{"id":258592,"date":"2025-11-06T16:52:36","date_gmt":"2025-11-07T00:52:36","guid":{"rendered":"https:\/\/messengerbot.app\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/"},"modified":"2025-11-06T16:52:36","modified_gmt":"2025-11-07T00:52:36","slug":"%e5%af%a6%e7%94%a8%e7%9a%84saas%e9%8a%b7%e5%94%ae%e7%ad%96%e7%95%a5-3-3-2-2-2-10-3-1-10%e5%80%8d-80-20-70-30%e8%a6%8f%e5%89%87-%e9%85%8d%e5%90%88b2b-saas%e9%8a%b7%e5%94%ae%e7%ad%96%e7%95%a5%e7%af%84","status":"publish","type":"post","link":"https:\/\/messengerbot.app\/zh_hk\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/","title":{"rendered":"\u5be6\u7528\u7684 SaaS \u92b7\u552e\u7b56\u7565\uff1a3\u20133\u20132\u20132\u20132\uff0c10\u20133\u20131\uff0c10 \u500d\uff0c80\/20 \u548c 70\/30 \u898f\u5247\u8207 B2B SaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f (saas b2b sales strategy)"},"content":{"rendered":"<input type=\"hidden\" value=\"\" data-essbispostcontainer=\"\" data-essbisposturl=\"https:\/\/messengerbot.app\/zh_hk\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/\" data-essbisposttitle=\"Practical SaaS Sales Strategy: 3\u20113\u20112\u20112\u20112, 10\u20113\u20111, 10x, 80\/20 &#038; 70\/30 Rules with B2B SaaS Sales Strategy Template (saas b2b sales strategy)\" data-essbishovercontainer=\"\"><div class=\"key-takeaways-box\">\n<h2>\u4e3b\u8981\u8981\u9ede<\/h2>\n<ul>\n<li>\u570d\u7e5e\u968e\u6bb5\u3001\u904b\u52d5\uff08PLG\/SLG\/\u6df7\u5408\uff09\u548c\u53ef\u8861\u91cf\u7684\u6307\u6a19\u69cb\u5efa\u53ef\u91cd\u8907\u7684SaaS\u92b7\u552e\u7b56\u7565\uff0c\u4ee5\u5c07\u6d3b\u52d5\u8f49\u5316\u70ba\u53ef\u9810\u6e2c\u7684ARR\u3002.<\/li>\n<li>\u61c9\u75283\u20133\u20132\u20132\u20132\u555f\u767c\u5f0f\u65b9\u6cd5\u5feb\u901f\u904b\u884c30\/60\/90\u5be6\u9a57\uff1a3\u500b\u6708\u7684\u6536\u5165\u548c\u4fdd\u7559\u7a97\u53e3\uff0c\u4ee5\u53ca2\u500b\u6708\u7684\u92b7\u552e\/\u73fe\u91d1\/\u64f4\u5c55\u4fe1\u865f\uff0c\u4ee5\u4fbf\u5feb\u901f\u5b78\u7fd2\u3002.<\/li>\n<li>\u4f7f\u752810\u20133\u20131\u6cd5\u5247\u4f86\u78ba\u5b9a\u7ba1\u9053\u898f\u6a21\u548c\u8a2d\u7f6e\u6d3b\u52d5\u76ee\u6a19\uff1a\u7d0410\u500b\u6f5b\u5728\u5ba2\u6236 \u2192 3\u500b\u63d0\u6848 \u2192 1\u500b\u6210\u4ea4\uff0c\u7136\u5f8c\u6839\u64da\u6b64\u53cd\u63a8\u5916\u5c55\u548c\u589e\u9577\u8a08\u5283\u3002.<\/li>\n<li>\u63a1\u752810\u500d\u5b9a\u50f9\u601d\u7dad\uff1a\u4fdd\u5b88\u5730\u91cf\u5316\u5ba2\u6236\u50f9\u503c\uff0c\u5b9a\u50f9\u4ee5\u6355\u6349\u8a72\u50f9\u503c\u7684\u5408\u7406\u90e8\u5206\uff0c\u4e26\u6839\u64da\u5be6\u73fe\u7684\u7d50\u679c\u9032\u884c\u6253\u5305\u4ee5\u63d0\u5347NRR\u3002.<\/li>\n<li>\u5229\u752880\/20\u6cd5\u5247\u512a\u5148\u8003\u616e\u9802\u7d1a\u8cec\u6236\u3001\u529f\u80fd\u548c\u6e20\u9053\u2014\u2014\u4fdd\u8b77\u4e26\u64f4\u5c55\u95dc\u9375\u768420%\uff0c\u540c\u6642\u81ea\u52d5\u5316\u9577\u5c3e\u90e8\u5206\u3002.<\/li>\n<li>\u6c7a\u5b9a\u4e26\u8a18\u9304\u4f60\u768470\/30\u59ff\u614b\uff08\u5c0d\u8a71\u6216\u8cc7\u6e90\u5206\u914d\uff09\uff1b\u5c0d\u9f4a\u62db\u8058\u3001\u85aa\u916c\u548c\u914d\u984d\uff0c\u4f7f\u884c\u70ba\u8207\u7b56\u7565\u76f8\u5339\u914d\u3002.<\/li>\n<li>\u4f7f\u7528\u6a21\u677f\u548c\u5de5\u5177\u9032\u884c\u64cd\u4f5c\uff1a\u4f7f\u7528SaaS\u92b7\u552e\u7b56\u7565\u6a21\u677f\u3001CRM + \u7522\u54c1\u5206\u6790\u548c\u81ea\u52d5\u5316\u4f86\u7e2e\u77edTTV\u4e26\u64f4\u5c55\u5287\u672c\u3002.<\/li>\n<li>\u6bcf\u9031\u6e2c\u91cf\u4e3b\u8981KPI\uff08LVR\u3001CAC\u3001LTV\u3001NRR\u3001\u6d41\u5931\u7387\u3001ACV\u3001TTV\uff09\u4e26\u904b\u884c\u8fed\u4ee3\u5be6\u9a57\uff0c\u4ee5\u512a\u5316\u4f60\u7684B2B SaaS\u92b7\u552e\u7b56\u7565\u548cSaaS B2B\u92b7\u552e\u7b56\u7565\u57f7\u884c\u3002.<\/li>\n<\/ul>\n<\/div>\n<p>\u4e00\u500b\u5be6\u7528\u7684 SaaS \u92b7\u552e\u7b56\u7565\u4e0d\u50c5\u50c5\u662f\u6d41\u884c\u8a5e\u5f59\uff0c\u800c\u662f\u95dc\u65bc\u4e00\u500b\u53ef\u91cd\u8907\u7684\u8a08\u5283\uff0c\u5c07\u6f5b\u5728\u5ba2\u6236\u8f49\u5316\u70ba\u53ef\u9810\u6e2c\u7684\u6536\u5165\uff1b\u672c\u6587\u70ba\u5efa\u7acb B2B SaaS \u92b7\u552e\u7b56\u7565\u7684\u5718\u968a\u548c\u9700\u8981\u660e\u78ba SaaS B2B \u92b7\u552e\u7b56\u7565\u4ee5\u64f4\u5c55\u7684\u9818\u5c0e\u8005\u7e6a\u88fd\u4e86\u9019\u500b\u8a08\u5283\u3002\u60a8\u5c07\u7372\u5f97\u5c0d\u57fa\u790e\u554f\u984c\u7684\u7c21\u6f54\u56de\u7b54\u2014\u2014\u4ec0\u9ebc\u662f SaaS \u92b7\u552e\u7b56\u7565\uff1f\u2014\u2014\u4ee5\u53ca\u5f62\u5851\u57f7\u884c\u7684\u898f\u5247\u7684\u6230\u8853\u7d30\u5206\uff0c\u5f9e 3 3 2 2 2 \u7684\u7bc0\u594f\u548c 10 3 1 \u7684\u6d3b\u52d5\u6a21\u578b\u5230 10 \u500d\u589e\u9577\u7684\u69d3\u687f\u548c 80\/20 \u53ca 70\/30 \u5206\u5272\u7684\u512a\u5148\u908f\u8f2f\u3002\u5728\u9019\u500b\u904e\u7a0b\u4e2d\uff0c\u6211\u5011\u5c07\u5c55\u793a SaaS \u92b7\u552e\u7bc4\u4f8b\uff0c\u6307\u5411\u60a8\u53ef\u4ee5\u8abf\u6574\u7684 SaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\uff0c\u4e26\u63ed\u793a\u6307\u6a19\u3001\u62db\u8058\u548c\u85aa\u916c\u7684\u5f71\u97ff\uff0c\u4ee5\u4fbf\u8def\u7dda\u5716\u65e2\u5177\u6230\u7565\u6027\u53c8\u5177\u64cd\u4f5c\u6027\u3002\u5982\u679c\u60a8\u8ca0\u8cac SaaS \u92b7\u552e\u5de5\u4f5c\u3001\u914d\u984d\u8a2d\u8a08\uff0c\u6216\u5c0d\u9f4a\u7522\u54c1\u4e3b\u5c0e\u548c\u92b7\u552e\u4e3b\u5c0e\u7684\u904b\u4f5c\uff0c\u9019\u500b\u4ecb\u7d39\u5c07\u9810\u89bd\u4e00\u500b\u52d9\u5be6\u7684\u3001\u4ee5\u7bc4\u4f8b\u70ba\u9a45\u52d5\u7684\u69cb\u5efa\u53ef\u64f4\u5c55\u92b7\u552e\u5f15\u64ce\u7684\u6307\u5357. <\/p>\n<h2>\u4ec0\u9ebc\u662f SaaS \u92b7\u552e\u7b56\u7565\uff1f<\/h2>\n<h3>\u4ec0\u9ebc\u662f SaaS \u92b7\u552e\u7b56\u7565\uff1f<\/h3>\n<p>SaaS \u92b7\u552e\u7b56\u7565\u662f\u4e00\u500b\u53ef\u91cd\u8907\u3001\u53ef\u8861\u91cf\u7684\u8a08\u5283\uff0c\u6307\u5c0e\u516c\u53f8\u5982\u4f55\u7372\u53d6\u3001\u8f49\u63db\u3001\u4fdd\u7559\u548c\u64f4\u5c55\u96f2\u7aef\u4ea4\u4ed8\u8edf\u9ad4\uff08\u8edf\u9ad4\u5373\u670d\u52d9\uff09\u7684\u5ba2\u6236\u3002\u5b83\u5b9a\u7fa9\u4e86\u5e02\u5834\u9032\u5165\u6a21\u5f0f\uff08\u7522\u54c1\u4e3b\u5c0e\u3001\u92b7\u552e\u4e3b\u5c0e\u6216\u6df7\u5408\u578b\uff09\u3001\u76ee\u6a19\u8cb7\u5bb6\u7684\u65c5\u7a0b\u548c\u89d2\u8272\u3001\u63a5\u89f8\u9ede\u548c\u50f9\u503c\u4fe1\u606f\u7684\u9806\u5e8f\u3001\u7528\u65bc\u9810\u6e2c\u548c\u512a\u5316\u8868\u73fe\u7684\u6307\u6a19\u548c\u6f0f\u6597\uff0c\u4ee5\u53ca\u57f7\u884c\u53ef\u9760\u4e14\u53ef\u64f4\u5c55\u6240\u9700\u7684\u7d44\u7e54\u89d2\u8272\u3001\u85aa\u916c\u548c\u5de5\u5177\u3002.<\/p>\n<p>\u4f5c\u70ba Messenger Bot\uff0c\u6211\u5728\u8a2d\u8a08\u5ba2\u6236\u7684\u5916\u5c55\u548c\u5165\u9580\u6d41\u7a0b\u6642\u4f7f\u7528\u9019\u500b\u78ba\u5207\u7684\u6846\u67b6\uff1a\u660e\u78ba\u7684\u7406\u60f3\u5ba2\u6236\u8f2a\u5ed3\uff08ICP\uff09\u3001\u7522\u54c1\u4fe1\u865f\u8207\u92b7\u552e\u5916\u5c55\u4e4b\u9593\u7684\u6587\u6a94\u4ea4\u63a5\uff0c\u4ee5\u53ca\u5c07\u7372\u53d6\u8207\u64f4\u5c55\u9023\u63a5\u7684\u53ef\u8861\u91cf\u7684\u64cd\u4f5c\u624b\u518a\u3002\u4ee5\u4e0b\u6211\u5c07\u64f4\u5c55\u5728\u5efa\u7acb B2B SaaS \u92b7\u552e\u7b56\u7565\u6216 SaaS B2B \u92b7\u552e\u7b56\u7565\u6642\u61c9\u6a19\u6e96\u5316\u7684\u6838\u5fc3\u7d44\u4ef6\uff0c\u4ee5\u4fbf\u5f15\u64ce\u8b8a\u5f97\u53ef\u91cd\u8907\u548c\u53ef\u9810\u6e2c\u3002.<\/p>\n<h3>\u70ba B2B SaaS \u92b7\u552e\u7b56\u7565\u5b9a\u7fa9\u53ef\u91cd\u8907\u7684\u6846\u67b6\uff1a\u968e\u6bb5\u3001\u904b\u52d5\u548c\u6307\u6a19<\/h3>\n<p>\u6bcf\u500b\u6709\u6548\u7684 SaaS \u92b7\u552e\u7b56\u7565\u90fd\u59cb\u65bc\u4e00\u500b\u7531\u4e09\u500b\u652f\u67f1\u7d44\u6210\u7684\u53ef\u91cd\u8907\u6846\u67b6\u2014\u2014\u968e\u6bb5\u3001\u904b\u52d5\u548c\u6307\u6a19\u2014\u2014\u6211\u5c07\u6bcf\u500b\u652f\u67f1\u8996\u70ba\u5be6\u9a57\u7684\u7522\u54c1\uff0c\u800c\u975e\u56fa\u5b9a\u7684\u6559\u689d\u3002.<\/p>\n<ul>\n<li><strong>\u968e\u6bb5\uff1a<\/strong> \u5b9a\u7fa9\u660e\u78ba\u7684 CRM \u968e\u6bb5\u53ca\u9032\u5165\/\u9000\u51fa\u6a19\u6e96\uff08\u4f8b\u5982\uff0c\u5acc\u7591\u4eba \u2192 MQL \u2192 SQL \u2192 \u6a5f\u6703 \u2192 \u6210\u4ea4\uff09\u3002\u6bcf\u500b\u968e\u6bb5\u5fc5\u9808\u6709\u660e\u78ba\u7684\u8ca0\u8cac\u4eba\u548c\u53ef\u8861\u91cf\u7684\u63a5\u53d7\u6a19\u6e96\uff0c\u4ee5\u6d88\u9664 SDR\u3001AE \u548c CSM \u4e4b\u9593\u4ea4\u63a5\u7684\u6a21\u7cca\u6027\u3002\u4f7f\u7528\u7ba1\u9053\u885b\u751f\u898f\u5247\u4f86\u78ba\u4fdd\u9810\u6e2c\u7684\u53ef\u9760\u6027\u4e26\u6e1b\u5c11\u9031\u671f\u6642\u9593\u3002.