{"id":52997,"date":"2021-12-15T16:09:15","date_gmt":"2021-12-15T08:09:15","guid":{"rendered":"https:\/\/www.growthhk.cn\/?p=52997"},"modified":"2021-12-15T16:09:20","modified_gmt":"2021-12-15T08:09:20","slug":"7000%e5%ad%97%e5%ae%9e%e6%88%98%e6%a1%88%e4%be%8b%ef%bc%8c%e8%ae%b2%e9%80%8fsaas%e4%ba%a7%e5%93%81%e6%8c%87%e6%a0%87","status":"publish","type":"post","link":"https:\/\/www.growthhk.cn\/cgo\/product\/52997.html","title":{"rendered":"7000\u5b57\u5b9e\u6218\u6848\u4f8b\uff0c\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807"},"content":{"rendered":"\n
\u4f20\u8bf4\u7ea7\u7684\u4ea7\u54c1\u5927\u4f6c\u4f3c\u4e4e\u770b\u8d77\u6765\u90fd\u4e0d\u600e\u4e48\u4f9d\u8d56\u6570\u636e\u51b3\u7b56\uff0c\u53cd\u800c\u597d\u50cf\u66f4\u591a\u4f9d\u8d56\u76f4\u89c9\u3002\u76f4\u89c9\u548c\u6570\u636e\u6709\u65f6\u5c31\u50cf\u4e00\u4e2a\u8df7\u8df7\u677f\u7684\u4e24\u7aef<\/strong>\uff0c\u4f9d\u8d56\u76f4\u89c9\u7684\u4ea7\u54c1\u7ecf\u7406\u4e3b\u89c2\u6027\u66f4\u9ad8\u3001\u4f9d\u8d56\u6570\u636e\u7684\u5219\u5ba2\u89c2\u6027\u66f4\u9ad8\u3002<\/p>\n\n\n\n \u4f46\u4e8b\u5b9e\u771f\u7684\u662f\u8fd9\u6837\u5417\uff1f<\/p>\n\n\n\n \u5176\u5b9e\u4e0d\u7136\uff0c\u505a\u51b3\u7b56\u662f\u4e00\u4ef6\u975e\u5e38\u590d\u6742\u7684\u4e8b\u60c5\uff0c\u552f\u76f4\u89c9\u8bba\u548c\u552f\u6570\u636e\u8bba\u90fd\u4f1a\u8d70\u5411\u4e0d\u540c\u7684\u6781\u7aef\u3002\u6570\u636e\u5e76\u4e0d\u4ee3\u8868\u5ba2\u89c2\uff0c\u56e0\u4e3a\u6570\u636e\u672c\u8eab\u662f\u6ca1\u6709\u5b9e\u9645\u4e1a\u52a1\u610f\u4e49\u7684\uff0c\u53ea\u662f\u56e0\u4e3a\u6211\u4eec\u9009\u62e9\u4ece\u8fd9\u4e2a\u89d2\u5ea6\u770b\uff0c\u624d\u8d4b\u4e88\u4e86\u5176\u610f\u4e49\u3002\u56e0\u6b64\uff0c\u6570\u636e\u672c\u8eab\u4e5f\u662f\u88ab\u89c2\u5bdf\u8005\u6240\u5e72\u6270\u7684\u4e00\u79cd\u7279\u5f81<\/strong>\uff0c\u90a3\u552f\u6570\u636e\u8bba\u5176\u5b9e\u5c31\u662f\u4e00\u79cd\u6096\u8bba\u3002<\/p>\n\n\n\n \u8fd9\u91cc\u6211\u5f88\u8ba4\u540c\u90b1\u5cb3\u8001\u5e08\u7684\u4e00\u53e5\u8bdd\uff1a\u201c\u8ba9\u6570\u636e\u6210\u4e3a\u81ea\u5df1\u7684\u8bed\u8a00\uff0c\u7528\u6570\u636e\u91cd\u6784\u76f4\u89c9\uff0c\u800c\u4e0d\u662f\u7528\u60c5\u7eea\u548c\u597d\u6076\u6765\u6784\u5efa\u76f4\u89c9\u201d\u3002<\/strong>\u56e0\u6b64\uff0c\u770b\u6570\u636e\u7684\u672c\u8d28\u662f\u4e3a\u4e86\u901a\u8fc7\u300c\u6301\u7eed\u7684\u63d0\u70bc-\u9884\u6d4b-\u9a8c\u8bc1\u300d<\/strong>\u6765\u57f9\u517b\u4fee\u6b63\u6211\u4eec\u5bf9\u4e8b\u7269\u66f4\u4e3a\u51c6\u786e\u548c\u5ba2\u89c2\u7684\u76f4\u89c9\u3002<\/p>\n\n\n\n \u56e0\u6b64\uff0c\u638c\u63e1\u4ea7\u54c1\u5173\u952e\u7684\u6570\u636e\u6307\u6807\u52bf\u5728\u5fc5\u884c\u3002\u56e0\u7b14\u8005\u8eab\u5904SaaS<\/a><\/span>\u884c\u4e1a\uff0c\u4e14SaaS\u4ea7\u54c1\u5728\u6700\u8fd1\u8fce\u6765\u4e86\u5c0f\u7684\u884c\u4e1a\u7206\u53d1\u671f\uff0c\u4e8e\u662f\u672c\u7bc7\u5c06\u548c\u5927\u5bb6\u5206\u4eab\u4e0bSaaS\u4ea7\u54c1\u901a\u7528\u7684\u5341\u51e0\u79cd\u6570\u636e\u6307\u6807\u3002<\/p>\n\n\n\n \u7ecf\u8fc72\u5468\u7684\u5185\u5bb9\u7ec4\u7ec7\u548c\u6253\u78e8<\/strong>\uff0c\u5e0c\u671b\u80fd\u901a\u8fc7\u672c\u6587\u5411\u4f60\u8bb2\u900fSaaS\u4ea7\u54c1\u6307\u6807\u7684\u6838\u5fc3\u5185\u5bb9\u3002\u672c\u6b21\u5e72\u8d27\u5206\u4eab\u5c06\u4ece\u4ee5\u4e0b4\u4e2a\u65b9\u9762\u5c55\u5f00\uff1a<\/p>\n\n\n\n \u6b64\u5916\uff0c\u5982\u679c\u4f60\u4ee5\u524d\u770bSaaS\u4ea7\u54c1\u6570\u636e\u6307\u6807\u6709\u770bn\u6b21\u5fd8n\u6b21\u7684\u73b0\u8c61\uff0c\u90a3\u4e48\u7b14\u8005\u81ea\u5df1\u4e5f\u6574\u7406\u4e86\u4e00\u4efdSaaS\u4ea7\u54c1\u6307\u6807\u5b57\u5178<\/strong>\uff0c\u5173\u6ce8\u516c\u4f17\u53f7\u3010\u4ea7\u54c1\u51b0\u51b0\u9171\u3011<\/strong>\uff0c\u56de\u590d\u5173\u952e\u8bcd\u3010\u6307\u6807\u3011<\/strong>\u5373\u53ef\u83b7\u5f97\u3002<\/p>\n\n\n\n OK\uff0c\u4e0b\u9762\u6211\u4eec\u5c31\u6b63\u5f0f\u5f00\u59cb\u5e72\u8d27\u5206\u4eab\uff01<\/p>\n\n\n\n \u65e2\u7136\u662f\u8c08\u8bba\u6307\u6807\uff0c\u90a3\u6211\u4eec\u5c31\u9700\u8981\u5148\u7406\u6e05\u6307\u6807\u7684\u51c6\u786e\u5b9a\u4e49\u5230\u5e95\u662f\u4ec0\u4e48\uff1f\u638c\u63e1\u8fd9\u4e9b\u6570\u636e\u6307\u6807\u5bf9\u6211\u4eec\u6709\u4ec0\u4e48\u597d\u5904\uff1f<\/p>\n\n\n\n \u6307\u6807<\/strong>\u662f\u7528\u6237\u8861\u91cf\u4e8b\u7269\u53d1\u5c55\u7a0b\u5ea6<\/strong>\u7684\u5355\u4f4d\uff0c\u4e5f\u79f0\u4e3a\u5ea6\u91cf\u3002\u901a\u5e38\u4e0e\u5177\u4f53\u4e1a\u52a1\u7684\u4e2d\u95f4\u76ee\u6807\u6216\u6700\u7ec8\u76ee\u6807\u76f4\u63a5\u76f8\u5173\u3002<\/p><\/blockquote>\n\n\n\n \u6307\u6807\u9700\u8981\u7ecf\u8fc7\u8ba1\u6570\u3001\u52a0\u548c\u3001\u5e73\u5747\u7b49\u6c47\u603b\u8ba1\u7b97\u65b9\u5f0f\u5f97\u5230\uff0c\u5e76\u4e14\u9700\u8981\u5728\u4e00\u5b9a\u7684\u524d\u63d0\u6761\u4ef6\u4e0b\u8fdb\u884c\u6c47\u603b\u8ba1\u7b97\uff0c\u5982\u4e8b\u4ef6\u3001\u5730\u70b9\u3001\u8303\u56f4\uff0c\u4e5f\u5c31\u662f\u6211\u4eec\u5e38\u8bf4\u7684\u7edf\u8ba1\u53e3\u5f84\u4e0e\u8303\u56f4\u3002<\/p>\n\n\n\n \u3010\u4e3e\u4f8b\u3011\u67d0\u7535\u5546SaaS\u4e2d\u7684\u65e5\u6d3b\u8dc3\u6570\u4e3a10000\u3001\u8ba2\u5355\u91cf\u4e3a230\u3001\u7528\u6237\u6570\u91cf\u4e3a1000\uff0c\u8fd9\u4e9b\u5c31\u662f\u5bf9\u8be5\u5e73\u53f0\u8ba2\u5355\u3001\u7528\u6237\u7684\u4e00\u79cd\u5ea6\u91cf\u3002<\/p>\n\n\n\n \u7531\u6b64\u53ef\u89c1\uff0cSaaS\u4ea7\u54c1\u7684\u6570\u636e\u6307\u6807\u672c\u8d28\u4e0a\u662f\u7528\u6765\u5ea6\u91cfSaaS\u4ea7\u54c1\u53d1\u5c55\u7a0b\u5ea6<\/strong>\u7684\u3002\u90a3\u4e48\uff0c\u7406\u6e05\u4e00\u6b3e\u4ea7\u54c1\u7684\u6570\u636e\u6307\u6807\u6709\u4f55\u4ef7\u503c\u5462\uff1f<\/p>\n\n\n\n \u770b\u5b8c\u4e86\u524d\u9762\u4e00\u5806\u6b63\u786e\u7684\u5520\u53e8\u8bdd\uff0c\u90a3\u4e48\uff0c\u60f3\u5fc5\u5927\u5bb6\u6700\u5173\u6ce8\u7684\u5c31\u662fSaaS\u4ea7\u54c1\u5230\u5e95\u9700\u8981\u770b\u54ea\u4e9b\u6307\u6807<\/strong>\u3002\u4f46\u770b\u4e86\u90a3\u4e48\u591a\u76f8\u5173\u6587\u7ae0\uff0c\u4f60\u6709\u601d\u8003\u8fc7\u4e3a\u4ec0\u4e48\u8981\u9009\u8fd9\u4e9b\u6307\u6807\u800c\u4e0d\u662f\u5176\u4ed6\u6307\u6807\u5417<\/strong>\uff1f<\/p>\n\n\n\n \u4e3a\u4ec0\u4e48\u6838\u5fc3\u7684SaaS\u6307\u6807\u662fLTV\u3001CAC\uff0c\u800c\u4e0d\u662fDAU\u3001MAU\u5462\uff1f\u4e3a\u4ec0\u4e48\u770b\u4e86\u90a3\u4e48\u591a\u96f6\u6563\u7684\u6307\u6807\u79d1\u666e\uff0c\u6700\u7ec8\u90fd\u6ca1\u6709\u5f62\u6210\u4efb\u4f55\u8bb0\u5fc6\u70b9\u5462\uff1f<\/p>\n\n\n\n \u8fd9\u53ef\u80fd\u5c31\u662f\u56e0\u4e3a\u4f60\u6ca1\u6709\u7406\u89e3SaaS\u4ea7\u54c1\u9009\u53d6\u6307\u6807\u80cc\u540e\u7684\u51fa\u53d1\u70b9<\/strong>\u3002\u4e00\u65e6\u4f60\u7406\u89e3\u4e86\uff0c\u90a3\u4e00\u4e0b\u5b50\u5c31\u4f1a\u8c41\u7136\u5f00\u6717\uff08\u5176\u5b9e\uff0c\u8bf4\u7684\u5c31\u662f\u7b14\u8005\u81ea\u5df1\u5566<\/p>\n\n\n\n \uff09\u3002<\/p>\n\n\n\n \u56e0\u6b64\uff0c\u5728\u548c\u5927\u5bb6\u5206\u4eab\u5177\u4f53\u7684SaaS\u6307\u6807\u4e4b\u524d\uff0c\u8981\u5148\u6765\u548c\u5927\u5bb6\u804a\u804a\u5e94\u8be5\u4ece\u4ec0\u4e48\u89d2\u5ea6\u53bb\u9009\u53d6\u6307\u6807\u3002<\/p>\n\n\n\n \u524d\u9762\u6211\u4eec\u63d0\u8fc7\u6307\u6807\u7684\u5b9a\u4e49\uff1a\u5373\u7528\u6765\u5ea6\u91cf\u4ea7\u54c1\u7684\u53d1\u5c55\u7a0b\u5ea6<\/strong>\u3002\u90a3\u4e48\uff0c\u4e0e\u5176\u8bf4\u662f\u9009\u53d6SaaS\u4ea7\u54c1\u7684\u6307\u6807\uff0c\u4e0d\u5982\u8bf4\u6211\u4eec\u9700\u8981\u600e\u6837\u53bb\u8861\u91cf\u4e00\u6b3eSaaS\u4ea7\u54c1\u7684\u597d\u574f<\/strong>\u3002<\/p>\n\n\n\n \u9664\u4e86\u4e2a\u522b\u516c\u76ca\u7c7b\u7b49\u4ea7\u54c1\u4e4b\u5916\uff0c\u5927\u90e8\u5206\u4ea7\u54c1\u90fd\u517c\u5177\u7528\u6237\u4ef7\u503c<\/strong>\u548c\u5546\u4e1a\u4ef7\u503c<\/strong>\uff1a\u7528\u6237\u4ef7\u503c\u6307\u4ea7\u54c1\u80fd\u591f\u5b9e\u5b9e\u5728\u5728\u89e3\u51b3\u7528\u6237\u9700\u6c42\u3001\u4e14\u7528\u6237\u613f\u610f\u7528\u4f60\u7684\u4ea7\u54c1\u6765\u89e3\u51b3\u95ee\u9898\uff1b\u800c\u5546\u4e1a\u4ef7\u503c\u5219\u6307\u8be5\u4ea7\u54c1\u8fd8\u80fd\u517b\u6d3b\u516c\u53f8\u4e00\u5e2e\u5b50\u4eba\u5403\u996d\uff0c\u7ed9\u4f01\u4e1a\u5e26\u6765\u6301\u7eed\u7684\u5229\u6da6\u3002<\/p>\n\n\n\n \u7531\u6b64\u5f97\u51fa\uff0c\u8861\u91cf\u4e00\u6b3e\u4ea7\u54c1\u7684\u597d\u574f\u5219\u5728\u4e8e\u7efc\u5408\u5224\u65ad\u5176\u7528\u6237\u4ef7\u503c\u548c\u5546\u4e1a\u4ef7\u503c\u3002\u56e0\u6b64\uff0c\u6211\u4eec\u5c06SaaS\u4ea7\u54c1\u7684\u6307\u6807\u5212\u5206\u4e3a2\u5927\u7c7b\uff1a\u4ea7\u54c1\u6307\u6807\u548c\u5546\u4e1a\u6307\u6807<\/strong>\u3002<\/p>\n\n\n\n \u4e0b\u9762\uff0c\u6211\u4eec\u5c06\u7ed3\u5408SaaS\u4ea7\u54c1\u7684\u7279\u6027\u6765\u8bb2\u8bb2\u5177\u4f53\u7684\u4ea7\u54c1\u6307\u6807\u548c\u9009\u62e9\u8be5\u6307\u6807\u6765\u8861\u91cfSaaS\u4ea7\u54c1\u597d\u574f\u7684\u539f\u56e0\u3002<\/p>\n\n\n\n \u76f8\u8f83\u4e8e\u4f20\u7edf\u8f6f\u4ef6\u4e70\u65ad\u5f0f\u7684\u552e\u5356\u65b9\u5f0f\uff0cSaaS\u4ea7\u54c1\u662f\u6309\u6708\/\u6309\u5e74\u7b49\u8ba2\u9605\u5f0f\u7684\u51fa\u552e\u65b9\u5f0f\uff0c\u8fd9\u662f\u56e0\u4e3a\u5176\u7406\u5ff5\u7684\u7a81\u7834\u70b9\u5c31\u5728\u4e8e\uff1a\u8f6f\u4ef6\u4e0d\u662f\u4e00\u6b21\u6027\u4ea4\u4ed8\u7684\u4ea7\u54c1\uff0c\u800c\u662f\u4e00\u79cd\u957f\u671f\u63d0\u4f9b\u7684\u670d\u52a1\u3002<\/strong><\/p>\n\n\n\n \u7531\u8fd9\u6837\u7684\u8ba2\u9605\u65b9\u5f0f\u6211\u4eec\u53ef\u4ee5\u770b\u51fa\uff0c\u5ba2\u6237\u5728\u521d\u6b21\u8d2d\u4e70\u5230\u671f\u540e\uff0c\u5982\u679c\u4ea7\u54c1\u4e0d\u6ee1\u610f\uff0c\u5219\u5f88\u6709\u53ef\u80fd\u76f4\u63a5\u6d41\u5931\u6389\u3002\u90a3\u4e48\uff0c\u8861\u91cf\u5ba2\u6237\u662f\u5426\u6ee1\u610f<\/strong>\uff0c\u5219\u662f\u4e00\u4e2a\u975e\u5e38\u5173\u952e\u7684\u6307\u6807\u3002<\/p>\n\n\n\n \u8fd9\u91cc\uff0c\u6211\u4eec\u5c06\u4ea7\u54c1\u6307\u6807\u5206\u4e3a\u8fc7\u7a0b\uff08\u9886\u5148\uff09\u6307\u6807<\/strong>\u548c\u7ed3\u679c\uff08\u6ede\u540e\uff09\u6307\u6807<\/strong>2\u5927\u7c7b\uff1a<\/p>\n\n\n\n \u8fc7\u7a0b\u6307\u6807<\/strong><\/p>\n\n\n\n \u7ed3\u679c\u6307\u6807\u5f88\u597d\u7406\u89e3\uff0c\u4f8b\u5982\u8ba2\u9605\u5230\u671f\u540e\u7528\u6237\u662f\u5426\u613f\u610f\u7eed\u8d39\u8fd8\u662f\u76f4\u63a5\u6d41\u5931\uff0c\u8fd9\u5c31\u662f\u4e00\u4e2a\u5f88\u660e\u663e\u7684\u7ed3\u679c\u3002\u90a3\u4e3a\u4ec0\u4e48\u8fd8\u8981\u8fc7\u7a0b\u6307\u6807\u5462\uff1f<\/p>\n\n\n\n \u8fd9\u662f\u56e0\u4e3a\u5982\u679c\u6211\u4eec\u7b49\u5230\u7528\u6237\u8ba2\u9605\u5230\u671f\u540e\u518d\u53bb\u770b\u7559\u5b58\u7684\u8bdd\uff0c\u5ba2\u6237\u53ef\u80fd\u5df2\u7ecf\u90fd\u6d41\u5931\u4e86\uff0c\u6211\u4eec\u4e5f\u9519\u8fc7\u4e86\u6700\u597d\u7684\u6539\u8fdb\u65f6\u673a\u3002\u56e0\u6b64\uff0c\u5236\u5b9a\u9886\u5148\u6307\u6807\u80fd\u591f\u5e2e\u52a9\u6211\u4eec\u5728\u7528\u6237\u4f7f\u7528\u671f\u95f4\u5c31\u63d0\u524d\u9884\u6d4b\u7559\u5b58\u548c\u6d41\u5931\u60c5\u51b5\uff0c\u5e76\u901a\u8fc7\u7b56\u7565\u53ca\u65f6\u633d\u56de\u3002<\/strong><\/p>\n\n\n\n \u8fd9\u91cc\uff0c\u6211\u4eec\u4ecb\u7ecd\u4e00\u79cd\u5ba2\u6237\u7559\u5b58\u60c5\u51b5\u7684\u9886\u5148\u6307\u6807\u6846\u67b6\uff1a<\/p>\n\n\n\n \uff08\u56fe\u6e90\u89c1\u6c34\u5370\uff09<\/p>\n\n\n\n \u4e3e\u4e2a\u4f8b\u5b50\uff1a\u82e550%\u7684\u5ba2\u6237\u57281\u4e2a\u6708\u5185\u5b8c\u6210\u4e86\u6253\u8003\u52e4\uff0c\u5219\u8fbe\u5230\u4e86\u5ba2\u6237\u7559\u5b58\u7387\u7684\u9886\u5148\u6307\u6807\u3002\u5f53\u7136\uff0c\u8fd9\u91cc\u7684\u5ba2\u6237\u767e\u5206\u6bd4\u3001\u65f6\u95f4\u533a\u95f4\u548c\u4e8b\u4ef6\u90fd\u9700\u8981\u6839\u636e\u7cfb\u7edf\u6240\u4f20\u9012\u7684\u6838\u5fc3\u4ef7\u503c\u6765\u8fdb\u884c\u786e\u5b9a\u548c\u4e0d\u65ad\u8c03\u6574\uff0c\u5177\u4f53\u6848\u4f8b\u53ef\u4ee5\u53c2\u8003\u7b2c\u56db\u90e8\u5206\u5317\u6781\u661f\u6307\u6807\u7684\u5236\u5b9a\u3002<\/p>\n\n\n\n \u7ed3\u679c\u6307\u6807<\/strong><\/p>\n\n\n\n \u5e38\u89c1\u7684\u4ea7\u54c1\u7ed3\u679c\u6307\u6807\u5305\u542b\u5ba2\u6237\u751f\u547d\u5468\u671f\u3001\u7559\u5b58\u7387\u3001\u6d41\u5931\u7387\u3001\u51c0\u63a8\u8350\u503c<\/strong>\uff0c\u5177\u4f53\u89c1\u4e0b\u8868\uff1a<\/p>\n\n\n\n \u5ba2\u6237\u751f\u547d\u5468\u671fLT<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aLifeTime<\/p>\n\n\n\n \u6307\u6807\u610f\u4e49\uff1a\u6307\u4ece\u4f01\u4e1a\u4e0e\u5ba2\u6237\u5efa\u7acb\u4e1a\u52a1\u5173\u7cfb\u5230\u5b8c\u5168\u7ec8\u6b62\u5173\u7cfb\u7684\u5168\u8fc7\u7a0b<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=1\/\u5ba2\u6237\u6d41\u5931\u7387<\/p>\n\n\n\n \u884c\u4e1a\u53c2\u8003\u6807\u51c6\uff1a\u4e0d\u540c\u884c\u4e1a\u5dee\u5f02\u6027\u8f83\u5927<\/p>\n\n\n\n \u7559\u5b58\u7387<\/strong><\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aRetention rate<\/p>\n\n\n\n \u6307\u6807\u610f\u4e49\uff1a\u6307\u4ece\u4f01\u4e1a\u4e0e\u5ba2\u6237\u5efa\u7acb\u4e1a\u52a1\u5173\u7cfb\u5230\u5b8c\u5168\u7ec8\u6b62\u5173\u7cfb\u7684\u5168\u8fc7\u7a0b<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=\uff08\u672c\u671f\u672b\u5ba2\u6237\u6570-\u672c\u671f\u5185\u65b0\u589e\u5ba2\u6237\u6570\uff09\/\u4e0a\u671f\u672b\u5ba2\u6237\u6570<\/p>\n\n\n\n \u884c\u4e1a\u53c2\u8003\u6807\u51c6\uff1a\u9762\u5411\u4e2d\u5c0f\u4f01\u4e1a SaaS: 60% \u597d, 80% \u5f88\u597d\uff1b\u9762\u5411\u5927\u578b\u4f01\u4e1a SaaS: 70% \u597d, 90% \u5f88\u597d<\/p>\n\n\n\n \u6d41\u5931\u7387<\/strong><\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aAchurn\uff08Average churn\uff09<\/p>\n\n\n\n \u6307\u6807\u610f\u4e49\uff1a\u4ee5\u4e00\u4e2a\u7b80\u5355\u95ee\u9898\uff0c\u8861\u91cf\u987e\u5ba2\u5bf9\u4f01\u4e1a\u54c1\u724c\/\u5546\u54c1\u7684\u5fe0\u8bda\u5ea6<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=\u63a8\u8350\u6253\u5206\u7684\u5747\u503c<\/p>\n\n\n\n \u884c\u4e1a\u53c2\u8003\u6807\u51c6\uff1a30\u5206\uff08\u6839\u636e2020\u5e74SaaS\u884c\u4e1aNPS\u57fa\u51c6\uff09<\/p>\n\n\n\n \u5546\u4e1a\u53d8\u73b0\u7684\u6838\u5fc3\u516c\u5f0f\u5c31\u662f\uff1a\u5229\u6da6=\u6536\u5165-\u6210\u672c<\/strong>\u3002\u56e0\u6b64\uff0c\u5982\u679c\u8981\u8861\u91cfSaaS\u4ea7\u54c1\u7684\u5546\u4e1a\u4ef7\u503c\uff0c\u90a3\u52bf\u5fc5\u7ed5\u4e0d\u5f00\u8fd9\u4e2a\u516c\u5f0f\u3002<\/p>\n\n\n\n \u4f46\u662f\uff0c\u5229\u6da6\u3001\u6536\u5165\u3001\u6210\u672c\u672c\u8eab\u662f\u8d22\u52a1\u540d\u8bcd\uff0c \u90a3\u6211\u4eec\u4ea7\u54c1\u7ecf\u7406\u4e5f\u9700\u8981\u4ece\u8d22\u52a1\u7684\u89d2\u5ea6\u53bb\u8ba1\u7b97\u8fd9\u4e9b\u6570\u636e\u5417\uff1f<\/p>\n\n\n\n \u5f53\u7136\u4e0d\u662f\u3002\u5bf9\u4e8e\u6574\u4e2a\u5229\u6da6\u516c\u5f0f\u800c\u8a00\uff0c\u4e0d\u4ec5\u4ea7\u54c1\u7ecf\u7406\u53ef\u4ee5\u63a7\u5236\u548c\u5f71\u54cd\u7684\u6536\u5165\u6765\u6e90\u53ca\u652f\u51fa\u6210\u672c\u8f83\u4e3a\u6709\u9650\uff0c\u540c\u65f6\uff0c\u4ea7\u54c1\u76f8\u5173\u7684\u6536\u5165\u548c\u6210\u672c\u4e5f\u53ea\u5360\u516c\u5f0f\u7684\u4e00\u90e8\u5206\u3002\u4e0e\u5176\u5173\u6ce8\u6574\u4e2a\u516c\u5f0f\uff0c\u5012\u4e0d\u5982\u805a\u7126\u5728\u548c\u4ea7\u54c1\u76f8\u5173\u7684\u6536\u5165\u548c\u6210\u672c\u4e0a\uff0c\u901a\u8fc7\u6709\u9488\u5bf9\u6027\u7684\u4ea7\u54c1\u7b56\u7565\u6765\u63d0\u5347\u6574\u4f53\u7684\u5229\u6da6\uff0c\u6700\u5927\u5316\u53d1\u6325\u81ea\u5df1\u7684\u4ef7\u503c\u3002<\/p>\n\n\n\n \u56e0\u6b64\uff0c\u5e38\u89c1\u7684SaaS\u4ea7\u54c1\u5546\u4e1a\u6307\u6807\u5728\u5e94\u7528\u65f6\u90fd\u4f1a\u7ecf\u8fc7\u4e00\u4e9b\u4ea7\u54c1\u89c6\u89d2\u7684\u6539\u9020<\/strong>\uff0c\u4e0e\u771f\u6b63\u8d22\u52a1\u6240\u8ba1\u7b97\u7684\u51c6\u786e\u6307\u6807\u5b58\u5728\u4e00\u5b9a\u7684\u51fa\u5165\u3002<\/p>\n\n\n\n \u4e0b\u9762\uff0c\u5c31\u4e0e\u5927\u5bb6\u5206\u4eab12\u4e2a\u5e38\u89c1\u7684SaaS\u5546\u4e1a\u6307\u6807\uff0c\u5982\u679c\u5927\u5bb6\u9700\u8981\u5b8c\u6574\u7684SaaS\u4ea7\u54c1\u5546\u4e1a\u6307\u6807\u6587\u6863<\/strong>\uff0c\u5173\u6ce8\u5fae\u4fe1\u516c\u4f17\u53f7\u3010\u4ea7\u54c1\u51b0\u51b0\u9171\u3011<\/strong>\uff0c\u56de\u590d\u5173\u952e\u8bcd\u3010\u6307\u6807\u3011<\/strong>\u5373\u53ef\u83b7\u5f97\uff1a<\/p>\n\n\n\n \u6708\u7ecf\u5e38\u6027\u6536\u5165MRR<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aMRR\uff08Monthly Recurring Revenue\uff09<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u7528\u4e8e\u8861\u91cf\u6bcf\u6708\u8ba2\u9605\u6536\u5165\uff0c\u5982\u679c\u6709\u4e00\u4e9b\u5e74\u5ea6\u8ba2\u9605\uff0c\u9664\u4ee5 12\uff0c\u518d\u5206\u644a\u5230\u6bcf\u6708\u6765\u8ba1\u7b97 