Andrew Antos
① 他说过的话
12 条
你只有在卖出一百个客户的时候,才真正找到产品市场匹配的核心。这不意味着每个人都超级开心、每个人的交易规模都很大,但大概在一百个左右,你实际上有了一百次成交,然后这个增长动作就会自己显现出来。
指向原始笔记的链接
You truly find the core of the product market fit once you sell a hundred customers. It doesn’t mean everybody’s super happy and everybody’s at a huge deal size but around a hundred. You actually have a hundred goes at it and then the motion kind of reveals itself.
—— Andrew Antos · [00:17]
但每个人都想聊我们顺带发布的那个小东西。每一个人,每一场讨论都是:哦,是的,挺酷的,所有这些复杂的东西真的很酷,但那个你把它叫做 architect 的小东西才是我真正想要的。我怎么才能搞到它?
指向原始笔记的链接
But everybody wants to talk about that one little thing that we launched on the side. Every single person, every single discussion was like, oh, yeah, it’s cool, all of these complicated things, it’s really cool but that little thing that you’re calling the architect is really, really, really what I want. How can I get my hands on that?
—— Andrew Antos · [03:10]
我们发布那个东西之后头六周里签下的头十二、十四笔交易,每一单的定价模式都完全不同,因为我们在通过那些对话不断迭代。
指向原始笔记的链接
The first twelve or fourteen deals that we signed in the first six weeks after we launched that thing. Every single one had a completely different pricing model because we were iterating through it, through those conversations.
—— Andrew Antos · [03:58]
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。
指向原始笔记的链接
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]
没有别的办法。你无法靠假设来把自己从这个困境里假设出去。
指向原始笔记的链接
There’s no other way to do this. You cannot hypothesize your way out of this problem.
—— Andrew Antos · [12:54]
我从根本上相信有两个真正神奇的数字,是你真正需要关心的,那就是三十和一百。
指向原始笔记的链接
I fundamentally believe there’s two really magical numbers that you really need to care about and that’s, thirty and one hundred.
—— Andrew Antos · [18:28]
人们谈得比较少的一件事,是产品-市场-创始人契合度。我们意识到,我们之前做的那门生意,我们爱这个产品,也爱这门生意,但其中很大一块是专业服务、交付和实施。
指向原始笔记的链接
Which people talk about less, is product market founder fit and what we realized is the business that we’ve had before. We loved the product, we loved the business, but there was a really big component of professional services and delivery, and implementation.
—— Andrew Antos · [21:02]
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。
指向原始笔记的链接
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]
那本来是一个 FDE 几个小时的工作,我们两三分钟就做完了。很多人觉得这像魔法。
指向原始笔记的链接
would be a few hours of time of an FDE and we would just do that in two, three minutes. And it felt like magic to a lot of people.
—— Andrew Antos · [28:47]
只要你在把它展示给人们,只要他们有办法发现它——有某种基本水平的可发现性,而你在做的事情是人们真正想要的,那它就会起飞。而销售、营销、做产品都擅长,那是好和伟大之间的区别。
指向原始笔记的链接
As long as you’re showing it to people, as long as there’s a way for them to discover. There’s some basic level of discoverability and you’re doing something that people really want. Then it takes off, right? And then I think if you’re good at sales or good at marketing, and good at building product. That’s like a difference between good and great.
—— Andrew Antos · [31:23]
而客户实际上在反复说同样的话的行业,通常是你能增长更快的行业。
指向原始笔记的链接
And industries where the customer is saying the same words effectively again and again are usually industries where you can grow faster.
—— Andrew Antos · [33:45]
因为,回到你之前的观点,你无法靠渐进的方式走出缓慢增长,对吧?这通常和市场结构性有关,就像你有某种问题。
指向原始笔记的链接
Because, I mean, to your earlier point, you cannot increment your way out of slow growth, right? It’s usually something to do with the market structurally, like you have some kind of a problem.
—— Andrew Antos · [46:40]
② 出现在这些集
1 集
- 《三次找到产品市场匹配：一个创始人的实战手册》 — 作为主持
③ 他谈到的
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产品市场契合 · 产品-市场-创始人契合 · 公司大脑 · 智能体 · MCP · go-to-market · NDA 审查工具 · 客户之声