集里怎么说它

• 《从 CRO 到 COO：挑战者怎么打企业市场》(03:01起):本集详细讨论了从中端市场打入企业市场的挑战：决策周期长、品牌认知断层、产品定制需求、获客方式不同，以及区分 deal blocker 和 nice-to-have 的产品难题

① 提到它的金句

10 条

有很多给客户交付价值的方式，并不会带来任何形式的持久企业价值。
There’s lots of ways to deliver value to a customer that doesn’t lead to any sort of lasting enterprise value.
—— 嘉宾 · [10:41]

指向原始笔记的链接

他们拥有 fantastic 的安全态势，但他们没有办法向企业证明这一点。所以一个企业永远不会信任一家有销售产品激励的公司。
They have fantastic security postures, but they don’t have a way to prove that to an enterprise. So an enterprise will just never trust a company that has an incentive to sell their product.
—— Emil Lassen · [12:06]

指向原始笔记的链接

我们进入所有这些公司的方式都一样:某个人遇到一个问题,从我们的免费版开始,然后把它带进了他们的企业组织。
We got into all of those companies the same way: someone had a problem, started with our free version, and brought it into their enterprise organization.
—— Carlos González de Villaumbrosia · [13:29]

指向原始笔记的链接

我们什么时候走进一家企业，发现他们有一个完全准确的 CMDB，这就像是从来没有，真的从来没有。
Where do we ever go into an enterprise and they have a CMDB that is completely accurate and it’s like never like literally never.
—— Chris Blackburn · [62:32]

指向原始笔记的链接

如果你真的相信产品，你不会很早做企业业务，你会晚点做，因为产品本身是一种推向市场的动作。
If you really believe in the product, you wouldn’t do enterprise early, you’d do it later because the product itself is to kind of go to market motion.
—— Sarah Wang · [07:41]

指向原始笔记的链接

如果你是卖进企业级的,你需要成为很多非常资深的人的第一大问题,这样你才能增长得够快,交易规模够高,成交速度够快。
You need to be number one problem for lots of very senior people. If you’re selling into enterprise, so you can grow fast enough, so you have high enough deal size and you have lots of deal velocity.
—— Andrew Antos · [11:49]

指向原始笔记的链接

企业里这些复杂的业务流程是靠例外运行的。你有一个快乐路径,那只适用于百分之二十的事情,然后百分之八十是某种形式的例外。
And these complicated business processes in enterprise run on exceptions. You have one happy path and that applies to twenty percent of things and then eighty percent is an exception of some kind.
—— Andrew Antos · [28:01]

指向原始笔记的链接

我会说：停止思考模型，开始思考架构——面向 AI 的企业架构。
I would say stop thinking models and start thinking architectures, right, enterprise architectures for AI.
—— Chetan Gupta · [27:06]

指向原始笔记的链接

而且最终，比如五年后，我敢打赌企业里 90% 的 token 都会是用户从未启动过的东西，他们只是看到一个结果。
And ultimately, like in five years from now, I would bet like 90% of all tokens in the enterprise are things that a user never kicked off and they just see a result.
—— Aaron Levie · [47:46]

指向原始笔记的链接

就像，字面意义上，有数万亿、数万亿美元在应用层等着被瓜分，而那些懂得如何组建团队并打进企业的公司将会是赢家。
Like there is quite literally trillion to trillions up for grab at the applied layer and the companies that know how to build the teams and get to the enterprise will be the ones that win.
—— Aaron Levie · [64:33]

指向原始笔记的链接

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