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烧了3000万换来生死教训,如今掘金万亿生活服务市场,创业者的骄傲与倔强:我不想做赚钱但没有梦想的公司!

来源: 南方日报网络版     时间: 2019年09月16日 22:11:28
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(2015年)(8月)(,三)(体)(云)(动)(销)(售)(陈)(涛)(入)(职)(没)(几)(天)(,团)(队)(便)(搬)(到)(了)(越)(虹)(广)(场)(A座)(16楼)(。
那)(时)(公)(司)(的)(名)(字)(还)(叫)(「燃)(健)(身)(」。新)(办)(公)(室)(的)(面)(积)(超)(过)(1500平)(米)(,整)(层)(楼)(都)(被)(租)(下)(,装)(修)(和)(家)(具)(全)(是)(新)(的)(。「感)(觉)(从)(创)(业)(型)(公)(司)(一)(下)(子)(变)(成)(了)(一)(个)(进)(入)(正)(轨)(的)(公)(司)(。」
很)(快)(陈)(涛)(就)(察)(觉)(到)(异)(样)(,来)(上)(班)(的)(人)(突)(然)(变)(少)(了)(很)(多)(。装)(修)(留)(下)(的)(味)(道)(还)(没)(散)(净)(,房)(间)(却)(一)(下)(子)(空)(了)(。研)(发)(人)(员)(配)(备)(的)(台)(式)(机)(还)(在)(,其)(他)(桌)(面)(上)(只)(剩)(下)(几)(个)(吸)(甲)(醛)(的)(竹)(炭)(包)(,办)(公)(室)(再)(也)(不)(显)(得)(凌)(乱)(。
这)(段)(时)(间)(,王)(浩)(已)(经)(理)(性)(地)(认)(识)(到)(模)(式)(无)(法)(跑)(通)(,于)(是)(决)(定)(缩)(减)(团)(队)(规)(模)(。120人)(的)(团)(队)(很)(快)(就)(只)(剩)(下)(了)(20人)(。这)(其)(中)(有)(一)(部)(分)(是)(裁)(员)(,更)(多)(员)(工)(则)(在)(了)(解)(公)(司)(情)(况)(后)(主)(动)(选)(择)(了)(离)(开)(。
王)(浩)(回)(忆)(,那)(是)(他)(创)(立)(三)(体)(至)(今)(最)(焦)(虑)(的)(一)(段)(时)(间)(。「这)(个)(焦)(虑)(就)(是)(说)(,你)(走)(到)(公)(司)(,你)(会)(发)(现)(今)(天)(干)(什)(么)(我)(自)(己)(都)(不)(知)(道)(。」
随)(着)(越)(来)(越)(多)(人)(离)(开)(,三)(体)(云)(动)(COO窦)(赢)(每)(次)(走)(进)(办)(公)(室)(都)(有)(种)(迷)(离)(的)(感)(觉)(。「很)(多)(位)(置)(都)(没)(有)(人)(,也)(没)(有)(什)(么)(物)(料)(,人)(也)(没)(有)(什)(么)(笑)(脸)(,都)(在)(承)(受)(着)(各)(自)(的)(压)(力)(和)(对)(未)(来)(的)(一)(些)(设)(想)(。」
空)(荡)(荡)(的)(办)(公)(室)(带)(来)(的)(不)(只)(是)(低)(迷)(的)(情)(绪)(,还)(有)(高)(额)(的)(租)(金)(成)(本)(。曾)(经)(看)(上)(去)(高)(大)(上)(的)(办)(公)(场)(地)(一)(下)(子)(变)(成)(了)(烫)(手)(山)(芋)(,必)(须)(快)(速)(转)(租)(出)(去)(。王)(浩)(负)(责)(找)(人)(接)(盘)(,HR则)(去)(物)(色)(新)(办)(公)(室)(,直)(到)(10月)(底)(,王)(浩)(带)(着)(剩)(下)(的)(20名)(员)(工)(搬)(到)(了)(附)(近)(的)(一)(个)(联)(合)(办)(公)(空)(间)(。
在)(三)(体)(云)(动)(前)(,王)(浩)(曾)(有)(过)(三)(次)(创)(业)(。从)(SP服)(务)(商)(、软)(件)(外)(包)(公)(司)(一)(直)(到)(2012年)(做)(特)(卖)(网)(站)(天)(品)(网)(。「我)(创)(业)(做)(的)(公)(司)(,还)(没)(有)(一)(家)(是)(倒)(闭)(的)(。」
三)(体)(云)(动)(市)(场)(负)(责)(人)(韦)(笑)(,在)(当)(时)(选)(择)(留)(了)(下)(来)(。「不)(怕)(你)(笑)(话)(,真)(的)(就)(是)(认)(大)(熊)((王)(浩)(花)(名)()这)(个)(人)(,如)(果)(他)(没)(有)(说)(这)(个)(公)(司)(我)(不)(做)(了)(,或)(者)(这)(个)(公)(司)(要)(倒)(闭)(了)(,他)(没)(说)(出)(这)(句)(话)(之)(前)(,我)(都)(认)(定)(他)(一)(定)(能)(够)(成)(就)(一)(番)(大)(事)(。」