<\/li>\n<li><strong>\u52d5\u4f5c\uff1a<\/strong> \u9078\u64c7\u8207\u60a8\u7684\u7522\u54c1\u5e02\u5834\u5951\u5408\u5ea6\u76f8\u5339\u914d\u7684 GTM \u52d5\u4f5c\uff1a\u7522\u54c1\u4e3b\u5c0e\uff08\u81ea\u52a9\u670d\u52d9\u3001\u8a66\u7528\uff09\u3001\u92b7\u552e\u4e3b\u5c0e\uff08SDR \u2192 AE \u2192 CSM\uff09\u6216\u5c07\u9ad8\u50f9\u503c\u7522\u54c1\u4fe1\u865f\u8f49\u63db\u70ba\u5916\u90e8\u63a8\u5ee3\u7684\u6df7\u5408\u578b\u3002\u5c0d\u65bc\u4f01\u696d\u76ee\u6a19\uff0c\u512a\u5148\u8003\u616e\u4ee5\u92b7\u552e\u70ba\u4e3b\u7684\u52d5\u4f5c\u4e26\u9032\u884c\u5e33\u6236\u898f\u5283\uff1b\u5c0d\u65bc\u4e2d\u578b\u5e02\u5834\uff0c\u6e2c\u8a66\u4e00\u7a2e\u6df7\u5408\u6a21\u5f0f\uff0c\u5176\u4e2d\u7522\u54c1\u4f7f\u7528\u89f8\u767c\u91dd\u5c0d\u6027\u7684 AE \u5916\u5c55\u3002\u5c07\u85aa\u916c\u548c\u62db\u8058\u8207\u6240\u9078\u52d5\u4f5c\u5c0d\u9f4a\u2014\u2014PLG \u548c SLG \u4e4b\u9593\u7684\u914d\u984d\u7d50\u69cb\u5dee\u7570\u5f88\u5927\u3002.<\/li>\n<li><strong>\u6307\u6a19\uff1a<\/strong> \u8ddf\u8e2a\u9810\u6e2c\u589e\u9577\u901f\u5ea6\u7684\u6307\u6a19\uff1a\u6f5b\u5728\u5ba2\u6236\u589e\u9577\u7387\u3001\u6bcf\u500b\u968e\u6bb5\u7684\u8f49\u63db\u7387\u3001CAC\u3001LTV\u3001CAC \u56de\u6536\u671f\u3001ARR \u589e\u9577\u3001\u6de8\u6536\u5165\u7559\u5b58\uff08NRR\uff09\u3001\u7e3d\u6d41\u5931\u3001ACV \u548c\u92b7\u552e\u5468\u671f\u9577\u5ea6\u3002\u70ba\u6bcf\u500b\u64cd\u4f5c\u624b\u518a\u8a2d\u7f6e\u5de5\u5177\uff0c\u4ee5\u4fbf\u60a8\u53ef\u4ee5\u9032\u884c A\/B \u6e2c\u8a66\u6d88\u606f\u3001\u5b9a\u50f9\u5c64\u7d1a\u548c\u6e20\u9053\u7d44\u5408\uff0c\u4e26\u5c0d\u5f71\u97ff\u9019\u4e9b KPI \u7684\u56e0\u7d20\u9032\u884c\u8fed\u4ee3\u3002.<\/li>\n<\/ul>\n<p>\u6211\u5be6\u65bd\u7684\u64cd\u4f5c\u6b65\u9a5f\u4ee5\u4f7f\u6846\u67b6\u53ef\u884c\uff1a<\/p>\n<ol>\n<li>\u8a18\u9304\u7406\u60f3\u5ba2\u6236\u6a94\u6848\uff08\u884c\u696d\u3001\u516c\u53f8\u898f\u6a21\u3001\u4f7f\u7528\u6848\u4f8b\u3001\u6280\u8853\u5806\u68e7\uff09\uff0c\u4e26\u512a\u5148\u8003\u616e\u7522\u751f\u6700\u4f73\u64f4\u5c55\u7d93\u6fdf\u7684\u7d30\u5206\u5e02\u5834\u3002.<\/li>\n<li>\u7e6a\u88fd\u8cb7\u5bb6\u89d2\u8272\u53ca\u5176\u8cfc\u8cb7\u65c5\u7a0b\u2014\u2014\u70ba\u6bcf\u500b\u89d2\u8272\u5b9a\u7fa9\u6c7a\u7b56\u6a19\u6e96\u4e26\u5236\u5b9a\u89d2\u8272\u7279\u5b9a\u7684\u50f9\u503c\u4fe1\u606f\u3002.<\/li>\n<li>\u70ba\u5916\u5c55\u3001\u63a2\u7d22\u3001\u6f14\u793a\u3001\u8ac7\u5224\u548c\u5165\u8077\u5275\u5efa\u53ef\u8861\u91cf\u7684 KPI \u548c CRM \u968e\u6bb5\u89f8\u767c\u7684\u64cd\u4f5c\u624b\u518a\uff1b\u4f7f\u7528\u9019\u4e9b\u64cd\u4f5c\u624b\u518a\u4f86\u57f9\u8a13\u696d\u52d9\u4ee3\u8868\u4e26\u7e2e\u77ed\u4e0a\u624b\u6642\u9593\u3002.<\/li>\n<li>\u5c07\u5b9a\u50f9\u548c\u5305\u88dd\u8207\u50f9\u503c\u6307\u6a19\u5c0d\u9f4a\uff0c\u4e26\u5617\u8a66\u57fa\u65bc\u5ea7\u4f4d\u3001\u4f7f\u7528\u6216\u50f9\u503c\u7684\u8a08\u5283\u4ee5\u52a0\u901f\u64f4\u5c55\u3002.<\/li>\n<li>\u90e8\u7f72\u5408\u9069\u7684\u6280\u8853\u5806\u68e7\u2014\u2014CRM + \u7522\u54c1\u5206\u6790 + \u92b7\u552e\u53c3\u8207 + \u5ba2\u6236\u6210\u529f\u5de5\u5177\u2014\u2014\u4ee5\u81ea\u52d5\u5316\u4fe1\u865f\u4e26\u8ddf\u8e2a\u50f9\u503c\u5be6\u73fe\u6642\u9593\u3002.<\/li>\n<\/ol>\n<p>\u6709\u95dc\u8207 SaaS B2B \u92b7\u552e\u7b56\u7565\u96c6\u6210\u7684\u5be6\u7528\u8cc7\u6e90\uff0c\u8acb\u53c3\u95b1\u6307\u5c0e <a href=\"https:\/\/messengerbot.app\/zh_hk\/b2b-%e9%8a%b7%e5%94%ae%e6%88%90%e5%8a%9f%e7%9a%84%e9%97%9c%e9%8d%b5%e5%b7%a5%e5%85%b7%e3%80%81%e6%8a%80%e8%a1%93%e3%80%81%e7%ad%96%e7%95%a5%e5%92%8c-kpi\/\" title=\"B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177<\/a>, \u6700\u91cd\u8981\u7684 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%9c%80%e4%bd%b3%e9%8a%b7%e5%94%ae%e6%8c%87%e6%a8%99%e9%97%9c%e9%8d%b5%e7%b8%be%e6%95%88%e6%8c%87%e6%a8%99%e5%8f%8a%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b9%a4%e7%9a%84%e7%af%84%e4%be%8b\/\" title=\"SaaS \u92b7\u552e\u6307\u6a19\">SaaS \u92b7\u552e\u6307\u6a19<\/a>, \u4ee5\u53ca\u5982\u4f55\u4f7f\u7528\u6211\u5011\u7684 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e9%8a%b7%e5%94%ae%e7%ae%a1%e9%81%93%e9%96%8b%e7%99%bc%e7%9a%84%e8%97%9d%e8%a1%93%ef%bc%8c%e4%ba%86%e8%a7%a3%e9%9a%8e%e6%ae%b5%e3%80%81%e5%bb%ba%e7%ab%8b%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u92b7\u552e\u7ba1\u9053\u767c\u5c55\">\u92b7\u552e\u7ba1\u9053\u767c\u5c55<\/a> \u64cd\u4f5c\u624b\u518a\u4f86\u6620\u5c04\u548c\u7ba1\u7406\u60a8\u7684\u6f0f\u6597\u3002\u5982\u679c\u60a8\u66f4\u559c\u6b61\u73fe\u6210\u7684\u53c3\u8003\uff0cSaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\u6216\u5305\u542b ICP \u5de5\u4f5c\u8868\u3001KPI \u5100\u8868\u677f\u548c\u5165\u8077\u6aa2\u67e5\u8868\u7684 SaaS \u92b7\u552e\u7b56\u7565 PDF \u5c07\u52a0\u901f\u5be6\u65bd\u4e26\u6e1b\u5c11\u731c\u6e2c\u3002.<\/p>\n<p><img src=\"https:\/\/messengerbot.app\/wp-content\/uploads\/2025\/11\/saas-sales-strategy-318433.jpg\" alt=\"saas \u92b7\u552e\u7b56\u7565\" loading=\"lazy\" decoding=\"async\" title=\"\"><\/p>\n<h2>\u4ec0\u9ebc\u662fSaaS\u76843 3 2 2 2\u898f\u5247\uff1f<\/h2>\n<h3>\u4ec0\u9ebc\u662fSaaS\u76843 3 2 2 2\u898f\u5247\uff1f<\/h3>\n<p>SaaS \u7684 3 3 2 2 2 \u898f\u5247\u662f\u4e00\u7a2e\u6230\u8853\u555f\u767c\u5f0f\u65b9\u6cd5\uff0c\u6211\u7528\u5b83\u5c07\u9577\u671f\u76ee\u6a19\u8f49\u5316\u70ba\u77ed\u671f\u53ef\u6e2c\u8a66\u7684\u7a97\u53e3\uff1a\u76ee\u6a19\u662f 3 \u500b\u6708\u7684\u6536\u5165\u589e\u9577\u7bc0\u594f\uff0c\u5728 3 \u500b\u6708\u7684\u7a97\u53e3\u5167\u6e2c\u91cf\u7559\u5b58\uff0c\u5c0d\u65bc\u77ed\u5468\u671f\u52d5\u4f5c\u9810\u671f 2 \u500b\u6708\u7684\u92b7\u552e\u7bc0\u594f\uff0c\u4fdd\u6301\u5927\u7d04 2 \u500b\u6708\u7684\u73fe\u91d1\/\u904b\u71df\u7de9\u885d\u4ee5\u9032\u884c\u5be6\u9a57\uff0c\u4e26\u76e3\u63a7 2 \u500b\u6708\u7684\u6de8\u6536\u5165\u6216\u64f4\u5c55\u52d5\u529b\uff0c\u4f5c\u70ba ARR \u8ecc\u8de1\u7684\u65e9\u671f\u4fe1\u865f\u3002\u9019\u4e0d\u662f\u4e00\u500b\u76e3\u7ba1\u6a19\u6e96\u2014\u2014\u9019\u662f\u4e00\u500b\u5be6\u7528\u7684\u8996\u89d2\uff0c\u53ef\u4ee5\u52a0\u901f\u5b78\u7fd2\u4e26\u5728 B2B SaaS \u92b7\u552e\u7b56\u7565\u6216 SaaS B2B \u92b7\u552e\u7b56\u7565\u4e2d\u53ca\u65e9\u986f\u793a\u6469\u64e6\u3002.<\/p>\n<p>\u70ba\u4ec0\u9ebc\u6211\u61c9\u7528 3\u20133\u20132\u20132\u20132 \u7684\u8996\u89d2\uff1a<\/p>\n<ul>\n<li><strong>\u66f4\u5feb\u7684\u53cd\u994b\u5faa\u74b0\uff1a<\/strong> 30\/60\/90 \u5929\u7684\u7fa4\u9ad4\u6bd4\u5e74\u5ea6\u8a55\u4f30\u66f4\u5feb\u63ed\u793a\u5165\u8077\u6469\u64e6\u548c\u4fe1\u606f\u4e0d\u5339\u914d\u3002.<\/li>\n<li><strong>\u53ef\u884c\u7684\u5be6\u9a57\uff1a<\/strong> \u77ed\u671f\u7a97\u53e3\u8b93\u4f60\u53ef\u4ee5\u9032\u884c\u53d7\u63a7\u7684\u5b9a\u50f9\u3001\u4fe1\u606f\u548c\u6f0f\u6597\u6e2c\u8a66\uff0c\u4e26\u5728\u4e0d\u9700\u8981\u9577\u6642\u9593\u7b49\u5f85\u7684\u60c5\u6cc1\u4e0b\u770b\u5230\u65b9\u5411\u6027\u7d50\u679c\u3002.<\/li>\n<li><strong>\u904b\u71df\u5c0d\u9f4a\uff1a<\/strong> \u7576\u6536\u5165\u3001\u7559\u5b58\u7387\u548c\u92b7\u552e\u7bc0\u594f\u5728\u76f8\u4f3c\u7684\u77ed\u671f\u7a97\u53e3\u5167\u9032\u884c\u6e2c\u91cf\u6642\uff0c\u7522\u54c1\u3001\u5e02\u5834\u548c\u92b7\u552e\u53ef\u4ee5\u540c\u6b65\u8fed\u4ee3\u3002.<\/li>\n<\/ul>\n<p>\u5982\u4f55\u5be6\u969b\u95b1\u8b80\u6bcf\u500b\u5143\u7d20\uff1a<\/p>\n<ul>\n<li><strong>3 \u500b\u6708\u7684\u6536\u5165\u7bc0\u594f\uff1a<\/strong> \u5c07\u5b63\u5ea6\u5fae\u5be6\u9a57\u8996\u70ba\u4f60\u7684\u4e3b\u8981\u589e\u9577\u5de5\u5177\u2014\u2014\u904b\u884c\u91dd\u5c0d\u6027\u7684\u6d3b\u52d5\u3001\u5b9a\u50f9\u8a66\u9a57\u6216\u6e20\u9053\u6e2c\u8a66\uff0c\u4e26\u5728 30\/60\/90 \u5929\u5167\u6e2c\u91cf\u589e\u91cf ARR\u3002.<\/li>\n<li><strong>3 \u500b\u6708\u7684\u7559\u5b58\u7a97\u53e3\uff1a<\/strong> \u5728\u524d90\u5929\u5167\u8861\u91cf\u5de5\u5177\u7fa4\u9ad4\u7684\u4fdd\u7559\u7387\u548c\u50f9\u503c\u6642\u9593\uff08TTV\uff09\uff0c\u4ee5\u8b58\u5225\u6d41\u5931\u9a45\u52d5\u56e0\u7d20\u548c\u65e9\u671f\u64f4\u5c55\u4fe1\u865f\u3002.