ToB operations should be the end result of product commercialization, and if you are responsible for one of them, it is not much different from pure ToC operation skills. The operational logic of the ToC is not applicable in the ToB.
Due to the characteristics of ToB products, it is difficult for companies to recruit many people to form a large operation team, and the general operation team has three or five people, as many as seven or eight people.
And most ToB companies have mature marketing teams and customer success teams, the marketing team basically covers all channel operations, content operations, and the sales team and customer success team completely cover the entire life cycle of customers. There are also some SaaS suppliers that have segmented their customers and activated SMB through discounts, promotions, etc.
However, I personally believe that these are the areas of operational work; the successful separation of sales and customers leads to customer repurchases and new needs that are difficult to meet, resulting in customer churn, which both parties consider to be the responsibility of the other. The separation of the market and the production and research team, the marketing team incorrectly estimated the life cycle of the product, resulting in the product being promoted too early or too late, it is difficult to produce better results. Only under the adjustment of operation, the strength of each team, do a good job in the life cycle of a single product and the user life cycle, in order to maximize the company's benefits.
First, how did ToB's product growth come about?
Market-oriented companies believe that the growth of ToB is brought through channels, including: SEM, SEO, content and activities, etc., bringing in clues, converting by the company's sales team or silently converting customers, then completing the task of product growth.
Such a superficial understanding of the growth of ToB wastes a lot of existing resources, and the growth of ToB is inseparable from products, channels, content, word of mouth, users, solutions, empowerment and data.
ToB growth is fundamentally from traffic, through the traffic to bring the first wave of customers, can carry the traffic to the next product, ToB users like to experience product functions, according to different user needs have different satisfaction points, only to the product can not meet the user's personalized needs, so there is a need for various industries to solve, for large, medium and small customers of the general solution, especially for large and medium-sized customers, the solution is to establish professionalism, dispel the user's doubts of the necessities. There are products and solutions that can give users a good sense of experience, and a good sense of experience can bring new users, so as to complete the growth of the traffic side of the closed loop.
ToB's product growth, many times from the customer's word of mouth, only a good word of mouth, the customer can determine the renewal of the next year, in the ToB business model, a good ToB product:
1. Long-term profit problem, unit economic benefit = LTV: CAC, at least greater than 3;
2. The issue of the realization time of profitability and cash flow, that is, the customer acquisition cost recovery cycle is less than 12 months, Mouths to recover CAC <12.
Therefore, it is necessary to extend the lifetime value of customers without reducing customer acquisition costs. In the case that the user experience of the product is OK, the customer can improve the efficiency of the customer through the enabling skills such as text, video, on-site service and customer success team, and the data is retained in the ToB product to increase the customer's conversion cost, thereby improving the customer's better user experience and extending the customer's LTV.
The number and frequency of products used by users can produce more data of user behavior trajectories, and the data of user behavior trajectories is used for the analysis of the value of the user life cycle, and the user's behavior data is scrutinized, so as to feedback to the product, improve the product's sense of experience and degree of use, and give new users a better experience, so as to complete the iteration of user behavior on the product and complete another growth path of the product.
Through three growth paths, the growth flywheel of ToB products is completed to drive the performance growth of products. Therefore, ToB's growth is not just a magic formula to split the performance, averaged to the performance of each sales, to complete the overall growth of the business.
Through totB's growth flywheel deeply understand the growth mode of ToB, it is impossible to fully understand the ToB business, and it is not comprehensive to look at the growth of ToB from any growth line.
Second, how do your users make decisions?
ToB users are different from ToC users, ToC user decision-making link is very short, the product is useless or not, as long as there is one or two sentences that can impress users, he can pay for the product. The User of ToB has a complete decision-making link, and only when the product really solves the user's problem, he can possibly pay for the product.
Many companies will face a problem, because China's degree of digitalization in the Asia-Pacific region ranks only fifth, many domestic bosses will not do digitalization on the ToB, resulting in many benchmarking foreign more advanced digital products in the first step of customer decision-making problems, customers do not know that they currently have such problems, then there is no later step.
At this time, more external sounds are needed to reach the ears of the company's decision-making level, whether it is text, pictures or videos, by outputting the pain points of the industry or combing the benchmarks of the industry, so as to stimulate customers with potential needs.