处)(理)(转)(租)(的)(同)(时)(,王)(浩)(用)(更)(多)(的)(精)(力)(来)(拜)(访)(行)(业)(专)(家)(、投)(资)(机)(构)(甚)(至)(是)(与)(「燃)(健)(身)(」处)(境)(相)(同)(的)(公)(司)(。裁)(员)(结)(束)(后)(,留)(下)(来)(的)(员)(工)(也)(在)(尝)(试)(摸)(索)(新)(的)(业)(务)(模)(式)(。到)(了)(11月)(,团)(队)(一)(共)(想)(出)(了)(6个)(方)(向)(,开)(始)(同)(时)(运)(营)(、测)(试)(。
除)(了)(SaaS外)(,团)(队)(还)(尝)(试)(了)(21天)(瘦)(身)(减)(脂)(营)(、体)(脂)(秤)(、健)(身)(用)(品)(商)(城)(项)(目)(,看)(到)(映)(客)(火)(起)(来)(也)(做)(了)(一)(个)(健)(身)(直)(播)(App。现)(在)(三)(体)(云)(动)(的)(互)(联)(网)(产)(品)(负)(责)(人)(张)(珂)(曾)(任)(YY产)(品)(经)(理)(,当)(时)(她)(负)(责)(健)(身)(社)(区)(方)(向)(的)(产)(品)(。
六)(个)(业)(务)(中)(,只)(有)(SaaS产)(品)(获)(得)(的)(反)(馈)(是)(乐)(观)(的)(。客)(户)(使)(用)(黏)(度)(高)(,同)(行)(之)(间)(有)(口)(碑)(传)(播)(,而)(且)(会)(主)(动)(给)(三)(体)(提)(出)(功)(能)(上)(的)(建)(议)(。
到)(了)(2015年)(年)(底)(,其)(他)(五)(项)(业)(务)(都)(看)(不)(到)(特)(别)(大)(的)(起)(色)(,王)(浩)(逐)(渐)(意)(识)(到)(,中)(国)(互)(联)(网)(2C的)(机)(会)(已)(经)(基)(本)(没)(有)(了)(。「即)(便)(有)(,难)(度)(也)(很)(大)(。」
三)(体)(云)(动)(的)(创)(始)(团)(队)(大)(多)(来)(自)(于)(阿)(里)(巴)(巴)(,王)(浩)(本)(人)(是)(天)(猫)(的)(创)(始)(团)(队)(成)(员)(,窦)(赢)(曾)(是)(阿)(里)(中)(供)(的)(TopSales,韦)(笑)(此)(前)(也)(在)(天)(猫)(电)(器)(城)(担)(任)(营)(销)(策)(划)(负)(责)(人)(。随)(着)(思)(路)(越)(来)(越)(清)(晰)(,王)(浩)(告)(诉)(团)(队)(:「我)(们)(要)(放)(弃)(阿)(里)(擅)(长)(的)(平)(台)(式)(思)(维)(,创)(业)(公)(司)(不)(能)(搞)(平)(台)(。」
2016年)(3月)(,王)(浩)(决)(定)(砍)(掉)(其)(他)(五)(项)(业)(务)(,专)(注)(SaaS产)(品)(。决)(策)(刚)(一)(出)(来)(,内)(部)(便)(存)(在)(不)(同)(意)(见)(。这)(时)(,王)(浩)(展)(现)(出)(他)(强)(势)(的)(一)(面)(。他)(对)(其)(他)(高)(管)(说)(:「不)(要)(再)(跟)(我)(讨)(论)(,我)(们)(之)(前)(讨)(论)(过)(了)(,SaaS也)(验)(证)(过)(了)(,大)(家)(不)(要)(再)(去)(说)(其)(他)(的)(东)(西)(。」
▲三)(体)(云)(动)(创)(始)(人)(王)(浩)((花)(名)(大)(熊)()
王)(浩)(身)(材)(高)(大)(,尽)(管)(有)(些)(发)(福)(,仍)(给)(人)(孔)(武)(有)(力)(的)(感)(觉)(。在)(青)(海)(格)(尔)(木)(长)(大)(的)(他)(,性)(格)(豪)(爽)(、直)(接)(,涉)(及)(公)(司)(战)(略)(制)(定)(,有)(时)(会)(表)(现)(出)(非)(常)(偏)(执)(的)(一)(面)(。
在)(窦)(赢)(印)(象)(中)(,公)(司)(内)(部)(,王)(浩)(针)(对)(一)(个)(问)(题)(最)(多)(只)(讨)(论)(两)(次)(。「他)(会)(很)(开)(放)(地)(让)(你)(说)(出)(你)(的)(想)(法)(,说)(完)(之)(后)(再)(与)(你)(讨)(论)(。当)(时)(你)(认)(可)(了)((他)(的)(想)(法)(),其)(实)(可)(能)(也)(只)(是)(当)(时)(认)(可)(。你)(可)(能)(还)(会)(第)(二)(次)(找)(他)(,再)(次)(讨)(论)(以)(后)(,结)(论)(出)(来)(了)(。到)(第)(三)(次)(,不)(谈)(了)(,你)(赶)(紧)(执)(行)(吧)(。」
