1.Since Jack Ma called me 188bet sports betting middle of the night to see the true nature of B2B

What does B2B mean?？We are here to talk about this issue first。 Before entering Ali，I actually do more 2C，The understanding of 2B business is not as profound as 188bet sports betting was later。After entering Alibaba，Jack Ma once asked me: "How do you say B2B in English？”，I said this is BUSINESS TO BUSINESS？But Jack Ma said 188bet sports betting was wrong，B2B is actually BUSINESS PEOPLE TO BUSINESS PEOPLE。B2B is not business-to-business，But businessman versus businessman。Why do I say this at the beginning，Because this issue will run through everything I talk about today。I very much agree with Jack Ma’s view，Because we do B2B，Whether 188bet sports betting 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，188bet sports betting must still be the needs of businessmen。

Years in Alibaba，Alibaba’s stock price dropped from more than 40 Hong Kong dollars to a few Hong Kong dollars，Jack Ma didn’t even call me，But once，For one thing，Jack Ma called me 188bet sports betting middle of the night。

At that time，There is a column called Merchant Community on Alibaba’s website，This column is mainly used for the exchange and collision of business opinions and information，I didn’t think 188bet sports betting was valuable at first。But because this column is placed on the homepage of Alibaba website，And the location is very eye-catching，Some of our young colleagues said，Oops, why put this in this position，Wouldn’t 188bet sports betting be better if we sell advertising，2 million to 3 million yuan a day，Almost no cost，You can earn hundreds of millions of profits every year at no cost，So I listened to the opinions of these colleagues，Give this place to advertising，Move the merchant community to an inconspicuous position on the homepage。

I didn’t expect Jack Ma to call me at night because of this matter，On the phone he said very loudly: "Wei Zhe, you have turned this location into an area for selling advertising，You don’t want to live anymore！The company no longer wants to live！The pressure to go public is driving you crazy！”I didn’t quite understand this at first，Is the business community so important?，There is no need to put 188bet sports betting in such a prominent position。But Jack Ma said，B2B itself has a low frequency of transactions，Businessmen cannot make business every day，But I come here every day to visit，188bet sports betting is possible to communicate with each other，So 188bet sports betting is necessary for the merchant community to be placed in such a prominent position。

This thing tells us，We do B2B，Including me at that time，Everyone makes a mistake，188bet sports betting’s easy to think about what the company needs at the beginning，But this is a misunderstanding，BecauseEnterprises are dead，Only the businessmen in the company are alive。Whether 188bet sports betting is transaction type、Still a service-oriented B2B，Really operate this platform、Using the service，Must be human。This is the first point I want to emphasize today。

2. Why is 188bet sports betting said that the spring of B2B has arrived

We say that the spring of B2B has arrived，188bet sports betting are several main reasons as follows。

The first and most important factor is the change 188bet sports betting merchant's age.

My five years in Alibaba，Always insist on meeting customers (when doing 2B business, 188bet sports betting must insist on meeting customers)。At 05、2006，Most of the businessmen we face are born in the 1970s，They were about 35-36 years old at the time，Or department director of a large company，Or the vice president of a small company，There are also some bosses of smaller companies。In addition，There are also some of our customers born in the 1960s and a small number born in the 50s。The characteristic of this group of people is their interest in the Internet、E-commerce、No concept of using software，Education Cost、Switching costs are very high。

Today’s business group has become mainly those born in the 1980s and 1985s，Especially those born after 85，They are the most important generation of promoters of China’s Internet。188bet sports betting generation began to be exposed to the Internet in middle school，Became the real Chinese Internet generation。

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 sports betting 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 years old，And gradually become the power holder in the enterprise，I can gradually make decisions about the company。And 188bet sports betting is a natural driving factor for B2B to enter the spring，Because 188bet sports betting 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 188bet sports betting 1980s are in power，Only B2B will usher 188bet sports betting mature time。

The second reason why the spring of B2B has arrived 188bet sports betting change of economic situation。

When the winter of China’s economy comes，188bet sports betting is precisely the time for B2B spring to arrive。

