188bet mobile login exactly does B2B mean?

Before entering Alibaba，I do more 2C，The understanding of 2B business is not as profound as 188bet mobile login was later。

After entering Alibaba，Once Jack Ma asked me: "How do 188bet mobile login say B2B in English？”

I said 188bet mobile login is BUSINESS TO BUSINESS？

But Jack Ma said 188bet mobile login was wrong,B2B is actually BUSINESS PEOPLE TO BUSINESSPEOPLE。B2B is not business-to-business，But businessman versus businessman。

I very much agree with Jack Ma’s view。Because we do B2B，Whether 188bet mobile login is a product or a service，First of all, we must think of meeting the needs of the enterprise，And the needs of enterprises，Regardless of product or service，Falling to the root，Definitely still the needs of businessmen。

We do B2B，Everyone makes a mistake，Think that “B2B is business to business”，188bet mobile login is a misunderstanding。

Because the company is dead，Only the businessmen in the company are alive。Whether 188bet mobile login is transaction type、Still a service-oriented B2B，Really operate this platform、Using the service，Must be human。”

——The gray text above is the content of Mr. Wei Zhe’s speech published by the public 188bet mobile login “Shengjing Netlian”，Compiled by Noteman，The following gray words are the same as above。

1. Why 188bet mobile login spring of B2B Internet coming?

The spring of B2B Internet is coming，Or 188bet mobile login’s already here，There are two very important reasons:

One is a human being;

One is a thing.

First, changes in population structure:

188bet mobile login is a person?

B2B，Not BUSINESS TO BUSINESS，BUSINESS PEOPLE TO BUSINESS PEOPLE。

After 50、After 60、Those born after 70 have not grown up on the B side (merchant side)，Slower embrace of the Internet。

Ali was out of town at that time，All for those born after 50、After 60、After 70，None of them use the Internet，188bet mobile login have to explain to him for a long time。

Now those born in 1985 are almost fully grown，Tell him about the Internet again，He understands much better than he did a few years ago。

The demographic structure is conducive to the spring of B2B.

Noteman’s Note:

➀ at 05、2006，Most of the businessmen Ali faces are those born in the 1970s，There are still some people born in the 60s and a small number born in the 50s。The characteristic of 188bet mobile login group of people is their interest in the Internet、E-commerce、No concept of using software，Education Cost、Switching costs are very high。

➁ Nowadays, the business group has become mainly those born in the 80s and 85s，They are the most important generation of promoters of China’s Internet，Started to be exposed to the Internet in middle school，Became the real Chinese Internet generation。

Case anatomy:

“Chat with Jack Ma in 2005，I said，We have 20,000 people in Ali，One year’s profit is not as good as Tencent’s one quarter，This is a bit depressing。We are not stupid either，Also works hard，But why do they look like white powder sellers，We are like flour sellers？Jack Ma said，Don’t worry，The post-85 generation is still playing games at this time，In a few years they will have the spending power，188bet mobile login need our services。Ma Yun’s conclusion was later confirmed，By the fourth quarter of 2012，Alibaba’s profits are always higher than those of Tencent。

27-28 years old after 1985，Now they are all thirty，And gradually become the power holder in the enterprise，I can gradually make decisions about the company。And 188bet mobile login is a natural driving factor for B2B to enter the spring，Because 188bet mobile login group of people are more likely to accept 2B enterprise services。

Jack Ma also said，Although Ali started as 2B，But 2B’s real outbreak，Definitely rely on those born after 1985，Only those born in 1985 are in power，Only B2B will usher in the mature 188bet mobile login。”

Second, changes in market conditions：

What 188bet mobile login biggest difference between B2B and B2C?

B2C has more opportunities to do incremental growth.

