創業兔 | FITI 創新激勵計畫 市場開發 Business Development | BD 就是 Sales 嗎?新創公司如何做 BD?

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  • Rabbie FEB 24th, 2017

    Business DevelopmentBD Sales BD

  • About Me

    Rabbie Kao ()

    n Business Development of Hahow https://hahow.in/

    n Co-founder of BiG SiSTERShttps://www.bigsisterstw.com/

    n Tech Blogger rabbiekao.com

    n

  • Agenda

    n BD

    n BD Sales

    n BD

    n BD Metris

    n

    n

  • BD

  • BD

    BD (from Wiki)

    developing and implementing growth opportunities within and between organizations

    the creation of long-term valuefor an organization from customers, markets, and relationships

    https://en.wikipedia.org/wiki/Business_development

  • BD

    n Identify partnership opportunities. Forge and develop relationships to enable continued rapid growth and service expansion at Airbnb.

    n Lead all aspects of deal execution, including prioritization of partners, strategic and product assessment, transaction structuring and negotiation.

    n Ensure effective ongoing management of key established relationships, improving terms as needed, and maintaining accountability for the health of the partnership.

    n Work with cross functional teams in engineering, product, marketing, operations, community, legal and finance to ensure alignment on partnerships and business requirements.

    n Pilot new initiatives and business agreements in markets, evaluate their impact on business and determine the most effective scope/approach for any follow-on rollout.

    n Demonstrate strong leadership through robust execution of projects and initiatives.

    https://www.airbnb.com/careers/departments/business-development?locale=en

  • BD

    BD = = +

  • BD Sales

  • BD Sales

    n figuring out "new" sales (dont have quotas)

    n driving "new" and "existing" sales(have quotas)

  • BD Sales

    BD Sales

    https://blog.alphacamp.co/2015/07/22/startup-bd-sales/

  • BD

  • BD

    https://www.slideshare.net/erhfen/rabbiebd150707

  • BD Metrics

  • BD Metrics

    Product/Market Fit BD

  • BD Metrics

    n Pre vs Post Product/Market Fit Growth

    n Product/Market Fit Canvas

    n Ideal Customer Profile

    n Lean Canvas

    n

    n

  • Pre vs Post Product/Market Fit Growth

    https://www.slideshare.net/500startups/02-brian-balfour-hub-spot-final

  • Product/Market Fit Canvas

    https://www.creatlr.com/template/4kqIag4DgwtT1ObbFA2vag/the-product-market-fit-canvas/

  • Product/Market Fit Canvas

    http://blog.leanmonitor.com/product-market-fit-canvas-the-strategic-innovation-tool/

  • Ideal Customer Profile

    http://www.brandonpugsley.com/ideal-customer-profile/

  • Lean Canvas

    http://kojenchieh.pixnet.net/blog/post/367706579-%E7%B2%BE%E5%AF%A6%E7%95%AB%E5%B8%83-(lean-canvas)

  • n Revenue Structure n Cost Structure n Gross Profit

    = - (%)(-)

    n Operating Profit =--

    n Marginal Contribution ()

    n LTV (Life Time Value) n CPA (Cost Per Acquisition)

  • https://appworks.tw/business-model/

  • http://www.coelevate.com/essays/traction-vs-growth

  • nB2B

    nn 1&2n 3n 4/

    n = + +

    n 80% Zynga FacebookLinkedInFacebook Instagram HubspotTripAdvisor

  • http://startupclass.samaltman.com/

  • http://jingji.cntv.cn/special/internetage/01/

  • Contact Me

    n RabbieStartup https://www.rabbiekao.com/https://www.facebook.com/RabbieStartup/

    n rabbie@hahow.in

    n rabbie.kao@gmail.comRabbie Kao ()

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