創業兔 | fiti 創新激勵計畫 市場開發 business development | bd 就是 sales...
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Rabbie FEB 24th, 2017
Business DevelopmentBD Sales BD
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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
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Agenda
n BD
n BD Sales
n BD
n BD Metris
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BD
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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
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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
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BD
BD = = +
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BD Sales
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BD Sales
n figuring out "new" sales (dont have quotas)
n driving "new" and "existing" sales(have quotas)
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BD Sales
BD Sales
https://blog.alphacamp.co/2015/07/22/startup-bd-sales/
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BD
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BD
https://www.slideshare.net/erhfen/rabbiebd150707
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BD Metrics
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BD Metrics
Product/Market Fit BD
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BD Metrics
n Pre vs Post Product/Market Fit Growth
n Product/Market Fit Canvas
n Ideal Customer Profile
n Lean Canvas
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Pre vs Post Product/Market Fit Growth
https://www.slideshare.net/500startups/02-brian-balfour-hub-spot-final
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Product/Market Fit Canvas
https://www.creatlr.com/template/4kqIag4DgwtT1ObbFA2vag/the-product-market-fit-canvas/
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Product/Market Fit Canvas
http://blog.leanmonitor.com/product-market-fit-canvas-the-strategic-innovation-tool/
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Ideal Customer Profile
http://www.brandonpugsley.com/ideal-customer-profile/
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Lean Canvas
http://kojenchieh.pixnet.net/blog/post/367706579-%E7%B2%BE%E5%AF%A6%E7%95%AB%E5%B8%83-(lean-canvas)
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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)
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https://appworks.tw/business-model/
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http://www.coelevate.com/essays/traction-vs-growth
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nB2B
nn 1&2n 3n 4/
n = + +
n 80% Zynga FacebookLinkedInFacebook Instagram HubspotTripAdvisor
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http://startupclass.samaltman.com/
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http://jingji.cntv.cn/special/internetage/01/
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Contact Me
n RabbieStartup https://www.rabbiekao.com/https://www.facebook.com/RabbieStartup/
n [email protected] Kao ()