Even if the customer knows the current problem, the customer who can explain the problem clearly belongs to the minority, and most people will only briefly and roughly describe the current needs. If the customer's needs are CRM, I believe that under the continuous questioning, you will find that the customer's needs are far more than the overall process of CRM so simple, customers can not need a complex CRM, may also need to enterprise WeChat, telemarketing system docking SCRM system, may also be the industry solution. There are very few customers who need a standard CRM.
Customers will only look for solutions according to their own needs, most of the paths have two, the first: through the search engine, according to their own understanding of the corresponding keywords, such as search CRM, education industry CRM and other wide search terms. Second: Communicate with friends in the industry and get corresponding solutions.
Whether the customer contacts the corresponding manufacturer through the search engine, or gets a general solution through friends in the industry, the user will refine his own problem and hope to get a more accurate solution. And customers will integrate the solutions provided by several suppliers to come up with their own perfect solutions, and then go to find good suppliers.
With this set of solutions, there may be a good manufacturer to match the demand, there may be no suitable suppliers in the market, in any case, customers want to solve this kind of problem, will let each family out of their own programs, explain their own applications, screen out two or three suitable suppliers.
According to the supplier's quotation ability, product strength, similar cases, after-sales ability, etc., a comprehensive evaluation is carried out, and a product supplier suitable for its own business and company attributes is selected, and it enters the final contract clause stage. The general contract stage will not be too much of a problem, it is nothing more than the two sides cutting words to maximize the interests of their own company.
Once the customer has closed the deal, the customer will be transferred to the after-sales support team, the customer will be implemented software, teach the customer to use the software or enter the daily maintenance phase.
ToB's decision-making process has at least seven links, any of which may lead to the loss of users, and discounts, promotions, etc. are only useful to customers who are screened and solved by suppliers, and there is little problem for other users.
Where should your users come from?
Now ToB companies are thinking about this problem, and traffic as the basis for the survival of the company, the company in ToB has always been a strategic position, as the single traffic becomes more and more expensive, the company's budget in this area is also rising.
Most companies spend their budgets on social marketing and search engines, and don't pay much attention to other ways to reach customers. In social marketing, DSP has become the main battlefield, DSP in addition to obtaining customer leads, but also undertake part of the role of brand promotion. In contrast, the SEM through the search engine is the main source of clues, especially for projects with a long decision-making process.
There are some projects that have a low cost of customer acquisition in the DSP, which has a lot to do with the form of the product, especially the tool product for a specific group of people, such as: ink knife; or for some small team tools, such as Teambition. The decision path of this type of tool is very short, somewhat similar to the decision path of C-end users, and a promotion campaign can impress the reached users. It is not suitable for pure B-side products with long decision chains.
The clues that can be obtained through search engines, users have been stimulated, they know the current problems, reducing the process of nurturing customers. The keywords are product words, industry words or solution words, which are more accurate and have great conversion value. However, the customer's acquisition cost is higher, about the conversion cost is between 1000 and 2000, if the customer unit price of the product is low, this model is easy to lose money.
Agent model or business cooperation is a very good way, in contrast, foreign and domestic larger ToB companies have mature agent models, such as: Salesforce, Yonyou. Their agent mechanism is relatively sound, the company focuses on making products, transferring other customer acquisition and construction costs to agents, and agents can also make profits through products.
In order to quickly obtain agents, many enterprises have invisibly lowered the threshold of agents, resulting in a flood of agents, fierce competition, and caused great harm to the reputation of products.
The business cooperation method is very effective, and the extended products of the product can be gathered together and packaged into solutions for common promotion, which can reduce the price of CAC and thus enhance the overall revenue. Mutually exclusive products still do not do commercial cooperation, even if the cooperation effect will not be too good.
Products, solutions and after-sales can meet the needs of users, and even solve the user's problems beyond user expectations, and users are willing to recommend products to friends around them. Most companies pay too much attention to word of mouth, but forget that in the early stage, they can also expand the influence of products through corresponding activities, which can also be counted as a way of word of mouth.
Data-driven does not directly bring customers, but improves the customer's conversion path and customer behavior analysis, and improves the overall conversion rate of users. Some software captures the address book on the Internet, and the clues obtained by such products are not accurate, and accurate clues can be obtained after filtering through the AI Call Center. This category cannot be called data-driven. There are some companies that do not have the discipline to call the list without restrictions, resulting in their numbers being severely blocked. Such practices are discouraged in the customer acquisition process.
Fourth, the content remains valid
With the current increase in customer acquisition costs, content has been mentioned in an important position by major companies. However, the domestic Internet environment is relatively closed, especially the search environment. Domestic private domain traffic will only make the user data of each family more closed, and it is more impossible to export the traffic to its own platform, so each platform has launched a mini program to complete the closed loop of traffic in its own application.