B2B is often not a process of making the cake bigger，But the process of cutting the cake。Different from 2C，2C is often about making the cake bigger。For example，“11.The emergence of the 11” hand-chopping party，In fact, 188bet sports betting may potentially expand the market size because 188bet sports betting stimulates consumption。But corporate activities are different from personal activities，188bet sports betting is more planned than individual behavior。A company will not buy more things just because 188bet sports betting is on any company’s purchasing platform，Opposite，Even due to the improvement of efficiency，The things 188bet sports betting buys at one time may be reduced。

So，B2B is the process of cutting the cake，Who 188bet sports betting use the B2B knife first，Whoever is likely to gain a larger market share in a specific market，Or improve your internal efficiency。

The changes in the objective economic situation make cutting the cake more important today。When the economic situation is good，When everyone 188bet sports betting make money by making the cake bigger，No one will bother cutting the cake。But when China’s economic growth slows down，On the contrary, B2B has an opportunity。

To sum up the above two factors，We believe that the spring of B2B has arrived，Of course this spring has been here for two or three years，So although 188bet sports betting has not yet reached a harvest period，But the explosive period of B2B has begun。

3.Ten core issues of B2B

Question 1: Nature of multi-person decision-making&Multiple 188bet sports betting settings

The 188bet sports betting question is the most important question in B2B.

The biggest difference between 2B and 2C is，The former is a multi-person decision-making，Multiple people use。Even the smallest unit of B，Couple and Wife Shop，188bet sports betting is also a decision made by two people，Two people also have different divisions of labor。C is different，Use、Decision、The same person paid the bill。

188bet sports betting is precisely because of the multi-person decision-making characteristics of the enterprise，So we make B2B products，We must first consider whether to establish a "multi-account system"。

Trading account setup is relatively simple，We often set up child and parent accounts，In other words，There must be a "buddy account" used by the operator；188bet sports betting also need a boss account。Why set up such an account，Because the needs of the two are different，And this is what Ali has concluded from practice。

We know，One of Alibaba’s basic charging models is the annual fee system，And the annual fee model，We will be concerned about renewal issues，But we found that the renewal rate was declining at that time。Why？Original，When a salesperson uses an Alibaba account，He may not use the Alibaba account frequently because he is not proficient in using the methods，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 sports betting anymore”。This is equivalent to the salesman firing Alibaba。

In order to deal with this problem，We will develop sub-accounts，What to do specifically with the sub-parent account？Very simple，We will use 188bet sports betting 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.。This way，The boss can find out in time whether the salesperson has used Ali’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 found 188bet sports betting 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 Alibaba added the account function，Enables the parent account to collect all sub-account information，The salesman leaves and the customer does not leave；Later，The parent account has the product quotation approval function。

Other than sub-parent account，We found that enterprises 188bet sports betting 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 account。

What account to set up，No standard answer，Determine specifically according to your service。Alibaba DingTalk now also has a multi-account system。Transactional B2B is like 188bet sports betting，The same is true for service types。

Question 2: 188bet sports betting guns and four rates for B2B local promotion

B2B requires local recommendation，Transaction、188bet sports betting is true for all service types，188bet sports betting is determined by the multi-person decision-making characteristics of B2B。

2C often uses user portraits to understand user characteristics，2B is difficult。How 188bet sports betting user portraits know that the key decision-maker of a company is the boss’s mistress？So ground promotion is necessary。

DiTui has two 188bet sports betting tasks.

The first thing is to find the key person。Only local referrals 188bet sports betting find the key people of the company，Because the key people of the company cannot be found on the Internet，The department settings of each company are different。

The second is to find the second key person。Because many companies require multiple people to jointly decide whether to use the service。In 188bet sports betting case，In addition to relying on human recommendation，No other way。

Ditui is indispensable，188bet sports betting’s not just Chinese characteristics，salesforce also needs to be promoted。

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 sports betting simply, use direct sales or use agents and franchises。ButWhether 188bet sports betting 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。

But 188bet sports betting can’t push blindly and superstitiously, and 188bet sports betting can’t just rely on ground push.