Taobao says "the party that chops hands"，188bet mobile login’s because you bought something you shouldn’t have。

And B2B is very rational，Internet companies’ “looking for steel mesh” is very popular，The shipyard wants to buy steel from above，Need 20,000 tons of steel，Not because of the existence of "looking for steel mesh"，Buy 30,000 tons。

The largest rural e-commerce platform "Zhongnong.com" I invested in，Sales of more than 300 billion、More than 30 billion in revenue、Profit of over 100 million，Its existence will not change the Chinese people’s habit of eating sweets，Still 11 million tons。

B2B is more about cutting the cake efficiently than making the cake.

Why 188bet mobile login spring of B2B coming?

When B’s industry was still making cakes，No one pays attention to the cake cutting。188bet mobile login is difficult to grow the cake in this industry only，Even the cake shrunk，When going out of stock，Who uses this knife first，Who profits，Who survives。

So，Because of changes in demographic structure and poor economy，The spring of B2B has arrived。

2. How to do B2B Internet?

1. How to do the B-side of multi-person decision-making?

Another difference between the B side (merchant side) and the C side (consumer side) is:

C side in most cases，Used、The decision maker and the payer are both the same person，You liked 188bet mobile login on Taobao，Collection、Purchase。

The smallest unit of B is called "Couple and Wife Shop"，Maybe one in charge of finance and management，One tube sales，When he/she wants to buy something, he/she will go back and discuss 188bet mobile login，There are very few self-employed or one-person businesses。

The feature of B-side is called “multi-person decision-making”.

A very important feature of "multi-person decision-making" is: a single 188bet mobile login is not enough，Multiple accounts and sub-accounts must be created in the system。

For example, the people who decide to buy food in a restaurant are different。Some decisions are made by the chef，Some decisions are made by the store manager，Some decisions are made by the manager，The girlfriend who met the boss decided (the boss wanted his girlfriend to make some extra money)，So multi-person decision-making is uncertain。

Case anatomy:

“We know that one of Alibaba’s basic charging models 188bet mobile login annual fee system，Where 188bet mobile login annual fee model，We will be concerned about the renewal issue。

We found that the renewal rate was declining. Why?

188bet mobile login turns out that when a salesperson uses an Alibaba account，He may not use the Alibaba account frequently because he is not proficient in using 188bet mobile login，Failed to maximize the value of Ali account。

But the salesman will not blame himself for this problem，On the contrary, he will tell the boss, "Ali's effect is not good、We don’t need 188bet mobile login anymore”，This is equivalent to the salesman firing Alibaba。

In order to deal with 188bet mobile login problem, we develop sub-parent accounts.

What exactly do 188bet mobile login use the sub-parent account for?

Very simple，We will use 188bet mobile login to send reports to the salesperson’s boss，Tell him the time the salesperson logs in and uses Alibaba every day，Feedback on information, etc.。

188bet mobile login way，The boss can find out in real time whether the salesperson has used Alibaba’s account in time，As a result, salespeople have become more active in using Ali’s accounts。

The sub-parent account may have been just a way for Ali to increase the renewal rate at the beginning，But the boss later discovered that 188bet mobile login is indeed very useful，So new demands are constantly made，For example, I hope this account can prevent salespeople from taking away customer or company information。

So Ali added the 188bet mobile login function，Enables the parent 188bet mobile login to collect all sub-188bet mobile login information，The salesman is gone and the customer cannot take him with him。

Later, the parent 188bet mobile login had the product quotation approval function.

Other than sub-parent 188bet mobile login，We found that enterprises also need parallel accounts。

For example, the actions of the purchasing department must be connected to the financial department，So they all need to have an 188bet mobile login。What 188bet mobile login to set up，No standard answer，Determine specifically according to your service。Now Alibaba DingTalk also has a multi-188bet mobile login system。

The same is true for transactional B2B, and the same is true for service-oriented B2B. ”

Not only must we create a user (user) account，At the same time, decision-makers should also be online，Otherwise he doesn’t know how his users are using 188bet mobile login。

So，Multi-person decision-making 188bet mobile login characteristic of the B-side，Multiple people decide to make multiple accounts。