<\/li>\n<li><strong>2\u500b\u6708\u92b7\u552e\u7bc0\u594f\uff1a<\/strong> \u5c0d\u65bc\u4e2d\u5c0f\u4f01\u696d\/\u6df7\u5408\u6a21\u5f0f\uff0c\u9810\u671f\u5927\u591a\u6578\u5408\u683c\u6a5f\u6703\u5728\u7d048\u9031\u5167\u95dc\u9589\uff1b\u5c07\u6b64\u4f5c\u70ba\u6d3b\u52d5\u8207\u4ea4\u6613\u6307\u6a19\u7684\u64cd\u4f5c\u57fa\u6e96\u3002.<\/li>\n<li><strong>2\u500b\u6708\u73fe\u91d1\/\u904b\u71df\u7de9\u885d\uff1a<\/strong> \u4fdd\u6301\u6230\u8853\u6027\u8cc7\u91d1\u4ee5\u61c9\u5c0d\u4ed8\u8cbb\u7372\u5ba2\u9ad8\u5cf0\u6216\u62db\u8058\u5be6\u9a57\uff0c\u800c\u4e0d\u6253\u4e82\u57fa\u7dda\u904b\u71df\u3002.<\/li>\n<li><strong>2\u500b\u6708\u6de8\u6536\u5165\u8b8a\u52d5\uff1a<\/strong> \u8ddf\u8e2a\u77ed\u671f\u64f4\u5c55\u548c\u6536\u7e2e\uff0c\u4f5c\u70ba\u9577\u671fNRR\u8da8\u52e2\u7684\u5148\u884c\u6307\u6a19\u3002.<\/li>\n<\/ul>\n<h3>\u5c07\u898f\u5247\u843d\u5730\uff1a\u64cd\u4f5c\u624b\u518a\u3001\u6d41\u5931\u63a7\u5236\u548c\u85aa\u916c\u8a2d\u8a08<\/h3>\n<p>\u5c073-3-2-2-2\u7684\u555f\u767c\u5f0f\u8f49\u5316\u70ba\u5177\u9ad4\u7684\u64cd\u4f5c\u624b\u518a\u3001\u6d41\u5931\u63a7\u5236\u548c\u6fc0\u52f5\u7cfb\u7d71\uff0c\u4ee5\u4fbf\u60a8\u7684SaaS\u92b7\u552e\u7b56\u7565\u7522\u751f\u53ef\u91cd\u8907\u7684\u7d50\u679c\u3002\u6211\u5c08\u6ce8\u65bc\u4e09\u500b\u5be6\u65bd\u652f\u67f1\uff1a\u5c07\u884c\u52d5\u6620\u5c04\u523030\/60\/90\u7d50\u679c\u7684\u64cd\u4f5c\u624b\u518a\u3001\u6aa2\u6e2c\u65e9\u671f\u4fe1\u865f\u8870\u6e1b\u7684\u6d41\u5931\u63a7\u5236\uff0c\u4ee5\u53ca\u5c07\u884c\u70ba\u8207\u77ed\u671f\u76ee\u6a19\u5c0d\u9f4a\u7684\u85aa\u916c\u8a2d\u8a08\u3002.<\/p>\n<ul>\n<li><strong>\u64cd\u4f5c\u624b\u518a\uff1a<\/strong> \u5efa\u7acb\u6709\u6587\u6a94\u8a18\u9304\u7684\u5916\u5c55\u3001\u7522\u54c1\u89f8\u767c\u4ea4\u63a5\u3001\u767c\u73fe\u3001\u6f14\u793a\u548c\u5165\u8077\u7684\u5e8f\u5217\uff0c\u6bcf\u500b\u6b65\u9a5f\u90fd\u6709\u53ef\u8861\u91cf\u7684 30\/60\/90 \u6307\u6a19\u3002\u4f7f\u7528 SaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\u4f86\u7de8\u7e82 CRM \u968e\u6bb5\u7684\u63a5\u53d7\u6a19\u6e96\uff0c\u4e26\u6a19\u6e96\u5316 SDR\u3001AE \u548c CSM \u89d2\u8272\u7684\u4ee3\u8868\u884c\u70ba\u3002\u8981\u5e6b\u52a9\u6620\u5c04\u968e\u6bb5\u548c\u89f8\u767c\uff0c\u8acb\u53c3\u8003\u5be6\u7528\u6307\u5357 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e9%8a%b7%e5%94%ae%e7%ae%a1%e9%81%93%e9%96%8b%e7%99%bc%e7%9a%84%e8%97%9d%e8%a1%93%ef%bc%8c%e4%ba%86%e8%a7%a3%e9%9a%8e%e6%ae%b5%e3%80%81%e5%bb%ba%e7%ab%8b%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u92b7\u552e\u7ba1\u9053\u767c\u5c55\">\u92b7\u552e\u7ba1\u9053\u767c\u5c55<\/a>.<\/li>\n<li><strong>\u6d41\u5931\u63a7\u5236\uff1a<\/strong> \u5c0d\u7522\u54c1\u4e8b\u4ef6\u548c\u5165\u8077\u91cc\u7a0b\u7891\u9032\u884c\u5100\u5668\u5316\uff0c\u4ee5\u751f\u6210\u7b2c 30\/60\/90 \u5929\u7684 cohort \u4fdd\u7559\u5831\u544a\u3002\u5b9a\u7fa9\u7576 TTV \u6216\u4f7f\u7528\u95be\u503c\u4f4e\u65bc\u9810\u671f\u6642\u81ea\u52d5\u5e72\u9810\uff08\u61c9\u7528\u5167\u63d0\u793a\u3001\u96fb\u5b50\u90f5\u4ef6\u5e8f\u5217\u548c\u5916\u5c55\u7bc0\u594f\uff09\u3002\u6211\u90e8\u7f72\u5de5\u4f5c\u6d41\u81ea\u52d5\u5316\uff0c\u53ca\u65e9\u986f\u793a\u98a8\u96aa\u5e33\u6236\u4e26\u904b\u884c\u91dd\u5c0d\u6027\u7684\u6062\u5fa9\u8a08\u5283\u2014\u2014\u9019\u662f\u6539\u5584\u77ed\u671f\u4fdd\u7559\u7684\u6700\u5feb\u9014\u5f91\u3002.<\/li>\n<li><strong>\u88dc\u511f\u548c\u914d\u984d\u5c0d\u9f4a\uff1a<\/strong> \u8a2d\u8a08\u5f37\u5316 3\u20113\u20112\u20112\u20112 \u7bc0\u594f\u7684\u914d\u984d\u548c\u4f63\u91d1\uff1a\u5c07 SDR \u6d3b\u52d5 KPI \u8207 30 \u5929\u7684\u5408\u683c\u6703\u8b70\u639b\u9264\uff0c\u5c07 AE \u7684 ramp \u548c ACV \u76ee\u6a19\u5728 60\/90 \u5929\u5167\u6e2c\u91cf\uff0c\u4ee5\u9069\u61c9\u8f03\u5c0f\u7684\u4ea4\u6613\u5c64\u7d1a\uff0c\u4e26\u5c07 CSM \u734e\u52f5\u96c6\u4e2d\u5728 90 \u5929\u7684\u4fdd\u7559\u548c\u65e9\u671f\u64f4\u5c55\u89f8\u767c\u4e0a\u3002\u9019\u6d88\u9664\u4e86\u7372\u53d6\u548c\u64f4\u5c55\u76ee\u6a19\u4e4b\u9593\u7684\u885d\u7a81\uff0c\u4e26\u6709\u52a9\u65bc\u5be6\u73fe\u53ef\u9810\u6e2c\u7684 SaaS B2B \u92b7\u552e\u7b56\u7565\u3002.<\/li>\n<\/ul>\n<p>\u6211\u63a8\u85a6\u7684\u5de5\u5177\u548c\u5de5\u4f5c\u6d41\u7a0b\uff0c\u4ee5\u5be6\u73fe\u9019\u4e9b\u652f\u67f1\uff0c\u5305\u62ec\u7dca\u5bc6\u7684 CRM + \u7522\u54c1\u5206\u6790\u7d44\u5408\u3001\u92b7\u552e\u53c3\u8207\u5e8f\u5217\uff0c\u4ee5\u53ca\u81ea\u52d5\u5316\u4f86\u904b\u884c\u5165\u8077\u548c\u65e9\u671f\u64f4\u5c55\u8a08\u5283\u3002\u8981\u7372\u5f97\u8207\u6b64\u65b9\u6cd5\u5c0d\u9f4a\u7684\u5b8c\u6574\u5de5\u5177\u548c KPI \u5b9a\u7fa9\uff0c\u8acb\u53c3\u898b\u8cc7\u6e90\u65bc <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%9c%80%e4%bd%b3%e9%8a%b7%e5%94%ae%e6%8c%87%e6%a8%99%e9%97%9c%e9%8d%b5%e7%b8%be%e6%95%88%e6%8c%87%e6%a8%99%e5%8f%8a%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b9%a4%e7%9a%84%e7%af%84%e4%be%8b\/\" title=\"SaaS \u92b7\u552e\u6307\u6a19\">SaaS \u92b7\u552e\u6307\u6a19<\/a> \u548c <a href=\"https:\/\/messengerbot.app\/zh_hk\/b2b-%e9%8a%b7%e5%94%ae%e6%88%90%e5%8a%9f%e7%9a%84%e9%97%9c%e9%8d%b5%e5%b7%a5%e5%85%b7%e3%80%81%e6%8a%80%e8%a1%93%e3%80%81%e7%ad%96%e7%95%a5%e5%92%8c-kpi\/\" title=\"B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177<\/a>.<\/p>\n<h2>\u92b7\u552e\u4e2d\u768410 3 1\u6cd5\u5247\u662f\u4ec0\u9ebc\uff1f<\/h2>\n<h3>\u92b7\u552e\u4e2d\u768410 3 1\u6cd5\u5247\u662f\u4ec0\u9ebc\uff1f<\/h3>\n<p>\u92b7\u552e\u4e2d\u7684 10-3-1 \u6cd5\u5247\u662f\u4e00\u500b\u7c21\u55ae\u7684\u8f49\u63db\u555f\u767c\u5f0f\uff1a\u5927\u7d04 10 \u500b\u521d\u59cb\u6f5b\u5728\u5ba2\u6236\u6216\u6a5f\u6703\u5c07\u7522\u751f\u7d04 3 \u500b\u5408\u683c\u7684\u63d0\u6848\uff0c\u800c\u9019 3 \u500b\u63d0\u6848\u901a\u5e38\u8f49\u63db\u70ba 1 \u500b\u6210\u4ea4\u4ea4\u6613\u3002\u6211\u4f7f\u7528\u9019\u500b\u7d93\u9a57\u6cd5\u5247\u4f86\u8a55\u4f30\u7ba1\u9053\uff0c\u70ba SDR \u548c AE \u8a2d\u5b9a\u6d3b\u52d5\u76ee\u6a19\uff0c\u4e26\u9a57\u8b49\u6f5b\u5728\u5ba2\u6236\u958b\u767c\u3001\u8cc7\u683c\u5be9\u67e5\u548c\u63d0\u6848\u57f7\u884c\u662f\u5426\u5728\u5065\u5eb7\u7684 SaaS \u92b7\u552e\u7b56\u7565\u5167\u904b\u884c\u3002.<\/p>\n<p>\u70ba\u4ec0\u9ebc\u9019\u5c0d B2B SaaS \u92b7\u552e\u7b56\u7565\u5f88\u91cd\u8981\uff1a<\/p>\n<ul>\n<li><strong>\u9810\u6e2c\u6e05\u6670\u5ea6\uff1a<\/strong> \u53cd\u5411\u63a8\u5c0e\u4f60\u9700\u8981\u591a\u5c11\u6f5b\u5728\u5ba2\u6236\u4f86\u9054\u6210\u6536\u5165\u76ee\u6a19\uff08\u4f8b\u5982\uff0c\u70ba\u4e86\u6210\u4ea4 10 \u7b46\u4ea4\u6613\uff0c\u76ee\u6a19\u7d04 100 \u500b\u521d\u59cb\u6a5f\u6703\uff09\u3002.<\/li>\n<li><strong>\u6d41\u7a0b\u8a3a\u65b7\uff1a<\/strong> \u504f\u96e2 10\u21923\u21921 \u9ede\u76f4\u63a5\u6307\u5411\u6f0f\u6597\u7684\u554f\u984c\u6240\u5728\u2014\u2014\u6f5b\u5728\u5ba2\u6236\u8cea\u91cf\u3001\u8cc7\u683c\u5be9\u67e5\u3001\u6f14\u793a\u6548\u679c\u6216\u63d0\u6848\u57f7\u884c\u3002.<\/li>\n<li><strong>\u904b\u71df\u898f\u5283\uff1a<\/strong> \u5c07\u914d\u984d\u8f49\u63db\u70ba\u6bcf\u9031\u7684\u5916\u5c55\u3001\u6f14\u793a\u7bc0\u594f\u548c\u63d0\u6848\u901a\u91cf\uff0c\u4ee5\u4fbf\u62db\u8058\u548c\u57f9\u8a13\u8a08\u5283\u8207\u9810\u671f\u7684\u8f49\u63db\u6d41\u7a0b\u5c0d\u9f4a\u3002.<\/li>\n<\/ul>\n<h3>\u4f7f\u7528 10 3 1 \u6cd5\u5247\u4f86\u64f4\u5927\u5916\u5c55\uff1a\u6d3b\u52d5\u76ee\u6a19\u3001\u8f49\u63db\u57fa\u6e96\u548c\u9810\u6e2c<\/h3>\n<p>\u5728 SaaS B2B \u92b7\u552e\u7b56\u7565\u4e2d\u5c07 10\u20113\u20111 \u5be6\u73fe\u70ba\u904b\u71df\u76ee\u6a19\uff0c\u6211\u5c07\u6bd4\u7387\u8f49\u63db\u70ba\u57fa\u65bc\u6d3b\u52d5\u7684\u76ee\u6a19\u548c\u77ed\u671f\u7fa4\u9ad4\u3002\u9996\u5148\uff0c\u6e2c\u91cf\u60a8\u7576\u524d\u7684\u6f5b\u5728\u5ba2\u6236\u2192\u63d0\u6848\u2192\u6210\u4ea4\u6bd4\u7387\uff0c\u6642\u9593\u7bc4\u570d\u70ba\u4ee3\u8868\u6027\u671f\u9593\uff0890 \u5929\uff09\uff0c\u6309\u904b\u52d5\uff08SMB\u3001\u4e2d\u578b\u5e02\u5834\u3001\u4f01\u696d\uff09\u9032\u884c\u7d30\u5206\u3002\u5982\u679c\u60a8\u7684\u57fa\u6e96\u7b26\u5408 10\u20113\u20111\uff0c\u5247\u8a2d\u7f6e\u6bcf\u9031\u7684\u5916\u5c55\u3001\u6f14\u793a\u548c\u63d0\u6848\u914d\u984d\uff0c\u4ee5\u9054\u5230\u60a8\u7684 ARR \u76ee\u6a19\u3002\u5982\u679c\u4e0d\u7b26\u5408\uff0c\u5247\u5229\u7528\u5dee\u8ddd\u512a\u5148\u4fee\u6b63\u554f\u984c.