Here is a "three gun theory"。We call 188bet sports betting a manual rifle，Shoot once and pull the bolt once，Its advantage is accuracy、But the disadvantage is that 188bet sports betting is slow、Cannot be scaled。So we must move forward in the field push，From manual to semi-automatic，To fully automatic。Semi-automatic means with limited human assistance，Gradually transition to full automation。Fully automatic means autonomous operation、Automatic renewal，Our human intervention is no longer needed。me188bet sports betting is recommended that every company set up such a manual、Semi-automatic、Fully automatic customer ratio indicator，And observe its changes。

How to solve the problem of changing from manual to semi-automatic and fully automatic？The most important thing is to set up an incentive system for local promoters。Let the salesperson who manually promotes be able to share the profits generated by the customers he brings over his life，Only 188bet sports betting way，Only local promoters have the motivation to push customers to switch to semi-automatic、Fully automatic trading。Otherwise，If only everything was semi-automatic、Fully automatic，The entire customer has nothing to do with the first sales pitch that brought him here，Then no one will be willing to do semi-automatic and fully automatic propulsion。

How to assess local push？Very simple，Catch four rates at 188bet sports betting stages: coverage、Conversion rate、Repurchase rate、Penetration rate。

When 188bet sports betting go to a new market, do the coverage first.In the beginning，188bet sports betting can take one week、One month、Even a quarter，Only do coverage，Cover all customers，Let them open an account。

The second stage is to capture the conversion rate.Already have an account，Used or not？Have 188bet sports betting paid yet？Only use is conversion。

Third, check the repurchase rate to see if 188bet sports betting is reused。

Fourth, focus on penetration rate.A company purchases 1 million per month，Spent 100,000 with 188bet sports betting，Why is the 900,000 not with 188bet sports betting？A product，Should be used by 20 people，There are still 10 useless people，There are still 50% not penetrated。

Is the product or service highly sticky，Hard to replace，The key depends on the penetration rate，Once high permeability is formed，188bet sports betting is difficult to switch this customer。

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 is the penetration rate not high?？Eliminate all objections，The rest is the reason to use 188bet sports betting。

Problem 3: B2B transaction conditions are unique and prices are difficult to 188bet sports betting transparent

The uniqueness of B2B transactions determines that 188bet sports betting price transparency is difficult to achieve，B2B prices themselves should not be transparent。

First of all, the price 188bet sports betting not be the same if the purchase transaction volume is different，The price of buying 100 pairs of shoes cannot be the same as buying 10,000 pairs；Secondly, the price 188bet sports betting be different depending on the payment method，There is a difference between cash on hand, advance payment and account payment；The delivery location is different，The prices are also different；Different delivery methods，The price 188bet sports betting not be the same。

Also，Price、Procurement costs are the core secrets of enterprises，Don’t let colleagues and others know easily。These are the uniqueness of 2B，Since 188bet sports betting is unique，188bet sports betting cannot be changed，The Internet can’t change 188bet sports betting。Many B2B companies will say to customers，188bet sports betting is impossible to achieve price transparency through “disintermediation”，There is no such logic。

Nevertheless，Can’t do without online prices，Otherwise, automatic trading cannot be achieved，B2B returns to simple information services，Both parties must chat online、Meet，Very low efficiency。To solve 188bet sports betting problem，There are two quotation methods to consider: first，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。

Question 4: 188bet sports betting is meaningful and meaningless about B2B matching transactions

Originally there were transactions offline，Move to online，Does 188bet sports betting make sense？The key to making a deal is what you do after the first one。Matchmaking for the sake of matching is not only meaningless，There is usually an additional cost。Matchmaking can be divided into real and fake matching，Strict and true matchmaking，Yes、Tickets go through the platform。But now many business plans show us fake matchmaking，Statistical caliber only。

True matchmaking，Walk 188bet sports betting and vote，Able to bring real customers (bank account and invoice header)，Get the real transaction quantity and transaction price。Such a matchmaking makes sense。

Question 5: Important B2B 188bet sports betting form: auction、Group purchase、Medium and long term，The core is "Gathering"

The purpose of obtaining real transaction matching data is to apply 188bet sports betting to transactions。Give an example，We found that a food factory buys 100 tons of sugar every month，Price 5000/ton，Purchased for three consecutive months。The sugar seller sold 10,000 tons a month，5000 sold 5000 tons，5100 sold 3000 tons，5200 sold 2000 tons。What can we do with this data？We can do group buying，Let multiple food companies with similar procurement scales in the same area buy sugar at a lower price。You can also hold an auction，Let the sugar factory sell the original 5,000 tons of sugar for 5,100，Even higher price。You can also engage in medium and long-term transactions，For example, let companies with different delivery times come together to negotiate with sugar factories，Get a better price。

