<p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; caret-color: #222222; color: #222222; font-family: -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 1.5px; text-align: justify; text-size-adjust: auto; visibility: visible; box-sizing: border-box !important; overflow-wrap: break-word !important;">随着世界经济格局与商业环境的改变，产业环境日趋动态、产业边界逐渐模糊，<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; visibility: visible;">跨界合作与价值共创成为潮流</strong>，使商业生态圈成为炙手可热的概念。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; caret-color: #222222; color: #222222; font-family: -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 1.5px; text-align: justify; text-size-adjust: auto; visibility: visible; box-sizing: border-box !important; overflow-wrap: break-word !important;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; caret-color: #222222; color: #222222; font-family: -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 1.5px; text-align: justify; text-size-adjust: auto; visibility: visible; box-sizing: border-box !important; overflow-wrap: break-word !important;">苹果、谷歌、亚马逊、百度、阿里、京东、小米、乐视等国内外互联网企业，都在大张旗鼓地筹建着各自的商业生态帝国&hellip;&hellip;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; caret-color: #222222; color: #222222; font-family: -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 1.5px; text-align: justify; text-size-adjust: auto; visibility: visible; box-sizing: border-box !important; overflow-wrap: break-word !important;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; caret-color: #222222; color: #222222; font-family: -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 1.5px; text-align: justify; text-size-adjust: auto; visibility: visible; box-sizing: border-box !important; overflow-wrap: break-word !important;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; visibility: visible;">致远互联副总裁张意</strong><span class="Apple-converted-space">&nbsp;</span>做客魔学院直播间，揭秘如何建立生态优势，激发增长新动力！</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; caret-color: #222222; color: #222222; font-family: -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 1.5px; text-align: justify; text-size-adjust: auto; visibility: visible; box-sizing: border-box !important; overflow-wrap: break-word !important;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; caret-color: #222222; color: #222222; font-family: -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 1.5px; text-align: justify; text-size-adjust: auto; visibility: visible; box-sizing: border-box !important; overflow-wrap: break-word !important;">&nbsp;</p> <section style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 8px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 0px 0em; padding: 0px; outline: 0px; max-width: 100%; color: #222222; letter-spacing: 1.5px; background-color: #ffffff; line-height: 1.8; box-sizing: border-box !important; overflow-wrap: break-word !important;"> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">以下为访谈摘录：</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">SaaS行业的很多企业从产品化、平台化的策略，逐渐往生态化的策略发展。面对这种趋势，企业如何应对呢？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第一，企业走生态化，是大环境的推动。</strong>企业经营会遇到一个问题：只有一份钱，怎么去投？很多企业会选择集中自身优势，在某一块突破，把它做专做精。在做这一块的时候会发现，虽然可以把这块做得很好，但客户的需求不是单独的一个。好不容易做出来的客户，当然希望是可持续的。所以在这个环节里面，你需要很多企业伙伴，你们组成一个群体，围绕着客户需求的变化而变化。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第二，企业成长的变化。</strong>企业在发展成长时，需要的内容也会发生变化。今天需要的是a内容，明天可能是a加b内容，后期可能是a加b加c等。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第三，企业的客户资源可以互补。</strong>很多企业发现你的客户和我的客户互为客户，大家可以放大生态去做。没有产品可以做大做全，产品之间需要相互数据、业务、方案等的连接。</p> </section> </section> </section> <section style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 8px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 0px 0em; padding: 0px; outline: 0px; max-width: 100%; color: #222222; letter-spacing: 1.5px; background-color: #ffffff; line-height: 1.8; box-sizing: border-box !important; overflow-wrap: break-word !important;"> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">&nbsp;</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">致远互联多年来积累了很多企业伙伴，那么致远一开始是如何做生态，如何一步一步强大起来的呢？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong>一开始我们是做营销，发展代理商模式。但在发展代理商时，很多厂商不可能给你打款，但你的产品符合人家方案的一个补充，可以去构建人家的方案。