Content remains the most effective means of getting leads from users. Content in the narrow sense is the article produced within the company, while content in the broad sense, pictures, texts, videos seen on the Internet, and the sounds heard should all belong to the content. Different types of content carry different value meanings, and the ultimate goal is to make users pay. The content will appear in different carriers, and the content will also be given different meanings for different carriers.
Foreign ToB companies are good at impressing users with content, while most of the good companies in China are data analysis tools, such as: Shence, Youmeng +, Growing IO, etc. Common ways are: blogs, white papers, open class lecture notes. Now the private domain traffic tools have also begun to exert efforts in this direction.
Looking at the current platform, there is a lot of content, but the PR value of the overall website is not high, generally around the weight of 2. There are also some companies with high weight, but the value of the content is not flattering.
In China, companies that focus on content do not pay attention to SEO skills, and companies that focus on SEO skills have learned some wild ways, such as pseudo-originality, translation, etc., and do not pay attention to the content of the article. It's also possible that content-focused companies focus only on the user experience, and content is meant to get leads or maintain user activity.
Companies that do ToB products in China can refer to excellent content production, taking into account some SEO paths, and the content can be read by users, or it can be weighted in the website to get more user traffic.
There are also some content that needs to be published on other platforms, especially self-media platforms, using the platform's distribution mechanism, PUSH more users, this kind of content is generally used to wake up users and educate users. This is a long-term thing that cannot solve the problem in a short period of time.
The content needs to be the benchmark of the packaging industry, dig deep into the pain points of the industry, and give solutions. In addition to reading to regular users, it is also necessary to take into account the role of stimulating users to leave clues, this type of content is not easy to produce, not one or two content operators can do a good job.
If you don't have a good idea of content marketing, competitors provide you with a good source of clues, in addition to paying attention to the content released by competitors, you also need to pay attention to their internal organizational structure, as well as the number of content teams, and the frequency of co-production of content with third parties. Counting on one or two employees to kill someone else's mature content team, you can only say: don't think about it. That's not how business wars are fought.
Even if you figure out the above process, you need a strong calendar to record what you need to do on it, so that your content team can operate normally, rather than relying on personal inspiration to write this content today, tomorrow to write that content.
Fragmented content production and content distribution, there is no way to create a strong content brand, nor can it impress users to form a content dissemination effect.
Fifth, conversion can also be played like this
In the second section, we analyze the user's conversion path, use the corresponding skills on the conversion path, impress different user groups, and work together to win your target users.
ToB conversion, can not put all the hopes on the sales, excellent sales can get a high commission, low-level sales can not convert users, and the user's conversion is a time cycle, once exceeded the time range, users will be lost.
In addition to finding ways to convert low-level sales into excellent sales, companies also need to use operational skills to convert more sales, such as: building sales processes and empowering low-level sales. These can only determine the lower limit of sales, but there is no way to increase the upper limit of sales.
We can use content to stimulate users' desires, let them know that good companies are good because they use similar skills or methodologies, and they can also get users' clues through search engines.
For the conversion of a single user, matching the corresponding content on the conversion path, and cooperating with appropriate order collection techniques, you can take down the user.
It's even more difficult to convert because it's not one person who influences a company's decisions.
Users care about the ease of use of the product, the ease of use, and the integrity of the solution. So the product is the first thing for the user. The second is the solution, so that users can think the least, can be used, or have a complete training system, empowerment videos and after-sales problem solving. Therefore, the operations personnel should prepare this part of the content in advance in order to better impress users.
Influencers do not necessarily use products, but they have a certain voice in products, such as CTO, CPO, CFO, etc., although they do not use directly, nor are they directly involved in decision-making, and their evaluation of technology, products and finances is particularly important. The operations staff will do a good job of Q&A Q&A in advance, and empower these questions to colleagues such as sales and pre-sales to help them win customers.
Although he is only a collector of information, collecting the opinions and evaluation conclusions of colleagues in various departments to present to the boss, they are easy to add their own half-understanding ideas in the process of sorting out the data, and the final decision may be distorted by the communicator. The way to deal with the deliverer, do more on the Internet to do their own word of mouth and brand, the deliverer through the Internet to understand, feel that the product is very good, the company's strength is very strong on it.
