創業兔-20170517-從交大到新創BD的成長談

1. BD Rabbie 2017-05-17

2. About Me Rabbie Kao () n Business Development of Hahow n Founding Partner of Spring Drive n Co-founder of BiG SiSTERS n Product Manager of INSTO n of n of AppUniverz n RabbieStartup

3. Hahow Hahow n Founded: 2015 n Company Size: 25-30 employees n 2016 1,500 Pre-A hahow.in

4. Hahow BD Hahow Hahow B2BB2B2CC2C

5. Agenda n BD Sales n BD n BD Metrics n n BD n BD n

6. BD Sales

7. BD Sales figuring out "new" sales (dont have quotas) driving "new" and "existing" sales (have quotas)

8. BD Sales BD Sales https://blog.alphacamp.co/2015/07/22/startup-bd-sales/

10. 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

11. BD BDBusiness Development 114 BD https://www.zhihu.com/question/19745469/answer/12873008 BD 1. BD 2. BD BD 3. BD BD 4. BD 5. BD leader Hunter Farmer BD BD

12. BD Metrics

13. n Product Market/Fit n Pre vs Post Product/Market Fit Growth n Lean Canvas n Market Size n Traction Channel n BD n BD Metrics

14. Product/Market Fit BD BD Metrics

15. Product/marketfitmeansbeingin agoodmarketwithaproductthat cansatisfythatmarket. BD Metrics https://en.wikipedia.org/wiki/Product/market_fit

16. Pre vs Post Product/Market Fit Growth https://www.slideshare.net/500startups/02-brian-balfour-hub-spot-final

17. http://kojenchieh.pixnet.net/blog/post/367706579-%E7%B2%BE%E5%AF%A6%E7%95%AB%E5%B8%83-(lean-canvas)

18. https://slidebean.com/blog/startups/airbnb-pitch-deck

19. https://www.slideshare.net/jwmares/traction-trumps-everything/27-19_Traction_Channels_Viral_Marketing

20. 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) BD

21. https://appworks.tw/business-model/

23. http://www.coelevate.com/essays/traction-vs-growth

24. n B2B n n 1&2 n 3 n 4/ n 80% Zynga FacebookLinkedInFacebook Instagram Hubspot TripAdvisor = + +

25. BD

26. BD STARTUP https://en.wikipedia.org/wiki/Startup_company A startup company (startup or start-up) is an entrepreneurial venture which is typically a newly emerged, fast-growing business that aims to meet a marketplace need by developing or offering an innovative product, process or service. A startup is usually a company such as a small business, a partnership or an organization designed to rapidly develop a scalable business model.

27. BD https://www.slideshare.net/erhfen/rabbiebd150707

28. BD $

29. BD

30. BD 1

31. 2 BD

32. 3 leverage () BD

35. http://startupclass.samaltman.com/

36. http://jingji.cntv.cn/special/internetage/01/

37. Contact me Rabbie Kao () n RabbieStartup https://www.rabbiekao.com/ https://www.facebook.com/RabbieStartup/ n [email protected] n [email protected] RabbieStartup

創業兔-20170517-從交大到新創BD的成長談

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