韦)(笑)(最)(初)(并)(没)(有)(参)(与)(SaaS项)(目)(,对)(于)(砍)(掉)(其)(他)(业)(务)(线)(的)(决)(策)(,他)(也)(有)(疑)(问)(。「当)(时)(也)(是)(先)(走)(一)(步)(看)(一)(步)(,老)(板)(说)(什)(么)(咱)(们)(就)(做)(就)(好)(了)(。因)(为)(只)(要)(认)(定)(这)(个)(人)(,他)(说)(什)(么)(我)(就)(暂)(且)(认)(为)(是)(对)(的)(,干)(了)(再)(说)(。」
02
「只)(有)(涨)(价)(才)(能)(体)(现)(我)(们)(的)(价)(值)(」
A4纸)(上)(印)(着)(一)(个)(20行)(的)(表)(格)(,最)(左)(列)(标)(注)(序)(号)(1至)(20,代)(表)(着)(会)(员)(购)(买)(的)(20次)(健)(身)(课)(程)(。每)(完)(成)(一)(次)(课)(程)(,对)(应)(的)(一)(行)(都)(会)(附)(上)(三)(个)(人)(的)(签)(名)(,分)(别)(来)(自)(会)(员)(本)(人)(、私)(教)(老)(师)(以)(及)(健)(身)(房)(前)(台)(。传)(统)(的)(健)(身)(工)(作)(室)(正)(是)(用)(这)(种)(方)(式)(进)(行)(会)(员)(课)(程)(的)(记)(录)(。
这)(张)(A4纸)(是)(财)(务)(人)(员)(的)(噩)(梦)(。每)(逢)(月)(底)(,他)(们)(需)(要)(手)(工)(统)(计)(当)(月)(所)(有)(会)(员)(的)(上)(课)(情)(况)(,录)(入)(Excel表)(中)(上)(报)(。
也)(正)(是)(这)(张)(A4纸)(,让)(绝)(境)(中)(的)(王)(浩)(看)(到)(了)(生)(机)(。全)(国)(范)(围)(内)(,包)(括)(健)(身)(工)(作)(室)(、瑜)(伽)(馆)(、舞)(蹈)(室)(、拳)(击)(室)(等)(在)(内)(的)(健)(身)(机)(构)(门)(店)(总)(计)(约)(20万)(家)(。除)(了)(少)(数)(大)(型)(连)(锁)(机)(构)(会)(投)(入)(成)(本)(开)(发)(软)(件)(系)(统)(,大)(部)(分)(场)(馆)(的)(信)(息)(化)(程)(度)(很)(低)(,管)(理)(还)(停)(留)(在)(用)(纸)(和)(笔)(记)(录)(的)(阶)(段)(。
2015年)(的)(OneFit就)(是)(其)(中)(之)(一)(。据)(其)(合)(伙)(人)(孟)(莹)(介)(绍)(,她)(就)(是)(在)(OneFit徐)(汇)(店)(的)(办)(公)(室)(里)(,第)(一)(次)(见)(到)(王)(浩)(。
那)(时)(王)(浩)(的)(身)(份)(还)(是)(「燃)(健)(身)(」的)(创)(始)(人)(。但)(在)(第)(一)(次)(「尬)(聊)(」中)(,他)(已)(经)(开)(始)(询)(问)(OneFit是)(否)(有)(系)(统)(方)(面)(的)(需)(求)(以)(及)(对)(功)(能)(的)(建)(议)(。也)(正)(是)(在)(这)(时)(,王)(浩)(看)(到)(了)(传)(统)(工)(作)(室)(使)(用)(手)(工)(帐)(、台)(账)(的)(记)(录)(方)(式)(。
2015年)(11月)(,三)(体)(云)(动)(第)(一)(版)(SaaS产)(品)(正)(式)(推)(出)(,OneFit就)(陆)(续)(让)(旗)(下)(每)(一)(位)(教)(练)(都)(开)(始)(使)(用)(。
张)(珂)(介)(绍)(,第)(一)(版)(产)(品)(主)(要)(实)(现)(的)(是)(约)(课)(、消)(课)(和)(卡)(购)(买)(功)(能)(。在)(她)(看)(来)(,这)(是)(健)(身)(场)(馆)(对)(于)(SaaS工)(具)(最)(核)(心)(的)(需)(求)(。
三)(体)(云)(动)(第)(一)(版)(的)(会)(员)(端)(是)(一)(个)(基)(于)(微)(信)(的)(H5,商)(家)(可)(以)(将)(H5配)(置)(到)(公)(众)(号)(下)(方)(的)(链)(接)(上)(。会)(员)(点)(击)(进)(入)(H5,便)(可)(以)(看)(到)(商)(家)(信)(息)(、排)(课)(信)(息)(,进)(行)(私)(教)(课)(预)(约)(以)(及)(个)(人)(信)(息)(查)(询)(等)(操)(作)(。会)(员)(端)(这)(种)(H5嵌)(入)(公)(众)(号)(的)(模)(式)(,一)(直)(被)(沿)(用)(至)(今)(。
▲三)(体)(云)(动)(会)(员)(端)(
三)(体)(云)(动)(前)(三)(个)(版)(本)(的)(迭)(代)(,主)(要)(围)(绕)(着)(场)(馆)(运)(营)(的)(「提)(效)(」展)(开)(。依)(据)(使)(用)(角)(色)(不)(同)(,张)(珂)(将)(健)(身)(场)(馆)(对)(提)(效)(的)(需)(求)(划)(分)(为)(三)(层)(:
○最)(顶)(层)(的)(角)(色)(是)(老)(板)(,老)(板)(最)(关)(注)(的)(功)(能)(是)(数)(据)(。第)(一)(版)(产)(品)(就)(可)(以)(在)(后)(台)(呈)(现)(不)(同)(维)(度)(的)(流)(水)(数)(据)(。后)(期)(也)(陆)(续)(加)(上)(了)(教)(练)(业)(绩)(、人)(流)(量)(、课)(程)(上)(座)(率)(、会)(员)(结)(构)(等)(内)(容)(。
○往)(下)(一)(层)(是)(健)(身)(房)(的)(中)(层)(管)(理)(者)(,他)(们)(的)(需)(求)(主)(要)(是)(监)(控)(。例)(如)(会)(籍)(经)(理)(和)(私)(教)(经)(理)(,需)(要)(监)(控)(分)(配)(的)(Leads(销)(售)(线)(索)()有)(没)(有)(被)(跟)(进)(,最)(终)(是)(否)(成)(单)(。于)(是)(三)(体)(在)(后)(期)(做)(了)(健)(身)(房)(的)(CRM系)(统)((客)(户)(关)(系)(管)(理)(系)(统)()。
○最)(底)(层)(的)(使)(用)(者)(是)(教)(练)(和)(学)(员)(,涉)(及)(的)(功)(能)(以)(约)(课)(、消)(课)(、卡)(购)(买)(等)(为)(主)(。
「三)(体)(的)(策)(略)(是)(先)(从)(最)(顶)(层)(和)(最)(底)(层)(切)(入)(,进)(而)(逐)(步)(完)(善)(中)(间)(层)(的)(功)(能)(。」张)(珂)(告)(诉)(新)(经)(济)(100人)(。
TWM健)(身)(创)(始)(人)(叶)(瑞)(表)(示)(,三)(体)(云)(动)(的)(提)(效)(主)(要)(体)(现)(对)(于)(前)(台)(人)(员)(的)(成)(本)(控)(制)(。「对)(于)(只)(有)(私)(教)(会)(员)(没)(有)(年)(卡)(会)(员)(的)(工)(作)(室)(来)(说)(,完)(全)(不)(需)(要)(再)(设)(置)(前)(台)(。」叶)(瑞)(说)(,「如)(果)(不)(用)(他)(们)(的)(系)(统)(,前)(台)(至)(少)(要)(有)(两)(到)(三)(个)(人)(轮)(班)(。」
TWM健)(身)(目)(前)(共)(有)(4家)(直)(营)(店)(,他)(们)(的)(陆)(家)(嘴)(世)(纪)(金)(融)(广)(场)(店)(位)(于)(二)(层)(连)(廊)(,从)(广)(场)(的)(6座)(楼)(下)(来)(都)(可)(以)(看)(到)(TWM白)(色)(的)(LOGO。
▲TWM健)(身)((陆)(家)(嘴)(世)(纪)(金)(融)(广)(场)(店)()
TWM刚)(刚)(在)(这)(里)(组)(织)(了)(一)(场)(名)(为)(「运)(动)(会)(」的)(活)(动)(。当)(天)(他)(们)(设)(置)(了)(飞)(镖)(、折)(返)(跑)(、平)(板)(支)(撑)(等)(8项)(挑)(战)(。这)(个)(「运)(动)(会)(」便)(是)(使)(用)(了)(三)(体)(云)(动)(营)(销)(工)(具)(中)(的)(「活)(动)(报)(名)(」插)(件)(。客)(户)(使)(用)(三)(体)(后)(台)(生)(成)(报)(名)(H5,可)(以)(嫁)(接)(在)(公)(众)(号)(内)(。
三)(体)(云)(动)(自)(2016年)(下)(半)(年)(开)(始)(陆)(续)(推)(出)(活)(动)(报)(名)(、全)(民)(砍)(价)(、多)(人)(拼)(团)(等)(营)(销)(工)(具)(。张)(珂)(介)(绍)(,此)(类)(产)(品)(的)(研)(发)(主)(要)(是)(为)(了)(满)(足)(场)(馆)(在)(提)(效)(之)(外)(的)(另)(一)(大)(需)(求)(——拓)(客)(。
帮)(助)(门)(店)(拓)(客)(的)(想)(法)(最)(早)(来)(源)(于)(客)(户)(访)(谈)(。「原)(来)(健)(身)(行)(业)(的)(老)(板)(都)(不)(擅)(长)(互)(联)(网)(营)(销)(,而)(我)(们)(在)(阿)(里)(淘)(宝)(最)(擅)(长)(的)(就)(是)(营)(销)(运)(营)(。于)(是)(就)(快)(速)(加)(入)(一)(些)(营)(销)(的)(工)(具)(,立)(马)(反)(响)(很)(好)(。」窦)(赢)(说)(。
▲三)(体)(云)(动)(营)(销)(插)(件)(
帮)(助)(健)(身)(房)(获)(客)(、增)(收)(,自)(然)(就)(有)(了)(向)(客)(户)(收)(费)(的)(底)(气)(。现)(在)(客)(户)(在)(支)(付)(年)(费)(之)(外)(,部)(分)(营)(销)(工)(具)(的)(使)(用)(需)(要)(额)(外)(付)(费)(。
2016年)(8月)(,三)(体)(云)(动)(的)(SaaS系)(统)(开)(始)(全)(面)(收)(费)(。最)(开)(始)(团)(队)(小)(心)(翼)(翼)(地)(把)(价)(格)(定)(在)(2600元)(/年)(,到)(9月)(便)(涨)(到)(了)(5600元)(/年)(。