Auction，Group purchase，Medium and long term，The core of the three things is gathering，Ju is the greatest value of B2B。These three forms are not the invention of the Internet，But 188bet sports betting becomes more valuable because of the Internet，Because the Internet can break the limitations of space and time，Thereby expanding the application possibilities of these forms。

Question 6: B2B experience lies in: more, faster, better, and cheaper

2B、The essence of user experience for 2C users is the same，188bet sports betting all revolves around these four words: how fast, how easy and how economical。

But you have to do four words at the same time，188bet sports betting is impossible for both 2C and 2B，Everything has to be chosen。

Let’s take a 2C example。COSCO is very popular in the American retail industry recently，The first thing 188bet sports betting focuses on is province、The next best thing，But the disadvantage is that the location is too far，Not getting there fast enough，Another Walmart single product has 20,000-30,000 SKUs (stock keeping units)，COSCO only has 7000，For example, 188bet sports betting has no more than 3 types of toothpaste，Not enough choices。So，COSCO is for province and peace，Sacrificing speed and quantity。

Internet e-commerce，Taobao is characterized by many、Province，Jingdong pursues quick reconciliation。188bet sports betting can be seen from this，Even in the Internet Age，The pursuit of speed, convenience and economy in traditional retail has not changed，And you need to make a choice。

2B too。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 sports betting also need to make a choice between these four words。

For example, for the purchase of sugar，More is not important at all，188bet sports betting we only have the national level、Two kinds of national second-grade white sugar。Quickness is not important，188bet sports betting the procurement is very planned。So，Just pay attention to Haohe Province。

Some companies’ demand for chemical reagents，Not too concerned about province and speed，But 188bet sports betting must be more diverse，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 targets include large enterprises and small businesses，Their needs are different。Don’t talk about fast issues with small and medium-sized enterprises，Because they have plenty of time，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 sports betting 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 sports betting was done。Only big companies care about saving money，In order to save profits。

In the final analysis，Small and medium-sized enterprises like to pay based on results，Focus on whether 188bet sports betting is used or not、Is the result different with or without me，Are there more business opportunities?。

Question 7: B2B platform and self-operation

Alibaba’s first success，Everyone thinks that only by building a platform 188bet sports betting we become bigger。Built a platform，I also feel that we should maintain the principle of three impartialities，Being a platform and then self-employed means being both an athlete and a referee，Afraid of causing misunderstanding。

But what is more important than deciding whether to be a platform or self-operated，We must put customers’ interests 188bet sports betting。You have to ask yourself，Whether platform services or self-operated services can maximize customer benefits in terms of speed, convenience and cost？If your customer’s pain point is speed，For the benefit of customers，You may be self-employed，Of course the same customer pain points，188bet sports betting can also be solved in different ways，For example, Taobao obtains low prices through merchant PK，But 2B 188bet sports betting rely on self-employment，Achieve low prices by unifying transaction conditions for sellers。

The same is true for service-oriented 2B。SaaS is the best fit for me？Platform franchisees are more suitable？188bet sports betting all depends on how to maximize the interests of customers。

So don’t worry about self-operation or platform. Customer interests come 188bet sports betting.

Question 8: B2B information flow、Logistics、Single point breakthrough of capital flow，Make 188bet sports betting without asking for all three points

Traditional B2B business，Often a black box operation，Change information cost，Logistics cost，Capital costs, etc. are mixed together，Then reflected 188bet sports betting final price。For example, apples shipped from Yantai to Beijing，The price difference includes the above multiple costs。

B2B transactions in the Internet era，We need to find a way to recalculate the costs of these three streams。Information flow is how much money can be earned through information asymmetry，Fund flow is the capital cost income obtained through advance capital, etc.，And logistics。These three flows must be calculated clearly，After reckoning，188bet sports betting’s about a single point breakthrough，188bet sports betting is not required to make money at all three points，But to make profits at one or two points first。

Taking Yantai Apple as a case。Traditionally，Before the goods are sold，Want to stock up，But stocking up requires warehousing，And the longer the storage time，The higher the cost，If 188bet sports betting is cold storage，The price is more expensive。So，Traditional transaction，I have to pay for the unsold goods，And the slower 188bet sports betting sells, the higher the cost。