MRR<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=SUM\u6bcf\u4f4d\u5ba2\u6237\u6bcf\u6708\u652f\u4ed8\u8d39\u7528<\/p>\n\n\n\n \u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4e0d\u4f1a\u8ba1\u7b97\u4e00\u6b21\u6027\u548c\u53ef\u53d8\u7684\u6536\u5165<\/p>\n\n\n\n \u6708\u7ecf\u5e38\u6027\u6536\u5165\u589e\u957f\u7387<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aMoM MRR<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u7528\u4e8e\u8861\u91cfSaaS \u4e1a\u52a1\u589e\u957f\u901f\u5ea6\u3001\u5e02\u573a\u5438\u5f15\u529b\u548c\u4e1a\u52a1\u6269\u5c55\u7684\u6307\u6807<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=\uff08\u672c\u6708MRR-\u4e0a\u4e2a\u6708MRR\uff09\/\u4e0a\u4e2a\u6708MRR<\/p>\n\n\n\n \u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4e0d\u4f1a\u8ba1\u7b97\u4e00\u6b21\u6027\u548c\u53ef\u53d8\u7684\u6536\u5165<\/p>\n\n\n\n \u51c0\u6708\u7ecf\u5e38\u6027\u6536\u5165<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aNet New MRR<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u901a\u8fc7\u62c6\u89e3 MRR \u7684\u5404\u4e2a\u7ec4\u6210\u90e8\u5206\uff0c\u5e2e\u52a9\u6211\u4eec\u4e86\u89e3\u5230\u5177\u4f53\u4e1a\u52a1\u6536\u5165\u8fdb\u548c\u51fa\u7684\u72b6\u51b5\uff0c\u4ee5\u53ca\u5bfc\u81f4 MRR \u6ce2\u52a8\u7684\u539f\u56e0<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=\uff08\u65b0\u589e MRR+\u6269\u5c55 MRR+\u91cd\u65b0\u6fc0\u6d3b MRR\uff09-\uff08\u5ba2\u6237\u6d41\u5931 MRR+\u5ba2\u6237\u6536\u7f29 MRR\uff09<\/p>\n\n\n\n \u5907\u6ce8\uff1a\u65b0\u589e\u2014\u2014\u65b0\u5ba2\u6237MRR\uff0c\u6269\u5c55\u2014\u2014\u8001\u5ba2\u6237\u7684\u6269\u5927\u9500\u552e\uff0c\u91cd\u65b0\u6fc0\u6d3b\u2014\u2014\u8001\u5ba2\u6237\u91cd\u65b0\u8ba2\u9605\uff0c\u6d41\u5931\u2014\u2014\u9000\u8ba2\uff0c\u6536\u7f29\u2014\u2014\u964d\u4f4e\u8ba2\u9605<\/p>\n\n\n\n \u5e74\u7ecf\u5e38\u6027\u6536\u5165ARR<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aARR\uff08Annual Recurring Revenue\uff09<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u591a\u5e74\u5408\u540c\u9664\u4ee5\u5408\u540c\u5e74\u9650\uff0c\u518d\u5206\u644a\u5230\u6bcf\u5e74\u6765\u8ba1\u7b97 ARR<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=SUM\u6bcf\u4f4d\u5ba2\u6237\u6bcf\u5e74\u652f\u4ed8\u8d39\u7528<\/p>\n\n\n\n \u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4e0d\u4f1a\u8ba1\u7b97\u4e00\u6b21\u6027\u548c\u53ef\u53d8\u7684\u6536\u5165<\/p>\n\n\n\n \u5ba2\u6237\u7ec8\u8eab\u4ef7\u503cLTV<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aLTV\uff08Life Time Value\uff09\uff0c\u4e5f\u79f0CLV\u6216CLTV<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u5bf9\u4e00\u6bb5\u6b63\u5728\u8fdb\u884c\u4e2d\u7684\u5ba2\u6237-\u4ea7\u54c1\u5173\u7cfb\u6240\u80fd\u4ea7\u751f\u51c0\u5229\u6da6\u7684\u9884\u4f30 <\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a = ARPU \/\u6d41\u5931\u7387<\/p>\n\n\n\n \u7eed\u8d39\u7387<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aRenewal Rate<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u6307\u7684\u662f\u5728\u8ba2\u9605\u671f\u7ed3\u675f\u65f6\u9009\u62e9\u7eed\u8d39\u7684\u7528\u6237\u5360\u6240\u6709\u5e94\u7eed\u8d39\u7528\u6237\u7684\u767e\u5206\u6bd4<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=\u5728\u8ba2\u9605\u671f\u7ed3\u675f\u65f6\uff0c\u5b9e\u9645\u7eed\u8d39\u5ba2\u6237\u6570\/\u6240\u6709\u5e94\u7eed\u8d39\u5ba2\u6237\u6570 <\/p>\n\n\n\n \u6bcf\u5e10\u6237\/\u7528\u6237\u5e73\u5747\u6536\u5165ARPA\/ARPU <\/p>\n\n\n\n \u82f1\u6587\u540d\uff1a ARPA\/ARPU\uff08average revenue per account\/user\uff09<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u8861\u91cf\u5355\u4e2a\u5ba2\u6237\u4e3a\u516c\u53f8\u5e26\u6765\u7684\u91d1\u94b1\u6570\u91cf<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=\u67d0\u65f6\u671f\u603b\u6536\u5165 \/ \u540c\u671f\u5ba2\u6237\u6570<\/p>\n\n\n\n \u83b7\u5ba2\u6210\u672cCAC<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aCAC\uff08Customer Acquisition Cost\uff09<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u6307\u7528\u6237\u83b7\u53d6\u6210\u672c\uff0c\u5373\u662f\u4f60\u82b1\u591a\u5c11\u94b1\u83b7\u53d6\u4e00\u4e2a\u65b0\u5ba2\u6237<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a=\u83b7\u5f97\u5ba2\u6237\u7684\u603b\u652f\u51fa\/\u83b7\u5f97\u7684\u5ba2\u6237\u6570\u91cf<\/p>\n\n\n\n \u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4ea7\u54c1\u5173\u6ce8\u7684\u83b7\u5ba2\u6210\u672c\u4e00\u822c\u5206\u4e3a\u8fd0\u8425\u6210\u672c\u548c\u9500\u552e\u6210\u672c<\/p>\n\n\n\n \u5907\u6ce8\uff1a\u4e00\u822c\u5305\u542b1\u3001\u9500\u552e\u548c\u8425\u9500\u56e2\u961f\u7684\u5de5\u8d44 2\u3001\u7528\u4e8e\u83b7\u53d6\u65b0\u5ba2\u6237\u7684\u5e7f\u544a\u652f\u51fa\uff08\u641c\u7d22\/\u5c55\u793a\u5e7f\u544a\u3001\u793e\u4ea4\u5e7f\u544a\u3001\u8d5e\u52a9\u7b49\uff09 3\u3001\u7528\u4e8e\u9500\u552e\u548c\u8425\u9500\u7684\u8f6f\u4ef6\/\u786c\u4ef6\u6210\u672c 4\u3001\u6d89\u53ca\u9500\u552e\u548c\u8425\u9500\u7684\u4ee3\u7406\u3001\u516c\u5173\u6216\u4efb\u4f55\u7b2c\u4e09\u65b9\u6210\u672c<\/p>\n\n\n\n \u6bdb\u5229\u7387<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aGM%\uff08Gross Margin\uff09<\/p>\n\n\n\n \u6982\u5ff5\uff1a\u6bdb\u5229\u7387\u662f\u8861\u91cf\u516c\u53f8\u4ef7\u80fd\u529b\u7684\u6307\u6807<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a\uff08\u603b\u6536\u5165-\u9500\u8d27\u6210\u672c\uff09\/\u9500\u552e\u989d<\/p>\n\n\n\n \u4e0e\u8d22\u52a1\u533a\u522b\uff1a\u4ea7\u54c1\u6240\u5173\u6ce8\u7684\u6bdb\u5229\u7387\u4e00\u822c\u4e0d\u5305\u542b\u7814\u53d1\u6210\u672c<\/p>\n\n\n\n \u5907\u6ce8\uff1a\u4e0a\u5e02\u516c\u53f8\u4e00\u822c\u4e0d\u4f4e\u4e8e60-70% <\/p>\n\n\n\n LTV\/CAC<\/strong><\/p>\n\n\n\n \u6982\u5ff5\uff1a\u901a\u5e38\u88ab\u5439\u6367\u4e3a\u4f01\u4e1a\u7684\u5317\u6781\u661f\uff0cLTV\/CAC>3\u662f\u6709\u8f83\u5927\u6982\u7387\u5360\u636e\u884c\u4e1a\u9886\u5148\u5730\u4f4d\u7684\uff0c\u662f\u8861\u91cf\u4f01\u4e1a\u5065\u5eb7\u72b6\u51b5\u7684\u6700\u91cd\u8981\u7684\u6307\u6807<\/p>\n\n\n\n \u5907\u6ce8\uff1a LTV\/CAC=3\u5de6\u53f3\uff0c\u662f\u4e00\u4e2a\u6bd4\u8f83\u597d\u7684\u72b6\u6001\uff0c\u82e53\uff0c\u5f88\u6709\u53ef\u80fd\u8bf4\u660e\u5728\u5e02\u573a\u62d3\u5c55\u4e2d\u8fd8\u592a\u4fdd\u5b88\uff0c\u6ca1\u6709\u5c3d\u5feb\u7684\u7684\u5360\u9886\u5e02\u573a<\/p>\n\n\n\n CAC\u6295\u8d44\u56de\u6536\u671f<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aCAC Payback Period <\/p>\n\n\n\n \u6982\u5ff5\uff1a\u4ece\u5ba2\u6237\u8eab\u4e0a\u83b7\u53d6\u5230\u6536\u5165\u9700\u8981\u591a\u957f\u65f6\u95f4\u624d\u80fd\u62b5\u6d88\u83b7\u5ba2\u6210\u672c<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a= CAC\/\uff08ARPA*\u6bdb\u5229\u7387%\uff09<\/p>\n\n\n\n \u5907\u6ce8\uff1a\u226412 \u4e2a\u6708\uff0c\u88ab\u8ba4\u4e3a\u662f\u4e00\u4e2a\u4e0d\u9519\u7684\u6307\u6807\u3002\u6295\u8d44\u56de\u6536\u671f\u8d8a\u77ed\uff0c\u516c\u53f8\u7684\u5229\u6da6\u5c31\u8d8a\u5927<\/p>\n\n\n\n 40%\u6cd5\u5219<\/p>\n\n\n\n \u82f1\u6587\u540d\uff1aRule of 40<\/p>\n\n\n\n \u6982\u5ff5\uff1aSaaS\u5382\u5546\u8d22\u52a1\u72b6\u51b5\u6ee1\u8db3\u589e\u957f\u7387+\u5229\u6da6\u7387\uff08Growth+Profit\uff09\u4e4b\u548c\u8981\u8fbe\u523040%\uff0c\u8c61\u5f81\u7740\u662f\u4e2a\u6bd4\u8f83\u5065\u5eb7\u7684\u6307\u6807<\/p>\n\n\n\n \u8ba1\u7b97\u65b9\u5f0f\uff1a\u5373\u589e\u957f\u7387+\u5229\u6da6\u7387\u226540% <\/p>\n\n\n\n \u5728\u638c\u63e1\u5e38\u89c1\u7684SaaS\u6307\u6807\u4e4b\u540e\uff0c\u6211\u4eec\u5c31\u9700\u8981\u5c06\u5355\u4e2a\u7684\u6307\u6807\u7f6e\u4e8e\u5b8c\u6574\u7684\u4ea7\u54c1\u4e2d\u53bb\u5e94\u7528\u4e86\u3002\u4ea7\u54c1\u672c\u8eab\u5e76\u4e0d\u662f\u4e00\u4e2a\u4e00\u5c18\u4e0d\u53d8\u7684\u89c2\u6d4b\u5bf9\u8c61\uff0c\u90a3\u4e0d\u540c\u7684\u4ea7\u54c1\u9636\u6bb5\u5173\u6ce8\u7684\u6307\u6807\u81ea\u7136\u6709\u6240\u4e0d\u540c\u3002<\/p>\n\n\n\n \u4e3e\u4e2a\u4f8b\u5b50\uff0c\u524d\u9762\u6211\u4eec\u8bb2\u4e8640%\u6cd5\u5219<\/strong>\uff08\u589e\u957f\u7387+\u5229\u6da6\u7387\u226540%\uff09\uff0c\u5373\u589e\u957f\u738730%\u3001\u5229\u6da610%\u548c\u589e\u957f\u738710%\u3001\u5229\u6da630%\u90fd\u662f\u53ef\u4ee5\u63a5\u53d7\u7684\u5065\u5eb7\u72b6\u6001\u3002\u4f46\u589e\u957f\u548c\u5229\u6da6\u5728\u521d\u671f\u6269\u5f20\u7684\u60c5\u51b5\u4e0b\u53ef\u80fd\u5c31\u662f\u4e00\u4e2a\u53cd\u4e49\u8bcd\uff1a\u6ce8\u91cd\u589e\u957f\u52bf\u5fc5\u8981\u6295\u5165\u66f4\u591a\u6210\u672c\u3001\u5229\u6da6\u53ef\u80fd\u5c31\u4f1a\u76f8\u5e94\u964d\u4f4e\u3002<\/p>\n\n\n\n \u56e0\u6b64\uff0c\u4e0d\u540c\u9636\u6bb5\u7684\u5173\u6ce8\u70b9\u867d\u7136\u6709\u6240\u4e0d\u540c\uff0c\u4f46\u6700\u7ec8\u6574\u4f53\u8fd8\u662f\u8981\u4fdd\u6301\u4e00\u5b9a\u7684\u5e73\u8861\u3002<\/p>\n\n\n\n<\/figure>\n\n\n\n
\u4e00\u3001\u6307\u6807\u7684\u5b9a\u4e49\u4e0e\u4ef7\u503c<\/strong><\/h1>\n\n\n\n
\u4e8c\u3001SaaS\u7684\u6307\u6807\u9009\u62e9\u539f\u5219\u53ca\u5e38\u89c1\u6307\u6807<\/strong><\/h1>\n\n\n\n
01 <\/strong>\u5982\u4f55\u9009\u53d6SaaS\u4ea7\u54c1\u7684\u5173\u952e\u6307\u6807\uff1f<\/strong><\/h2>\n\n\n\n
02 <\/strong>SaaS\u7684\u4ea7\u54c1\u6307\u6807<\/strong><\/h2>\n\n\n\n
<\/figure>\n\n\n\n
<\/figure>\n\n\n\n
<\/figure>\n\n\n\n
03 <\/strong><\/h2>\n\n\n\n
SaaS\u7684\u5546\u4e1a\u6307\u6807<\/strong><\/h2>\n\n\n\n
<\/figure>\n\n\n\n
\u6536\u5165\u578b\u6307\u6807x7\uff1a<\/strong><\/h3>\n\n\n\n
\u6210\u672c\u578b\u6307\u6807x1<\/strong>\uff1a<\/strong><\/h3>\n\n\n\n
\u5229\u6da6\u578b\u6307\u6807x1:<\/strong><\/h3>\n\n\n\n
\u5176\u4ed6\u590d\u5408\u6307\u6807x3\uff1a<\/strong><\/h3>\n\n\n\n
\u4e09\u3001\u4e0d\u540c\u4ea7\u54c1\u9636\u6bb5\uff0c\u8be5\u5173\u6ce8\u54ea\u4e9b\u6838\u5fc3\u6307\u6807\uff1f<\/strong><\/h1>\n\n\n\n