三)(体)(云)(动)(一)(共)(涨)(过)(三)(次)(价)(,现)(在)(平)(均)(一)(个)(门)(店)(一)(年)(收)(费)(1万)(元)(。「我)(觉)(得)(只)(有)(涨)(价)(才)(能)(体)(现)(我)(们)(的)(价)(值)(。」王)(浩)(说)(。
2016年)(12月)(,三)(体)(云)(动)(月)(收)(入)(接)(近)(100万)(元)(,公)(司)(实)(现)(月)(度)(盈)(利)(。相)(比)(于)(2015年)(O2O的)(浮)(躁)(,这)(个)(阶)(段)(王)(浩)(内)(心)(最)(大)(的)(感)(受)(是)(孤)(独)(。
「最)(主)(要)(的)(是)(我)(们)(先)(把)(自)(己)(养)(活)(了)(,哪)(怕)(投)(资)(人)(过)(来)(说)(,你)(们)(挣)(这)(点)(小)(钱)(没)(意)(思)(,我)(不)(管)(。一)(个)(创)(业)(的)(CEO一)(定)(得)(能)(忍)(受)(内)(心)(的)(孤)(独)(,因)(为)(没)(有)(人)(能)(一)(开)(始)(就)(认)(可)(我)(们)(的)(业)(务)(,甚)(至)(有)(些)(人)(还)(会)(说)(你)(做)(的)(东)(西)(都)(没)(什)(么)(价)(值)(。」
03
复)(制)(中)(供)(铁)(军)(
「三)(体)(的)(销)(售)(简)(直)(是)(疯)(子)(。」锐)(思)(展)(会)(的)(微)(信)(群)(中)(,300多)(名)(参)(会)(者)(都)(被)(三)(体)(云)(动)(的)(销)(售)(加)(了)(好)(友)(,成)(为)(了)(后)(者)(推)(销)(三)(体)(产)(品)(的)(对)(象)(。
见)(到)(此)(情)(此)(景)(,锐)(思)(的)(老)(板)(一)(面)(开)(着)(玩)(笑)(抱)(怨)(,一)(面)(也)(对)(自)(己)(的)(员)(工)(说)(:「和)(人)(家)(三)(体)(学)(学)(。」
在)(2017年)(8月)(以)(前)(,三)(体)(云)(动)(销)(售)(团)(队)(的)(工)(作)(状)(态)(是)(完)(全)(不)(同)(的)(。在)(三)(体)(云)(动)(CHO傅)(晓)(凤)(的)(认)(知)(里)(面)(,最)(初)(的)(销)(售)(工)(作)(并)(不)(能)(算)(是)(完)(全)(的)(销)(售)(。窦)(赢)(对)(彼)(时)(的)(销)(售)(工)(作)(定)(义)(为)(「坐)(商)(」。「天)(天)(坐)(办)(公)(室)(,别)(人)(来)(咨)(询)(,线)(上)(演)(示)(一)(下)(,介)(绍)(一)(下)(,付)(钱)(;参)(加)(展)(会)(,也)(是)(坐)(在)(展)(台)(上)(等)(人)(来)(。」
形)(成)(「坐)(商)(」状)(态)(的)(原)(因)(是)(,刚)(开)(始)(推)(广)(时)(整)(个)(销)(售)(团)(队)(只)(有)(10个)(人)(,售)(前)(售)(后)(一)(把)(抓)(;另)(一)(方)(面)(,通)(过)(推)(广)(和)(口)(碑)(传)(播)(获)(得)(的)(销)(售)(线)(索)(又)(足)(够)(排)(满)(团)(队)(的)(日)(程)(,整)(个)(团)(队)(也)(没)(有)(余)(力)(外)(出)(拓)(展)(资)(源)(。
2017年)(,这)(样)(的)(模)(式)(遇)(到)(瓶)(颈)(。为)(了)(推)(动)(营)(收)(继)(续)(高)(速)(增)(长)(,王)(浩)(和)(窦)(赢)(意)(识)(到)(,必)(须)(扩)(建)(销)(售)(团)(队)(。两)(人)(一)(边)(从)(网)(上)(扒)(来)(大)(众)(点)(评)(、百)(度)(地)(图)(和)(高)(德)(地)(图)(的)(数)(据)(,筛)(选)(开)(设)(分)(公)(司)(的)(城)(市)(;一)(边)(开)(始)(抓)(紧)(寻)(找)(销)(售)(大)(牛)(。
原)(阿)(里)(政)(委)(、去)(哪)(儿)(HRD傅)(晓)(凤)(,就)(是)(在)(2017年)(8月)(加)(入)(三)(体)(云)(动)(的)(。与)(她)(同)(期)(入)(职)(的)(,还)(有)(一)(位)(阿)(里)(中)(供)(历)(史)(上)(的)(传)(奇)(人)(物)(——贺)(学)(友)(。