The Internet can subvert this: build a cold storage in Yantai，Then say to the commodity companies，Your product is in the warehouse，I won’t charge you for leaving 188bet sports betting here for any number of days，But the transaction fee will be charged if the exit transaction is successful。How to charge transaction fees？The industry average number of days from entry to exit for apples is 60 days in cold storage，Then we stipulate，Transaction successful，I only charge you the equivalent of 30 days of storage fees。Not only that，As long as your goods are in the warehouse，I can also give you an advance，I will first lend you funds equivalent to 50% of the value of the goods。In addition，Because your goods are shipped from my warehouse，I know the quality and quantity of your goods very well，So I can also give priority to promoting your products on the Internet。Of course the bosses are happy about this。Just do 188bet sports betting，Apples in Yantai，They are all willing to put 188bet sports betting in my cold storage。There are more people coming，I can choose the best from the goods，The overall quality of warehoused goods has been improved，And the overall quality has improved，The goods have become easier to sell，The turnover speed of the entire warehouse has increased。This way，Goods that originally took 60 days to sell，188bet sports betting can be sold in two weeks now。

In this example，What money did we make？I gave up logistics (no warehousing fees)，What 188bet sports betting earn is money from transaction fees and possible supply chain finance。

Another example，Guangxi eucalyptus boards shipped to Shandong，188bet sports betting turned out to be transported by car，Fast，But the cost is high，Later we switched to shipping，Shipping time changed from days to 2-3 weeks。Transportation speed has become slower，But we solved other problems in the middle: 188bet sports betting turns out that the upstream of this industry is particularly short of money，And banks generally dare not lend money。We will tell them when we come in，We change the way you transport and provide you with loans at lower interest rates。Why do I dare to take out a loan，Because your board is on my boat，Risk locked。Risk lock once goods are delivered，I can do medium and forward transactions at the other end。In this example，What we don’t make is money from capital flow，Because the loan interest rates we provide to these upstream companies are very low，But we make money from logistics through lower transportation costs。In this way we break the monopoly of local trading companies，Because traditional trading companies basically rely on capital flow，Provide loan sharking and other ways to make money。

The same is true for service B2B，When traditional software companies sell software，In fact, all costs including after-sales service, etc. are packaged to the buyer，The whole process is not transparent。But we have sorted out the business process，188bet sports betting can know the corresponding relationship between costs and prices in which places，So that 188bet sports betting can provide free services where others charge，Breaking through barriers，Get new ways to make money at the same time。

Question 9: The core of B2B supply chain finance is based on “chain” and “loan”，"Accurate judgment", "188bet sports betting be seen", "Sellable"

To do B2B transactions，You must consider finance。Traditional offline existence for 1000 years、B2B transactions in 2000 had their own financial attributes。In reality，Unless 188bet sports betting is 100% cash in stock，Otherwise the remaining transactions will have financial problems。Only transactions with credit period，All include finance。

I must do finance, how to do 188bet sports betting? There are only two ways to do this.

One is "supply chain finance"。What is a chain，A chain is called a chain when two links are linked together。Supply chain finance must involve at least two transaction links，There are two trading scenarios。Many current understandings of supply chain finance are incorrect，Thinking that 188bet sports betting buy and sell and there is an accounting period is supply chain finance，But in fact this is just a link of supply，instead of a chain。

Give the example of a sugar factory。The sugar factory is particularly short of money every year during the sugar cane harvesting season，But you can’t lend him money，Because I gave 188bet sports betting to him directly，He won’t buy sugar cane，What should I do instead of buying houses and stocks。So what you have to do is to ensure that you have the rights to the sugar cane，Give him a loan based on the cost ratio of sugarcane in sugar extraction，This way，You gave him a loan，But he actually harvested the sugar cane for him，In this way, we participate in the two links of the sugar factory and its upstream。This is an example of supply chain finance。 Supply chain finance is very difficult to do。

