{"id":52997,"date":"2021-12-15T16:09:15","date_gmt":"2021-12-15T08:09:15","guid":{"rendered":"https:\/\/www.growthhk.cn\/?p=52997"},"modified":"2021-12-15T16:09:20","modified_gmt":"2021-12-15T08:09:20","slug":"7000%e5%ad%97%e5%ae%9e%e6%88%98%e6%a1%88%e4%be%8b%ef%bc%8c%e8%ae%b2%e9%80%8fsaas%e4%ba%a7%e5%93%81%e6%8c%87%e6%a0%87","status":"publish","type":"post","link":"https:\/\/www.growthhk.cn\/cgo\/product\/52997.html","title":{"rendered":"7000\u5b57\u5b9e\u6218\u6848\u4f8b\uff0c\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807"},"content":{"rendered":"\n<p>\u4f20\u8bf4\u7ea7\u7684\u4ea7\u54c1\u5927\u4f6c\u4f3c\u4e4e\u770b\u8d77\u6765\u90fd\u4e0d\u600e\u4e48\u4f9d\u8d56\u6570\u636e\u51b3\u7b56\uff0c\u53cd\u800c\u597d\u50cf\u66f4\u591a\u4f9d\u8d56\u76f4\u89c9\u3002<strong>\u76f4\u89c9\u548c\u6570\u636e\u6709\u65f6\u5c31\u50cf\u4e00\u4e2a\u8df7\u8df7\u677f\u7684\u4e24\u7aef<\/strong>\uff0c\u4f9d\u8d56\u76f4\u89c9\u7684\u4ea7\u54c1\u7ecf\u7406\u4e3b\u89c2\u6027\u66f4\u9ad8\u3001\u4f9d\u8d56\u6570\u636e\u7684\u5219\u5ba2\u89c2\u6027\u66f4\u9ad8\u3002<\/p>\n\n\n\n<p>\u4f46\u4e8b\u5b9e\u771f\u7684\u662f\u8fd9\u6837\u5417\uff1f<\/p>\n\n\n\n<figure 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class=\"wp-block-heading\"><strong>02&nbsp;<\/strong><strong>SaaS\u7684\u4ea7\u54c1\u6307\u6807<\/strong><\/h2>\n\n\n\n<p>\u76f8\u8f83\u4e8e\u4f20\u7edf\u8f6f\u4ef6\u4e70\u65ad\u5f0f\u7684\u552e\u5356\u65b9\u5f0f\uff0cSaaS\u4ea7\u54c1\u662f\u6309\u6708\/\u6309\u5e74\u7b49\u8ba2\u9605\u5f0f\u7684\u51fa\u552e\u65b9\u5f0f\uff0c\u8fd9\u662f\u56e0\u4e3a\u5176\u7406\u5ff5\u7684\u7a81\u7834\u70b9\u5c31\u5728\u4e8e\uff1a<strong>\u8f6f\u4ef6\u4e0d\u662f\u4e00\u6b21\u6027\u4ea4\u4ed8\u7684\u4ea7\u54c1\uff0c\u800c\u662f\u4e00\u79cd\u957f\u671f\u63d0\u4f9b\u7684\u670d\u52a1\u3002<\/strong><\/p>\n\n\n\n<p>\u7531\u8fd9\u6837\u7684\u8ba2\u9605\u65b9\u5f0f\u6211\u4eec\u53ef\u4ee5\u770b\u51fa\uff0c\u5ba2\u6237\u5728\u521d\u6b21\u8d2d\u4e70\u5230\u671f\u540e\uff0c\u5982\u679c\u4ea7\u54c1\u4e0d\u6ee1\u610f\uff0c\u5219\u5f88\u6709\u53ef\u80fd\u76f4\u63a5\u6d41\u5931\u6389\u3002\u90a3\u4e48\uff0c<strong>\u8861\u91cf\u5ba2\u6237\u662f\u5426\u6ee1\u610f<\/strong>\uff0c\u5219\u662f\u4e00\u4e2a\u975e\u5e38\u5173\u952e\u7684\u6307\u6807\u3002<\/p>\n\n\n\n<p>\u8fd9\u91cc\uff0c\u6211\u4eec\u5c06\u4ea7\u54c1\u6307\u6807\u5206\u4e3a<strong>\u8fc7\u7a0b\uff08\u9886\u5148\uff09\u6307\u6807<\/strong>\u548c<strong>\u7ed3\u679c\uff08\u6ede\u540e\uff09\u6307\u6807<\/strong>2\u5927\u7c7b\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2021\/12\/SrXAVeS32aVWx3.png\" alt=\"\u6536\u85cf\uff017000\u5b57\u5b9e\u6218\u6848\u4f8b\uff0c\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807\"\/><\/figure>\n\n\n\n<ul class=\"wp-block-list\"><li>\u8fc7\u7a0b\u6307\u6807\u662f\u5728\u4e8b\u7269\u884c\u8fdb\u8fc7\u7a0b\u4e2d\u7684\u6307\u6807\uff0c\u662f\u4e00\u79cd\u8f93\u5165\u578b\u6307\u6807\uff0c\u5173\u6ce8\u884c\u52a8\u548c\u8fc7\u7a0b\uff0c\u5bb9\u6613\u6539\u53d8\u4f46\u96be\u4ee5\u8861\u91cf\uff1b<\/li><li>\u7ed3\u679c\u6307\u6807\u662f\u4e8b\u7269\u53d1\u751f\u7ed3\u675f\u4e4b\u540e\u7684\u6307\u6807\uff0c\u662f\u4e00\u79cd\u8f93\u51fa\u578b\u6307\u6807\uff0c\u5173\u6ce8\u7ed3\u679c\uff0c\u5bb9\u6613\u8861\u91cf\u4f46\u96be\u4ee5\u6539\u53d8<\/li><\/ul>\n\n\n\n<p><strong>\u8fc7\u7a0b\u6307\u6807<\/strong><\/p>\n\n\n\n<p>\u7ed3\u679c\u6307\u6807\u5f88\u597d\u7406\u89e3\uff0c\u4f8b\u5982\u8ba2\u9605\u5230\u671f\u540e\u7528\u6237\u662f\u5426\u613f\u610f\u7eed\u8d39\u8fd8\u662f\u76f4\u63a5\u6d41\u5931\uff0c\u8fd9\u5c31\u662f\u4e00\u4e2a\u5f88\u660e\u663e\u7684\u7ed3\u679c\u3002\u90a3\u4e3a\u4ec0\u4e48\u8fd8\u8981\u8fc7\u7a0b\u6307\u6807\u5462\uff1f<\/p>\n\n\n\n<p>\u8fd9\u662f\u56e0\u4e3a\u5982\u679c\u6211\u4eec\u7b49\u5230\u7528\u6237\u8ba2\u9605\u5230\u671f\u540e\u518d\u53bb\u770b\u7559\u5b58\u7684\u8bdd\uff0c\u5ba2\u6237\u53ef\u80fd\u5df2\u7ecf\u90fd\u6d41\u5931\u4e86\uff0c\u6211\u4eec\u4e5