<\/p>\n<p>\u6211\u61c9\u7528\u7684\u5be6\u7528\u6b65\u9a5f\uff1a<\/p>\n<ol>\n<li>\u6309\u7d30\u5206\u548c\u904b\u52d5\u5efa\u7acb\u57fa\u6e96\u8f49\u63db\u6307\u6a19\u2014\u2014\u8ddf\u8e2a\u6f5b\u5728\u5ba2\u6236\u5230\u63d0\u6848\u548c\u63d0\u6848\u5230\u6210\u4ea4\u7684 30\/60\/90 \u5929\u7fa4\u9ad4\uff0c\u4ee5\u907f\u514d\u5608\u96dc\u7684\u5e74\u5ea6\u5e73\u5747\u503c.<\/li>\n<li>\u5c07\u671f\u671b\u7684\u6210\u4ea4\u4ea4\u6613\u8f49\u63db\u70ba\u4e0a\u6e38\u6d3b\u52d5\uff1a\u8a08\u7b97\u6bcf\u4f4d\u4ee3\u8868\u6240\u9700\u7684\u6f5b\u5728\u5ba2\u6236\u3001\u6240\u9700\u7684\u6f14\u793a\u548c\u6240\u9700\u7684\u63d0\u6848\uff0c\u4ee5\u9054\u5230\u76ee\u6a19 ARR\uff0c\u8003\u616e\u60a8\u7576\u524d\u7684 10\u20113\u20111 \u6bd4\u7387.<\/li>\n<li>\u5c0d\u6700\u5f31\u7684\u74b0\u7bc0\u9032\u884c\u96c6\u4e2d\u5be6\u9a57\uff08\u4f8b\u5982\uff0c\u5982\u679c\u63d0\u6848\u2192\u6210\u4ea4\u7387\u4f4e\uff0c\u5247\u6539\u5584\u767c\u73fe\u3001\u91cf\u8eab\u5b9a\u5236\u63d0\u6848\u6216\u7e2e\u77ed\u63d0\u6848\u5468\u8f49\u6642\u9593\uff09\u3002\u4f7f\u7528 SaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\u4f86\u6a19\u6e96\u5316\u201c\u6a5f\u6703\u201d\u548c\u201c\u63d0\u6848\u201d\u7684\u5b9a\u7fa9\uff0c\u4ee5\u4fbf\u5718\u968a\u9032\u884c\u4e00\u81f4\u7684\u6e2c\u91cf.<\/li>\n<li>\u5c0d\u5de5\u5177\u548c\u81ea\u52d5\u5316\u9032\u884c\u5c0d\u9f4a\u2014\u2014CRM\u3001\u63d0\u6848\u751f\u6210\u5668\u548c\u53c3\u8207\u5e8f\u5217\u2014\u2014\u4ee5\u6e1b\u5c11\u63d0\u6848\u6642\u9593\u4e26\u63d0\u9ad8\u52dd\u7387\uff1b\u5c0d\u65bc\u7522\u54c1\u89f8\u767c\u7684\u6e20\u9053\uff0c\u78ba\u4fdd\u7522\u54c1\u4e8b\u4ef6\u9032\u5165\u5916\u90e8\u7bc0\u594f\uff0c\u4ee5\u4fbf\u512a\u5148\u8003\u616e\u9ad8\u610f\u5716\u7684\u6f5b\u5728\u5ba2\u6236.<\/li>\n<\/ol>\n<p>\u95dc\u9375KPI\u4ee5\u8ffd\u8e6410\u20133\u20131\uff1a\u5f9e\u6f5b\u5728\u5ba2\u6236\u5230\u63d0\u6848\u7684\u6bd4\u7387\u3001\u5f9e\u63d0\u6848\u5230\u6210\u4ea4\u7684\u6bd4\u7387\u3001\u5e73\u5747\u4ea4\u6613\u898f\u6a21\uff08ACV\uff09\u3001\u92b7\u552e\u9031\u671f\u9577\u5ea6\u3001\u7ba1\u9053\u8986\u84cb\u7387\uff083\u20135\u00d7\u914d\u984d\uff09\u4ee5\u53ca\u6309\u6e20\u9053\u7684\u52dd\u7387\u3002\u6b32\u4e86\u89e3\u5982\u4f55\u5c07\u9019\u4e9b\u6307\u6a19\u6620\u5c04\u5230\u60a8\u7684\u7ba1\u9053\u548cCRM\u968e\u6bb5\uff0c\u8acb\u53c3\u8003 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%9c%80%e4%bd%b3%e9%8a%b7%e5%94%ae%e6%8c%87%e6%a8%99%e9%97%9c%e9%8d%b5%e7%b8%be%e6%95%88%e6%8c%87%e6%a8%99%e5%8f%8a%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b9%a4%e7%9a%84%e7%af%84%e4%be%8b\/\" title=\"SaaS \u92b7\u552e\u6307\u6a19\">SaaS \u92b7\u552e\u6307\u6a19<\/a> \u4ee5\u53ca\u91dd\u5c0d <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e7%ae%a1%e9%81%93%e7%ae%a1%e7%90%86%e6%b5%81%e7%a8%8b%e7%9a%84%e9%97%9c%e9%8d%b5%e9%9a%8e%e6%ae%b5%e3%80%81crm-%e6%95%b4%e5%90%88%e5%92%8c%e6%9c%89%e6%95%88%e7%9a%84%e9%a0%85\/\" title=\"\u7ba1\u9053\u7ba1\u7406\u6d41\u7a0b\">\u7ba1\u9053\u7ba1\u7406<\/a>.<\/p>\n<p><img src=\"https:\/\/messengerbot.app\/wp-content\/uploads\/2025\/11\/saas-sales-strategy-454733.jpg\" alt=\"saas \u92b7\u552e\u7b56\u7565\" loading=\"lazy\" decoding=\"async\" title=\"\"><\/p>\n<h2>SaaS\u768410\u500d\u6cd5\u5247\u662f\u4ec0\u9ebc\uff1f<\/h2>\n<h3>SaaS\u768410\u500d\u6cd5\u5247\u662f\u4ec0\u9ebc\uff1f<\/h3>\n<p>SaaS\u768410\u500d\u6cd5\u5247\u662f\u4e00\u7a2e\u57fa\u65bc\u50f9\u503c\u7684\u5b9a\u50f9\u555f\u767c\u5f0f\uff1a\u60a8\u7684\u7522\u54c1\u61c9\u8a72\u660e\u986f\u63d0\u4f9b\u81f3\u5c11\u5341\u500d\u65bc\u5176\u50f9\u683c\u7684\u7d93\u6fdf\u50f9\u503c\u3002\u5728\u5be6\u8e10\u4e2d\uff0c\u6211\u5c0710\u500d\u6cd5\u5247\u7528\u4f5c\u5728\u5236\u5b9a\u5b9a\u50f9\u3001\u5305\u88dd\u548c\u9032\u5165\u5e02\u5834\u7684B2B SaaS\u92b7\u552e\u7b56\u7565\u6642\u7684\u6c7a\u7b56\u904e\u6ffe\u5668\u2014\u2014\u5982\u679c\u5ba2\u6236\u80fd\u5920\u91cf\u5316\u7bc0\u7701\u3001\u6536\u5165\u63d0\u5347\u6216\u751f\u7522\u529b\u589e\u9577\u7684\u6578\u91cf\u7d1a\u5927\u65bc\u4ed6\u5011\u652f\u4ed8\u7684\u91d1\u984d\uff0c\u5247\u50f9\u683c\u963b\u529b\u6703\u964d\u4f4e\uff0c\u64f4\u5c55\u7d93\u6fdf\u5b78\u6703\u6539\u5584\u3002.<\/p>\n<p>\u6211\u5982\u4f55\u5c0710\u500d\u6cd5\u5247\u4ed8\u8af8\u5be6\u884c\uff1a<\/p>\n<ul>\n<li><strong>\u91cf\u5316\u50f9\u503c\uff1a<\/strong> \u5728\u767c\u6398\u904e\u7a0b\u4e2d\uff0c\u6211\u6703\u6620\u5c04\u5ba2\u6236\u7684\u57fa\u6e96\u6307\u6a19\uff08\u6210\u672c\u3001\u6536\u5165\u3001\u82b1\u8cbb\u6642\u9593\uff09\uff0c\u4e26\u4f30\u7b97\u76f4\u63a5\u7684\u7f8e\u5143\u5f71\u97ff\u2014\u2014ARR\u63d0\u5347\u3001\u54e1\u5de5\u6578\u91cf\u7bc0\u7701\u6216\u6d41\u5931\u7387\u964d\u4f4e\u2014\u2014\u4e26\u986f\u793a\u9019\u5982\u4f55\u6620\u5c04\u5230\u4fdd\u5b88\u768410\u500d\u57fa\u6e96\u3002.<\/li>\n<li><strong>\u5b9a\u50f9\u4ee5\u6355\u6349\u90e8\u5206\u50f9\u503c\uff1a<\/strong> \u60a8\u5f88\u5c11\u80fd\u6355\u6349\u5230\u5b8c\u6574\u768410\u500d\uff1b\u6355\u634910\u201330%\u7684\u62ab\u9732\u50f9\u503c\u662f\u5e38\u898b\u4e14\u53ef\u8faf\u8b77\u7684\uff0c\u524d\u63d0\u662f\u6709\u53ef\u8861\u91cf\u7684\u7d50\u679c\u652f\u6301\u3002\u9019\u7a2e\u6846\u67b6\u5c0d\u65bc\u53ef\u91cd\u8907\u7684SaaS B2B\u92b7\u552e\u7b56\u7565\u81f3\u95dc\u91cd\u8981\uff0c\u56e0\u70ba\u5b83\u70ba\u8ca1\u52d9\u5718\u968a\u63d0\u4f9b\u4e86\u7c21\u55ae\u7684\u6295\u8cc7\u56de\u5831\u8a08\u7b97\u3002.<\/li>\n<li><strong>\u6309\u5be6\u73fe\u7684\u50f9\u503c\u9032\u884c\u7d30\u5206\uff1a<\/strong> \u5177\u6709\u53ef\u8861\u91cf\u7d50\u679c\u7684\u4f01\u696d\u5e33\u6236\u7372\u5f97\u57fa\u65bc\u50f9\u503c\u7684\u5305\u88dd\u548c\u66f4\u9ad8\u7684\u5e74\u5ea6\u5408\u7d04\u50f9\u503c\uff08ACV\uff09\uff1b\u81ea\u52a9\u670d\u52d9\u5c64\u7d1a\u4ecd\u7136\u4ee5\u5ea7\u4f4d\u6216\u4f7f\u7528\u91cf\u5b9a\u50f9\uff0c\u4e26\u63d0\u4f9b\u660e\u78ba\u7684\u50f9\u503c\u5be6\u73fe\u6642\u9593\uff08TTV\uff09\u627f\u8afe\u3002.<\/li>\n<\/ul>\n<p>\u6211\u4e5f\u5c0710\u500d\u6cd5\u5247\u8996\u70ba\u4e00\u7a2e\u8b77\u6b04\uff0c\u800c\u4e0d\u662f\u50f5\u5316\u7684\u6cd5\u5f8b\uff1a\u5c0d\u65bc\u5546\u54c1\u5316\u7684\u5c0f\u578b\u548c\u4e2d\u578b\u4f01\u696d\u5c64\u7d1a\uff0c\u5b57\u9762\u4e0a\u768410\u500d\u6e2c\u8a66\u53ef\u80fd\u4e0d\u5207\u5be6\u969b\uff0c\u4f46\u5fc3\u614b\u2014\u2014\u5c07\u5b9a\u50f9\u96c6\u4e2d\u5728\u53ef\u8861\u91cf\u7684\u5ba2\u6236\u6295\u8cc7\u56de\u5831\u7387\uff08ROI\uff09\u4e0a\u2014\u2014\u5c0d\u65bc\u4efb\u4f55\u53ef\u64f4\u5c55\u7684B2B SaaS\u92b7\u552e\u7b56\u7565\u4ecd\u7136\u81f3\u95dc\u91cd\u8981\u3002.<\/p>\n<h3>\u5be6\u73fe10\u500d\u5f71\u97ff\u7684\u589e\u9577\u6760\u6746\uff1a\u5b9a\u50f9\u3001\u64f4\u5c55\u3001\u7522\u54c1\u5e02\u5834\u5951\u5408\u5ea6\u548c\u6e20\u9053\u5408\u4f5c\u5925\u4f34\u95dc\u4fc2<\/h3>\n<p>\u901a\u904e\u56db\u500b\u5354\u8abf\u7684\u589e\u9577\u6760\u6746\u4f86\u5be6\u73fe10\u500d\u7684\u50f9\u503c\u3002\u6211\u6839\u64da\u4fdd\u8b77\u5ba2\u6236\u4fe1\u8b7d\u4e26\u6700\u5927\u5316\u6de8\u6536\u5165\u4fdd\u7559\u7387\uff08NRR\uff09\u7684\u9806\u5e8f\u4f86\u512a\u5148\u8003\u616e\u9019\u4e9b\u6760\u6746\u3002.<\/p>\n<ul>\n<li><strong>\u5b9a\u50f9\u8207\u5305\u88dd\uff1a<\/strong> \u5f9e\u6210\u672c\u52a0\u6210\u6216\u4ee5\u529f\u80fd\u70ba\u4e3b\u7684\u5c64\u7d1a\u8f49\u5411\u4ee5\u7d50\u679c\u70ba\u5c0e\u5411\u7684\u5305\u88dd\uff0c\u91dd\u5c0d\u90a3\u4e9b\u5be6\u73fe\u660e\u78baROI\u7684\u7d30\u5206\u5e02\u5834\u3002\u5be6\u65bd\u8a66\u9ede\u5b9a\u50f9\u6216\u7d50\u679c\u4fdd\u8b49\uff0c\u4ee5\u964d\u4f4e\u8cb7\u65b9\u98a8\u96aa\uff0c\u4e26\u5728\u7d50\u679c\u5f97\u5230\u8b49\u660e\u5f8c\u6355\u6349\u50f9\u503c\u3002\u4f7f\u7528SaaS\u92b7\u552e\u7b56\u7565\u6a21\u677f\u4f86\u6e2c\u8a66\u5ea7\u4f4d\u3001\u4f7f\u7528\u91cf\u548c\u7d50\u679c\u5b9a\u50f9\uff0c\u4e26\u6a19\u6e96\u5316\u5546\u696d\u5be6\u9a57\u3002.<\/li>\n<li><strong>\u64f4\u5c55\u7b56\u7565\uff1a<\/strong> \u5c07\u64f4\u5c55\u89f8\u767c\u5668\u5d4c\u5165\u5230\u5165\u8077\u548c\u7522\u54c1\u4e8b\u4ef6\u4e2d\uff0c\u4ee5\u4fbf\u5ba2\u6236\u6210\u529f\u7d93\u7406\uff08CSM\uff09\u53ef\u4ee5\u5c07\u5be6\u73fe\u7684\u50f9\u503c\u8f49\u5316\u70ba\u8ffd\u52a0\u92b7\u552e\uff08\u5ea7\u4f4d\u64f4\u5c55\u3001\u9ad8\u7d1a\u6a21\u584a\u3001\u5c08\u696d\u670d\u52d9\uff09\u3002\u5229\u7528TTV\u548c\u4f7f\u7528\u4fe1\u865f\u81ea\u52d5\u5316\u64f4\u5c55\u63d0\u793a\uff1b\u9019\u5728\u60a8\u7684SaaS B2B\u92b7\u552e\u7b56\u7565\u4e2d\u4fdd\u7559\u4e86\u53ef\u64f4\u5c55\u7684\u64f4\u5c55\u52d5\u4f5c\u3002.