贺)(学)(友)(曾)(经)(是)(中)(供)(的)(全)(国)(年)(度)(销)(冠)(,与)(马)(云)(还)(有)(「跳)(西)(湖)(」的)(赌)(局)(流)(传)(于)(世)(。为)(邀)(请)(贺)(学)(友)(出)(山)(,王)(浩)(和)(窦)(赢)(曾)(三)(番)(五)(次)(跑)(去)(杭)(州)(拜)(访)(,对)(方)(才)(答)(应)(过)(来)(帮)(忙)(。同)(时)(,韦)(笑)(也)(在)(王)(浩)(的)(劝)(说)(下)(,从)(家)(乡)(广)(州)(调)(来)(上)(海)(,负)(责)(市)(场)(工)(作)(。「第)(一)(是)(冲)(着)(老)(贺)(过)(来)(的)(,第)(二)(也)(是)(觉)(得)(做)(市)(场)(能)(够)(帮)(公)(司)(做)(更)(多)(的)(事)(情)(吧)(。」
▲三)(体)(云)(动)(管)(理)(层)(,左)(起)(:何)(全)(、窦)(赢)(、张)(珂)(、王)(浩)(、傅)(晓)(凤)(、韦)(笑)(
贺)(学)(友)(到)(三)(体)(帮)(忙)(的)(时)(间)(总)(共)(只)(有)(一)(个)(多)(月)(,很)(快)(他)(便)(和)(窦)(赢)(一)(同)(组)(建)(起)(一)(支)(销)(售)(团)(队)(。陈)(涛)(回)(忆)(,这)(段)(时)(间)(内)(,陆)(续)(入)(职)(的)(销)(售)(多)(达)(40余)(人)(。
不)(仅)(是)(人)(数)(激)(增)(,团)(队)(的)(打)(法)(也)(完)(全)(改)(变)(。2017年)(9月)(,上)(海)(区)(域)(销)(售)(李)(想)(入)(职)(,那)(时)(三)(体)(销)(售)(管)(理)(的)(体)(系)(已)(经)(大)(致)(形)(成)(。
李)(想)(每)(天)(早)(晨)(9点)(来)(到)(公)(司)(开)(早)(会)(。小)(组)(每)(人)(要)(轮)(流)(讲)(述)(当)(天)(的)(行)(程)(安)(排)(,提)(出)(需)(要)(团)(队)(协)(助)(的)(地)(方)(;同)(时)(主)(管)(也)(会)(讲)(一)(些)(公)(司)(的)(政)(策)(,以)(及)(鼓)(励)(团)(队)(的)(话)(。早)(会)(结)(束)(,小)(组)(成)(员)(会)(把)(手)(叠)(在)(一)(起)(,齐)(喊)(口)(号)(。
「奋)(斗)(队)(,加)(油)(!」李)(想)(和)(其)(他)(组)(员)(都)(会)(用)(自)(己)(最)(大)(的)(声)(音)(喊)(出)(这)(五)(个)(字)(。
三)(体)(现)(在)(的)(办)(公)(室)(是)(在)(一)(个)(联)(合)(办)(公)(空)(间)(。「有)(时)(候)(一)(喊)(所)(有)(公)(司)(都)(听)(得)(到)(,我)(们)(都)(习)(以)(为)(常)(。」李)(想)(说)(。
口)(号)(喊)(完)(,团)(队)(就)(开)(始)(了)(一)(天)(的)(客)(户)(开)(发)(和)(维)(护)(工)(作)(。「(这)(时)(候)()肯)(定)(早)(上)(精)(气)(神)(就)(起)(来)(了)(,至)(少)(能)(维)(持)(你)(几)(个)(小)(时)(的)(热)(情)(。」
李)(想)(的)(性)(格)(乐)(观)(。到)(公)(司)(第)(一)(个)(月)(没)(有)(开)(单)(,他)(也)(感)(到)(焦)(虑)(,但)(很)(快)(又)(抛)(之)(脑)(后)(。「不)(会)(想)(这)(个)(事)(,每)(天)(出)(去)(跑)(一)(身)(汗)(,就)(蛮)(充)(实)(的)(。」
他)(通)(常)(会)(在)(上)(午)(拜)(访)(前)(一)(天)(已)(经)(约)(好)(的)(客)(户)(,到)(下)(午)(1点)(再)(开)(始)(邀)(约)(新)(的)(客)(户)(,因)(为)(健)(身)(房)(的)(老)(板)(喜)(欢)(晚)(睡)(晚)(起)(。往)(往)(晚)(上)(10点)(以)(后)(,健)(身)(房)(刚)(刚)(闭)(馆)(,正)(是)(销)(售)(联)(系)(邀)(约)(的)(高)(峰)(。
晚)(会)(的)(时)(间)(并)(不)(固)(定)(,通)(常)(会)(等)(到)(7、8点)(,团)(队)(全)(部)(回)(到)(公)(司)(后)(组)(织)(。在)(晚)(会)(上)(大)(家)(主)(要)(分)(享)(今)(天)(遇)(到)(的)(问)(题)(,没)(有)(成)(单)(的)(原)(因)(,团)(队)(内)(部)(会)(做)(一)(些)(经)(验)(分)(享)(。
公)(司)(每)(周)(三)(的)(培)(训)(要)(求)(所)(有)(销)(售)(参)(加)(,培)(训)(涉)(及)(产)(品)(最)(新)(的)(迭)(代)(情)(况)(,也)(会)(由)(做)(得)(好)(的)(销)(售)(来)(分)(享)(销)(售)(技)(巧)(。李)(想)(对)(小)(单)(的)(把)(控)(好)(,成)(单)(量)(高)(,2018年)(4月)(他)(被)(要)(求)(在)(会)(上)(分)(享)(了)(「如)(何)(提)(高)(单)(量)(」。这)(是)(他)(来)(到)(三)(体)(云)(动)(后)(,最)(有)(成)(就)(感)(的)(时)(刻)(。