Multiple accounts may be "sub"、Mother” account，188bet mobile login may be a "parallel" account，188bet mobile login is possible to have a "child + parallel" account，This is the characteristic of B-side。

2. Why does B2B need to do local marketing?

Because the service object is a company，Not a person，Unrecommendation，188bet mobile login is difficult to find the general manager of the company online、Finance、Sales are convinced。

Ali does local promotion，First find KP (Director、Manager position)，Find the key person，Find who is the user，Who is the decision maker，These cannot be found through the data on the network，So 188bet mobile login is impossible for B2B to completely get rid of local push，188bet mobile login is determined by the feature of multi-person decision-making。

“Because local referrals are important，So build a local promotion team，Very important for B2B companies。

When doing B2B, you can use a lot of imperial troops、You can also use puppet troops，You can also combine the emperor and the pseudo - to put 188bet mobile login simply, use direct sales or use agents and franchises。

But whether 188bet mobile login is agency franchise or direct sales，Everyone needs local promotion，Everyone needs to build a local promotion team，Manage local promotion quality。Recommendation is the key to the success of B2B enterprises。”

3. 188bet mobile login should B2B local promotion do?

"We call the ground a manual rifle，Shoot once and pull the bolt once，Its advantage is accuracy，But the disadvantage is that 188bet mobile login is slow、Cannot be scaled。So we must move forward in the field push，From manual to semi-automatic，To fully automatic。”

B2B has "three rifles":

First one:

After pulling B up，No problem in getting the first transaction through local push，But if every transaction，Includes renewal for your platform，They all rely on the ground to pull again and again like Alibaba did before，Use the phone to bring him back，188bet mobile login is wrong；

Second branch:

To transition to semi-automatic，He can independently decide on certain behaviors，Add your phone or online coaching，He can complete the deal；

Third branch:

Eventually 188bet mobile login will become fully automatic，Otherwise B2B will have no future。188bet mobile login is possible to acquire customers through B2B local marketing，But the transaction is completely completed by ground troops，188bet mobile login is impossible to scale，Ultimately we have to look at B2B a year from now，What is the customer’s full automation rate?。

4. How to assess local promotion?

The application of "four rates".

When fighting specifically, I often say "three obediences and four gains"，The "Three Followers" are walking in the direction of the three rifles，"Four gains" means getting "four rates"。

1) Coverage: The first thing B2B does is go through ground troops to get coverage，Like Alibaba sweeping the streets at that 188bet mobile login，How many target customers have been covered；

2) Conversion rate: conversion after coverage;

3) Repurchase rate: The third is repurchase;

4) Penetration rate: Most companies have achieved the first three core B2B companies，188bet mobile login is worse is penetration。

188bet mobile login is penetration?

Company B should do 100,000 yuan of business with you，But he only made 10,000，The other 90,000 were not done by you，This is because your penetration in the same company B is not enough，188bet mobile login is dangerous if the penetration is not enough，His switching cost is not high。90% of this company’s purchases are made through you，He wants to switch again，But 188bet mobile login’s not that easy。

“The above four rates were achieved，Operating income and transaction volume are natural results。

How to improve the four rates?

Then we must find reasons to oppose these four rates，Coverage is available，Why not convert，The conversion rate is high, why is there no repurchase？If the repurchase rate is high, why 188bet mobile login penetration rate not high?？

Eliminate all objections，The rest is the reason to use 188bet mobile login。”

5. How to do penetration?

Back to the data collection on the B side (C’s data collection is easily accessible through the network)。

Then，The role of ground push is here again，Collect by door-to-door，Know what the other party does not buy from you，Add the industry backend business model to set 188bet mobile login up (note man’s note: this industry、Buy A for the size of this enterprise，Generally I would buy B again，Just bought the screws，Usually buy the same nuts)，This can probably be deduced。

But 188bet mobile login’s not enough, we need to form a closed loop:

The ground forces still need to verify again，Quickly form a closed-loop model for each customer，Then classify the customers of this closed-loop model。So 188bet mobile login know 188bet mobile login are in the same area、Same industry，There are so many customers whose needs are not met，What went wrong？

B2B experience also has these four words: more, faster, better, and cheaper.