<\/li>\n<li><strong>\u7522\u54c1\u5e02\u5834\u5951\u5408\u5ea6\u548cTTV\uff1a<\/strong> \u901a\u904e\u512a\u5316\u5165\u8077\u6d41\u7a0b\u3001\u5275\u5efa\u9810\u5b9a\u7684\u6210\u529f\u91cc\u7a0b\u7891\u548c\u63a8\u51fa\u80fd\u5920\u89e3\u9396\u53ef\u8861\u91cf\u7d50\u679c\u7684\u529f\u80fd\u4f86\u7e2e\u77ed\u50f9\u503c\u5be6\u73fe\u6642\u9593\u3002\u7576\u50f9\u503c\u5be6\u73fe\u6642\u9593\u7e2e\u77ed\u6642\uff0c\u611f\u77e5\u768410\u500d\u50f9\u503c\u6703\u66f4\u5feb\u8b8a\u5f97\u5177\u9ad4\uff0c\u4e26\u52a0\u901f\u8f49\u63db\u548c\u64f4\u5c55\u3002.<\/li>\n<li><strong>\u6e20\u9053\u548c\u5408\u4f5c\u5925\u4f34\u7db2\u7d61\uff1a<\/strong> \u70ba\u4e86\u5feb\u901f\u52a0\u901f\u5e74\u7d93\u5e38\u6027\u6536\u5165\uff0c\u570d\u7e5e\u50f9\u503c\u6307\u6a19\u800c\u975e\u6f5b\u5728\u5ba2\u6236\u6578\u91cf\u4f86\u5354\u8abf\u6e20\u9053\u5408\u4f5c\u5925\u4f34\u3002\u80fd\u5920\u8207\u7d50\u679c\u6848\u4f8b\u5171\u540c\u92b7\u552e\u7684\u5408\u4f5c\u5925\u4f34\u4f7f10\u500d\u7684\u627f\u8afe\u5c0d\u65bc\u66f4\u5927\u5ba2\u6236\u8b8a\u5f97\u53ef\u4fe1\uff0c\u4e26\u63d0\u9ad8\u5206\u92b7\u6548\u7387\u3002.<\/li>\n<\/ul>\n<p>\u6211\u7528\u4f86\u555f\u52d5\u9019\u4e9b\u69d3\u687f\u7684\u64cd\u4f5c\u6aa2\u67e5\u6e05\u55ae\uff1a<\/p>\n<ol>\n<li>\u5728\u92b7\u552e\u767c\u73fe\u904e\u7a0b\u4e2d\u5efa\u7acb\u4fdd\u5b88\u7684\u50f9\u503c\u6a21\u578b\uff0c\u4e26\u5c07\u57fa\u7dda\u6307\u6a19\u8a18\u9304\u5230CRM\u4e2d\u3002.<\/li>\n<li>\u904b\u884c\u4ee5\u7d50\u679c\u70ba\u57fa\u790e\u7684\u8a66\u9ede\uff0c\u8a2d\u5b9a\u77ed\u671f\u7684\u50f9\u503c\u5be6\u73fe\u6642\u9593\u76ee\u6a19\uff0c\u4e26\u7de8\u7e82\u6e2c\u91cf\u6a19\u6e96\uff0c\u4ee5\u4fbf\u8ca1\u52d9\u90e8\u9580\u80fd\u5920\u9a57\u8b49\u6295\u8cc7\u56de\u5831\u7387\u3002.<\/li>\n<li>\u70ba\u5ba2\u6236\u6210\u529f\u7d93\u7406\u63d0\u4f9b\u64f4\u5c55\u8173\u672c\u548c\u5728\u5b9a\u7fa9\u7684\u4f7f\u7528\u6216\u50f9\u503c\u91cc\u7a0b\u7891\u89f8\u767c\u7684\u81ea\u52d5\u5316\u5de5\u5177\u3002.<\/li>\n<li>\u901a\u904e\u63a7\u5236A\/B\u6e2c\u8a66\u4f86\u8abf\u6574\u5b9a\u50f9\uff0c\u4e26\u6309\u7fa4\u7d44\u8ddf\u8e2a\u5f48\u6027\u3001\u6d41\u5931\u7387\u548c\u8f49\u63db\u7387\u3002.<\/li>\n<\/ol>\n<p>\u70ba\u4e86\u5be6\u969b\u5be6\u65bd\uff0c\u5c07\u7b56\u7565\u8207\u6b63\u78ba\u7684\u6307\u6a19\u548c\u5de5\u5177\u914d\u5c0d\u2014\u2014\u8acb\u53c3\u898b\u8cc7\u6e90\u65bc <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%9c%80%e4%bd%b3%e9%8a%b7%e5%94%ae%e6%8c%87%e6%a8%99%e9%97%9c%e9%8d%b5%e7%b8%be%e6%95%88%e6%8c%87%e6%a8%99%e5%8f%8a%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b9%a4%e7%9a%84%e7%af%84%e4%be%8b\/\" title=\"SaaS \u92b7\u552e\u6307\u6a19\">SaaS \u92b7\u552e\u6307\u6a19<\/a> \u4e26\u4f7f\u7528\u5c0d\u65bc\u4f60\u7684\u6280\u8853\u5806\u68e7\u7684\u5efa\u8b70\u9032\u884c\u8a55\u4f30 <a href=\"https:\/\/messengerbot.app\/zh_hk\/b2b-%e9%8a%b7%e5%94%ae%e6%88%90%e5%8a%9f%e7%9a%84%e9%97%9c%e9%8d%b5%e5%b7%a5%e5%85%b7%e3%80%81%e6%8a%80%e8%a1%93%e3%80%81%e7%ad%96%e7%95%a5%e5%92%8c-kpi\/\" title=\"B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177<\/a>. \u5982\u679c\u4f60\u60f3\u5feb\u901f\u5c07\u9019\u4e9b\u69d3\u687f\u843d\u5730\uff0cSaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\u53ef\u4ee5\u52a0\u901f\u5be6\u9a57\u4e26\u4fdd\u6301 GTM \u8207\u53ef\u8861\u91cf\u7684\u50f9\u503c\u7d50\u679c\u4e00\u81f4\u3002.<\/p>\n<h2>SaaS\u4e2d\u768480\/20\u6cd5\u5247\u662f\u4ec0\u9ebc\uff1f<\/h2>\n<h3>\u4f7f\u7528 80\/20 \u6cd5\u5247\u9032\u884c\u512a\u5148\u6392\u5e8f\uff1a\u5728 B2B SaaS \u92b7\u552e\u7b56\u7565\u4e2d\u7684\u5e33\u6236\u3001\u529f\u80fd\u548c\u5e02\u5834\u652f\u51fa<\/h3>\n<p>SaaS \u4e2d\u7684 80\/20 \u6cd5\u5247\u662f\u5e15\u7d2f\u6258\u539f\u5247\u61c9\u7528\u65bc\u8a02\u95b1\u696d\u52d9\uff1a\u5927\u7d04 80% \u7684\u7d50\u679c\u2014\u2014ARR\u3001\u7e8c\u8a02\u3001\u64f4\u5c55\u6216\u652f\u6301\u8ca0\u8f09\u2014\u2014\u901a\u5e38\u4f86\u81ea 20% \u7684\u8f38\u5165\uff0c\u4f8b\u5982\u5ba2\u6236\u3001\u529f\u80fd\u6216\u6e20\u9053\u3002\u5728 B2B SaaS \u92b7\u552e\u7b56\u7565\u4e2d\uff0c\u9019\u610f\u5473\u8457\u5c0f\u90e8\u5206\u9ad8\u50f9\u503c\u5e33\u6236\u4e0d\u6210\u6bd4\u4f8b\u5730\u9a45\u52d5\u55ae\u4f4d\u7d93\u6fdf\u5b78\u548c NRR\uff0c\u56e0\u6b64\u6211\u7684\u9996\u8981\u4efb\u52d9\u662f\u8b58\u5225\u4e26\u4fdd\u8b77\u9019\u4e00\u7fa4\u9ad4\uff0c\u540c\u6642\u4fdd\u6301\u9577\u5c3e\u7684\u76c8\u5229\u80fd\u529b\u3002.<\/p>\n<ul>\n<li><strong>\u5e33\u6236\uff1a<\/strong> \u904b\u884c\u5e15\u7d2f\u6258\u6536\u5165\u5206\u6790\u4ee5\u8b58\u5225\u6309 ARR \u548c\u64f4\u5c55\u7387\u6392\u540d\u524d 20% \u7684\u5e33\u6236\uff0c\u7136\u5f8c\u70ba\u9019\u4e9b\u5e33\u6236\u5275\u5efa\u5b9a\u5236\u7684\u6210\u529f\u8a08\u5283\u548c\u9ad8\u5c64\u63a5\u89f8\u9ede\uff0c\u4ee5\u6e1b\u5c11\u6d41\u5931\u4e26\u52a0\u901f\u8ffd\u52a0\u92b7\u552e\u3002.<\/li>\n<li><strong>\u529f\u80fd\uff1a<\/strong> \u5206\u6790\u529f\u80fd\u63a1\u7528\u548c\u6536\u5165\u6b78\u56e0\u2014\u2014\u7531\u9802\u90e8\u7fa4\u9ad4\u4f7f\u7528\u7684\u529f\u80fd\u5728\u8def\u7dda\u5716\u4e2d\u61c9\u512a\u5148\u8003\u616e\uff0c\u56e0\u70ba\u5b83\u5011\u9a45\u52d5\u7559\u5b58\u548c\u64f4\u5c55\u3002.<\/li>\n<li><strong>\u5e02\u5834\u652f\u51fa\uff1a<\/strong> \u5c07\u6e20\u9053\u548c\u5167\u5bb9\u9810\u7b97\u91cd\u65b0\u5206\u914d\u7d66\u524d 20% \u7684\u985e\u4f3c\u53d7\u773e\uff0c\u4e26\u5c0d\u9019\u4e9b\u7d30\u5206\u5e02\u5834\u4f7f\u7528\u9ad8\u63a5\u89f8\u7684 ABM\uff0c\u540c\u6642\u81ea\u52d5\u5316\u9577\u5c3e\u7684\u7372\u5ba2\u3002.<\/li>\n<\/ul>\n<p>\u5be6\u969b\u4e0a\uff0c\u6211\u5728\u77ed\u671f\u5167\uff0830\/60\/90\u5929\uff09\u76e3\u6e2cARR\u96c6\u4e2d\u5ea6\u3001\u968a\u5217NRR\u548c\u529f\u80fd\u63a1\u7528\u7387\uff0c\u4ee5\u4fbf\u5feb\u901f\u767c\u73fe\u8b8a\u5316\u3002\u9019\u7a2e\u7d00\u5f8b\u5c07\u6982\u5ff5\u6027\u768480\/20\u6d1e\u5bdf\u8f49\u5316\u70baSaaS B2B\u92b7\u552e\u7b56\u7565\u4e2d\u7684\u64cd\u4f5c\u512a\u5148\u7d1a\u3002.<\/p>\n<h3>\u5236\u5b9a80\/20\u884c\u52d5\u8a08\u5283\uff1a\u7d30\u5206\u3001\u7406\u60f3\u5ba2\u6236\u6a94\u6848\u548c\u8cc7\u6e90\u914d\u7f6e<\/h3>\n<p>\u5c0780\/20\u6d1e\u5bdf\u8f49\u5316\u70ba\u57f7\u884c\u9700\u8981\u4e09\u500b\u5177\u9ad4\u6b65\u9a5f\uff1a\u7cbe\u78ba\u7d30\u5206\u3001\u66f4\u65b0\u7684ICP\u548c\u6709\u610f\u8b58\u7684\u8cc7\u6e90\u914d\u7f6e\u3002\u6211\u9075\u5faa\u4e00\u500b\u53ef\u91cd\u8907\u7684\u64cd\u4f5c\u624b\u518a\uff0c\u5c07\u5206\u6790\u8f49\u5316\u70ba\u884c\u52d5\u548c\u53ef\u8861\u91cf\u7684\u7d50\u679c\u3002.<\/p>\n<ol>\n<li><strong>\u7d30\u5206\u548c\u91cf\u5316\uff1a<\/strong> \u6309\u884c\u696d\u3001\u516c\u53f8\u898f\u6a21\u3001\u4f7f\u7528\u6848\u4f8b\u548c\u7372\u5ba2\u6e20\u9053\u904b\u884c\u6536\u5165Pareto\u548c\u968a\u5217\u5206\u6790\uff0c\u4ee5\u627e\u51fa\u9802\u7d1a\u8cec\u6236\u3002\u5229\u7528\u9019\u4e9b\u7d30\u5206\u4f86\u66f4\u65b0\u60a8\u7684ICP\u548c\u8cb7\u5bb6\u89d2\u8272\u3002.<\/li>\n<li><strong>\u8a2d\u8a08\u5dee\u7570\u5316\u7684\u52d5\u4f5c\uff1a<\/strong> \u70ba\u9802\u7d1a\u968a\u5217\u5206\u914d\u9ad8\u63a5\u89f8\u8cec\u6236\u8a08\u5283\u3001\u81ea\u5b9a\u7fa9SLA\u548c\u512a\u5148\u529f\u80fd\u8acb\u6c42\uff0c\u540c\u6642\u70ba\u9577\u5c3e\u81ea\u52d5\u5316\u5165\u8077\u548c\u652f\u6301\u3002\u4e00\u500bSaaS\u92b7\u552e\u7b56\u7565\u6a21\u677f\u6709\u52a9\u65bc\u7de8\u7e82\u64cd\u4f5c\u624b\u518a\u3001\u63a5\u53d7\u6a19\u6e96\u548c\u5347\u7d1a\u8def\u5f91\uff0c\u4ee5\u4fbf\u5718\u968a\u80fd\u5920\u4e00\u81f4\u57f7\u884c\u3002.<\/li>\n<li><strong>\u5408\u7406\u914d\u7f6e\u8cc7\u6e90\uff1a<\/strong> \u5c07\u92b7\u552e\u3001\u5ba2\u6236\u6210\u529f\u548c\u7522\u54c1\u7684\u52aa\u529b\u8f49\u5411\u4fdd\u8b77\u548c\u64f4\u5c55\u9802\u90e820%\u7684\u6d3b\u52d5\uff0c\u4e26\u7528\u53ef\u64f4\u5c55\u7684\u81ea\u52d5\u5316\uff08\u81ea\u52a9\u6d41\u7a0b\u3001\u89f8\u767c\u5165\u8077\u3001\u804a\u5929\u5e8f\u5217\uff09\u586b\u88dc\u9577\u5c3e\u3002\u6211\u4f7f\u7528\u81ea\u52d5\u5316\u5de5\u4f5c\u6d41\u7a0b\u4f86\u767c\u73fe\u64f4\u5c55\u4fe1\u865f\u4e26\u6e1b\u5c11\u624b\u52d5\u5de5\u4f5c\uff0c\u91cb\u653e\u4eba\u529b\u6642\u9593\u4ee5\u5efa\u7acb\u9ad8\u50f9\u503c\u7684\u95dc\u4fc2\u3002.