① 他说过的话

16 条

如果你带来了很多价值，但你开始训练你的客户期望每月支付 20 美元，而你把自己锚定在低价位上，那你就有麻烦了。
If you’re bringing a lot of value to the table and you start at training your customers to expect $20 a month and you anchored yourself on a low price point, you’re in trouble.
—— Madhavan Ramanujam · [00:14]

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但具有讽刺意味的是，那 20% 往往是最容易构建的东西。
But the irony is that that 20% is the easiest thing to build often.
—— Madhavan Ramanujam · [00:26]

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大约只有 5% 的公司可能处于真正的基于结果的定价模式中。
About 5% of companies are probably in a true outcome-based pricing model.
—— Madhavan Ramanujam · [00:45]

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这意味着你需要能够掌握两个引擎：市场份额和钱包份额。
What that means is you need to be able to master two engines: market share and wallet share.
—— Madhavan Ramanujam · [07:19]

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一个赢得的市场份额，与一个实际持有的市场份额是不同的。
A market share that won, is different from a market share that is actually held.
—— Madhavan Ramanujam · [10:15]

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但他们讲述故事的方式是，你每天支付一美元，以便在一周内真正获得四个小时的生产力回报，然后突然之间定价看起来就不太离谱了。
But the way they kind of told the story was that you pay a dollar a day for actually getting four hours of productivity back in the week, and then suddenly the pricing doesn’t look too off.
—— Madhavan Ramanujam · [13:35]

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我的意思是，没有人会相信你刚刚拼凑出来的 ROI 模型。
I mean, no one is going to believe an ROI model that you just cooked up.
—— Madhavan Ramanujam · [19:16]

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而如果你不在第一天就捕获这些价值，那你就是在训练你的客户期待花更少的钱获得更多。
And if you don’t capture that from day one, then you’re training your customers to expect more for less.
—— Madhavan Ramanujam · [28:26]

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如果你正在构建一个智能体 AI 产品，它切入的是劳动力预算，劳动力预算相比软件预算是 10 倍的规模。
If you’re building a agentic AI product that taps into labor budgets, labor budgets are 10X compared to software budgets.
—— Madhavan Ramanujam · [28:33]

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我们已经从软件是付费访问转变为现在你是在为交付的工作付费。
We have moved from software being a pay for access to now you’re paying for work delivered.
—— Madhavan Ramanujam · [29:51]

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POC 应该被设定为，POC 的整个目标就是创建一个商业案例，句号，就是这样。
The POC should be framed as the entire goal of the POC is to create a business case, period, full stop.
—— Madhavan Ramanujam · [32:14]

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但那些公司，一些最好的公司能够收回他们实际带到桌面上的价值的 25% 到 50%。
But those companies, some of the best ones are able to recover 25 to 50% of the value that they actually bring to the table.
—— Madhavan Ramanujam · [43:46]

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他说，一家公司的真正定义是定价权。
He said the true definition of a company is a pricing power.
—— Madhavan Ramanujam · [53:19]

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如果你需要进行祈祷会议才能提价 10%，那你拥有一家糟糕的业务。
And if you have a prayer session for doing a 10% price increase, you have a terrible business.
—— Madhavan Ramanujam · [53:22]

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它不应该是最小可行产品，它应该是最有价值产品。
It shouldn’t be minimum viable product, it should be the most valuable product.
—— Madhavan Ramanujam · [55:47]

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阻止流失的方法是开始获取那些不会离开的客户。
The way to stop churn is to start acquiring customers who won’t leave.
—— Madhavan Ramanujam · [56:59]

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② 出现在这些集

1 集

• 《AI 定价的黄金象限：别把 20% 的价值白送》 — 作为主持

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