2021欧洲杯买球

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在路上,企业级IT市场的全栈创业公司——专访易采办CEO刘京生
2021-12-21 03:40:26

DANSHENGYU 2015 NIANDEYICAIBANB2BDIANZISHANGWUZONGHEPINGTAI,DINGWEIYUQIYEJIITXIFENSHICHANG,WEIQIYEJIKEHUJIQIYEJIITSHICHANGZHONGDECHANGSHANGHEDAILISHANG、JICHENGSHANGTIGONGCONGXUQIUFENXI、FANGANSHEJI、CHANPINXUANXING、GONGYINGSHANGSHAIXUAN、SHANGWUZHICHI、ZHIFUBAOZHANG、DAOHUOYANSHOU、ANZHUANGDUDAO、DAOSHOUHOUFUWUDEQUANGONGYINGLIANJICHUXINGFUWUHEYIYIXIANHUO、YIJINRONG、YIYUNFUDENGYIZHANSHIJIEJUEFANGANWEIJICHUDEDINGZHIHUAZENGZHIFUWU。ZUOWEIJIANDINGDEGONGXIANGJINGJIDECHANGDAOZHE,PINGTAICONGCHUANGLIZHICHUJIUYIZHONGSUXINGYESHENGTAIWEIJIREN,"HUIJIGUONEIWAISHANGBAIJIACHANGSHANG,SHANGQIANJIAJICHENGSHANGHEDAILISHANG,JINWANZHONGCHANPINMENLEI,TONGSHILIANHEGEDAGAOXIAO、SHEJIYUANHEZIXUNGONGSI,LIQIUTONGGUOPINGTAILILIANGZHENGHEXINGYEZIYUAN,BANGZHUQIYEJIKEHUQINGSONGKUAIJIEWANCHENGFUZAFANSUODECAIGOULIUCHENG;BANGZHUXINGYESHANGXIAYOUQIYETISHENGJIAZHI,TIGAOXIAOLV,KUAISUCHENGZHANG。

1 据我了解,现在大部分B2B平台都把自己定位于信息展示与撮合,为什么易采办却提出要重构行业生态呢?这是一个什么概念?

刘总:将原本就存在的线下交易搬至线上平台,名为“信息撮合”,"貌似是在平台完成了真实的交易,为交易双方牵线搭桥并实现了惊人的现金流水。但实际上,平台的“交易量”除了数字上的惊人外,再没有更多意义。这种信息展示与撮合只是B2B平台的初级版本,我们定义其为B2B1. 0 或 B2B2.0,平台真正的价值并没有体现。易采办是针对行业市场的全供应链服务,是真真正正的为所有成员创造了新价值,我们定义为B2B3.0。要实现这一步,现有的生态肯定是不行的,所以我们提出要重构行业生态。

2 那要怎么实现呢?

刘总:要重构行业生态,首先你要知道什么是行业生态系统?它的本质特点是什么?其次你要了解行业的固有生态是什么样的?

TACUNZAINAXIEWENTI;DISAN,NIHAIYAOYONGYOUZUGOUDEZIYUANHENENGLIQUZHONGGOUSHENGTAI,BINGQIENENGGOUBAOZHENGXINDESHENGTAIXIANGJIAOYUYUANLAIHUIYOUYOUSHI。

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ZAIYICAIBANCHANSHENGDEJIAOYIZHENGHELESHIJIAN、DIDIAN、GUIMO、PINCI、SHULIANGDENGRUOSHUXING,BAFENSANDEGONGXUGAOXIAOPIPEI。TONGSHIXITONGNEICHENGYUANJIANHAISHIXIANLEZHUANYEHUADEFENGONG,TISHENGLEXINGYEXIAOLV。CHUANTONGDECHANGSHANG、DAILISHANG、JICHENGSHANGZAIPINGTAISHANGZHIXUYAOBAKEHUDEKAIFA、WEIHUHEFUWUZUOHAOJIUZUGOULE,QITADEXIANGGUANFUWU(JINRONG、CANGCHU、WULIUDENG),SHENZHIZHUANYEXIANGGUANDEFUWUDOUYOUPINGTAIWANCHENG。WOMENBUSHISHENGCHANCHANGJIA,YEBUSHIMAOYISHANG,ERSHIZONGHEFUWUXINGZHIDEPINGTAI。CHULEJIANDANDEXINXICUOHE,GENGZHONGYAODESHITIGONGGENJIAOYIZHIJIEXIANGGUANDE、JUEDINGJIAOYIFANGXIANGDEFUWU。