<\/li>\n<\/ol>\n<p>\u6211\u8ffd\u8e64\u7684\u95dc\u9375\u6307\u6a19\u4ee5\u9a57\u8b49\u8a08\u756b\uff0c\u5305\u62ec\u4f86\u81ea\u524d 20% \u5e33\u6236\u7684 ARR \u767e\u5206\u6bd4\u3001\u8a72\u7fa4\u9ad4\u7684 NRR\u3001\u8207\u9577\u5c3e\u76f8\u6bd4\u7684\u6d41\u5931\u5dee\u7570\uff0c\u4ee5\u53ca\u6bcf\u500b\u5e33\u6236\u7684\u652f\u6301\u6210\u672c\u3002\u70ba\u4e86\u5be6\u969b\u7684\u5100\u8868\u677f\uff0c\u5c07\u9019\u4e9b KPI \u6620\u5c04\u5230\u4f60\u7684\u92b7\u552e\u7ba1\u9053\u968e\u6bb5\u548c\u92b7\u552e\u6307\u6a19\u5100\u8868\u677f\u4e0a\uff0c\u8b93\u6bcf\u4f4d\u92b7\u552e\u4ee3\u8868\u548c\u5ba2\u6236\u6210\u529f\u7d93\u7406\u90fd\u77e5\u9053\u76ee\u6a19\u4ee5\u53ca\u5b83\u5011\u5982\u4f55\u5f71\u97ff\u516c\u53f8\u7684\u5065\u5eb7\u72c0\u6cc1\u3002\u95dc\u65bc KPI \u548c\u7ba1\u9053\u6620\u5c04\u7684\u6307\u5c0e\uff0c\u8acb\u53c3\u898b <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%9c%80%e4%bd%b3%e9%8a%b7%e5%94%ae%e6%8c%87%e6%a8%99%e9%97%9c%e9%8d%b5%e7%b8%be%e6%95%88%e6%8c%87%e6%a8%99%e5%8f%8a%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b9%a4%e7%9a%84%e7%af%84%e4%be%8b\/\" title=\"SaaS \u92b7\u552e\u6307\u6a19\">SaaS \u92b7\u552e\u6307\u6a19<\/a> \u4e26\u4f7f\u7528\u4e00\u4efd <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e9%8a%b7%e5%94%ae%e7%ae%a1%e9%81%93%e9%96%8b%e7%99%bc%e7%9a%84%e8%97%9d%e8%a1%93%ef%bc%8c%e4%ba%86%e8%a7%a3%e9%9a%8e%e6%ae%b5%e3%80%81%e5%bb%ba%e7%ab%8b%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u92b7\u552e\u7ba1\u9053\u767c\u5c55\">\u92b7\u552e\u7ba1\u9053\u767c\u5c55<\/a> \u64cd\u4f5c\u624b\u518a\u4f86\u5be6\u73fe\u7d30\u5206\u548c\u8cc7\u6e90\u5206\u914d\u6c7a\u7b56\u7684\u904b\u4f5c\u3002.<\/p>\n<p><img src=\"https:\/\/messengerbot.app\/wp-content\/uploads\/2025\/11\/saas-sales-strategy-411990.jpg\" alt=\"saas \u92b7\u552e\u7b56\u7565\" loading=\"lazy\" decoding=\"async\" title=\"\"><\/p>\n<h2>\u9500\u552e\u4e2d\u768470\/30\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h2>\n<h3>\u9500\u552e\u4e2d\u768470\/30\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h3>\n<p>\u92b7\u552e\u4e2d\u7684 70\/30 \u898f\u5247\u662f\u4e00\u500b\u884c\u70ba\u548c\u8cc7\u6e90\u5206\u914d\u7684\u6307\u5c0e\u65b9\u91dd\uff0c\u92b7\u552e\u5718\u968a\u6709\u5169\u7a2e\u5e38\u898b\u7684\u89e3\u91cb\uff1a(A) \u5728\u63a2\u7d22\u904e\u7a0b\u4e2d\u7684\u5c0d\u8a71\u52d5\u614b\u2014\u2014\u6f5b\u5728\u5ba2\u6236\u61c9\u8a72\u5927\u7d04 70% \u7684\u6642\u9593\u767c\u8a00\uff0c\u800c\u8ce3\u65b9\u7d04 30%\u2014\u2014\u4ee5\u53ca (B) \u6642\u9593\u548c\u8cc7\u6e90\u7684\u6230\u7565\u5206\u914d\u2014\u2014\u5927\u7d04 70% \u7684\u52aa\u529b\u96c6\u4e2d\u5728\u64f4\u5c55\/\u4fdd\u7559\u4e0a\uff0c30% \u7528\u65bc\u65b0\u5ba2\u6236\u7372\u53d6\uff08\u6216\u6839\u64da\u968e\u6bb5\u548c\u52d5\u4f5c\u7684\u76f8\u53cd\uff09\u3002\u9019\u5169\u7a2e\u89e3\u91cb\u5728\u73fe\u4ee3 B2B SaaS \u92b7\u552e\u7b56\u7565\u548c SaaS B2B \u92b7\u552e\u7b56\u7565\u898f\u5283\u4e2d\u88ab\u5ee3\u6cdb\u4f7f\u7528\uff0c\u56e0\u70ba\u5b83\u5011\u80fd\u4fc3\u9032\u66f4\u597d\u7684\u8cc7\u683c\u5be9\u67e5\u3001\u66f4\u9ad8\u7684\u4fdd\u7559\u7387\u548c\u66f4\u6e05\u6670\u7684\u6d3b\u52d5\u512a\u5148\u7d1a\u3002.<\/p>\n<p>\u7576\u6211\u6307\u5c0e\u5718\u968a\u9032\u884c\u5c0d\u8a71\u8b8a\u9ad4\u6642\uff0c\u6211\u5f37\u8abf\u4ea4\u8ac7\u8207\u50be\u807d\u7684\u5e73\u8861\uff1a\u8b93\u6f5b\u5728\u5ba2\u6236\u767c\u8a00 ~70% \u6703\u63ed\u793a\u771f\u6b63\u7684\u75db\u9ede\u3001\u5be6\u969b\u7684 KPI \u548c\u7d93\u6fdf\u8cb7\u5bb6\u7684\u6a19\u6e96\uff1b\u8ce3\u65b9\u7684 ~30% \u61c9\u8a72\u662f\u91dd\u5c0d\u6027\u7684\u8a3a\u65b7\u6027\u63d0\u554f\u548c\u7c21\u6f54\u7684\u50f9\u503c\u6846\u67b6\u3002\u5c0d\u65bc\u8cc7\u6e90\u914d\u7f6e\u8b8a\u9ad4\uff0c\u6211\u5efa\u8b70\u9818\u5c0e\u8005\u9078\u64c7\u8207\u5176\u751f\u547d\u5468\u671f\u76f8\u5339\u914d\u7684 70\/30 \u5206\u914d\u2014\u2014\u6210\u9577\u968e\u6bb5\u7684\u516c\u53f8\u901a\u5e38\u6703\u8f49\u5411 70% \u64f4\u5f35 \/ 30% \u65b0\u6a19\u8a8c\u4ee5\u4fdd\u8b77 NRR\uff0c\u800c\u65e9\u671f\u6210\u9577\u7684\u7b56\u7565\u53ef\u80fd\u6703\u512a\u5148\u8003\u616e\u65b0\u6a19\u8a8c\u4ee5\u5efa\u7acb\u5e02\u5834\u4efd\u984d\u3002\u95dc\u9375\u662f\u5c07\u6240\u9078\u89e3\u91cb\u8a18\u9304\u5728\u60a8\u7684 saas b2b \u92b7\u552e\u7b56\u7565\u4e2d\uff0c\u4ee5\u4fbf\u62db\u8058\u3001\u85aa\u916c\u548c\u5de5\u5177\u90fd\u80fd\u5f37\u5316\u76f8\u540c\u7684\u884c\u70ba.<\/p>\n<h3>\u6307\u6a19\u548c\u62db\u8058\uff1a\u5c07 SaaS \u92b7\u552e\u5de5\u4f5c\u3001\u85aa\u916c\u7bc4\u570d\u548c\u914d\u984d\u8207 70\/30 \u5206\u914d\u5c0d\u9f4a<\/h3>\n<p>\u5c07 70\/30 \u653f\u7b56\u8f49\u5316\u70ba\u53ef\u9810\u6e2c\u7684\u7d50\u679c\u9700\u8981\u5177\u9ad4\u7684\u6307\u6a19\u3001\u89d2\u8272\u8a2d\u8a08\u548c\u85aa\u916c\u5c0d\u9f4a\u3002\u6211\u5c07\u57f7\u884c\u5206\u70ba\u4e09\u500b\u90e8\u5206\uff1a\u5b9a\u7fa9\u6307\u6a19\u3001\u91cd\u65b0\u8a2d\u8a08\u89d2\u8272\u548c\u80fd\u529b\uff0c\u4ee5\u53ca\u5c0d\u9f4a\u85aa\u916c\u548c\u914d\u984d\uff0c\u4ee5\u4fbf\u734e\u52f5\u6240\u9700\u7684 70\/30 \u884c\u70ba.<\/p>\n<ul>\n<li><strong>\u5b9a\u7fa9\u77ed\u671f\u6307\u6a19\uff1a<\/strong> \u9078\u64c7\u53cd\u6620 70\/30 \u610f\u5716\u7684\u4e3b\u8981 KPI\u2014\u201430\/60\/90 \u7fa4\u9ad4 NRR\u3001\u64f4\u5f35 ARR\u3001\u65b0 ARR\u3001\u6309\u7fa4\u9ad4\u5283\u5206\u7684\u6d41\u5931\u7387\u3001\u50f9\u503c\u5be6\u73fe\u6642\u9593 (TTV) \u548c\u901a\u8a71\u8cea\u91cf\u7684\u4ea4\u8ac7\/\u50be\u807d\u6bd4\u7387\u3002\u5c07\u9019\u4e9b\u6307\u6a19\u8a18\u9304\u5728\u60a8\u7684 CRM \u548c\u7522\u54c1\u5206\u6790\u4e2d\uff0c\u4ee5\u4fbf\u60a8\u53ef\u4ee5\u8861\u91cf\u8cc7\u6e90\u8f49\u79fb\u7684\u5f71\u97ff\u3002\u95dc\u65bc KPI \u9078\u64c7\u548c\u5100\u8868\u677f\u7684\u6307\u5c0e\uff0c\u8acb\u53c3\u8003\u516c\u53f8\u7684\u64cd\u4f5c\u624b\u518a <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%9c%80%e4%bd%b3%e9%8a%b7%e5%94%ae%e6%8c%87%e6%a8%99%e9%97%9c%e9%8d%b5%e7%b8%be%e6%95%88%e6%8c%87%e6%a8%99%e5%8f%8a%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b9%a4%e7%9a%84%e7%af%84%e4%be%8b\/\" title=\"SaaS \u92b7\u552e\u6307\u6a19\">SaaS \u92b7\u552e\u6307\u6a19<\/a>.<\/li>\n<li><strong>\u91cd\u65b0\u8a2d\u8a08\u89d2\u8272\u548c\u80fd\u529b\uff1a<\/strong> \u5c07\u8cac\u4efb\u5206\u914d\u5230\u5c08\u696d\u89d2\u8272\uff0c\u4ee5\u907f\u514d\u885d\u7a81\u7684\u6fc0\u52f5\u63aa\u65bd\uff1a\u5c08\u6ce8\u65bc\u6f5b\u5728\u5ba2\u6236\u751f\u6210\u548c\u8cc7\u683c\u5be9\u67e5\u7684 SDRs\/BDRs\uff1b\u5c08\u6ce8\u65bc\u95dc\u9589\u65b0\u5ba2\u6236\u548c\u4e2d\u578b\u5e02\u5834\u64f4\u5c55\u7684 AEs\uff1b\u5c08\u6ce8\u65bc\u4fdd\u7559\u548c\u64f4\u5c55\u7b56\u7565\u7684 CSMs \u548c\u5ba2\u6236\u6210\u529f\u5de5\u7a0b\u5e2b\u3002\u78ba\u5b9a\u53cd\u6620 70\/30 \u512a\u5148\u7d1a\u7684\u8986\u84cb\u6bd4\u7387\uff08CSM:ARR\uff0cAE:\u914d\u984d\uff09\u2014\u2014\u5982\u679c\u64f4\u5c55\u662f 70%\uff0c\u5247\u964d\u4f4e CSM:ARR \u6bd4\u7387\uff0c\u4e26\u5c07\u64f4\u5c55\u914d\u984d\u6dfb\u52a0\u5230 CS \u89d2\u8272\u4e2d\u3002\u4f7f\u7528\u6211\u5011\u7684 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1saas%e9%8a%b7%e5%94%ae%e6%8a%80%e8%83%bd%e7%9a%84%e5%9f%ba%e6%9c%ac%e6%8a%80%e5%b7%a7%e3%80%81%e5%b1%a5%e6%ad%b7%e5%bb%ba%e8%ad%b0%e4%bb%a5%e5%8f%8a%e8%a1%8c%e6%a5%ad%e6%88%90\/\" title=\"SaaS \u92b7\u552e\u6280\u80fd\">SaaS \u92b7\u552e\u6280\u80fd<\/a> \u6307\u5357\u4f86\u6620\u5c04\u89d2\u8272\u80fd\u529b\u548c\u63d0\u5347\u671f\u671b\u3002.<\/li>\n<li><strong>\u88dc\u511f\u548c\u914d\u984d\u5c0d\u9f4a\uff1a<\/strong> \u8a2d\u8a08\u85aa\u916c\u8a08\u5283\uff0c\u5176\u4e2d\u6709\u610f\u7fa9\u7684\u53ef\u8b8a\u85aa\u916c\u90e8\u5206\u8207 70% \u76ee\u6a19\u76f8\u95dc\u2014\u2014\u4e0d\u50c5\u50c5\u662f\u65b0\u7684 ARR\u3002\u5c0d\u65bc\u4ee5\u64f4\u5c55\u70ba\u9996\u7684\u516c\u53f8\uff0c\u70ba CSMs \u6307\u5b9a\u7e8c\u7d04 + \u64f4\u5c55\u914d\u984d\uff0c\u4e26\u5c0d\u8d85\u904e\u76ee\u6a19\u7684\u6de8\u6536\u5165\u4fdd\u7559\u63d0\u4f9b\u52a0\u901f\u5668\uff1b\u5c0d\u65bc\u4ee5\u7372\u53d6\u70ba\u9996\u7684\u516c\u53f8\uff0cAE \u8a08\u5283\u61c9\u66f4\u91cd\u8996\u65b0\u7684 ARR\uff0c\u4f46\u5305\u62ec\u5167\u5efa\u7684\u64f4\u5c55\u734e\u52f5\u3002\u914d\u984d\u61c9\u53cd\u6620\u73fe\u5be6\u7684\u7ba1\u9053\u8986\u84cb\uff083-5\u00d7\uff09\uff0c\u8003\u616e\u5230\u6b77\u53f2\u8f49\u63db\u7387\u548c\u9810\u671f\u7684 70\/30 \u5206\u5272\u3002.