f\u9519\u8fc7\u4e86\u6700\u597d\u7684\u6539\u8fdb\u65f6\u673a\u3002\u56e0\u6b64\uff0c\u5236\u5b9a\u9886\u5148\u6307\u6807\u80fd\u591f\u5e2e\u52a9\u6211\u4eec\u5728\u7528\u6237\u4f7f\u7528\u671f\u95f4\u5c31<strong>\u63d0\u524d\u9884\u6d4b\u7559\u5b58\u548c\u6d41\u5931\u60c5\u51b5\uff0c\u5e76\u901a\u8fc7\u7b56\u7565\u53ca\u65f6\u633d\u56de\u3002<\/strong><\/p>\n\n\n\n<p>\u8fd9\u91cc\uff0c\u6211\u4eec\u4ecb\u7ecd\u4e00\u79cd\u5ba2\u6237\u7559\u5b58\u60c5\u51b5\u7684\u9886\u5148\u6307\u6807\u6846\u67b6\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2021\/12\/SrXAWpX5pxnn1d.jpg\" alt=\"\u6536\u85cf\uff017000\u5b57\u5b9e\u6218\u6848\u4f8b\uff0c\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807\"\/><\/figure>\n\n\n\n<p>\uff08\u56fe\u6e90\u89c1\u6c34\u5370\uff09<\/p>\n\n\n\n<p>\u4e3e\u4e2a\u4f8b\u5b50\uff1a\u82e550%\u7684\u5ba2\u6237\u57281\u4e2a\u6708\u5185\u5b8c\u6210\u4e86\u6253\u8003\u52e4\uff0c\u5219\u8fbe\u5230\u4e86\u5ba2\u6237\u7559\u5b58\u7387\u7684\u9886\u5148\u6307\u6807\u3002\u5f53\u7136\uff0c\u8fd9\u91cc\u7684\u5ba2\u6237\u767e\u5206\u6bd4\u3001\u65f6\u95f4\u533a\u95f4\u548c\u4e8b\u4ef6\u90fd\u9700\u8981\u6839\u636e\u7cfb\u7edf\u6240\u4f20\u9012\u7684\u6838\u5fc3\u4ef7\u503c\u6765\u8fdb\u884c\u786e\u5b9a\u548c\u4e0d\u65ad\u8c03\u6574\uff0c\u5177\u4f53\u6848\u4f8b\u53ef\u4ee5\u53c2\u8003\u7b2c\u56db\u90e8\u5206\u5317\u6781\u661f\u6307\u6807\u7684\u5236\u5b9a\u3002<\/p>\n\n\n\n<p><strong>\u7ed3\u679c\u6307\u6807<\/strong><\/p>\n\n\n\n<p>\u5e38\u89c1\u7684\u4ea7\u54c1\u7ed3\u679c\u6307\u6807\u5305\u542b<strong>\u5ba2\u6237\u751f\u547d\u5468\u671f\u3001\u7559\u5b58\u7387\u3001\u6d41\u5931\u7387\u3001\u51c0\u63a8\u8350\u503c<\/strong>\uff0c\u5177\u4f53\u89c1\u4e0b\u8868\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2021\/12\/SrXAWujBdxS5Dy.jpg\" alt=\"\u6536\u85cf\uff017000\u5b57\u5b9e\u6218\u6848\u4f8b\uff0c\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807\"\/><\/figure>\n\n\n\n<p>\u5ba2\u6237\u751f\u547d\u5468\u671fLT<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aLifeTime<\/p>\n\n\n\n<p>\u6307\u6807\u610f\u4e49\uff1a\u6307\u4ece\u4f01\u4e1a\u4e0e\u5ba2\u6237\u5efa\u7acb\u4e1a\u52a1\u5173\u7cfb\u5230\u5b8c\u5168\u7ec8\u6b62\u5173\u7cfb\u7684\u5168\u8fc7\u7a0b<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=1\/\u5ba2\u6237\u6d41\u5931\u7387<\/p>\n\n\n\n<p>\u884c\u4e1a\u53c2\u8003\u6807\u51c6\uff1a\u4e0d\u540c\u884c\u4e1a\u5dee\u5f02\u6027\u8f83\u5927<\/p>\n\n\n\n<p><strong>\u7559\u5b58\u7387<\/strong><\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aRetention rate<\/p>\n\n\n\n<p>\u6307\u6807\u610f\u4e49\uff1a\u6307\u4ece\u4f01\u4e1a\u4e0e\u5ba2\u6237\u5efa\u7acb\u4e1a\u52a1\u5173\u7cfb\u5230\u5b8c\u5168\u7ec8\u6b62\u5173\u7cfb\u7684\u5168\u8fc7\u7a0b<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=\uff08\u672c\u671f\u672b\u5ba2\u6237\u6570-\u672c\u671f\u5185\u65b0\u589e\u5ba2\u6237\u6570\uff09\/\u4e0a\u671f\u672b\u5ba2\u6237\u6570<\/p>\n\n\n\n<p>\u884c\u4e1a\u53c2\u8003\u6807\u51c6\uff1a\u9762\u5411\u4e2d\u5c0f\u4f01\u4e1a SaaS: 60% \u597d, 80% \u5f88\u597d\uff1b\u9762\u5411\u5927\u578b\u4f01\u4e1a SaaS: 70% \u597d, 90% \u5f88\u597d<\/p>\n\n\n\n<p><strong>\u6d41\u5931\u7387<\/strong><\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aAchurn\uff08Average churn\uff09<\/p>\n\n\n\n<p>\u6307\u6807\u610f\u4e49\uff1a\u4ee5\u4e00\u4e2a\u7b80\u5355\u95ee\u9898\uff0c\u8861\u91cf\u987e\u5ba2\u5bf9\u4f01\u4e1a\u54c1\u724c\/\u5546\u54c1\u7684\u5fe0\u8bda\u5ea6<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=\u63a8\u8350\u6253\u5206\u7684\u5747\u503c<\/p>\n\n\n\n<p>\u884c\u4e1a\u53c2\u8003\u6807\u51c6\uff1a30\u5206\uff08\u6839\u636e2020\u5e74SaaS\u884c\u4e1aNPS\u57fa\u51c6\uff09<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>03&nbsp;<\/strong><\/h2>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>SaaS\u7684\u5546\u4e1a\u6307\u6807<\/strong><\/h2>\n\n\n\n<p>\u5546\u4e1a\u53d8\u73b0\u7684\u6838\u5fc3\u516c\u5f0f\u5c31\u662f\uff1a<strong>\u5229\u6da6=\u6536\u5165-\u6210\u672c<\/strong>\u3002\u56e0\u6b64\uff0c\u5982\u679c\u8981\u8861\u91cfSaaS\u4ea7\u54c1\u7684\u5546\u4e1a\u4ef7\u503c\uff0c\u90a3\u52bf\u5fc5\u7ed5\u4e0d\u5f00\u8fd9\u4e2a\u516c\u5f0f\u3002<\/p>\n\n\n\n<p>\u4f46\u662f\uff0c\u5229\u6da6\u3001\u6536\u5165\u3001\u6210\u672c\u672c\u8eab\u662f\u8d22\u52a1\u540d\u8bcd\uff0c \u90a3\u6211\u4eec\u4ea7\u54c1\u7ecf\u7406\u4e5f\u9700\u8981\u4ece\u8d22\u52a1\u7684\u89d2\u5ea6\u53bb\u8ba1\u7b97\u8fd9\u4e9b\u6570\u636e\u5417\uff1f<\/p>\n\n\n\n<p>\u5f53\u7136\u4e0d\u662f\u3002\u5bf9\u4e8e\u6574\u4e2a\u5229\u6da6\u516c\u5f0f\u800c\u8a00\uff0c\u4e0d\u4ec5\u4ea7\u54c1\u7ecf\u7406\u53ef\u4ee5\u63a7\u5236\u548c\u5f71\u54cd\u7684\u6536\u5165\u6765\u6e90\u53ca\u652f\u51fa\u6210\u672c\u8f83\u4e3a\u6709\u9650\uff0c\u540c\u65f6\uff0c\u4ea7\u54c1\u76f8\u5173\u7684\u6536\u5165\u548c\u6210\u672c\u4e5f\u53ea\u5360\u516c\u5f0f\u7684\u4e00\u90e8\u5206\u3002\u4e0e\u5176\u5173\u6ce8\u6574\u4e2a\u516c\u5f0f\uff0c\u5012\u4e0d\u5982\u805a\u7126\u5728\u548c\u4ea7\u54c1\u76f8\u5173\u7684\u6536\u5165\u548c\u6210\u672c\u4e0a\uff0c\u901a\u8fc7\u6709\u9488\u5bf9\u6027\u7684\u4ea7\u54c1\u7b56\u7565\u6765\u63d0\u5347\u6574\u4f53\u7684\u5229\u6da6\uff0c\u6700\u5927\u5316\u53d1\u6325\u81ea\u5df1\u7684\u4ef7\u503c\u3002<\/p>\n\n\n\n<p>\u56e0\u6b64\uff0c\u5e38\u89c1\u7684SaaS\u4ea7\u54c1\u5546\u4e1a\u6307\u6807\u5728\u5e94\u7528\u65f6\u90fd\u4f1a<strong>\u7ecf\u8fc7\u4e00\u4e9b\u4ea7\u54c1\u89c6\u89d2\u7684\u6539\u9020<\/strong>\uff0c\u4e0e\u771f\u6b63\u8d22\u52a1\u6240\u8ba1\u7b97\u7684\u51c6\u786e\u6307\u6807\u5b58\u5728\u4e00\u5b9a\u7684\u51fa\u5165\u3002<\/p>\n\n\n\n<p>\u4e0b\u9762\uff0c\u5c31\u4e0e\u5927\u5bb6\u5206\u4eab12\u4e2a\u5e38\u89c1\u7684SaaS\u5546\u4e1a\u6307\u6807\uff0c\u5982\u679c\u5927\u5bb6\u9700\u8981\u5b8c\u6574\u7684<strong>SaaS\u4ea7\u54c1\u5546\u4e1a\u6307\u6807\u6587\u6863<\/strong>\uff0c\u5173\u6ce8\u5fae\u4fe1\u516c\u4f17\u53f7<strong>\u3010\u4ea7\u54c1\u51b0\u51b0\u9171\u3011<\/strong>\uff0c\u56de\u590d\u5173\u952e\u8bcd<strong>\u3010\u6307\u6807\u3011<\/strong>\u5373\u53ef\u83b7\u5f97\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2021\/12\/SrXAWvA6KeMPfO.png\" alt=\"\u6536\u85cf\uff017000\u5b57\u5b9e\u6218\u6848\u4f8b\uff0c\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807\"\/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u6536\u5165\u578b\u6307\u6807x7\uff1a<\/strong><\/h3>\n\n\n\n<p>\u6708\u7ecf\u5e38\u6027\u6536\u5165MRR<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aMRR\uff08Monthly Recurring Revenue\uff09<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u7528\u4e8e\u8861\u91cf\u6bcf\u6708\u8ba2\u9605\u6536\u5165\uff0c\u5982\u679c\u6709\u4e00\u4e9b\u5e74\u5ea6\u8ba2\u9605\uff0c\u9664\u4ee5 12\uff0c\u518d\u5206\u644a\u5230\u6bcf\u6708\u6765\u8ba1\u7b97 MRR<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=SUM\u6bcf\u4f4d\u5ba2\u6237\u6bcf\u6708\u652f\u4ed8\u8d39\u7528<\/p>\n\n\n\n<p>\u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4e0d\u4f1a\u8ba1\u7b97\u4e00\u6b21\u6027\u548c\u53ef\u53d8\u7684\u6536\u5165<\/p>\n\n\n\n<p>\u6708\u7ecf\u5e38\u6027\u6536\u5165\u589e\u957f\u7387<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aMoM MRR<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u7528\u4e8e\u8861\u91cfSaaS \u4e1a\u52a1\u589e\u957f\u901f\u5ea6\u3001\u5e02\u573a\u5438\u5f15\u529b\u548c\u4e1a\u52a1\u6269\u5c55\u7684\u6307\u6807<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=\uff08\u672c\u6708MRR-\u4e0a\u4e2a\u6708MRR\uff09\/\u4e0a\u4e2a\u6708MRR<\/p>\n\n\n\n<p>\u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4e0d\u4f1a\u8ba1\u7b97\u4e00\u6b21\u6027\u548c\u53ef\u53d8\u7684\u6536\u5165<\/p>\n\n\n\n<p>\u51c0\u6708\u7ecf\u5e38\u6027\u6536\u5165<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aNet New MRR<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u901a\u8fc7\u62c6\u89e3 MRR \u7684\u5404\u4e2a\u7ec4\u6210\u90e8\u5206\uff0c\u5e2e\u52a9\u6211\u4eec\u4e86\u89e3\u5230\u5177\u4f53\u4e1a\u52a1\u6536\u5165\u8fdb\u548c\u51fa\u7684\u72b6\u51b5\uff0c\u4ee5\u53ca\u5bfc\u81f4 MRR \u6ce2\u52a8\u7684\u539f\u56e0<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=\uff08\u65b0\u589e MRR+\u6269\u5c55 MRR+\u91cd\u65b0\u6fc0\u6d3b MRR\uff09-\uff08\u5ba2\u6237\u6d41\u5931 MRR+\u5ba2\u6237\u6536\u7f29 MRR\uff09<\/p>\n\n\n\n<p>\u5907\u6ce8\uff1a\u65b0\u589e\u2014\u2014\u65b0\u5ba2\u6237MRR\uff0c\u6269\u5c55\u2014\u2014\u8001\u5ba2\u6237\u7684\u6269\u5927\u9500\u552e\uff0c\u91cd\u65b0\u6fc0\u6d3b\u2014\u2014\u8001\u5ba2\u6237\u91cd\u65b0\u8ba2\u9605\uff0c\u6d41\u5931\u2014\u2014\u9000\u8ba2\uff0c\u6536\u7f29\u2014\u2014\u964d\u4f4e\u8ba2\u9605<\/p>\n\n\n\n<p>\u5e74\u7ecf\u5e38\u6027\u6536\u5165ARR<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aARR\uff08Annual Recurring Revenue\uff09<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u591a\u5e74\u5408\u540c\u9664\u4ee5\u5408\u540c\u5e74\u9650\uff0c\u518d\u5206\u644a\u5230\u6bcf\u5e74\u6765\u8ba1\u7b97 ARR<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=SUM\u6bcf\u4f4d\u5ba2\u6237\u6bcf\u5e74\u652f\u4ed8\u8d39\u7528<\/p>\n\n\n\n<p>\u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4e0d\u4f1a\u8ba1\u7b97\u4e00\u6b21\u6027\u548c\u53ef\u53d8\u7684\u6536\u5165<\/p>\n\n\n\n<p>\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503cLTV<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aLTV\uff08Life Time Value\uff09\uff0c\u4e5f\u79f0CLV\u6216CLTV<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u5bf9\u4e00\u6bb5\u6b63\u5728\u8fdb\u884c\u4e2d\u7684\u5ba2\u6237-\u4ea7\u54c1\u5173\u7cfb\u6240\u80fd\u4ea7\u751f\u51c0\u5229\u6da6\u7684\u9884\u4f30&nbsp;<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a = ARPU \/\u6d41\u5931\u7387<\/p>\n\n\n\n<p>\u7eed\u8d39\u7387<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aRenewal Rate<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u6307\u7684\u662f\u5728\u8ba2\u9605\u671f\u7ed3\u675f\u65f6\u9009\u62e9\u7eed\u8d39\u7684\u7528\u6237\u5360\u6240\u6709\u5e94\u7eed\u8d39\u7528\u6237\u7684\u767e\u5206\u6bd4<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=\u5728\u8ba2\u9605\u671f\u7ed3\u675f\u65f6\uff0c\u5b9e\u9645\u7eed\u8d39\u5ba2\u6237\u6570\/\u6240\u6709\u5e94\u7eed\u8d39\u5ba2\u6237\u6570&nbsp;<\/p>\n\n\n\n<p>\u6bcf\u5e10\u6237\/\u7528\u6237\u5e73\u5747\u6536\u5165ARPA\/ARPU&nbsp;<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1a ARPA\/ARPU\uff08average revenue per account\/user\uff09<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u8861\u91cf\u5355\u4e2a\u5ba2\u6237\u4e3a\u516c\u53f8\u5e26\u6765\u7684\u91d1\u94b1\u6570\u91cf<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=\u67d0\u65f6\u671f\u603b\u6536\u5165 \/ \u540c\u671f\u5ba2\u6237\u6570<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u6210\u672c\u578b\u6307\u6807x1<\/strong><strong>\uff1a<\/strong><\/h3>\n\n\n\n<p>\u83b7\u5ba2\u6210\u672cCAC<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aCAC\uff08Customer Acquisition Cost\uff09<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u6307\u7528\u6237\u83b7\u53d6\u6210\u672c\uff0c\u5373\u662f\u4f60\u82b1\u591a\u5c11\u94b1\u83b7\u53d6\u4e00\u4e2a\u65b0\u5ba2\u6237<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a=\u83b7\u5f97\u5ba2\u6237\u7684\u603b\u652f\u51fa\/\u83b7\u5f97\u7684\u5ba2\u6237\u6570\u91cf<\/p>\n\n\n\n<p>\u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4ea7\u54c1\u5173\u6ce8\u7684\u83b7\u5ba2\u6210\u672c\u4e00\u822c\u5206\u4e3a\u8fd0\u8425\u6210\u672c\u548c\u9500\u552e\u6210\u672c<\/p>\n\n\n\n<p>\u5907\u6ce8\uff1a\u4e00\u822c\u5305\u542b1\u3001\u9500\u552e\u548c\u8425\u9500\u56e2\u961f\u7684\u5de5\u8d44 2\u3001\u7528\u4e8e\u83b7\u53d6\u65b0\u5ba2\u6237\u7684\u5e7f\u544a\u652f\u51fa\uff08\u641c\u7d22\/\u5c55\u793a\u5e7f\u544a\u3001\u793e\u4ea4\u5e7f\u544a\u3001\u8d5e\u52a9\u7b49\uff09 