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

25 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]

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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]

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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]

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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]

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但我认为找到某种形式的持续学习——这里的终局不是让我们构建最好的法律模型，而是帮助每家律所或企业客户把它定制成他们所做工作的类型。
But I think figuring out some form of continual learning is I think the endgame here is not for us to build the best legal model. It’s for us to help every law firm or enterprise customer customize it to the type of work they’re doing.
—— Gabe Pereyra · [26:15]

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我想说的是，我见过走错路的地方，是拿着最初的那个 POC——那个展现出巨大前景、比如展现出高准确率的单点解决方案——然后试图从它向上构建，在遇到企业需求时再把它们绑上去。
And I’d say the takeaway is that where I’ve seen it go wrong is taking that initial POC, that point solution that showed so much promise and that showed the high accuracy, for example, and then trying to build up from it, strapping on the enterprise requirements as you come across them.
—— Saul Howard · [17:56]

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而我见过走得好的地方是，如果你从一开始就认真对待一个可投产的、规模化企业系统的约束，把那些当作你要构建一切的架构原则，然后用你的新原语反向构建，重新达到那个 POC 的准确率。
But where I’ve seen it go well is if you take the constraints of a production-ready scaled enterprise system seriously from the beginning and treat those as the architectural principles that you’re going to build everything upon and then build back up towards that POC accuracy using your new primitives.
—— Saul Howard · [18:32]

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第一个是可能存在大量 IP 泄露,因为当你与个人工具交互时,你所有的查询、所有的问题,其中有大量企业机密信息。
The first one is there could be a lot of IP leakage, because when you interact with an individual tool, all the queries you have, all the questions you have, there are a lot of enterprise confidential information.
—— Emily Hsu · [22:21]

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它增长得快得多。事实证明，大多数人只是不想和销售员交谈，我们面向中型市场 SMB 的自助服务业务增长远远高于重销售的企业业务。
It grew so much faster. It turns out most people just didn’t want to talk to a salesperson, and our mid-market SMB sort of self-serve business was much higher growth than our heavy enterprise business.
—— Aliisa Rosenthal · [03:22]

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因为九个月后我们终于发布企业版产品时，几乎每一家我去谈的公司都说：可你们从来没回复过我。然后我就出去买了 Microsoft Copilot。
Because when we finally did launch our enterprise product nine months later, almost every company I went out and talked to said, well, you never got back to me. And I went out and I brought Microsoft Copilot.
—— Aliisa Rosenthal · [05:20]

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所以你要对自己最初几个大型企业合作伙伴的选择非常、非常挑剔。
So you want to be really, really picky about who those first big enterprise partners are.
—— Aliisa Rosenthal · [11:56]

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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]

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企业不在乎它是不是像素级完美。如果它没有使用经过实战检验、可访问、并且国际化了的组件，那就不行。
An enterprise doesn’t care if it’s pixel-perfect. If it’s not using, it’s battle-tested, accessible, and internationalized components.
—— Jesse Lumarie · [07:10]

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所有企业端编程智能体的情况——想想 Cognition 或 Cursor 或 OpenAI 和 Anthropic 自己——是他们开始采用更多承诺消费结构,就像云服务商们过去 10 年所做的那样。
What’s happening with all the coding agents in the enterprise, think like Cognition or Cursor or OpenAI and Anthropic themselves, is that they are starting to adopt more commit structures like the CSPs have done for the past 10 years.
—— Andrew Garvin · [12:23]

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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]

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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]

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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]

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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]

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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]

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要成为真正的企业级 CRM，我们就不能对人们的工作方式抱有宗教式的执着。
Like a real enterprise CRM, we can’t be religious about the way people work.
—— Keith Parris · [26:10]

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对于企业工作,我的预测是 90% 的流量会流向非常划算的模型。
For enterprise work, my prediction is that 90% of the flow will go to very cost efficient models.
—— Daniel Dines · [46:38]

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这对其他初创公司来说也许是个黑客技巧：你就给一家企业发一张 4 万的发票，他们大概率不会去谈判，因为他们没有那个能力。
This is maybe a hack for other startups. You can just send an enterprise an invoice for 40k. They will probably not negotiate because they don’t have the capacity to do so.
—— Vlad Kyle · [18:19]

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我觉得一件会让很多拥抱极端 vibe coding 的人栽跟头的事是：如果我是一家企业，我需要对你的产品的安全画像建立非常强的信心。
I think something that will backfire for a lot of people that are embracing extreme vibe coding is that if I’m an enterprise, I need to build very strong conviction in the security profile of your product.
—— 嘉宾 · [56:49]

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今天,我要论证的是:大多数企业团队是靠偶然做出这个决策的。
Today, I’m going to argue that this is a decision that most enterprise teams make by accident.
—— Anant Srivastava · [00:53]

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所以我认为，对今天大多数组织来说，现实是他们的企业工作负载并不需要前沿模型，几乎没有任何企业工作负载需要。
So I think the reality for most organizations today is that they don’t need frontier models for their enterprise workloads, like almost none of enterprise workloads.
—— Woodson Martin · [29:17]

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