{"id":65409,"date":"2026-01-28T19:10:51","date_gmt":"2026-01-28T19:10:51","guid":{"rendered":"https:\/\/fabricegrinda.com\/?p=65409"},"modified":"2026-01-28T19:13:04","modified_gmt":"2026-01-28T19:13:04","slug":"%e4%b8%8e-andrew-romans-%e7%9a%84%e9%a3%8e%e9%99%a9%e6%8a%95%e8%b5%84%e4%ba%ba%e7%82%89%e8%be%b9%e8%b0%88%e8%af%9d","status":"publish","type":"post","link":"https:\/\/grinda.org\/zh-hans\/%e4%b8%8e-andrew-romans-%e7%9a%84%e9%a3%8e%e9%99%a9%e6%8a%95%e8%b5%84%e4%ba%ba%e7%82%89%e8%be%b9%e8%b0%88%e8%af%9d\/","title":{"rendered":"\u4e0e Andrew Romans \u7684\u98ce\u9669\u6295\u8d44\u4eba\u7089\u8fb9\u8c08\u8bdd"},"content":{"rendered":"\n<p>\u6211\u548c Andrew Romans \u5c31\u98ce\u9669\u6295\u8d44\u7684\u73b0\u72b6\u8fdb\u884c\u4e86\u4e00\u6b21\u7cbe\u5f69\u7684\u5bf9\u8bdd\u3002<\/p>\n\n<p>\u6211\u4eec\u8ba8\u8bba\u4e86\uff1a<\/p>\n\n<ul class=\"wp-block-list\">\n<li>\u4eba\u5de5\u667a\u80fd\u79cd\u5b50\u8f6e\u5230 A \u8f6e\u521d\u521b\u516c\u53f8\u7684\u4f30\u503c<\/li>\n\n\n\n<li>\u6240\u6709\u5173\u4e8e\u5e02\u573a\u3001\u6210\u4ea4\u8d39\u3001\u4f30\u503c\u3001\u9000\u51fa\u7684\u4e8b\u60c5<\/li>\n\n\n\n<li>\u4e8c\u7ea7\u5e02\u573a\uff0c\u5982\u4f55\u51fa\u552e\uff0c\u4f55\u65f6\u4ee5\u53ca\u51fa\u552e\u591a\u5c11<\/li>\n\n\n\n<li>\u6210\u4ea4\u8d39\u4ee5\u53ca\u5982\u4f55\u5728\u5e02\u573a\u4e0a\u5206\u5c42\u6536\u5165<\/li>\n\n\n\n<li>\u4e3a\u4ec0\u4e48\u79cd\u5b50\u98ce\u9669\u6295\u8d44\u5e02\u573a\u8868\u73b0\u4f18\u4e8e\u589e\u957f\u5e02\u573a<\/li>\n<\/ul>\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"E126| Fabrice Grinda, General Partner, FJ Labs | AI valuations angel at scale\" width=\"840\" height=\"473\" src=\"https:\/\/www.youtube.com\/embed\/fwGGoAvQAaU?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n<p>\u9664\u4e86\u4e0a\u9762\u7684 YouTube \u89c6\u9891\uff0c\u60a8\u8fd8\u53ef\u4ee5\u5728 <a href=\"https:\/\/open.spotify.com\/episode\/7927jm8D0vbshIM1n9ukcQ?si=d5815e780bdc4db7&amp;nd=1&amp;dlsi=31df092b65bd496d\" data-type=\"link\" data-id=\"https:\/\/open.spotify.com\/episode\/7927jm8D0vbshIM1n9ukcQ?si=d5815e780bdc4db7&amp;nd=1&amp;dlsi=31df092b65bd496d\" target=\"_blank\" rel=\"noreferrer noopener\">Spotify<\/a> \u4e0a\u6536\u542c\u64ad\u5ba2\u3002<\/p>\n\n<p><strong>\u6587\u5b57\u7a3f<\/strong><\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u5bf9\u6211\u4eec\u6765\u8bf4\uff0c\u5728\u9996\u6b21\u516c\u5f00\u52df\u80a1\u65f6\u6216\u9501\u5b9a\u671f\u7ed3\u675f\u540e\u51fa\u552e\u57fa\u672c\u4e0a\u662f\u6bcf\u6b21\u90fd\u662f\u6700\u597d\u7684\u51b3\u5b9a\u3002\u6b64\u5916\uff0c\u6211\u4eec\u78b0\u5de7\u4e0d\u5728\u90a3\u4e9b\u4e00\u65e6\u4e0a\u5e02\u5c31\u6210\u4e3a\u65e0\u9650\u590d\u5408\u5668\u7684\u516c\u53f8\u91cc\u3002\u5f53\u6709\u673a\u4f1a\u51fa\u552e\u4e00\u5bb6\u4f30\u503c\u8fc7\u9ad8\u7684\u516c\u53f8\u65f6\uff0c\u51e0\u4e4e\u6bcf\u6b21\u90fd\u662f\u6b63\u786e\u7684\u9009\u62e9\uff0c\u5bf9\u5427\uff1f  <\/p>\n\n<p>\u51e0\u4e4e\u6ca1\u6709\u54ea\u4e2a\u65f6\u5019\u6211\u4f1a\u540e\u6094\u51fa\u552e 50% \u7684\u80a1\u4efd\uff0c\u5373\u4f7f\u516c\u53f8\u6301\u7eed\u8868\u73b0\u826f\u597d\u3002\u5728\u5411\u524d\u53d1\u5c55\u7684\u57fa\u7840\u4e0a\u3002\u56e0\u6b64\uff0c\u5f53\u60a8\u662f\u65e9\u671f\u6295\u8d44\u8005\u65f6\uff0c\u8bf7\u5728\u53ef\u4ee5\u7684\u65f6\u5019\u83b7\u53d6\u6d41\u52a8\u6027\u3002\u56e0\u4e3a DPI \u7531\u60a8\u7684\u6709\u9650\u5408\u4f19\u4eba\u4f30\u503c\uff0c\u8fd9\u6709\u52a9\u4e8e\u4ed6\u4eec\u518d\u6295\u8d44\u4e8e\u8be5\u57fa\u91d1\u3002\u800c\u4e14\u56e0\u4e3a\u6211\u4eec\u4ee5 30% \u7684\u5185\u90e8\u6536\u76ca\u7387\u590d\u5408\u589e\u957f\uff0c\u6240\u4ee5\u5b83\u6bd4\u516c\u5171\u5e02\u573a\u7684\u590d\u5408\u589e\u957f\u901f\u5ea6\u66f4\u5feb\u3002    <\/p>\n\n<p>\u6240\u4ee5\u4f60\u6700\u597d\u518d\u6295\u8d44\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u5927\u5bb6\u597d\uff0c\u6b22\u8fce\u6765\u5230\u4e0e\u98ce\u9669\u6295\u8d44\u4eba\u7684\u7089\u8fb9\u8c08\u8bdd\u3002\u6211\u53eb Andrew Romans\uff0c\u4eca\u5929\u6211\u4eec\u8bf7\u5230\u4e86 Fabrice Grinda\uff0c\u4e00\u4f4d\u8457\u540d\u7684\u4f01\u4e1a\u5bb6\uff0c\u73b0\u5728\u662f FJ Laps \u7684\u98ce\u9669\u6295\u8d44\u4eba\u3002Fabrice\uff0c\u5f88\u9ad8\u5174\u89c1\u5230\u4f60\u3002  <\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u8c22\u8c22\u4f60\u9080\u8bf7\u6211\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002\u4e0a\u6b21\u89c1\u5230\u4f60\uff0c\u4f60\u662f\u5728\u7ebd\u7ea6\u4e3e\u884c\u7684\u5168\u7403\u98ce\u9669\u6295\u8d44\u6f14\u793a\u65e5\u4e0a\u505a\u6f14\u8bb2\uff0c\u90a3\u6b21\u6d3b\u52a8\u5f88\u68d2\u3002\u81ea\u4ece\u6211\u4eec\u4e0a\u6b21\u89c1\u9762\u4ee5\u6765\u5df2\u7ecf\u8fc7\u53bb\u51e0\u5e74\u4e86\u3002  <\/p>\n\n<p>Fabrice\uff0c\u4f60\u4eec\u5728\u505a\u7684 FJ Labs\uff0c\u6211\u8ba4\u4e3a\u4f60\u4eec\u5728\u505a\u7684\u662f\u5927\u89c4\u6a21\u7684\u5929\u4f7f\u6295\u8d44\uff0c\u800c\u4e14\u4f60\u4eec\u6709\u4e24\u5bb6\u975e\u5e38\u6210\u529f\u7684\u516c\u53f8\u3002\u9664\u975e\u6211\u6f0f\u6389\u4e86\u4e00\u5927\u4e32\u5176\u4ed6\u7684\u516c\u53f8\u3002\u4e5f\u8bb8\u53ef\u4ee5\u5feb\u901f\u63d0\u4e00\u4e0b\u90a3\u4e24\u5bb6\u516c\u53f8\u662f\u4ec0\u4e48\uff0c\u7136\u540e\u6211\u4eec\u5c06\u8fc7\u6e21\u5230\u4f60\u73b0\u5728\u5728\u505a\u4ec0\u4e48\u4ee5\u53ca\u4f60\u6b63\u5728\u5b66\u4e60\u4ec0\u4e48\u3002  <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u5b9e\u9645\u4e0a\u6211\u521b\u5efa\u4e86\u4e0d\u6b62\u4e24\u5bb6\u98ce\u9669\u6295\u8d44\u652f\u6301\u7684\u4f01\u4e1a\uff0c\u4f46\u4e24\u5bb6\u6210\u529f\u7684\u4f01\u4e1a\u662f Zingy\uff0c\u8fd9\u662f\u4e00\u5bb6\u7f8e\u56fd\u7684\u5927\u578b\u79fb\u52a8\u5185\u5bb9\u516c\u53f8\u3002\u90a3\u662f 21 \u4e16\u7eaa\u521d\u3002\u5b83\u662f\u4e00\u5bb6\u94c3\u58f0\u4e1a\u52a1\u516c\u53f8\u3002\u5b83\u5728\u56db\u5e74\u5185\u4ece\u96f6\u589e\u957f\u5230 2 \u4ebf\u7f8e\u5143\u7684\u6536\u5165\uff0c\u5b9e\u9645\u4e0a\u6ca1\u6709\u98ce\u9669\u6295\u8d44\uff0c\u56e0\u4e3a\u5728 01 \u5e74\u6216 02 \u5e74\u6ca1\u6709\u98ce\u9669\u6295\u8d44\u53ef\u7528\uff0c\u800c\u4e14\u662f\u4ee5\u4f20\u7edf\u7684\u5229\u6da6\u65b9\u5f0f\u5efa\u7acb\u8d77\u6765\u7684\u3002   <\/p>\n\n<p>\u6211\u5356\u6389\u4e86\u5b83\u3002\u5728 2004 \u5e74\u4ee5 8000 \u4e07\u7f8e\u5143\u7684\u4ef7\u683c\u51fa\u552e\uff0c\u5f53\u65f6\u6211\u4eec\u8fd8\u6ca1\u6709\u5b8c\u5168\u6269\u5927\u89c4\u6a21\uff0c\u800c\u4e14\u505a\u5f97\u975e\u5e38\u597d\u3002\u7136\u540e\u5728 2006 \u5e74\uff0c\u6211\u6700\u7ec8\u521b\u5efa\u4e86\u4e00\u5bb6\u540d\u4e3a OLX \u7684\u516c\u53f8\uff0c\u76f4\u5230\u4eca\u5929\uff0c\u5b83\u4ecd\u7136\u662f\u4e16\u754c\u4e0a\u6700\u5927\u7684\u5206\u7c7b\u7f51\u7ad9\u3002\u4e00\u5bb6\u5728 30 \u4e2a\u56fd\u5bb6\u62e5\u6709 11,000 \u540d\u5458\u5de5\u7684\u516c\u53f8\uff0c\u6bcf\u6708\u8d85\u8fc7 3 \u4ebf\u4ef6\u5546\u54c1\u3002\u5b83\u662f\u5df4\u897f\u3001\u6574\u4e2a\u62c9\u4e01\u7f8e\u6d32\u4ee5\u53ca\u4e4c\u514b\u5170\u3001\u6ce2\u5170\u3001\u7f57\u9a6c\u5c3c\u4e9a\u3001\u6574\u4e2a\u4e1c\u6b27\u3001\u4e2d\u4e1c\u4ee5\u53ca\u5370\u5ea6\u3001\u5df4\u57fa\u65af\u5766\u548c\u6574\u4e2a\u4e1c\u5357\u4e9a\u9886\u5148\u7684\u5206\u7c7b\u7f51\u7ad9\u3002    <\/p>\n\n<p>\u8fd9\u662f\u4e00\u5bb6\u5e9e\u5927\u7684\u516c\u53f8\u3002\u6211\u5728 2013 \u5e74\u5c06\u5176\u51fa\u552e\u7ed9\u4e86 NASCAR \u7684 Process\u3002\u5e76\u5728 2013 \u5e74\u7ee7\u7eed\u521b\u5efa\u4e86 FJ Labs\u3002  <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u5173\u4e8e\u8fd9\u4e00\u70b9\uff0c\u6709\u8da3\u7684\u662f\uff0c\u6211\u8ba4\u4e3a\u5bf9\u4e8e\u60f3\u8981\u4e0e\u4f60\u4eec\u6216\u98ce\u9669\u6295\u8d44\u4eba\u5408\u4f5c\u7684\u521b\u59cb\u4eba\u6765\u8bf4\uff0c\u76f8\u5173\u7684\u662f\uff0c\u4f60\u770b\u770b Craigslist\uff0c\u4f60\u4f1a\u60f3\uff0c\u54ea\u4e2a\u767d\u75f4\u5236\u4f5c\u4e86\u8fd9\u4e2a\u754c\u9762\uff1f\u4ed6\u4eec\u8fd8\u80fd\u8ba9\u5b83\u66f4\u7b28\u62d9\u5417\uff1f<\/p>\n\n<p>\u597d\u50cf\u4ed6\u4eec\u662f\u6545\u610f\u8fd9\u4e48\u505a\u7684\u3002\u5f53\u7136\uff0c\u4ed6\u4eec\u6ca1\u6709\u50cf\u4f60\u4e00\u6837\u5728\u4e1c\u5357\u4e9a\u3001\u62c9\u4e01\u7f8e\u6d32\u548c\u4e2d\u4e1c\u4ee5\u53ca\u6574\u4e2a\u6b27\u6d32\u6267\u884c\u3002\u6240\u4ee5\u6211\u8ba4\u4e3a\u4f60\u7684\u6267\u884c\u529b\uff0c\u4f60\u62e5\u6709\u7684\u58eb\u5175\u4f5c\u6218\u7ecf\u9a8c\uff0c\u8f6c\u5316\u4e3a\u5efa\u7acb\u4f60\u7684\u98ce\u9669\u6295\u8d44\u516c\u53f8\u548c\u4e0e\u521d\u521b\u516c\u53f8\u5408\u4f5c\u3002   <\/p>\n\n<p>\u4f46\u662f\uff0c\u4e3a\u4e86\u8f6c\u79fb\u5230\u4eca\u5929\uff0c\u800c\u4e0d\u662f\u8fc7\u591a\u5730\u6c89\u6eba\u4e8e\u8fc7\u53bb\uff0c\u6211\u76f8\u4fe1\u4f60\u5f00\u59cb\u81ea\u5df1\u4f5c\u4e3a\u5929\u4f7f\u6295\u8d44\u4eba\u8fdb\u884c\u6295\u8d44\u3002\u5f53\u4f60\u5728\u7ecf\u8425\u516c\u53f8\u65f6\uff0c\u7136\u540e\u4f60\u8fdb\u884c\u4e86\u8d85\u8fc7\u4e00\u767e\u9879\u6295\u8d44\uff0c\u7136\u540e\u5728\u67d0\u4e2a\u65f6\u5019\uff0c\u6709\u4e00\u4e2a\u4e89\u8bba\uff0c\u6211\u662f\u53ea\u6295\u8d44\u6211\u81ea\u5df1\u7684\u8d44\u4ea7\u8d1f\u503a\u8868\u66f4\u6709\u6548\uff0c\u8fd8\u662f\u5904\u7406\u6240\u6709\u8fd9\u4e9b\u62a5\u544a\u548c\u5916\u90e8\u6709\u9650\u5408\u4f19\u4eba\u66f4\u597d\uff1f <\/p>\n\n<p>\u800c\u4e14\u6bcf\u6b21\u6211\u5411\u6709\u9650\u5408\u4f19\u4eba\u5199\u62a5\u544a\u65f6\uff0c\u6211\u90fd\u4f1a\u60f3\uff0c\u4e5f\u8bb8\u6211\u5728\u6295\u8d44\u522b\u4eba\u7684\u94b1\u65f6\u4f1a\u66f4\u654f\u9510\u4e00\u4e9b\u3002\u56e0\u4e3a\u8fd9\u8feb\u4f7f\u4f60\u5173\u6ce8\u6bcf\u4e00\u5bb6\u516c\u53f8\uff0c\u7b49\u7b49\u7b49\u7b49\u3002\u4f46\u662f\u6709\u591a\u5c11\uff0c\u6211\u8ba4\u4e3a Telenor \u6295\u5165\u4e86 5000 \u4e07\u7f8e\u5143\uff0c\u5bf9\u5427\uff1f  <\/p>\n\n<p>\u90a3\u4e0d\u662f\u7b2c\u4e00\u4e2a\u5916\u90e8\u6709\u9650\u5408\u4f19\u4eba\u5417\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u662f\u7684\uff0c\u6240\u4ee5\u4f60\u770b\uff0c\u6211\u5728 98 \u5e74\u521b\u5efa\u6211\u7684\u7b2c\u4e00\u5bb6\u516c\u53f8\u65f6\u5c31\u5f00\u59cb\u4e86\u5929\u4f7f\u6295\u8d44\u3002\u4e8b\u5b9e\u4e0a\uff0c\u6211\u7ecf\u8fc7\u4e86\u957f\u65f6\u95f4\u7684\u601d\u8003\uff0c\u6211\u5e94\u8be5\u8fd9\u6837\u505a\u5417\uff1f\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\uff0c\u8fd9\u53ef\u80fd\u8fdd\u53cd\u4e86\u6211\u4f5c\u4e3a\u521b\u59cb\u4eba\u3001\u9996\u5e2d\u6267\u884c\u5b98\u7684\u804c\u8d23\uff0c\u8fdb\u884c\u5929\u4f7f\u6295\u8d44\u3002\u8fd9\u662f\u4e00\u79cd\u5e72\u6270\uff0c\u4f46\u6211\u81f3\u5c11\u5411\u81ea\u5df1\u8fa9\u89e3\u8bf4\uff0c\u5982\u679c\u6211\u53ef\u4ee5\u5411\u5176\u4ed6\u521b\u59cb\u4eba\u9610\u660e\u7ecf\u9a8c\u6559\u8bad\uff0c\u8fd9\u4f1a\u8ba9\u6211\u6210\u4e3a\u4e00\u4e2a\u66f4\u597d\u7684\u521b\u59cb\u4eba\u3002   <\/p>\n\n<p>\u5982\u679c\u6211\u53ef\u4ee5\u968f\u65f6\u638c\u63e1\u5e02\u573a\u7684\u8109\u640f\uff0c\u8fd9\u4f1a\u8ba9\u6211\u6210\u4e3a\u4e00\u4e2a\u66f4\u597d\u7684\u521b\u59cb\u4eba\u3002\u6240\u4ee5\u6211\u65e9\u5728 98 \u5e74\u5c31\u51b3\u5b9a\uff0c\u53ea\u8981\u4e0d\u8d85\u8fc7\u4e00\u4e2a\u5c0f\u65f6\u3002\u6240\u4ee5\u6211\u63d0\u51fa\u4e86\u7b2c\u56db\u4e2a\u9009\u62e9\u6807\u51c6\uff0c\u6211\u4eec\u4ecd\u7136\u4f7f\u7528\u8fd9\u4e2a\u6807\u51c6\uff0c\u5728\u4e00\u4e2a\u5c0f\u65f6\u7684\u4f1a\u8bae\u4e2d\uff0c\u6211\u51b3\u5b9a\u662f\u5426\u6295\u8d44\uff0c\u800c\u4e14\u6211\u53ea\u505a\u5e02\u573a\uff0c\u5f53\u7136\uff0c\u90a3\u662f\u6211\u5f53\u65f6\u6b63\u5728\u505a\u7684\u3002  <\/p>\n\n<p>\u7136\u540e\u5b83\u5c31\u6709\u4e86\u81ea\u5df1\u7684\u751f\u547d\u3002\u6240\u4ee5\u5728 2013 \u5e74\uff0c\u6211\u60f3\u6211\u5df2\u7ecf\u8fdb\u884c\u4e86 173 \u9879\u6295\u8d44\uff0c\u5e76\u4e14\u5df2\u7ecf\u505a\u5f97\u975e\u5e38\u597d\u4e86\uff0c\u6211\u5c06\u6211\u7684\u5929\u4f7f\u6295\u8d44\u4e0e\u6211\u5728 FJ Lab \u7684\u73b0\u4efb\u8054\u5408\u521b\u59cb\u4eba Jose \u8fdb\u884c\u4e86\u5408\u5e76\uff0c\u800c\u4e14\u8fdb\u5c55\u975e\u5e38\u987a\u5229\u3002\u6211\u8ba4\u4e3a\u5efa\u7acb\u98ce\u9669\u6295\u8d44\u57fa\u91d1\u6709\u4e24\u4e2a\u539f\u56e0\u3002  <\/p>\n\n<p>\u4e00\u662f\u6211\u4eec\u4e0d\u65ad\u6536\u5230\u7684\u4ea4\u6613\u91cf\u4e0d\u65ad\u589e\u52a0\uff0c\u56e0\u4e3a\u6211\u5728\u5e02\u573a\u4e0a\u5efa\u7acb\u7684\u54c1\u724c\uff0c\u6211\u60f3\uff0c\u4f60\u77e5\u9053\u5417\uff1f\u6211\u82b1\u4e86\u5f88\u591a\u94b1\u8058\u8bf7\u4e00\u4e2a\u56e2\u961f\u6765\u8fc7\u6ee4\u5165\u7ad9\u4ea4\u6613\u3002\u6211\u4eec\u6bcf\u5468\u6536\u5230 300 \u7b14\u5165\u7ad9\u4ea4\u6613\uff0c\u800c\u4e14\u6211\u8fd8\u82b1\u4e86\u5f88\u591a\u94b1\u5728\u6cd5\u5f8b\u3001\u540e\u53f0\u7b49\u65b9\u9762\uff0c\u5b9e\u9645\u4e0a\u62e5\u6709\u66f4\u5927\u7684\u89c4\u6a21\u624d\u80fd\u652f\u4ed8\u6210\u672c\u7ed3\u6784\uff0c\u56e0\u4e3a\u6211\u4eec\u8fd0\u8425\u7684\u89c4\u6a21\uff0c\u4e00\u5f00\u59cb\u611f\u89c9\u5c31\u50cf\u4e00\u4e2a\u57fa\u91d1\u3002\u7136\u540e\u7a81\u7136\uff0cTelenor \u5c31\u50cf\u4f60\u8bf4\u7684\uff0c\u6765\u4e86\uff0c\u8bf4\uff0c\u563f\uff0c\u6211\u4eec\u60f3\u548c\u4f60\u4eec\u5408\u4f5c\uff0c\u56e0\u4e3a\u6211\u4eec\u73b0\u5728\u62e5\u6709\u6240\u6709\u8fd9\u4e9b\u5e02\u573a\u548c\u5206\u7c7b\u8d44\u4ea7\uff0c\u6211\u4eec\u60f3\u8981\u4e00\u4e2a\u5173\u4e8e\u5c06\u4f1a\u53d1\u751f\u4ec0\u4e48\u4ee5\u53ca\u6211\u4eec\u5e94\u8be5\u505a\u4ec0\u4e48\u7684\u89c2\u70b9\uff0c\u5e76\u7ecf\u8fc7\u4e86\u957f\u65f6\u95f4\u7684\u601d\u8003\uff0c\u8003\u8651\u5982\u4f55\u6700\u597d\u5730\u505a\u5230\u8fd9\u4e00\u70b9\u3002   <\/p>\n\n<p>\u4ed6\u4eec\u63d0\u51fa\u8981\u6295\u8d44\u63a7\u80a1\u516c\u53f8\u3002\u4f46\u6211\u60f3\uff0c\u4f60\u77e5\u9053\u5417\uff1f\u66f4\u5177\u53ef\u6269\u5c55\u6027\u7684\u65b9\u6cd5\u662f\u5efa\u7acb\u4e00\u4e2a\u98ce\u9669\u6295\u8d44\u57fa\u91d1\uff0c\u56e0\u4e3a\u8fd9\u6837\u5c31\u4e0d\u4f1a\u7a00\u91ca\u6211\u4eec\uff0c\u65e0\u8bba\u662f 5000 \u4e07\u7f8e\u5143\u30011 \u4ebf\u7f8e\u5143\u8fd8\u662f 3 \u4ebf\u7f8e\u5143\u3002  <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6211\u60f3\u6211\u5728\u8fd9\u6bb5\u65f6\u95f4\u8ba4\u8bc6\u4f60\uff0cFabrice\uff0c\u800c\u4e14\u5728\u64ad\u5ba2\u51fa\u73b0\u4e4b\u524d\uff0c\u6709\u535a\u5ba2\u3002<\/p>\n\n<p>\u6211\u8bb0\u5f97\uff0c\u4f60\u662f\u4e00\u4e2a\u5927\u535a\u5ba2\u4f5c\u8005\uff0c\u6211\u4e5f\u662f\uff0c\u6211\u603b\u662f\u559c\u6b22\u9605\u8bfb\u4f60\u5199\u7684\u957f\u7bc7\u535a\u5ba2\u3002\u4f46\u6211\u5f97\u5230\u7684\u5370\u8c61\u662f\uff0c\u6211\u4e0d\u77e5\u9053\u6211\u4eec\u662f\u5426\u8c08\u8bba\u8fc7\u8fd9\u4ef6\u4e8b\uff0c\u91c7\u53d6\u5916\u90e8\u8d44\u672c\u7684\u52a8\u673a\u4e4b\u4e00\u662f\uff0c\u4f60\u80af\u5b9a\u4f1a\u4ece\u4f60\u7684\u670b\u53cb\u90a3\u91cc\u770b\u5230\u8fd9\u4e00\u70b9\uff0c\u4f60\u53ea\u662f\u5728\u8fdb\u884c\u5e38\u89c4\u7684\u5929\u4f7f\u6295\u8d44\uff0c\u6ca1\u6709\u4f60\u7684\u89c4\u6a21\uff0c\u6ca1\u6709\u4f60\u6240\u6709\u7684\u9000\u51fa\u3002 <\/p>\n\n<p>\u91cd\u70b9\u662f\uff0c\u9700\u8981\u5f88\u957f\u65f6\u95f4\u624d\u80fd\u83b7\u5f97\u62a5\u916c\u3002\u5c31\u50cf\u9700\u8981\u5f88\u957f\u65f6\u95f4\u624d\u80fd\u5b9e\u73b0\u73b0\u91d1\uff0c\u8fd9\u662f\u4e00\u4e2a\u5b8c\u6574\u7684\u884c\u4e1a\uff0c\u662f\u6bcf\u4e2a\u4eba\u6218\u7565\u7684\u6838\u5fc3\u3002\u4f60\u5982\u4f55\u8fdb\u5165\u4e8c\u7ea7\u5e02\u573a\uff0c\u6216\u8005\u5982\u4f55\u5f3a\u5236\u6d41\u52a8\u6027\uff0c\u4f46\u662f\u3002\u5f88\u591a\u5929\u4f7f\u6295\u8d44\u4eba\uff0c\u4ed6\u4eec\u90e8\u7f72\u4e86\u4e00\u5b9a\u6570\u91cf\u7684\u73b0\u91d1\uff0c\u7136\u540e\u4ed6\u4eec\u60ca\u8bb6\u5730\u53d1\u73b0\uff0c\u8be5\u6b7b\uff0c\u6211\u5df2\u7ecf\u53c2\u4e0e\u8fd9\u7b14\u4ea4\u6613 14 \u5e74\u4e86\uff0c\u6216\u8005 12 \u5e74\u4e86\uff0c\u6216\u8005\u7ec8\u4e8e\u9996\u6b21\u516c\u5f00\u52df\u80a1\u4e86\uff0c\u800c\u4e14\u6709\u4e00\u4e2a\u9501\u5b9a\u671f\uff0c\u6216\u8005\u5b83\u7ec8\u4e8e\u88ab\u6536\u8d2d\u4e86\uff0c\u4f46\u662f\u8be5\u6b7b\uff0c\u90a3\u5bb6\u516c\u53f8\u662f\u4e00\u5bb6\u79c1\u4eba\u63a7\u80a1\u516c\u53f8\uff0c\u4ee5\u865a\u9ad8\u7684\u4f30\u503c\u6536\u8d2d\u4e86\u6211\u4eec\uff0c\u73b0\u5728\u5982\u679c\u6211\u60f3\u9000\u51fa\uff0c\u6211\u5c06\u9762\u4e34\u6298\u6263\u3002   <\/p>\n\n<p>\u6240\u4ee5\u4e0e\u5176\u5728\u90a3\u91cc\u88ab\u6253\u6298\uff0c\u4e5f\u8bb8\u3002\u8fd9\u662f\u5426\u66fe\u7ecf\u662f\u4e00\u4e2a\u95ee\u9898\uff0c\u53ea\u662f\u7eaf\u7cb9\u7684\u65f6\u95f4\u5b89\u6392\uff0c\u6216\u8005\u4f60\u662f\u5426\u5728\u56de\u6536\u73b0\u91d1\u4ee5\u4fbf\u80fd\u591f\u7ee7\u7eed\u6210\u4e3a\u4e00\u4e2a\u591a\u4ea7\u7684\u5929\u4f7f\u6295\u8d44\u4eba\uff1f <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u4ece\u6765\u4e0d\u7f3a\u73b0\u91d1\u3002\u6211\u4e00\u76f4\u5728\u56de\u6536\u73b0\u91d1\u3002\u66f4\u591a\u7684\u662f\u4e24\u4ef6\u4e8b\u3002\u5728\u751f\u6d3b\u4e2d\uff0c\u6211\u60f3\u4f18\u5316\u751f\u6d3b\uff0c\u53ea\u505a\u6211\u559c\u6b22\u505a\u7684\u4e8b\u60c5\u3002   <\/p>\n\n<p>\u6211\u559c\u6b22\u505a\u7684\u662f\u4e0e\u6211\u4eec\u53ef\u80fd\u6295\u8d44\u7684\u6700\u597d\u7684\u6f5c\u5728\u521b\u59cb\u4eba\u4ea4\u8c08\u3002\u6240\u4ee5\u4ece\u6bcf\u5468\u6211\u4eec\u4ece 300 \u4e2a\u8054\u7cfb\u6211\u4eec\u7684\u4eba\u4e2d\uff0c\u4e0e 50 \u4e2a\u4eba\u8fdb\u884c\u901a\u8bdd\uff0c\u4e0e 6 \u4e2a\u4eba\u8fdb\u884c\u7b2c\u4e8c\u6b21\u901a\u8bdd\u3002\u6240\u4ee5\u6211\u57fa\u672c\u4e0a\u53ea\u548c\u8fd9 6 \u4e2a\u4eba\u4ea4\u8c08\u3002\u6240\u4ee5\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\uff0c\u6211\u5e0c\u671b\u522b\u4eba\u6765\u505a\u8fd9\u4e2a\u5927\u89c4\u6a21\u7684\u8fc7\u6ee4\u8fc7\u7a0b\u3002\u7b2c\u4e8c\uff0c\u5728\u6211\u4eec\u62e5\u6709\u7684 1200 \u5bb6\u516c\u53f8\u4e2d\uff0c\u5927\u7ea6\u6709 2000 \u540d\u521b\u59cb\u4eba\u3002\u6211\u53ea\u60f3\u548c\u6700\u597d\u7684\u521b\u59cb\u4eba\u4ea4\u8c08\uff0c\u6240\u4ee5\u540c\u6837\u7684\u4e8b\u60c5\u3002\u6211\u9700\u8981\u6709\u4eba\u6765\u627e\u51fa\u4ed6\u4eec\u662f\u8c01\uff0c\u5e76\u786e\u4fdd\u6211\u53ea\u5206\u914d\u65f6\u95f4\u7ed9\u4ed6\u4eec\u3002\u7136\u540e\u6211\u4e0d\u60f3\u505a\u4efb\u4f55\u5176\u4ed6\u4e8b\u60c5\u3002\u6211\u4e0d\u60f3\u5904\u7406\u6cd5\u5f8b\u4e8b\u52a1\uff0c\u6211\u4e0d\u60f3\u5904\u7406\u4efb\u4f55\u540e\u53f0\u5de5\u4f5c\u7b49\u7b49\u3002         <\/p>\n\n<p>\u4e8b\u5b9e\u8bc1\u660e\uff0c\u5982\u679c\u6211\u6709\u4e00\u4e2a\u57fa\u91d1\uff0c\u6211\u5b9e\u9645\u4e0a\u53ef\u4ee5\u4e3a\u6240\u6709\u804c\u4f4d\u62db\u8058\u4eba\u5458\u6765\u505a\u6211\u4e0d\u559c\u6b22\u505a\u7684\u4e8b\u60c5\uff0c\u8fd9\u6837\u6211\u5c31\u53ef\u4ee5\u628a\u6211\u7684\u751f\u6d3b\u91cd\u5fc3\u653e\u5728\u901a\u5e38\u6211\u6700\u6709\u4ef7\u503c\u7684\u4e8b\u60c5\u4e0a\uff0c\u800c\u4e14\u4e5f\u662f\u6211\u6700\u611f\u5174\u8da3\u7684\u4e8b\u60c5\u4e0a\uff0c\u5728\u90a3\u91cc\u6211\u5b9e\u9645\u4e0a\u53ef\u4ee5\u7ee7\u7eed\u5199\u535a\u5ba2\u548c\u601d\u8003\u8d8b\u52bf\u7b49\u7b49\u3002<\/p>\n\n<p>\u6240\u4ee5\u66f4\u591a\u7684\u662f\uff0c\u6211\u662f\u5426\u53ef\u4ee5\u83b7\u5f97\u8db3\u591f\u7684\u8d39\u7528\u7ed3\u6784\uff0c\u4ee5\u5f25\u8865\u6211\u6bcf\u5e74\u82b1\u8d39\u4e00\u767e\u4e07\u7f8e\u5143\u7684\u81ea\u638f\u8170\u5305\u6765\u652f\u4ed8\u8fd9\u4e9b\u8d39\u7528\uff0c\u4e5f\u8bb8\u53ef\u4ee5\u6536\u652f\u5e73\u8861\uff0c\u4f46\u5b9e\u9645\u4e0a\u662f\u4e3a\u4e86\u8058\u8bf7\u56e2\u961f\u6765\u505a\u6211\u4e0d\u559c\u6b22\u505a\u7684\u4e8b\u60c5\u3002\u8fd9\u771f\u7684\u662f\u6211\u7684\u52a8\u673a\uff0c\u800c\u4e14\u6548\u679c\u975e\u5e38\u597d\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002 \u662f\u554a \u800c\u4e14\uff0c\u6211\u8ba4\u4e3a\u5c31\u50cf\u6bdb\u6cfd\u4e1c\u8bf4\u7684\u90a3\u6837\uff0c\u901a\u8fc7\u4e8b\u5b9e\u5bfb\u6c42\u771f\u7406\uff0c\u8fd9\u662f\u4e00\u53e5\u975e\u5e38\u660e\u663e\u7684\u8bdd\uff0c\u4f46\u662f\u62e5\u6709\u4e3b\u8981\u6570\u636e\u662f\u6709\u610f\u4e49\u7684\uff0c\u800c\u4e14\u4f60\u4ece 1998 \u5e74\u5c31\u5f00\u59cb\u6295\u8d44\u4e86\u3002\u6240\u4ee5\u5c31\u50cf\u4e92\u8054\u7f51\u7684\u9f0e\u76db\u65f6\u671f\uff0c\u7ecf\u5386\u4e86\u6240\u6709\u8fd9\u4e9b\u4e0d\u540c\u7684\u5468\u671f\u3002 <\/p>\n\n<p>\u4f60\u5b8c\u6210\u4e86\u591a\u5c11\u9879\u6295\u8d44\uff0c\u5305\u62ec\u521d\u59cb\u6295\u8d44\u548c\u540e\u7eed\u6295\u8d44\uff0c\u4ee5\u53ca\u4f60\u73b0\u5728\u7684\u5e74\u6295\u8d44\u901f\u5ea6\u662f\u591a\u5c11\uff1f<\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u662f\u7684\u3002 \u6240\u4ee5\u6211\u4eec\u7684\u540e\u7eed\u6295\u8d44\u7b56\u7565\u975e\u5e38\u72ec\u7279\u3002\u4f5c\u4e3a\u4e00\u4e2a\u5c0f\u578b\u5929\u4f7f\u6295\u8d44\u4eba\u7684\u597d\u5904\u662f\uff0c\u4f60\u5728\u4e00\u7b14\u4ea4\u6613\u4e2d\u53ea\u5199\u4e00\u5f20 30 \u4e07\u7f8e\u5143\u7684\u652f\u7968\uff0c\u6240\u4ee5\u4f60\u4e0d\u4f1a\u62e5\u6709\u90a3\u4e48\u591a\u80a1\u4efd\uff0c\u6240\u4ee5\u4f60\u6ca1\u6709\u4e49\u52a1\u8fdb\u884c\u540e\u7eed\u6295\u8d44\uff0c\u5bf9\u5427\uff1f <\/p>\n\n<p>\u6211\u8ba4\u4e3a\uff0c\u5982\u679c\u4f60\u4eec\u505a\u4e86\u79cd\u5b50\u8f6e\u6216 A \u8f6e\uff0c\u5e76\u4e14\u62e5\u6709\u516c\u53f8 25% \u7684\u80a1\u4efd\uff0c\u90a3\u4e48\u5982\u679c\u4f60\u4eec\u4e0d\u505a\u4f60\u4eec\u7684\u6309\u6bd4\u4f8b\u5206\u914d\uff0c\u516c\u53f8\u5c31\u4f1a\u5012\u95ed\uff0c\u56e0\u4e3a\u8fd9\u610f\u5473\u7740\u4f60\u4eec\u4e0d\u76f8\u4fe1\u5b83\u3002\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\u3002\u4f60\u4eec\u6b63\u5728\u627f\u8bfa\u6216\u51c6\u5907\u5bf9\u63a5\u4e0b\u6765\u7684\u4e00\u8f6e\u6216\u4e24\u8f6e\u8fdb\u884c\u540e\u7eed\u6295\u8d44\u3002   <\/p>\n\n<p>\u4ece\u7406\u8bba\u7684\u89d2\u5ea6\u6765\u770b\uff0c\u8fd9\u5e76\u4e0d\u662f\u4f60\u4eec\u5e94\u8be5\u8fdb\u884c\u540e\u7eed\u5206\u6790\u7684\u65b9\u5f0f\u3002\u6211\u4eec\u8fdb\u884c\u540e\u7eed\u6295\u8d44\u7684\u65b9\u5f0f\u662f\uff0c\u4e86\u89e3\u6211\u4eec\u73b0\u5728\u5bf9\u516c\u53f8\u3001\u56e2\u961f\u3001\u5438\u5f15\u529b\u3001\u672c\u8f6e\u4f30\u503c\u7684\u4e86\u89e3\u3002\u5982\u679c\u6211\u4eec\u4e0d\u662f\u73b0\u6709\u6295\u8d44\u8005\uff0c\u6211\u4eec\u4f1a\u6295\u8d44\u5417\uff1f\u800c\u4e14\u8fd9\u4e9b\u516c\u53f8\u505a\u5f97\u4e0d\u597d\u3002   <\/p>\n\n<p>\u6211\u4eec\u4e0d\u6295\u8d44\u3002\u8fd9\u4e9b\u516c\u53f8\u505a\u5f97\u975e\u5e38\u68d2\uff0c\u4f46\u4ef7\u683c\u592a\u75af\u72c2\u4e86\u3002\u6211\u4eec\u4e5f\u4e0d\u6295\u8d44\uff0c\u6240\u4ee5\u6211\u4eec\u4e0d\u4f1a\u5728\u6240\u6709\u5176\u4ed6\u8d62\u5bb6\u8eab\u4e0a\u52a0\u500d\u4e0b\u6ce8\u3002\u6211\u4eec\u53ea\u5728\u4e24\u79cd\u60c5\u51b5\u4e0b\u52a0\u500d\u4e0b\u6ce8\u3002\u79ef\u6781\u7684\u4e00\u79cd\u662f\u516c\u53f8\u505a\u5f97\u5f88\u597d\uff0c\u4f30\u503c\u5408\u7406\u3002\u6211\u4eec\u6295\u5165\u66f4\u591a\u7684\u8d44\u91d1\uff0c\u8fd9\u5c31\u662f\u6211\u4eec\u3002     <\/p>\n\n<p>\u6216\u8005\u516c\u53f8\u505a\u5f97\u4e0d\u597d\uff0c\u4f46\u662f\u6709\u4e00\u4e2a\u4ed8\u8d39\u6e38\u620f\uff0c\u6211\u4eec\u89c9\u5f97\u98ce\u9669\u56de\u62a5\u662f\u503c\u5f97\u7684\uff0c\u4ee5\u907f\u514d\u666e\u901a\u80a1\u7684\u5927\u89c4\u6a21\u8f6c\u6362\u3001\u5f3a\u5236\u503a\u52a1\u6216\u5176\u4ed6\u4efb\u4f55\u4e1c\u897f\u3002\u6240\u4ee5\u5076\u5c14\u6211\u4eec\u4f1a\u8fd9\u6837\u505a\uff0c\u5e73\u5747\u800c\u8a00\uff0c\u6211\u4eec\u5bf9 25% \u7684\u4ea4\u6613\u8fdb\u884c\u540e\u7eed\u6295\u8d44\uff0c\u6211\u8ba4\u4e3a\u8fd9\u4e2a\u6bd4\u4f8b\u6bd4\u5927\u591a\u6570\u98ce\u9669\u6295\u8d44\u516c\u53f8\u90fd\u8981\u5c0f\u5f97\u591a\uff0c\u5b9e\u9645\u4e0a\u6211\u8ba4\u4e3a\u8fd9\u6709\u52a9\u4e8e\u63d0\u9ad8\u56de\u62a5\u3002 <\/p>\n\n<p>\u6211\u4eec\u7684\u7ed3\u6784\u65b9\u5f0f\u662f\u6211\u4eec\u5b9e\u9645\u4e0a\u4e0d\u4e3a\u540e\u7eed\u6295\u8d44\u4fdd\u7559\u8d44\u91d1\uff0c\u6211\u4eec\u53ea\u662f\u4e3a\u5f53\u524d\u8fd0\u8425\u7684\u4efb\u4f55\u57fa\u91d1\u8fd9\u6837\u505a\u3002\u56e0\u4e3a\u6211\u4eec\u5e76\u4e0d\u603b\u662f\u8fdb\u884c\u540e\u7eed\u6295\u8d44\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u597d\u7684\u3002 \u597d\u7684 \u6240\u4ee5\u5728\u540e\u7eed\u6295\u8d44\u4e2d\u8de8\u57fa\u91d1\u6295\u8d44\u6ca1\u6709\u95ee\u9898\uff0c\u6211\u540c\u610f\u8fd9\u4e00\u70b9\uff0c\u56e0\u4e3a\u6211\u81ea\u5df1\u4e5f\u7ecf\u5386\u8fc7\u3002<\/p>\n\n<p>\u90a3\u4e48\u8fd9\u4e9b\u5929\u4f60\u6bcf\u5e74\u8fdb\u884c\u591a\u5c11\u9879\u6295\u8d44\uff1f\u6211\u77e5\u9053\u8fd9\u4f1a\u6709\u6240\u4e0d\u540c\u3002 <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u8fd9\u4e9b\u5929\uff0c\u662f\u7684\uff0c\u5b9e\u9645\u4e0a\u5728\u8fc7\u53bb\u4e94\u5e74\u91cc\u4e00\u76f4\u975e\u5e38\u7a33\u5b9a\u3002\u57fa\u672c\u4e0a\u6bcf\u5e74\u6709 150 \u7b14\u65b0\u4ea4\u6613\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6bcf\u5e74 150 \u7b14\u65b0\u4ea4\u6613\u3002<\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u662f\u7684\u3002 \u6bcf\u5468\u4e09\u7b14\u4ea4\u6613\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u597d\u7684\u3002 \u597d\u7684 \u597d\u7684 \u4f60\u4eec\uff0c\u4f60\u8bf4\u5728\u51b3\u5b9a\u8fdb\u884c\u8fd9\u6b21\u5927\u7ea6\u4e00\u4e2a\u5c0f\u65f6\u7684\u901a\u8bdd\u65f6\uff0c\u6709\u56db\u4e2a\u4e3b\u8981\u7684\u51b3\u7b56\u6807\u51c6\uff0c\u8fd9\u53ef\u80fd\u662f\u4e0e FJ Labs \u7684\u540e\u7eed\u901a\u8bdd\uff0c\u5bf9\u5417\uff1f<\/p>\n\n<p>\u81ea 90 \u5e74\u4ee3\u672b\u4ee5\u6765\uff0c\u5b83\u5e76\u6ca1\u6709\u771f\u6b63\u6539\u53d8\u3002\u8fd9\u56db\u4e2a\u6807\u51c6\u662f\u4ec0\u4e48\uff0c\u6216\u8005\u4ecd\u7136\u662f\u8fd9\u56db\u4e2a\u6807\u51c6\u5417\uff1f <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u4ecd\u7136\u662f\u8fd9\u56db\u4e2a\u3002\u7b2c\u4e00\uff0c\u6211\u559c\u6b22\u521b\u59cb\u4eba\u5417\uff1f\u73b0\u5728\u6211\u4eec\u559c\u6b22\u521b\u59cb\u56e2\u961f\u5417\uff1f\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u6211\u4eec\u5728\u57fa\u91d1\u4e2d\u6709\u4e94\u4f4d\u666e\u901a\u5408\u4f19\u4eba\u548c 10 \u4f4d\u6295\u8d44\u8005\u3002\u6211\u4eec\u559c\u6b22\u521b\u59cb\u4eba\u5417\uff1f    <\/p>\n\n<p>\u4e0d\u80fd\u662f\uff0c\u5c31\u50cf\u53ef\u601c\u7684\uff0c\u54e6\uff0c\u6211\u77e5\u9053\u4e00\u4e2a\u597d\u7684\u521b\u59cb\u4eba\u662f\u4ec0\u4e48\u6837\u5b50\u7684\uff0c\u5f53\u6211\u770b\u5230\u5b83\u7684\u65f6\u5019\u3002\u6240\u4ee5\u6211\u4eec\u5df2\u7ecf\u4e3a\u6211\u4eec\u81ea\u5df1\u5b9a\u4e49\u4e86\u5b83\uff0c\u4f5c\u4e3a\u4e00\u4e2a\u975e\u5e38\u96c4\u8fa9\u548c\u6709\u8fdc\u89c1\u7684\u9500\u552e\u4eba\u5458\uff0c\u4f46\u4e5f\u77e5\u9053\u5982\u4f55\u6267\u884c\u7684\u4eba\u3002\u6240\u4ee5\u5f53\u6211\u4eec\u66f4\u591a\u5730\u5904\u4e8e\u90a3\u4e9b\u77e5\u9053\u5982\u4f55\u6267\u884c\u7684\u4eba\u548c\u6709\u8fdc\u89c1\u7684\u9500\u552e\u4eba\u5458\u7684\u4ea4\u96c6\u65f6\uff0c\u6211\u4eec\u4f1a\u5728\u4e24\u6b21\u4e00\u4e2a\u5c0f\u65f6\u7684\u901a\u8bdd\u4e2d\u68b3\u7406\u51fa\u6765\uff0c\u5c31\u50cf\u4f60\u8bf4\u7684\uff0c\u7b2c\u4e00\u6b21\u901a\u8bdd\uff0c\u7b2c\u4e8c\u6b21\u901a\u8bdd\u662f\u4e0e\u4e00\u4f4d\u5408\u4f19\u4eba\u8fdb\u884c\u7684\u3002  <\/p>\n\n<p>\u5728\u7b2c\u4e8c\u6b21\u901a\u8bdd\u4e2d\uff0c\u6211\u4eec\u68c0\u67e5\u6211\u4eec\u662f\u5426\u559c\u6b22\u8fd9\u9879\u4e1a\u52a1\uff1f\u4ed6\u4eec\u80fd\u591a\u597d\u5730\u9610\u660e\u603b\u6f5c\u5728\u5e02\u573a\uff0c\u4ee5\u53ca\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\uff1f\u6211\u4eec\u4e3b\u8981\u662f CA \u6295\u8d44\u8005\uff0c\u4f46\u5373\u4f7f\u662f\u79cd\u5b50\u524d\u548c\u53d1\u5e03\u524d\uff0c\u6211\u4eec\u4e5f\u5e0c\u671b\u521b\u59cb\u4eba\u8003\u8651\u6e05\u695a\uff0c\u597d\u7684 &#8211; \u4ed6\u4eec\u4f30\u8ba1\u7684\u5ba2\u6237\u83b7\u53d6\u6210\u672c\u662f\u591a\u5c11\uff1f\u8be5\u884c\u4e1a\u7684\u5e73\u5747\u8ba2\u5355\u4ef7\u503c\u662f\u591a\u5c11\uff1f\u4ed6\u4eec\u6240\u4ece\u4e8b\u7684\u4e1a\u52a1\u7684\u5229\u6da6\u7ed3\u6784\u662f\u4ec0\u4e48\uff1f    <\/p>\n\n<p>\u6240\u4ee5\u6211\u4eec\u60f3\u6bd4\u8f83 CA C \u548c LTV\uff0c\u5e76\u786e\u4fdd\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\u6709\u610f\u4e49\u3002\u6240\u4ee5\u6211\u4eec\u975e\u5e38\u6ce8\u91cd\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6240\u4ee5\u7ed9\u4efb\u4f55\u4e0e FJ Labs \u901a\u8bdd\u7684\u4eba\u7684\u91cd\u8981\u5efa\u8bae\u3002\u4e86\u89e3\u4f60\u7684\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\uff0c\u4e86\u89e3\u4f60\u7684\u5229\u6da6\u7387\uff0c\u5373\u4f7f\u4f60\u8fd8\u6ca1\u6709\u63a8\u51fa\uff0c\u5e76\u4e14\u4f60\u53ea\u662f\u5f97\u5230\u4e86\u4e00\u4e9b\u6709\u76ca\u7684\u4e1c\u897f\uff0c\u4e0d\u8981\u5728\u4f60\u7684\u7b2c\u4e00\u6b21\u901a\u8bdd\u4e2d\u6b7b\u5728\u4f60\u7684\u5251\u4e0b\uff0c\u5e76\u4e14\u6c38\u8fdc\u4e0d\u8981\u89c1\u5230 Fabrice\u3002 <\/p>\n\n<p>\u597d\u7684\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u5f53\u7136\u3002\u6bd4\u5176\u4ed6\u4eba\u66f4\u91cd\u8981\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6bcf\u4e2a\u98ce\u9669\u6295\u8d44\u4eba\u90fd\u8bf4\u7ba1\u7406\u3002\u4e00\u5207\u90fd\u4e0e\u56e2\u961f\u6709\u5173\u3002\u4f46\u542c\u8d77\u6765\u4f60\u5df2\u7ecf\u7f16\u7e82\u4e86\u4e00\u4e9b\u65b9\u6cd5\uff0c\u597d\u7684\u3002\u7406\u89e3\u4ed6\u4eec\u3002\u6709\u65f6\u4f60\u6709\u4e00\u4e2a\u6709\u70b9\u4e0d\u540c\u7684\u9996\u5e2d\u6267\u884c\u5b98\uff0c\u5c31\u50cf\u53f2\u8482\u592b\u00b7\u4e54\u5e03\u65af\u5728\u6dcb\u6d74\u65f6\uff0c\u4e0d\u7a7f\u978b\uff0c\u6709\u70b9\u68d8\u624b\u3002    <\/p>\n\n<p>\u4ed6\u53ef\u80fd\u6ca1\u6709\u50cf\u4eca\u5929\u6bcf\u4e2a\u4eba\u90fd\u77e5\u9053\u7684\u90a3\u4e2a\u5149\u9c9c\u4eae\u4e3d\u7684\u4e54\u5e03\u65af\u90a3\u6837\u96c4\u8fa9\uff1f\u4f60\u53ef\u80fd\u9519\u8fc7\u4e86\u90a3\u4e00\u4e2a\u3002\u6216\u8005\u4f60\u8ba4\u4e3a\u4f60\u6709\u9b45\u529b\u6765\u62db\u52df\u56e2\u961f\uff0c\u7b79\u96c6\u8d44\u91d1\u7b49\u7b49\u5417\uff1f  <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u4ed6\u4eec\u7684\u7a7f\u7740\u65b9\u5f0f\uff0c\u65e0\u8bba\u662f\u4ec0\u4e48\uff0c\u90fd\u6ca1\u6709\u90a3\u4e48\u91cd\u8981\u3002\u4e5f\u5c31\u662f\u8bf4\uff0c\u6211\u4eec\u786e\u5b9e\u6709\u4e00\u4e2a\u4e0d\u5bb9\u6df7\u86cb\u7684\u653f\u7b56\u3002 <\/p>\n\n<p>\u6240\u4ee5\u5982\u679c\u6709\u4eba\u8868\u73b0\u51fa\u5c45\u9ad8\u4e34\u4e0b\u3001\u50b2\u6162\u81ea\u5927\uff0c\u4e0d\u5584\u5f85\u4ed6\u4eba\uff0c\u6211\u4eec\u5c31\u4e0d\u4f1a\u6295\u8d44\u3002 \u662f\u554a \u50cf\u53f2\u8482\u592b\u00b7\u4e54\u5e03\u65af\u6216\u7279\u62c9\u7ef4\u65af\u8fd9\u6837\u7684\u4eba\u53ef\u80fd\u4e0d\u662f\u6211\u4eec\u60f3\u8981\u652f\u6301\u7684\u4eba\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u597d\u7684\u3002 \u597d\u7684 \u597d\u7684 \u5176\u4ed6\u7684\u6807\u51c6\u662f\u4ec0\u4e48\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6240\u4ee5\u7b2c\u4e09\u4e2a\u662f\u4ea4\u6613\u6761\u6b3e\u3002\u73b0\u5728\uff0c\u79d1\u6280\u9886\u57df\u6ca1\u6709\u4ec0\u4e48\u4fbf\u5b9c\u7684\u4e1c\u897f\uff0c\u4f46\u8003\u8651\u5230\u5438\u5f15\u529b\u3001\u56e2\u961f\u548c\u673a\u4f1a\uff0c\u5b83\u662f\u5426\u516c\u5e73\uff1f <\/p>\n\n<p>\u6211\u4eec\u5bf9\u4ef7\u683c\u5f88\u654f\u611f\u3002\u6211\u4eec\u5bf9\u4ef7\u683c\u654f\u611f\u7684\u539f\u56e0\u662f\uff0c\u5982\u679c\u4f60\u4ee5 5 \u500d\u9884\u4f30\u6216 10 \u500d\u9884\u4f30\u8fdb\u5165\uff0c\u800c\u516c\u53f8\u4ee5 50 \u500d\u7684\u4ef7\u683c\u51fa\u552e\uff0c\u4f60\u5b9e\u9645\u4e0a\u53ef\u4ee5\u6536\u56de\u4f60\u7684\u94b1\u3002\u4f46\u662f\uff0c\u5982\u679c\u4f60\u4ee5 150 \u500d\u9884\u4f30\u7684\u4ef7\u683c\u8fdb\u5165\u4e00\u4e2a\u8fc7\u5ea6\u7092\u4f5c\u7684\u4eba\u5de5\u667a\u80fd\u4ea4\u6613\uff0c\u90a3\u4e48\u5f88\u53ef\u80fd\u4f60\u65e0\u6cd5\u6536\u56de\u4f60\u7684\u94b1\uff0c\u5982\u679c\u8fd9\u662f\u4e00\u4e2a\u6536\u8d2d\u6216\u4efb\u4f55\u4e1c\u897f\u3002  <\/p>\n\n<p>\u6240\u4ee5\u6211\u4eec\u77e5\u9053\u4e2d\u4f4d\u6570\u3002\u4f30\u503c\u3002\u6211\u4eec\u67e5\u770b\u6bcf\u4e2a\u9636\u6bb5\u7684\u4e2d\u4f4d\u6570\uff0c\u5e76\u5c3d\u91cf\u63a5\u8fd1\u4e2d\u4f4d\u6570\u3002\u7136\u540e\u7b2c\u56db\u4e2a\u662f\uff0c\u5b83\u662f\u5426\u7b26\u5408\u6211\u4eec\u5bf9\u4e16\u754c\u53d1\u5c55\u65b9\u5411\u7684\u8bba\u70b9\u3002\u6211\u4eec\u5bf9 B2B \u4f9b\u5e94\u94fe\u6570\u5b57\u5316\u3001\u79fb\u52a8\u51fa\u884c\u7684\u672a\u6765\u3001\u623f\u5730\u4ea7\u7684\u672a\u6765\u3001\u6bcf\u4e2a\u4e3b\u8981\u5782\u76f4\u9886\u57df\u7684\u672a\u6765\u90fd\u6709\u975e\u5e38\u660e\u786e\u7684\u8bba\u70b9\u3002    <\/p>\n\n<p>\u6240\u4ee5\u6211\u4eec\u60f3\u8981\u4e00\u4e9b\u5bf9\u4e16\u754c\u6709\u7528\u7684\u4e1c\u897f\uff0c\u5e76\u4e14\u4e0e\u6211\u4eec\u5bf9\u4e16\u754c\u53d1\u5c55\u65b9\u5411\u7684\u613f\u666f\u76f8\u4e00\u81f4\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\uff0c\u6211\u8fc7\u53bb\u8ba4\u4e3a\uff0c\u54e6\uff0c\u8fd9\u5bf9\u6211\u4eec\u6765\u8bf4\u662f\u8bba\u70b9\uff0c\u6240\u4ee5\u6211\uff0c\u6211\u53ea\u60f3\u5728\u76ee\u524d\u6295\u8d44\u4e8e\u6b64\u3002\u7136\u540e\uff0c\u6211\u8ba4\u4e3a\u8fd9\u662f\u4e00\u79cd\u8fdb\u653b\u3002\u73b0\u5728\u6211\u53d8\u5f97\u66f4\u52a0\u9632\u5fa1\uff0c\u8bf4\uff0c\u5929\u54ea\uff0c\u5373\u4f7f\u662f\u6211\u7684\u4f20\u7edf\u6295\u8d44\u7ec4\u5408\uff0c\u6211\u4eec\u4e5f\u6709\u8d85\u8fc7 70 \u5bb6\u516c\u53f8\uff0c\u6211\u4eec\u6b63\u5728\u5c06\u5b83\u4eec\u4ecb\u7ecd\u7ed9\u5176\u4ed6\u98ce\u9669\u6295\u8d44\u516c\u53f8\u3002  <\/p>\n\n<p>\u4ed6\u4eec\u8bf4\uff0c\u8fd9\u4e0e\u6211\u4eec\u76ee\u524d\u5bf9\u672a\u6765\u7684\u613f\u666f\u4e0d\u592a\u4e00\u81f4\u3002\u6240\u4ee5\u5b83\u51e0\u4e4e\u53d8\u6210\u4e86\uff0c\u4ece\u8fdb\u653b\u53d8\u6210\u4e86\u9632\u5fa1\uff0c\u62c5\u5fc3\u6295\u8d44\u4e8e\u4e00\u5bb6\u6211\u4eec\u5982\u6b64\u9006\u52bf\u7684\u516c\u53f8\u3002\u6211\u4eec\u5c06\u4e0d\u5f97\u4e0d\u72ec\u81ea\u8d44\u52a9\u8fd9\u4ef6\u4e8b\uff0c\u8fd9\u53ef\u80fd\u4e0d\u662f\u6211\u4eec\u57fa\u91d1\u7684\u6784\u5efa\u65b9\u5f0f\u3002  <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6211\u4eec\uff0c\u4f60\u770b\uff0c\u6211\u4eec\u5b8c\u5168\u6709\u8fd9\u4e2a\u95ee\u9898\uff0c\u5bf9\u5427\uff1f\u6211\u4eec\u662f\u9006\u52bf\u7684\uff0c\u8fd9\u610f\u5473\u7740\u73b0\u5728\u6211\u4eec\u4e0d\u6295\u8d44\u4eba\u5de5\u667a\u80fd LLM \u516c\u53f8\uff0c\u56e0\u4e3a\u6211\u4eec\u89c9\u5f97\u5229\u6da6\u7387\u901a\u5e38\u662f\u8d1f\u7684\u3002\u662f\u7684\uff0c\u6536\u5165\u5f88\u9ad8\uff0c\u5982\u679c\u6211\u7ed9\u4f60\u4e00\u7f8e\u5143\uff0c\u6211\u7ed9\u4f60\u4e24\u7f8e\u5143\uff0c\u4ece\u96f6\u5230\u4e00\u4ebf\u7f8e\u5143\u7684\u6536\u5165\u5f88\u5bb9\u6613\u3002  <\/p>\n\n<p>\u6240\u4ee5\u6709\u5f88\u591a\u8fd9\u6837\u7684\u516c\u53f8\u62e5\u6709\u4ee4\u4eba\u60ca\u53f9\u7684\u56e2\u961f\uff0c\u9ebb\u7701\u7406\u5de5\u5b66\u9662\u7684\u56e2\u961f\uff0c\u65af\u5766\u798f\u5927\u5b66\u7684\u56e2\u961f\uff0c\u54c8\u4f5b\u5927\u5b66\u7684\u56e2\u961f\u7b49\u7b49\uff0c\u4ed6\u4eec\u7b79\u96c6\u4e86\u5927\u91cf\u8d44\u91d1\u548c\u9ad8\u4f30\u503c\u3002\u6ca1\u6709\u771f\u6b63\u7684\u5dee\u5f02\u5316\u3002\u6211\u62c5\u5fc3\u6709\u4e00\u5929\u4f1a\u8fdb\u884c\u6e05\u7b97\uff0c\u6240\u4ee5\u6211\u4eec\u6ca1\u6709\u505a\u4efb\u4f55\u8fd9\u4e9b\u4e8b\u60c5\u3002  <\/p>\n\n<p>\u76f8\u53cd\uff0c\u6211\u4eec\u4e00\u76f4\u5728\u6295\u8d44\u7684\u662f\u5e02\u573a\uff0c\u7279\u522b\u662f B2B\uff0c\u5b83\u4eec\u6b63\u5728\u5e94\u7528\u3002\u4eba\u5de5\u667a\u80fd\uff0c\u4e3a\u4e86\u63d0\u9ad8\u6548\u7387\u3002\u4f46\u8fd9\u662f\u9006\u52bf\u7684\uff0c\u56e0\u4e3a\u6211\u4eec\u6ca1\u6709\u6295\u8d44\uff0c\u6211\u4eec\u6295\u8d44\u7684\u662f\u5e94\u7528\u4eba\u5de5\u667a\u80fd\uff0c\u800c\u4e0d\u662f\u4eba\u5de5\u667a\u80fd\u672c\u8eab\u3002\u6211\u8ba4\u4e3a\u8fd9\u662f\u6295\u8d44\u4eba\u5de5\u667a\u80fd\u7684\u660e\u667a\u65b9\u5f0f\uff0c\u4f46\u662f\uff0c\u56e0\u4e3a\u5b83\u662f\u9006\u52bf\u7684\uff0c\u6240\u4ee5\u8ba9\u8fd9\u4e9b\u516c\u53f8\u83b7\u5f97\u8d44\u91d1\u5b9e\u9645\u4e0a\u975e\u5e38\u56f0\u96be\u3002   <\/p>\n\n<p>\u6240\u4ee5\u6211\u4eec\u9700\u8981\u975e\u5e38\u4ed4\u7ec6\u5730\u8003\u8651\uff0c\u597d\u7684\uff0c\u4ed6\u4eec\u662f\u5426\u6709\u8db3\u591f\u7684\u8d44\u91d1\u6765\u8fbe\u5230\u4e00\u5b9a\u7684\u5438\u5f15\u529b\u6c34\u5e73\uff0c\u8fd9\u5c06\u8db3\u591f\u5f15\u4eba\u6ce8\u76ee\uff0c\u65e0\u8bba\u5982\u4f55\uff0c\u4ed6\u4eec\u90fd\u4f1a\u83b7\u5f97\u4e0b\u4e00\u8f6e\u8d44\u91d1\u3002\u6240\u4ee5\u53ef\u60b2\u7684\u662f\uff0c\u7531\u4e8e\u6211\u4eec\u662f\u9006\u52bf\u7684\uff0c\u6211\u4eec\u4e0d\u5f97\u4e0d\u63d0\u9ad8\u4ed6\u4eec\u7684\u95e8\u69db\uff0c\u5e76\u4e14\u66f4\u52a0\u5c0f\u5fc3\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002\u4f60\u5b66\u5230\u4e86\u4ec0\u4e48\uff0c\u6216\u8005\u4f60\u5236\u5b9a\u4e86\u4ec0\u4e48\u6837\u7684\u653f\u7b56\u6765\u5e94\u5bf9\u8dd1\u9053\uff0c\u751a\u81f3\uff0c\u4f60\u662f\u5982\u4f55\u770b\u5f85\u5b83\u7684\uff1f\u6211\u4eec\u7ecf\u5e38\u8bf4\uff0c\u597d\u5427\u3002\u4f60\u9884\u6d4b\u7684\u66f2\u68cd\u7403\u68d2\u6536\u5165\u589e\u957f\u662f\u4e0d\u786e\u5b9a\u7684\uff0c\u800c\u4e14\u4f60\u4e0d\u592a\u53ef\u80fd\u6bd4 Groupon \u6216\u4f60\u8fc7\u53bb\u7684\u94c3\u58f0\u516c\u53f8\u589e\u957f\u5f97\u66f4\u5feb\u3002   <\/p>\n\n<p>\u4f46\u53ef\u4ee5\u80af\u5b9a\u7684\u662f\u4f60\u7684\u8fd0\u8425\u8ba1\u5212\uff0c\u4f60\u770b\u8d77\u6765\u4f1a\u82b1\u591a\u5c11\u94b1\uff0c\u5982\u679c\u4f60\u7ed9\u5b83\u4e00\u5b9a\u7684\u8dd1\u9053\uff0c\u4f60\u5c31\u6709\u65f6\u95f4\u505a\u51fa\u4e00\u4e9b\u6539\u53d8\uff0c\u526a\u65ad\u4e00\u4e9b\u7535\u7ebf\uff0c\u5e76\u62fc\u63a5\u4e00\u4e9b\u7535\u7ebf\u3002\u6539\u53d8\u4f60\u7684\u652f\u51fa\u6216\u4f60\u7684\u7b56\u7565\uff0c\u6211\u5c06\u7b7e\u7f72\u4e00\u4efd 12 \u4e2a\u6708\u7684\u9884\u4ed8\u8bb8\u53ef\u534f\u8bae\u6216\u7c7b\u4f3c\u7684\u4e1c\u897f\uff0c\u4ee5\u901a\u8fc7\u5ba2\u6237\u4e3a\u516c\u53f8\u63d0\u4f9b\u8d44\u91d1\u3002 <\/p>\n\n<p>\u4f60\u5bf9\u4f60\u5728\u5404\u4e2a\u9636\u6bb5\u6295\u8d44\u7684\u8dd1\u9053\u6709\u4ec0\u4e48\u770b\u6cd5\uff1f <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u7531\u4e8e\u6211\u4eec\u7684\u6295\u8d44\u5177\u6709\u9006\u52bf\u6027\u8d28\uff0c\u6211\u4eec\u4e0e\u4e00\u822c\u7684\u98ce\u9669\u6295\u8d44\u8bba\u70b9\u4e0d\u4e00\u81f4\uff0c\u73b0\u5728\u4e00\u76f4\u90fd\u662f\u4eba\u5de5\u667a\u80fd\u3002\u6211\u4eec\u57fa\u672c\u4e0a\u9700\u8981\u4e24\u5e74\u65f6\u95f4\uff0c\u56e0\u4e3a\u8fd9\u7ed9\u4f60\u8db3\u591f\u7684\u65f6\u95f4\u6765\u8c03\u6574\uff0c\u5982\u679c\u4f60\u9700\u8981\u8c03\u6574\u5b83\u6765\u589e\u957f\u3002 <\/p>\n\n<p>\u4f60\u9700\u8981\u4ece C \u8f6e\u5230 A \u8f6e\uff0c\u4ece A \u8f6e\u5230 B \u8f6e\u7b49\u7b49\uff0c\u589e\u957f\u4e09\u5230\u56db\u500d\u3002\u662f\u7684\uff0c\u4e24\u5e74\u5de6\u53f3\u7684\u65f6\u95f4\u662f\u5408\u9002\u7684\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6240\u4ee5 24 \u4e2a\u6708\uff0c\u4e24\u5e74\u7684\u8dd1\u9053\u8ba9\u521d\u521b\u516c\u53f8\u6709\u66f4\u591a\u7684\u65f6\u95f4\u6765\u5b9e\u73b0\u4e00\u4e9b\u91cc\u7a0b\u7891\uff0c\u4ee5\u6253\u5f00\u4e0b\u4e00\u4e2a\u5b88\u95e8\u4eba\u7684\u5927\u95e8\uff0c\u4ece\u800c\u5728\u7406\u8bba\u4e0a\u4ee5\u66f4\u9ad8\u7684\u4f30\u503c\u7b79\u96c6\u8d44\u91d1\u3002<\/p>\n\n<p>\u53e6\u4e00\u65b9\u9762\uff0c\u6839\u636e\u6211\u7684\u7ecf\u9a8c\uff0c\u521b\u59cb\u4eba\u4f3c\u4e4e\u975e\u5e38\u63a5\u8fd1\u98ce\u53e3\u6d6a\u5c16\uff0c\u800c\u4e14\u4ed6\u4eec\u5f80\u5f80\u5728\u4ece\u6bcd\u4eb2\u90a3\u91cc\u51fa\u6765\u65f6\u5c31\u5c16\u53eb\u7740\u5173\u4e8e\u7a00\u91ca\u3002\u4ed6\u4eec\u5b81\u613f\u5c06\u6574\u4e2a\u57ce\u5821\u7f6e\u4e8e\u98ce\u9669\u4e4b\u4e2d\uff0c\u53ea\u662f\u4e3a\u4e86\u83b7\u5f97\u4e00\u70b9\u70b9\u51cf\u5c11\u7a00\u91ca\u7684\u5934\u53d1\uff0c\u8fd9\u6ca1\u6709\u4efb\u4f55\u6539\u53d8\u3002 <\/p>\n\n<p>\u6240\u4ee5\u6211\u8ba4\u4e3a\u5728\u6211\u7684\u804c\u4e1a\u751f\u6daf\u4e2d\u4f3c\u4e4e\u5b58\u5728\u4e00\u79cd\u5e73\u8861\uff0c\u7279\u522b\u662f\u5f53\u4e0e\u5e74\u8f7b\u7684\u4f01\u4e1a\u5bb6\u4ea4\u8c08\u65f6\uff0c\u6216\u8005\u4e5f\u8bb8\u4ed6\u4eec\u5728\u5e74\u9f84\u4e0a\u5e76\u4e0d\u90a3\u4e48\u5e74\u8f7b\uff0c\u4f46\u8fd9\u662f\u4ed6\u4eec\u7684\u7b2c\u4e00\u6b21\u521b\u4e1a\uff0c\u4ed6\u4eec\u6ca1\u6709\u5728\u90a3\u4ef6\u4e8b\u4e0a\u6295\u5165\u8db3\u591f\u7684\u8d44\u91d1\u3002<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u5f53\u7136\u3002\u4f46\u5728\u6211\u4eec\u7684\u6848\u4f8b\u4e2d\uff0c\u5982\u679c\u6839\u636e\u4f60\u7684\u8fd0\u8425\u8ba1\u5212\uff0c\u4f60\u7b79\u96c6\u7684\u8d44\u91d1\u5c11\u4e8e 18 \u4e2a\u6708\uff0c\u6211\u4eec\u5c31\u4e0d\u4f1a\u8fd9\u6837\u505a\u3002 <\/p>\n\n<p>\u6211\u4eec\u89c1\u8fc7\u592a\u591a\u4eba\u98de\u5f97\u79bb\u592a\u9633\u592a\u8fd1\u4e86\u3002\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u5982\u679c\u6211\u770b\u770b\u662f\u4ec0\u4e48\u6700\u80fd\u627c\u6740\u521d\u521b\u516c\u53f8\uff1f\u7b2c\u4e00\u662f\u4f60\u627e\u4e0d\u5230\u4ea7\u54c1\u5e02\u573a\u5951\u5408\u5ea6\uff0c\u597d\u5427\uff1f\u8fd9\u5f88\u6b63\u5e38\u3002\u7b2c\u4e8c\u5b9e\u9645\u4e0a\u662f\u4f60\u4ee5\u8fc7\u9ad8\u7684\u4ef7\u683c\u7b79\u96c6\u4e86\u592a\u591a\u7684\u94b1\u3002\u8bb8\u591a\u521b\u59cb\u4eba\u90fd\u5728\u8bd5\u56fe\u5c06\u4ef7\u683c\u5b9a\u5230\u5b8c\u7f8e\u3002     <\/p>\n\n<p>\u4f46\u95ee\u9898\u662f\uff0c\u5982\u679c\u4f60\u6ca1\u6709\u5728\u4f30\u503c\u4e2d\u589e\u957f\uff0c\u4f60\u5c31\u4f1a\u6b7b\uff0c\u56e0\u4e3a\u6ca1\u6709\u4eba\u60f3\u627f\u62c5\u53cd\u7a00\u91ca\u7b49\u7b49\u3002\u6216\u8005\u7b2c\u4e09\uff0c\u4f60\u6ca1\u6709\u7b79\u96c6\u5230\u8db3\u591f\u7684\u8d44\u91d1\uff0c\u800c\u4e14\u4f60\u6ca1\u6709\u5c3d\u53ef\u80fd\u5feb\u5730\u589e\u957f\uff0c\u7136\u540e\u4f60\u9700\u8981\u8fdb\u884c\u4e00\u8f6e\u5ef6\u671f\u3002\u53ea\u6709\u5185\u90e8\u4eba\u58eb\u624d\u80fd\u652f\u6301\u5b83\u3002  <\/p>\n\n<p>\u4f60\u65e0\u6cd5\u83b7\u5f97\u5916\u90e8\u8d44\u91d1\u3002\u800c\u4e14\u901a\u5e38\u4f1a\u5bfc\u81f4\uff0c\u5f88\u591a\u4eba\u4e0d\u60f3\u505a\u6865\u6881\uff0c\u800c\u4e14\u901a\u5e38\u516c\u53f8\u4e5f\u4f1a\u5012\u95ed\u3002\u6240\u4ee5\u4e8c\u548c\u4e09\uff0c\u5b9e\u9645\u4e0a\u4e0e\u7a00\u91ca\u654f\u611f\u6027\u6709\u5173\uff0c\u662f\u516c\u53f8\u5012\u95ed\u7684\u6700\u5927\u539f\u56e0\u4e4b\u4e00\u3002   <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002 \u662f\u554a \u6211\u603b\u662f\u8bf4\uff0c\u5f53\u4f60\u5728\u4e3a\u4e0b\u4e00\u8f6e\u5b9a\u4ef7\u65f6\uff0c\u6211\u4eec\u90fd\u5728\u8003\u8651\u5e94\u8be5\u7b79\u96c6\u591a\u5c11\u94b1\uff0c\u4f30\u503c\u591a\u5c11\uff0c\u6761\u6b3e\u5e94\u8be5\u662f\u4ec0\u4e48\uff0c\u4f60\u5e94\u8be5\u8003\u8651\uff0c\u4e0b\u4e00\u8f6e\u4f1a\u662f\u4ec0\u4e48\u6837\u5b50\uff1f<\/p>\n\n<p>\u6240\u4ee5\u8fd9\u4e2a\u5c71\u9876\u80fd\u5e26\u6211\u5230\u4e0b\u4e00\u4e2a\u5c71\u9876\u5417\uff1f \u6ca1\u9519\u3002 \u4e0d\u8981\u8ba4\u4e3a\u8fd9\u662f\u5f88\u68d2\u7684\uff0c\u7279\u522b\u662f\u5728\u524d\u6240\u672a\u6709\u7684 COVID \u65f6\u4ee3\uff0c\u8bf4\uff0c\u6211\u4eec\u6b63\u5728\u4ee5\u76c8\u5229\u4e3a\u76ee\u6807\u7684\u9053\u8def\u4e0a\u7b79\u96c6\u8d44\u91d1\uff0c\u6240\u4ee5\u6bcf\u4e2a\u4eba\u90fd\u51b7\u9759\u4e0b\u6765\uff0c\u56e0\u4e3a\u8fd9\u8ba9\u6211\u4eec\u5b9e\u73b0\u4e86\u76c8\u5229\u3002\u4f46\u662f\u5f53\u4f60\u5728\u6784\u5efa\u4ea7\u54c1\u5e76\u4e14\u4f60\u8bd5\u56fe\u6210\u4e3a\u4e16\u754c\u9886\u5bfc\u8005\u65f6\uff0c\u8fd9\u5e76\u4e0d\u603b\u662f\uff0c\u8fd9\u5e76\u4e0d\u603b\u662f\u4f1a\u53d1\u751f\u3002 <\/p>\n\n<p>\u6240\u4ee5\u66f4\u591a\u5173\u4e8e\u4f30\u503c\uff0c\u4ec0\u4e48\u662f\u516c\u5e73\u7684\uff0c\u4ec0\u4e48\u53d1\u751f\u4e86\u53d8\u5316\u3002\u6240\u4ee5\u5728\u8fc7\u53bb\u7684\u8bb8\u591a\u5e74\u91cc\uff0c\u66fe\u7ecf\u6709\u4e00\u6bb5\u65f6\u95f4\uff0c100 \u4e07\u7f8e\u5143\u662f\u4e00\u5bb6\u5c1a\u672a\u5f00\u59cb\u7684\u516c\u53f8\u4f30\u503c\u3002\u53ea\u662f\u8981\u7b79\u96c6\u5929\u4f7f\u8d44\u91d1\uff0c\u7136\u540e\u8fd9\u4f3c\u4e4e\u5df2\u7ecf\u53d8\u6210\u4e86\u4e09\u5230\u4e94\u3002\u60f3\u60f3\u65e9\u671f\u7684\uff0c\u7b2c\u4e00\u4e2a Dave McClure\uff0c500 \u5bb6\u521d\u521b\u516c\u53f8\u6f14\u793a\u65e5\u3002   <\/p>\n\n<p>\u6bcf\u4e2a\u4eba\u7684\u4e0a\u9650\u90fd\u662f 500 \u4e07\u7f8e\u5143\u3002\u5728 KISS \u8bf4\u660e\u4e0a\uff0c\u5728\u53ef\u8f6c\u6362\u7968\u636e\u4e0a\u3002\u7136\u540e\uff0c\u5176\u4e2d\u4e00\u4e9b\u4f30\u503c\u53d8\u5f97\u8d8a\u6765\u8d8a\u5927\u3002\u5728\u4f60\u770b\u6765\uff0c\u4ec0\u4e48\u662f\u516c\u5e73\u7684\uff1f\u4ece\u8fc7\u53bb\u5230\u73b0\u5728\uff0c\u8fd9\u53d1\u751f\u4e86\u591a\u4e48\u5927\u7684\u53d8\u5316\uff1f\u4f60\u7ecf\u5386\u4e86\u8bb8\u591a\u9636\u6bb5\u3002\u5e02\u573a\u5728\u54ea\u91cc\u3002      <\/p>\n\n<p>\u6240\u4ee5\u4e5f\u8bb8\u4ece\u6536\u5165\u524d\u5f00\u59cb\uff0c\u4f60\u73b0\u5728\u6536\u5165\u524d\u5728\u505a\u4ec0\u4e48\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6536\u5165\u524d\uff0c\u7b2c\u4e00\u6b21\u521b\u59cb\u4eba\uff0c\u8fd9\u53ef\u80fd\u4e5f\u4e0d\u540c\u4e8e\u7b2c\u4e00\u6b21\u975e\u5e38\u6210\u529f\u7684\u7b2c\u4e8c\u6b21\u521b\u59cb\u4eba\uff0c\u8fd9\u4e5f\u4e0d\u540c\u4e8e\u7b2c\u4e00\u6b21\u4e0d\u6210\u529f\u7684\u7b2c\u4e8c\u6b21\u521b\u59cb\u4eba\u3002<\/p>\n\n<p>\u4f46\u5728\u6536\u5165\u524d\uff0c\u6211\u4eec\u5b9e\u9645\u4e0a\u8bd5\u56fe\u575a\u6301\uff0c\u662f\u7684\uff0c\u516d\u4e2a\u514d\u8d39\u7b79\u96c6\u4e00\u5230\u4e00\u548c\u4e00\u534a\uff0c\u56e0\u4e3a\u4f60\u4eca\u5929\u53ef\u4ee5\u7528\u8fd9\u7b14\u8d44\u91d1\u8d70\u5f97\u66f4\u8fdc\u3002\u5982\u679c\u4f60\u7b79\u96c6\u7684\u662f\u75af\u72c2\u7684\uff0c\u800c\u4e14\u518d\u6b21\uff0c\u4eca\u5929\u7684\u4eba\u5de5\u667a\u80fd\u516c\u53f8\u4e00\u76f4\u5728\u4ee5 20\u300130\u300150\u3001100 \u7684\u4ef7\u683c\u7b79\u96c6\u8d44\u91d1\uff0c\u6216\u8005\u52a0\u5bc6\u8d27\u5e01\u516c\u53f8\uff0c\u6211\u4eec\u4e0d\u4f1a\u5728\u6536\u5165\u524d\u8fd9\u6837\u505a\u3002 <\/p>\n\n<p>\u6240\u4ee5\u6211\u4eec\uff0c\u6211\u4eec\u4e0d\u505a\u4efb\u4f55 YC \u6536\u5165\u524d\u7684\u4ea4\u6613\uff0c\u6bd4\u5982 20\u300130\u300140 \u7684\u4e0a\u9650\u3002\u8fd9\u53ea\u662f\u4ef7\u683c\u5b9a\u5f97\u592a\u5b8c\u7f8e\u4e86\u3002\u6211\u5b81\u613f\u7b49\u4e00\u4e24\u5e74\uff0c\u770b\u770b\u4ed6\u4eec\u662f\u5426\u6210\u529f\u5e76\u751f\u5b58\u4e0b\u6765\uff0c\u5e76\u5728\u4f30\u503c\u4e2d\u589e\u957f\u3002\u5728\u4e0b\u4e00\u8f6e\u505a\uff0c\u800c\u4e0d\u662f\u5728 YC \u4e4b\u5916\u505a\u3002\u6240\u4ee5\u6211\u5b9e\u9645\u4e0a\u4f1a\u53bb YC\uff0c\u770b\u770b\u6240\u6709\u7684\u4eba\uff0c\u770b\u770b\u6211\u8ba4\u4e3a\u6709\u8da3\u7684\u90a3\u4e9b\uff0c\u7136\u540e\u7b49\u5230\u4e0b\u4e00\u8f6e\uff0c\u7136\u540e\u6211\u4f1a\u5728\u4e0b\u4e00\u8f6e\u505a\u3002    <\/p>\n\n<p>\u5982\u679c\u4ed6\u4eec\u5df2\u7ecf\u589e\u957f\u5230\u4f30\u503c\uff0c\u5e76\u4e14\u4f30\u503c\u662f\u5408\u7406\u7684\uff0c\u5e76\u4e14\u6536\u7f29\u548c\u4f30\u503c\u4e4b\u95f4\u5b58\u5728\u6536\u655b\uff0c\u90a3\u5c31\u662f\u6536\u5165\u524d\u3002\u79cd\u5b50\u8f6e\uff0c\u6211\u4f1a\u7ed9\u4f60\uff0c\u79cd\u5b50\u8f6e\u5bf9\u6211\u6765\u8bf4\uff0c\u4f60\u6bcf\u6708\u5728 MRR \u51c0\u6536\u5165\u4e2d\u505a 15-20K\u3002\u6240\u4ee5\u4e5f\u8bb8\u4f60\u6bcf\u6708\u5728 GMV \u4e2d\u505a 15 \u4e07\u7f8e\u5143\uff0c\u4f60\u7684\u6210\u4ea4\u8d39\u662f 15%\u3002  <\/p>\n\n<p>\u5982\u679c\u4f60\u662f\u4e00\u4e2a\u5e02\u573a\uff0c\u6216\u8005\u4e5f\u8bb8\u4f60\u662f\u4e00\u4e2a B2B \u5e02\u573a\uff0c\u4f60\u6bcf\u6708\u5728 GMV \u4e2d\u505a 50 \u4e07\u7f8e\u5143\u7684\u6536\u5165\uff0c\u4f60\u7684\u6210\u4ea4\u8d39\u662f 4%\u3002\u6240\u4ee5\u4f60\u5728 20K \u51c0\u6536\u5165\u5229\u6da6\u6216\u51c0\u6536\u5165\uff0c\u4f60\u6709\u975e\u5e38\u9ad8\u7684\u5229\u6da6\u7387\uff0c\u7136\u540e\u4f60\u518d\u6b21\u7b79\u96c6\u8d44\u91d1\u3002\u4e09\u4e2a\uff0c\u56db\u4e2a\uff0c12 \u4e2a\u9884\u4f30\uff0c\u8fc7\u53bb\u662f 9 \u4e2a\u9884\u4f30\u6216 8 \u4e2a\u9884\u4f30\uff0c\u4f46\u73b0\u5728\u662f 12\u300113\u3002  <\/p>\n\n<p>\u8fd9\u5c31\u662f\u6211\u4eec\u8bd5\u56fe\u8fbe\u5230\u7684\u76ee\u6807\u3002\u518d\u6b21\uff0c\u8fd9\u662f\u6211\u4eec\u7684\u4e2d\u4f4d\u6570\u3002\u5e02\u573a\u7684\u5e73\u5747\u503c\u8981\u9ad8\u5f97\u591a\u3002A \u8f6e\u4e5f\u662f\u4e00\u6837\uff0c\u51c0\u6536\u5165\u53ef\u80fd\u662f 15 \u4e07\u7f8e\u5143 MRR \u6216\u3002\u5982\u679c\u4f60\u662f\u4e00\u5bb6 SaaS \u516c\u53f8\uff0c\u6216\u8005\u4e5f\u8bb8\u4f60\u6709 75 \u4e07\u7f8e\u5143\u7684 GMV\uff0c\u4f60\u7684\u6210\u4ea4\u8d39\u662f 15%\u3002\u6211\u4eec\u8bd5\u56fe\u8fbe\u5230\u7684\u8303\u56f4\u662f\uff0c\u4f60\u4ee5 23 \u4e2a\u9884\u4f30\u7684\u4ef7\u683c\u7b79\u96c6 7 \u4e2a\uff0c\u4ee5 30 \u4e2a\u9884\u4f30\u7684\u4ef7\u683c\u53d1\u5e03\uff0c\u6216\u8005\u4ee5 30 \u4e2a\u9884\u4f30\u7684\u4ef7\u683c\u7b79\u96c6 10 \u4e2a\uff0c\u7c7b\u4f3c\u7684\u4e1c\u897f\u3002     <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u90a3\u4e48\u8fd9\u4e9b\u7684 RR \u500d\u6570\u662f\u591a\u5c11\uff1f\u90a3\u4e48\u9884\u4f30\u8d44\u91d1\u662f\u591a\u5c11\uff0c\u5982\u679c\uff0c <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u95ee\u9898\u662f\uff0cARR \u53d6\u51b3\u4e8e\u5229\u6da6\u7387\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u4f60\u5728\u8c08\u8bba SaaS \u4e1a\u52a1\u3002 <\/p>\n\n<p>\u5728\u51c0\u6536\u5165\u4e2d\uff0c\u8bf4\u51c0\u6536\u5165\u3002\u4e0d\u662f GMV\u3002\u5728 A \u8f6e\u7684\u51c0\u6536\u5165\u65b9\u9762\uff0c\u4ed6\u4eec\u6b63\u5728\u505a 150 \u4e07\u7f8e\u5143\uff0c\u6211\u4eec\u60f3\u4ee5 20\u300123 \u5230 30 \u7684\u4ef7\u683c\u6295\u8d44\uff0c\u5bf9\u5427\uff1f\u6211\u4e0d\u77e5\u9053\uff0c20-25\u3002   <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6240\u4ee5 20 \u5230 25 \u500d<\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u662f\u7684\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u51c0\u6536\u5165\uff0c\u90a3\u662f\u5bf9\u4e8e\u70ed\u95e8\u589e\u957f\u3002\u6211\u8bb0\u5f97\u5f53 10 \u662f\u516c\u5e73\u7684\u65f6\u5019\u3002 <\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u662f\u7684\u3002 \u6211\u8ba4\u4e3a 10 \u5728\u540e\u671f\u589e\u957f\u8f83\u4f4e\u65f6\u662f\u516c\u5e73\u7684\u3002\u4f46\u5982\u679c\u4f60\u6bcf\u5e74\u589e\u957f\u56db\u5230\u4e94\u500d\uff0c\u6211\u8ba4\u4e3a\u5728\u79cd\u5b50\u8f6e\u548c A \u8f6e\u65f6 20 \u5b8c\u5168\u6ca1\u95ee\u9898\u3002 <\/p>\n\n<p>\u7279\u522b\u662f\u5e02\u573a\u3002\u5e02\u573a\u786e\u5b9e\u80fd\u627f\u53d7\u3002\u4ec0\u4e48\u662f\u4e0d\u516c\u5e73\u7684\uff0c\u4f46\u6211\u770b\u5230\u4e86\u5f88\u591a\u3002\u4eba\u5de5\u667a\u80fd\u9886\u57df\u7684\u516c\u53f8\u4ee5 100 \u6216 200 \u6216 300 \u4e07\u7684\u4ef7\u683c\u7ade\u4e89\uff0c\u6211\u4eec\u6b63\u5728\u8c08\u8bba 300 \u500d ARR\uff0c\u8fd9\u4eca\u5929\u6b63\u5728\u53d1\u751f\u3002   <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u5bf9\u5427\uff1f\u8fd9\u79cd\u60c5\u51b5\u7684\u73b0\u5b9e\u662f\uff0c\u5982\u679c\u4e00\u5bb6\u516c\u53f8\u751a\u81f3\u6709 500 \u4e07\u7f8e\u5143\u7684 ARR \u6536\u5165\uff0c\u5e76\u4e14\u5b83\u7684\u4ef7\u683c\u662f 10 \u500d\uff0c\u6240\u4ee5\u4f60\u4ee5 5000 \u4e07\u7f8e\u5143\u7684\u9884\u4f30\u4f30\u503c\u8fdb\u5165\uff0c\u4ee5\u83b7\u5f97 10 \u500d\u7684\u56de\u62a5\u3002 <\/p>\n\n<p>\u8fd9\u662f\u5f25\u8865\u5176\u4ed6\u4e00\u4e9b\u4e0d\u4f1a\u594f\u6548\u7684\u6295\u8d44\u635f\u5931\u6240\u5fc5\u9700\u7684\uff0c\u4ee5\u8fbe\u5230 5 \u500d\u30016 \u500d\u7684\u57fa\u91d1\u3002\u4f60\u5fc5\u987b\u5728\u6ca1\u6709\u672a\u6765\u878d\u8d44\u7684\u60c5\u51b5\u4e0b\u4ee5 5 \u4ebf\u7f8e\u5143\u7684\u4ef7\u683c\u6e05\u7b97\u3002 <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6b63\u786e\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u5982\u679c\u6211\u4eec\u6b63\u5728\u505a\u6211\u4eec\u7684\u5de5\u4f5c\uff0c\u6211\u4eec\u5c06\u521d\u521b\u516c\u53f8\u4ecb\u7ecd\u7ed9\u4e00\u767e\u4e07\u5bb6\u98ce\u9669\u6295\u8d44\u516c\u53f8\uff0c\u56e0\u4e3a\u6211\u4eec\u8ba4\u8bc6\u4e00\u767e\u4e07\u5bb6\u98ce\u9669\u6295\u8d44\u516c\u53f8\uff0c\u800c\u4e14\u5982\u679c\u8fdb\u5c55\u987a\u5229\uff0c\u4ed6\u4eec\u81f3\u5c11\u4f1a\u53d1\u884c\u4e94\u6b21 10% \u7684\u80a1\u7968\u3002<\/p>\n\n<p>\u8fd9\u610f\u5473\u7740\u4f60\u5fc5\u987b\u4ee5 10 \u4ebf\u7f8e\u5143\u7684\u4ef7\u683c\u9000\u51fa\u3002\u4e3a\u4e86\u5bf9\u4e00\u5bb6\u4ee5 10 \u500d\u7684\u4ef7\u683c\u5408\u7406\u5b9a\u4ef7\u7684 500 \u4e07\u7f8e\u5143 ARR \u516c\u53f8\u83b7\u5f97\u7b80\u5355\u7684 10 \u500d\u56de\u62a5\uff0c\u800c\u4e14\u8fd9\u4e9b\u5929\u5b83\u7684\u4ef7\u683c\u53ef\u80fd\u662f 20 \u500d\uff0c\u8fd9\u610f\u5473\u7740\u6211\u4eec\u9700\u8981\u5728\u9000\u51fa\u8ba1\u6570\u5668\u4e0a\u8fdb\u884c\u901a\u8d27\u81a8\u80c0\uff0c\u4ee5\u53cd\u6620\u5fae\u8f6f\u7b49\u516c\u53f8\u7684\u5e02\u503c\uff0c\u4ee5\u4f7f\u8fd9\u79cd\u6570\u5b66\u8fd0\u7b97\u6709\u6548\u3002 <\/p>\n\n<p>\u8fd9\u5c31\u662f\u5bf9\u4ef7\u683c\u654f\u611f\u7684\u91cd\u8981\u6027\u3002<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u4e0d\uff0c\u8fd9\u7edd\u5bf9\u91cd\u8981\u3002\u5b83\u4e5f\u5bf9\u4e0b\u884c\u5f88\u91cd\u8981\uff0c\u5982\u679c\u6211\u770b\u770b\u6211\u7684\u6295\u8d44\u7ec4\u5408\u6784\u5efa\uff0c\u6211\u4eec\u505a\u7684\u524d 2% \u7684\u4ea4\u6613\u662f 50 \u500d\uff0c\u90a3\u662f\u57fa\u91d1\u7684 1 \u500d\u3002\u63a5\u4e0b\u6765 13% \u7684\u4ea4\u6613\uff0c\u6211\u4eec\u505a 8 \u500d\u3002\u90a3\u662f 1% \u7684\uff0c\u90a3\u662f\u57fa\u91d1\u7684 1 \u500d\u3002   <\/p>\n\n<p>\u7136\u540e\u63a5\u4e0b\u6765 85% \u7684\u4ea4\u6613\uff0c\u6211\u4eec\u4e5f\u505a 1 \u500d\uff0c\u6211\u4eec\u505a 0.45 \u500d\u6216\u4efb\u4f55\u4e1c\u897f\u3002\u90a3\u662f\u57fa\u91d1\u7684 1 \u500d\u3002\u6240\u4ee5\u5b9e\u9645\u4e0a\u6211\u4eec\u5bf9\u4ef7\u683c\u654f\u611f\u7684\u4e8b\u5b9e\u610f\u5473\u7740\u5f88\u591a\u516c\u53f8\u3002\u4ed6\u4eec\u505a\u5f97\u4e0d\u597d\uff0c\u4f46\u4ed6\u4eec\u88ab\u6536\u8d2d\u4e86\uff0c\u6211\u4eec\u6536\u56de\u4e86\u6211\u4eec\u7684\u94b1\u3002\u6211\u4eec\uff0c\u6240\u4ee5\u5230\u76ee\u524d\u4e3a\u6b62\uff0c\u6211\u4eec\u5df2\u7ecf\u6709 355 \u6b21\u9000\u51fa\u3002    <\/p>\n\n<p>\u6211\u4eec\u5b9e\u9645\u4e0a\u5df2\u7ecf\u8d5a\u94b1\u4e86\u3002\u8fd9\u5c31\u662f\u4e3a\u4ec0\u4e48\u4f5c\u4e3a\u79cd\u5b50\u8f6e\u548c\u79cd\u5b50\u524d\u6295\u8d44\u8005\uff0c45% \u7684\u4ea4\u6613\uff0c\u4f5c\u4e3a\u4e00\u4e2a\u767e\u5206\u6bd4\uff0c\u8fdc\u5927\u4e8e\u5927\u591a\u6570\u3002\u5373\u4f7f\u5728\u6211\u4eec\u8d54\u94b1\u7684\u4ea4\u6613\u4e2d\uff0c\u6211\u4eec\u4ecd\u7136\u8d5a\u53d6\u3002\u7531\u4e8e\u4ef7\u683c\u654f\u611f\u6027\uff0c\u6211\u4eec\u6536\u56de\u4e86 30\u300140% \u7684\u8d44\u91d1\u3002\u6240\u4ee5\u4ece\u6295\u8d44\u7ec4\u5408\u6784\u5efa\u7684\u89d2\u5ea6\u6765\u770b\uff0c\u5bf9\u4ef7\u683c\u654f\u611f\u5b9e\u9645\u4e0a\u6548\u679c\u5f88\u597d\u3002    <\/p>\n\n<p>\u4f46\u6211\u4eec\u53ef\u80fd\u4f1a\u5728\u6700\u70ed\u95e8\u7684\u4ea4\u6613\u4e2d\u4e8f\u635f\uff0c\u8fd9\u4e9b\u4ea4\u6613\u53ef\u80fd\u662f 1000 \u500d\u6216\u4efb\u4f55\u4e1c\u897f\uff0c\u56e0\u4e3a\u6211\u4eec\u4e0d\u613f\u610f\u652f\u4ed8\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u5728\u4f60\u770b\u6765\uff0c\u4ec0\u4e48\u53d1\u751f\u4e86\u53d8\u5316\uff0c\u6211\u60f3\u5728 90 \u5e74\u4ee3\u672b\uff0c\u6211\u4eec\u6b63\u5728\u6295\u8d44\u4e8e\u672c\u7968\u6216\u53ef\u8f6c\u6362\u7968\u636e\uff0c\u5bf9\u5427\uff1f\u7136\u540e\u6709\u65f6\u4f1a\u6709\u4e00\u8f6e\u5b9a\u4ef7\u3002 <\/p>\n\n<p>\u4e00\u4f4d\u5929\u4f7f\u6295\u8d44\u4eba\u8bf4\uff0c\u563f\uff0c\u8fd9\u8ba9\u6211\u5f88\u56f0\u60d1\uff0c\u592a\u591a\u7684\u79fb\u52a8\u90e8\u4ef6\u3002\u8ba9\u6211\u4eec\u505a\u4e00\u4e2a\u76f4\u63a5\u5b9a\u4ef7\u7684\u8f6e\u6b21\u3002\u90a3\u91cc\u7684\u62c5\u5fe7\u662f\uff0c\u7b79\u96c6\u8d44\u91d1\u7684\u767e\u5206\u4e4b\u591a\u5c11\u5c06\u652f\u4ed8\u7ed9 Oric \u7684\u5f8b\u5e08\u6765\u53d1\u884c\u80a1\u7968\u7b49\u7b49\u3002\u4f46\u662f\u4f60\u5bf9\u4ece\u53ef\u8f6c\u6362\u7968\u636e\u8f6c\u79fb\u7684\u504f\u597d\u662f\u4ec0\u4e48\uff0c\u4ee5\u53ca\u4f60\u7684\u60f3\u6cd5\u662f\u4ec0\u4e48\uff1f\u5e26\u6709\u4e0a\u9650\u3001\u65e0\u4e0a\u9650\u7968\u636e\u5230\u5b89\u5168\u9884\u4f30\u548c\u540e\u4f30\u3002\u6211\u60f3\u7b80\u77ed\u7684\u56de\u7b54\u662f\uff0c\u5982\u679c\u4f60\u60f3\u79ef\u6781\u53c2\u4e0e\u5e02\u573a\uff0c\u6bcf\u5468\u8fdb\u884c\u4e09\u9879\u6295\u8d44\uff0c\u4f60\u53ea\u9700\u8981\u6309\u7167\u5178\u578b\u7684\u540e\u4f30\u5b89\u5168\u534f\u8bae\u8fdb\u884c\u3002     <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u65e0\u6240\u8c13\u3002\u6211\u505a\u5b89\u5168\u79cd\u5b50\uff0c\u7279\u522b\u662f\u79cd\u5b50\u524d\u662f\u53ef\u4ee5\u7684\uff0c\u5bf9\u5427\uff1f <\/p>\n\n<p>\u5c31\u50cf\u4f60\u4e0d\u60f3\u628a\u4f60\u7684\u65f6\u95f4\u548c\u91d1\u94b1\u82b1\u5728\u5f8b\u5e08\u8eab\u4e0a\uff0c\u65e0\u8bba\u5982\u4f55\u3002\u6709\u4e00\u4e2a\u771f\u6b63\u7684\u8f6e\u6b21\uff0c\u6bd4\u5982 7\u30018\u300110\u30011500 \u4e07\u3002\u4ed6\u4eec\u4f1a\u505a\u4e00\u4e2a\u5b9a\u4ef7\u8f6e\u6b21\uff0c\u6240\u4ee5\u6ca1\u5173\u7cfb\u3002\u5982\u679c\u6ca1\u6709\u771f\u6b63\u7684\u8f6e\u6b21\uff0c\u8fd9\u610f\u5473\u7740\u516c\u53f8\u5931\u8d25\u4e86\u3002\u6240\u4ee5\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\u4e5f\u6ca1\u5173\u7cfb\u3002\u6240\u4ee5\u6211\u6839\u672c\u4e0d\u4ecb\u610f\u505a\u5b89\u5168\u3002     <\/p>\n\n<p>\u4e5f\u5c31\u662f\u8bf4\uff0c\u6211\u4e0d\u4f1a\u505a\u65e0\u4e0a\u9650\u7684\u3002\u5426\u5219\u4f60\u6ca1\u6709\u56e0\u4e3a\u4f60\u4eca\u5929\u7684\u6295\u8d44\u800c\u5f97\u5230\u8865\u507f\u3002\u6240\u4ee5\u6211\u4e0d\u505a\u6865\u6881\u8f6e\u6b21\u3002\u6211\u4e0d\u505a\u65e0\u4e0a\u9650\u7684\u3002\u5b83\u5fc5\u987b\u662f\u6709\u4e0a\u9650\u7684\u3002\u5b83\u5fc5\u987b\u4ee5\u6211\u8ba4\u4e3a\u76f8\u5bf9\u4e8e\u5438\u5f15\u529b\u56e2\u961f\u673a\u4f1a\u516c\u5e73\u7684\u4ef7\u683c\u6765\u8bbe\u5b9a\u4e0a\u9650\u3002     <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6211\u603b\u662f\u7528\u8fd9\u4e2a\u4f8b\u5b50\u5411\u521b\u59cb\u4eba\u89e3\u91ca\u8bf4\uff0c\u597d\u7684\uff0c\u6240\u4ee5\u60f3\u8c61\u4e00\u4e0b Lady Gaga \u5c06\u4ee5\u65e0\u4e0a\u9650\u7684\u7968\u636e\u6295\u8d44\u4f60\u7684\u521d\u521b\u516c\u53f8\uff0c\u7136\u540e\u5979\u5728 Twitter \u4e0a\u53d1\u5e03\u5173\u4e8e\u4f60\u7684\u6d88\u606f\u3002<\/p>\n\n<p>\u5979\u6bd4\u5965\u5df4\u9a6c\u62e5\u6709\u66f4\u591a\u7684 Twitter \u7c89\u4e1d\uff0c\u7136\u540e\u7a81\u7136\u4f60\u83b7\u5f97\u4e86 1 \u4ebf\u6b21\u4e0b\u8f7d\uff0c\u4f60\u6210\u4e3a\u4e86\u4e0b\u4e00\u4e2a Skype\u3002\u5979\u5e2e\u52a9\u4f60\u8d8a\u591a\uff0c\u5979\u5c31\u8d8a\u7a00\u91ca\u4e86\u81ea\u5df1\u548c\u5979\u5728\u4f60\u4f01\u4e1a\u4e2d\u7684\u6240\u6709\u6743\u3002\u6240\u4ee5\u5982\u679c\u4f60\u60f3\u8981\u4e00\u4e2a\u7eaf\u7cb9\u7684\u88ab\u52a8\u6295\u8d44\u8005\uff0c\u4e5f\u8bb8\u8fd9\u6709\u610f\u4e49\u3002\u4f46\u5982\u679c\u4f60\u6709\uff0c\u5982\u679c\u6295\u8d44\u8005\u4ee5\u67d0\u79cd\u65b9\u5f0f\u76f8\u4fe1\u4ed6\u4eec\u4f1a\u5e2e\u52a9\u3002   <\/p>\n\n<p>\u589e\u52a0\u4ef7\u503c\uff0c\u5c31\u50cf Lady Gaga \u5728\u90a3\u79cd\u60c5\u51b5\u4e0b\u4e00\u6837\uff0c\u90a3\u4e48\u65e0\u4e0a\u9650\u7684\u7968\u636e\u53ea\u662f\u5728\u8e22\u81ea\u5df1\uff0c\u5c04\u6389\u4f60\u7684\u811a\u8dbe\u3002<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong>\u5f53\u7136\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002\u6709\u65f6\u4f1a\u51fa\u73b0\u7ea2\u6749\u8d44\u672c\u52a0\u5165\uff0c\u4f46\u4e0d\u6253\u7b97\u5c0a\u91cd\u6309\u6bd4\u4f8b\u80a1\u6743\u7684\u60c5\u51b5\u3002 <\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u662f\u7684\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u5c31\u50cf\u6211\uff0c\u6211\u8bf4\u8fc7\u6c38\u8fdc\u4e0d\u8981\u505a\u65e0\u4e0a\u9650\u7968\u636e\u3002<\/p>\n\n<p>\u5728\u6211\u7684\u4eba\u751f\u4e2d\uff0c\u6709\u51e0\u6b21\u6211\u505a\u4e86\uff0c\u800c\u4e14\u5f88\u9ad8\u5174\u6211\u505a\u4e86\uff0c\u4f46\u6211\u975e\u5e38\u53cd\u5bf9\u8fd9\u6837\u505a\u3002<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u4f46\u4e5f\u6709\u51e0\u6b21\u6211\u505a\u4e86\uff0c\u539f\u56e0\u548c\u4f60\u8bf4\u7684\u5b8c\u5168\u4e00\u6837\uff0c\u54e6\uff0c\u7ea2\u6749\u5b89\u5fb7\u68ee\u8981\u8fdb\u6765\u4e86\u3002\u4ed6\u4eec\u4e0d\u8ba9\u5176\u4ed6\u4eba\u8fdb\u6765\uff0c\u6240\u4ee5\u4e0d\u5982\u73b0\u5728\u5c31\u628a\u94b1\u6295\u8fdb\u53bb\u3002 <\/p>\n\n<p>\u7136\u540e\u878d\u8d44\u6ca1\u6709\u53d1\u751f\uff0c\u6216\u8005\u4ed6\u4eec\u9000\u51fa\u4e86\uff0c\u7136\u540e\u6211\u6295\u8d44\u4e86\u4e0a\u9650\u7968\u636e\uff0c\u7ed3\u679c\u5931\u8d25\u4e86\u3002\u6240\u4ee5\uff0c\u6211\u8ba8\u538c\u505a\u6865\u6881\u7684\u90e8\u5206\u539f\u56e0\u662f\u5b83\u4e0d\u80fd\u901a\u5411\u4efb\u4f55\u5730\u65b9\u3002\u6211\u66f4\u559c\u6b22\u591a\u4ed8 20% \u7684\u94b1\uff0c\u8ba9\u516c\u53f8\u5b8c\u5168\u6309\u7167\u4ed6\u4eec\u7684\u5546\u4e1a\u8ba1\u5212\u6210\u7acb\u3002  <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u540c\u610f\u3002 \u597d\u7684 \u8fd8\u6709\u5e02\u573a\u3002\u5f88\u660e\u663e\uff0c\u4f60\u6bd4\u4e16\u754c\u4e0a\u4efb\u4f55\u6295\u8d44\u59d4\u5458\u4f1a\u7684\u4eba\u90fd\u66f4\u5177\u6709\u5e02\u573a\u57fa\u56e0\u3002\u56e0\u6b64\uff0c\u8fd9\u5f88\u5408\u7406\uff0c\u8fd9\u662f\u4f60\u7684\u5f3a\u9879\uff0c\u4f60\u64c5\u957f\u8fd9\u4e2a\u3002\u4e0e\u6b64\u540c\u65f6\uff0c\u81ea 1998 \u5e74\u548c 2000 \u5e74\u4ee3\u4ee5\u6765\uff0c\u4e92\u8054\u7f51\u5df2\u7ecf\u53d1\u751f\u4e86\u5f88\u5927\u7684\u53d8\u5316\u3002   <\/p>\n\n<p>\u65e2\u7136\u60a8\u5df2\u7ecf\u6295\u5165\u4e86\u6570\u4ebf\u7f8e\u5143\u7684 LP \u8d44\u672c\uff0c\u90a3\u4e48\u60a8\u4f5c\u4e3a\u5bf9\u5e02\u573a\u5982\u6b64\u4e86\u89e3\u7684\u4eba\uff0c\u5bf9\u5e02\u573a\u7684\u73b0\u72b6\u6709\u4f55\u770b\u6cd5\uff1f\u5e02\u573a\u7684\u597d\u3001\u574f\u3001\u4e11\u5206\u522b\u662f\u4ec0\u4e48\uff1f\u6bd5\u7adf\uff0c\u5f88\u5c11\u6709\u4eba\u50cf\u60a8\u4e00\u6837\u662f\u8fd9\u65b9\u9762\u7684\u4e13\u5bb6\u3002<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u597d\u7684\uff0c\u5148\u8bf4\u8bf4\u597d\u3001\u574f\u3001\u4e11\u3002\u597d\u7684\u4e00\u9762\u662f\uff0c\u5e02\u573a\u8d62\u5bb6\u901a\u5403\u3002\u6240\u4ee5\uff0c\u5982\u679c\u4f60\u6295\u8d44\u4e86\u4e00\u4e2a\u5e02\u573a\uff08\u8fd9\u4e5f\u662f\u574f\u7684\u4e00\u9762\uff09\uff0c\u5e76\u4e14\u5b83\u505a\u5f97\u975e\u5e38\u597d\uff0c\u4f60\u5c31\u8d62\u4e86\uff0c\u4f60\u62e5\u6709\u4e86\u5929\u7136\u7684\u5784\u65ad\u5730\u4f4d\uff0c\u5b83\u4f1a\u53d8\u5f97\u975e\u5e38\u5e9e\u5927\u3002\u800c\u4e14\uff0c\u7531\u4e8e\u7f51\u7edc\u6548\u5e94\uff0c\u8fbe\u5230\u8fd9\u4e2a\u76ee\u6807\u53ef\u80fd\u975e\u5e38\u5177\u6709\u8d44\u672c\u6548\u7387\u3002    <\/p>\n\n<p>\u73b0\u5728\uff0c\u574f\u7684\u4e00\u9762\uff0c\u4e5f\u5c31\u662f\u4e11\u964b\u7684\u4e00\u9762\u662f\uff0c\u5982\u679c\u4f60\u8f93\u4e86\uff0c\u53ef\u80fd\u5c31\u6ca1\u6709\u4efb\u4f55\u4ef7\u503c\u4e86\uff0c\u800c\u4e14\u4f60\u5728\u5e02\u573a\u4efd\u989d\u65b9\u9762\u4e5f\u6beb\u65e0\u5730\u4f4d\u3002\u5982\u679c\u6709\u4e24\u5bb6\u516c\u53f8\u4e89\u593a\u5e02\u573a\uff0c\u5b83\u4eec\u53ef\u80fd\u4f1a\u6597\u5230\u4f60\u6b7b\u6211\u6d3b\uff0c\u56e0\u4e3a\u7b2c\u4e8c\u540d\u6beb\u65e0\u4ef7\u503c\u3002\u6240\u4ee5\uff0c\u4f60\u6700\u597d\u4ee5\u67d0\u79cd\u65b9\u5f0f\u5408\u5e76\u3002 <\/p>\n\n<p>\u800c\u9700\u8981\u89e3\u51b3\u7684\u5148\u6709\u9e21\u8fd8\u662f\u5148\u6709\u86cb\u7684\u95ee\u9898\uff0c\u672c\u8eab\u5c31\u5177\u6709\u4ee4\u4eba\u96be\u4ee5\u7f6e\u4fe1\u7684\u3001\u6709\u8da3\u7684\u52a8\u6001\u3002\u6211\u5b9e\u9645\u4e0a\u975e\u5e38\u64c5\u957f\u89e3\u51b3\u8fd9\u4e2a\u95ee\u9898\uff0c\u5e76\u5e2e\u52a9\u521b\u59cb\u4eba\u5f04\u6e05\u695a\u4ed6\u4eec\u5e94\u8be5\u505a\u4ec0\u4e48\uff0c\u5982\u4f55\u5efa\u7acb\u6d41\u52a8\u6027\uff0c\u5e94\u8be5\u8ffd\u6c42\u54ea\u4e9b\u5e02\u573a\uff0c\u5982\u4f55\u6269\u5c55\uff0c\u56e0\u4e3a\u5b9e\u9645\u4e0a\uff0c\u6709\u4e00\u4e9b\u3002  <\/p>\n\n<p>\u521b\u59cb\u4eba\u4f1a\u72af\u660e\u663e\u7684\u9519\u8bef\uff0c\u6bd4\u5982\u4ed6\u4eec\u7684\u4f9b\u5e94\u8fc7\u591a\uff0c\u800c\u9700\u6c42\u4e0d\u8db3\u3002\u6240\u4ee5\u4ed6\u4eec\u7684\u5e73\u8861\uff0c\u5e02\u573a\u662f\u4e0d\u5e73\u8861\u7684\uff0c\u56e0\u4e3a\u83b7\u5f97\u4f9b\u5e94\u6bd4\u83b7\u5f97\u9700\u6c42\u66f4\u5bb9\u6613\u3002\u4f46\u5b83\u4eec\u662f\u7f8e\u597d\u7684\u4f01\u4e1a\u3002\u5b83\u4eec\u662f\u8f7b\u8d44\u4ea7\u7684\uff0c\u8d62\u5bb6\u901a\u5403\u3002\u5982\u679c\u4f60\u8d62\u4e86\uff0c\u5c31\u4f1a\u975e\u5e38\u5de8\u5927\u3002\u800c\u4e14\u5b83\u4eec\u6700\u7ec8\u4f1a\u6bd4\u4f60\u60f3\u8c61\u7684\u5728\u6240\u6709\u8fd9\u4e9b\u4e0d\u540c\u7684\u5229\u57fa\u5e02\u573a\u4e2d\u66f4\u5927\u3002     <\/p>\n\n<p>\u73b0\u5728\uff0c\u5b83\u7684\u53d1\u5c55\u65b9\u5f0f\u662f\u56e0\u4e3a\u5f88\u591a\u4eba\u90fd\u5728\u60f3\uff0c\u7b49\u7b49\uff0c\u4e3a\u4ec0\u4e48\u5e02\u573a\u5728 2025 \u5e74\u4ecd\u7136\u91cd\u8981\uff1f\u90a3\u662f\u56e0\u4e3a\u4f60\u4f5c\u4e3a\u6d88\u8d39\u8005\uff0c\u662f\u4ece\u6d88\u8d39\u8005\u7684\u89d2\u5ea6\u6765\u601d\u8003\u7684\u3002\u5982\u679c\u4f60\u770b\u770b\u4f60\u7684\u9700\u6c42\uff0c\u5b83\u4eec\u6b63\u5728\u88ab\u5e02\u573a\u6ee1\u8db3\u3002\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u4e9a\u9a6c\u900a\u4e3b\u8981\u662f\u4e00\u4e2a\u5e02\u573a\u3002   <\/p>\n\n<p>\u4f60\u53ef\u4ee5\u5728\u4e24\u5929\u5185\u83b7\u5f97\u4efb\u4f55\u4f60\u60f3\u8981\u7684\u4e1c\u897f\u3002Uber Eats\u3001DoorDash\u3001Uber \u672c\u8eab\u3001Airbnb booking.com\uff0c\u6240\u6709\u8fd9\u4e9b\u90fd\u662f\u5e02\u573a\uff0c\u5b83\u4eec\u4ee5 25% \u7684\u6e17\u900f\u7387\u6ee1\u8db3\u4f60\u6240\u6709\u7684\u6d88\u8d39\u8005\u9700\u6c42\u3002\u662f\u7684\uff0c\u5728\u67d0\u4e2a\u65f6\u5019\u5b83\u4f1a\u8fbe\u5230 75% \u7684\u6e17\u900f\u7387\uff0c\u4f46\u90a3\u662f\u6211\u4eec\u73b0\u5728\u6240\u5904\u4f4d\u7f6e\u7684\u4e09\u500d\u3002  <\/p>\n\n<p>\u6240\u4ee5\u8fd9\u4e0d\u4e00\u5b9a\u8d85\u7ea7\u5f15\u4eba\u6ce8\u76ee\u3002\u4ecd\u7136\u6709\u65b0\u7684\u4e1c\u897f\u51fa\u73b0\uff0c\u6bd4\u5982\u76f4\u64ad\u8d2d\u7269\u6b63\u5728\u6210\u4e3a\u4e00\u4e2a\u66f4\u5927\u7684\u8d8b\u52bf\u3002\u4f46\u6211\u8ba4\u4e3a\u66f4\u5f15\u4eba\u6ce8\u76ee\u7684\u662f\uff0c\u5982\u679c\u4f60\u60f3\u60f3 B2B \u4e16\u754c\uff0c\u5766\u7387\u5730\u8bf4\uff0c\u653f\u5e9c\u4e16\u754c\uff0c\u516c\u5171\u670d\u52a1\u4e16\u754c\u3002\u5b83\u662f\u5b8c\u5168\u975e\u6570\u5b57\u5316\u7684\uff0c\u5bf9\u5427\uff1f   <\/p>\n\n<p>\u60f3\u8c61\u4e00\u4e0b\u4f60\u60f3\u8d2d\u4e70\u77f3\u5316\u4ea7\u54c1\u3002\u751a\u81f3\u6ca1\u6709\u4e00\u4e2a\u53ef\u7528\u7684\u76ee\u5f55\uff0c\u66f4\u4e0d\u7528\u8bf4\u4e00\u4e2a\u7cfb\u7edf\u6216\u4e00\u4e2a\u5730\u65b9\uff0c\u5b83\u53ef\u4ee5\u8fde\u63a5\u5230\u5de5\u5382\u7684 ERP \u7cfb\u7edf\uff0c\u4ee5\u4e86\u89e3\u5236\u9020\u5ef6\u8bef\u548c\u4ea7\u80fd\u3002\u6ca1\u6709\u5728\u7ebf\u8ba2\u8d2d\uff0c\u6ca1\u6709\u5728\u7ebf\u652f\u4ed8\uff0c\u6ca1\u6709\u8ddf\u8e2a\uff0c\u6ca1\u6709\u878d\u8d44\uff0c\u4e00\u5207\u90fd\u9700\u8981\u5b8c\u6210\u3002  <\/p>\n\n<p>\u800c\u4e14\u8fd9\u9700\u8981\u5728\u6bcf\u4e2a\u884c\u4e1a\u3001\u6bcf\u4e2a\u5730\u533a\u3001\u6bcf\u79cd\u7c7b\u578b\u7684\u6295\u5165\u4e2d\u53d1\u751f\u3002\u5305\u62ec\u6210\u54c1\u548c\u4e2d\u95f4\u6295\u5165\u54c1\uff0c\u65e0\u8bba\u662f\u6c34\u6ce5\u8fd8\u662f\u5176\u4ed6\u539f\u6750\u6599\u3002\u9664\u6b64\u4e4b\u5916\uff0c\u60f3\u60f3\u4e2d\u5c0f\u4f01\u4e1a\u3002\u5927\u591a\u6570\u4e2d\u5c0f\u4f01\u4e1a\uff0c\u5766\u7387\u5730\u8bf4\uff0c\u5f88\u591a\u5927\u516c\u53f8\u4ecd\u7136\u50cf\u4f7f\u7528\u7eb8\u548c\u7b14\u6216 Excel \u4e00\u6837\u8fd0\u4f5c\uff0c\u8fd9\u5df2\u7ecf\u662f\u6700\u597d\u7684\u60c5\u51b5\u4e86\u3002   <\/p>\n\n<p>\u56e0\u6b64\uff0c\u5728\u5927\u591a\u6570\u884c\u4e1a\u548c\u5927\u591a\u6570\u5c0f\u4f01\u4e1a\u4e2d\uff0c\u6570\u5b57\u5316\u7a0b\u5ea6\u975e\u5e38\u4f4e\u3002\u6211\u4eec\u4f4e\u4e8e 5%\u3002\u901a\u5e38\u4f4e\u4e8e 1%\uff0c\u800c\u4e14\u5b83\u9700\u8981\u53d1\u751f\u3002\u800c\u6700\u597d\u7684\u65b9\u6cd5\u5b9e\u9645\u4e0a\u662f\u901a\u8fc7\u5e02\u573a\u3002\u6240\u4ee5\uff0c\u6211\u76ee\u524d\u7684\u8bba\u70b9\uff0c\u4ee5\u53ca\u6211\u4eec\u5728\u8fd9\u65b9\u9762\u7684\u516d\u4e2a\u5b50\u8bba\u70b9\uff0c\u90fd\u662f\u56f4\u7ed5\u7740\u4f7f\u7528\u53ef\u6269\u5c55\u7684\u5e02\u573a\u6765\u5b9e\u73b0 B2B \u4f9b\u5e94\u94fe\u7684\u6570\u5b57\u5316\u3002    <\/p>\n\n<p>\u8fd9\u5e76\u4e0d\u6027\u611f\uff0c\u4f46\u8fd9\u4e9b\u5e02\u573a\u975e\u5e38\u5de8\u5927\u3002\u5927\u591a\u6570\u884c\u4e1a\uff0c\u5927\u591a\u6570\u56fd\u5bb6\u7684 GDP \u90fd\u662f\u516c\u5171\u670d\u52a1\u548c\u4f01\u4e1a\u7684\u7ed3\u5408\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002 \u662f\u554a \u4f60\u53ef\u80fd\u4f1a\u7814\u7a76\u4e00\u4e2a\u56fd\u5bb6\uff0c\u627e\u51fa\u90a3\u4e9b\u9876\u7ea7\u884c\u4e1a\uff0c\u7136\u540e\u53bb\u8ffd\u6c42\u5b83\u4eec\u3002\u90a3\u4e48\uff0c\u4f60\u80fd\u5206\u4eab\u4e00\u4e9b\u5728 2025 \u5e74\u83b7\u5f97\u878d\u8d44\u7684\u5e02\u573a\u6848\u4f8b\u5417\uff0c\u56e0\u4e3a\u6211\u4eec\u5feb\u5230\u5e74\u5e95\u4e86\u3002 <\/p>\n\n<p>\u6216\u8005\u53ea\u662f\u6700\u8fd1\u7684\u65f6\u671f\u3002\u6700\u8fd1\u6709\u54ea\u4e9b\u6709\u610f\u4e49\u7684\u5e02\u573a\uff1f <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6211\u4f1a\u7ed9\u4f60\u51e0\u4e2a\u5df2\u7ecf\u6269\u5927\u89c4\u6a21\u7684\u3001\u5927\u578b\u7684\u6848\u4f8b\u3002\u66f4\u5927\u7684 B2B \u5e02\u573a\u3002\u6240\u4ee5\u6211\u5c06\u8c08\u8c08\u4e2d\u5c0f\u4f01\u4e1a\u8d4b\u80fd\uff0c\u7136\u540e\u6211\u5c06\u8c08\u8c08\u884c\u4e1a\u5e7f\u6cdb\u3001\u5927\u578b\u548c\u4e2d\u5c0f\u4f01\u4e1a\u8d4b\u80fd\u3002  <\/p>\n\n<p>\u6709\u4e00\u5bb6\u516c\u53f8\u53eb Slice\u3002Slice \u57fa\u672c\u4e0a\u4e3a\u62ab\u8428\u5e97\u505a\u540e\u53f0\u8fd0\u8425\u3002\u6240\u4ee5\u60f3\u8c61\u4e00\u4e0b\u4f60\u662f Luigi\uff0c\u4f60\u60f3\u505a\u4f60\u7684\u5c0f\u62ab\u8428\u3002\u8fd9\u5c31\u662f\u4f60\u521b\u5efa\u62ab\u8428\u5e97\u7684\u539f\u56e0\uff0c\u56e0\u4e3a\u4f60\u559c\u6b22\u548c\u4f60\u7684\u987e\u5ba2\u4ea4\u8c08\uff0c\u505a\u62ab\u8428\u3002\u7136\u540e\u7a81\u7136\uff0c\u4f5c\u4e3a\u4e00\u540d\u4e2d\u5c0f\u4f01\u4e1a\u4e3b\uff0c\u4f60\u6700\u7ec8\u63a5\u7535\u8bdd\u3001\u7ba1\u7406\u9001\u8d27\u8f66\u961f\u3001\u83b7\u53d6\u7269\u8d44\u3001\u505a\u4f1a\u8ba1\u3001\u4e0e Toast \u8c08\u5224\u3001\u4e0e Uber Eats \u548c DoorDash \u8c08\u5224\u3002    <\/p>\n\n<p>\u8fd9\u4e0d\u662f\u4f60\u7b7e\u7ea6\u7684\u751f\u6d3b\u3002\u6240\u4ee5 Slice \u4f1a\u3002\u63a5\u7535\u8bdd\uff0c\u521b\u5efa\u4f60\u7684\u7f51\u7ad9\uff0c\u7ba1\u7406\u9001\u8d27\u8f66\u961f\uff0c\u7ec4\u7ec7\u5728\u7ebf\u8ba2\u8d2d\uff0c\u5e76\u57fa\u672c\u4e0a\u505a\u6240\u6709\u7684\u540e\u53f0\u5de5\u4f5c\uff0c\u5e76\u63d0\u4f9b POS\u3002\u4ed6\u4eec\u73b0\u5728\u6709 20,000 \u5bb6\u62ab\u8428\u5e97\u5728\u5e73\u53f0\u4e0a\u3002\u4ed6\u4eec\u7684 GMV \u8d85\u8fc7 10 \u4ebf\u7f8e\u5143\u3002\u540c\u6837\u7684\u4e8b\u60c5\u4e5f\u53d1\u751f\u5728\u5176\u4ed6\u5782\u76f4\u9886\u57df\u3002     <\/p>\n\n<p>\u6240\u4ee5\u6211\u4eec\u6295\u8d44\u4e86 Chowbus\uff0c\u8fd9\u662f\u4e00\u4e2a\u9762\u5411\u4e2d\u9910\u9986\u7684 POS\u3002\u6211\u4eec\u6295\u8d44\u4e86 Fresha\uff0c\u6211\u8ba4\u4e3a\u5b83\u6709 70,000 \u591a\u5bb6\u7406\u53d1\u5e97\uff0c\u4ed6\u4eec\u4e3a\u7406\u53d1\u5e97\u8001\u677f\u7ba1\u7406\u5ea7\u4f4d\uff0c\u7136\u540e\u4e3a\u7406\u53d1\u5e08\u7ba1\u7406\u4ed6\u4eec\u6240\u6709\u7684\u6f5c\u5728\u5ba2\u6237\u3002\u4ed6\u4eec\u63d0\u4f9b POS\uff0c\u6216\u8005\u81f3\u5c11\u90a3\u662f\u5b83\u7684\u5546\u4e1a\u6a21\u5f0f\uff0c\u5373\u4f7f\u5b83\u662f\u5ba2\u6237\u548c\u7406\u53d1\u5e08\u4ee5\u53ca\u7406\u53d1\u5e97\u4e4b\u95f4\u7684\u5e02\u573a\u3002  <\/p>\n\n<p>Cents\uff0cC-E-N-T-S\uff0c\u662f\u4e00\u4e2a\u5e2e\u52a9\u81ea\u52a9\u6d17\u8863\u5e97\u6216\u5e72\u6d17\u5e97\u7ba1\u7406\u9001\u8d27\u8f66\u961f\u3001\u83b7\u53d6\u7269\u8d44\u3001\u63d0\u4f9b POS \u7684\u5e02\u573a\u3002\u6211\u4eec\u6295\u8d44\u4e86 Momence\uff0c\u4e3a\u7ec4\u7ec7\u3001\u7ba1\u7406\u745c\u4f3d\u5de5\u4f5c\u5ba4\u7684\u4eba\u505a\u540c\u6837\u7684\u4e8b\u60c5\u3002\u6240\u4ee5\u8fd9\u79cd\u60c5\u51b5\u6b63\u5728\u9010\u4e2a\u5782\u76f4\u9886\u57df\u53d1\u751f\u3002\u800c\u4e14\u5176\u4e2d\u5f88\u591a\u90fd\u5f88\u5927\u3002   <\/p>\n\n<p>Fresha \u7684 GMV \u8fbe\u5230\u6570\u5341\u4ebf\u7f8e\u5143\uff0c\u901a\u8fc7\u8be5\u5e73\u53f0\u3002\u73b0\u5728\uff0c\u5728\u6570\u5b57\u5316\u6295\u5165\u65b9\u9762\uff0c\u50cf Knowde \u8fd9\u6837\u7684\u5927\u516c\u53f8\u6b63\u5728\u4e3a\u77f3\u5316\u4ea7\u54c1\u505a\u8fd9\u4ef6\u4e8b\uff0c\u6211\u4eec\u5728\u5fb7\u56fd\u6295\u8d44\u4e86 Schuttflix\uff0c\u8fd9\u662f\u4e00\u4e2a\u4e09\u65b9\u5e02\u573a\uff0c\u8fde\u63a5\u4e86\u63d0\u4f9b\u783e\u77f3\u7684\u91c7\u77f3\u573a\u3001\u5efa\u7b51\u5de5\u5730\u548c\u5c06\u783e\u77f3\u8fd0\u9001\u5230\u5efa\u7b51\u5de5\u5730\u7684\u5361\u8f66\u53f8\u673a\u3002 <\/p>\n\n<p>\u4f46\u5373\u4f7f\u50cf ShipBob \u8fd9\u6837\u7684\u516c\u53f8\uff0c\u4e5f\u662f\u4e00\u4e2a\u6700\u540e\u4e00\u82f1\u91cc\u7684\u62e3\u8d27\u548c\u5305\u88c5\u5e02\u573a\uff0c\u5b83\u53ef\u4ee5\u5e2e\u52a9\u90a3\u4e9b\u4e0d\u60f3\u5728\u4e9a\u9a6c\u900a\u4e4b\u5916\u5efa\u7acb\u81ea\u5df1\u7684\u5206\u9500\u7f51\u7edc\u7684\u516c\u53f8\uff0c\u5b9e\u73b0\u5f53\u65e5\u9001\u8fbe\u6216\u4e24\u65e5\u9001\u8fbe\u3002\u6240\u4ee5\u57fa\u672c\u4e0a\u6574\u4e2a\u5806\u6808\u90fd\u770b\u5230\u4e86\u975e\u5e38\u5927\u7684\u516c\u53f8\uff0cShipBob \u4e5f\u662f\u5982\u6b64\uff0c\u4e00\u5bb6\u4ef7\u503c\u6570\u5341\u4ebf\u7f8e\u5143\u7684\u516c\u53f8\u3002 <\/p>\n\n<p>Flexport \u4e5f\u5c5e\u4e8e B2B \u5e02\u573a\u7684\u8303\u7574\uff0c\u5b83\u662f\u4e00\u5bb6\u6570\u5b57\u8d27\u8fd0\u4ee3\u7406\u3002\u6240\u4ee5\u6709\u5f88\u591a\u975e\u5e38\u6709\u8da3\u7684\u516c\u53f8\u6b63\u5728\u5efa\u7acb\uff0c\u6211\u4eec\u662f Formic \u7684\u6295\u8d44\u8005\uff0cFormic \u662f\u4e00\u4e2a\u5e2e\u52a9\u516c\u53f8\u5b9e\u73b0\u751f\u4ea7\u7ebf\u81ea\u52a8\u5316\u7684\u5e02\u573a\uff0c\u6211\u8ba4\u4e3a\u6211\u4eec\u4eca\u5e74\u6295\u8d44\u4e86\u5b83\u3002 <\/p>\n\n<p>\u4ed6\u4eec\u8fdb\u53bb\uff0c\u4ed6\u4eec\u6d3e\u4eba\u53bb\uff0c\u5f04\u6e05\u695a\u4f60\u5e94\u8be5\u8d2d\u4e70\u54ea\u4e9b\u673a\u5668\u4eba\u3002\u4ed6\u4eec\u5e2e\u52a9\u4f60\uff0c\u4ed6\u4eec\u628a\u673a\u5668\u4eba\u79df\u7ed9\u4f60\u3002\u4ed6\u4eec\u4ee5\u5e02\u573a\u6a21\u5f0f\u8fdb\u884c\u5b89\u88c5\u3002  <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u597d\u7684\u3002\u6211\u53ef\u4ee5\u60f3\u8c61\uff0c\u5728\u8fd9\u4e9b\u5e02\u573a\u4e2d\uff0c\u4f60\u591a\u5e74\u6765\u770b\u5230\u7684\u53ef\u4ee5\u63a5\u53d7\u7684\u62bd\u6210\u7387\u662f\u591a\u5c11\uff1f <\/p>\n\n<p>\u56e0\u4e3a\u5982\u679c\u4f60\u6b63\u5728\u6570\u5b57\u5316\u77f3\u6cb9\u548c\u5929\u7136\u6c14\u94bb\u4e95\u5e73\u53f0\uff0c\u5e76\u4e14\u4f60\u6b63\u5728\u6446\u8131 Excel \u548c\u4fbf\u5229\u8d34\uff0c\u90a3\u4e48\u5176\u4e2d\u4e00\u4e9b B2B \u53ef\u80fd\u4f1a\u589e\u957f\u5f97\u975e\u5e38\u5feb\u3002<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6240\u4ee5\u8fd9\u662f\u4f60\u5728 B2B \u5e02\u573a\u4e2d\u9700\u8981\u975e\u5e38\u5c0f\u5fc3\u7684\u4e8b\u60c5\u4e4b\u4e00\uff0c\u4f60\u9700\u8981\u5206\u6563\u7684\u4f9b\u5e94\u548c\u9700\u6c42\u3002\u5982\u679c\u4f60\u5728\u4efb\u4f55\u4e00\u65b9\u7684\u6574\u5408\u7a0b\u5ea6\u592a\u9ad8\uff0c\u4f60\u53ef\u80fd\u6839\u672c\u65e0\u6cd5\u6536\u53d6\u62bd\u6210\uff0c\u8fd9\u5c31\u662f\u4e3a\u4ec0\u4e48\u90a3\u4e9b\u8bd5\u56fe\u4e3a\u9910\u9986\u63d0\u4f9b\u98df\u54c1\u8ba2\u8d2d\u7684\u516c\u53f8\uff0c\u4ece\u4f9b\u5e94\u5546\u90a3\u91cc\u8ba2\u8d2d\uff0c\u5b83\u5728\u7f8e\u56fd\u884c\u4e0d\u901a\uff0c\u56e0\u4e3a\u4f60\u6709\u4e00\u5bb6\u53eb Cisco \u7684\u516c\u53f8\uff0c\u5b83\u5360\u636e\u4e86 50% \u7684\u5e02\u573a\u4efd\u989d\u3002 <\/p>\n\n<p>\u4ed6\u4eec\u4e0d\u662f\uff0c\u4f60\u5c06\u6210\u4e3a\u4e00\u4e2a\u5206\u9500\u5546\uff0c\u4f60\u4e0d\u4f1a\u6210\u4e3a\u4e00\u4e2a\u5e02\u573a\u3002\u54e6\u3002\u8fd9\u53d6\u51b3\u4e8e\u4f9b\u5e94\u548c\u9700\u6c42\u7684\u5f39\u6027\u3002\u4f60\u5c1d\u8bd5\u6536\u53d6 3%\uff0c\u6bd4\u5982\u8bf4\uff0c\u4f46\u6709\u5f88\u591a\u7c7b\u522b\u4f60\u65e0\u6cd5\u6536\u53d6\u62bd\u6210\uff0c\u5728\u8fd9\u79cd\u60c5\u51b5\u4e0b\uff0c\u5373\u4f7f\u4f60\u7684\u5e02\u573a\uff0c\u4f60\u7684\u5546\u4e1a\u6a21\u5f0f\u4e5f\u5c06\u662f POS \u6216\u4fdd\u7406\u6216\u878d\u8d44\u6216\u589e\u503c\u670d\u52a1\u6216\u4fdd\u9669\u7b49\u7b49\u3002   <\/p>\n\n<p>\u6240\u4ee5\u8fd9\u771f\u7684\u53d6\u51b3\u4e8e\u3002\u6216\u8005\u4e3a\u5e02\u573a\u7684\u67d0\u4e00\u65b9\u63d0\u4f9b\u5de5\u5177\u7684 SAS \u8d39\u7528\u3002\u62bd\u6210\u7387\u5404\u4e0d\u76f8\u540c\uff0c\u4f60\u5c1d\u8bd5\u6536\u53d6 3% \u5230 5%\uff0c\u6709\u65f6\u4f60\u53ef\u4ee5\u8fbe\u5230 15%\uff0c\u5728\u4e00\u4e9b\u975e\u5546\u54c1\u5316\u7684\u7c7b\u522b\u4e2d\u3002\u4f46\u6211\u60f3\u8bf4\uff0c\u4e0e\u6d88\u8d39\u8005\u7aef\u5e02\u573a\u76f8\u6bd4\uff0c\u5e73\u5747\u800c\u8a00\uff0c\u6d88\u8d39\u8005\u7aef\u5e02\u573a\u53ef\u80fd\u5728 15% \u5de6\u53f3\uff0c\u800c\u5e73\u5747\u800c\u8a00\uff0c\u4f01\u4e1a\u7aef\uff0cB2B \u5e02\u573a\u53ef\u80fd\u5728 4% \u5de6\u53f3\u3002   <\/p>\n\n<p>\u4f46\u968f\u540e\u4f60\u6dfb\u52a0\u4e86\u5f88\u591a\u5176\u4ed6\u4e1c\u897f\uff0c\u6bd4\u5982\u4f60\u9500\u552e\u5e7f\u544a\uff0c\u4f60\u6709\u4e00\u4e2a B2B SaaS \u5de5\u5177\u7b49\u7b49\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002\u5f53\u6211\u4eec\u53c2\u4e0e\u5176\u4e2d\u4e00\u4e9b\u65f6\uff0c\u6211\u611f\u5230\uff0c\u611f\u8c22\u4e0a\u5e1d\uff0c\u770b\u5230\u8fd9\u4e9b\u5176\u4ed6\u670d\u52a1\u53e0\u52a0\u5728\u4e0a\u9762\uff0c\u6240\u4ee5\u76f8\u5bf9\u8f83\u5c0f\u7684\u62bd\u6210\uff0c\u4e00\u767e\u7f8e\u5143\u7684\u6536\u5165\u5e26\u6765\u4e09\u5230\u4e94\u7f8e\u5143\u611f\u89c9\u4e0d\u592a\u597d\uff0c\u4f46\u770b\u5230\u5b83\u968f\u7740\u5176\u4ed6\u4e00\u4e9b\u4e1c\u897f\u800c\u9010\u6e10\u589e\u52a0\u662f\u4ef6\u597d\u4e8b\u3002  <\/p>\n\n<p>\u53e6\u4e00\u65b9\u9762\uff0c\u91d1\u878d\u79d1\u6280\u770b\u8d77\u6765\u771f\u7684\u5f88\u4ee4\u4eba\u5174\u594b\uff0c\u76f4\u5230\u4f60\u505a\u4e86\u5f88\u591a\u91d1\u878d\u79d1\u6280\u6295\u8d44\u5e76\u610f\u8bc6\u5230\u3002\u6211\u6ca1\u6709\u628a\u6838\u6b66\u5668\u5e26\u5230\u8fd9\u573a\u67aa\u6218\u4e2d\u3002\u6211\u9700\u8981\u4e00\u4e2a\u66f4\u5927\u7684\u57fa\u91d1\u6765\u652f\u6301\u8fd9\u4e9b\u516c\u53f8\u4e4b\u4e00\u7684\u589e\u957f\u3002  <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong>\u5f53\u7136\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u4e3a\u4e86\u80fd\u591f\u50cf\u76d1\u7ba1\u94f6\u884c\u4e00\u6837\u3002\u75af\u72c2\u7684\u4e8b\u60c5\u3002\u8fd9\u5c31\u50cf\u76d1\u7ba1\u4fd8\u83b7\u3002\u5728\u8fc7\u53bb\u7684\u51e0\u5341\u5e74\u91cc\uff0c\u4f60\u89c1\u8bc1\u4e86\u4f60\u7684\u5e02\u573a\u516c\u53f8\u5728\u4fdd\u7406\u3001\u9884\u4ed8\u73b0\u91d1\u6d41\u6216\u63d0\u4f9b\u878d\u8d44\u4fdd\u9669\u65b9\u9762\u7684\u597d\u4e0e\u574f\u5417\uff1f\u662f\u7684\uff0c\u6211\u8ba4\u4e3a\u4fdd\u9669\u53ef\u80fd\u4e0d\u9519\u3002\u5728\u67d0\u4e9b\u60c5\u51b5\u4e0b\u3002      <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u8fd9\u53d6\u51b3\u4e8e\u7c7b\u522b\u3002<\/p>\n\n<p>\u603b\u7684\u6765\u8bf4\uff0c\u5c31\u4f60\u7684\u89c2\u70b9\u800c\u8a00\uff0c\u91d1\u878d\u79d1\u6280\uff0c\u878d\u8d44\u7684\u95ee\u9898\u662f\u4f60\u901a\u5e38\u6709\u4e00\u5bb6\u94f6\u884c\uff0c\u6216\u8005\uff0c\u4ece\u5bf9\u51b2\u57fa\u91d1\u6216\u4efb\u4f55\u5bb6\u65cf\u529e\u516c\u5ba4\u5f00\u59cb\u3002\u6700\u7ec8\u662f\u4e00\u5bb6\u94f6\u884c\u3002\u95ee\u9898\u662f\u4ed6\u4eec\u8d8a\u60f3\u8ba9\u4f60\u63d0\u4f9b\u62b5\u62bc\u54c1\u3002\u6240\u4ee5\u968f\u7740\u4ed6\u4eec\u6269\u5927\u8d37\u6b3e\u89c4\u6a21\uff0c\u4f60\u9700\u8981\u6709\u66f4\u591a\u7684\u80a1\u6743\u3002   <\/p>\n\n<p>\u6240\u4ee5\u5982\u679c\u4f60\u6ca1\u6709\u8db3\u591f\u7684\u57fa\u91d1\u89c4\u6a21\u6765\u652f\u6301\u968f\u7740\u4ed6\u4eec\u6269\u5927\u89c4\u6a21\u800c\u6295\u5165\u66f4\u591a\u7684\u8d44\u91d1\uff0c\u90a3\u5c31\u5f88\u56f0\u96be\u4e86\u3002\u800c\u4e14\u73b0\u5728\u5b83\u4e5f\u76f8\u5f53\u4e0d\u53d7\u6b22\u8fce\u3002  \u4e0d \u6211\u8ba4\u4e3a\u6bd4 B2B \u4fdd\u7406\u66f4\u5f15\u4eba\u6ce8\u76ee\u7684\u5546\u4e1a\u6a21\u5f0f\u662f\uff0c\u6bd4\u5982\uff0c\u5b9e\u9645\u4e0a\u5411\u81ea\u52a9\u670d\u52a1\u5e7f\u544a\u9500\u552e\u5e7f\u544a\u3002\u6240\u4ee5\u6211\u4eec\u5b9e\u9645\u4e0a\u6295\u8d44\u4e86\u4e00\u5bb6\u53eb TopSort \u7684\u516c\u53f8\u3002TopSort \u5e2e\u52a9\u5e02\u573a\u5411\u4ed6\u4eec\u81ea\u5df1\u7684\u5356\u5bb6\u9500\u552e\u5e7f\u544a\uff0c\u8fd9\u4e9b\u5356\u5bb6\u60f3\u5728\u5e02\u573a\u4e0a\u63a8\u5e7f\u81ea\u5df1\u3002\u8fd9\u975e\u5e38\u68d2\uff0c\u56e0\u4e3a\u5e7f\u544a\u7684\u5229\u6da6\u7387\u662f 95%\u3002\u6240\u4ee5\u5982\u679c\u4f60\u80fd\u83b7\u5f97\u76f8\u5f53\u4e8e GMV \u7684 3%\u30014%\u30015% \u7684\u5e7f\u544a\u6536\u5165\uff0c\u90a3\u5c06\u662f\u4e00\u9879\u975e\u5e38\u6709\u5229\u53ef\u56fe\u7684\u4e8b\u4e1a\u3002\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0cInstacart \u7684\u5927\u90e8\u5206\u6536\u5165\u90fd\u6765\u81ea\u81ea\u52a9\u670d\u52a1\u5e7f\u544a\uff0c\u54c1\u724c\u90fd\u5728\u8d2d\u4e70\u5e7f\u544a\u3002\u4e9a\u9a6c\u900a\u73b0\u5728\u3002\u662f\u7684\u3002       <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6211\u60f3\u8bf4\u7684\u662f\u4e9a\u9a6c\u900a\u3002\u6211\u8bb0\u5f97\u4e9a\u9a6c\u900a\u7b2c\u4e00\u6b21\u8fd9\u6837\u505a\u7684\u65f6\u5019\uff0c\u4eba\u4eec\u90fd\u5728\u8bf4\uff0c\u4f60\u4e3a\u4ec0\u4e48\u8981\u5728\u4f60\u7684\u7f51\u7ad9\u4e0a\u63a8\u5e7f\u4f60\u7684\u7ade\u4e89\u5bf9\u624b\uff1f <\/p>\n\n<p>\u6211\u8bf4\u4e0d\uff0c\u8fd9\u592a\u68d2\u4e86\u3002\u4ed6\u4eec\u73b0\u5728\u4e0d\u7528\u5de5\u4f5c\u5c31\u80fd\u62ff\u5230\u94b1\u3002\u4e0e\u4ed6\u4eec\u8fc7\u53bb\u4e0d\u5f97\u4e0d\u505a\u7684\u4e8b\u60c5\u76f8\u6bd4\uff0c\u6bd4\u5982\u4e70\u4e66\u3002\u5356\u4e66\u3002   <\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u662f\u7684\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u50a8\u5b58\u4e66\uff0c\u8fd0\u9001\u4e66\u3002<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u4ed6\u4eec\u5b9e\u9645\u4e0a\u662f\u5728\u5411\u5e7f\u544a\u5546\u9500\u552e\u5e7f\u544a\uff0c\u800c\u4e0d\u662f\u7ade\u4e89\u5bf9\u624b\u3002\u4ed6\u4eec\u662f\u5728\u5411\u4ed6\u4eec\u81ea\u5df1\u7684\u5e73\u53f0\u4e0a\u7684\u5356\u5bb6\u9500\u552e\u5e7f\u544a\uff0c\u6211\u60f3\u4f60\u8ba4\u4e3a\u5176\u4ed6\u7684\u4f9b\u5e94\u5546\u662f\u7ade\u4e89\u5bf9\u624b\uff0c\u5bf9\u5427\uff1f  <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u4f60\u8fd8\u8bb0\u5f97\u5728\u6700\u5f00\u59cb\u7684\u65f6\u5019\uff0c\u5f53\u4e9a\u9a6c\u900a\u7b2c\u4e00\u6b21\u8fd9\u6837\u505a\u7684\u65f6\u5019\uff0c\u6bcf\u4e2a\u4eba\u90fd\u5728\u6320\u5934\uff0c\u7136\u540e\u8bf4\uff0c\u5b9e\u9645\u4e0a\u3002\u867d\u7136\u8fd9\u8fdd\u53cd\u76f4\u89c9\uff0c\u4f46\u8fd9\u5b9e\u9645\u4e0a\u662f\u5929\u624d\u4e4b\u4e3e\u3002 <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u662f\u7684\uff0c\u56e0\u4e3a\u4ed6\u4eec\u662f\u7b2c\u4e00\u65b9\u3002\u4eba\u4eec\u6ca1\u6709\u610f\u8bc6\u5230\u4e9a\u9a6c\u900a\u5b9e\u9645\u4e0a\u662f\u4e00\u4e2a\u7b2c\u4e09\u65b9\u5e73\u53f0\u3002\u4ed6\u4eec\u5b9e\u9645\u4e0a\u662f\u4e00\u4e2a\u5e02\u573a\u3002  <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002\u662f\u7684\u3002  \u662f\u554a \u597d\u7684 \u6240\u4ee5\u4e5f\u8bb8\u5728\u7ed3\u675f\u8fd9\u6b21\u901a\u8bdd\uff0c\u4eca\u5929\u7684\u4f1a\u8bae\u65f6\u2014\u2014\u9000\u51fa\u3002\u4f60\u73b0\u5728\u5df2\u7ecf\u770b\u5230\u4e86\u5f88\u591a\u9000\u51fa\u3002\u5982\u679c\u4f60\u5199\u4e00\u672c\u5173\u4e8e\u8fd9\u4e9b\u662f\u4f60\u5f97\u5230\u7684\u56db\u79cd\u4e0d\u540c\u7c7b\u578b\u7684\u9000\u51fa\u7684\u4e66\uff0c\u4f60\u53ef\u80fd\u4f1a\u5199\u3002  <\/p>\n\n<p>\u4f60\u89c1\u8fc7\u7684\u4e0d\u540c\u7684\u9000\u51fa\u7c7b\u522b\u662f\u4ec0\u4e48\uff1f\u4ee5\u53ca\u901a\u8fc7\u4f60\u6240\u770b\u5230\u7684\u5982\u6b64\u591a\u7684\u6570\u636e\u6765\u5bfb\u6c42\u771f\u76f8\u7684\u597d\u3001\u574f\u3001\u4e11\u5206\u522b\u662f\u4ec0\u4e48\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6211\u60f3\u8bf4\u6709\u4e09\u79cd\u7c7b\u578b\u7684\u9000\u51fa\uff0c\u6211\u60f3\u662f\u56db\u79cd\u3002\u574f\u7684\u4e00\u79cd\u3002\u4f60\u6709\u5e76\u8d2d\uff0c\u4f60\u6709 IPO\u3002\u4f60\u6709\u4e8c\u7ea7\u5e02\u573a\uff0c\u4f60\u6709\u516c\u53f8\u5012\u95ed\u3002   <\/p>\n\n<p>\u6709\u8da3\u7684\u662f\uff0c\u8fd9\u4e9b\u4f1a\u6839\u636e\u4e00\u822c\u7684\u5b8f\u89c2\u7ecf\u6d4e\u5468\u671f\u548c\u5b9e\u9645\u7684\u98ce\u9669\u6295\u8d44\u5468\u671f\u800c\u53d1\u751f\u5de8\u5927\u7684\u53d8\u5316\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u5728 2021 \u5e74\uff0c\u6709\u5927\u91cf\u7684 IPO\uff0c\u5927\u91cf\u7684\u5e76\u8d2d\uff0c\u800c\u8fd9\u4e9b\u57fa\u672c\u4e0a\u5728 22 \u5e74\u5230 25 \u5e74\u90fd\u6d88\u5931\u4e86\u3002\u6240\u4ee5\u5728 22 \u5e74\u5230 25 \u5e74\uff0c\u6211\u4eec\u83b7\u5f97\u7684\u5927\u90e8\u5206\u8bbf\u95ee\u6743\u9650\u90fd\u662f\u4e8c\u7ea7\u5e02\u573a\uff0c\u800c\u8fd9\u4e9b\u4e8c\u7ea7\u5e02\u573a\u663e\u7136\u53ea\u80fd\u53d1\u751f\u5728\u90a3\u4e9b\u505a\u5f97\u975e\u5e38\u597d\u7684\u516c\u53f8\u8eab\u4e0a\u3002  <\/p>\n\n<p>\u8981\u4e48\u662f\u5728\u4e0a\u4e00\u8f6e\u878d\u8d44\u4e2d\uff0c\u8981\u4e48\u662f\u5b83\u4eec\u53d8\u5f97\u5982\u6b64\u4e4b\u5927\uff0c\u4ee5\u81f3\u4e8e\u5728\u50cf Forge \u8fd9\u6837\u7684\u5e73\u53f0\u4e0a\u5f00\u59cb\u51fa\u73b0\u4e8c\u7ea7\u5e02\u573a\uff0c\u5728\u90a3\u91cc\u4f60\u6709\u4e8c\u7ea7\u7ecf\u7eaa\u4eba\u6765\u627e\u4f60\u4e70\u5356\u516c\u53f8\u3002\u6240\u4ee5\uff0c\u6211\u60f3\u8bf4\u4e8c\u7ea7\u5e02\u573a\u4e00\u76f4\u662f\u589e\u957f\u6700\u5feb\u7684\u7c7b\u522b\uff0c\u4e5f\u662f\u6211\u4eec\u5728\u8fc7\u53bb\u4e24\u4e09\u5e74\u91cc\u8fdb\u884c\u5927\u90e8\u5206\u9000\u51fa\u7684\u5730\u65b9\uff0c\u5305\u62ec\u4e0a\u4e00\u8f6e\u878d\u8d44\u548c\u90a3\u4e9b\u505a\u5f97\u975e\u5e38\u597d\u7684\u516c\u53f8\uff0c\u4f46\u6211\u4eec\u8ba4\u4e3a\u5b83\u4eec\u88ab\u9ad8\u4f30\u4e86\u3002\u800c\u4e14\uff0c\u5927\u591a\u6570\u98ce\u9669\u6295\u8d44\u516c\u53f8\u4e0d\u4f1a\u5728\u4e0a\u6da8\u7684\u8fc7\u7a0b\u4e2d\u51fa\u552e\uff0c\u4f46\u6211\u4eec\uff0c\u56e0\u4e3a\u6211\u4eec\u662f\u79cd\u5b50\u6295\u8d44\u8005\uff0c\u800c\u4e14\u516c\u53f8\u4e0a\u5e02\u7684\u65f6\u95f4\u8d8a\u6765\u8d8a\u957f\uff0c\u5982\u679c\u6211\u4eec\u8ba4\u4e3a\u67d0\u4e9b\u4e1c\u897f\u7684\u4ef7\u683c\u5982\u6b64\u5b8c\u7f8e\uff0c\u4ee5\u81f3\u4e8e\u6211\u4eec\u4e0d\u4f1a\u627f\u9500 10 \u500d\u7684\u56de\u62a5\uff0c\u56e0\u4e3a\u4f60\u4e4b\u524d\u8bf4\u8fc7\u7684\u4e00\u70b9\u662f\uff0c\u6211\u4eec\u771f\u7684\u9700\u8981\u5728\u672a\u6765\u83b7\u5f97 