So，These four rates，The order cannot be wrong。Most B2B companies can achieve the first three rates，The weakest 188bet mobile login penetration rate。

6. Should prices be made transparent?

The price of 2B is the most painful on the Internet，Can’t be true、Timely and transparent。Ali also tried a lot，Can’t do 188bet mobile login either。Later，I figured 188bet mobile login out，188bet mobile login shouldn’t be true、In time、Transparent。

Why?

C’s trading conditions are relatively simple，Buy a mobile phone on Taobao，Just buy one，188bet mobile login’s easy to set the price with the merchant，188bet mobile login doesn’t matter if he posts the price。

But，B2B prices are not transparent，is determined by a relatively complex transaction: how much to buy？You ship the goods，I’ll pick up the goods？I pay the deposit first，188bet mobile login’s still your credit，Or cash on delivery？

Because，The C-side price does not have too many transaction conditions attached to 188bet mobile login，The price of B comes with transaction conditions，So when B2B websites want to be fully automated，You must fully consider B’s different trading conditions to change your multi-level、Multi-tiered price system，Or called light and dark price system。

"Although，Can’t do without online prices，Otherwise, automatic trading cannot be achieved，B2B returns to simple information services，Both parties to the transaction must chat online、Meet，Very low efficiency。

To solve 188bet mobile login problem, two quotation methods must be considered:

First method，Include the uniqueness of trading conditions into your quotation system；

Second method，"White Glove System"，That’s the tiered quotation，Talk with Wal-Mart and talk with self-employed people，The price cannot be the same。

We must give up the pursuit of transparency in 2B transaction prices from the bottom of our hearts。”

3. The meaning and meaninglessness of matching transactions

Here，I want to clear the minds of many people，Since "looking for steel mesh"，Suddenly discovered that B2B companies have a way to deceive investors: matching transactions。Many people think that matching transactions can lead to high valuations，I will talk about 188bet mobile login next，The meaning and meaninglessness of matching transactions。

1. The significance of matching transactions:

I am not opposed to brokering transactions，The key is after 188bet mobile login make the deal，What are 188bet mobile login going to do next？

Matching transactions is actually:

Help 188bet mobile login get customers;

Get data.

The key is that 188bet mobile login use this customer and this data after matching the transaction，What did 188bet mobile login do。

2. The meaninglessness of matching transactions:

If 188bet mobile login is just to match the transaction，I didn’t do anything after finishing 188bet mobile login，Then there is no point in matching transactions。

After 188bet mobile login complete the recruitment, 188bet mobile login have customers and data，188bet mobile login use this customer、Data does things other than matching，The first step of matching becomes meaningful。

B2B has many important transaction forms，188bet mobile login is not that important among 2C，But very important for 2B，Call auction、Group purchase、Medium and long term。

Why is 188bet mobile login difficult for a large number of B2Bs to create value through a platform？Because 188bet mobile login classifies trading behavior into C。

188bet mobile login problems are likely to occur?

The characteristic of B is that its consumption planning is stronger than that of C.

188bet mobile login’s the plan?

Time、Quantity，I know what quantity and price I want at what time，188bet mobile login was planned。

Medium and long term: I have to find a way to implement your plan，I will help 188bet mobile login make this plan；

Group buying: Because after 188bet mobile login brought up the plan for small and medium-sized enterprises，at relative time、Relative location and category，hit、The plans of small businesses are gathered into one volume；

Auction: Gather the goods from upstream sellers first，Then use the Internet to attract more small and medium-sized enterprises。

So，These three transaction forms create value for 2B。Essentially, they are the two most important features of the Internet:

Break the 188bet mobile login difference;

Breakthrough regional differences.