鼓)(励)(分)(享)(的)(同)(时)(,竞)(争)(也)(无)(处)(不)(在)(。不)(同)(城)(市)(分)(公)(司)(之)(间)(有)(竞)(争)(,上)(海)(的)(两)(个)(小)(组)(之)(间)(有)(竞)(争)(,小)(组)(长)(让)(两)(个)(老)(人)(分)(别)(带)(一)(位)(新)(人)(,也)(会)(形)(成)(竞)(争)(。「有)(时)(会)(奖)(些)(小)(彩)(头)(。」
窦)(赢)(告)(诉)(新)(经)(济)(100人)(,三)(体)(云)(动)(对)(销)(售)(的)(管)(理)(非)(常)(注)(重)(仪)(式)(感)(。每)(当)(有)(新)(人)(开)(单)(,或)(者)(销)(售)(卖)(出)(大)(单)(,公)(司)(都)(会)(在)(销)(售)(大)(群)(里)(发)(战)(报)(。「最)(早)(在)(中)(供)(时)(,办)(公)(室)(里)(放)(有)(一)(面)(锣)(,每)(当)(有)(销)(售)(卖)(出)(大)(单)(就)(会)(敲)(得)(整)(层)(楼)(都)(听)(得)(见)(。」
▲三)(体)(云)(动)(销)(售)(战)(报)(
三)(体)(云)(动)(要)(求)(销)(售)(每)(天)(至)(少)(要)(完)(成)(6个)(有)(效)(拜)(访)(。这)(意)(味)(着)(销)(售)(人)(员)(要)(见)(到)(至)(少)(6位)(健)(身)(房)(的)(老)(板)(或)(者)(店)(长)(,不)(能)(是)(前)(台)(、教)(练)(等)(基)(层)(人)(员)(。外)(地)(门)(店)(通)(过)(线)(上)(电)(话)(联)(系)(,每)(3次)(电)(话)(可)(以)(充)(抵)(1次)(线)(下)(拜)(访)(。
2015年)(就)(加)(入)(三)(体)(的)(陈)(涛)(对)(比)(过)(两)(种)(沟)(通)(模)(式)(,他)(认)(为)(线)(下)(比)(线)(上)(效)(率)(更)(高)(。「其)(实)(你)(不)(见)(面)(的)(时)(候)(,互)(相)(的)(信)(任)(度)(没)(那)(么)(高)(。」陈)(涛)(说)(,「见)(面)(之)(后)(,我)(很)(有)(诚)(意)(地)(来)(了)(,可)(能)(促)(成)(订)(单)(会)(更)(快)(。」
销)(售)(的)(早)(会)(和)(晚)(会)(,有)(时)(候)(傅)(晓)(凤)(会)(参)(与)(旁)(听)(。这)(时)(她)(的)(角)(色)(有)(点)(类)(似)(于)(阿)(里)(的)(「政)(委)(」。
除)(了)(早)(晚)(会)(之)(外)(,政)(委)(也)(会)(去)(陪)(访)(客)(户)(,或)(者)(约)(销)(售)(吃)(夜)(宵)(、私)(聊)(。这)(样)(做)(的)(目)(的)(是)(观)(察)(员)(工)(最)(近)(的)(工)(作)(状)(态)(、生)(活)(状)(态)(。
薪)(酬)(方)(面)(,销)(售)(人)(员)(销)(售)(额)(越)(高)(,对)(应)(的)(提)(成)(点)(数)(越)(高)(。在)(三)(体)(,销)(售)(当)(月)(的)(业)(绩)(决)(定)(其)(下)(个)(月)(的)(提)(成)(。据)(说)(这)(一)(制)(度)(是)(由)(阿)(里)(中)(供)(元)(老)(李)(琪)(首)(创)(,当)(时)(设)(计)(的)(初)(衷)(是)(为)(了)(防)(止)(销)(售)(员)(将)(业)(绩)(集)(中)(于)(一)(个)(月)(释)(放)(以)(获)(得)(高)(提)(成)(。
三)(体)(云)(动)(不)(仅)(在)(制)(度)(上)(复)(制)(中)(供)(成)(熟)(的)(体)(系)(,在)(人)(才)(招)(募)(时)(也)(更)(倾)(向)(于)(中)(供)(背)(景)(的)(人)(。王)(浩)(介)(绍)(,公)(司)(六)(个)(区)(域)(主)(管)(中)(,有)(五)(个)(都)(是)(中)(供)(出)(来)(的)(。「因)(为)(我)(们)(的)(业)(务)(类)(型)(跟)(当)(年)(的)(阿)(里)(B2B公)(司)(很)(像)(,所)(以)(他)(们)(不)(怎)(么)(需)(要)(培)(训)(,就)(可)(以)(很)(快)(上)(手)(。」
目)(前)(除)(上)(海)(外)(,三)(体)(云)(动)(的)(5个)(分)(公)(司)(分)(别)(位)(于)(北)(京)(、广)(州)(、深)(圳)(、成)(都)(和)(武)(汉)(。每)(个)(区)(域)(主)(管)(下)(面)(都)(配)(置)(有)(8-15人)(的)(销)(售)(团)(队)(。
