2. About Me
Rabbie Kao
高而芬 (小兔)
n Business Development of Hahow 好學校
https://hahow.in/
n Co-founder of BiG SiSTERS
https://www.bigsisterstw.com/
n Tech Blogger 創業兔筆記
rabbiekao.com
n 交大資訊與財金管理學系畢
3. Agenda
n 什麼是 BD︖
n BD 等於 Sales 嗎︖
n 新創怎麼做 BD︖
n 市場開發的 BD Metris︖
n 市場開發流程怎麼優化︖
n 推薦閱讀與相關資源
5. 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
6. 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
15. 市場開發的 BD Metrics?
n Pre vs Post Product/Market Fit Growth
n Product/Market Fit Canvas
n Ideal Customer Profile
n Lean Canvas
n 必備的財務概念念
n ⼀一張表格看商業模式
16. Pre vs Post Product/Market Fit Growth
https://www.slideshare.net/500startups/02-brian-balfour-hub-spot-final
21. 必備的財務概念念
n Revenue Structure 收入結構
n Cost Structure 成本結構
n Gross Profit ⽑毛利利
⽑毛利利 = 營業收入 - 銷貨成本
⽑毛利利(%)=(營業收入-銷貨成本)÷營業收入
n Operating Profit 營業利利潤
營業利利潤=營業收入-銷貨成本-營業費⽤用
n Marginal Contribution 邊際貢獻
邊際貢獻=(產品營收–產品變動成本)÷產品營收
n LTV (Life Time Value) 顧客的⽣生命週期
n CPA (Cost Per Acquisition) 獲取客⼾戶的成本
25. 市場開發流程怎麼優化?
n 以下內容參參考《B2B銷售勝經》
n 四個核⼼心團隊區隔
n 1&2:業務開發(負責審核驗明)
n 3:客⼾戶經理理(負責成交)
n 4:客⼾戶成功/管理理經理理(負責耕耘)
n 營收可預測性 = 漏⽃斗 + 平均交易易⾦金金額⼤大⼩小 + 時間
n 找出⼀一個空間最⼤大的管道並且⼤大⼒力力加碼,許多⼤大公司都
從單⼀一管道中獲得 80% 的成長率。Zynga ⾃自 Facebook、
LinkedIn/Facebook ⾃自病毒式傳播(透過電⼦子信箱聯聯絡
⼈人)、Instagram ⾃自病毒式傳播(透過分享)、Hubspot
⾃自內容⾏行行銷、TripAdvisor ⾃自搜尋等。
30. Contact Me
n RabbieStartup 創業兔筆記
https://www.rabbiekao.com/
https://www.facebook.com/RabbieStartup/
n rabbie@hahow.in
n rabbie.kao@gmail.comRabbie Kao
高而芬 (小兔)