B2B platform must be able to receive money，Make a fuss among these three trading patterns，188bet mobile login most valuable。And the core of the Internet’s real role is “gathering”，The core of these three things is "gathering"，Use time to gather。

B’s planning determines the mid- and long-term possibilities，The mid- to long-term goal is to gather together。

B’s planning determines that group buying should be easier to do than C，Because 188bet mobile login is elastic，188bet mobile login can be bought a little earlier or a little later。

Same for auction，Based on upstream，188bet mobile login can understand that group buying means gathering buyers first，Auctions gather sellers first，So these three transaction forms are what we are very concerned about "who is trading in B2B？”

What 188bet mobile login significance of matching?

The meaning of matchmaking is first of all to be true，Matchmaking based on reality。Your purchase quantity for each B、Time、Know the price，Based on this match，188bet mobile login have to go to the above three forms，Otherwise the matchmaking would be meaningless。

Matching is to acquire users、Get data，188bet mobile login have the ability to acquire users and data，188bet mobile login can achieve gathering。

The principles of B2B companies and B2C are the same: faster, cheaper，Different categories have different focuses，Some categories focus on “more”，“More” 188bet mobile login advantage；

Some don’t need too much”，"Fast" is the most important，For example, factory quick repair，188bet mobile login won’t come，Its machine cannot be converted。

So 2B and 2C both depend on these four words.

Through your understanding of this industry and this stage，Which word is the main focus？If 188bet mobile login have to do all four words，Definitely not good。

There have to be choices.

Case anatomy：

“Let’s take a 2C example first.

COSCO is very popular in the American retail industry recently，The first thing 188bet mobile login focuses on is “province”，The second is "good"，But the disadvantage is that the location is too far，Not getting there fast enough，。

Walmart single product 20,000-30,000 SKU (stock keeping unit)，COSCO only has 7000，For example, 188bet mobile login has no more than 3 types of toothpaste，Not enough choices。

So，COSCO is to "save" and reconcile，Sacrificing "fast" and "many"。

Internet e-commerce，The characteristic of Taobao is “many”、"province"，JD.com pursues “fast” and “good”。

188bet mobile login can be seen from this，Even in the Internet Age，The pursuit of “more speed, better economy” in traditional retail has not changed，And you need to make a choice。

The same goes for 2B.

But different industries、Businesses of different sizes，At different stages of entrepreneurship，The needs for these four words are different，There is no standard answer here。But the same as 2C，188bet mobile login also need to make a choice between these four words。

For example, for the purchase of sugar，“More” is not important at all，Because we only have the national level、Two kinds of national second-grade white sugar。“Fast” is not important either，Because the procurement is very planned。So，Just focus on “good” and “saving”。

Some companies’ demand for chemical reagents，Not too concerned about “saving” and “fast”，But 188bet mobile login must require a wide variety，Also require good quality，Otherwise the quality is not good，What to do if there is an explosion？”

Two types of companies in the same industry often have different needs，Because the businessmen behind them have different needs。

SaaS service objects include large enterprises and small businesses，Their needs are different。

Don’t talk about “fastness” with small and medium-sized enterprises，Because they have plenty of 188bet mobile login，But they often have less funds，And the most lacking thing is business opportunities。

Originator of SaaS，What salesforce in the United States sells is business opportunities，Helping small and medium-sized enterprises improve their ability to convert business opportunities。CRM、ERP software is suitable for small and medium-sized enterprises，188bet mobile login is the business opportunity conversion tool。

“Small and medium-sized enterprises don’t care about “collaboration”，There is no need to use nails in a married couple shop。Saving money is not the core selling point of small and medium-sized enterprises。The profits of small businesses cannot be saved，188bet mobile login was done。Only big companies care about saving money，In order to save profits。”

*188bet mobile login article is reproduced from the WeChat public account "Notesman" (ID: Notesman)。