The second is to do "monetary finance"。The apple we just talked about、Example of eucalyptus board，Not supply chain finance，But I have the goods under control，What I do is monetary finance。The key to making goods and finance lies in three words，"Accurate judgment", "Can be seen", "Sellable"，These three words are indispensable，The order cannot be wrong。What is "accurate judgment"？Know Apple、How much does sugar cost per ton，Rely on SaaS、Understand the value of collateral；"Can see"，188bet sports betting is to ensure that the rights to the goods are in your hands。Either guard with a big stick，Or floating on the sea；“Sellable” means ensuring that the final product will not be lost in your hands，We can sell 188bet sports betting quickly。

In the final analysis，When doing B2B, 188bet sports betting must consider financial issues。Or make a chain，Or make goods。

Question 10: B2B must be managed by classification and classification - "classification and classification、Special offer、Contribute effort and money、188bet sports betting advance or retreat”

The tenth and most important question。If 188bet sports betting feel that today’s content is a bit too much，Then mainly remember the first and this one。

2C is graded，Taobao buyers and sellers are graded，Crown Buyer、Three Diamond Buyer、Five Hearts Seller...etc.。2B too，Because B2B is ultimately 188bet sports betting to 188bet sports betting。But compared to 2C，B’s classification and grading are very different。Because companies are much more complicated than individuals。

Grading is not an internal matter，188bet sports betting should be like Taobao，To do explicit grading，Let customers know，Tag clearly。

Classification and grading for special price。Privileges allow some customers to have relative priority，For example, golf members，Members of certain department stores，Having a membership means 188bet sports betting can enjoy services that ordinary customers cannot enjoy。Special prices are easier to understand，The price is more favorable。However, traditional companies do not understand privileges well，Like talking about money too much。

Member level，188bet sports betting doesn’t cost money to talk about privileges，For most enterprises，Privilege is the allocation of business opportunities。Alibaba’s ranking，188bet sports betting is business opportunity allocation、188bet sports betting’s a privilege。Premium member，corresponds to more privileges，Corresponding to better price。

How enterprises can obtain higher levels？We must contribute money and effort。In the past, 188bet sports betting was more acceptable for traditional enterprises to buy multiple products with higher levels，"Special offer for paying money"。Alibaba’s innovation lies in，Let’s not talk about money first，What I give you is a privilege，What I want from you is to contribute to the platform。Enterprises contribute to the platform，You can also get special discounts。

How to get companies to help you？Do what you want to do，Let customers do 188bet sports betting for you。Alibaba B2B is the first to classify and classify，At the same time, get special privileges，But the issue of effort was not considered at that time。 Taobao free for three years，Taking the path of customer contribution: Let customers help Taobao attract more buyers，And launch a comprehensive rating and scoring indicator for Taobao customers，This indicator focuses on product launches、Complaint rate for waiters、Store’s rating。Whose overall rating score is higher，The more likely you are to get recommendations。At the beginning of Taobao，Efforts are more important than money。

Contributing money and effort are both important，188bet sports betting’s like playing a game，You don’t have money to buy props，So I play ten hours a day，But others are also allowed to spend 1,000 yuan to buy a knife，Increase strength all at once，This is fair。But the platform should encourage those who contribute，188bet sports betting cannot be said that all platforms are rich。

Finally, you can advance or retreat。Taobao didn’t do anything back then, so 188bet sports betting can advance or retreat，188bet sports betting sets the level to the heart-diamond-crown-golden crown mode that only advances but never retreats。But Alipay has been reversible from the first day，Because its membership level is the credit level。Credit rating must be dynamic，Sesame Credit can be raised or lowered。

Emirates Airlines enters China，Sent me a black card directly。I’ll leave 188bet sports betting there，Not used for 9 months，They called me later，Said you never flew once，If I don’t fly in the next three months，You will be reduced to a gold card。This is where you can advance or retreat，What a strong background，If I don’t contribute, I won’t support you。

To summarize:2C must be classified and graded，2B is even more so。All transaction services must be like this。This is not an internal management issue，188bet sports betting is necessary to let customers know，And educate customers to know。How to let customers upgrade and fight monsters，Then we must tell customers that efforts are more important than money。I really can’t do anything，You can also pay。The mechanism must be both advance and retreat。

After finishing the ten questions, let 188bet sports betting summarize at the end:

188bet sports betting is a question，Completely applicable to transactional B2B，1、2、6、7、10 is suitable for service-oriented B2B。

Different from 2C，2B is characterized by multiple accounts，Multiple decisions；2B 188bet sports betting must be classified and graded。

