{"id":36399,"date":"2021-04-20T12:09:47","date_gmt":"2021-04-20T04:09:47","guid":{"rendered":"https:\/\/www.growthhk.cn\/?p=36399"},"modified":"2021-04-20T12:11:12","modified_gmt":"2021-04-20T04:11:12","slug":"%e6%9d%8e%e6%b3%bd%e9%80%9a%ef%bc%9a%e5%9c%a8%e4%ba%a7%e5%93%81%e5%ae%9a%e4%b9%89%e5%88%9d%e6%9c%9f%e8%ae%a1%e7%ae%97%e6%bd%9c%e5%9c%a8%e4%ba%a7%e5%93%81%e7%9a%84%e6%9c%80%e4%bd%8e%e5%8f%af%e8%a1%8c","status":"publish","type":"post","link":"https:\/\/www.growthhk.cn\/quan\/36399.html","title":{"rendered":"\u674e\u6cfd\u901a\uff1a\u5728\u4ea7\u54c1\u5b9a\u4e49\u521d\u671f\u8ba1\u7b97\u6f5c\u5728\u4ea7\u54c1\u7684\u6700\u4f4e\u53ef\u884c\u4ef7\u683c"},"content":{"rendered":"\n<p>\u7b14\u8005\u5728\u505aSaaS<span class=\"wpcom_tag_link\"><a href=\"https:\/\/www.growthhk.cn\/tag\/%e4%ba%a7%e5%93%81\" title=\"\u4ea7\u54c1\" target=\"_blank\">\u4ea7\u54c1<\/a><\/span>\u4e4b\u524d\u4e5f\u505a\u8fc7To C\u7684\u4ea7\u54c1\u3002\u5728\u90a3\u4e2a\u79fb\u52a8\u4e92\u8054\u7f51\u7684\u9ec4\u91d1\u5e74\u4ee3\uff0c\u521d\u51fa\u8305\u5e90\u7684\u6211\u7684\u60f3\u6cd5\u662f\u5148\u505a\u597d\u4e00\u4e2a\u6781\u81f4\u7684\u4ea7\u54c1\uff0c\u89e3\u51b3\u4e00\u4e2a\u660e\u786e\u7684\u75db\u70b9\uff0c\u83b7\u5f97\u6d41\u91cf\u4e4b\u540e\u518d\u8003\u8651\u5546\u4e1a\u53d8\u73b0\u4ee5\u53ca\u5982\u4f55\u5b9a\u4ef7\u3002<\/p>\n\n\n\n<p>\u5728\u7ecf\u5386\u4e86\u4e0d\u540cTo C\u548cTo B\u4ea7\u54c1\u7684\u5931\u8d25\u548c\u6210\u529f\uff0c\u4ee5\u53ca\u5b66\u4e60\u89c2\u5bdf\u5404\u8def\u5927\u4f6c\u662f\u5982\u4f55\u601d\u8003\u53d8\u73b0\u548c\u589e\u957f\u4e4b\u540e\uff0c\u6211\u610f\u8bc6\u5230\uff1a\u5982\u679c\u80fd\u591f\u5728\u4ea7\u54c1\u5b9a\u4e49\u521d\u671f\u5c31\u4ece\u4ef7\u503c\u51fa\u53d1\u601d\u8003\u4ea7\u54c1\u5b9a\u4ef7\uff0c\u5c06\u8ba9\u4ea7\u54c1\u8d70\u5f97\u66f4\u8fdc\u3002<\/p>\n\n\n\n<p>\u8fd9\u7bc7\u6587\u7ae0\u5c06\u624b\u628a\u624b\u6559\u4f60\u5982\u4f55\u5728\u4ea7\u54c1\u5b9a\u4e49\u521d\u671f\u8ba1\u7b97\u6f5c\u5728\u4ea7\u54c1\u7684\u6700\u4f4e\u53ef\u884c\u4ef7\u683c\uff0c\u5e76\u5229\u7528\u5b83\u641e\u6e05\u695a\u4ea7\u54c1\u7684\u5546\u4e1a\u4ef7\u503c\u6f5c\u529b\u3002\u5982\u679c\u53d1\u73b0\u4ef7\u503c\u4e0d\u5927\uff0c\u5219\u5e94\u8be5\u5c3d\u65e9\u6539\u53d8\u65b9\u5411\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u6700\u4f4e\u53ef\u884c\u4ef7\u683c\u7684\u5b9a\u4e49\u548c\u8ba1\u7b97<\/h2>\n\n\n\n<p>SaaS\u4ea7\u54c1\u6709\u4e00\u4e2a\u5e38\u7528\u7684\u521b\u6536\u80fd\u529b\u6307\u6807\u53ebARPA &#8211; Average Revenue Per Account\uff0c\u5373\u6bcf\u4e2a\u5ba2\u6237\uff08\u8d26\u6237\uff09\u6bcf\u5e74\u4ea7\u751f\u7684\u5e73\u5747\u6536\u5165\u3002\u9488\u5bf9\u67d0\u4e2a\u65e2\u5b9a\u4ea7\u54c1\uff0c\u4e3a\u4e86\u6709\u201d\u94b1\u666f\u201c\u5e76\u83b7\u5f97\u6295\u8d44\u4eba\u7684\u8ba4\u53ef\uff0c\u5176ARPA\u5e94\u8be5\u5927\u4e8e\u67d0\u4e2a\u6570\u503c\uff0c\u8fd9\u4e2a\u6570\u503c\u5c31\u662f\u6700\u4f4e\u53ef\u884c\u4ef7\u683c\u3002<\/p>\n\n\n\n<p>\u5e72\u8d27\u4e94\u6b65\u6cd5\uff1a<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1. \u5398\u6e05\u516c\u53f8\u548c\u4ea7\u54c1\u7684\u5546\u4e1a\u76ee\u6807<\/h3>\n\n\n\n<p>\u65e0\u8bba\u662f\u4ec0\u4e48\u4ea7\u54c1\uff0c\u6210\u529f\u7684\u6807\u51c6\u5927\u90fd\u53ef\u4ee5\u88ab\u6982\u62ec\u4e3a\u89e3\u51b3\u5ba2\u6237\u9700\u6c42\uff0c\u540c\u65f6\u521b\u9020\u5e76\u6355\u83b7\u4ef7\u503c\u3002\u4e00\u4e2a\u4ea7\u54c1\u516c\u53f8\u80fd\u591f\u6355\u83b7\u4ef7\u503c\u7684\u5927\u5c0f\uff0c\u589e\u957f\u901f\u5ea6\uff0c\u4ee5\u53ca\u53ef\u6301\u7eed\u6027\u4e00\u8d77\u5b9a\u4e49\u4e86\u5176\u4f30\u503c\u3002\u6211\u4eec\u53ef\u4ee5\u7528\u4f30\u503c\u7684\u76ee\u6807\u4f5c\u4e3a\u5546\u4e1a\u76ee\u6807\u7684\u8fd1\u4f3c\u3002<\/p>\n\n\n\n<p>\u90a3\u4e48SaaS\u516c\u53f8\u7684\u4f30\u503c\u662f\u5982\u4f55\u8ba1\u7b97\u7684\u5462\uff1f\u8003\u8651\u5230SaaS\u7684\u7eed\u8d39\u7279\u6027\uff0c\u8d44\u672c\u5e02\u573a\u5f80\u5f80\u4f1a\u5229\u7528\u5982\u4e0b\u516c\u5f0f\uff1a<\/p>\n\n\n\n<p><em>\u4f30\u503c = ARR \uff08\u5e74\u8ba2\u9605\u6536\u5165\uff09x Revenue Multiplier \uff08\u6536\u5165\u4f30\u503c\u500d\u6570\uff09<\/em><\/p>\n\n\n\n<p>\u5728\u7f8e\u56fd\u4e0a\u5e02\u7684\u4f30\u503c\u95e8\u69db\u4e00\u822c\u4e3a10\u4ebf\u7f8e\u5143\uff0c\u4e5f\u5c31\u662f\u6240\u8c13\u7684\u201c\u72ec\u89d2\u517d\u201d\u7684\u4f53\u91cf\u3002\u8fd9\u610f\u5473\u7740\u4e00\u4e2a\u80fd\u591f\u5408\u683c\u4e0a\u5e02\u7684SaaS\u516c\u53f8\u5728\u4e0a\u5e02\u524d\u4e00\u822c\u90fd\u8fbe\u5230\u4e86\u5982\u4e0b\u4e24\u6761\u6807\u51c6\uff1a<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>ARR\uff0c\u5373\u9884\u671f\u7528\u6237\u4f1a\u7eed\u8d39\u7684\u5e74\u8ba2\u9605\u6536\u5165 &#8211; \u81f3\u5c11\u4e3a1\u4ebf\u7f8e\u5143\uff1b<\/li><li>Revenue Multiplier\uff0c\u5373\u6536\u5165\u4f30\u503c\u500d\u6570 &#8211; \u81f3\u5c11\u4e3a10\uff0c\u8fd9\u5f80\u5f80\u610f\u5473\u7740\u9ad8\u589e\u957f\u548c\u9ad8\u7559\u5b58\u3002<\/li><\/ul>\n\n\n\n<p>\u5982\u679c\u4e00\u4e2aSaaS\u521b\u4e1a\u8005\u6709\u5fd7\u4e8e\u4e3a\u4ed6\u7684\u5ba2\u6237\u521b\u9020\u8db3\u591f\u7684\u4ef7\u503c\uff0c\u5e76\u60f3\u4ee5\u7eb3\u65af\u8fbe\u514b\u6572\u949f\u4f5c\u4e3a\u4e00\u4e2a\u5c0f\u76ee\u6807\uff0c\u90a3\u4e48\u4ece\u4ed6\u5e94\u8be5\u8ba1\u5212\u5c06ARR\u505a\u5230\u81f3\u5c111\u4ebf\u7f8e\u5143\u3002\u5927\u591a\u6570VC\u6295\u8d44\u4eba\u90fd\u5e0c\u671b\u4ee5IPO\u4e0a\u5e02\u7684\u65b9\u5f0f\u9000\u51fa\uff0c\u6216\u8005\u81f3\u5c11\u662f\u4ee5\u63a5\u8fd1\u4e0a\u5e02\u7684\u4f53\u91cf\u88ab\u6536\u8d2d\u3002\u6240\u4ee5\u5bf9\u4e8e\u62ff\u4e86\u98ce\u6295\u94b1\u7684\uff08\u4ee5\u53ca\u60f3\u62ff\u98ce\u6295\u7684\uff09\u4ea7\u54c1\u516c\u53f8\u6765\u8bf4\uff0c\u8fd9\u786e\u5b9e\u662f\u4e2a\u5408\u7406\u7684\u201c\u5c0f\u76ee\u6807\u201d\u3002\u8bb0\u4f4f1\u4ebf\u7f8e\u5143\u8fd9\u4e2a\u6570\u5b57\uff0c\u4e4b\u540e\u7684\u8ba1\u7b97\u6211\u4eec\u8fd8\u4f1a\u7528\u5230\u5b83\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">2. \u4f30\u7b97\u76ee\u6807\u5e02\u573a\u4e2d\u7684\u5ba2\u6237\u6570\u91cf<\/h3>\n\n\n\n<p>\u63a5\u4e0b\u6765\u4ea7\u54c1\u56e2\u961f\u9700\u8981\u505a\u7684\u662f\u641e\u6e05\u695a\u76ee\u6807\u5ba2\u6237\u7fa4\u4f53\u7684\u6570\u91cf\u3002\u8fd9\u6709\u70b9\u7c7b\u4f3c\u4e8e\u4f30\u8ba1TAM\uff08Total Addressable Market\uff0c\u6f5c\u5728\u5e02\u573a\u89c4\u6a21\uff09\u3002\u4f46\u8981\u6ce8\u610f\u7684\u662f\u6211\u4eec\u5173\u5fc3\u7684\u662f\u5ba2\u6237\u6570\u91cf\uff0c\u800c\u4e0d\u662fTAM\u5173\u6ce8\u7684\u91d1\u989d\u3002\u8fd9\u91cc\u6709\u4e00\u4e2a\u8fd1\u4f3c\u7684\u6570\u636e\u5c31\u591f\u4e86\uff0c\u4e0d\u5fc5\u7279\u522b\u7cbe\u786e\u3002\u6211\u4eec\u4e3e\u4e09\u4e2a\u4f8b\u5b50\u5e2e\u52a9\u7406\u89e3\uff1a<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u5982\u679c\u6211\u4eec\u505a\u901a\u7528SaaS\u5de5\u5177\uff0c\u5e76\u4e14\u7784\u51c6\u8d22\u5bcc500\u5f3a\u90a3\u6837\u7684\u5927\u516c\u53f8\u4f5c\u4e3a\u5ba2\u6237\uff1a\u4e3a\u4e86\u7c97\u7565\u4f30\u7b97\u6211\u4eec\u5c31\u53d6500\u5bb6\u516c\u53f8\u4f5c\u4e3a\u5ba2\u6237\u6570\u91cf\u7684\u4e0a\u9650\uff1b<\/li><li>\u5982\u679c\u505a\u9488\u5bf9\u533b\u7597\u7cfb\u7edf\uff0c\u5e76\u4e14\u7784\u51c6\u6709\u4e00\u5b9a\u89