7edd\u5bf9\u6570\u5b57\uff0c\u53ea\u662f\u5c55\u73b0\u767e\u5206\u6bd4\u3002<\/p>\n\n\n\n

                \u6700\u540e\u4e00\u6761\u6781\u5176\u5bb9\u6613\u8bef\u5bfc\u522b\u4eba\uff0c\u56e0\u4e3a\u5982\u679c\u4f60\u7684\u57fa\u7840\u6570\u5b57\u5f88\u5c0f\uff0c\u767e\u5206\u6bd4\u542c\u4e0a\u53bb\u4f1a\u7ed9\u4eba\u5e26\u6765\u66f4\u6df1\u523b\u7684\u5370\u8c61\uff0c\u4f46\u662f\u5b83\u5e76\u4e0d\u80fd\u8bf4\u660e\u516c\u53f8\u5728\u672a\u6765\u53d1\u5c55\u7684\u8d70\u5411\u3002<\/p>\n\n\n\n

                \"\"<\/figure>\n\n\n\n

                16. \u6307\u6807\u7684\u8f7b\u91cd\u4e3b\u6b21<\/strong><\/p>\n\n\n\n

                \u8bf4\u7ed9\u522b\u4eba\u542c\u7684\u65f6\u5019\uff0c\u4f60\u53ef\u4ee5\u6309\u7167\u81ea\u5df1\u7684\u60f3\u6cd5\u6765\u51b3\u5b9a\u8fd9\u4e9b\u6307\u6807\u51fa\u573a\u7684\u5148\u540e\u987a\u5e8f\u3002<\/p>\n\n\n\n

                \u4e00\u822c\u6765\u8bf4\uff0c\u9996\u6b21\u8bc4\u4f30\u516c\u53f8\u65f6\uff0c\u6295\u8d44\u4eba\u5f80\u5f80\u4f1a\u770bGMV\u3001\u6536\u5165\u4ee5\u53ca\u7b7e\u5355\u91cf\u3002\u56e0\u4e3a\u5b83\u4eec\u90fd\u80fd\u591f\u53cd\u6620\u516c\u53f8\u6574\u4f53\u89c4\u6a21\u3002<\/p>\n\n\n\n

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