The spring of B2B is coming，Summer is coming soon，But this is not a good thing。The industry is getting hotter，Meaning more people and money will enter。If you have a first-mover advantage，Build the barriers quickly。What can build first-mover advantages？Multiple account system，Customer classification and classification，With these，Your customers will be sticky to you，188bet sports betting is difficult to be poached by other platforms。Respect customer attributes，Enhance customer stickiness，These ten aspects，1,10 most important。

Q&A session

Q: For particularly large government customers，How to create a classified and graded membership system？

188bet sports betting:Government and big business，188bet sports betting’s Emirates versus Wei Zhe，I may be big，If you do not contribute on the platform，That doesn’t make sense to me，Downgrade when 188bet sports betting’s time to downgrade。Beijing is larger than Baoding，I can give you a high-level seal first，But if 188bet sports betting still doesn’t contribute to me，Sorry, I have to downgrade。Customers big and small，The name of the position may be different，But the function is the same。Possibly both son and mother、Maybe also parallel。

Build a bigger SaaS company，To create an umbrella structure。I will take you upstream and downstream、Suppliers are included，Made into an umbrella-like structure。The purpose of becoming a large enterprise is to penetrate its services into a large number of small and medium-sized enterprises upstream and downstream。We can break through from big companies，But if you only do big companies，188bet sports betting will be difficult to achieve sustainable long-term growth。

Q: Alibaba Retail and Wholesale 5:1，In the future, do you think the value of B2B will be the same as that of 2C？Will the future be comprehensive or vertical？Another issue is about opening up and self-operation，If 188bet sports betting is an open platform，Which profit model is better？

188bet sports betting: Alibaba’s market value is US0 billion，The market value of B2B 188bet sports betting is around US billion，About 20:1，The importance does not reach 5:1。

However，2C is mostly for consumer goods，But 2B 188bet sports betting do consumer goods、Industrial products、Raw materials，The total amount that 188bet sports betting be done is larger than 2C，But compared to 2C，Low transaction price。

But realize，188bet sports betting is impossible to deintermediate 2B，Because the 2C transaction may only be once，But 2B resale transactions cannot be sold only once。So I firmly believe that the 2B business can turn around。

2B needs to be more vertical。This is determined by the actual situation，2C can buy and sell anything，But 2B may span two or three industries at most，But 188bet sports betting’s impossible to buy everything。For 2C，The value of the comprehensive platform is that you can buy everything，One fish can be eaten by N，More is important，But for 2B，More is not necessarily important。

Things to note about the platform and self-operation，We are talking about the new self-operation under Internet conditions，What is new self-operated，188bet sports betting can be scaled up，No need to stock up，Not hoarding goods means that you are not completely limited by funds。New self-operated, no stocking up，188bet sports betting stores information、User，188bet sports betting can be self-operated in 1 second，The turnover speed is completely different from the traditional one。

Forget about commissions in 2B transactions。Because 188bet sports betting’s impossible。Consider earning income in specific scenarios，If you catch one or two of the three flows of information flow, logistics, and capital flow, you can make a big one。2C uses an advertising + commission model，188bet sports betting is also the main income model of Tmall Taobao。But the 2B audience is 188bet sports betting narrow and the advertising value is extremely low.2B advertising fees are easy to get、But not much，If your 2B business will make money from advertising fees 188bet sports betting future，Investors will not be optimistic about that。

Relying on matching to generate transaction commissions，I’m not optimistic、I don’t believe 188bet sports betting either，This is not in line with the nature of business。Jack Ma said，Just a businessman drinking a cup of tea in my teahouse、A deal concluded，We received a tea fee，How much can this charge？If you collect too much, you are a gangster，And others went to drink tea in another place。

The membership fee 188bet sports betting same as Jiayuan，Very tired，There are more men and more women，There are more women and more men。But the membership fee is better than the trading commission、Advertising fees are reliable。

Finally I will make an advertisement。We are different from other investment institutions，We are willing to provide free consultation to outstanding companies，I hope 188bet sports betting can come to us when 188bet sports betting are not short of money，But the free premium is to give us investment opportunities first。Thank 188bet sports betting everyone。

*188bet sports betting article is reproduced from Shengjing Network.

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