c4\u6a21\u7684\u533b\u9662\u4f5c\u4e3a\u5ba2\u6237\uff1a\u4e2d\u56fd\u5927\u7ea6\u67092700\u5bb6\u4e09\u7ea7\u533b\u9662\uff1b<\/li><li>\u5982\u679c\u505a\u9488\u5bf9\u6c7d\u8f66\u884c\u4e1a\uff0c\u5e76\u4e14\u7784\u51c64S\u5e97\u4f5c\u4e3a\u5ba2\u6237\uff1a\u4e2d\u56fd\u76844S\u5e97\u6570\u91cf\u7ea7\u57282\u4e07\u52303\u4e07\uff0c\u6211\u4eec\u75283\u4e07\u5bb6\u505a\u7c97\u7565\u4f30\u8ba1\u3002<\/li><\/ul>\n\n\n\n<p>\u524d\u4e00\u6b65\u6211\u4eec\u7528\u4e86\u4e0a\u5e02\u4f5c\u4e3a\u76ee\u6807\uff0c\u800c\u4e0a\u5e02\u7684\u4f30\u503c\u4e2d\u7684Revenue Multiplier\u6697\u542b\u4e86\u5bf9\u4e8e\u4e4b\u540e\u80fd\u591f\u7ee7\u7eed\u589e\u957f\u7684\u671f\u671b\uff0c\u4e5f\u5c31\u662f\u4e0a\u5e02\u4e4b\u540e\u8fd8\u80fd\u589e\u52a0\u5f88\u591a\u6536\u5165\uff0c\u6240\u4ee5\u6211\u4eec\u5fc5\u987b\u5bf9\u4ee5\u4e0a\u6570\u5b57\u518d\u6253\u4e2a\u6298\u6765\u4f53\u73b0\u4e0a\u5e02\u524d\u5408\u7406\u7684\u5e02\u573a\u5360\u6709\u7387\u3002\u6211\u4eec\u5047\u5b9a\u4e3a10%\uff1a\u8fd9\u4e2a\u6570\u5b57\u5982\u679c\u4f30\u7684\u8fc7\u9ad8\uff0c\u90a3\u4e48\u62db\u80a1\u4e66\u91cc\u7684\u589e\u957f\u6545\u4e8b\u4f1a\u5f88\u96be\u8bb2\u3002\u56de\u5230\u90a3\u4e09\u4e2a\u4f8b\u5b50\u7ed9\u6253\u5b8c\u6298\u4e4b\u540e\uff1a\u5982\u679c\u4e00\u5207\u6309\u8ba1\u5212\u8fd0\u884c\u7684\u8bdd\uff0c\u4e0a\u5e02\u524d\u591c\u54b1\u4ea7\u54c1\u670d\u52a1\u7684\u5ba2\u6237\u6570\u91cf\u7406\u8bba\u4e0a\u5206\u522b\u5e94\u8be5\u662f50\u5bb6\uff0c270\u5bb6\uff0c\u548c3000\u5bb6\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">3. 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class=\"wp-block-list\"><li>\u9488\u5bf9\u8d22\u5bcc500\u5f3a\u5ba2\u6237\u7684\u901a\u7528SaaS\u5de5\u5177\u9700\u8981\u7684\u6700\u4f4e\u53ef\u884c\u4ef7\u683c\u7ea61300\u4e07\u4eba\u6c11\u5e01\uff081\u4ebf\u7f8e\u5143\/50=200\u4e07\u7f8e\u5143\uff09<\/li><li>\u9488\u5bf9\u4e09\u7ea7\u533b\u9662\u5ba2\u6237\u7684\u884c\u4e1aSaaS\u4ea7\u54c1\u9700\u8981\u7684\u6700\u4f4e\u53ef\u884c\u4ef7\u683c\u7ea6240\u4e07\u4eba\u6c11\u5e01\uff081\u4ebf\/270=37\u4e07\u7f8e\u5143\uff09<\/li><li>\u9488\u5bf94S\u5e97\u7684\u884c\u4e1aSaaS\u4ea7\u54c1\u9700\u8981\u7684\u6700\u4f4e\u53ef\u884c\u4ef7\u683c\u7ea622\u4e07\u4eba\u6c11\u5e01\uff081\u4ebf\/3000=33000\u7f8e\u5143\uff09<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">4. 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