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">我们自己的产品做办公协同的，也缺一些能力发展，比如像魔学院，可以补充我的产品能力，但他们不见得会变成你的代理商，这些伙伴要持续维护和经营。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">后来我们发现再发展一个阶段后，客户的需求发生了变化：<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">他不再问你是哪个软件，而是他需要完成某个场景的闭环，你能不能帮我解决这个问题。</strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">比如合同，客户可能需要从做企业的征信，到文本的编辑，再到最后的核对校验、电子签、归档，全套的过程嵌入5个厂商，分别可能来源于启信宝、金山、法大大等。这个阶段，我们围绕客户应用的场景去发展我们的生态，形成了产品的能力伙伴，渠道伙伴等。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">这个阶段之后，<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">客户需要迭代，需要不用二次开发，低代码、0代码的平台，客户可以根据自己的管理应用来搭建。</strong>而我们的很多的伙伴有这个能力，也搭建了很多的管理应用。做多了之后，形成了标准的管理应用包或者管理的应用模块去钻出某个领域。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">每个伙伴都有一个产品梦、品牌梦，正好致远的产品给了他这个能力。这个时候你会发现传统的代理商，变成了产品供应商，同时客户还需要行业性的开发。这个做到标准化之后，又产生了不同的能力伙伴，我们就围绕着客户经营重新来做定义，梳理伙伴。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">这时我们把伙伴分为传统的经销营销伙伴，以及服务伙伴、实施伙伴、产品能力伙伴、行业方案伙伴、大平台的生态伙伴，整体围绕着我们的客户经营，</strong>让客户能够持续对他的管理产生有利的帮助，为客户真正创造价值，也和伙伴们互利共赢。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">致远的生态战略确定以后，也需要各部门的支持，那么内部如何从上到下一起去支撑战略发展呢？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">要思考如何做好连接，做好体验，从产品端到运营端到营销端，都得有对应。</strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">今天的生态不再是单一的，生态合作一定是双赢。第一个要做的是顶层设计，首先确定方向，然后思考产品的支撑如何做，哪些外放给专业的厂商来去做。理好了之后，运营端应该怎么找到这样的伙伴，这些伙伴为什么愿意跟你合作？营销端，怎么提供给客户，以及双方怎么配合？营销端也要设对应的人员，承接对应的业绩。首先你能帮伙伴卖多少，伙伴又能给你带来什么，大家要说清楚。<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">我们会锁定地域、场景、双方的市场和方案，甚至锁业绩，我们内部叫双锁，锁了之后大家就奔着目标去做了。</strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">这样既有顶层设计，又有内部的整体运营和区域一线业务的落地，最终才能形成整体的收益。</p> </section> </section> </section> <section style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 0px 0em; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; text-align: center;"> <section style="margin: 10px 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; line-height: 0;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/M3WoicG9GPbpuqAjVMkkcNEicYmGPEoj6XfrXdEecqyyibCiczzNamQk7sw6hK0IMVKDhmABppmQT8x0kBhDciapODA/640?wx_fmt=jpeg&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" alt="" width="1080" height="720" /></section> </section> </section> <section style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 8px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 0px 0em; padding: 0px; outline: 0px; max-width: 100%; color: #222222; letter-spacing: 1.5px; background-color: #ffffff; line-height: 1.8; box-sizing: border-box !important; overflow-wrap: break-word !important;"> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">如何赋能合作伙伴？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">&nbsp;</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第一，产品上相互之间的赋能</strong>，遇到问题时一起探讨。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第二，方案</strong>。现在一个小单点的方案是很单薄的，如何让客户觉得你是为了他的业务做的设计？客户更关注的是你关注他，他才会关注你。所以在方案上大家一起来共建。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第三，市场。</strong>我们一直认为市场是相互的，没有哪一家可以独大，所以在给客户呈现的同时，要一起联合发声。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第四，客户。</strong>我们觉得今天的市场还不够大，应该还有更大的空间，要双向共赢。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">致远的用户大会让用户讲述自己是如何使用产品的，这个会有12届了，您作为见证者，有哪些的感触呢？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">&nbsp;</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">要回归客户，而不是我们想怎么做。</strong>做产品、做方案最怕闭门造车，产品好不好要让客户说。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">致远的用户大会，每个分公司搞自己的用户大会，然后从每个分公司的赛场里面选出优秀的去PK，然后才到总决赛。每年除了用户大会，致远还会做大量的回访工作。10年的时候我们已经在做低代码平台，客户原创了很多的方案，让我们非常惊讶。我们接触的每一个客户都说我很痛苦，遇到什么样的问题，<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">这时既然我们说不清楚客户痛点，那么就让客户自己来说，他们是最能说清楚的人。</strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">生态战略能够为客户提供什么价值？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">&nbsp;</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">首先，外部环境的变化迫使企业战略升级、组织升级、运营升级，所以他的业务会发生变化，原有的流程、结构要改变。</strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">其次，客户最怕的是由于管理迭代得再买一套产品，前期就白干了。<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">所以客户需要一套可以持续升级且不需要花很多钱的产品。</strong>对应我们的产品方案来说，就是你的系统能够支撑它可迭代、可修改、可升级、可连接，真正帮助客户降低成本，释放生产力。