Topic: Business Development Versus Sales 新創團隊商務開發部門心態建立 Time: 2017-05-13

1. Business Development vs Sales
新創團隊商務開發部⾨門⼼心態建立
Rabbie ⾼高⽽而芬
2017-05-13

2. About Me
Rabbie Kao
⾼高⽽而芬 (⼩小兔)
n Business Development of Hahow 好學校
n RabbieStartup 創業兔筆記
n 交⼤大資訊與財⾦金金管理理學系畢

3. Hahow 好學校
Hahow 好學校是最有趣的線上課程平台，同時也是全台最⼤大
的跨領域募資學習網站。
取⾃自台語「學校」的發⾳音（ㄏㄚˇ ㄏㄠ），我們相信學習是
⼀一種⽣生活體驗，希望透過科技與創意的⼒力力量量，讓世界每個⾓角
落落都因學習⽽而快樂，實現知識技能的有效流動。
這裡是⼀一個使才藝知識有價的平台；也讓每⼀一個⼈人，可以像
在宇宙中探索驚喜⼀一樣，重新找回學習的樂趣！
n Founded: 2015
n Company Size: 25-30 employees
n 2016 獲得⼼心元資本 1,500 萬 Pre-A 輪輪投資
hahow.in

4. Agenda
n BD 等於 Sales 嗎？
n 什什麼是 BD？
n 新創怎麼做 BD？
n 新創 BD 最重要的三件事
n 推薦閱讀與相關資源

5. BD 等於 Sales 嗎？

6. BD 等於 Sales 嗎？
figuring out "new" sales
(don’t have quotas)
driving "new" and "existing" sales
(have quotas)

7. BD 等於 Sales 嗎？
BD ≠ Sales
https://blog.alphacamp.co/2015/07/22/startup-bd-sales/

8. 什什麼是 BD？

9. 什什麼是 BD？
BD (from Wiki)
…developing and implementing
growth opportunities
within and between organizations
…the creation of long-term value
for an organization from
customers, markets, and relationships
https://en.wikipedia.org/wiki/Business_development

10. 什什麼是 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

11. 新創怎麼做 BD？

12. 新創怎麼做 BD？
https://www.slideshare.net/erhfen/rabbiebd150707

13. 新創 BD 最重要的三件事

14. 新創 BD 最重要的三件事
1 人脈
人脈是多少人認識你︐
你幫助過多少人。

15. 新創 BD 最重要的三件事
2 策略
品牌定位、價值主張︐
協助公司商業模式創新

16. 新創 BD 最重要的三件事
3 創業家精神
懂得去「leverage (槓桿)」 身邊資源︐
不管是⼈人、事還是物︐都能妥善做
槓桿︐達成平衡。

17. 推薦閱讀與相關資源

18. 推薦閱讀與相關資源

19. 推薦閱讀與相關資源
http://startupclass.samaltman.com/

20. 推薦閱讀與相關資源
http://jingji.cntv.cn/special/internetage/01/

21. Contact me
Rabbie Kao
⾼高⽽而芬 (⼩小兔)
n RabbieStartup 創業兔筆記
https://www.rabbiekao.com/
https://www.facebook.com/RabbieStartup/
n rabbie@hahow.in
n rabbie.kao@gmail.com