Most of the decision makers are the owners of the enterprise, and the scope of attention will be relatively wide, they will pay attention to the advantages of the product, the price of the product, the guarantee of after-sales service, safety, stability, the same type of solution and so on. These contents should also be organized into brochures, which can be fully displayed, and can also be spread and disseminated through the Internet, so as to give some plus points when making final decisions.
In the process of transformation, you can also use the way of the activity to invite the company's real decision-makers to participate in the activity, and the company's strength, product capabilities and industry benchmark customers can be displayed in the layout of the activity, so as to impress the company's decision-makers and assist the company's sales staff to take orders.
These are all conversions that are done from the level of operational skills. But in the actual work, in the process of converting customers, do not expect the company to give a fair chance to compete, it is possible that competitors have targeted key decision-makers, so it is also important to get customer relationships through sales.
Customer relationship is the most important way to win the order, so relationship is an indispensable link.
Sixth, the product determines everything
ToB products to solve the needs of users and born, many product managers in order to solve the user's problems, constantly superimposed new functions, resulting in products more and more bloated, more and more difficult to use, after the entry of the product manager does not know the ins and outs of the product, there is no way to iterate on the product.
As a result, the company has more and more times to tear down and restart, wasting a lot of time, manpower and material resources of the company, and the final product and the original product are not fundamentally different, but the product functions seem to be more reasonable.
There are also some product managers in the process of developing products, they do not have too good ideas, will only learn from the products of friends, for the function of friends do not do in-depth thinking, can only do people have me, can not do people without me, people have my excellent realm.
The emergence of such problems has led to the product becoming more and more different. If the product manager draws on the best products in the industry, the mature product system is also a good choice. However, most junior product managers cannot understand the use scenarios of the friendly business function, nor can they understand the business logic behind an excellent and mature product, which is one of the reasons why most startups fail to do ToB products.
If you want to make the industry's top products, then counting on a job with a subsistence line, a newly graduated student is obviously unscientific, and the top products need to be created by top personnel.
The company is looking forward to cheap and good people, counterattacking other manufacturers in the industry, which is the most detour taken by the company and the deepest pit for product commercialization.
If your product manager chooses a high-speed development product as a reference object, he does not have the ability to think deeply, nor does he have the ability to accumulate in the industry, but can only refer to the transitional function of others, and they use this function only to solve the current problem, not a permanent solution.
You take the transitional functions of others as your own permanent solution, the product will always have a lot of unreasonable places in the use of the process, and friends after a period of time to put the current function down, your products still use temporary solutions, and eventually lead to the product on the right path to go farther and farther.
After the product is launched, there will be more and more users to use the product, but also to the product put forward a lot of functional requirements, now some ToB product managers, either completely in accordance with the needs of users to do, or completely let the user go to the schedule, generally after three months, all the product imperfect derived user needs, are transferred to the customer success or operation and maintenance team.
This is also an extremely irresponsible approach, which wastes a lot of the company's resources, and also leads to complaints from other colleagues, and will also discourage sales and pre-sales enthusiasm.
If the product manager of ToB cannot go to the front line, if there is no deep industry accumulation, if there is no deep thinking ability, if there is no good filtering and abstraction ability for user needs, then the products he has created are impossible to keep up with friends, let alone surpass friends.
For a product that is not formed, there will be a certain degree of acceptance in the market, but in the past, it is difficult for the product to be made into an excellent product in the industry, and it is also recognized by customers, and strive to win in large customers and occupy more markets.
ToB product manager, when the experience is insufficient, you can touch the friends to cross the river, even if the product is not successful, there is also the experience of related products, you can go to the next one and then do the product manager, but the boss will be closed by an immature product pit.
Therefore, when making ToB products, try to follow certain business rules, let excellent people make excellent products, and spend a certain price to recruit excellent people.
Seventh, let customers continue to pay money
ToB's products are not to let users pay money at one time, but to let users continue to pay money, now the user's acquisition cost is getting higher and higher, many product users in the first time to pay money is not profitable, only when the user renews the money to make money, if for some reason let the customer lose after use, it is not worth the loss.
Many companies are also working hard to build a user loyalty system, and the user's loyalty must be based on the fact that you have met the needs of the user and solved the user's problem.
Allowing users to continue to pay money can be seen from two aspects, the first is to let users renew in the next year, and the second is to let users buy new products. Under the premise of moving everything to the cloud, continuous payment by users has become an essential part of verifying product capabilities.
Therefore, to ensure that users do not churn, then the customer success team is required to understand the customer and build a customer churn warning to avoid the loss of customers in the final stage.