3\u3001\u7528\u4e8e\u9500\u552e\u548c\u8425\u9500\u7684\u8f6f\u4ef6\/\u786c\u4ef6\u6210\u672c 4\u3001\u6d89\u53ca\u9500\u552e\u548c\u8425\u9500\u7684\u4ee3\u7406\u3001\u516c\u5173\u6216\u4efb\u4f55\u7b2c\u4e09\u65b9\u6210\u672c<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u5229\u6da6\u578b\u6307\u6807x1:<\/strong><\/h3>\n\n\n\n<p>\u6bdb\u5229\u7387<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aGM%\uff08Gross Margin\uff09<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u6bdb\u5229\u7387\u662f\u8861\u91cf\u516c\u53f8\u4ef7\u80fd\u529b\u7684\u6307\u6807<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a\uff08\u603b\u6536\u5165-\u9500\u8d27\u6210\u672c\uff09\/\u9500\u552e\u989d<\/p>\n\n\n\n<p>\u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4ea7\u54c1\u6240\u5173\u6ce8\u7684\u6bdb\u5229\u7387\u4e00\u822c\u4e0d\u5305\u542b\u7814\u53d1\u6210\u672c<\/p>\n\n\n\n<p>\u5907\u6ce8\uff1a\u4e0a\u5e02\u516c\u53f8\u4e00\u822c\u4e0d\u4f4e\u4e8e60-70%&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u5176\u4ed6\u590d\u5408\u6307\u6807x3\uff1a<\/strong><\/h3>\n\n\n\n<p><strong>LTV\/CAC<\/strong><\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u901a\u5e38\u88ab\u5439\u6367\u4e3a\u4f01\u4e1a\u7684\u5317\u6781\u661f\uff0cLTV\/CAC&gt;3\u662f\u6709\u8f83\u5927\u6982\u7387\u5360\u636e\u884c\u4e1a\u9886\u5148\u5730\u4f4d\u7684\uff0c\u662f\u8861\u91cf\u4f01\u4e1a\u5065\u5eb7\u72b6\u51b5\u7684\u6700\u91cd\u8981\u7684\u6307\u6807<\/p>\n\n\n\n<p>\u5907\u6ce8\uff1a LTV\/CAC=3\u5de6\u53f3\uff0c\u662f\u4e00\u4e2a\u6bd4\u8f83\u597d\u7684\u72b6\u6001\uff0c\u82e53\uff0c\u5f88\u6709\u53ef\u80fd\u8bf4\u660e\u5728\u5e02\u573a\u62d3\u5c55\u4e2d\u8fd8\u592a\u4fdd\u5b88\uff0c\u6ca1\u6709\u5c3d\u5feb\u7684\u7684\u5360\u9886\u5e02\u573a<\/p>\n\n\n\n<p>CAC\u6295\u8d44\u56de\u6536\u671f<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aCAC Payback Period&nbsp;<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1a\u4ece\u5ba2\u6237\u8eab\u4e0a\u83b7\u53d6\u5230\u6536\u5165\u9700\u8981\u591a\u957f\u65f6\u95f4\u624d\u80fd\u62b5\u6d88\u83b7\u5ba2\u6210\u672c<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a= CAC\/\uff08ARPA*\u6bdb\u5229\u7387%\uff09<\/p>\n\n\n\n<p>\u5907\u6ce8\uff1a\u226412 \u4e2a\u6708\uff0c\u88ab\u8ba4\u4e3a\u662f\u4e00\u4e2a\u4e0d\u9519\u7684\u6307\u6807\u3002\u6295\u8d44\u56de\u6536\u671f\u8d8a\u77ed\uff0c\u516c\u53f8\u7684\u5229\u6da6\u5c31\u8d8a\u5927<\/p>\n\n\n\n<p>40%\u6cd5\u5219<\/p>\n\n\n\n<p>\u82f1\u6587\u540d\uff1aRule of 40<\/p>\n\n\n\n<p>\u6982\u5ff5\uff1aSaaS\u5382\u5546\u8d22\u52a1\u72b6\u51b5\u6ee1\u8db3\u589e\u957f\u7387+\u5229\u6da6\u7387\uff08Growth+Profit\uff09\u4e4b\u548c\u8981\u8fbe\u523040%\uff0c\u8c61\u5f81\u7740\u662f\u4e2a\u6bd4\u8f83\u5065\u5eb7\u7684\u6307\u6807<\/p>\n\n\n\n<p>\u8ba1\u7b97\u65b9\u5f0f\uff1a\u5373\u589e\u957f\u7387+\u5229\u6da6\u7387\u226540%&nbsp;<\/p>\n\n\n\n<h1 class=\"wp-block-heading\"><strong>\u4e09\u3001\u4e0d\u540c\u4ea7\u54c1\u9636\u6bb5\uff0c\u8be5\u5173\u6ce8\u54ea\u4e9b\u6838\u5fc3\u6307\u6807\uff1f<\/strong><\/h1>\n\n\n\n<p>\u5728\u638c\u63e1\u5e38\u89c1\u7684SaaS\u6307\u6807\u4e4b\u540e\uff0c\u6211\u4eec\u5c31\u9700\u8981\u5c06\u5355\u4e2a\u7684\u6307\u6807\u7f6e\u4e8e\u5b8c\u6574\u7684\u4ea7\u54c1\u4e2d\u53bb\u5e94\u7528\u4e86\u3002\u4ea7\u54c1\u672c\u8eab\u5e76\u4e0d\u662f\u4e00\u4e2a\u4e00\u5c18\u4e0d\u53d8\u7684\u89c2\u6d4b\u5bf9\u8c61\uff0c\u90a3\u4e0d\u540c\u7684\u4ea7\u54c1\u9636\u6bb5\u5173\u6ce8\u7684\u6307\u6807\u81ea\u7136\u6709\u6240\u4e0d\u540c\u3002<\/p>\n\n\n\n<p>\u4e3e\u4e2a\u4f8b\u5b50\uff0c\u524d\u9762\u6211\u4eec\u8bb2\u4e86<strong>40%\u6cd5\u5219<\/strong>\uff08\u589e\u957f\u7387+\u5229\u6da6\u7387\u226540%\uff09\uff0c\u5373\u589e\u957f\u738730%\u3001\u5229\u6da610%\u548c\u589e\u957f\u738710%\u3001\u5229\u6da630%\u90fd\u662f\u53ef\u4ee5\u63a5\u53d7\u7684\u5065\u5eb7\u72b6\u6001\u3002\u4f46\u589e\u957f\u548c\u5229\u6da6\u5728\u521d\u671f\u6