JINGYICAIBANZHONGGOUHOUDEXINGYESHENGTAI,SHIYIGECHAOQIPENGBO、CHONGMANSHENGJI,NENGCHONGFENFAHUIMEIYIGEGETIDEGONGNENG,BINGWEIMEIGECHENGYUANDAILAILIYI,WUXIANCHENGZHANGKENENGDESHENGTAI。YICAIBANYONGYOUJINERSHINIANXINGYEZHUANYEJINGYAN,SHUWANGECHENGGONGXIANGMUXINXIDEJILEI,GUANGFANDEYENEIWAIGUANXIJIRENMAI,GENGZHONGYAODESHI,WOMENBUSHIYIGERENZAIZHANDOU,WOMENHAIHUIJILEGUONEIWAISHANGBAIJIACHANGSHANG,SHANGQIANJIAJICHENGSHANGHEDAILISHANG,GEDAGAOXIAO、SHEJIYUANHEZIXUNGONGSI,SHUSHIJIAYINXING、BAOXIAN、CANGCHU、WULIUGONGSI。PINGTAINEIDEMEIYIGEHUIYUANDOUHEWOMENZAIYIQIBINGJIANFENDOU,WEIZHONGGOUXINGYESHENGTAIERNULI!

3 易采办成功的经验是什么?

刘总:首先,我觉得易采办离我心中成功的标准还很远。我们才刚起步,还在路上。如果说我们取得了一点成绩,那得益于两点: 找对人,为他们提供对的服务。找对人是要找到决策人,即所谓的关键顾客。根据B2B行业电子商务调查报告显示,有超过76%的企业管理者和69%的采购人员有通过浏览行业网站做决策的习惯。易采办面对的80%客户是中小企业,很多决策人本身就是企业主,所以在我们这里关键顾客比例会更高。找对决策人后,能否影响他做出决策就要看平台能够提供什么样的服务了。所谓对的服务是指“专业化”+“周边服务”。专业化的服务因其知识性和针对性,在满足用户需求的同时,也构建了平台自身的壁垒;而更为广泛的周边服务:像金融、仓储物流等则能极大的提升客户体验,增加客户黏性。

4 易采办最大的作用是什么?核心竞争力在哪?

刘总:平台最大的作用在于对资源的整合,让对的人去做对的事,取得对的结果。易采办有点像工业4.0,能够规模化的提供个性化产品。整个平台就好像一部电脑主机,上面有很多USB和支持即插拔的接口,任何业务都可以模块化,方便系统内外对接。这样的好处是便于分工,可以让各行业的精英专注做自己擅长的事,最大限度的提高生产率,组合在一起提高行业效率。而平台系统内成员间点对面的泛连接又保证了个性化产品的规模。所以易采办能保证提供给顾客的是最优质的产品和解决方案。

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5 平台的业务体系和服务体系比较多,能简单介绍一下么?

刘总:其实简单说来,易采办最核心的模块就两部分。一个是主要针对企业级客户提供的从需求分析、方案设计、产品选型、供应商筛选、商务支持、支付保障、到货验收、安装督导、到售后服务的全供应链基础性服务。另外一个是以企业级IT市场中的厂商和代理商、集成商为主要服务对象所推出的易现货、易金融、易云服等定制化增值服务。

6 可是现在网站上有些业务还处于空白阶段?

刘总:道德经里有句话叫“凿户牅以为室,当其无,有室之用。故有之以为利。无之以为用。”开凿门窗建造房屋,有了门窗四壁内的空虚部分,才有房屋的作用。所以,“有”给人便利,“无”发挥了它的作用。这些业务不是我们不能做,而是因为”无”,才更能发挥创造和想象的空间。前面也提到了,生态系统要不断完善,不断发展,就要具有开放性,要不断吸收系统外的新鲜血液。所以,我们把这些业务留下来当“饵”,也期待着更多的朋友加入我们,和我们一起奋斗。

7 好的,最后请您介绍一下增值服务,比如“易金融”?

刘总:所谓金融服务,大体上要解决三类需求:资金的进口、出口以及如何利用。进口部分包括:当我有项目时,是否需要向外借钱?我需要多少钱?什么时候要?钱从哪来?怎么来?成本是多少?如何利用解决的的是资金到位后怎么样去分配,怎么花钱效率更高;而出口指的是当我有了闲置资金后怎么打理,怎样让资金升值。

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