在)(傅)(晓)(凤)(眼)(中)(,这)(个)(以)(90后)(为)(主)(的)(销)(售)(团)(队)(,其)(铁)(血)(程)(度)(还)(远)(不)(及)(当)(年)(的)(中)(供)(。即)(便)(如)(此)(,新)(组)(建)(的)(「小)(铁)(军)(」帮)(助)(三)(体)(在)(2017年)(实)(现)(了)(突)(破)(——公)(司)(实)(现)(全)(年)(盈)(利)(,收)(入)(近)(4000万)(元)(,共)(新)(增)(付)(费)(客)(户)(约)(5000个)(。
此)(时)(,健)(身)(房)(SaaS产)(品)(创)(造)(的)(现)(金)(流)(,已)(经)(可)(以)(支)(撑)(公)(司)(在)(新)(的)(赛)(道)(进)(行)(探)(索)(。
04
进)(入)(新)(赛)(道)(
据)(窦)(赢)(回)(忆)(,早)(在)(2016年)(8月)(,三)(体)(云)(动)(刚)(刚)(准)(备)(收)(费)(时)(,王)(浩)(便)(有)(了)(「三)(纵)(三)(横)(」的)(规)(划)(。
在)(规)(划)(中)(,「三)(横)(」代)(表)(公)(司)(的)(三)(款)(产)(品)(,分)(别)(是)(SaaS、物)(联)(网)(和)(大)(数)(据)(。「三)(纵)(」则)(对)(应)(着)(三)(个)(垂)(直)(行)(业)(,分)(别)(为)(健)(身)(、美)(业)(和)(早)(教)(培)(训)(。其)(中)(,美)(业)(主)(要)(包)(括)(美)(容)(美)(发)(、SPA等)(门)(店)(,医)(美)(、美)(甲)(并)(不)(在)(公)(司)(关)(注)(的)(范)(围)(内)(。
2018年)(4月)(,三)(体)(云)(动)(宣)(布)(获)(得)(信)(产)(资)(本)(、蓝)(驰)(创)(投)(和)(红)(点)(创)(投)(的)(1.1亿)(元)(B轮)(融)(资)(。在)(这)(个)(三)(纵)(三)(横)(的)(九)(宫)(格)(中)(,王)(浩)(最)(先)(探)(索)(的)(是)(健)(身)(场)(馆)(的)(智)(能)(硬)(件)(产)(品)(,以)(及)(美)(业)(和)(早)(教)(的)(SaaS平)(台)(。
健)(身)(房)(的)(智)(能)(硬)(件)(产)(品)(被)(王)(浩)(寄)(予)(厚)(望)(,客)(单)(价)(在)(10万)(到)(20万)(元)(之)(间)(,是)(原)(有)(SaaS产)(品)(的)(10倍)(。销)(售)(团)(队)(已)(经)(积)(累)(有)(现)(成)(的)(客)(户)(资)(源)(。硬)(件)(的)(数)(据)(还)(可)(以)(与)(自)(家)(SaaS平)(台)(打)(通)(。
选)(择)(切)(入)(美)(业)(和)(早)(教)(,也)(是)(因)(为)(团)(队)(看)(到)(了)(更)(大)(的)(市)(场)(规)(模)(。在)(全)(国)(范)(围)(内)(,美)(业)(门)(店)(共)(有)(450万)(家)(,早)(教)(行)(业)(则)(是)(300万)(家)(,数)(量)(都)(远)(高)(于)(健)(身)(行)(业)(。
此)(外)(,三)(个)(行)(业)(的)(业)(务)(逻)(辑)(都)(属)(于)(「会)(员)(服)(务)(思)(路)(」。不)(管)(服)(务)(者)(是)(教)(练)(、老)(师)(还)(是)(技)(师)(,服)(务)(形)(式)(都)(属)(于)(本)(地)(化)(非)(标)(服)(务)(,基)(础)(流)(程)(上)(也)(都)(涵)(盖)(了)(购)(卡)(、预)(约)(、线)(下)(服)(务)(、核)(销)(等)(环)(节)(。
王)(浩)(非)(常)(认)(同)(亚)(马)(逊)(CEO贝)(索)(斯)(的)(自)(由)(现)(金)(流)(理)(论)(。三)(体)(云)(动)(是)(他)(第)(四)(次)(创)(业)(。最)(开)(始)(做)(SP服)(务)(和)(外)(包)(,在)(王)(浩)(看)(来)(是)(「很)(赚)(钱)(但)(没)(有)(任)(何)(梦)(想)(」的)(事)(情)(,第)(三)(次)(创)(业)(做)(天)(品)(网)(也)(以)(被)(收)(购)(告)(终)(。
王)(浩)(告)(诉)(新)(经)(济)(100人)(,带)(领)(三)(体)(云)(动)(独)(立)(IPO是)(他)(这)(次)(创)(业)(的)(一)(个)(小)(目)(标)(。而)(他)(的)(大)(目)(标)(就)(是)(像)(亚)(马)(逊)(、美)(团)(一)(样)(,用)(贝)(索)(斯)(的)(自)(由)(现)(金)(流)(理)(论)(,做)(一)(家)(永)(远)(不)(断)(推)(出)(创)(新)(业)(务)(永)(远)(无)(边)(界)(且)(无)(法)(被)(定)(义)(的)(公)(司)(。
「这)(个)(想)(法)(在)(我)(脑)(海)(中)(,很)(真)(实)(,而)(且)(特)(别)(强)(烈)(,这)(是)(我)(真)(正)(的)(梦)(想)(。」
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