First of all, to be clear, the customer success team is not a customer service team, nor is it the user's microphone, and now many customer success teams have made themselves into the customer's punching cylinder and internal microphone. Such customer success loses the meaning of customer success.
Many teams expect that when the customer is about to renew, send a discount coupon to the customer, it may be obediently renewed, this C-end operation method is not suitable for B-end users, if the customer does not enjoy the pleasure in a year's time, then a coupon is impossible to impress the user.
The premise of keeping customers renewing is to understand what the customer is thinking and what they want, and to keep an eye on the latest needs of the customer. With the development of the customer's business, his needs will certainly have new changes, and may also produce new needs, in the current state can not understand the needs of customers, predict the next step of the solution and may need the tools, and do a good job of the corresponding product introduction, solution combing, before the customer to explain to the customer, stimulate the customer's desire to buy new products.
This requires customer operation students, in addition to solving problems usually, they also need to do a good job in customer relations, and can get the latest trends of customers at the first time. According to the new trend of customers, provide new products within the company, in order to provide customers with more perfect services, if the real realization of the customer's application closed loop, ALL IN your products, then the customer's transfer cost will be very high, customer renewal will be more stable.
If, at the time of renewal, the customer really wants to say goodbye to you, or the customer refuses to accept your new product. Customer operation personnel can go over a year's work log, first from their own to find the reason, is the product ability is not satisfied, or the service is not in place, resulting in users are not satisfied with the product, distrust of the company, in this situation, we must actively to save customers, with a peaceful attitude and customer communication, maintain a humble attitude.
Everything is a business act, which may affect their own performance, but there is no need to whisper to win back customers.
The best company can analyze the past loss of customers, build a customer loss warning mechanism, or the user no longer mentions the demand, no longer contact, from the perspective of product use, the user's recent login has decreased significantly, a large number of data exports, especially frequent calls to API interfaces, etc., such abnormal behavior may lead to customer loss.
With a customer's churn warning, before the customer acts, take action yourself to avoid customer expiration and loss.
The customer's stable renewal and purchase of new products must be based on the original needs, solve the customer's problems, create a more perfect internal closed-loop system, and protect the interests of customers first. This also requires salespeople not to promise customers too much for the sake of orders, and to improve the expectations of customers.
Only if the product can really solve customer problems, pre-sales, sales, support personnel at any time with customers to maintain communication, solve customer problems, to meet the needs of customers to solve different solutions, in the after-sales support staff can give customers the use of support, new needs of the corresponding solution, customers may have the possibility of renewing the behavior, in order to buy new products, in order to enhance the competitiveness of the entire product in the market, enhance the purchasing power of users.
8. ToB's operating system
At present, the operation system of ToB and ToC are completely different, ToC's products meet customer needs, there are corresponding operating manuals, customers basically do not have too many after-sales problems, unless there is a problem with the product, the product needs to be returned and exchanged, and for consumables, the possibility of repeated purchase by customers is relatively large, especially temporary coupons stimulate the user's secondary purchase.
However, the cycle of re-purchase of B-end products will be relatively long, and when buying products again, it is not easy to replace product manufacturers, especially now that everything is on the cloud, all data is stored in the cloud, and replacement needs to have a large cost.
The whole process of B-end users is very long, and there are many departments involved, and the internal process construction is of great help to complete the operation system.
9. Requirements for operators
Due to the cooling of capital, the perfection of the market, and the fierce competition, the market of ToB is relatively pure, small companies are to make money, and large companies are to make money in the future. The number of users is no longer a measure of a product's success, only revenue determines whether a company can survive.
The premise of all this requires that the operator is a comprehensive, highly business operator, and has some operational thinking and business thinking.
ToB's operators are no longer handlers of operational skills or performers of individual links, but should have a holistic view of the "solution" experts.
Operations staff need to meet customers with salespeople, build solutions with pre-sales colleagues, and work with after-sales staff to provide customer service. If there is no corresponding position, the operation staff can also make up for it and do things well.
Therefore, the operation personnel are no longer traders sitting in the background, but rushing to the front line, going deep into the users, understanding the needs of users, understanding the ideas between different decision-makers, and understanding the interests of personnel at all levels. Be able to take on the overall business income of the company.
At work, operations personnel, second only to or like product managers, have a deep understanding of what is behind each function and what problems customers can solve. Understand the customer's business model and current woes, know how the product solves the current problem, and where the boundaries of the product are.