269\u5f20\u7684\u60c5\u51b5\u4e0b\u53ef\u80fd\u5c31\u662f\u4e00\u4e2a\u53cd\u4e49\u8bcd\uff1a\u6ce8\u91cd\u589e\u957f\u52bf\u5fc5\u8981\u6295\u5165\u66f4\u591a\u6210\u672c\u3001\u5229\u6da6\u53ef\u80fd\u5c31\u4f1a\u76f8\u5e94\u964d\u4f4e\u3002<\/p>\n\n\n\n<p>\u56e0\u6b64\uff0c\u4e0d\u540c\u9636\u6bb5\u7684\u5173\u6ce8\u70b9\u867d\u7136\u6709\u6240\u4e0d\u540c\uff0c\u4f46\u6700\u7ec8\u6574\u4f53\u8fd8\u662f\u8981\u4fdd\u6301\u4e00\u5b9a\u7684\u5e73\u8861\u3002<\/p>\n\n\n\n<p>\u5927\u5bb6\u90fd\u719f\u77e5\u4ea7\u54c1\u901a\u5e38\u4f1a\u88ab\u5206\u4e3a4\u5927\u9636\u6bb5<strong>\uff08\u63a2\u7d22\u671f\/\u5f15\u5165\u671f\u3001\u6210\u957f\u671f\u3001\u6210\u719f\u671f\u3001\u8870\u9000\u671f\uff09<\/strong>\uff0c\u5982\u4e0b\u56fe\u6240\u793a\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2021\/12\/SrXAWvpClMpDfC.jpg\" alt=\"\u6536\u85cf\uff017000\u5b57\u5b9e\u6218\u6848\u4f8b\uff0c\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807\"\/><\/figure>\n\n\n\n<p>\u4e0b\u9762\u6211\u4eec\u6765\u9010\u4e00\u4ecb\u7ecdSaaS\u4ea7\u54c14\u4e2a\u9636\u6bb5\u5173\u6ce8\u7684\u6838\u5fc3\u6307\u6807\uff1a<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>01&nbsp;<\/strong><strong>\u63a2\u7d22\u671f<\/strong><\/h2>\n\n\n\n<p>\u5904\u4e8e\u63a2\u7d22\u671f\u7684\u4ea7\u54c1\u6838\u5fc3\u76ee\u6807\u5c31\u662f<strong>\u901a\u8fc7\u4e00\u4e2aMVP\u53bb\u9a8c\u8bc1<span class=\"wpcom_keyword_link\"><a href=\"https:\/\/www.growthhk.cn\/tag\/PMF\" target=\"_blank\" title=\"PMF\">PMF<\/a><\/span><\/strong>\uff08\u4ea7\u54c1-\u5e02\u573a\u5339\u914d\u5ea6\uff09\uff0c\u5373\u9a8c\u8bc1\u5ba2\u6237\u662f\u5426\u6709\u5bf9\u5e94\u7684\u9700\u6c42\u3001\u6211\u4eec\u7684\u89e3\u51b3\u65b9\u6848\u662f\u5426\u80fd\u591f\u5f88\u597d\u7684\u6ee1\u8db3\u5ba2\u6237\u7684\u9700\u6c42\uff0c\u4ea7\u54c1\u63a8\u51fa\u53bb\u6709\u6ca1\u6709\u5e02\u573a\u3001\u5ba2\u6237\u662f\u5426\u613f\u610f\u4ed8\u8d39\u7b49\u3002<\/p>\n\n\n\n<p>\u5728\u8fd9\u4e00\u9636\u6bb5\uff0c\u5176\u5b9e\u8fd8\u672a\u79ef\u7d2f\u8db3\u591f\u7684\u6837\u672c\u548c\u6570\u91cf\uff0c\u5f88\u96be\u901a\u8fc7\u6570\u636e\u5f97\u51fa\u51c6\u786e\u7684\u7ed3\u8bba\uff0c\u56e0\u6b64\uff0c\u66f4\u591a\u662f\u901a\u8fc7<strong>\u5b9a\u6027\u8c03\u7814<\/strong>\u7684\u65b9\u6cd5\u6765\u8fdb\u884c\u9a8c\u8bc1\u3002<\/p>\n\n\n\n<p>\u800c<strong>\u5b9a\u91cf<\/strong>\u5219\u4e00\u822c\u901a\u8fc7<strong>\u7559\u5b58\u7387\u548cNPS<\/strong>\u6765\u8fdb\u884c\u8861\u91cf\uff0c\u6b64\u5916\u8fd8\u53ef\u4ee5\u4e3a\u5927\u5bb6\u63d0\u4f9b2\u79cd\u6bd4\u8f83\u4e0d\u9519\u7684\u5b9a\u91cf\u9a8c\u8bc1\u65b9\u6cd5\uff1a<\/p>\n\n\n\n<p><strong>\u4ea7\u54c1\u9886\u5148\u6307\u6807<\/strong><\/p>\n\n\n\n<p>\u8fd9\u4e00\u9636\u6bb5\u53ef\u4ee5\u4f7f\u7528\u7684\u4ea7\u54c1\u6307\u6807\u662f\u524d\u9762\u6240\u8ff0\u7684\u4ea7\u54c1\u9886\u5148\u6307\u6807\uff0c\u5373P%\u7684\u5ba2\u6237\u5728T\u65f6\u95f4\u5185\u5b8c\u6210\u4e86\u6d3b\u52a8E\u3002<\/p>\n\n\n\n<p>\uff08\u56fe\u6e90\u89c1\u6c34\u5370\uff09<\/p>\n\n\n\n<p><strong>\u9006\u5411\u8c03\u7814\u95ee\u5377<\/strong><\/p>\n\n\n\n<p>\u5982\u679c\u6211\u4eec\u76f4\u63a5\u95ee\u5ba2\u6237\uff1a\u4f60\u662f\u5426\u8fd8\u613f\u610f\u7ee7\u7eed\u518d\u4f7f\u7528\u6211\u4eec\u7684\u4ea7\u54c1\uff1f\u7528\u6237\u4f1a\u51fa\u4e8e\u5404\u79cd\u5404\u6837\u7684\u539f\u56e0\u7ed9\u51fa\u5c3d\u53ef\u80fd\u8fce\u5408\u51fa\u9898\u4eba\u671f\u671b\u7684\u56de\u7b54\uff0c\u90a3\u4e48\uff0c\u5f53\u6211\u4eec\u771f\u6b63\u5927\u89c4\u6a21\u63a8\u5411\u5e02\u573a\u65f6\uff0c\u8fd9\u4e9b\u56de\u7b54\u300c\u662f\u300d\u7684\u7528\u6237\u53ef\u80fd\u5e76\u4e0d\u4f1a\u7528\u3002<\/p>\n\n\n\n<p>\u4e8e\u662f\uff0c\u6211\u4eec\u53ef\u4ee5\u901a\u8fc7<strong>\u9006\u5411\u601d\u7ef4<\/strong>\u53bb\u63d0\u95ee\u5ba2\u6237\uff1a<strong>\u5982\u679c\u4e0d\u80fd\u518d\u4f7f\u7528\u4ea7\u54c1\uff0c\u4f60\u4f1a\u6709\u4ec0\u4e48\u611f\u89c9<\/strong>\uff1f<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