<\/li>\n<\/ul>\n<p>\u6211\u5728\u8f49\u5411 70\/30 \u7b56\u7565\u6642\u5be6\u65bd\u7684\u64cd\u4f5c\u6aa2\u67e5\u6e05\u55ae\uff1a<\/p>\n<ol>\n<li>\u904b\u884c\u60c5\u666f\u6a21\u578b\uff08CAC\uff0cLTV\uff0c\u56de\u5831\u671f\uff09\uff0c\u4ee5\u9a57\u8b49\u8f49\u5411 70% \u64f4\u5c55\u6216\u7372\u53d6\u91cd\u9ede\u7684\u8ca1\u52d9\u5f71\u97ff\u3002.<\/li>\n<li>\u66f4\u65b0\u8077\u4f4d\u63cf\u8ff0\u548c\u62db\u8058\u8a08\u5283\uff0c\u4ee5\u53cd\u6620\u65b0\u7684\u8986\u84cb\u6bd4\u7387\u548c\u89d2\u8272\u76ee\u6a19\uff1b\u5728\u9700\u8981\u7684\u5730\u65b9\u62db\u8058\u5c08\u5bb6\uff08\u64f4\u5c55 AEs\u3001\u7e8c\u7d04 SDRs\u3001\u5c08\u6ce8\u65bc\u8ffd\u52a0\u92b7\u552e\u7684\u5ba2\u6236\u6210\u529f\u7d93\u7406\uff09\u3002.<\/li>\n<li>\u4fee\u8a02\u85aa\u916c\u8a08\u5283\uff0c\u4f7f\u81f3\u5c11 30-50% \u7684\u76ee\u6a19\u6536\u76ca (OTE) \u8207\u512a\u5148\u7d50\u679c\uff08\u64f4\u5c55\u6216\u65b0\u589e ARR\uff09\u76f8\u95dc\u806f\uff0c\u4e26\u70ba\u8d85\u904e 70% \u76ee\u6a19\u7684\u8868\u73fe\u589e\u52a0\u52a0\u901f\u5668\u3002.<\/li>\n<li>\u5be6\u65bd\u6559\u7df4\u548c\u8ce6\u80fd\uff1a\u5c0d\u5c0d\u8a71\u7684 70\/30 \u9032\u884c\u901a\u8a71\u8a55\u5206\uff0c\u5236\u5b9a\u6982\u8ff0\u767c\u73fe\u6846\u67b6\u7684\u624b\u518a\uff0c\u4ee5\u53ca\u81ea\u52d5\u5316\u4ee5\u6e1b\u8f15\u4f4e\u50f9\u503c\u4efb\u52d9\u7684\u8ca0\u64d4\u2014\u2014\u4f7f\u7528\u81ea\u52d5\u5316\u4f86\u4fdd\u7559\u4ee3\u8868\u5728\u6700\u9ad8\u50f9\u503c 70% \u6d3b\u52d5\u4e0a\u7684\u6642\u9593\u3002.<\/li>\n<\/ol>\n<p>\u70ba\u4e86\u7121\u6469\u64e6\u5730\u5c07\u9019\u4e9b\u8b8a\u66f4\u5be6\u65bd\uff0c\u5c07\u89d2\u8272\u548c\u85aa\u916c\u66f4\u65b0\u8207\u8ce6\u80fd\u5167\u5bb9\u548c\u53ef\u64f4\u5c55\u7684\u81ea\u52d5\u5316\u914d\u5c0d\u3002\u4f8b\u5982\uff0c\u6211\u81ea\u52d5\u5316\u4f8b\u884c\u7684\u8cc7\u683c\u5be9\u67e5\u548c\u6392\u7a0b\uff0c\u4ee5\u4fbf\u4ee3\u8868\u80fd\u82b1\u66f4\u591a\u6642\u9593\u5728\u9ad8\u50f9\u503c\u7684\u5c0d\u8a71\u4e0a\uff0c\u800c CSM \u5247\u6709\u6642\u9593\u9032\u884c\u64f4\u5c55\u7b56\u7565\u3002\u8acb\u53c3\u95b1\u6307\u5357\u4e2d\u7684\u63a8\u85a6\u5de5\u5177\u548c\u66f4\u5ee3\u6cdb\u7684\u6280\u8853\u5806\u68e7\u3002 <a href=\"https:\/\/messengerbot.app\/zh_hk\/b2b-%e9%8a%b7%e5%94%ae%e6%88%90%e5%8a%9f%e7%9a%84%e9%97%9c%e9%8d%b5%e5%b7%a5%e5%85%b7%e3%80%81%e6%8a%80%e8%a1%93%e3%80%81%e7%ad%96%e7%95%a5%e5%92%8c-kpi\/\" title=\"B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177<\/a>.<\/p>\n<p>\u6700\u5f8c\uff0c\u5c07\u8b8a\u66f4\u4f5c\u70ba\u5be6\u9a57\u9032\u884c\u2014\u2014\u5728\u55ae\u4e00\u7d30\u5206\u5e02\u5834\u6216\u5730\u5340\u5be6\u65bd 70\/30 \u653f\u7b56\uff0c\u6e2c\u91cf 30\/60\/90 \u7684\u7d50\u679c\uff0c\u7136\u5f8c\u64f4\u5c55\u3002\u9019\u7a2e\u8fed\u4ee3\u65b9\u6cd5\u5728\u5c0d\u9f4a\u60a8\u7684\u5718\u968a\u3001\u6307\u6a19\u548c\u85aa\u916c\u4ee5\u5be6\u73fe\u6240\u9700\u7684 70\/30 \u884c\u70ba\u7684\u540c\u6642\uff0c\u4fdd\u6301\u4e86\u8868\u73fe\uff0c\u9069\u7528\u65bc\u60a8\u7684 B2B SaaS \u92b7\u552e\u7b56\u7565\u3002.<\/p>\n<h2>\u5be6\u65bd\u3001\u8cc7\u6e90\u548c\u6a21\u677f<\/h2>\n<h3>SaaS \u92b7\u552e\u7b56\u7565 PDF \u548c\u53ef\u4e0b\u8f09\u7684 SaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\uff1a\u6aa2\u67e5\u6e05\u55ae\u3001KPI \u548c\u793a\u4f8b\u8173\u672c<\/h3>\n<p>\u6211\u63d0\u4f9b\u4e00\u500b\u7dca\u6e4a\u4e14\u53ef\u7528\u7684SaaS\u92b7\u552e\u7b56\u7565\u6a21\u677f\uff0c\u8b93\u5718\u968a\u4e0d\u518d\u722d\u8ad6\u7406\u8ad6\uff0c\u800c\u662f\u958b\u59cb\u57f7\u884c\u3002\u5be6\u7528\u7684\u6a21\u677f\u61c9\u5305\u542b\u56db\u500b\u53ef\u7acb\u5373\u63a1\u53d6\u884c\u52d5\u7684\u4ea4\u4ed8\u9805\u76ee\uff1a\u4e00\u500b\u7406\u60f3\u5ba2\u6236\u8f2a\u5ed3\uff08ICP\uff09\u548c\u7d30\u5206\u5de5\u4f5c\u8868\u3001\u4e00\u500b30\/60\/90 KPI\u5100\u8868\u677f\u3001\u9010\u968e\u6bb5\u7684\u64cd\u4f5c\u624b\u518a\u53ca\u7bc4\u672c\u8173\u672c\uff0c\u4ee5\u53ca\u4e00\u500b\u5b9a\u50f9\/\u5305\u88dd\u6aa2\u67e5\u6e05\u55ae\u3002\u4ee5SaaS\u92b7\u552e\u7b56\u7565PDF\u683c\u5f0f\u5c0e\u51fa\uff0c\u9019\u4e9b\u8cc7\u6599\u4f5c\u70ba\u92b7\u552e\u4ee3\u8868\u3001\u5ba2\u6236\u6210\u529f\u7d93\u7406\uff08CSM\uff09\u548c\u5e02\u5834\u9032\u5165\uff08GTM\uff09\u9818\u5c0e\u8005\u7684\u552f\u4e00\u771f\u5be6\u4f86\u6e90\u3002.<\/p>\n<ul>\n<li><strong>ICP\u8207\u7d30\u5206\u5de5\u4f5c\u8868\uff1a<\/strong> \u5217\u51fa\u6a19\u6e96\uff08\u884c\u696d\u3001\u5e74\u7d93\u5e38\u6027\u6536\u5165\uff08ARR\uff09\u3001\u6280\u8853\u5806\u758a\u3001\u4f7f\u7528\u6848\u4f8b\uff09\u4e26\u6a19\u8a18\u73fe\u6709\u5e33\u6236\uff0c\u4ee5\u4fbf\u512a\u5148\u8003\u616e\u9802\u7d1a\u7fa4\u9ad4\u3002\u5229\u7528\u9019\u4e9b\u8f38\u51fa\u4f86\u9032\u884c\u5e33\u6236\u898f\u5283\u548c\u91dd\u5c0d\u6027\u5916\u5c55\u3002.<\/li>\n<li><strong>30\/60\/90 KPI\u5100\u8868\u677f\uff1a<\/strong> \u5305\u62ec\u6f5b\u5728\u5ba2\u6236\u8f49\u6a5f\u6703\u3001\u63d0\u6848\u8f49\u63db\u3001\u5ba2\u6236\u7372\u53d6\u6210\u672c\uff08CAC\uff09\u3001\u5ba2\u6236\u7d42\u8eab\u50f9\u503c\uff08LTV\uff09\u3001\u6de8\u6536\u5165\u7559\u5b58\u7387\uff08NRR\uff09\u3001\u6d41\u5931\u7387\u548c\u50f9\u503c\u5be6\u73fe\u6642\u9593\uff08TTV\uff09\u3002\u6709\u95dc\u8ffd\u8e64\u54ea\u4e9bKPI\u53ca\u5982\u4f55\u53ef\u8996\u5316\u5b83\u5011\u7684\u6307\u5c0e\uff0c\u8acb\u53c3\u898b\u6211\u5011\u7684\u8cc7\u6e90 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%9c%80%e4%bd%b3%e9%8a%b7%e5%94%ae%e6%8c%87%e6%a8%99%e9%97%9c%e9%8d%b5%e7%b8%be%e6%95%88%e6%8c%87%e6%a8%99%e5%8f%8a%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b9%a4%e7%9a%84%e7%af%84%e4%be%8b\/\" title=\"SaaS \u92b7\u552e\u6307\u6a19\">SaaS \u92b7\u552e\u6307\u6a19<\/a>.<\/li>\n<li><strong>\u64cd\u4f5c\u624b\u518a\u8207\u8173\u672c\uff1a<\/strong> \u7de8\u7e82\u767c\u73fe\u554f\u984c\u3001\u6f14\u793a\u8b70\u7a0b\u3001\u7570\u8b70\u56de\u61c9\u548c\u7e8c\u7d04\/\u64f4\u5c55\u8173\u672c\u3002\u6211\u5c07\u9019\u4e9b\u8173\u672c\u8207\u901a\u8a71\u8a55\u5206\u6a19\u6e96\u548c\u6559\u7df4\u63d0\u793a\u914d\u5c0d\uff0c\u4ee5\u4fbf\u5feb\u901f\u6539\u5584\u901a\u8a71\u8207\u50be\u807d\u7684\u6bd4\u4f8b\u548c\u767c\u73fe\u8cea\u91cf\u3002.<\/li>\n<li><strong>\u5b9a\u50f9\u8207\u5305\u88dd\u6aa2\u67e5\u6e05\u55ae\uff1a<\/strong> \u5305\u62ec\u50f9\u503c\u6a21\u578b\u6a21\u677f\u3001\u8a66\u9ede\u5b9a\u7fa9\u548c\u5ea7\u4f4d\u3001\u4f7f\u7528\u60c5\u6cc1\u53ca\u7d50\u679c\u5c64\u7d1a\u7684\u5305\u88dd\u898f\u5247\uff0c\u4ee5\u4fbf\u5546\u696d\u5be6\u9a57\u53ef\u91cd\u8907\u9032\u884c\u3002.<\/li>\n<\/ul>\n<p>\u70ba\u4e86\u5efa\u7acb\u9019\u4e9b\u8cc7\u6599\uff0c\u6211\u5efa\u8b70\u5c07\u7ba1\u9053\u6620\u5c04\u5de5\u4f5c\u8207SaaS\u92b7\u552e\u7b56\u7565\u6a21\u677f\u548c\u5408\u9069\u7684\u5de5\u5177\u5305\u76f8\u7d50\u5408\uff1a\u4f7f\u7528\u6211\u5011\u7684\u64cd\u4f5c\u624b\u518a <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e9%8a%b7%e5%94%ae%e7%ae%a1%e9%81%93%e9%96%8b%e7%99%bc%e7%9a%84%e8%97%9d%e8%a1%93%ef%bc%8c%e4%ba%86%e8%a7%a3%e9%9a%8e%e6%ae%b5%e3%80%81%e5%bb%ba%e7%ab%8b%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u92b7\u552e\u7ba1\u9053\u767c\u5c55\">\u92b7\u552e\u7ba1\u9053\u767c\u5c55<\/a> \u4ee5\u53ca\u5165\u8077\u6846\u67b6\u5728 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e5%ae%a2%e6%88%b6%e5%85%a5%e9%96%80%e5%ae%9a%e7%be%a9%e7%9a%84%e9%97%9c%e9%8d%b5%e6%ad%a5%e9%a9%9f%e3%80%81%e5%b7%a5%e5%85%b7%e5%92%8c%e6%b5%81%e7%a8%8b%e8%aa%aa%e6%98%8e\/\" title=\"SaaS \u7684\u5ba2\u6236\u5165\u8077\">SaaS \u7684\u5ba2\u6236\u5165\u8077<\/a>. \u5982\u679c\u60a8\u9700\u8981\u4e00\u500b\u5fc5\u8981\u7684 GTM \u5de5\u5177\u6e05\u55ae\uff0c\u8acb\u67e5\u770b\u6307\u5357\u4ee5\u4e86\u89e3 <a href=\"https:\/\/messengerbot.app\/zh_hk\/b2b-%e9%8a%b7%e5%94%ae%e6%88%90%e5%8a%9f%e7%9a%84%e9%97%9c%e9%8d%b5%e5%b7%a5%e5%85%b7%e3%80%81%e6%8a%80%e8%a1%93%e3%80%81%e7%ad%96%e7%95%a5%e5%92%8c-kpi\/\" title=\"B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u92b7\u552e\u5de5\u5177<\/a> \u4ee5\u4f7f\u6280\u8853\u7b26\u5408\u60a8\u7684\u6a21\u677f\u6e2c\u91cf\u9700\u6c42\u3002.<\/p>\n<p>\u53ef\u4e0b\u8f09\u7684\u6a21\u677f\u61c9\u8a72\u662f\u53ef\u64cd\u4f5c\u7684\uff1a\u4e00\u9801\u7684 ICP\u3001\u4e00\u500b\u6a19\u7c64\u7684 KPI \u8ddf\u8e2a\u5668\uff0c\u4ee5\u53ca\u6bcf\u500b\u52d5\u4f5c\uff08PLG\u3001SLG\u3001\u6df7\u5408\uff09\u7684\u55ae\u9801\u8a08\u5283\u66f8\u3002\u6211\u7528\u9019\u4e9b\u4f86\u9032\u884c\u6bcf\u9031\u5be6\u9a57\uff0c\u4e26\u7e2e\u77ed\u65b0 SaaS \u92b7\u552e\u5de5\u4f5c\u7684\u4e0a\u624b\u6642\u9593\u3002.