Operations personnel need to use the product in the business, especially in the delivery of the overall process of the product. It is best to be able to experience the entire process from customer acquisition to delivery and after-sales, and if there is an opportunity, it is expected that the operations staff can carry out internal rotation. Although this will be more painful and tiring, the operation staff can help the company's personnel to win customers and improve their comprehensive capabilities.
First of all, the operation personnel complete the closed loop of the business, in order to find problems in the work, summarize the problems, find out the solutions to the problems, optimize the overall process, and constantly iterate the process. Once the operation staff has experienced the overall process, in the later docking with other colleagues, they will also know the difficulties encountered in the work and can find solutions one step ahead.
In addition, operational skills, such as channel operations, content operations, etc., can also work independently, and merge operational skills with the company's business processes, knowing how operational skills can assist the company to complete business growth in a certain link. If it is a junior operations personnel, it is necessary to complete the things assigned by the leader.
10. Build a closed-loop process to complete growth
The company does not have a closed loop, and with operation, there is a closed loop.
I think this thing should be the operation to undertake, according to the current company's structure, there are marketing department, sales department, implementation department, customer department, generally these departments are independent of each business line, which will also lead to some problems in the company, especially the sales department, because the sales of the whole company's products, will sell their own can quickly issue orders, and their familiar products, resulting in new product lines are difficult to get good resource support.
Moreover, in order to grab other resources, each business line is very easy to form an internal volume, resulting in better development of the business line with resources, and the business line that cannot apply for resources gradually shrinks.
There are also some companies that do not have an operation department, only a product department and a research and development department, the company lacks the operation of this closed loop, the lack of a link in the communication between the product and the department of the business line and the empowerment department, resulting in external colleagues not understanding the real situation of the product, the company's business empowerment department will be blindly optimistic, feeling that the product can solve all the problems of the customer, excessive promises to customers, resulting in a lot of unnecessary trouble in the process of delivery and maintenance.
The intervention of the operator is very necessary, the operator can build a closed-loop system of the business outside the product and research and development, because the operator has done the basic work of the company, understand the business development model of the entire product, solve the problems in the business, and build the company's business closed loop.
All the closed loops of the company are for business growth, and the construction of a closed loop, so that the operation can be directly started the work can be optimized better, can not start the work, the need for the company's other good business empowerment.
This is the operation of the business department of the empowerment, through the operation of the product boundary, the ability of the product, and the product can solve the user problems, a good integration into the company's various business lines, to avoid because everyone does not know or do not understand the product, extended out of other troublesome things, resulting in the product reputation is not good, even if the short-term business growth is achieved, in the long run, these practices are harmful to the company's business growth.
If the operation personnel cannot go deep into the front line, understand the business, and do some dirty work as required, then this empowerment system cannot form a good closed loop, and it is very likely that for some reason it will lead to a deviation in understanding, and the business will run counter to the correct growth direction.
In addition to completing the closed loop of growth for business units, it is also necessary to complete the entire closed loop within the business, and in this closed loop, the content feedback of the external closed loop process is inseparable.
Customer needs by other colleagues to the operation or product personnel, to the customer's needs for in-depth business analysis, if it is a general-purpose demand to plan product functions, and quickly iterative version of the line, for larger functional points also need to carry out internal training, by the front-end personnel to guide customers to use, and get customer feedback, to see if the customer's problems are really solved, if the customer's needs are not solved or have new needs, and need to complete a new round of business line internal closed loop.
The operator is the receiving and output port of product demand, and the entire closed-loop process inside needs to control the progress to avoid delaying the customer's on-line due to time.
However, the current ToB company has a certain misunderstanding, feeling that its product is complete, can solve all the problems, customer needs can not be added to the product, resulting in customer needs can not be met, the next year renewal has become a big problem.
By building two business closed loops, completing the overall closed loop process, and constantly iterating on these two processes in the work, so that it can reach the maximum ability and empower the growth flywheel of the business, if you forget the growth flywheel, you can go to the content of the first section.
The construction of the ToB operation system is not an overnight thing, if there is no accumulation of half a year, or now do their own work in each position, find a solution to the problem after finding a problem, and constantly iterate on this operating system, in the next day, we must be able to do a good job in the entire operating system architecture, through the improvement of the architecture can continue to complete the growth of the flywheel of each Xuanjie, in order to complete the entire B-end business growth.
B-end operation and commercialization are particularly close, and it is best for those who do operations to understand some of the logic of commercialization, which can help operations better understand business and build growth systems.