u975e\u5e38\u5931\u671b<\/li><li>\u6709\u70b9\u5931\u671b<\/li><li>\u4e0d\u5931\u671b\uff08\u4ea7\u54c1\u4e0d\u662f\u5f88\u6709\u7528\uff09<\/li><li>\u4e0d\u4f1a\u518d\u7528\u5b83<\/li><\/ul>\n\n\n\n<p>\u5c06\u8fd9\u6837\u7684\u95ee\u5377\u53d1\u7ed9\u4f60\u8ba4\u4e3a\u5df2\u7ecf\u4f53\u9a8c\u8fc7\u6838\u5fc3\u573a\u666f\u7684\u6d3b\u8dc3\u7528\u6237\uff0c\u770b\u770b\u4ed6\u4eec\u6709\u4ec0\u4e48\u53cd\u9988\u3002\u4e00\u822c\u6211\u4eec\u8ba4\u4e3a<strong>40%\u4ee5\u4e0a\u7684\u7528\u6237\u8bf4\u201c\u975e\u5e38\u5931\u671b\u201c\u5219\u53cd\u6620\u4e86\u4ea7\u54c1\u548c\u5e02\u573a\u662f\u76f8\u5bf9\u5951\u5408\u7684<\/strong>\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>02&nbsp;<\/strong><strong>\u6210\u957f\u671f<\/strong><\/h2>\n\n\n\n<p>\u6210\u957f\u671f\u4ea7\u54c1\u7684\u6838\u5fc3\u8981\u7d20\u662f<strong>\u6301\u7eed\u6253\u78e8\u4ea7<\/strong>\u54c1\u548c<strong>\u589e\u957f\u6269\u5f20<\/strong>\u3002<\/p>\n\n\n\n<p>\u9488\u5bf9\u4ea7\u54c1\u4f53\u9a8c\u7684\u6253\u78e8\uff0c\u901a\u5e38\u8f83\u4e3a\u5173\u6ce8<strong>\u5ba2\u6237\u751f\u547d\u5468\u671fLT\u3001\u7559\u5b58\u7387\u3001\u6d41\u5931\u7387\u3001NPS<\/strong>\u7b49\uff1b\u9488\u5bf9\u589e\u957f\u6269\u5f20\u5219\u8f83\u4e3a\u5173\u6ce8<strong>MRR\u3001\u5e02\u573a\u5360\u6709\u7387\u3001LTV<\/strong>\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>03&nbsp;<\/strong><strong>\u6210\u719f\u671f<\/strong><\/h2>\n\n\n\n<p>\u6210\u719f\u671f\u4ea7\u54c1\u57fa\u672c\u5df2\u7ecf\u8fbe\u6210\u4e86\u8f83\u9ad8\u7684\u5e02\u573a\u5360\u6709\u7387\uff0c\u5373\u5708\u8fdb\u6765\u4e86\u8db3\u591f\u7684\u7528\u6237\uff0c\u90a3\u4e48\uff0c\u8fd9\u4e00\u9636\u6bb5\u6700\u91cd\u8981\u7684\u5c31\u662f<strong>\u63d0\u5347\u5229\u6da6<\/strong>\u548c<strong>\u5546\u4e1a\u53d8\u73b0<\/strong>\u3002\u56e0\u6b64\uff0c\u66f4\u4e3a\u5173\u6ce8<strong>ARPU\u3001LTV\u3001MRR<\/strong>\u8fd9\u4e9b\u548c<strong>\u5229\u6da6<\/strong>\u76f4\u63a5\u6302\u94a9\u7684\u6570\u636e\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>04&nbsp;<\/strong><strong>\u8870\u9000\u671f<\/strong><\/h2>\n\n\n\n<p>\u8870\u9000\u671f\u4ea7\u54c1\u5219\u4ee5\u6700\u5927\u5316\u53d1\u6325\u4f59\u70ed\uff0c\u5e76\u66f4\u591a\u5173\u6ce8\u65b0\u4ea7\u54c1\u7684<strong>\u4e8c\u6b21\u6210\u957f\u66f2\u7ebf<\/strong>\u3002\u7b14\u8005\u4e5f\u6ca1\u6709\u592a\u591a\u76f8\u5173\u7ecf\u5386\uff0c\u53ef\u80fd\u5927\u5bb6\u65e5\u5e38\u4e5f\u8f83\u96be\u9047\u5230\uff0c\u56e0\u6b64\u8fd9\u91cc\u4e0d\u505a\u6307\u6807\u7684\u4e3e\u4f8b\u3002<\/p>\n\n\n\n<p>\u4ece\u524d\u97623\u4e2a\u6838\u5fc3\u9636\u6bb5\u6211\u4eec\u53ef\u4ee5\u770b\u51fa\uff1a\u6bcf\u4e2a\u9636\u6bb5\u7684\u6838\u5fc3\u6307\u6807\u90fd\u670d\u52a1\u4e8e\u8be5\u9636\u6bb5\u7684\u6838\u5fc3\u76ee\u6807\uff0c\u4ee5\u4e0a\u7684\u4e3e\u4f8b\u56e0\u4e0d\u540c\u4ea7\u54c1\u5f62\u6001\/\u4e1a\u52a1\/\u884c\u4e1a\/\u6253\u6cd5\u90fd\u4f1a\u6709\u6240\u4e0d\u540c\uff0c\u66f4\u591a\u4ee5\u53c2\u8003\u4e3a\u4e3b\uff0c\u5b9e\u9645\u5e94\u7528\u8fd8\u9700\u4ee5\u81ea\u8eab\u6240\u5904\u884c\u4e1a\u4e3a\u51c6\u3002<\/p>\n\n\n\n<h1 class=\"wp-block-heading\"><strong>\u56db\u3001<\/strong><strong>\u4ee5\u6559\u57f9SaaS\u4e3a\u4f8b\uff0c\u5982\u4f55\u627e\u51fa\u5317\u6781\u661f\u6307\u6807\u5e76\u9488\u5bf9\u6027\u4f18\u5316\uff1f<\/strong><\/h1>\n\n\n\n<p>\u524d\u9762\u4e09\u8282\u5747\u4e3a\u7406\u8bba\u7bc7\uff0c\u672c\u8282\u5c06\u4ee5<strong>\u6559\u80b2\u57f9\u8bad\u673a\u6784\u6240\u4f7f\u7528\u7684SaaS\u4ea7\u54c1<\/strong>\u4e3a\u4f8b\uff0c\u5e26\u5927\u5bb6\u5c06\u6574\u4e2a\u6307\u6807\u5e94\u7528\u8d77\u6765\uff0c\u4ece\u800c\u66f4\u597d\u7684\u8fdb\u884c\u7406\u89e3\u548c\u8fd0\u7528\u3002<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>\u6559\u80b2\u57f9\u8badSaaS\u662f\u4e00\u79cd\u5e2e\u52a9\u673a\u6784\u8fdb\u884c\u62db\u751f\u3001\u6559\u52a1\u7ba1\u7406\u548c\u8bfe\u65f6\u8bfe\u6d88\u7edf\u8ba1\u7684SaaS\u4ea7\u54c1\u3002<br>\u6838\u5