<\/p>\n<h3>\u57f7\u884c SaaS B2B \u92b7\u552e\u7b56\u7565\u7684\u8def\u7dda\u5716\uff1a\u6642\u9593\u8868\u3001\u6280\u8853\u5806\u68e7\uff08CRM\/\u81ea\u52d5\u5316\uff09\u548c\u5b78\u7fd2\u8cc7\u6e90<\/h3>\n<p>\u4e00\u500b\u73fe\u5be6\u7684\u8def\u7dda\u5716\u5c07\u6a21\u677f\u8f49\u5316\u70ba\u7d50\u679c\u3002\u6211\u5efa\u8b70\u5236\u5b9a\u4e00\u500b 90 \u5929\u7684\u63a8\u51fa\u8a08\u5283\uff0c\u4e26\u8a2d\u7f6e\u660e\u78ba\u7684\u91cc\u7a0b\u7891\uff1a\u5b9a\u7fa9\uff080-15 \u5929\uff09\u3001\u5100\u5668\uff0815-45 \u5929\uff09\u3001\u555f\u52d5\u8a66\u9ede\uff0845-75 \u5929\uff09\u548c\u64f4\u5c55\uff0875-90 \u5929\u4ee5\u4e0a\uff09\u3002\u6bcf\u500b\u968e\u6bb5\u90fd\u6709\u660e\u78ba\u7684\u4ea4\u4ed8\u7269\u548c\u8ca0\u8cac\u4eba\uff0c\u4ee5\u4fbf SaaS B2B \u92b7\u552e\u7b56\u7565\u5f9e\u8a08\u5283\u8f49\u5411\u53ef\u9810\u6e2c\u7684\u6536\u5165\u3002.<\/p>\n<ol>\n<li><strong>\u5b9a\u7fa9\uff080-15 \u5929\uff09\uff1a<\/strong> \u6700\u7d42\u78ba\u5b9a ICP\uff0c\u5283\u5206\u5e33\u6236\uff0c\u4e26\u8a2d\u7f6e 30\/60\/90 KPI \u76ee\u6a19\u3002\u586b\u5145 SaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\u4e26\u6620\u5c04 CRM \u968e\u6bb5\u3002.<\/li>\n<li><strong>\u5100\u5668\uff0815-45 \u5929\uff09\uff1a<\/strong> \u5c07 CRM \u8207\u968e\u6bb5\u63a5\u53d7\u6a19\u6e96\u9023\u63a5\uff0c\u6574\u5408\u7522\u54c1\u5206\u6790\uff0c\u4e26\u90e8\u7f72\u5e8f\u5217\u3002\u95dc\u65bc\u7ba1\u9053\u968e\u6bb5\u8a2d\u8a08\u548c CRM \u6574\u5408\u7684\u6700\u4f73\u5be6\u8e10\uff0c\u8acb\u53c3\u95b1\u6211\u5011\u7684 <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e7%ae%a1%e9%81%93%e7%ae%a1%e7%90%86%e6%b5%81%e7%a8%8b%e7%9a%84%e9%97%9c%e9%8d%b5%e9%9a%8e%e6%ae%b5%e3%80%81crm-%e6%95%b4%e5%90%88%e5%92%8c%e6%9c%89%e6%95%88%e7%9a%84%e9%a0%85\/\" title=\"\u7ba1\u9053\u7ba1\u7406\">\u7ba1\u9053\u7ba1\u7406<\/a> \u6307\u5357\u3002<\/li>\n<li><strong>\u555f\u52d5\u8a66\u9ede\uff0845-75 \u5929\uff09\uff1a<\/strong> \u91dd\u5c0d\u5b9a\u50f9\u3001\u5916\u5c55\u7bc0\u594f\u548c\u5165\u8077\u6d41\u7a0b\u9032\u884c\u96c6\u4e2d\u5be6\u9a57\u3002\u4f7f\u7528\u81ea\u52d5\u5316\u5de5\u4f5c\u6d41\u7a0b\u4f86\u6355\u6349\u4fe1\u865f\u4e26\u8def\u7531\u6f5b\u5728\u5ba2\u6236\uff1b\u81ea\u52d5\u5316\u6e1b\u5c11\u624b\u52d5\u5de5\u4f5c\uff0c\u4f7f\u92b7\u552e\u4ee3\u8868\u80fd\u5920\u5c08\u6ce8\u65bc\u9ad8\u50f9\u503c\u7684\u4e92\u52d5\u3002.<\/li>\n<li><strong>\u64f4\u5c55\uff0875-90+ \u5929\uff09\uff1a<\/strong> \u7de8\u7e82\u6210\u529f\u7684\u64cd\u4f5c\u624b\u518a\uff0c\u8abf\u6574\u85aa\u916c\u548c\u62db\u8058\u8a08\u5283\uff0c\u4e26\u5c07\u6a21\u578b\u63a8\u5ee3\u5230\u65b0\u7d30\u5206\u5e02\u5834\u3002\u8ddf\u8e2a\u7fa4\u9ad4\u8868\u73fe\u4e26\u6bcf\u6708\u8fed\u4ee3\u3002.<\/li>\n<\/ol>\n<p><strong>\u6280\u8853\u68e7\u8981\u7d20\uff1a<\/strong> \u7528\u65bc\u968e\u6bb5\u7ba1\u7406\u7684 CRM\u3001\u7528\u65bc TTV \u548c\u529f\u80fd\u63a1\u7528\u7684\u7522\u54c1\u5206\u6790\u3001\u7528\u65bc\u7bc0\u594f\u7684\u92b7\u552e\u53c3\u8207\uff0c\u4ee5\u53ca\u7528\u65bc\u5065\u5eb7\u8a55\u5206\u7684\u5ba2\u6236\u6210\u529f\u5e73\u53f0\u3002\u6211\u5efa\u8b70\u5c07\u9019\u4e9b\u8207\u5c0d\u8a71\u81ea\u52d5\u5316\u914d\u5c0d\uff0c\u4ee5\u63d0\u9ad8\u8cc7\u683c\u901f\u5ea6\u2014\u2014\u6211\u5011\u7684\u92b7\u552e\u8edf\u9ad4\u5de5\u5177\u6307\u5357\u548c\u6700\u4f73 CRM \u5e73\u53f0\u986f\u793a\u4e86\u53ef\u64f4\u5c55\u7684\u5e38\u898b\u6280\u8853\u68e7\u3002\u5c0d\u65bc\u5b78\u7fd2\u8cc7\u6e90\uff0c\u7d50\u5408\u7d50\u69cb\u5316\u7684\u555f\u7528\uff08\u57fa\u65bc\u89d2\u8272\u7684\u64cd\u4f5c\u624b\u518a\uff09\u3001\u6bcf\u9031\u8f14\u5c0e\u548c\u4f86\u81ea\u884c\u696d\u9818\u5c0e\u8005\u7684\u7cbe\u9078\u95b1\u8b80\u3002.<\/p>\n<p>\u7af6\u722d\u5c0d\u624b\u548c\u4e92\u88dc\u5de5\u5177\u5f88\u91cd\u8981\uff1a\u5c0d\u65bc\u5c0d\u8a71\u81ea\u52d5\u5316\uff0c\u50cf Intercom \u6216 Drift \u9019\u6a23\u7684\u5e73\u53f0\u662f\u773e\u6240\u5468\u77e5\u7684\uff0c\u4f46\u5728\u70ba\u5168\u7403 B2B SaaS \u92b7\u552e\u7b56\u7565\u9078\u64c7\u81ea\u52d5\u5316\u6642\uff0c\u6211\u66f4\u91cd\u8996\u6574\u5408\u6df1\u5ea6\u548c\u591a\u8a9e\u8a00\u652f\u6301\u3002Brain Pod AI \u63d0\u4f9b AI \u5167\u5bb9\u548c\u591a\u8a9e\u8a00\u52a9\u624b\u7684\u80fd\u529b\uff0c\u4e00\u4e9b\u5718\u968a\u5229\u7528\u9019\u4e9b\u80fd\u529b\u4f86\u64f4\u5927\u50f9\u503c\u6e9d\u901a\u548c\u5167\u5bb9\u751f\u6210\uff1b\u8acb\u5c07\u5176\u8207\u5176\u4ed6\u4f9b\u61c9\u5546\u9032\u884c\u8a55\u4f30\uff0c\u4ee5\u7b26\u5408\u60a8\u7684\u4f7f\u7528\u6848\u4f8b\u3002\u6700\u5f8c\uff0c\u5982\u679c\u60a8\u60f3\u8981\u6709\u95dc\u8a2d\u7f6e\u548c\u81ea\u52d5\u5316\u5e8f\u5217\u7684\u6230\u8853\u6559\u7a0b\uff0c\u8acb\u53c3\u898b\u6211\u5011\u7684 <a href=\"https:\/\/messengerbot.app\/zh_hk\/messenger-%e6%a9%9f%e5%99%a8%e4%ba%ba%e6%95%99%e5%ad%b8\/\" title=\"Messenger \u6a5f\u5668\u4eba\u6559\u5b78\">Messenger \u6a5f\u5668\u4eba\u6559\u5b78<\/a> \u4ee5\u53ca\u95dc\u65bc <a href=\"https:\/\/messengerbot.app\/zh_hk\/%e6%8e%8c%e6%8f%a1%e5%ae%a2%e6%88%b6%e5%85%a5%e9%96%80%e5%ae%9a%e7%be%a9%e7%9a%84%e9%97%9c%e9%8d%b5%e6%ad%a5%e9%a9%9f%e3%80%81%e5%b7%a5%e5%85%b7%e5%92%8c%e6%b5%81%e7%a8%8b%e8%aa%aa%e6%98%8e\/\" title=\"\u5165\u8077\u6700\u4f73\u5be6\u8e10\u7684\u77e5\u8b58\">\u5165\u8077\u6700\u4f73\u5be6\u8e10\u7684\u77e5\u8b58<\/a> \u4ee5\u7e2e\u77ed\u50f9\u503c\u5be6\u73fe\u7684\u6642\u9593\u3002.<\/p>\n<p>\u5c07\u8def\u7dda\u5716\u57f7\u884c\u70ba\u4e00\u7cfb\u5217\u53ef\u8861\u91cf\u7684\u5be6\u9a57\u3002\u4f7f\u7528 SaaS \u92b7\u552e\u7b56\u7565\u6a21\u677f\uff0c\u8a2d\u7f6e\u6b63\u78ba\u7684 KPI\uff0c\u8b93\u81ea\u52d5\u5316\u8655\u7406\u91cd\u8907\u6027\u5de5\u4f5c\uff0c\u9019\u6a23\u60a8\u7684\u92b7\u552e\u548c\u6210\u529f\u5718\u968a\u5c31\u53ef\u4ee5\u5c08\u6ce8\u65bc\u63a8\u52d5 B2B SaaS \u92b7\u552e\u7b56\u7565\u4e2d\u4e0d\u6210\u6bd4\u4f8b\u589e\u9577\u7684\u5e33\u6236\u7684\u6230\u7565 20%\u3002.<\/p>","protected":false},"excerpt":{"rendered":"<input type=\"hidden\" value=\"\" data-essbisPostContainer=\"\" data-essbisPostUrl=\"https:\/\/messengerbot.app\/zh_hk\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/\" data-essbisPostTitle=\"Practical SaaS Sales Strategy: 3\u20113\u20112\u20112\u20112, 10\u20113\u20111, 10x, 80\/20 &#038; 70\/30 Rules with B2B SaaS Sales Strategy Template (saas b2b sales strategy)\" data-essbisHoverContainer=\"\"><p>Key Takeaways Build a repeatable saas sales strategy around stages, motion (PLG\/SLG\/hybrid), and measurable metrics to turn activity into predictable ARR. Apply the 3\u20113\u20112\u20112\u20112 heuristic to run fast 30\/60\/90 experiments: 3\u2011month revenue &#038; retention windows and 2\u2011month sales\/cash\/expansion signals for rapid learning. Use the 10\u20113\u20111 rule to size pipeline and set activity targets: ~10 leads [&hellip;]<\/p>\n","protected":false},"author":14928,"featured_media":258591,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":"","rank_math_title":"","rank_math_description":"","rank_math_focus_keyword":"","rank_math_canonical_url":"","rank_math_robots":"","rank_math_facebook_title":"","rank_math_facebook_description":"","rank_math_twitter_title":"","rank_math_twitter_description":""},"categories":[31],"tags":[],"class_list":["post-258592","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"_links":{"self":[{"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/posts\/258592","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/users\/14928"}],"replies":[{"embeddable":true,"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/comments?post=258592"}],"version-history":[{"count":0,"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/posts\/258592\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/media\/258591"}],"wp:attachment":[{"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/media?parent=258592"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/categories?post=258592"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/messengerbot.app\/zh_hk\/wp-json\/wp\/v2\/tags?post=258592"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}