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">我们经常聊一句话：系统上了之后，可以让老板不再关心系统，从日常的烦恼中抽出来，去思考战略和发展。<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">上系统不是为了让业务部门的人关注系统，而是从繁杂的低效能工作里抽出，更多思考业务如何创新。</strong></p> </section> </section> </section> <section style="margin: 10px 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; text-align: center; line-height: 0;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/M3WoicG9GPbpuqAjVMkkcNEicYmGPEoj6XfrXdEecqyyibCiczzNamQk7sw6hK0IMVKDhmABppmQT8x0kBhDciapODA/640?wx_fmt=jpeg&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" alt="" width="1080" height="720" /></section> <section style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 8px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 0px 0em; padding: 0px; outline: 0px; max-width: 100%; color: #222222; letter-spacing: 1.5px; background-color: #ffffff; line-height: 1.8; box-sizing: border-box !important; overflow-wrap: break-word !important;"> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">您对于企业构建生态有什么样的建议呢？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">&nbsp;</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong>第一，我在做生态的时候也看到一些伙伴，他们觉得可能自己太小了，不敢去合作。<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">其实生态这个事情，只要想做，什么时候做都可以。</strong>最核心的问题是你能为对方创造的价值是什么？因为今天的生态合作讲的是双赢。企业无论规模大小，只要有核心竞争力，绝对是可以的。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第二，做生态得有一个开放的心态</strong>，不管是大厂还是小厂，心态不开放，最后也会变得很凋零，没有人愿意跟你合作。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第三，要互信。</strong>公司大了之后内部都会有部门墙，所以你想两个公司之间的合作，会怎么样？所以互信是很重要的。建立互信要有合作的机制，规则让世界和平。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> </section> </section> </section> <section style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> <section style="margin: 0px 8px; padding: 0px; outline: 0px; max-width: 100%; caret-color: #222222; color: #222222; font-family: system-ui, -apple-system, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; letter-spacing: 0.544px; text-align: justify; text-size-adjust: auto; box-sizing: border-box !important; overflow-wrap: break-word !important;"> <section style="margin: 0px 0px 0em; padding: 0px; outline: 0px; max-width: 100%; letter-spacing: 1.5px; background-color: #ffffff; line-height: 1.8; box-sizing: border-box !important; overflow-wrap: break-word !important;"> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong>我特别认同这三个核心关键词。<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">我觉得生态合作的基石，就是开放的心态。</strong>其实我负责魔学院的生态合作也有一段时间了，确实有的厂商会认为魔学院是做企培的，但是事实上魔学院在三个不同的大的生态圈层里：<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">SaaS厂商，</strong>我们也是做SaaS产品的。<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">HR圈层</strong>，培训是人力6大模块之一。<strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">我们还为企业提供课程内容，又在培训的圈子里。</strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">根据我的直观感受，开放心态是一个最重要的前提。业务哪怕有很小部分重合，可能有人就会觉得是竞争关系，而不是合作关系。但我认为竞争是看我们怎么去看，其实大家的长项是能够挖出来互补性的。所以如果单纯只是从竞争的角度看，可能很多的厂商和我们是竞争关系，但是如果从开放合作的角度，我们去找互补，会发现你的朋友会越来越多，接下来双方互赢互惠，从长期合作来看是良性的，这种合作的生态关系有一个阶段可能以一方为主，但是随着生态合作的发展，它是有一个平衡的。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">比如拿魔学院跟致远的合作来讲，可能早期魔学院依托致远的大OA平台，但未来我们也想为致远做一些贡献，这样其实是比较平衡的状态。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">最后，互信也非常重要，</strong>决定了双方能否把方案、产品打磨得更好，共同服务我们的客户。因为市场太大了，可以联合拓展。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">在增长方面，</strong>如果在早期阶段，能够连接身边的各种资源，你会发现大家一起携手向前，会共同成长。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">马莎：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">致远能够从上到下一致去做生态，没有坚实的文化土壤是很难的。那么致远内部文化与生态的关系是怎样的呢？</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">&nbsp;</span></strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; color: #c00000;">张意：</span></strong><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">致远的文化是简单、友爱、务实、创新、专业。</strong></p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">致远一开始没有专门的生态部门，生态分散在各个部门里。后来大家逐渐认识到生态的重要性，就成立了生态部，越做越专。</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">&nbsp;</p> <p style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;">生态部门是一个很大的连接部门，对外要做连接，对内也要做连接。所以致远的文化充分的体现出来，生态部要连接方案中心、研发，甚至落地到一线的时候，还要连接每一个分公司去有效的落地。如果致远的文化没做到位，生态部可能在公司寸步难行。</p> <p>&nbsp;</p> <p>&nbsp;</p> </section> </section> </section>