fc3\u4ef7\u503c\u662f\u901a\u8fc7\u4f01\u4e1a\u4fe1\u606f\u5316\u6765\u5e2e\u52a9\u673a\u6784\u63d0\u5347\u6548\u7387\u3001\u5e76\u8f85\u4ee5\u5ba2\u6237\u8425\u9500\u624b\u6bb5\u6765\u6301\u7eed\u83b7\u5ba2\u62db\u751f\uff0c\u518d\u901a\u8fc7\u5927\u6570\u636e\u63d0\u5347\u8d22\u52a1\u548c\u7edf\u8ba1\u7ecf\u8425\u6548\u7387\uff0c\u8d4b\u80fd\u6559\u80b2\u57f9\u8bad\u884c\u4e1a\u4ece\u4e1a\u8005\u3002<\/p><\/blockquote>\n\n\n\n<p>\u90a3\u63a5\u4e0b\u6765\uff0c\u6211\u4eec\u5c06\u4ee5\u8fd9\u7c7b\u4ea7\u54c1\u4e3a\u4f8b\uff0c\u6765\u8bb2\u8bb2\u5982\u4f55\u627e\u51fa\u8be5SaaS\u4ea7\u54c1\u7684\u5317\u6781\u661f\u6307\u6807\uff0c\u5e76\u9488\u5bf9\u6027\u5730\u8fdb\u884c\u4f18\u5316\u3002<\/p>\n\n\n\n<h2 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title=\"\u5546\u4e1a\u6a21\u5f0f\">\u5546\u4e1a\u6a21\u5f0f<\/a><\/span>\u753b\u5e03\uff0c\u4ea7\u54c1\u672c\u8eab\u5c31\u662f\u4e00\u4e2a<strong>\u300c\u521b\u9020\u4ef7\u503c-\u4f20\u9012\u4ef7\u503c-\u6536\u83b7\u4ef7\u503c\u300d<\/strong>\u7684\u8fc7\u7a0b\uff0c\u90a3\u4e48\uff0c\u5317\u6781\u661f\u6307\u6807\u81ea\u7136\u5c31\u5728\u8fd9\u6761\u6838\u5fc3\u4ef7\u503c\u4f20\u9012\u7684\u94fe\u8def\u4e0a\u3002<\/p>\n\n\n\n<p>\u56e0\u6b64\uff0c\u6211\u4eec\u8981\u5148\u627e\u51fa\u6559\u57f9SaaS\u7684<strong>\u6838\u5fc3\u4ef7\u503c\u94fe\u8def<\/strong>\uff0c\u5982\u4e0b\u56fe\u6240\u793a\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2021\/12\/SrXAYDw1wObLhv.jpg\" 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wp-block-quote-is-layout-flow\"><p>OSM\u6a21\u578b\uff08Object-Strategy-Measure\uff09<br>O\u4ee3\u8868\u4e1a\u52a1\u76ee\u6807Object\u3002\u9700\u8981\u6211\u4eec\u601d\u8003\u4e1a\u52a1\u3001\u4ea7\u54c1\u3001\u529f\u80fd\u5b58\u5728\u7684\u76ee\u7684\u662f\u4ec0\u4e48\u3001\u80fd\u591f\u89e3\u51b3\u7528\u6237\u4ec0\u4e48\u95ee\u9898\u3001\u6ee1\u8db3\u7528\u6237\u7684\u4ec0\u4e48\u9700\u6c42\uff1bS\u4ee3\u8868\u4e1a\u52a1\u7b56\u7565Strategy\u3002\u6307\u5728\u6211\u4eec\u6e05\u695a\u4e1a\u52a1\u76ee\u6807\u4e4b\u540e\uff0c\u4e3a\u4e86\u8fbe\u6210\u4e0a\u8ff0\u76ee\u6807\uff0c\u6211\u4eec\u5e94\u5f53\u91c7\u53d6\u7684\u4e1a\u52a1\u7b56\u7565\uff1bM\u4ee3\u8868\u4e1a\u52a1\u5ea6\u91cfMeasure\u3002\u7528\u4e8e\u8861\u91cf\u6211\u4eec\u7684\u7b56\u7565\u662f\u5426\u6709\u6548\uff0c\u53cd\u6620\u76ee\u6807\u7684\u8fbe\u6210\u60c5\u51b5\u3002<\/p><\/blockquote>\n\n\n\n<p>\u5bf9\u4e8ePMF\u9636\u6bb5\u7684\u4ea7\u54c1\u800c\u8a00\uff0c<strong>\u8003\u52e4\u7387\u662f\u4e00\u4e2a\u7c7b\u4f3c\u4e8e\u4ef7\u503c\u6fc0\u6d3b\u7387\u7684\u6307\u6807<\/strong>\u3002\u7528\u6237\u53ea\u6709\u4ea7\u751f\u4e86\u5bf9\u5e94\u7684\u8003\u52e4\u884c\u4e3a\uff0c\u6211\u4eec\u624d\u89c6\u4e3aSaaS\u4ea7\u54c1\u771f\u6b63\u5b8c\u6210\u4e86\u9996\u6b21\u4ef7\u503c\u7684\u89e6\u8fbe\u3002<\/p>\n\n\n\n<p>\u4f8b\u5982\uff0c\u5728\u539f\u6765100\u4e2a\u610f\u5411\u5ba2\u6237\u4e2d\uff0c\u53ea\u670910\u4e2a\u5ba2\u6237\u57282\u4e2a\u6708\u5185\u7528\u7cfb\u7edf\u6253\u4e86\u8003\u52e4\uff0c\u90a3\u4e48\u6211\u4eec\u5b9a\u4e2a\u76ee\u6807\uff1a\u5e0c\u671b\u80fd\u591f\u5c06\u8fd910\u4e2a\u5ba2\u6237\u63d0\u5347\u523030\u4e2a\u5ba2\u6237\uff0c\u5373\u5c06\u65b0\u5ba2\u6237\u8003\u52e4\u7387\u4ece10%\u63d0\u5347\u523030%\uff0c\u589e\u52a0\u4e8620%\u3002<\/p>\n\n\n\n<p>\u5728\u660e\u786e\u4e86\u76ee\u6807\uff08Objective\uff09\u4e4b\u540e\uff0c\u6211\u4eec\u5c31\u8981\u901a\u8fc7\u76ee\u6807\u5012\u7740\u6765<strong>\u62c6\u89e3\u8be5\u6307\u6807<\/strong>\uff0c\u770b\u770b\u5230\u5e95\u662f\u54ea\u4e9b\u56e0\u7d20\u548c\u8fc7\u7a0b\u963b\u788d\u4e86\u8003\u52e4\u7387\u3002<\/p>\n\n\n\n<p>\u5982\u4e0b\u56fe\uff0c\u6211\u4eec\u5148\u5217\u51fa\u4e86\u673a\u6784\u6700\u7ec8\u80fd\u591f\u8fbe\u5230\u4e0a\u8bfe\u8003\u52e4\u8fd9\u4e00\u6b65\u7684\u524d\u7f6e\u6838\u5fc3\u6d41\u7a0b\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2021\/12\/SrXAYEo4xvjfmh.jpg\" 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