10 \u500d\u7684\u56de\u62a5\u624d\u80fd\u8bc1\u660e\u7ee7\u7eed\u6295\u8d44\u662f\u5408\u7406\u7684\u3002\u6211\u4eec\u5c1d\u8bd5\u5728\u4e0a\u6da8\u7684\u8fc7\u7a0b\u4e2d\u51fa\u552e 50%\uff0c50% \u662f\u6211\u4eec\u7684\u7ecf\u9a8c\u6cd5\u5219\uff0c\u56e0\u4e3a\u5b83\u662f\u4e00\u79cd\u4e0d\u540e\u6094\u7684\u54f2\u5b66\u3002\u6211\u4eec\u5df2\u7ecf\u4ee5\u4efb\u4f55\u4ef7\u683c\u9884\u8ba2\u4e86\u5b83\uff0c10 \u500d\u7684\u56de\u62a5\uff0c\u5982\u679c\u5b83\u6da8\u5230\u6708\u7403\uff0c\u6211\u4eec\u4ecd\u7136\u6709 50%\u3002\u6211\u4eec\u5f88\u9ad8\u5174\u3002\u5982\u679c\u5b83\u8dcc\u5230\u96f6\uff0c\u6211\u4eec\u5df2\u7ecf\u83b7\u5f97\u4e86 10 \u500d\u7684\u56de\u62a5\uff0c\u6211\u4eec\u5f88\u9ad8\u5174\u3002\u6240\u4ee5 50% \u662f\u6211\u4eec\u5728\u5927\u591a\u6570\u60c5\u51b5\u4e0b\u6240\u505a\u7684\u3002       <\/p>\n\n<p>\u800c\u4e14\u5b83\u5b9e\u9645\u4e0a\u4e0d\u662f\u7531\u500d\u6570\u9a71\u52a8\u7684\u3002<\/p>\n\n<p>\u66f4\u591a\u7684\u662f\u6211\u4eec\u8ba4\u4e3a\u8fd9\u4e2a\u4ef7\u683c\u6709\u591a\u5b8c\u7f8e\u3002\u5bf9\u4e8e\u6211\u4eec\u5728\u4efb\u4f55\u65f6\u5019\u6295\u8d44\u4e00\u5bb6\u516c\u53f8\uff0c\u5982\u679c\u5b83\u662f\u4e00\u4e2a\u540e\u671f\u9636\u6bb5\uff0c\u6bd4\u5982 B \u8f6e\u3001C \u8f6e\u6216 D \u8f6e\uff0c\u8fd9\u4e9b\u516c\u53f8\u901a\u5e38\u4f1a\u83b7\u5f97\u4e8c\u7ea7\u5e02\u573a\uff0c\u6211\u4eec\u4ecd\u7136\u9700\u8981\u770b\u5230\u6f5c\u5728\u7684 10 \u500d\u56de\u62a5\uff0c\u56e0\u4e3a\u5b83\u5c31\u50cf\u6211\u4eec\u6b63\u5728\u6295\u8d44\u8fd9\u4e00\u8f6e\u3002 <\/p>\n\n<p>\u5982\u679c\u6211\u4eec\u6ca1\u6709\u770b\u5230\u8fd9\u4e00\u70b9\uff0c\u81f3\u5c11\u6211\u4eec\u9700\u8981\u8bf4\uff0c\u597d\u5427\uff0c\u6709 70%\u300160% \u7684\u53ef\u80fd\u6027\u83b7\u5f97\u4e24\u5230\u4e09\u500d\u7684\u56de\u62a5\uff0c\u800c\u4e14\u8fd9\u79cd\u53ef\u80fd\u6027\u5f88\u9ad8\uff0c\u5c31\u50cf\u6211\u4eec\u6709\u5f88\u9ad8\u7684\u4fe1\u5fc3\u4e00\u6837\uff0c\u6211\u4eec\u5df2\u7ecf\u6536\u56de\u4e86\u5927\u90e8\u5206\u8d44\u91d1\u3002\u83b7\u5f97\u4e09\u500d\u56de\u62a5\u7684\u53ef\u80fd\u6027\u5f88\u5927\uff0c\u81f3\u5c11\u6709 20% \u7684\u53ef\u80fd\u6027\u83b7\u5f97 10 \u500d\u7684\u56de\u62a5\u3002\u5982\u679c\u6211\u4eec\u6ca1\u6709\u770b\u5230\u8fd9\u4e00\u70b9\uff0c\u6211\u4eec\u901a\u5e38\u4f1a\u51fa\u552e\u3002\u5982\u679c\u53ea\u6709\u4e24\u5230\u4e09\u500d\u7684\u56de\u62a5\uff0c\u6211\u4eec\u4e0d\u662f P \u578b\u4eba\uff0c\u5bf9\u5427\uff1f   <\/p>\n\n<p>\u6211\u4eec\u4e0d\u662f\u60f3\u83b7\u5f97 15%\u300120% \u7684 IRR \u6216\u5176\u4ed6\u4ec0\u4e48\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u4f60\u4f1a\u8bf4\u4f60\u5728\u4e8c\u7ea7\u5e02\u573a\u72af\u4e86\u4ec0\u4e48\u9519\u8bef\uff1f\u6240\u4ee5\u56de\u987e\u5982\u6b64\u591a\u7684\u6d3b\u52a8\uff0c\u4f60\u4e00\u5b9a\u4ece\u4e00\u4e9b\u4e8b\u60c5\u6ca1\u6709\u6309\u7167\u4f60\u60f3\u8c61\u7684\u65b9\u5f0f\u53d1\u5c55\uff0c\u6216\u8005\u98ce\u5728\u4f60\u4e2d\u95f4\u6539\u53d8\u4e86\u65b9\u5411\u4e2d\u5438\u53d6\u4e86\u6559\u8bad\u3002 <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u662f\u7684\uff0c\u5927\u591a\u6570\u4eba\u8ba4\u4e3a\u4f60\u5e94\u8be5\u6c38\u8fdc\u6301\u6709\uff0c\u4f60\u5e94\u8be5\u6210\u4e3a\u4ea4\u53c9\u57fa\u91d1\u7b49\u7b49\u3002<\/p>\n\n<p>\u6211\u8ba4\u4e3a\uff0c\u8fd9\u7edd\u5bf9\u662f\u66f4\u5927\u7684\u57fa\u91d1\u6b63\u5728\u505a\u7684\u4e8b\u60c5\uff0c\u4f46\u6211\u8ba4\u4e3a\u8fd9\u4f1a\u964d\u4f4e\u4f60\u7684 IRR\u3002\u6211\u8ba4\u4e3a\uff0c\u5e02\u503c\u4f4e\u4e8e 200 \u4ebf\u7f8e\u5143\u7684\u4e0a\u5e02\u516c\u53f8\uff0c\u5728\u516c\u5f00\u5e02\u573a\u4e0a\u8868\u73b0\u5e76\u4e0d\u7279\u522b\u597d\u3002\u6240\u4ee5\u5982\u679c\u6211\u4eec\u53ef\u4ee5\u5728 IPO \u4e2d\u51fa\u552e\uff0c\u901a\u5e38\u6211\u4eec\u4e0d\u80fd\uff0c\u6211\u4eec\u88ab\u9501\u5b9a\u4e86\u3002  <\/p>\n\n<p>\u5b9e\u9645\u4e0a\uff0c\u6211\u4eec\u5728 IPO \u4e2d\u51fa\u552e\u4f1a\u66f4\u597d\uff0c\u6211\u4eec\u53ef\u4ee5\uff0c\u6216\u8005\u5728\u9501\u5b9a\u4e4b\u524d\u5728\u4e8c\u7ea7\u5e02\u573a\u51fa\u552e\uff0c\u800c\u4e0d\u662f\u5728\u9501\u5b9a\u671f\u95f4\u6301\u6709\u3002\u5728\u5927\u591a\u6570\u516c\u53f8\u9501\u5b9a\u671f\u95f4\u7684\u516d\u4e2a\u6708\u91cc\uff0c\u6211\u4eec\u57fa\u672c\u4e0a\u90fd\u4e8f\u4e86\u94b1\u3002\u7136\u540e\u5982\u679c\u4f60\u770b\u770b\u6211\u4eec\u662f\u5426\u5e94\u8be5\u6c38\u8fdc\u6301\u6709\u80a1\u7968\uff0c\u7b54\u6848\u5b9e\u9645\u4e0a\u662f\u4e00\u4e2a\u4e8c\u5206\u6cd5\u3002  <\/p>\n\n<p>\u5982\u679c\u8fd9\u5bb6\u516c\u53f8\u662f\u8fd9\u4e9b\u5728\u5de8\u5927\u7c7b\u522b\u4e2d\u6210\u4e3a\u7c7b\u522b\u8d62\u5bb6\u7684\u516c\u53f8\u4e4b\u4e00\u3002\u7b54\u6848\u53ef\u80fd\u662f\uff0c\u4f46\u95ee\u9898\u662f\uff0c\u8fd9\u6837\u7684\u516c\u53f8\u53ea\u6709\u5f88\u5c11\uff0c\u5bf9\u5427\uff1f\u5c31\u50cf\u8c37\u6b4c\u548c\u5fae\u8f6f\u7b49\u7b49\u3002\u6211\u4eec\u6700\u597d\u5728\u516c\u53f8\u6709\u6d41\u52a8\u6027\u540e\u5c3d\u5feb\u51fa\u552e 99% \u7684\u516c\u53f8\uff0c\u7136\u540e\u91cd\u65b0\u6295\u8d44\uff0c\u56e0\u4e3a\u4e00\u65e6\u516c\u53f8\u4e0a\u5e02\uff0c\u5b83\u7684\u590d\u5408\u589e\u957f\u7387\u5c31\u4f1a\u4f4e\u4e8e\u4e0a\u5e02\u524d\u3002   <\/p>\n\n<p>\u800c\u4e14\u6211\u4eec\u4e5f\u4e0d\u662f\u516c\u5f00\u5e02\u573a\u6295\u8d44\u8005\uff0c\u5bf9\u5427\uff1f\u7a81\u7136\u4e4b\u95f4\uff0c\u5f53\u516c\u53f8\u4e0a\u5e02\u65f6\uff0c\u6211\u5931\u53bb\u4e86\u4e0e\u521b\u59cb\u4eba\u7684\u7279\u6743\u8054\u7cfb\uff0c\u5bf9\u5427\uff1f\u5c31\u50cf\u5728\u4ed6\u4eec\u4e0a\u5e02\u4e4b\u524d\uff0c\u6211\u4eec\u4f1a\u6709\u66f4\u65b0\u7535\u8bdd\uff0c\u6211\u4f1a\u5f97\u5230\u6240\u6709\u7684\u8d22\u52a1\u7b56\u7565\u548c\u4e00\u5207\u3002\u5c31\u50cf\u4ed6\u4eec\u4e0a\u5e02\u7684\u90a3\u4e00\u523b\uff0c\u8fd9\u4e00\u5207\u90fd\u5b8c\u5168\u6d88\u5931\u4e86\uff0c\u7279\u522b\u662f\u8003\u8651\u5230\u6211\u5f53\u65f6\u62e5\u6709\u8be5\u516c\u53f8 0.1% \u7684\u80a1\u4efd\u3002   <\/p>\n\n<p>\u6240\u4ee5\u5bf9\u6211\u4eec\u6765\u8bf4\uff0c\u5728 IPO \u65f6\u6216\u9501\u5b9a\u5230\u671f\u540e\u51fa\u552e\u57fa\u672c\u4e0a\u662f\u6bcf\u6b21\u90fd\u4f1a\u505a\u51fa\u7684\u6700\u4f73\u51b3\u5b9a\u3002\u6b64\u5916\uff0c\u6211\u4eec\u78b0\u5de7\u4e0d\u5728\u90a3\u4e9b\u4e00\u65e6\u4e0a\u5e02\u5c31\u4f1a\u65e0\u9650\u590d\u5408\u7684\u516c\u53f8\u4e2d\u3002\u5f53\u6709\u673a\u4f1a\u51fa\u552e\u4e00\u5bb6\u88ab\u4e25\u91cd\u9ad8\u4f30\u7684\u516c\u53f8\u65f6\uff0c\u8fd9\u6837\u505a\u51e0\u4e4e\u6bcf\u6b21\u90fd\u662f\u6b63\u786e\u7684\u9009\u62e9\uff0c\u5bf9\u5427\uff1f  <\/p>\n\n<p>\u51e0\u4e4e\u6ca1\u6709\u54ea\u4e2a\u65f6\u523b\u6211\u540e\u6094\u51fa\u552e\u4e86 50%\uff0c\u5373\u4f7f\u516c\u53f8\u5728\u672a\u6765\u7ee7\u7eed\u8868\u73b0\u826f\u597d\u3002\u6240\u4ee5\u5f53\u4f60\u662f\u4e00\u540d\u65e9\u671f\u6295\u8d44\u8005\u65f6\uff0c\u6293\u4f4f\u6d41\u52a8\u6027\uff0c\u56e0\u4e3a DPI \u4f1a\u88ab\u4f60\u7684 LP \u8bc4\u4f30\u3002\u5b83\u53ef\u4ee5\u5e2e\u52a9\u4ed6\u4eec\u91cd\u65b0\u6295\u8d44\u4e8e\u57fa\u91d1\u3002\u800c\u4e14\u56e0\u4e3a\u6211\u4eec\u4ee5 30% \u7684 IRR \u590d\u5408\u589e\u957f\uff0c\u6240\u4ee5\u5b83\u6bd4\u516c\u5f00\u5e02\u573a\u7684\u590d\u5408\u589e\u957f\u66f4\u5feb\u3002\u6240\u4ee5\u4f60\u6700\u597d\u91cd\u65b0\u6295\u8d44\u3002     <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u660e\u767d\u4e86\u3002 \u77e5\u9053\u4e86 \u4f60\u4eec\u4f1a\u51fa\u552e 10% \u6216 25% \u5417\uff1f\u8fd8\u662f\u771f\u7684\u662f 50% \u6216\u4ec0\u4e48\u90fd\u4e0d\u5356\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u5728 90% \u7684\u60c5\u51b5\u4e0b\u662f 50%\u3002\u5728 5% \u7684\u60c5\u51b5\u4e0b\u662f 25%\uff0c\u5728 5% \u7684\u60c5\u51b5\u4e0b\u662f 80% \u548c 75%\u3002\u56e0\u4e3a\u5728\u8fd9\u4e24\u79cd\u60c5\u51b5\u4e0b\uff0c\u5728 25% \u7684\u60c5\u51b5\u4e0b\uff0c\u516c\u53f8\u505a\u5f97\u5f88\u597d\u3002  <\/p>\n\n<p>\u5b83\u7684\u5b9a\u4ef7\u786e\u5b9e\u5f88\u9ad8\uff0c\u4f46\u6211\u4eec\u7406\u89e3\u8fd9\u4e2a\u6545\u4e8b\u3002\u6211\u4eec\u660e\u767d\u4e3a\u4ec0\u4e48\u5b83\u53ef\u4ee5\u53d1\u5c55\u6210\u8fd9\u6837\u3002\u6211\u4eec\u770b\u5230\u4e86\u8db3\u591f\u591a\u7684\u4e1c\u897f\uff0c\u5b83\u8db3\u591f\u5f15\u4eba\u6ce8\u76ee\u3002\u4e5f\u8bb8\u500d\u6570\u592a\u4f4e\u4e86\u3002\u53ea\u6709\u4e09\u5230\u56db\u500d\uff0c\u6211\u4eec\u60f3\u4fdd\u7559 75%\u3002\u73b0\u5728\uff0c\u5982\u679c\u5b83\u662f 100 \u500d\u7684 ARR \u52a0\u4e0a\uff0c\u5b83\u7684\u4ef7\u683c\u592a\u5b8c\u7f8e\u4e86\uff0c\u4ee5\u81f3\u4e8e\u6211\u4eec\u5c1d\u8bd5\u51fa\u552e 75%\u3002      <\/p>\n\n<p>\u4f46\u662f\uff0c\u518d\u8bf4\u4e00\u6b21\uff0c\u8fd9\u79cd\u60c5\u51b5\u53d1\u751f\u5728\u6781\u5c11\u6570\u516c\u53f8\u8eab\u4e0a\u3002\u5b83\u53ea\u53d1\u751f\u5728\u6700\u70ed\u95e8\u7684\u516c\u53f8\u8eab\u4e0a\u3002\u800c\u8fd9\u4e9b\u662f\u6211\u4eec\u5c1d\u8bd5\u51fa\u552e 75% \u7684\u60c5\u51b5\u3002\u6240\u4ee5\u73b0\u5728\u6211\u4eec\u6b63\u5728\u5c1d\u8bd5\u51fa\u552e\u6211\u4eec AI \u516c\u53f8\u7684 75%\u3002   <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6240\u4ee5\u6709\u65f6\u6211\u4eec\u4f1a\u770b\u770b\u6211\u4eec\u5728\u8fd9\u4e2a\u57fa\u91d1\u4e2d\u7684\u4f4d\u7f6e\uff1f\u6211\u4eec\u4ece\u4e00\u53f7\u57fa\u91d1\u3001\u4e8c\u53f7\u57fa\u91d1\u3001\u4e09\u53f7\u57fa\u91d1\u3001\u56db\u53f7\u57fa\u91d1\u4e2d\u6295\u8d44\uff0c\u6211\u4eec\u662f\u5426\u8fbe\u5230\u4e86 1 \u500d\u7684 DPI\uff1f <\/p>\n\n<p>\u5982\u679c\u6211\u4eec\u6ca1\u6709\u8fbe\u5230\uff0c\u4e5f\u8bb8\u6211\u4eec\u4f1a\u51fa\u552e 75%\uff0c\u7136\u540e\u8ba9\u6211\u4eec\u89e3\u51b3\u8fd9\u4e2a\u95ee\u9898\u3002\u6ca1\u6709\u4eba\u62b1\u6028\uff0c\u4f60\u4eec\u90fd\u62ff\u56de\u4e86\u4f60\u4eec\u7684\u94b1\u3002\u8fd9\u4fc3\u4f7f\u6211\u4eec\u505a\u4e86\u66f4\u591a\uff0c\u800c\u4e0d\u662f\u8bf4 25%\u3002\u8fd9\u4e5f\u662f\u6211\u4eec\u65b9\u9762\u7684\u4e00\u4e2a\u8003\u8651\u56e0\u7d20\u3002   <\/p>\n\n<p><strong>\u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a<\/strong>\u662f\u7684\u3002 \u8fd9\u662f\u771f\u7684\u3002\u4ee5\u53ca\u591a\u4e45\u8fdb\u5165\uff0c\u4f46\u6211\u4e5f\u80fd\u770b\u5230\u76f8\u53cd\u7684\u60c5\u51b5\u3002 <\/p>\n\n<p>\u5c31\u50cf\u6211\u4eec\u5df2\u7ecf\u505a\u5230\u4e86 1 \u500d\u7684 DPI\u3002\u800c\u8fd9\u6210\u4e3a 3 \u500d\u57fa\u91d1\u7684\u552f\u4e00\u65b9\u6cd5\u662f\u8fd9\u5bb6\u516c\u53f8\u4e0d\u65ad\u590d\u5408\u589e\u957f\uff0c\u6240\u4ee5\u4e5f\u8bb8\u6211\u4eec\u6700\u597d\u6301\u6709\uff0c\u800c\u4e14\u5b83\u662f\u552f\u4e00\u7684\u590d\u5408\u589e\u957f\u8005\uff0c\u6240\u4ee5\u6211\u4eec\u6700\u597d\u6301\u6709\u6216\u51fa\u552e\u635f\u5931\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6ca1\u9519\u3002\u6211\u89c9\u5f97\u5982\u679c\u4efb\u4f55 LP \u62b1\u6028\uff0c\u6211\u4f1a\u8bf4\uff0c\u563f\uff0c\u4f19\u8ba1\uff0c\u4f60\u62ff\u56de\u4e86\u4f60\u7684\u94b1\uff0c\u6240\u4ee5\u4e0d\u8981\u62b1\u6028\u3002 <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6ca1\u9519\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u5982\u679c\u6211\u6ca1\u6709\u628a\u94b1\u8fd8\u7ed9\u4f60\uff0c\u6211\u613f\u610f\u542c\u66f4\u591a\u8fd9\u4e9b\u3002\u4f46\u5728\u8fd9\u4e00\u70b9\u4e0a\uff0c\u5bfc\u81f4\u4e86\u6211\u4eec\u6b63\u5728\u505a\u7684\u4e8b\u60c5\u3002\u6211\u4eec\u9700\u8981\u90a3\u4ef6\u4e8b\u5728\u8fd9\u4e00\u70b9\u4e0a\u4ea4\u4ed8\u3002\u800c\u4e14\u8fd9\u4e9b\u4eba\u5bf9\u4ed6\u4eec\u5728\u8fd9\u4e2a\u9ad8\u4f30\u503c\u4e0a\u7684 4 \u500d\u56de\u62a5\u611f\u5230\u5174\u594b\uff0c\u4ece\u8fd9\u91cc\u770b\u8d77\u6765\u6709\u5f88\u9ad8\u7684\u4fe1\u5fc3\u83b7\u5f97 4 \u500d\u56de\u62a5\u3002   <\/p>\n\n<p>\u6240\u4ee5\u5728\u7ed3\u675f\u5e02\u573a\u4e4b\u5916\uff0c\u4f60\u80fd\u5206\u4eab\u4f60\u5bf9\u4ec0\u4e48\u611f\u5230\u5174\u594b\u7684\u5176\u4ed6\u6838\u5fc3\u6295\u8d44\u4e3b\u9898\u5417\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6240\u4ee5\u4f60\u770b\uff0c\u6211\u60f3\u8bf4\u9996\u5148\u3002\u5c06 AI \u5e94\u7528\u4e8e\u6240\u6709\u8fd9\u4e9b\u4e8b\u60c5\u662f\u5173\u952e\uff0c\u4f46\u4e0d\u662f\u4ee5\u4eba\u4eec\u671f\u671b\u7684\u65b9\u5f0f\u3002\u4f8b\u5982\uff0c\u6211\u4eec\u6700\u6210\u529f\u7684\u5e02\u573a\u4e4b\u4e00\u662f\u4e00\u4e2a\u540d\u4e3a Vinted \u7684\u65f6\u5c1a\u5e02\u573a\u3002  <\/p>\n\n<p>\u4ed6\u4eec\u6240\u505a\u7684\u662f\uff0c\u4ed6\u4eec\u4f7f\u7528 AI \u6765\u7ffb\u8bd1\u56fd\u5bb6\u4e4b\u95f4\u7684\u5217\u8868\uff0c\u5e76\u7ffb\u8bd1\u7528\u6237\u4e4b\u95f4\u7684\u5bf9\u8bdd\uff0c\u8fd9\u6837\u4f60\u7b2c\u4e00\u6b21\u62e5\u6709\u4e86\u4e00\u4e2a\u771f\u6b63\u7684\u6cdb\u6b27\u6d32\u3001\u6b27\u6d32\u5408\u4f17\u56fd\u7684\u5e02\u573a\uff0c\u4e70\u5bb6\u53ef\u80fd\u5728\u6cd5\u56fd\uff0c\u5356\u5bb6\u5728\u7acb\u9676\u5b9b\uff0c\u800c\u4e14\u53cc\u65b9\u90fd\u6ca1\u6709\u610f\u8bc6\u5230\u8fd9\u4e00\u70b9\uff0c\u8fd9\u521b\u9020\u4e86\u5de8\u5927\u7684\u6d41\u52a8\u6027\uff0c\u4f7f\u4ed6\u4eec\u80fd\u591f\u5728\u8bb8\u591a\u4e0d\u540c\u7684\u56fd\u5bb6\u83b7\u80dc\u3002<\/p>\n\n<p>\u4ed6\u4eec\u7684 GMV \u8fbe\u5230\u4e86 100 \u4ebf\u7f8e\u5143\u3002\u6240\u4ee5\u4e00\u4e2a\u50cf\u4f7f\u7528 AI \u8fdb\u884c\u8de8\u5883\u8d38\u6613\u3002\u4e8c\u662f\u7b80\u5316\u5217\u8868\uff0c\u4f60\u62cd\u4e00\u5f20\u7167\u7247\uff0c\u7136\u540e\u7830\u7684\u4e00\u58f0\uff0c\u4f60\u5c31\u5f97\u5230\u4e86\u6807\u9898\u3001\u4ef7\u683c\u3001\u63cf\u8ff0\u3001\u7c7b\u522b\uff0c\u6240\u6709\u8fd9\u4e9b\u90fd\u4e3a\u4f60\u81ea\u52a8\u5316\u4e86\u3002\u4e09\u662f\u5b8c\u5168\u7b80\u5316\u5ba2\u6237\u670d\u52a1\u3002\u73b0\u5728\uff0c\u603b\u7684\u6765\u8bf4\uff0c\u6211\u559c\u6b22\u7684\u5176\u4ed6\u4e8b\u60c5\uff0c\u9664\u4e86\u4f7f\u7528 AI \u4f7f\u6240\u6709\u8fd9\u4e9b\u4e8b\u60c5\u66f4\u6709\u6548\u7387\u4e4b\u5916\uff0c\u6211\u8ba4\u4e3a\u8fd9\u662f\u73a9 AI \u7684\u660e\u667a\u65b9\u5f0f\uff0c\u662f\u56f4\u7ed5\u6784\u5efa\u8fd9\u4e9b\u5e02\u573a\u7684\u6240\u6709\u57fa\u7840\u8bbe\u65bd\u3002\u6bd4\u5982\u4eba\u5f62\u673a\u5668\u4eba\u3001\u652f\u4ed8\u8f68\u9053\u516c\u53f8\u3002\u8fd8\u6709\u4e00\u4e9b\u4e0e\u4e0d\u540c\u7684\u5730\u7f18\u653f\u6cbb\u8f6c\u53d8\u76f8\u4e00\u81f4\u7684\u4e8b\u60c5\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u73b0\u5728\u6211\u4eec\u6b63\u5904\u4e8e\u4e2d\u56fd\u3001\u4fc4\u7f57\u65af\u3001\u4f0a\u6717\u3001\u671d\u9c9c\u548c\u4e00\u65b9\uff0c\u897f\u65b9\u548c\u53e6\u4e00\u65b9\u4e4b\u95f4\u7684\u7b2c\u4e8c\u6b21\u51b7\u6218\u4e2d\uff0c\u4e5f\u8bb8\u5370\u5ea6\u5728\u4e2d\u95f4\u3002       <\/p>\n\n<p>\u4e16\u754c\u4e0a\u6240\u6709\u7684\u516c\u53f8\u90fd\u5728\u8bd5\u56fe\u5c06\u4ed6\u4eec\u7684\u4f9b\u5e94\u94fe\u4ece\u4e2d\u56fd\u8f6c\u79fb\u51fa\u53bb\u3002\u6240\u4ee5\u6211\u4eec\u4e00\u76f4\u5728\u6295\u8d44\u5370\u5ea6\u7684 B2B \u5e02\u573a\uff0c\u8fd9\u4e9b\u5e02\u573a\u6b63\u5728\u5e2e\u52a9\u5370\u5ea6\u5236\u9020\u5546\u5411\u897f\u65b9\u7684\u516c\u53f8\u9500\u552e\u4ea7\u54c1\u3002\u6240\u4ee5\u6211\u4eec\u662f\u50cf Ziod \u8fd9\u6837\u7684\u516c\u53f8\u7684\u6295\u8d44\u8005\uff0c\u8be5\u516c\u53f8\u6b63\u5728\u5e2e\u52a9\u6b27\u6d32\u548c\u7f8e\u56fd\u7684\u77e5\u540d\u54c1\u724c\u4ece\u5370\u5ea6\u7684\u5c0f\u578b\u592b\u59bb\u5e97\u8d2d\u4e70\u670d\u88c5\u3002  <\/p>\n\n<p>\u95ee\u9898\u662f\uff0c\u8fd9\u4e9b\u5236\u9020\u5546\u4e2d\u7684\u4efb\u4f55\u4e00\u5bb6\u90fd\u65e0\u6cd5\u56de\u7b54 RFP\uff0c\u4ed6\u4eec\u65e0\u6cd5\u5904\u7406\u6d77\u5173\uff0c\u4ed6\u4eec\u65e0\u6cd5\u8fdb\u884c\u539f\u578b\u8bbe\u8ba1\u3002\u6240\u4ee5\u5e02\u573a\u4f1a\u8fd9\u6837\u505a\uff0c\u7136\u540e\u628a\u5b83\u5356\u7ed9 H&amp;M \u548c Zara \u7b49\u7b49\u3002\u6240\u4ee5\u6211\u4eec\u6b63\u5728\u505a\u5f88\u591a\u4e0e\u6211\u4eec\u8fd9\u4e2a\u65f6\u4ee3\u7684\u8d8b\u52bf\u76f8\u4e00\u81f4\u7684\u4e8b\u60c5\u3002  <\/p>\n\n<p>\u6240\u4ee5\u5bf9 B2B \u6570\u5b57\u5316\u63d0\u4f9b\u57fa\u7840\u8bbe\u65bd\u652f\u6301\uff0c\u6211\u8ba4\u4e3a\u6211\u4eec\u6b63\u5904\u4e8e\u7b2c\u4e00\u5929\u3002\u6240\u4ee5\u8fd9\u662f 10 \u5e74\u524d\u548c\u751f\u4ea7\u529b\u3002\u7531\u4e8e AI\uff0c\u6240\u6709\u8fd9\u4e9b\u7c7b\u522b\u90fd\u6709\u5982\u6b64\u591a\u7684\u751f\u4ea7\u529b\u6539\u8fdb\u3002\u5bf9\u6211\u6765\u8bf4\uff0c\u8fd9\u5c31\u50cf\u6700\u4ee4\u4eba\u5174\u594b\u7684\u4e8b\u60c5\u3002\u6240\u4ee5\u4f8b\u5982\uff0c\u6211\u4f1a\u6784\u5efa\u4e00\u4e2a AI\uff0c\u800c\u4e0d\u662f\u6784\u5efa\u4e00\u4e2a LLM\uff0c\u53e6\u4e00\u4e2a\u7528\u4e8e\u7f16\u7801\u7684 LLM\u3002    <\/p>\n\n<p>\u6211\u5982\u4f55\u4f7f\u7528 AI \u6765\u7b80\u5316\u65bd\u5de5\uff1f\u7533\u8bf7\u6240\u6709\u8bb8\u53ef\u8bc1\uff0c\u5e76\u7ba1\u7406\u603b\u627f\u5305\u5546\u548c\u5206\u5305\u5546\u4ee5\u53ca\u5efa\u7b51\u5e08\u548c\u5ba2\u6237\u4e4b\u95f4\u7684\u5bf9\u8bdd\u7b49\u7b49\u3002\u4f60\u53ef\u4ee5\u505a\u5f88\u591a\u4e8b\u60c5\u6765\u4f7f\u8fd9\u4e9b\u5de8\u5927\u7684\u884c\u4e1a\u66f4\u6709\u6548\u7387\u3002\u6211\u5bf9\u6240\u6709\u8fd9\u4e9b\u90fd\u611f\u5230\u975e\u5e38\u5174\u594b\u3002   <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u8fd9\u90fd\u662f\u6b63\u5728\u53d1\u751f\u7684\u6570\u5b57\u5316\u7684\u81ea\u7136\u53d1\u5c55\u3002\u81ea\u52a8\u5316\u4eba\u7c7b\u5de5\u4f5c\u6d41\u7a0b\uff0c\u5229\u7528\u6570\u636e\u96c6\uff0c\u8ba9\u6570\u636e\u8fdb\u5165\u6570\u636e\u9a71\u52a8\u7684\u51b3\u7b56\u3002\u90a3\u662f\u81ea\u52a8\u5316\u7684\u8f6f\u4ef6\uff0c\u5e76\u91cd\u65b0\u6784\u60f3\u6574\u4e2a\u4e8b\u60c5\u3002  <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u6ca1\u9519\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u50cf Samwer \u5144\u5f1f\u548c\u4f60\u8fd9\u6837\u7684\u4eba\uff0c\u6211\u8ba4\u4e3a\uff0c\u5728\u56fd\u9645\u4e0a\u6267\u884c\u5f97\u975e\u5e38\u597d\u3002<\/p>\n\n<p>\u5173\u4e8e\u7f8e\u56fd\u6b63\u5728\u53d1\u751f\u7684\u4e8b\u60c5\u3002\u4f60\u5bf9\u5728\u7f8e\u56fd\u5883\u5916\u6295\u8d44\u6709\u4ec0\u4e48\u611f\u89c9\uff1f\u4f60\u6700\u521d\u6765\u81ea\u5c3c\u65af\uff0c\u6211\u60f3\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u4f60\u5bf9\u5728\u5370\u5ea6\u88ab\u72e0\u72e0\u5730\u6559\u8bad\u4e00\u987f\uff0c\u6216\u8005\u4f60\u6295\u8d44\u4e86\u4e00\u5bb6\u5370\u5ea6\u516c\u53f8\uff0c\u7136\u540e\u4f60\u518d\u4e5f\u6ca1\u6709\u6536\u5230\u4ed6\u4eec\u7684\u6d88\u606f\u6709\u4ec0\u4e48\u770b\u6cd5\uff1f   <\/p>\n\n<p>\u6216\u8005\u4f60\u5bf9\u56fd\u9645\u4e0e\u7f8e\u56fd\u7684\u597d\u3001\u574f\u3001\u4e11\u6709\u4ec0\u4e48\u770b\u6cd5\uff1f<\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u9996\u5148\uff0c\u6211\u4eec\u5728\u7f8e\u56fd\u7684\u5927\u591a\u6570\u6295\u8d44\u8005\uff0c\u5c31\u50cf\u5927\u591a\u6570\u6295\u8d44\u8005\u4e00\u6837\uff0c\u6240\u4ee5\u6211\u4eec\u4e3b\u8981\u6295\u8d44\u4e8e\u73b0\u6709\u7c7b\u522b\u4e2d\u7684\u65b0\u98a0\u8986\u6027\u5546\u4e1a\u6a21\u5f0f\u3002ID \u5957\u5229\u53ef\u80fd\u5728\u6211\u4eec 2000 \u5e74\u4ee3\u548c 2010 \u5e74\u4ee3\u521d\u7684\u4e3b\u9898\u4e2d\u5360\u66f4\u5927\u7684\u6bd4\u4f8b\uff0c\u800c\u4e0d\u662f\u73b0\u5728\u3002 <\/p>\n\n<p> \u6240\u4ee5\u603b\u7684\u6765\u8bf4\uff0c\u6211\u60f3\u8bf4\u7f8e\u56fd\u662f\u6700\u597d\u7684\u5e02\u573a\u3002\u5b83\u62e5\u6709 3.5 \u4ebf\u5bcc\u88d5\u7684\u65e9\u671f\u91c7\u7528\u8005\u3002\u4ed6\u4eec\u5bf9\u4ef7\u683c\u4e0d\u90a3\u4e48\u654f\u611f\u3002\u4f5c\u4e3a\u521b\u59cb\u4eba\uff0c\u4f60\u6b63\u5728\u4ee5\u7b80\u5355\u6a21\u5f0f\u73a9\u4ed6\u4eec\u7684\u521b\u4e1a\u6e38\u620f\u3002\u4e00\u5207\u90fd\u66f4\u5bb9\u6613\uff0c\u5efa\u7acb\u516c\u53f8\uff0c\u96c7\u7528\u4eba\u5458\uff0c\u89e3\u96c7\u4eba\u5458\uff0c\u7b79\u96c6\u8d44\u91d1\uff0c\u9000\u51fa\u7b49\u7b49\u3002    <\/p>\n\n<p>\u4e5f\u5c31\u662f\u8bf4\uff0c\u5728\u5176\u4ed6\u5e02\u573a\u4e2d\u5b58\u5728\u6709\u8da3\u7684\u3001\u72ec\u7279\u7684\u673a\u4f1a\uff0c\u4f46\u6211\u4f1a\u4e13\u6ce8\u4e8e\u5927\u578b\u5e02\u573a\u3002\u6240\u4ee5\u6211\u53ea\u4f1a\u505a\u50cf\u5df4\u897f\u548c\u5370\u5ea6\u6216\u6574\u4e2a\u6b27\u6d32\u8fd9\u6837\u7684\u5e02\u573a\u3002\u6211\u4f1a\u907f\u514d\u4e09\u7ea7\u5e02\u573a\u3002\u6211\u4eec\u5728\u5370\u5ea6\u505a\u5f97\u975e\u5e38\u597d\u3002\u6211\u4eec\u5728\u5df4\u897f\u505a\u5f97\u975e\u5e38\u597d\u3002    <\/p>\n\n<p>\u4f46\u5982\u679c\u4f60\u53bb\u80af\u5c3c\u4e9a\uff0c\u98ce\u9669\u4f1a\u66f4\u5927\uff0c\u56e0\u4e3a\u4f60\u8ba4\u4e3a\u4f60\u7406\u6240\u5f53\u7136\u5730\u8ba4\u4e3a\u6709\u6548\u548c\u65e0\u6548\u7684\u4e8b\u60c5\u5e76\u4e0d\u603b\u662f\u6709\u6548\u3002\u6709\u65f6\u521b\u59cb\u4eba\u4f1a\u6d88\u5931\uff0c\u4e5f\u8bb8\u6570\u5b57\u662f\u5047\u7684\u7b49\u7b49\u3002\u6240\u4ee5\u6211\u5bf9\u6295\u8d44\u524d\u6cbf\u5e02\u573a\u4f1a\u66f4\u52a0\u8c28\u614e\uff0c\u800c\u4e14\u5730\u7f18\u653f\u6cbb\u653f\u7b56\u53d8\u5316\u7cfb\u7edf\u4e5f\u662f\u5982\u6b64\uff0c\u5bf9\u5427\uff1f  <\/p>\n\n<p>\u5c31\u50cf\u6211\u4eec\u8fc7\u53bb\u5728 2000 \u5e74\u4ee3\u5728\u4e2d\u56fd\u548c\u4fc4\u7f57\u65af\u6295\u8d44\u4e86\u5f88\u591a\u3002\u4f46\u968f\u540e\u8fd9\u4e24\u4e2a\u56fd\u5bb6\u90fd\u505a\u51fa\u4e86\u5730\u7f18\u653f\u6cbb\u51b3\u5b9a\uff0c\u4f7f\u6211\u4eec\u5b8c\u5168\u9000\u51fa\u4e86\u8fd9\u4e9b\u56fd\u5bb6\u3002\u6211\u662f\u963f\u91cc\u5df4\u5df4\u7684\u65e9\u671f\u5927\u4f7f\uff0c\u73b0\u5728\u6211\u4eec\u4e0d\u518d\u4e0e\u4e2d\u56fd\u6709\u4efb\u4f55\u8054\u7cfb\u3002  <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u6700\u540e\u4e00\u4e2a\u7ed3\u675f\u95ee\u9898\u3002\u6240\u4ee5 Fabrice\uff0c\u6211\u77e5\u9053\u4f60\u503e\u5411\u4e8e\u5728\u4e16\u754c\u5404\u5730\u8df3\u6765\u8df3\u53bb\u3002\u5c31\u50cf\u4f60\u4e00\u5e74\u4e2d\u7684\u51e0\u4e2a\u6708\u5728\u4e16\u754c\u5404\u5730\u4e0d\u540c\u7684\u5730\u65b9\u8fd0\u8425\u3002\u544a\u8bc9\u6211\u4eec\u90a3\u662f\u4ec0\u4e48\u3002\u603b\u662f\u5f88\u9ad8\u5174\u542c\u5230\u3002    <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u662f\u7684\uff0c\u6211\u6b63\u5728\u52aa\u529b\u4f18\u5316\u751f\u6d3b\uff0c\u4ee5\u62e5\u6709\u5c3d\u53ef\u80fd\u6700\u597d\u7684\u751f\u6d3b\uff0c\u6211\u53d1\u73b0\u6bcf\u4e2a\u5730\u70b9\u90fd\u5728\u6211\u7684\u751f\u6d3b\u4e2d\u53d1\u6325\u7740\u4e00\u5b9a\u7684\u4f5c\u7528\uff0c\u5e76\u4e14\u662f\u6700\u597d\u7684\u65f6\u95f4\u6bb5\u3002<\/p>\n\n<p>\u4f8b\u5982\uff0c\u7ebd\u7ea6\uff0c\u8fd9\u662f\u6211\u7684\u6240\u5728\u5730\uff0c\u662f\u667a\u529b\u3001\u793e\u4ea4\u3001\u827a\u672f\u3001\u4e13\u4e1a\u6d3b\u52a8\u7684\u907f\u98ce\u6e2f\u3002\u8fd9\u592a\u68d2\u4e86\u3002\u65e0\u8bba\u4f60\u5bf9\u4ec0\u4e48\u611f\u5174\u8da3\uff0c\u4f60\u90fd\u4f1a\u53d1\u73b0\u5b83\u5728\u7ebd\u7ea6\u88ab\u63a8\u5230\u4e86\u6781\u9650\uff0c\u800c\u4e14\u90a3\u91cc\u6709\u4e16\u754c\u4e0a\u6700\u806a\u660e\u7684\u4eba\uff0c\u6700\u6709\u62b1\u8d1f\u7684\u4eba\u3002  <\/p>\n\n<p>\u95ee\u9898\u662f\uff0c\u5728\u7ebd\u7ea6\u5f85\u4e86\u4e24\u4e2a\u6708\u540e\uff0c\u6211\u771f\u7684\u611f\u5230\u7cbe\u75b2\u529b\u7aed\uff0c\u56e0\u4e3a\u4f60\u505a\u4e86\u5f88\u591a\u4e8b\u60c5\uff0c\u800c\u4e14\u6bcf\u6b21\u793e\u4ea4\u4f1a\u8bae\u4e5f\u662f\u4e13\u4e1a\u4f1a\u8bae\u3002\u6240\u4ee5\u6211\u4e5f\u6709\u4e00\u6bb5\u65f6\u95f4\u7ebd\u7ea6\u5f88\u68d2\u3002\u6211\u559c\u6b22\u5728\u4e5d\u6708\u548c\u5341\u6708\u4ee5\u53ca\u56db\u6708\u3001\u4e94\u6708\u3001\u516d\u6708\u5728\u7ebd\u7ea6\uff0c\u4f46\u7ebd\u7ea6\u5728\u4e03\u6708\u3001\u516b\u6708\u6ca1\u6709\u5438\u5f15\u529b\uff1b\u4ece\u5341\u4e00\u6708\u5230\u4e09\u6708\u4e5f\u6ca1\u6709\u5438\u5f15\u529b\u3002\u6211\u4ece\u5de5\u4f5c\u4e0e\u751f\u6d3b\u5e73\u8861\u7684\u89d2\u5ea6\u51fa\u53d1\uff0c\u7528\u53bb\u6d77\u6ee9\u6765\u5e73\u8861\u6211\u5728\u7ebd\u7ea6\u7684\u57ce\u5e02\u751f\u6d3b\u3002    <\/p>\n\n<p>\u8fd9\u662f\u6211\u73b0\u5728\u5728\u7279\u514b\u65af\u548c\u51ef\u79d1\u65af\u7fa4\u5c9b\u7684\u5730\u65b9\u3002\u5b9e\u9645\u4e0a\uff0c\u6211\u5728\u90a3\u91cc\u5f85\u4e86\u5341\u4e00\u6708\u3001\u5341\u4e8c\u6708\uff0c\u901a\u5e38\u8fd8\u6709\u4e09\u6708\uff0c\u6211\u5728\u767d\u5929\u8fdb\u884c Zoom 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<\/p>\n\n<p>\u8fd9\u662f\u4e00\u79cd\u611f\u6069\u7684\u7ec3\u4e60\uff0c\u610f\u8bc6\u5230\u751f\u5b58\u66fe\u7ecf\u662f\u4e00\u9879\u5168\u804c\u5de5\u4f5c\u3002\u5f53\u4f60\u751f\u6d3b\u5728\u6ca1\u6709\u5395\u6240\u3001\u6ca1\u6709\u7535\u3001\u6ca1\u6709\u6c34\u7b49\u7684\u79bb\u7f51\u73af\u5883\u4e2d\u65f6\uff0c\u5f53\u4f60\u56de\u6765\u65f6\uff0c\u4f60\u4f1a\u5bf9\u751f\u6d3b\u4e2d\u7684\u5c0f\u7b80\u5355\u611f\u5230\u975e\u5e38\u611f\u6fc0\uff0c\u6bd4\u5982\u5395\u6240\u6216\u81ea\u6765\u6c34\uff0c\u6216\u70ed\u6c34\u6dcb\u6d74\u6216\u62ab\u8428\u3002 <\/p>\n\n<p>\u6211\u4eec\u662f\u5982\u6b64\u7684\u5e78\u8fd0\uff0c\u6211\u4eec\u8ba4\u4e3a\u8fd9\u662f\u7406\u6240\u5f53\u7136\u7684\u3002\u6211\u4eec\u6ca1\u6709\u610f\u8bc6\u5230\u6211\u4eec\u6709\u591a\u5e78\u8fd0\u3002 <\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u662f\u7684\u3002\u6211\u559c\u6b22\u5b83\u3002\u597d\u7684\uff0cFabrice\uff0c\u5f88\u9ad8\u5174\u89c1\u5230\u4f60\u3002\u975e\u5e38\u611f\u8c22\uff0c\u5e0c\u671b\u5f88\u5feb\u89c1\u5230\u4f60\u3002   <\/p>\n\n<p><strong>Fabrice Grinda\uff1a<\/strong> \u5b8c\u7f8e\u3002 \u8c22\u8c22\u3002<\/p>\n\n<p><strong>Andrew Romans\uff1a<\/strong> \u518d\u89c1\u3002<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u6211\u548c Andrew Romans \u5c31\u98ce\u9669\u6295\u8d44\u7684\u73b0\u72b6\u8fdb\u884c\u4e86\u4e00\u6b21\u7cbe\u5f69\u7684\u5bf9\u8bdd\u3002 \u6211\u4eec\u8ba8\u8bba\u4e86\uff1a \u9664\u4e86\u4e0a\u9762\u7684 YouTube \u89c6\u9891\uff0c\u60a8\u8fd8\u53ef\u4ee5\u5728 Spotify \u4e0a\u6536\u542c\u64ad\u5ba2\u3002 \u6587\u5b57\u7a3f Fabrice Grinda\uff1a 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Categories - \u8bbf\u8c08\u4e0e\u7089\u8fb9\u8c08\u8bdd. 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\u4e07\u7f8e\u5143\u7684\u4ef7\u683c\u51fa\u552e\uff0c\u5f53\u65f6\u6211\u4eec\u8fd8\u6ca1\u6709\u5b8c\u5168\u6269\u5927\u89c4\u6a21\uff0c\u800c\u4e14\u505a\u5f97\u975e\u5e38\u597d\u3002\u7136\u540e\u5728 2006 \u5e74\uff0c\u6211\u6700\u7ec8\u521b\u5efa\u4e86\u4e00\u5bb6\u540d\u4e3a OLX \u7684\u516c\u53f8\uff0c\u76f4\u5230\u4eca\u5929\uff0c\u5b83\u4ecd\u7136\u662f\u4e16\u754c\u4e0a\u6700\u5927\u7684\u5206\u7c7b\u7f51\u7ad9\u3002\u4e00\u5bb6\u5728 30 \u4e2a\u56fd\u5bb6\u62e5\u6709 11,000 \u540d\u5458\u5de5\u7684\u516c\u53f8\uff0c\u6bcf\u6708\u8d85\u8fc7 3 \u4ebf\u4ef6\u5546\u54c1\u3002\u5b83\u662f\u5df4\u897f\u3001\u6574\u4e2a\u62c9\u4e01\u7f8e\u6d32\u4ee5\u53ca\u4e4c\u514b\u5170\u3001\u6ce2\u5170\u3001\u7f57\u9a6c\u5c3c\u4e9a\u3001\u6574\u4e2a\u4e1c\u6b27\u3001\u4e2d\u4e1c\u4ee5\u53ca\u5370\u5ea6\u3001\u5df4\u57fa\u65af\u5766\u548c\u6574\u4e2a\u4e1c\u5357\u4e9a\u9886\u5148\u7684\u5206\u7c7b\u7f51\u7ad9\u3002    \n \u8fd9\u662f\u4e00\u5bb6\u5e9e\u5927\u7684\u516c\u53f8\u3002\u6211\u5728 2013 \u5e74\u5c06\u5176\u51fa\u552e\u7ed9\u4e86 NASCAR \u7684 Process\u3002\u5e76\u5728 2013 \u5e74\u7ee7\u7eed\u521b\u5efa\u4e86 FJ Labs\u3002  \n Andrew Romans\uff1a \u5173\u4e8e\u8fd9\u4e00\u70b9\uff0c\u6709\u8da3\u7684\u662f\uff0c\u6211\u8ba4\u4e3a\u5bf9\u4e8e\u60f3\u8981\u4e0e\u4f60\u4eec\u6216\u98ce\u9669\u6295\u8d44\u4eba\u5408\u4f5c\u7684\u521b\u59cb\u4eba\u6765\u8bf4\uff0c\u76f8\u5173\u7684\u662f\uff0c\u4f60\u770b\u770b Craigslist\uff0c\u4f60\u4f1a\u60f3\uff0c\u54ea\u4e2a\u767d\u75f4\u5236\u4f5c\u4e86\u8fd9\u4e2a\u754c\u9762\uff1f\u4ed6\u4eec\u8fd8\u80fd\u8ba9\u5b83\u66f4\u7b28\u62d9\u5417\uff1f\n \u597d\u50cf\u4ed6\u4eec\u662f\u6545\u610f\u8fd9\u4e48\u505a\u7684\u3002\u5f53\u7136\uff0c\u4ed6\u4eec\u6ca1\u6709\u50cf\u4f60\u4e00\u6837\u5728\u4e1c\u5357\u4e9a\u3001\u62c9\u4e01\u7f8e\u6d32\u548c\u4e2d\u4e1c\u4ee5\u53ca\u6574\u4e2a\u6b27\u6d32\u6267\u884c\u3002\u6240\u4ee5\u6211\u8ba4\u4e3a\u4f60\u7684\u6267\u884c\u529b\uff0c\u4f60\u62e5\u6709\u7684\u58eb\u5175\u4f5c\u6218\u7ecf\u9a8c\uff0c\u8f6c\u5316\u4e3a\u5efa\u7acb\u4f60\u7684\u98ce\u9669\u6295\u8d44\u516c\u53f8\u548c\u4e0e\u521d\u521b\u516c\u53f8\u5408\u4f5c\u3002   \n \u4f46\u662f\uff0c\u4e3a\u4e86\u8f6c\u79fb\u5230\u4eca\u5929\uff0c\u800c\u4e0d\u662f\u8fc7\u591a\u5730\u6c89\u6eba\u4e8e\u8fc7\u53bb\uff0c\u6211\u76f8\u4fe1\u4f60\u5f00\u59cb\u81ea\u5df1\u4f5c\u4e3a\u5929\u4f7f\u6295\u8d44\u4eba\u8fdb\u884c\u6295\u8d44\u3002\u5f53\u4f60\u5728\u7ecf\u8425\u516c\u53f8\u65f6\uff0c\u7136\u540e\u4f60\u8fdb\u884c\u4e86\u8d85\u8fc7\u4e00\u767e\u9879\u6295\u8d44\uff0c\u7136\u540e\u5728\u67d0\u4e2a\u65f6\u5019\uff0c\u6709\u4e00\u4e2a\u4e89\u8bba\uff0c\u6211\u662f\u53ea\u6295\u8d44\u6211\u81ea\u5df1\u7684\u8d44\u4ea7\u8d1f\u503a\u8868\u66f4\u6709\u6548\uff0c\u8fd8\u662f\u5904\u7406\u6240\u6709\u8fd9\u4e9b\u62a5\u544a\u548c\u5916\u90e8\u6709\u9650\u5408\u4f19\u4eba\u66f4\u597d\uff1f \n \u800c\u4e14\u6bcf\u6b21\u6211\u5411\u6709\u9650\u5408\u4f19\u4eba\u5199\u62a5\u544a\u65f6\uff0c\u6211\u90fd\u4f1a\u60f3\uff0c\u4e5f\u8bb8\u6211\u5728\u6295\u8d44\u522b\u4eba\u7684\u94b1\u65f6\u4f1a\u66f4\u654f\u9510\u4e00\u4e9b\u3002\u56e0\u4e3a\u8fd9\u8feb\u4f7f\u4f60\u5173\u6ce8\u6bcf\u4e00\u5bb6\u516c\u53f8\uff0c\u7b49\u7b49\u7b49\u7b49\u3002\u4f46\u662f\u6709\u591a\u5c11\uff0c\u6211\u8ba4\u4e3a Telenor \u6295\u5165\u4e86 5000 \u4e07\u7f8e\u5143\uff0c\u5bf9\u5427\uff1f  \n \u90a3\u4e0d\u662f\u7b2c\u4e00\u4e2a\u5916\u90e8\u6709\u9650\u5408\u4f19\u4eba\u5417\uff1f\n Fabrice Grinda\uff1a \u662f\u7684\uff0c\u6240\u4ee5\u4f60\u770b\uff0c\u6211\u5728 98 \u5e74\u521b\u5efa\u6211\u7684\u7b2c\u4e00\u5bb6\u516c\u53f8\u65f6\u5c31\u5f00\u59cb\u4e86\u5929\u4f7f\u6295\u8d44\u3002\u4e8b\u5b9e\u4e0a\uff0c\u6211\u7ecf\u8fc7\u4e86\u957f\u65f6\u95f4\u7684\u601d\u8003\uff0c\u6211\u5e94\u8be5\u8fd9\u6837\u505a\u5417\uff1f\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\uff0c\u8fd9\u53ef\u80fd\u8fdd\u53cd\u4e86\u6211\u4f5c\u4e3a\u521b\u59cb\u4eba\u3001\u9996\u5e2d\u6267\u884c\u5b98\u7684\u804c\u8d23\uff0c\u8fdb\u884c\u5929\u4f7f\u6295\u8d44\u3002\u8fd9\u662f\u4e00\u79cd\u5e72\u6270\uff0c\u4f46\u6211\u81f3\u5c11\u5411\u81ea\u5df1\u8fa9\u89e3\u8bf4\uff0c\u5982\u679c\u6211\u53ef\u4ee5\u5411\u5176\u4ed6\u521b\u59cb\u4eba\u9610\u660e\u7ecf\u9a8c\u6559\u8bad\uff0c\u8fd9\u4f1a\u8ba9\u6211\u6210\u4e3a\u4e00\u4e2a\u66f4\u597d\u7684\u521b\u59cb\u4eba\u3002   \n \u5982\u679c\u6211\u53ef\u4ee5\u968f\u65f6\u638c\u63e1\u5e02\u573a\u7684\u8109\u640f\uff0c\u8fd9\u4f1a\u8ba9\u6211\u6210\u4e3a\u4e00\u4e2a\u66f4\u597d\u7684\u521b\u59cb\u4eba\u3002\u6240\u4ee5\u6211\u65e9\u5728 98 \u5e74\u5c31\u51b3\u5b9a\uff0c\u53ea\u8981\u4e0d\u8d85\u8fc7\u4e00\u4e2a\u5c0f\u65f6\u3002\u6240\u4ee5\u6211\u63d0\u51fa\u4e86\u7b2c\u56db\u4e2a\u9009\u62e9\u6807\u51c6\uff0c\u6211\u4eec\u4ecd\u7136\u4f7f\u7528\u8fd9\u4e2a\u6807\u51c6\uff0c\u5728\u4e00\u4e2a\u5c0f\u65f6\u7684\u4f1a\u8bae\u4e2d\uff0c\u6211\u51b3\u5b9a\u662f\u5426\u6295\u8d44\uff0c\u800c\u4e14\u6211\u53ea\u505a\u5e02\u573a\uff0c\u5f53\u7136\uff0c\u90a3\u662f\u6211\u5f53\u65f6\u6b63\u5728\u505a\u7684\u3002  \n \u7136\u540e\u5b83\u5c31\u6709\u4e86\u81ea\u5df1\u7684\u751f\u547d\u3002\u6240\u4ee5\u5728 2013 \u5e74\uff0c\u6211\u60f3\u6211\u5df2\u7ecf\u8fdb\u884c\u4e86 173 \u9879\u6295\u8d44\uff0c\u5e76\u4e14\u5df2\u7ecf\u505a\u5f97\u975e\u5e38\u597d\u4e86\uff0c\u6211\u5c06\u6211\u7684\u5929\u4f7f\u6295\u8d44\u4e0e\u6211\u5728 FJ Lab \u7684\u73b0\u4efb\u8054\u5408\u521b\u59cb\u4eba Jose \u8fdb\u884c\u4e86\u5408\u5e76\uff0c\u800c\u4e14\u8fdb\u5c55\u975e\u5e38\u987a\u5229\u3002\u6211\u8ba4\u4e3a\u5efa\u7acb\u98ce\u9669\u6295\u8d44\u57fa\u91d1\u6709\u4e24\u4e2a\u539f\u56e0\u3002  \n \u4e00\u662f\u6211\u4eec\u4e0d\u65ad\u6536\u5230\u7684\u4ea4\u6613\u91cf\u4e0d\u65ad\u589e\u52a0\uff0c\u56e0\u4e3a\u6211\u5728\u5e02\u573a\u4e0a\u5efa\u7acb\u7684\u54c1\u724c\uff0c\u6211\u60f3\uff0c\u4f60\u77e5\u9053\u5417\uff1f\u6211\u82b1\u4e86\u5f88\u591a\u94b1\u8058\u8bf7\u4e00\u4e2a\u56e2\u961f\u6765\u8fc7\u6ee4\u5165\u7ad9\u4ea4\u6613\u3002\u6211\u4eec\u6bcf\u5468\u6536\u5230 300 \u7b14\u5165\u7ad9\u4ea4\u6613\uff0c\u800c\u4e14\u6211\u8fd8\u82b1\u4e86\u5f88\u591a\u94b1\u5728\u6cd5\u5f8b\u3001\u540e\u53f0\u7b49\u65b9\u9762\uff0c\u5b9e\u9645\u4e0a\u62e5\u6709\u66f4\u5927\u7684\u89c4\u6a21\u624d\u80fd\u652f\u4ed8\u6210\u672c\u7ed3\u6784\uff0c\u56e0\u4e3a\u6211\u4eec\u8fd0\u8425\u7684\u89c4\u6a21\uff0c\u4e00\u5f00\u59cb\u611f\u89c9\u5c31\u50cf\u4e00\u4e2a\u57fa\u91d1\u3002\u7136\u540e\u7a81\u7136\uff0cTelenor \u5c31\u50cf\u4f60\u8bf4\u7684\uff0c\u6765\u4e86\uff0c\u8bf4\uff0c\u563f\uff0c\u6211\u4eec\u60f3\u548c\u4f60\u4eec\u5408\u4f5c\uff0c\u56e0\u4e3a\u6211\u4eec\u73b0\u5728\u62e5\u6709\u6240\u6709\u8fd9\u4e9b\u5e02\u573a\u548c\u5206\u7c7b\u8d44\u4ea7\uff0c\u6211\u4eec\u60f3\u8981\u4e00\u4e2a\u5173\u4e8e\u5c06\u4f1a\u53d1\u751f\u4ec0\u4e48\u4ee5\u53ca\u6211\u4eec\u5e94\u8be5\u505a\u4ec0\u4e48\u7684\u89c2\u70b9\uff0c\u5e76\u7ecf\u8fc7\u4e86\u957f\u65f6\u95f4\u7684\u601d\u8003\uff0c\u8003\u8651\u5982\u4f55\u6700\u597d\u5730\u505a\u5230\u8fd9\u4e00\u70b9\u3002   \n \u4ed6\u4eec\u63d0\u51fa\u8981\u6295\u8d44\u63a7\u80a1\u516c\u53f8\u3002\u4f46\u6211\u60f3\uff0c\u4f60\u77e5\u9053\u5417\uff1f\u66f4\u5177\u53ef\u6269\u5c55\u6027\u7684\u65b9\u6cd5\u662f\u5efa\u7acb\u4e00\u4e2a\u98ce\u9669\u6295\u8d44\u57fa\u91d1\uff0c\u56e0\u4e3a\u8fd9\u6837\u5c31\u4e0d\u4f1a\u7a00\u91ca\u6211\u4eec\uff0c\u65e0\u8bba\u662f 5000 \u4e07\u7f8e\u5143\u30011 \u4ebf\u7f8e\u5143\u8fd8\u662f 3 \u4ebf\u7f8e\u5143\u3002  \n Andrew Romans\uff1a \u6211\u60f3\u6211\u5728\u8fd9\u6bb5\u65f6\u95f4\u8ba4\u8bc6\u4f60\uff0cFabrice\uff0c\u800c\u4e14\u5728\u64ad\u5ba2\u51fa\u73b0\u4e4b\u524d\uff0c\u6709\u535a\u5ba2\u3002\n \u6211\u8bb0\u5f97\uff0c\u4f60\u662f\u4e00\u4e2a\u5927\u535a\u5ba2\u4f5c\u8005\uff0c\u6211\u4e5f\u662f\uff0c\u6211\u603b\u662f\u559c\u6b22\u9605\u8bfb\u4f60\u5199\u7684\u957f\u7bc7\u535a\u5ba2\u3002\u4f46\u6211\u5f97\u5230\u7684\u5370\u8c61\u662f\uff0c\u6211\u4e0d\u77e5\u9053\u6211\u4eec\u662f\u5426\u8c08\u8bba\u8fc7\u8fd9\u4ef6\u4e8b\uff0c\u91c7\u53d6\u5916\u90e8\u8d44\u672c\u7684\u52a8\u673a\u4e4b\u4e00\u662f\uff0c\u4f60\u80af\u5b9a\u4f1a\u4ece\u4f60\u7684\u670b\u53cb\u90a3\u91cc\u770b\u5230\u8fd9\u4e00\u70b9\uff0c\u4f60\u53ea\u662f\u5728\u8fdb\u884c\u5e38\u89c4\u7684\u5929\u4f7f\u6295\u8d44\uff0c\u6ca1\u6709\u4f60\u7684\u89c4\u6a21\uff0c\u6ca1\u6709\u4f60\u6240\u6709\u7684\u9000\u51fa\u3002 \n \u91cd\u70b9\u662f\uff0c\u9700\u8981\u5f88\u957f\u65f6\u95f4\u624d\u80fd\u83b7\u5f97\u62a5\u916c\u3002\u5c31\u50cf\u9700\u8981\u5f88\u957f\u65f6\u95f4\u624d\u80fd\u5b9e\u73b0\u73b0\u91d1\uff0c\u8fd9\u662f\u4e00\u4e2a\u5b8c\u6574\u7684\u884c\u4e1a\uff0c\u662f\u6bcf\u4e2a\u4eba\u6218\u7565\u7684\u6838\u5fc3\u3002\u4f60\u5982\u4f55\u8fdb\u5165\u4e8c\u7ea7\u5e02\u573a\uff0c\u6216\u8005\u5982\u4f55\u5f3a\u5236\u6d41\u52a8\u6027\uff0c\u4f46\u662f\u3002\u5f88\u591a\u5929\u4f7f\u6295\u8d44\u4eba\uff0c\u4ed6\u4eec\u90e8\u7f72\u4e86\u4e00\u5b9a\u6570\u91cf\u7684\u73b0\u91d1\uff0c\u7136\u540e\u4ed6\u4eec\u60ca\u8bb6\u5730\u53d1\u73b0\uff0c\u8be5\u6b7b\uff0c\u6211\u5df2\u7ecf\u53c2\u4e0e\u8fd9\u7b14\u4ea4\u6613 14 \u5e74\u4e86\uff0c\u6216\u8005 12 \u5e74\u4e86\uff0c\u6216\u8005\u7ec8\u4e8e\u9996\u6b21\u516c\u5f00\u52df\u80a1\u4e86\uff0c\u800c\u4e14\u6709\u4e00\u4e2a\u9501\u5b9a\u671f\uff0c\u6216\u8005\u5b83\u7ec8\u4e8e\u88ab\u6536\u8d2d\u4e86\uff0c\u4f46\u662f\u8be5\u6b7b\uff0c\u90a3\u5bb6\u516c\u53f8\u662f\u4e00\u5bb6\u79c1\u4eba\u63a7\u80a1\u516c\u53f8\uff0c\u4ee5\u865a\u9ad8\u7684\u4f30\u503c\u6536\u8d2d\u4e86\u6211\u4eec\uff0c\u73b0\u5728\u5982\u679c\u6211\u60f3\u9000\u51fa\uff0c\u6211\u5c06\u9762\u4e34\u6298\u6263\u3002   \n \u6240\u4ee5\u4e0e\u5176\u5728\u90a3\u91cc\u88ab\u6253\u6298\uff0c\u4e5f\u8bb8\u3002\u8fd9\u662f\u5426\u66fe\u7ecf\u662f\u4e00\u4e2a\u95ee\u9898\uff0c\u53ea\u662f\u7eaf\u7cb9\u7684\u65f6\u95f4\u5b89\u6392\uff0c\u6216\u8005\u4f60\u662f\u5426\u5728\u56de\u6536\u73b0\u91d1\u4ee5\u4fbf\u80fd\u591f\u7ee7\u7eed\u6210\u4e3a\u4e00\u4e2a\u591a\u4ea7\u7684\u5929\u4f7f\u6295\u8d44\u4eba\uff1f \n Fabrice Grinda\uff1a \u4ece\u6765\u4e0d\u7f3a\u73b0\u91d1\u3002\u6211\u4e00\u76f4\u5728\u56de\u6536\u73b0\u91d1\u3002\u66f4\u591a\u7684\u662f\u4e24\u4ef6\u4e8b\u3002\u5728\u751f\u6d3b\u4e2d\uff0c\u6211\u60f3\u4f18\u5316\u751f\u6d3b\uff0c\u53ea\u505a\u6211\u559c\u6b22\u505a\u7684\u4e8b\u60c5\u3002   \n \u6211\u559c\u6b22\u505a\u7684\u662f\u4e0e\u6211\u4eec\u53ef\u80fd\u6295\u8d44\u7684\u6700\u597d\u7684\u6f5c\u5728\u521b\u59cb\u4eba\u4ea4\u8c08\u3002\u6240\u4ee5\u4ece\u6bcf\u5468\u6211\u4eec\u4ece 300 \u4e2a\u8054\u7cfb\u6211\u4eec\u7684\u4eba\u4e2d\uff0c\u4e0e 50 \u4e2a\u4eba\u8fdb\u884c\u901a\u8bdd\uff0c\u4e0e 6 \u4e2a\u4eba\u8fdb\u884c\u7b2c\u4e8c\u6b21\u901a\u8bdd\u3002\u6240\u4ee5\u6211\u57fa\u672c\u4e0a\u53ea\u548c\u8fd9 6 \u4e2a\u4eba\u4ea4\u8c08\u3002\u6240\u4ee5\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\uff0c\u6211\u5e0c\u671b\u522b\u4eba\u6765\u505a\u8fd9\u4e2a\u5927\u89c4\u6a21\u7684\u8fc7\u6ee4\u8fc7\u7a0b\u3002\u7b2c\u4e8c\uff0c\u5728\u6211\u4eec\u62e5\u6709\u7684 1200 \u5bb6\u516c\u53f8\u4e2d\uff0c\u5927\u7ea6\u6709 2000 \u540d\u521b\u59cb\u4eba\u3002\u6211\u53ea\u60f3\u548c\u6700\u597d\u7684\u521b\u59cb\u4eba\u4ea4\u8c08\uff0c\u6240\u4ee5\u540c\u6837\u7684\u4e8b\u60c5\u3002\u6211\u9700\u8981\u6709\u4eba\u6765\u627e\u51fa\u4ed6\u4eec\u662f\u8c01\uff0c\u5e76\u786e\u4fdd\u6211\u53ea\u5206\u914d\u65f6\u95f4\u7ed9\u4ed6\u4eec\u3002\u7136\u540e\u6211\u4e0d\u60f3\u505a\u4efb\u4f55\u5176\u4ed6\u4e8b\u60c5\u3002\u6211\u4e0d\u60f3\u5904\u7406\u6cd5\u5f8b\u4e8b\u52a1\uff0c\u6211\u4e0d\u60f3\u5904\u7406\u4efb\u4f55\u540e\u53f0\u5de5\u4f5c\u7b49\u7b49\u3002         \n \u4e8b\u5b9e\u8bc1\u660e\uff0c\u5982\u679c\u6211\u6709\u4e00\u4e2a\u57fa\u91d1\uff0c\u6211\u5b9e\u9645\u4e0a\u53ef\u4ee5\u4e3a\u6240\u6709\u804c\u4f4d\u62db\u8058\u4eba\u5458\u6765\u505a\u6211\u4e0d\u559c\u6b22\u505a\u7684\u4e8b\u60c5\uff0c\u8fd9\u6837\u6211\u5c31\u53ef\u4ee5\u628a\u6211\u7684\u751f\u6d3b\u91cd\u5fc3\u653e\u5728\u901a\u5e38\u6211\u6700\u6709\u4ef7\u503c\u7684\u4e8b\u60c5\u4e0a\uff0c\u800c\u4e14\u4e5f\u662f\u6211\u6700\u611f\u5174\u8da3\u7684\u4e8b\u60c5\u4e0a\uff0c\u5728\u90a3\u91cc\u6211\u5b9e\u9645\u4e0a\u53ef\u4ee5\u7ee7\u7eed\u5199\u535a\u5ba2\u548c\u601d\u8003\u8d8b\u52bf\u7b49\u7b49\u3002\n \u6240\u4ee5\u66f4\u591a\u7684\u662f\uff0c\u6211\u662f\u5426\u53ef\u4ee5\u83b7\u5f97\u8db3\u591f\u7684\u8d39\u7528\u7ed3\u6784\uff0c\u4ee5\u5f25\u8865\u6211\u6bcf\u5e74\u82b1\u8d39\u4e00\u767e\u4e07\u7f8e\u5143\u7684\u81ea\u638f\u8170\u5305\u6765\u652f\u4ed8\u8fd9\u4e9b\u8d39\u7528\uff0c\u4e5f\u8bb8\u53ef\u4ee5\u6536\u652f\u5e73\u8861\uff0c\u4f46\u5b9e\u9645\u4e0a\u662f\u4e3a\u4e86\u8058\u8bf7\u56e2\u961f\u6765\u505a\u6211\u4e0d\u559c\u6b22\u505a\u7684\u4e8b\u60c5\u3002\u8fd9\u771f\u7684\u662f\u6211\u7684\u52a8\u673a\uff0c\u800c\u4e14\u6548\u679c\u975e\u5e38\u597d\u3002 \n Andrew Romans\uff1a \u662f\u7684\u3002 \u662f\u554a \u800c\u4e14\uff0c\u6211\u8ba4\u4e3a\u5c31\u50cf\u6bdb\u6cfd\u4e1c\u8bf4\u7684\u90a3\u6837\uff0c\u901a\u8fc7\u4e8b\u5b9e\u5bfb\u6c42\u771f\u7406\uff0c\u8fd9\u662f\u4e00\u53e5\u975e\u5e38\u660e\u663e\u7684\u8bdd\uff0c\u4f46\u662f\u62e5\u6709\u4e3b\u8981\u6570\u636e\u662f\u6709\u610f\u4e49\u7684\uff0c\u800c\u4e14\u4f60\u4ece 1998 \u5e74\u5c31\u5f00\u59cb\u6295\u8d44\u4e86\u3002\u6240\u4ee5\u5c31\u50cf\u4e92\u8054\u7f51\u7684\u9f0e\u76db\u65f6\u671f\uff0c\u7ecf\u5386\u4e86\u6240\u6709\u8fd9\u4e9b\u4e0d\u540c\u7684\u5468\u671f\u3002 \n \u4f60\u5b8c\u6210\u4e86\u591a\u5c11\u9879\u6295\u8d44\uff0c\u5305\u62ec\u521d\u59cb\u6295\u8d44\u548c\u540e\u7eed\u6295\u8d44\uff0c\u4ee5\u53ca\u4f60\u73b0\u5728\u7684\u5e74\u6295\u8d44\u901f\u5ea6\u662f\u591a\u5c11\uff1f\n \u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a\u662f\u7684\u3002 \u6240\u4ee5\u6211\u4eec\u7684\u540e\u7eed\u6295\u8d44\u7b56\u7565\u975e\u5e38\u72ec\u7279\u3002\u4f5c\u4e3a\u4e00\u4e2a\u5c0f\u578b\u5929\u4f7f\u6295\u8d44\u4eba\u7684\u597d\u5904\u662f\uff0c\u4f60\u5728\u4e00\u7b14\u4ea4\u6613\u4e2d\u53ea\u5199\u4e00\u5f20 30 \u4e07\u7f8e\u5143\u7684\u652f\u7968\uff0c\u6240\u4ee5\u4f60\u4e0d\u4f1a\u62e5\u6709\u90a3\u4e48\u591a\u80a1\u4efd\uff0c\u6240\u4ee5\u4f60\u6ca1\u6709\u4e49\u52a1\u8fdb\u884c\u540e\u7eed\u6295\u8d44\uff0c\u5bf9\u5427\uff1f \n \u6211\u8ba4\u4e3a\uff0c\u5982\u679c\u4f60\u4eec\u505a\u4e86\u79cd\u5b50\u8f6e\u6216 A \u8f6e\uff0c\u5e76\u4e14\u62e5\u6709\u516c\u53f8 25% \u7684\u80a1\u4efd\uff0c\u90a3\u4e48\u5982\u679c\u4f60\u4eec\u4e0d\u505a\u4f60\u4eec\u7684\u6309\u6bd4\u4f8b\u5206\u914d\uff0c\u516c\u53f8\u5c31\u4f1a\u5012\u95ed\uff0c\u56e0\u4e3a\u8fd9\u610f\u5473\u7740\u4f60\u4eec\u4e0d\u76f8\u4fe1\u5b83\u3002\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\u3002\u4f60\u4eec\u6b63\u5728\u627f\u8bfa\u6216\u51c6\u5907\u5bf9\u63a5\u4e0b\u6765\u7684\u4e00\u8f6e\u6216\u4e24\u8f6e\u8fdb\u884c\u540e\u7eed\u6295\u8d44\u3002   \n \u4ece\u7406\u8bba\u7684\u89d2\u5ea6\u6765\u770b\uff0c\u8fd9\u5e76\u4e0d\u662f\u4f60\u4eec\u5e94\u8be5\u8fdb\u884c\u540e\u7eed\u5206\u6790\u7684\u65b9\u5f0f\u3002\u6211\u4eec\u8fdb\u884c\u540e\u7eed\u6295\u8d44\u7684\u65b9\u5f0f\u662f\uff0c\u4e86\u89e3\u6211\u4eec\u73b0\u5728\u5bf9\u516c\u53f8\u3001\u56e2\u961f\u3001\u5438\u5f15\u529b\u3001\u672c\u8f6e\u4f30\u503c\u7684\u4e86\u89e3\u3002\u5982\u679c\u6211\u4eec\u4e0d\u662f\u73b0\u6709\u6295\u8d44\u8005\uff0c\u6211\u4eec\u4f1a\u6295\u8d44\u5417\uff1f\u800c\u4e14\u8fd9\u4e9b\u516c\u53f8\u505a\u5f97\u4e0d\u597d\u3002   \n \u6211\u4eec\u4e0d\u6295\u8d44\u3002\u8fd9\u4e9b\u516c\u53f8\u505a\u5f97\u975e\u5e38\u68d2\uff0c\u4f46\u4ef7\u683c\u592a\u75af\u72c2\u4e86\u3002\u6211\u4eec\u4e5f\u4e0d\u6295\u8d44\uff0c\u6240\u4ee5\u6211\u4eec\u4e0d\u4f1a\u5728\u6240\u6709\u5176\u4ed6\u8d62\u5bb6\u8eab\u4e0a\u52a0\u500d\u4e0b\u6ce8\u3002\u6211\u4eec\u53ea\u5728\u4e24\u79cd\u60c5\u51b5\u4e0b\u52a0\u500d\u4e0b\u6ce8\u3002\u79ef\u6781\u7684\u4e00\u79cd\u662f\u516c\u53f8\u505a\u5f97\u5f88\u597d\uff0c\u4f30\u503c\u5408\u7406\u3002\u6211\u4eec\u6295\u5165\u66f4\u591a\u7684\u8d44\u91d1\uff0c\u8fd9\u5c31\u662f\u6211\u4eec\u3002     \n \u6216\u8005\u516c\u53f8\u505a\u5f97\u4e0d\u597d\uff0c\u4f46\u662f\u6709\u4e00\u4e2a\u4ed8\u8d39\u6e38\u620f\uff0c\u6211\u4eec\u89c9\u5f97\u98ce\u9669\u56de\u62a5\u662f\u503c\u5f97\u7684\uff0c\u4ee5\u907f\u514d\u666e\u901a\u80a1\u7684\u5927\u89c4\u6a21\u8f6c\u6362\u3001\u5f3a\u5236\u503a\u52a1\u6216\u5176\u4ed6\u4efb\u4f55\u4e1c\u897f\u3002\u6240\u4ee5\u5076\u5c14\u6211\u4eec\u4f1a\u8fd9\u6837\u505a\uff0c\u5e73\u5747\u800c\u8a00\uff0c\u6211\u4eec\u5bf9 25% \u7684\u4ea4\u6613\u8fdb\u884c\u540e\u7eed\u6295\u8d44\uff0c\u6211\u8ba4\u4e3a\u8fd9\u4e2a\u6bd4\u4f8b\u6bd4\u5927\u591a\u6570\u98ce\u9669\u6295\u8d44\u516c\u53f8\u90fd\u8981\u5c0f\u5f97\u591a\uff0c\u5b9e\u9645\u4e0a\u6211\u8ba4\u4e3a\u8fd9\u6709\u52a9\u4e8e\u63d0\u9ad8\u56de\u62a5\u3002 \n \u6211\u4eec\u7684\u7ed3\u6784\u65b9\u5f0f\u662f\u6211\u4eec\u5b9e\u9645\u4e0a\u4e0d\u4e3a\u540e\u7eed\u6295\u8d44\u4fdd\u7559\u8d44\u91d1\uff0c\u6211\u4eec\u53ea\u662f\u4e3a\u5f53\u524d\u8fd0\u8425\u7684\u4efb\u4f55\u57fa\u91d1\u8fd9\u6837\u505a\u3002\u56e0\u4e3a\u6211\u4eec\u5e76\u4e0d\u603b\u662f\u8fdb\u884c\u540e\u7eed\u6295\u8d44\u3002 \n Andrew Romans\uff1a \u597d\u7684\u3002 \u597d\u7684 \u6240\u4ee5\u5728\u540e\u7eed\u6295\u8d44\u4e2d\u8de8\u57fa\u91d1\u6295\u8d44\u6ca1\u6709\u95ee\u9898\uff0c\u6211\u540c\u610f\u8fd9\u4e00\u70b9\uff0c\u56e0\u4e3a\u6211\u81ea\u5df1\u4e5f\u7ecf\u5386\u8fc7\u3002\n \u90a3\u4e48\u8fd9\u4e9b\u5929\u4f60\u6bcf\u5e74\u8fdb\u884c\u591a\u5c11\u9879\u6295\u8d44\uff1f\u6211\u77e5\u9053\u8fd9\u4f1a\u6709\u6240\u4e0d\u540c\u3002 \n Fabrice Grinda\uff1a \u8fd9\u4e9b\u5929\uff0c\u662f\u7684\uff0c\u5b9e\u9645\u4e0a\u5728\u8fc7\u53bb\u4e94\u5e74\u91cc\u4e00\u76f4\u975e\u5e38\u7a33\u5b9a\u3002\u57fa\u672c\u4e0a\u6bcf\u5e74\u6709 150 \u7b14\u65b0\u4ea4\u6613\u3002 \n Andrew Romans\uff1a \u6bcf\u5e74 150 \u7b14\u65b0\u4ea4\u6613\u3002\n \u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a\u662f\u7684\u3002 \u6bcf\u5468\u4e09\u7b14\u4ea4\u6613\u3002\n Andrew Romans\uff1a \u597d\u7684\u3002 \u597d\u7684 \u597d\u7684 \u4f60\u4eec\uff0c\u4f60\u8bf4\u5728\u51b3\u5b9a\u8fdb\u884c\u8fd9\u6b21\u5927\u7ea6\u4e00\u4e2a\u5c0f\u65f6\u7684\u901a\u8bdd\u65f6\uff0c\u6709\u56db\u4e2a\u4e3b\u8981\u7684\u51b3\u7b56\u6807\u51c6\uff0c\u8fd9\u53ef\u80fd\u662f\u4e0e FJ Labs \u7684\u540e\u7eed\u901a\u8bdd\uff0c\u5bf9\u5417\uff1f\n \u81ea 90 \u5e74\u4ee3\u672b\u4ee5\u6765\uff0c\u5b83\u5e76\u6ca1\u6709\u771f\u6b63\u6539\u53d8\u3002\u8fd9\u56db\u4e2a\u6807\u51c6\u662f\u4ec0\u4e48\uff0c\u6216\u8005\u4ecd\u7136\u662f\u8fd9\u56db\u4e2a\u6807\u51c6\u5417\uff1f \n Fabrice Grinda\uff1a \u4ecd\u7136\u662f\u8fd9\u56db\u4e2a\u3002\u7b2c\u4e00\uff0c\u6211\u559c\u6b22\u521b\u59cb\u4eba\u5417\uff1f\u73b0\u5728\u6211\u4eec\u559c\u6b22\u521b\u59cb\u56e2\u961f\u5417\uff1f\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u6211\u4eec\u5728\u57fa\u91d1\u4e2d\u6709\u4e94\u4f4d\u666e\u901a\u5408\u4f19\u4eba\u548c 10 \u4f4d\u6295\u8d44\u8005\u3002\u6211\u4eec\u559c\u6b22\u521b\u59cb\u4eba\u5417\uff1f    \n \u4e0d\u80fd\u662f\uff0c\u5c31\u50cf\u53ef\u601c\u7684\uff0c\u54e6\uff0c\u6211\u77e5\u9053\u4e00\u4e2a\u597d\u7684\u521b\u59cb\u4eba\u662f\u4ec0\u4e48\u6837\u5b50\u7684\uff0c\u5f53\u6211\u770b\u5230\u5b83\u7684\u65f6\u5019\u3002\u6240\u4ee5\u6211\u4eec\u5df2\u7ecf\u4e3a\u6211\u4eec\u81ea\u5df1\u5b9a\u4e49\u4e86\u5b83\uff0c\u4f5c\u4e3a\u4e00\u4e2a\u975e\u5e38\u96c4\u8fa9\u548c\u6709\u8fdc\u89c1\u7684\u9500\u552e\u4eba\u5458\uff0c\u4f46\u4e5f\u77e5\u9053\u5982\u4f55\u6267\u884c\u7684\u4eba\u3002\u6240\u4ee5\u5f53\u6211\u4eec\u66f4\u591a\u5730\u5904\u4e8e\u90a3\u4e9b\u77e5\u9053\u5982\u4f55\u6267\u884c\u7684\u4eba\u548c\u6709\u8fdc\u89c1\u7684\u9500\u552e\u4eba\u5458\u7684\u4ea4\u96c6\u65f6\uff0c\u6211\u4eec\u4f1a\u5728\u4e24\u6b21\u4e00\u4e2a\u5c0f\u65f6\u7684\u901a\u8bdd\u4e2d\u68b3\u7406\u51fa\u6765\uff0c\u5c31\u50cf\u4f60\u8bf4\u7684\uff0c\u7b2c\u4e00\u6b21\u901a\u8bdd\uff0c\u7b2c\u4e8c\u6b21\u901a\u8bdd\u662f\u4e0e\u4e00\u4f4d\u5408\u4f19\u4eba\u8fdb\u884c\u7684\u3002  \n \u5728\u7b2c\u4e8c\u6b21\u901a\u8bdd\u4e2d\uff0c\u6211\u4eec\u68c0\u67e5\u6211\u4eec\u662f\u5426\u559c\u6b22\u8fd9\u9879\u4e1a\u52a1\uff1f\u4ed6\u4eec\u80fd\u591a\u597d\u5730\u9610\u660e\u603b\u6f5c\u5728\u5e02\u573a\uff0c\u4ee5\u53ca\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\uff1f\u6211\u4eec\u4e3b\u8981\u662f CA \u6295\u8d44\u8005\uff0c\u4f46\u5373\u4f7f\u662f\u79cd\u5b50\u524d\u548c\u53d1\u5e03\u524d\uff0c\u6211\u4eec\u4e5f\u5e0c\u671b\u521b\u59cb\u4eba\u8003\u8651\u6e05\u695a\uff0c\u597d\u7684 &#8211; \u4ed6\u4eec\u4f30\u8ba1\u7684\u5ba2\u6237\u83b7\u53d6\u6210\u672c\u662f\u591a\u5c11\uff1f\u8be5\u884c\u4e1a\u7684\u5e73\u5747\u8ba2\u5355\u4ef7\u503c\u662f\u591a\u5c11\uff1f\u4ed6\u4eec\u6240\u4ece\u4e8b\u7684\u4e1a\u52a1\u7684\u5229\u6da6\u7ed3\u6784\u662f\u4ec0\u4e48\uff1f    \n \u6240\u4ee5\u6211\u4eec\u60f3\u6bd4\u8f83 CA C \u548c LTV\uff0c\u5e76\u786e\u4fdd\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\u6709\u610f\u4e49\u3002\u6240\u4ee5\u6211\u4eec\u975e\u5e38\u6ce8\u91cd\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\u3002 \n Andrew Romans\uff1a \u6240\u4ee5\u7ed9\u4efb\u4f55\u4e0e FJ Labs \u901a\u8bdd\u7684\u4eba\u7684\u91cd\u8981\u5efa\u8bae\u3002\u4e86\u89e3\u4f60\u7684\u5355\u4f4d\u7ecf\u6d4e\u6548\u76ca\uff0c\u4e86\u89e3\u4f60\u7684\u5229\u6da6\u7387\uff0c\u5373\u4f7f\u4f60\u8fd8\u6ca1\u6709\u63a8\u51fa\uff0c\u5e76\u4e14\u4f60\u53ea\u662f\u5f97\u5230\u4e86\u4e00\u4e9b\u6709\u76ca\u7684\u4e1c\u897f\uff0c\u4e0d\u8981\u5728\u4f60\u7684\u7b2c\u4e00\u6b21\u901a\u8bdd\u4e2d\u6b7b\u5728\u4f60\u7684\u5251\u4e0b\uff0c\u5e76\u4e14\u6c38\u8fdc\u4e0d\u8981\u89c1\u5230 Fabrice\u3002 \n \u597d\u7684\uff1f\n Fabrice Grinda\uff1a \u5f53\u7136\u3002\u6bd4\u5176\u4ed6\u4eba\u66f4\u91cd\u8981\u3002 \n Andrew Romans\uff1a \u6bcf\u4e2a\u98ce\u9669\u6295\u8d44\u4eba\u90fd\u8bf4\u7ba1\u7406\u3002\u4e00\u5207\u90fd\u4e0e\u56e2\u961f\u6709\u5173\u3002\u4f46\u542c\u8d77\u6765\u4f60\u5df2\u7ecf\u7f16\u7e82\u4e86\u4e00\u4e9b\u65b9\u6cd5\uff0c\u597d\u7684\u3002\u7406\u89e3\u4ed6\u4eec\u3002\u6709\u65f6\u4f60\u6709\u4e00\u4e2a\u6709\u70b9\u4e0d\u540c\u7684\u9996\u5e2d\u6267\u884c\u5b98\uff0c\u5c31\u50cf\u53f2\u8482\u592b\u00b7\u4e54\u5e03\u65af\u5728\u6dcb\u6d74\u65f6\uff0c\u4e0d\u7a7f\u978b\uff0c\u6709\u70b9\u68d8\u624b\u3002    \n \u4ed6\u53ef\u80fd\u6ca1\u6709\u50cf\u4eca\u5929\u6bcf\u4e2a\u4eba\u90fd\u77e5\u9053\u7684\u90a3\u4e2a\u5149\u9c9c\u4eae\u4e3d\u7684\u4e54\u5e03\u65af\u90a3\u6837\u96c4\u8fa9\uff1f\u4f60\u53ef\u80fd\u9519\u8fc7\u4e86\u90a3\u4e00\u4e2a\u3002\u6216\u8005\u4f60\u8ba4\u4e3a\u4f60\u6709\u9b45\u529b\u6765\u62db\u52df\u56e2\u961f\uff0c\u7b79\u96c6\u8d44\u91d1\u7b49\u7b49\u5417\uff1f  \n Fabrice Grinda\uff1a \u4ed6\u4eec\u7684\u7a7f\u7740\u65b9\u5f0f\uff0c\u65e0\u8bba\u662f\u4ec0\u4e48\uff0c\u90fd\u6ca1\u6709\u90a3\u4e48\u91cd\u8981\u3002\u4e5f\u5c31\u662f\u8bf4\uff0c\u6211\u4eec\u786e\u5b9e\u6709\u4e00\u4e2a\u4e0d\u5bb9\u6df7\u86cb\u7684\u653f\u7b56\u3002 \n \u6240\u4ee5\u5982\u679c\u6709\u4eba\u8868\u73b0\u51fa\u5c45\u9ad8\u4e34\u4e0b\u3001\u50b2\u6162\u81ea\u5927\uff0c\u4e0d\u5584\u5f85\u4ed6\u4eba\uff0c\u6211\u4eec\u5c31\u4e0d\u4f1a\u6295\u8d44\u3002 \u662f\u554a \u50cf\u53f2\u8482\u592b\u00b7\u4e54\u5e03\u65af\u6216\u7279\u62c9\u7ef4\u65af\u8fd9\u6837\u7684\u4eba\u53ef\u80fd\u4e0d\u662f\u6211\u4eec\u60f3\u8981\u652f\u6301\u7684\u4eba\u3002 \n Andrew Romans\uff1a \u597d\u7684\u3002 \u597d\u7684 \u597d\u7684 \u5176\u4ed6\u7684\u6807\u51c6\u662f\u4ec0\u4e48\uff1f\n Fabrice Grinda\uff1a \u6240\u4ee5\u7b2c\u4e09\u4e2a\u662f\u4ea4\u6613\u6761\u6b3e\u3002\u73b0\u5728\uff0c\u79d1\u6280\u9886\u57df\u6ca1\u6709\u4ec0\u4e48\u4fbf\u5b9c\u7684\u4e1c\u897f\uff0c\u4f46\u8003\u8651\u5230\u5438\u5f15\u529b\u3001\u56e2\u961f\u548c\u673a\u4f1a\uff0c\u5b83\u662f\u5426\u516c\u5e73\uff1f \n \u6211\u4eec\u5bf9\u4ef7\u683c\u5f88\u654f\u611f\u3002\u6211\u4eec\u5bf9\u4ef7\u683c\u654f\u611f\u7684\u539f\u56e0\u662f\uff0c\u5982\u679c\u4f60\u4ee5 5 \u500d\u9884\u4f30\u6216 10 \u500d\u9884\u4f30\u8fdb\u5165\uff0c\u800c\u516c\u53f8\u4ee5 50 \u500d\u7684\u4ef7\u683c\u51fa\u552e\uff0c\u4f60\u5b9e\u9645\u4e0a\u53ef\u4ee5\u6536\u56de\u4f60\u7684\u94b1\u3002\u4f46\u662f\uff0c\u5982\u679c\u4f60\u4ee5 150 \u500d\u9884\u4f30\u7684\u4ef7\u683c\u8fdb\u5165\u4e00\u4e2a\u8fc7\u5ea6\u7092\u4f5c\u7684\u4eba\u5de5\u667a\u80fd\u4ea4\u6613\uff0c\u90a3\u4e48\u5f88\u53ef\u80fd\u4f60\u65e0\u6cd5\u6536\u56de\u4f60\u7684\u94b1\uff0c\u5982\u679c\u8fd9\u662f\u4e00\u4e2a\u6536\u8d2d\u6216\u4efb\u4f55\u4e1c\u897f\u3002  \n \u6240\u4ee5\u6211\u4eec\u77e5\u9053\u4e2d\u4f4d\u6570\u3002\u4f30\u503c\u3002\u6211\u4eec\u67e5\u770b\u6bcf\u4e2a\u9636\u6bb5\u7684\u4e2d\u4f4d\u6570\uff0c\u5e76\u5c3d\u91cf\u63a5\u8fd1\u4e2d\u4f4d\u6570\u3002\u7136\u540e\u7b2c\u56db\u4e2a\u662f\uff0c\u5b83\u662f\u5426\u7b26\u5408\u6211\u4eec\u5bf9\u4e16\u754c\u53d1\u5c55\u65b9\u5411\u7684\u8bba\u70b9\u3002\u6211\u4eec\u5bf9 B2B \u4f9b\u5e94\u94fe\u6570\u5b57\u5316\u3001\u79fb\u52a8\u51fa\u884c\u7684\u672a\u6765\u3001\u623f\u5730\u4ea7\u7684\u672a\u6765\u3001\u6bcf\u4e2a\u4e3b\u8981\u5782\u76f4\u9886\u57df\u7684\u672a\u6765\u90fd\u6709\u975e\u5e38\u660e\u786e\u7684\u8bba\u70b9\u3002    \n \u6240\u4ee5\u6211\u4eec\u60f3\u8981\u4e00\u4e9b\u5bf9\u4e16\u754c\u6709\u7528\u7684\u4e1c\u897f\uff0c\u5e76\u4e14\u4e0e\u6211\u4eec\u5bf9\u4e16\u754c\u53d1\u5c55\u65b9\u5411\u7684\u613f\u666f\u76f8\u4e00\u81f4\u3002\n Andrew Romans\uff1a \u662f\u7684\uff0c\u6211\u8fc7\u53bb\u8ba4\u4e3a\uff0c\u54e6\uff0c\u8fd9\u5bf9\u6211\u4eec\u6765\u8bf4\u662f\u8bba\u70b9\uff0c\u6240\u4ee5\u6211\uff0c\u6211\u53ea\u60f3\u5728\u76ee\u524d\u6295\u8d44\u4e8e\u6b64\u3002\u7136\u540e\uff0c\u6211\u8ba4\u4e3a\u8fd9\u662f\u4e00\u79cd\u8fdb\u653b\u3002\u73b0\u5728\u6211\u53d8\u5f97\u66f4\u52a0\u9632\u5fa1\uff0c\u8bf4\uff0c\u5929\u54ea\uff0c\u5373\u4f7f\u662f\u6211\u7684\u4f20\u7edf\u6295\u8d44\u7ec4\u5408\uff0c\u6211\u4eec\u4e5f\u6709\u8d85\u8fc7 70 \u5bb6\u516c\u53f8\uff0c\u6211\u4eec\u6b63\u5728\u5c06\u5b83\u4eec\u4ecb\u7ecd\u7ed9\u5176\u4ed6\u98ce\u9669\u6295\u8d44\u516c\u53f8\u3002  \n \u4ed6\u4eec\u8bf4\uff0c\u8fd9\u4e0e\u6211\u4eec\u76ee\u524d\u5bf9\u672a\u6765\u7684\u613f\u666f\u4e0d\u592a\u4e00\u81f4\u3002\u6240\u4ee5\u5b83\u51e0\u4e4e\u53d8\u6210\u4e86\uff0c\u4ece\u8fdb\u653b\u53d8\u6210\u4e86\u9632\u5fa1\uff0c\u62c5\u5fc3\u6295\u8d44\u4e8e\u4e00\u5bb6\u6211\u4eec\u5982\u6b64\u9006\u52bf\u7684\u516c\u53f8\u3002\u6211\u4eec\u5c06\u4e0d\u5f97\u4e0d\u72ec\u81ea\u8d44\u52a9\u8fd9\u4ef6\u4e8b\uff0c\u8fd9\u53ef\u80fd\u4e0d\u662f\u6211\u4eec\u57fa\u91d1\u7684\u6784\u5efa\u65b9\u5f0f\u3002  \n Fabrice Grinda\uff1a \u6211\u4eec\uff0c\u4f60\u770b\uff0c\u6211\u4eec\u5b8c\u5168\u6709\u8fd9\u4e2a\u95ee\u9898\uff0c\u5bf9\u5427\uff1f\u6211\u4eec\u662f\u9006\u52bf\u7684\uff0c\u8fd9\u610f\u5473\u7740\u73b0\u5728\u6211\u4eec\u4e0d\u6295\u8d44\u4eba\u5de5\u667a\u80fd LLM \u516c\u53f8\uff0c\u56e0\u4e3a\u6211\u4eec\u89c9\u5f97\u5229\u6da6\u7387\u901a\u5e38\u662f\u8d1f\u7684\u3002\u662f\u7684\uff0c\u6536\u5165\u5f88\u9ad8\uff0c\u5982\u679c\u6211\u7ed9\u4f60\u4e00\u7f8e\u5143\uff0c\u6211\u7ed9\u4f60\u4e24\u7f8e\u5143\uff0c\u4ece\u96f6\u5230\u4e00\u4ebf\u7f8e\u5143\u7684\u6536\u5165\u5f88\u5bb9\u6613\u3002  \n \u6240\u4ee5\u6709\u5f88\u591a\u8fd9\u6837\u7684\u516c\u53f8\u62e5\u6709\u4ee4\u4eba\u60ca\u53f9\u7684\u56e2\u961f\uff0c\u9ebb\u7701\u7406\u5de5\u5b66\u9662\u7684\u56e2\u961f\uff0c\u65af\u5766\u798f\u5927\u5b66\u7684\u56e2\u961f\uff0c\u54c8\u4f5b\u5927\u5b66\u7684\u56e2\u961f\u7b49\u7b49\uff0c\u4ed6\u4eec\u7b79\u96c6\u4e86\u5927\u91cf\u8d44\u91d1\u548c\u9ad8\u4f30\u503c\u3002\u6ca1\u6709\u771f\u6b63\u7684\u5dee\u5f02\u5316\u3002\u6211\u62c5\u5fc3\u6709\u4e00\u5929\u4f1a\u8fdb\u884c\u6e05\u7b97\uff0c\u6240\u4ee5\u6211\u4eec\u6ca1\u6709\u505a\u4efb\u4f55\u8fd9\u4e9b\u4e8b\u60c5\u3002  \n \u76f8\u53cd\uff0c\u6211\u4eec\u4e00\u76f4\u5728\u6295\u8d44\u7684\u662f\u5e02\u573a\uff0c\u7279\u522b\u662f B2B\uff0c\u5b83\u4eec\u6b63\u5728\u5e94\u7528\u3002\u4eba\u5de5\u667a\u80fd\uff0c\u4e3a\u4e86\u63d0\u9ad8\u6548\u7387\u3002\u4f46\u8fd9\u662f\u9006\u52bf\u7684\uff0c\u56e0\u4e3a\u6211\u4eec\u6ca1\u6709\u6295\u8d44\uff0c\u6211\u4eec\u6295\u8d44\u7684\u662f\u5e94\u7528\u4eba\u5de5\u667a\u80fd\uff0c\u800c\u4e0d\u662f\u4eba\u5de5\u667a\u80fd\u672c\u8eab\u3002\u6211\u8ba4\u4e3a\u8fd9\u662f\u6295\u8d44\u4eba\u5de5\u667a\u80fd\u7684\u660e\u667a\u65b9\u5f0f\uff0c\u4f46\u662f\uff0c\u56e0\u4e3a\u5b83\u662f\u9006\u52bf\u7684\uff0c\u6240\u4ee5\u8ba9\u8fd9\u4e9b\u516c\u53f8\u83b7\u5f97\u8d44\u91d1\u5b9e\u9645\u4e0a\u975e\u5e38\u56f0\u96be\u3002   \n \u6240\u4ee5\u6211\u4eec\u9700\u8981\u975e\u5e38\u4ed4\u7ec6\u5730\u8003\u8651\uff0c\u597d\u7684\uff0c\u4ed6\u4eec\u662f\u5426\u6709\u8db3\u591f\u7684\u8d44\u91d1\u6765\u8fbe\u5230\u4e00\u5b9a\u7684\u5438\u5f15\u529b\u6c34\u5e73\uff0c\u8fd9\u5c06\u8db3\u591f\u5f15\u4eba\u6ce8\u76ee\uff0c\u65e0\u8bba\u5982\u4f55\uff0c\u4ed6\u4eec\u90fd\u4f1a\u83b7\u5f97\u4e0b\u4e00\u8f6e\u8d44\u91d1\u3002\u6240\u4ee5\u53ef\u60b2\u7684\u662f\uff0c\u7531\u4e8e\u6211\u4eec\u662f\u9006\u52bf\u7684\uff0c\u6211\u4eec\u4e0d\u5f97\u4e0d\u63d0\u9ad8\u4ed6\u4eec\u7684\u95e8\u69db\uff0c\u5e76\u4e14\u66f4\u52a0\u5c0f\u5fc3\u3002 \n Andrew Romans\uff1a \u662f\u7684\u3002\u4f60\u5b66\u5230\u4e86\u4ec0\u4e48\uff0c\u6216\u8005\u4f60\u5236\u5b9a\u4e86\u4ec0\u4e48\u6837\u7684\u653f\u7b56\u6765\u5e94\u5bf9\u8dd1\u9053\uff0c\u751a\u81f3\uff0c\u4f60\u662f\u5982\u4f55\u770b\u5f85\u5b83\u7684\uff1f\u6211\u4eec\u7ecf\u5e38\u8bf4\uff0c\u597d\u5427\u3002\u4f60\u9884\u6d4b\u7684\u66f2\u68cd\u7403\u68d2\u6536\u5165\u589e\u957f\u662f\u4e0d\u786e\u5b9a\u7684\uff0c\u800c\u4e14\u4f60\u4e0d\u592a\u53ef\u80fd\u6bd4 Groupon \u6216\u4f60\u8fc7\u53bb\u7684\u94c3\u58f0\u516c\u53f8\u589e\u957f\u5f97\u66f4\u5feb\u3002   \n \u4f46\u53ef\u4ee5\u80af\u5b9a\u7684\u662f\u4f60\u7684\u8fd0\u8425\u8ba1\u5212\uff0c\u4f60\u770b\u8d77\u6765\u4f1a\u82b1\u591a\u5c11\u94b1\uff0c\u5982\u679c\u4f60\u7ed9\u5b83\u4e00\u5b9a\u7684\u8dd1\u9053\uff0c\u4f60\u5c31\u6709\u65f6\u95f4\u505a\u51fa\u4e00\u4e9b\u6539\u53d8\uff0c\u526a\u65ad\u4e00\u4e9b\u7535\u7ebf\uff0c\u5e76\u62fc\u63a5\u4e00\u4e9b\u7535\u7ebf\u3002\u6539\u53d8\u4f60\u7684\u652f\u51fa\u6216\u4f60\u7684\u7b56\u7565\uff0c\u6211\u5c06\u7b7e\u7f72\u4e00\u4efd 12 \u4e2a\u6708\u7684\u9884\u4ed8\u8bb8\u53ef\u534f\u8bae\u6216\u7c7b\u4f3c\u7684\u4e1c\u897f\uff0c\u4ee5\u901a\u8fc7\u5ba2\u6237\u4e3a\u516c\u53f8\u63d0\u4f9b\u8d44\u91d1\u3002 \n \u4f60\u5bf9\u4f60\u5728\u5404\u4e2a\u9636\u6bb5\u6295\u8d44\u7684\u8dd1\u9053\u6709\u4ec0\u4e48\u770b\u6cd5\uff1f \n Fabrice Grinda\uff1a \u7531\u4e8e\u6211\u4eec\u7684\u6295\u8d44\u5177\u6709\u9006\u52bf\u6027\u8d28\uff0c\u6211\u4eec\u4e0e\u4e00\u822c\u7684\u98ce\u9669\u6295\u8d44\u8bba\u70b9\u4e0d\u4e00\u81f4\uff0c\u73b0\u5728\u4e00\u76f4\u90fd\u662f\u4eba\u5de5\u667a\u80fd\u3002\u6211\u4eec\u57fa\u672c\u4e0a\u9700\u8981\u4e24\u5e74\u65f6\u95f4\uff0c\u56e0\u4e3a\u8fd9\u7ed9\u4f60\u8db3\u591f\u7684\u65f6\u95f4\u6765\u8c03\u6574\uff0c\u5982\u679c\u4f60\u9700\u8981\u8c03\u6574\u5b83\u6765\u589e\u957f\u3002 \n \u4f60\u9700\u8981\u4ece C \u8f6e\u5230 A \u8f6e\uff0c\u4ece A \u8f6e\u5230 B \u8f6e\u7b49\u7b49\uff0c\u589e\u957f\u4e09\u5230\u56db\u500d\u3002\u662f\u7684\uff0c\u4e24\u5e74\u5de6\u53f3\u7684\u65f6\u95f4\u662f\u5408\u9002\u7684\u3002 \n Andrew Romans\uff1a \u6240\u4ee5 24 \u4e2a\u6708\uff0c\u4e24\u5e74\u7684\u8dd1\u9053\u8ba9\u521d\u521b\u516c\u53f8\u6709\u66f4\u591a\u7684\u65f6\u95f4\u6765\u5b9e\u73b0\u4e00\u4e9b\u91cc\u7a0b\u7891\uff0c\u4ee5\u6253\u5f00\u4e0b\u4e00\u4e2a\u5b88\u95e8\u4eba\u7684\u5927\u95e8\uff0c\u4ece\u800c\u5728\u7406\u8bba\u4e0a\u4ee5\u66f4\u9ad8\u7684\u4f30\u503c\u7b79\u96c6\u8d44\u91d1\u3002\n \u53e6\u4e00\u65b9\u9762\uff0c\u6839\u636e\u6211\u7684\u7ecf\u9a8c\uff0c\u521b\u59cb\u4eba\u4f3c\u4e4e\u975e\u5e38\u63a5\u8fd1\u98ce\u53e3\u6d6a\u5c16\uff0c\u800c\u4e14\u4ed6\u4eec\u5f80\u5f80\u5728\u4ece\u6bcd\u4eb2\u90a3\u91cc\u51fa\u6765\u65f6\u5c31\u5c16\u53eb\u7740\u5173\u4e8e\u7a00\u91ca\u3002\u4ed6\u4eec\u5b81\u613f\u5c06\u6574\u4e2a\u57ce\u5821\u7f6e\u4e8e\u98ce\u9669\u4e4b\u4e2d\uff0c\u53ea\u662f\u4e3a\u4e86\u83b7\u5f97\u4e00\u70b9\u70b9\u51cf\u5c11\u7a00\u91ca\u7684\u5934\u53d1\uff0c\u8fd9\u6ca1\u6709\u4efb\u4f55\u6539\u53d8\u3002 \n \u6240\u4ee5\u6211\u8ba4\u4e3a\u5728\u6211\u7684\u804c\u4e1a\u751f\u6daf\u4e2d\u4f3c\u4e4e\u5b58\u5728\u4e00\u79cd\u5e73\u8861\uff0c\u7279\u522b\u662f\u5f53\u4e0e\u5e74\u8f7b\u7684\u4f01\u4e1a\u5bb6\u4ea4\u8c08\u65f6\uff0c\u6216\u8005\u4e5f\u8bb8\u4ed6\u4eec\u5728\u5e74\u9f84\u4e0a\u5e76\u4e0d\u90a3\u4e48\u5e74\u8f7b\uff0c\u4f46\u8fd9\u662f\u4ed6\u4eec\u7684\u7b2c\u4e00\u6b21\u521b\u4e1a\uff0c\u4ed6\u4eec\u6ca1\u6709\u5728\u90a3\u4ef6\u4e8b\u4e0a\u6295\u5165\u8db3\u591f\u7684\u8d44\u91d1\u3002\n Fabrice Grinda\uff1a \u5f53\u7136\u3002\u4f46\u5728\u6211\u4eec\u7684\u6848\u4f8b\u4e2d\uff0c\u5982\u679c\u6839\u636e\u4f60\u7684\u8fd0\u8425\u8ba1\u5212\uff0c\u4f60\u7b79\u96c6\u7684\u8d44\u91d1\u5c11\u4e8e 18 \u4e2a\u6708\uff0c\u6211\u4eec\u5c31\u4e0d\u4f1a\u8fd9\u6837\u505a\u3002 \n \u6211\u4eec\u89c1\u8fc7\u592a\u591a\u4eba\u98de\u5f97\u79bb\u592a\u9633\u592a\u8fd1\u4e86\u3002\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u5982\u679c\u6211\u770b\u770b\u662f\u4ec0\u4e48\u6700\u80fd\u627c\u6740\u521d\u521b\u516c\u53f8\uff1f\u7b2c\u4e00\u662f\u4f60\u627e\u4e0d\u5230\u4ea7\u54c1\u5e02\u573a\u5951\u5408\u5ea6\uff0c\u597d\u5427\uff1f\u8fd9\u5f88\u6b63\u5e38\u3002\u7b2c\u4e8c\u5b9e\u9645\u4e0a\u662f\u4f60\u4ee5\u8fc7\u9ad8\u7684\u4ef7\u683c\u7b79\u96c6\u4e86\u592a\u591a\u7684\u94b1\u3002\u8bb8\u591a\u521b\u59cb\u4eba\u90fd\u5728\u8bd5\u56fe\u5c06\u4ef7\u683c\u5b9a\u5230\u5b8c\u7f8e\u3002     \n \u4f46\u95ee\u9898\u662f\uff0c\u5982\u679c\u4f60\u6ca1\u6709\u5728\u4f30\u503c\u4e2d\u589e\u957f\uff0c\u4f60\u5c31\u4f1a\u6b7b\uff0c\u56e0\u4e3a\u6ca1\u6709\u4eba\u60f3\u627f\u62c5\u53cd\u7a00\u91ca\u7b49\u7b49\u3002\u6216\u8005\u7b2c\u4e09\uff0c\u4f60\u6ca1\u6709\u7b79\u96c6\u5230\u8db3\u591f\u7684\u8d44\u91d1\uff0c\u800c\u4e14\u4f60\u6ca1\u6709\u5c3d\u53ef\u80fd\u5feb\u5730\u589e\u957f\uff0c\u7136\u540e\u4f60\u9700\u8981\u8fdb\u884c\u4e00\u8f6e\u5ef6\u671f\u3002\u53ea\u6709\u5185\u90e8\u4eba\u58eb\u624d\u80fd\u652f\u6301\u5b83\u3002  \n \u4f60\u65e0\u6cd5\u83b7\u5f97\u5916\u90e8\u8d44\u91d1\u3002\u800c\u4e14\u901a\u5e38\u4f1a\u5bfc\u81f4\uff0c\u5f88\u591a\u4eba\u4e0d\u60f3\u505a\u6865\u6881\uff0c\u800c\u4e14\u901a\u5e38\u516c\u53f8\u4e5f\u4f1a\u5012\u95ed\u3002\u6240\u4ee5\u4e8c\u548c\u4e09\uff0c\u5b9e\u9645\u4e0a\u4e0e\u7a00\u91ca\u654f\u611f\u6027\u6709\u5173\uff0c\u662f\u516c\u53f8\u5012\u95ed\u7684\u6700\u5927\u539f\u56e0\u4e4b\u4e00\u3002   \n Andrew Romans\uff1a \u662f\u7684\u3002 \u662f\u554a \u6211\u603b\u662f\u8bf4\uff0c\u5f53\u4f60\u5728\u4e3a\u4e0b\u4e00\u8f6e\u5b9a\u4ef7\u65f6\uff0c\u6211\u4eec\u90fd\u5728\u8003\u8651\u5e94\u8be5\u7b79\u96c6\u591a\u5c11\u94b1\uff0c\u4f30\u503c\u591a\u5c11\uff0c\u6761\u6b3e\u5e94\u8be5\u662f\u4ec0\u4e48\uff0c\u4f60\u5e94\u8be5\u8003\u8651\uff0c\u4e0b\u4e00\u8f6e\u4f1a\u662f\u4ec0\u4e48\u6837\u5b50\uff1f\n \u6240\u4ee5\u8fd9\u4e2a\u5c71\u9876\u80fd\u5e26\u6211\u5230\u4e0b\u4e00\u4e2a\u5c71\u9876\u5417\uff1f \u6ca1\u9519\u3002 \u4e0d\u8981\u8ba4\u4e3a\u8fd9\u662f\u5f88\u68d2\u7684\uff0c\u7279\u522b\u662f\u5728\u524d\u6240\u672a\u6709\u7684 COVID \u65f6\u4ee3\uff0c\u8bf4\uff0c\u6211\u4eec\u6b63\u5728\u4ee5\u76c8\u5229\u4e3a\u76ee\u6807\u7684\u9053\u8def\u4e0a\u7b79\u96c6\u8d44\u91d1\uff0c\u6240\u4ee5\u6bcf\u4e2a\u4eba\u90fd\u51b7\u9759\u4e0b\u6765\uff0c\u56e0\u4e3a\u8fd9\u8ba9\u6211\u4eec\u5b9e\u73b0\u4e86\u76c8\u5229\u3002\u4f46\u662f\u5f53\u4f60\u5728\u6784\u5efa\u4ea7\u54c1\u5e76\u4e14\u4f60\u8bd5\u56fe\u6210\u4e3a\u4e16\u754c\u9886\u5bfc\u8005\u65f6\uff0c\u8fd9\u5e76\u4e0d\u603b\u662f\uff0c\u8fd9\u5e76\u4e0d\u603b\u662f\u4f1a\u53d1\u751f\u3002 \n \u6240\u4ee5\u66f4\u591a\u5173\u4e8e\u4f30\u503c\uff0c\u4ec0\u4e48\u662f\u516c\u5e73\u7684\uff0c\u4ec0\u4e48\u53d1\u751f\u4e86\u53d8\u5316\u3002\u6240\u4ee5\u5728\u8fc7\u53bb\u7684\u8bb8\u591a\u5e74\u91cc\uff0c\u66fe\u7ecf\u6709\u4e00\u6bb5\u65f6\u95f4\uff0c100 \u4e07\u7f8e\u5143\u662f\u4e00\u5bb6\u5c1a\u672a\u5f00\u59cb\u7684\u516c\u53f8\u4f30\u503c\u3002\u53ea\u662f\u8981\u7b79\u96c6\u5929\u4f7f\u8d44\u91d1\uff0c\u7136\u540e\u8fd9\u4f3c\u4e4e\u5df2\u7ecf\u53d8\u6210\u4e86\u4e09\u5230\u4e94\u3002\u60f3\u60f3\u65e9\u671f\u7684\uff0c\u7b2c\u4e00\u4e2a Dave McClure\uff0c500 \u5bb6\u521d\u521b\u516c\u53f8\u6f14\u793a\u65e5\u3002   \n \u6bcf\u4e2a\u4eba\u7684\u4e0a\u9650\u90fd\u662f 500 \u4e07\u7f8e\u5143\u3002\u5728 KISS \u8bf4\u660e\u4e0a\uff0c\u5728\u53ef\u8f6c\u6362\u7968\u636e\u4e0a\u3002\u7136\u540e\uff0c\u5176\u4e2d\u4e00\u4e9b\u4f30\u503c\u53d8\u5f97\u8d8a\u6765\u8d8a\u5927\u3002\u5728\u4f60\u770b\u6765\uff0c\u4ec0\u4e48\u662f\u516c\u5e73\u7684\uff1f\u4ece\u8fc7\u53bb\u5230\u73b0\u5728\uff0c\u8fd9\u53d1\u751f\u4e86\u591a\u4e48\u5927\u7684\u53d8\u5316\uff1f\u4f60\u7ecf\u5386\u4e86\u8bb8\u591a\u9636\u6bb5\u3002\u5e02\u573a\u5728\u54ea\u91cc\u3002      \n \u6240\u4ee5\u4e5f\u8bb8\u4ece\u6536\u5165\u524d\u5f00\u59cb\uff0c\u4f60\u73b0\u5728\u6536\u5165\u524d\u5728\u505a\u4ec0\u4e48\uff1f\n Fabrice Grinda\uff1a \u6536\u5165\u524d\uff0c\u7b2c\u4e00\u6b21\u521b\u59cb\u4eba\uff0c\u8fd9\u53ef\u80fd\u4e5f\u4e0d\u540c\u4e8e\u7b2c\u4e00\u6b21\u975e\u5e38\u6210\u529f\u7684\u7b2c\u4e8c\u6b21\u521b\u59cb\u4eba\uff0c\u8fd9\u4e5f\u4e0d\u540c\u4e8e\u7b2c\u4e00\u6b21\u4e0d\u6210\u529f\u7684\u7b2c\u4e8c\u6b21\u521b\u59cb\u4eba\u3002\n \u4f46\u5728\u6536\u5165\u524d\uff0c\u6211\u4eec\u5b9e\u9645\u4e0a\u8bd5\u56fe\u575a\u6301\uff0c\u662f\u7684\uff0c\u516d\u4e2a\u514d\u8d39\u7b79\u96c6\u4e00\u5230\u4e00\u548c\u4e00\u534a\uff0c\u56e0\u4e3a\u4f60\u4eca\u5929\u53ef\u4ee5\u7528\u8fd9\u7b14\u8d44\u91d1\u8d70\u5f97\u66f4\u8fdc\u3002\u5982\u679c\u4f60\u7b79\u96c6\u7684\u662f\u75af\u72c2\u7684\uff0c\u800c\u4e14\u518d\u6b21\uff0c\u4eca\u5929\u7684\u4eba\u5de5\u667a\u80fd\u516c\u53f8\u4e00\u76f4\u5728\u4ee5 20\u300130\u300150\u3001100 \u7684\u4ef7\u683c\u7b79\u96c6\u8d44\u91d1\uff0c\u6216\u8005\u52a0\u5bc6\u8d27\u5e01\u516c\u53f8\uff0c\u6211\u4eec\u4e0d\u4f1a\u5728\u6536\u5165\u524d\u8fd9\u6837\u505a\u3002 \n \u6240\u4ee5\u6211\u4eec\uff0c\u6211\u4eec\u4e0d\u505a\u4efb\u4f55 YC \u6536\u5165\u524d\u7684\u4ea4\u6613\uff0c\u6bd4\u5982 20\u300130\u300140 \u7684\u4e0a\u9650\u3002\u8fd9\u53ea\u662f\u4ef7\u683c\u5b9a\u5f97\u592a\u5b8c\u7f8e\u4e86\u3002\u6211\u5b81\u613f\u7b49\u4e00\u4e24\u5e74\uff0c\u770b\u770b\u4ed6\u4eec\u662f\u5426\u6210\u529f\u5e76\u751f\u5b58\u4e0b\u6765\uff0c\u5e76\u5728\u4f30\u503c\u4e2d\u589e\u957f\u3002\u5728\u4e0b\u4e00\u8f6e\u505a\uff0c\u800c\u4e0d\u662f\u5728 YC \u4e4b\u5916\u505a\u3002\u6240\u4ee5\u6211\u5b9e\u9645\u4e0a\u4f1a\u53bb YC\uff0c\u770b\u770b\u6240\u6709\u7684\u4eba\uff0c\u770b\u770b\u6211\u8ba4\u4e3a\u6709\u8da3\u7684\u90a3\u4e9b\uff0c\u7136\u540e\u7b49\u5230\u4e0b\u4e00\u8f6e\uff0c\u7136\u540e\u6211\u4f1a\u5728\u4e0b\u4e00\u8f6e\u505a\u3002    \n \u5982\u679c\u4ed6\u4eec\u5df2\u7ecf\u589e\u957f\u5230\u4f30\u503c\uff0c\u5e76\u4e14\u4f30\u503c\u662f\u5408\u7406\u7684\uff0c\u5e76\u4e14\u6536\u7f29\u548c\u4f30\u503c\u4e4b\u95f4\u5b58\u5728\u6536\u655b\uff0c\u90a3\u5c31\u662f\u6536\u5165\u524d\u3002\u79cd\u5b50\u8f6e\uff0c\u6211\u4f1a\u7ed9\u4f60\uff0c\u79cd\u5b50\u8f6e\u5bf9\u6211\u6765\u8bf4\uff0c\u4f60\u6bcf\u6708\u5728 MRR \u51c0\u6536\u5165\u4e2d\u505a 15-20K\u3002\u6240\u4ee5\u4e5f\u8bb8\u4f60\u6bcf\u6708\u5728 GMV \u4e2d\u505a 15 \u4e07\u7f8e\u5143\uff0c\u4f60\u7684\u6210\u4ea4\u8d39\u662f 15%\u3002  \n \u5982\u679c\u4f60\u662f\u4e00\u4e2a\u5e02\u573a\uff0c\u6216\u8005\u4e5f\u8bb8\u4f60\u662f\u4e00\u4e2a B2B \u5e02\u573a\uff0c\u4f60\u6bcf\u6708\u5728 GMV \u4e2d\u505a 50 \u4e07\u7f8e\u5143\u7684\u6536\u5165\uff0c\u4f60\u7684\u6210\u4ea4\u8d39\u662f 4%\u3002\u6240\u4ee5\u4f60\u5728 20K \u51c0\u6536\u5165\u5229\u6da6\u6216\u51c0\u6536\u5165\uff0c\u4f60\u6709\u975e\u5e38\u9ad8\u7684\u5229\u6da6\u7387\uff0c\u7136\u540e\u4f60\u518d\u6b21\u7b79\u96c6\u8d44\u91d1\u3002\u4e09\u4e2a\uff0c\u56db\u4e2a\uff0c12 \u4e2a\u9884\u4f30\uff0c\u8fc7\u53bb\u662f 9 \u4e2a\u9884\u4f30\u6216 8 \u4e2a\u9884\u4f30\uff0c\u4f46\u73b0\u5728\u662f 12\u300113\u3002  \n \u8fd9\u5c31\u662f\u6211\u4eec\u8bd5\u56fe\u8fbe\u5230\u7684\u76ee\u6807\u3002\u518d\u6b21\uff0c\u8fd9\u662f\u6211\u4eec\u7684\u4e2d\u4f4d\u6570\u3002\u5e02\u573a\u7684\u5e73\u5747\u503c\u8981\u9ad8\u5f97\u591a\u3002A \u8f6e\u4e5f\u662f\u4e00\u6837\uff0c\u51c0\u6536\u5165\u53ef\u80fd\u662f 15 \u4e07\u7f8e\u5143 MRR \u6216\u3002\u5982\u679c\u4f60\u662f\u4e00\u5bb6 SaaS \u516c\u53f8\uff0c\u6216\u8005\u4e5f\u8bb8\u4f60\u6709 75 \u4e07\u7f8e\u5143\u7684 GMV\uff0c\u4f60\u7684\u6210\u4ea4\u8d39\u662f 15%\u3002\u6211\u4eec\u8bd5\u56fe\u8fbe\u5230\u7684\u8303\u56f4\u662f\uff0c\u4f60\u4ee5 23 \u4e2a\u9884\u4f30\u7684\u4ef7\u683c\u7b79\u96c6 7 \u4e2a\uff0c\u4ee5 30 \u4e2a\u9884\u4f30\u7684\u4ef7\u683c\u53d1\u5e03\uff0c\u6216\u8005\u4ee5 30 \u4e2a\u9884\u4f30\u7684\u4ef7\u683c\u7b79\u96c6 10 \u4e2a\uff0c\u7c7b\u4f3c\u7684\u4e1c\u897f\u3002     \n Andrew Romans\uff1a \u90a3\u4e48\u8fd9\u4e9b\u7684 RR \u500d\u6570\u662f\u591a\u5c11\uff1f\u90a3\u4e48\u9884\u4f30\u8d44\u91d1\u662f\u591a\u5c11\uff0c\u5982\u679c\uff0c \n Fabrice Grinda\uff1a \u95ee\u9898\u662f\uff0cARR \u53d6\u51b3\u4e8e\u5229\u6da6\u7387\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u4f60\u5728\u8c08\u8bba SaaS \u4e1a\u52a1\u3002 \n \u5728\u51c0\u6536\u5165\u4e2d\uff0c\u8bf4\u51c0\u6536\u5165\u3002\u4e0d\u662f GMV\u3002\u5728 A \u8f6e\u7684\u51c0\u6536\u5165\u65b9\u9762\uff0c\u4ed6\u4eec\u6b63\u5728\u505a 150 \u4e07\u7f8e\u5143\uff0c\u6211\u4eec\u60f3\u4ee5 20\u300123 \u5230 30 \u7684\u4ef7\u683c\u6295\u8d44\uff0c\u5bf9\u5427\uff1f\u6211\u4e0d\u77e5\u9053\uff0c20-25\u3002   \n Andrew Romans\uff1a \u6240\u4ee5 20 \u5230 25 \u500d\n \u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a\u662f\u7684\u3002\n Andrew Romans\uff1a \u51c0\u6536\u5165\uff0c\u90a3\u662f\u5bf9\u4e8e\u70ed\u95e8\u589e\u957f\u3002\u6211\u8bb0\u5f97\u5f53 10 \u662f\u516c\u5e73\u7684\u65f6\u5019\u3002 \n \u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a\u662f\u7684\u3002 \u6211\u8ba4\u4e3a 10 \u5728\u540e\u671f\u589e\u957f\u8f83\u4f4e\u65f6\u662f\u516c\u5e73\u7684\u3002\u4f46\u5982\u679c\u4f60\u6bcf\u5e74\u589e\u957f\u56db\u5230\u4e94\u500d\uff0c\u6211\u8ba4\u4e3a\u5728\u79cd\u5b50\u8f6e\u548c A \u8f6e\u65f6 20 \u5b8c\u5168\u6ca1\u95ee\u9898\u3002 \n \u7279\u522b\u662f\u5e02\u573a\u3002\u5e02\u573a\u786e\u5b9e\u80fd\u627f\u53d7\u3002\u4ec0\u4e48\u662f\u4e0d\u516c\u5e73\u7684\uff0c\u4f46\u6211\u770b\u5230\u4e86\u5f88\u591a\u3002\u4eba\u5de5\u667a\u80fd\u9886\u57df\u7684\u516c\u53f8\u4ee5 100 \u6216 200 \u6216 300 \u4e07\u7684\u4ef7\u683c\u7ade\u4e89\uff0c\u6211\u4eec\u6b63\u5728\u8c08\u8bba 300 \u500d ARR\uff0c\u8fd9\u4eca\u5929\u6b63\u5728\u53d1\u751f\u3002   \n Andrew Romans\uff1a \u5bf9\u5427\uff1f\u8fd9\u79cd\u60c5\u51b5\u7684\u73b0\u5b9e\u662f\uff0c\u5982\u679c\u4e00\u5bb6\u516c\u53f8\u751a\u81f3\u6709 500 \u4e07\u7f8e\u5143\u7684 ARR \u6536\u5165\uff0c\u5e76\u4e14\u5b83\u7684\u4ef7\u683c\u662f 10 \u500d\uff0c\u6240\u4ee5\u4f60\u4ee5 5000 \u4e07\u7f8e\u5143\u7684\u9884\u4f30\u4f30\u503c\u8fdb\u5165\uff0c\u4ee5\u83b7\u5f97 10 \u500d\u7684\u56de\u62a5\u3002 \n \u8fd9\u662f\u5f25\u8865\u5176\u4ed6\u4e00\u4e9b\u4e0d\u4f1a\u594f\u6548\u7684\u6295\u8d44\u635f\u5931\u6240\u5fc5\u9700\u7684\uff0c\u4ee5\u8fbe\u5230 5 \u500d\u30016 \u500d\u7684\u57fa\u91d1\u3002\u4f60\u5fc5\u987b\u5728\u6ca1\u6709\u672a\u6765\u878d\u8d44\u7684\u60c5\u51b5\u4e0b\u4ee5 5 \u4ebf\u7f8e\u5143\u7684\u4ef7\u683c\u6e05\u7b97\u3002 \n Fabrice Grinda\uff1a \u6b63\u786e\u3002\n Andrew Romans\uff1a \u5982\u679c\u6211\u4eec\u6b63\u5728\u505a\u6211\u4eec\u7684\u5de5\u4f5c\uff0c\u6211\u4eec\u5c06\u521d\u521b\u516c\u53f8\u4ecb\u7ecd\u7ed9\u4e00\u767e\u4e07\u5bb6\u98ce\u9669\u6295\u8d44\u516c\u53f8\uff0c\u56e0\u4e3a\u6211\u4eec\u8ba4\u8bc6\u4e00\u767e\u4e07\u5bb6\u98ce\u9669\u6295\u8d44\u516c\u53f8\uff0c\u800c\u4e14\u5982\u679c\u8fdb\u5c55\u987a\u5229\uff0c\u4ed6\u4eec\u81f3\u5c11\u4f1a\u53d1\u884c\u4e94\u6b21 10% \u7684\u80a1\u7968\u3002\n \u8fd9\u610f\u5473\u7740\u4f60\u5fc5\u987b\u4ee5 10 \u4ebf\u7f8e\u5143\u7684\u4ef7\u683c\u9000\u51fa\u3002\u4e3a\u4e86\u5bf9\u4e00\u5bb6\u4ee5 10 \u500d\u7684\u4ef7\u683c\u5408\u7406\u5b9a\u4ef7\u7684 500 \u4e07\u7f8e\u5143 ARR \u516c\u53f8\u83b7\u5f97\u7b80\u5355\u7684 10 \u500d\u56de\u62a5\uff0c\u800c\u4e14\u8fd9\u4e9b\u5929\u5b83\u7684\u4ef7\u683c\u53ef\u80fd\u662f 20 \u500d\uff0c\u8fd9\u610f\u5473\u7740\u6211\u4eec\u9700\u8981\u5728\u9000\u51fa\u8ba1\u6570\u5668\u4e0a\u8fdb\u884c\u901a\u8d27\u81a8\u80c0\uff0c\u4ee5\u53cd\u6620\u5fae\u8f6f\u7b49\u516c\u53f8\u7684\u5e02\u503c\uff0c\u4ee5\u4f7f\u8fd9\u79cd\u6570\u5b66\u8fd0\u7b97\u6709\u6548\u3002 \n \u8fd9\u5c31\u662f\u5bf9\u4ef7\u683c\u654f\u611f\u7684\u91cd\u8981\u6027\u3002\n Fabrice Grinda\uff1a \u4e0d\uff0c\u8fd9\u7edd\u5bf9\u91cd\u8981\u3002\u5b83\u4e5f\u5bf9\u4e0b\u884c\u5f88\u91cd\u8981\uff0c\u5982\u679c\u6211\u770b\u770b\u6211\u7684\u6295\u8d44\u7ec4\u5408\u6784\u5efa\uff0c\u6211\u4eec\u505a\u7684\u524d 2% \u7684\u4ea4\u6613\u662f 50 \u500d\uff0c\u90a3\u662f\u57fa\u91d1\u7684 1 \u500d\u3002\u63a5\u4e0b\u6765 13% \u7684\u4ea4\u6613\uff0c\u6211\u4eec\u505a 8 \u500d\u3002\u90a3\u662f 1% \u7684\uff0c\u90a3\u662f\u57fa\u91d1\u7684 1 \u500d\u3002   \n \u7136\u540e\u63a5\u4e0b\u6765 85% \u7684\u4ea4\u6613\uff0c\u6211\u4eec\u4e5f\u505a 1 \u500d\uff0c\u6211\u4eec\u505a 0.45 \u500d\u6216\u4efb\u4f55\u4e1c\u897f\u3002\u90a3\u662f\u57fa\u91d1\u7684 1 \u500d\u3002\u6240\u4ee5\u5b9e\u9645\u4e0a\u6211\u4eec\u5bf9\u4ef7\u683c\u654f\u611f\u7684\u4e8b\u5b9e\u610f\u5473\u7740\u5f88\u591a\u516c\u53f8\u3002\u4ed6\u4eec\u505a\u5f97\u4e0d\u597d\uff0c\u4f46\u4ed6\u4eec\u88ab\u6536\u8d2d\u4e86\uff0c\u6211\u4eec\u6536\u56de\u4e86\u6211\u4eec\u7684\u94b1\u3002\u6211\u4eec\uff0c\u6240\u4ee5\u5230\u76ee\u524d\u4e3a\u6b62\uff0c\u6211\u4eec\u5df2\u7ecf\u6709 355 \u6b21\u9000\u51fa\u3002    \n \u6211\u4eec\u5b9e\u9645\u4e0a\u5df2\u7ecf\u8d5a\u94b1\u4e86\u3002\u8fd9\u5c31\u662f\u4e3a\u4ec0\u4e48\u4f5c\u4e3a\u79cd\u5b50\u8f6e\u548c\u79cd\u5b50\u524d\u6295\u8d44\u8005\uff0c45% \u7684\u4ea4\u6613\uff0c\u4f5c\u4e3a\u4e00\u4e2a\u767e\u5206\u6bd4\uff0c\u8fdc\u5927\u4e8e\u5927\u591a\u6570\u3002\u5373\u4f7f\u5728\u6211\u4eec\u8d54\u94b1\u7684\u4ea4\u6613\u4e2d\uff0c\u6211\u4eec\u4ecd\u7136\u8d5a\u53d6\u3002\u7531\u4e8e\u4ef7\u683c\u654f\u611f\u6027\uff0c\u6211\u4eec\u6536\u56de\u4e86 30\u300140% \u7684\u8d44\u91d1\u3002\u6240\u4ee5\u4ece\u6295\u8d44\u7ec4\u5408\u6784\u5efa\u7684\u89d2\u5ea6\u6765\u770b\uff0c\u5bf9\u4ef7\u683c\u654f\u611f\u5b9e\u9645\u4e0a\u6548\u679c\u5f88\u597d\u3002    \n \u4f46\u6211\u4eec\u53ef\u80fd\u4f1a\u5728\u6700\u70ed\u95e8\u7684\u4ea4\u6613\u4e2d\u4e8f\u635f\uff0c\u8fd9\u4e9b\u4ea4\u6613\u53ef\u80fd\u662f 1000 \u500d\u6216\u4efb\u4f55\u4e1c\u897f\uff0c\u56e0\u4e3a\u6211\u4eec\u4e0d\u613f\u610f\u652f\u4ed8\u3002\n Andrew Romans\uff1a \u5728\u4f60\u770b\u6765\uff0c\u4ec0\u4e48\u53d1\u751f\u4e86\u53d8\u5316\uff0c\u6211\u60f3\u5728 90 \u5e74\u4ee3\u672b\uff0c\u6211\u4eec\u6b63\u5728\u6295\u8d44\u4e8e\u672c\u7968\u6216\u53ef\u8f6c\u6362\u7968\u636e\uff0c\u5bf9\u5427\uff1f\u7136\u540e\u6709\u65f6\u4f1a\u6709\u4e00\u8f6e\u5b9a\u4ef7\u3002 \n \u4e00\u4f4d\u5929\u4f7f\u6295\u8d44\u4eba\u8bf4\uff0c\u563f\uff0c\u8fd9\u8ba9\u6211\u5f88\u56f0\u60d1\uff0c\u592a\u591a\u7684\u79fb\u52a8\u90e8\u4ef6\u3002\u8ba9\u6211\u4eec\u505a\u4e00\u4e2a\u76f4\u63a5\u5b9a\u4ef7\u7684\u8f6e\u6b21\u3002\u90a3\u91cc\u7684\u62c5\u5fe7\u662f\uff0c\u7b79\u96c6\u8d44\u91d1\u7684\u767e\u5206\u4e4b\u591a\u5c11\u5c06\u652f\u4ed8\u7ed9 Oric \u7684\u5f8b\u5e08\u6765\u53d1\u884c\u80a1\u7968\u7b49\u7b49\u3002\u4f46\u662f\u4f60\u5bf9\u4ece\u53ef\u8f6c\u6362\u7968\u636e\u8f6c\u79fb\u7684\u504f\u597d\u662f\u4ec0\u4e48\uff0c\u4ee5\u53ca\u4f60\u7684\u60f3\u6cd5\u662f\u4ec0\u4e48\uff1f\u5e26\u6709\u4e0a\u9650\u3001\u65e0\u4e0a\u9650\u7968\u636e\u5230\u5b89\u5168\u9884\u4f30\u548c\u540e\u4f30\u3002\u6211\u60f3\u7b80\u77ed\u7684\u56de\u7b54\u662f\uff0c\u5982\u679c\u4f60\u60f3\u79ef\u6781\u53c2\u4e0e\u5e02\u573a\uff0c\u6bcf\u5468\u8fdb\u884c\u4e09\u9879\u6295\u8d44\uff0c\u4f60\u53ea\u9700\u8981\u6309\u7167\u5178\u578b\u7684\u540e\u4f30\u5b89\u5168\u534f\u8bae\u8fdb\u884c\u3002     \n Fabrice Grinda\uff1a \u65e0\u6240\u8c13\u3002\u6211\u505a\u5b89\u5168\u79cd\u5b50\uff0c\u7279\u522b\u662f\u79cd\u5b50\u524d\u662f\u53ef\u4ee5\u7684\uff0c\u5bf9\u5427\uff1f \n \u5c31\u50cf\u4f60\u4e0d\u60f3\u628a\u4f60\u7684\u65f6\u95f4\u548c\u91d1\u94b1\u82b1\u5728\u5f8b\u5e08\u8eab\u4e0a\uff0c\u65e0\u8bba\u5982\u4f55\u3002\u6709\u4e00\u4e2a\u771f\u6b63\u7684\u8f6e\u6b21\uff0c\u6bd4\u5982 7\u30018\u300110\u30011500 \u4e07\u3002\u4ed6\u4eec\u4f1a\u505a\u4e00\u4e2a\u5b9a\u4ef7\u8f6e\u6b21\uff0c\u6240\u4ee5\u6ca1\u5173\u7cfb\u3002\u5982\u679c\u6ca1\u6709\u771f\u6b63\u7684\u8f6e\u6b21\uff0c\u8fd9\u610f\u5473\u7740\u516c\u53f8\u5931\u8d25\u4e86\u3002\u6240\u4ee5\u5728\u67d0\u79cd\u7a0b\u5ea6\u4e0a\u4e5f\u6ca1\u5173\u7cfb\u3002\u6240\u4ee5\u6211\u6839\u672c\u4e0d\u4ecb\u610f\u505a\u5b89\u5168\u3002     \n \u4e5f\u5c31\u662f\u8bf4\uff0c\u6211\u4e0d\u4f1a\u505a\u65e0\u4e0a\u9650\u7684\u3002\u5426\u5219\u4f60\u6ca1\u6709\u56e0\u4e3a\u4f60\u4eca\u5929\u7684\u6295\u8d44\u800c\u5f97\u5230\u8865\u507f\u3002\u6240\u4ee5\u6211\u4e0d\u505a\u6865\u6881\u8f6e\u6b21\u3002\u6211\u4e0d\u505a\u65e0\u4e0a\u9650\u7684\u3002\u5b83\u5fc5\u987b\u662f\u6709\u4e0a\u9650\u7684\u3002\u5b83\u5fc5\u987b\u4ee5\u6211\u8ba4\u4e3a\u76f8\u5bf9\u4e8e\u5438\u5f15\u529b\u56e2\u961f\u673a\u4f1a\u516c\u5e73\u7684\u4ef7\u683c\u6765\u8bbe\u5b9a\u4e0a\u9650\u3002     \n Andrew Romans\uff1a \u6211\u603b\u662f\u7528\u8fd9\u4e2a\u4f8b\u5b50\u5411\u521b\u59cb\u4eba\u89e3\u91ca\u8bf4\uff0c\u597d\u7684\uff0c\u6240\u4ee5\u60f3\u8c61\u4e00\u4e0b Lady Gaga \u5c06\u4ee5\u65e0\u4e0a\u9650\u7684\u7968\u636e\u6295\u8d44\u4f60\u7684\u521d\u521b\u516c\u53f8\uff0c\u7136\u540e\u5979\u5728 Twitter \u4e0a\u53d1\u5e03\u5173\u4e8e\u4f60\u7684\u6d88\u606f\u3002\n \u5979\u6bd4\u5965\u5df4\u9a6c\u62e5\u6709\u66f4\u591a\u7684 Twitter \u7c89\u4e1d\uff0c\u7136\u540e\u7a81\u7136\u4f60\u83b7\u5f97\u4e86 1 \u4ebf\u6b21\u4e0b\u8f7d\uff0c\u4f60\u6210\u4e3a\u4e86\u4e0b\u4e00\u4e2a Skype\u3002\u5979\u5e2e\u52a9\u4f60\u8d8a\u591a\uff0c\u5979\u5c31\u8d8a\u7a00\u91ca\u4e86\u81ea\u5df1\u548c\u5979\u5728\u4f60\u4f01\u4e1a\u4e2d\u7684\u6240\u6709\u6743\u3002\u6240\u4ee5\u5982\u679c\u4f60\u60f3\u8981\u4e00\u4e2a\u7eaf\u7cb9\u7684\u88ab\u52a8\u6295\u8d44\u8005\uff0c\u4e5f\u8bb8\u8fd9\u6709\u610f\u4e49\u3002\u4f46\u5982\u679c\u4f60\u6709\uff0c\u5982\u679c\u6295\u8d44\u8005\u4ee5\u67d0\u79cd\u65b9\u5f0f\u76f8\u4fe1\u4ed6\u4eec\u4f1a\u5e2e\u52a9\u3002   \n \u589e\u52a0\u4ef7\u503c\uff0c\u5c31\u50cf Lady Gaga \u5728\u90a3\u79cd\u60c5\u51b5\u4e0b\u4e00\u6837\uff0c\u90a3\u4e48\u65e0\u4e0a\u9650\u7684\u7968\u636e\u53ea\u662f\u5728\u8e22\u81ea\u5df1\uff0c\u5c04\u6389\u4f60\u7684\u811a\u8dbe\u3002\n Fabrice Grinda\uff1a\u5f53\u7136\u3002\n Andrew Romans\uff1a \u662f\u7684\u3002\u6709\u65f6\u4f1a\u51fa\u73b0\u7ea2\u6749\u8d44\u672c\u52a0\u5165\uff0c\u4f46\u4e0d\u6253\u7b97\u5c0a\u91cd\u6309\u6bd4\u4f8b\u80a1\u6743\u7684\u60c5\u51b5\u3002 \n \u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a\u662f\u7684\u3002\n Andrew Romans\uff1a \u5c31\u50cf\u6211\uff0c\u6211\u8bf4\u8fc7\u6c38\u8fdc\u4e0d\u8981\u505a\u65e0\u4e0a\u9650\u7968\u636e\u3002\n \u5728\u6211\u7684\u4eba\u751f\u4e2d\uff0c\u6709\u51e0\u6b21\u6211\u505a\u4e86\uff0c\u800c\u4e14\u5f88\u9ad8\u5174\u6211\u505a\u4e86\uff0c\u4f46\u6211\u975e\u5e38\u53cd\u5bf9\u8fd9\u6837\u505a\u3002\n Fabrice Grinda\uff1a \u4f46\u4e5f\u6709\u51e0\u6b21\u6211\u505a\u4e86\uff0c\u539f\u56e0\u548c\u4f60\u8bf4\u7684\u5b8c\u5168\u4e00\u6837\uff0c\u54e6\uff0c\u7ea2\u6749\u5b89\u5fb7\u68ee\u8981\u8fdb\u6765\u4e86\u3002\u4ed6\u4eec\u4e0d\u8ba9\u5176\u4ed6\u4eba\u8fdb\u6765\uff0c\u6240\u4ee5\u4e0d\u5982\u73b0\u5728\u5c31\u628a\u94b1\u6295\u8fdb\u53bb\u3002 \n \u7136\u540e\u878d\u8d44\u6ca1\u6709\u53d1\u751f\uff0c\u6216\u8005\u4ed6\u4eec\u9000\u51fa\u4e86\uff0c\u7136\u540e\u6211\u6295\u8d44\u4e86\u4e0a\u9650\u7968\u636e\uff0c\u7ed3\u679c\u5931\u8d25\u4e86\u3002\u6240\u4ee5\uff0c\u6211\u8ba8\u538c\u505a\u6865\u6881\u7684\u90e8\u5206\u539f\u56e0\u662f\u5b83\u4e0d\u80fd\u901a\u5411\u4efb\u4f55\u5730\u65b9\u3002\u6211\u66f4\u559c\u6b22\u591a\u4ed8 20% \u7684\u94b1\uff0c\u8ba9\u516c\u53f8\u5b8c\u5168\u6309\u7167\u4ed6\u4eec\u7684\u5546\u4e1a\u8ba1\u5212\u6210\u7acb\u3002  \n Andrew Romans\uff1a \u540c\u610f\u3002 \u597d\u7684 \u8fd8\u6709\u5e02\u573a\u3002\u5f88\u660e\u663e\uff0c\u4f60\u6bd4\u4e16\u754c\u4e0a\u4efb\u4f55\u6295\u8d44\u59d4\u5458\u4f1a\u7684\u4eba\u90fd\u66f4\u5177\u6709\u5e02\u573a\u57fa\u56e0\u3002\u56e0\u6b64\uff0c\u8fd9\u5f88\u5408\u7406\uff0c\u8fd9\u662f\u4f60\u7684\u5f3a\u9879\uff0c\u4f60\u64c5\u957f\u8fd9\u4e2a\u3002\u4e0e\u6b64\u540c\u65f6\uff0c\u81ea 1998 \u5e74\u548c 2000 \u5e74\u4ee3\u4ee5\u6765\uff0c\u4e92\u8054\u7f51\u5df2\u7ecf\u53d1\u751f\u4e86\u5f88\u5927\u7684\u53d8\u5316\u3002   \n \u65e2\u7136\u60a8\u5df2\u7ecf\u6295\u5165\u4e86\u6570\u4ebf\u7f8e\u5143\u7684 LP \u8d44\u672c\uff0c\u90a3\u4e48\u60a8\u4f5c\u4e3a\u5bf9\u5e02\u573a\u5982\u6b64\u4e86\u89e3\u7684\u4eba\uff0c\u5bf9\u5e02\u573a\u7684\u73b0\u72b6\u6709\u4f55\u770b\u6cd5\uff1f\u5e02\u573a\u7684\u597d\u3001\u574f\u3001\u4e11\u5206\u522b\u662f\u4ec0\u4e48\uff1f\u6bd5\u7adf\uff0c\u5f88\u5c11\u6709\u4eba\u50cf\u60a8\u4e00\u6837\u662f\u8fd9\u65b9\u9762\u7684\u4e13\u5bb6\u3002\n Fabrice Grinda\uff1a \u597d\u7684\uff0c\u5148\u8bf4\u8bf4\u597d\u3001\u574f\u3001\u4e11\u3002\u597d\u7684\u4e00\u9762\u662f\uff0c\u5e02\u573a\u8d62\u5bb6\u901a\u5403\u3002\u6240\u4ee5\uff0c\u5982\u679c\u4f60\u6295\u8d44\u4e86\u4e00\u4e2a\u5e02\u573a\uff08\u8fd9\u4e5f\u662f\u574f\u7684\u4e00\u9762\uff09\uff0c\u5e76\u4e14\u5b83\u505a\u5f97\u975e\u5e38\u597d\uff0c\u4f60\u5c31\u8d62\u4e86\uff0c\u4f60\u62e5\u6709\u4e86\u5929\u7136\u7684\u5784\u65ad\u5730\u4f4d\uff0c\u5b83\u4f1a\u53d8\u5f97\u975e\u5e38\u5e9e\u5927\u3002\u800c\u4e14\uff0c\u7531\u4e8e\u7f51\u7edc\u6548\u5e94\uff0c\u8fbe\u5230\u8fd9\u4e2a\u76ee\u6807\u53ef\u80fd\u975e\u5e38\u5177\u6709\u8d44\u672c\u6548\u7387\u3002    \n \u73b0\u5728\uff0c\u574f\u7684\u4e00\u9762\uff0c\u4e5f\u5c31\u662f\u4e11\u964b\u7684\u4e00\u9762\u662f\uff0c\u5982\u679c\u4f60\u8f93\u4e86\uff0c\u53ef\u80fd\u5c31\u6ca1\u6709\u4efb\u4f55\u4ef7\u503c\u4e86\uff0c\u800c\u4e14\u4f60\u5728\u5e02\u573a\u4efd\u989d\u65b9\u9762\u4e5f\u6beb\u65e0\u5730\u4f4d\u3002\u5982\u679c\u6709\u4e24\u5bb6\u516c\u53f8\u4e89\u593a\u5e02\u573a\uff0c\u5b83\u4eec\u53ef\u80fd\u4f1a\u6597\u5230\u4f60\u6b7b\u6211\u6d3b\uff0c\u56e0\u4e3a\u7b2c\u4e8c\u540d\u6beb\u65e0\u4ef7\u503c\u3002\u6240\u4ee5\uff0c\u4f60\u6700\u597d\u4ee5\u67d0\u79cd\u65b9\u5f0f\u5408\u5e76\u3002 \n 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\u5e74\u4ecd\u7136\u91cd\u8981\uff1f\u90a3\u662f\u56e0\u4e3a\u4f60\u4f5c\u4e3a\u6d88\u8d39\u8005\uff0c\u662f\u4ece\u6d88\u8d39\u8005\u7684\u89d2\u5ea6\u6765\u601d\u8003\u7684\u3002\u5982\u679c\u4f60\u770b\u770b\u4f60\u7684\u9700\u6c42\uff0c\u5b83\u4eec\u6b63\u5728\u88ab\u5e02\u573a\u6ee1\u8db3\u3002\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u4e9a\u9a6c\u900a\u4e3b\u8981\u662f\u4e00\u4e2a\u5e02\u573a\u3002   \n \u4f60\u53ef\u4ee5\u5728\u4e24\u5929\u5185\u83b7\u5f97\u4efb\u4f55\u4f60\u60f3\u8981\u7684\u4e1c\u897f\u3002Uber Eats\u3001DoorDash\u3001Uber \u672c\u8eab\u3001Airbnb booking.com\uff0c\u6240\u6709\u8fd9\u4e9b\u90fd\u662f\u5e02\u573a\uff0c\u5b83\u4eec\u4ee5 25% \u7684\u6e17\u900f\u7387\u6ee1\u8db3\u4f60\u6240\u6709\u7684\u6d88\u8d39\u8005\u9700\u6c42\u3002\u662f\u7684\uff0c\u5728\u67d0\u4e2a\u65f6\u5019\u5b83\u4f1a\u8fbe\u5230 75% \u7684\u6e17\u900f\u7387\uff0c\u4f46\u90a3\u662f\u6211\u4eec\u73b0\u5728\u6240\u5904\u4f4d\u7f6e\u7684\u4e09\u500d\u3002  \n \u6240\u4ee5\u8fd9\u4e0d\u4e00\u5b9a\u8d85\u7ea7\u5f15\u4eba\u6ce8\u76ee\u3002\u4ecd\u7136\u6709\u65b0\u7684\u4e1c\u897f\u51fa\u73b0\uff0c\u6bd4\u5982\u76f4\u64ad\u8d2d\u7269\u6b63\u5728\u6210\u4e3a\u4e00\u4e2a\u66f4\u5927\u7684\u8d8b\u52bf\u3002\u4f46\u6211\u8ba4\u4e3a\u66f4\u5f15\u4eba\u6ce8\u76ee\u7684\u662f\uff0c\u5982\u679c\u4f60\u60f3\u60f3 B2B \u4e16\u754c\uff0c\u5766\u7387\u5730\u8bf4\uff0c\u653f\u5e9c\u4e16\u754c\uff0c\u516c\u5171\u670d\u52a1\u4e16\u754c\u3002\u5b83\u662f\u5b8c\u5168\u975e\u6570\u5b57\u5316\u7684\uff0c\u5bf9\u5427\uff1f   \n \u60f3\u8c61\u4e00\u4e0b\u4f60\u60f3\u8d2d\u4e70\u77f3\u5316\u4ea7\u54c1\u3002\u751a\u81f3\u6ca1\u6709\u4e00\u4e2a\u53ef\u7528\u7684\u76ee\u5f55\uff0c\u66f4\u4e0d\u7528\u8bf4\u4e00\u4e2a\u7cfb\u7edf\u6216\u4e00\u4e2a\u5730\u65b9\uff0c\u5b83\u53ef\u4ee5\u8fde\u63a5\u5230\u5de5\u5382\u7684 ERP \u7cfb\u7edf\uff0c\u4ee5\u4e86\u89e3\u5236\u9020\u5ef6\u8bef\u548c\u4ea7\u80fd\u3002\u6ca1\u6709\u5728\u7ebf\u8ba2\u8d2d\uff0c\u6ca1\u6709\u5728\u7ebf\u652f\u4ed8\uff0c\u6ca1\u6709\u8ddf\u8e2a\uff0c\u6ca1\u6709\u878d\u8d44\uff0c\u4e00\u5207\u90fd\u9700\u8981\u5b8c\u6210\u3002  \n \u800c\u4e14\u8fd9\u9700\u8981\u5728\u6bcf\u4e2a\u884c\u4e1a\u3001\u6bcf\u4e2a\u5730\u533a\u3001\u6bcf\u79cd\u7c7b\u578b\u7684\u6295\u5165\u4e2d\u53d1\u751f\u3002\u5305\u62ec\u6210\u54c1\u548c\u4e2d\u95f4\u6295\u5165\u54c1\uff0c\u65e0\u8bba\u662f\u6c34\u6ce5\u8fd8\u662f\u5176\u4ed6\u539f\u6750\u6599\u3002\u9664\u6b64\u4e4b\u5916\uff0c\u60f3\u60f3\u4e2d\u5c0f\u4f01\u4e1a\u3002\u5927\u591a\u6570\u4e2d\u5c0f\u4f01\u4e1a\uff0c\u5766\u7387\u5730\u8bf4\uff0c\u5f88\u591a\u5927\u516c\u53f8\u4ecd\u7136\u50cf\u4f7f\u7528\u7eb8\u548c\u7b14\u6216 Excel \u4e00\u6837\u8fd0\u4f5c\uff0c\u8fd9\u5df2\u7ecf\u662f\u6700\u597d\u7684\u60c5\u51b5\u4e86\u3002   \n \u56e0\u6b64\uff0c\u5728\u5927\u591a\u6570\u884c\u4e1a\u548c\u5927\u591a\u6570\u5c0f\u4f01\u4e1a\u4e2d\uff0c\u6570\u5b57\u5316\u7a0b\u5ea6\u975e\u5e38\u4f4e\u3002\u6211\u4eec\u4f4e\u4e8e 5%\u3002\u901a\u5e38\u4f4e\u4e8e 1%\uff0c\u800c\u4e14\u5b83\u9700\u8981\u53d1\u751f\u3002\u800c\u6700\u597d\u7684\u65b9\u6cd5\u5b9e\u9645\u4e0a\u662f\u901a\u8fc7\u5e02\u573a\u3002\u6240\u4ee5\uff0c\u6211\u76ee\u524d\u7684\u8bba\u70b9\uff0c\u4ee5\u53ca\u6211\u4eec\u5728\u8fd9\u65b9\u9762\u7684\u516d\u4e2a\u5b50\u8bba\u70b9\uff0c\u90fd\u662f\u56f4\u7ed5\u7740\u4f7f\u7528\u53ef\u6269\u5c55\u7684\u5e02\u573a\u6765\u5b9e\u73b0 B2B \u4f9b\u5e94\u94fe\u7684\u6570\u5b57\u5316\u3002    \n \u8fd9\u5e76\u4e0d\u6027\u611f\uff0c\u4f46\u8fd9\u4e9b\u5e02\u573a\u975e\u5e38\u5de8\u5927\u3002\u5927\u591a\u6570\u884c\u4e1a\uff0c\u5927\u591a\u6570\u56fd\u5bb6\u7684 GDP \u90fd\u662f\u516c\u5171\u670d\u52a1\u548c\u4f01\u4e1a\u7684\u7ed3\u5408\u3002 \n Andrew Romans\uff1a \u662f\u7684\u3002 \u662f\u554a \u4f60\u53ef\u80fd\u4f1a\u7814\u7a76\u4e00\u4e2a\u56fd\u5bb6\uff0c\u627e\u51fa\u90a3\u4e9b\u9876\u7ea7\u884c\u4e1a\uff0c\u7136\u540e\u53bb\u8ffd\u6c42\u5b83\u4eec\u3002\u90a3\u4e48\uff0c\u4f60\u80fd\u5206\u4eab\u4e00\u4e9b\u5728 2025 \u5e74\u83b7\u5f97\u878d\u8d44\u7684\u5e02\u573a\u6848\u4f8b\u5417\uff0c\u56e0\u4e3a\u6211\u4eec\u5feb\u5230\u5e74\u5e95\u4e86\u3002 \n \u6216\u8005\u53ea\u662f\u6700\u8fd1\u7684\u65f6\u671f\u3002\u6700\u8fd1\u6709\u54ea\u4e9b\u6709\u610f\u4e49\u7684\u5e02\u573a\uff1f \n Fabrice Grinda\uff1a \u6211\u4f1a\u7ed9\u4f60\u51e0\u4e2a\u5df2\u7ecf\u6269\u5927\u89c4\u6a21\u7684\u3001\u5927\u578b\u7684\u6848\u4f8b\u3002\u66f4\u5927\u7684 B2B \u5e02\u573a\u3002\u6240\u4ee5\u6211\u5c06\u8c08\u8c08\u4e2d\u5c0f\u4f01\u4e1a\u8d4b\u80fd\uff0c\u7136\u540e\u6211\u5c06\u8c08\u8c08\u884c\u4e1a\u5e7f\u6cdb\u3001\u5927\u578b\u548c\u4e2d\u5c0f\u4f01\u4e1a\u8d4b\u80fd\u3002  \n \u6709\u4e00\u5bb6\u516c\u53f8\u53eb Slice\u3002Slice \u57fa\u672c\u4e0a\u4e3a\u62ab\u8428\u5e97\u505a\u540e\u53f0\u8fd0\u8425\u3002\u6240\u4ee5\u60f3\u8c61\u4e00\u4e0b\u4f60\u662f Luigi\uff0c\u4f60\u60f3\u505a\u4f60\u7684\u5c0f\u62ab\u8428\u3002\u8fd9\u5c31\u662f\u4f60\u521b\u5efa\u62ab\u8428\u5e97\u7684\u539f\u56e0\uff0c\u56e0\u4e3a\u4f60\u559c\u6b22\u548c\u4f60\u7684\u987e\u5ba2\u4ea4\u8c08\uff0c\u505a\u62ab\u8428\u3002\u7136\u540e\u7a81\u7136\uff0c\u4f5c\u4e3a\u4e00\u540d\u4e2d\u5c0f\u4f01\u4e1a\u4e3b\uff0c\u4f60\u6700\u7ec8\u63a5\u7535\u8bdd\u3001\u7ba1\u7406\u9001\u8d27\u8f66\u961f\u3001\u83b7\u53d6\u7269\u8d44\u3001\u505a\u4f1a\u8ba1\u3001\u4e0e Toast \u8c08\u5224\u3001\u4e0e Uber Eats \u548c DoorDash \u8c08\u5224\u3002    \n \u8fd9\u4e0d\u662f\u4f60\u7b7e\u7ea6\u7684\u751f\u6d3b\u3002\u6240\u4ee5 Slice \u4f1a\u3002\u63a5\u7535\u8bdd\uff0c\u521b\u5efa\u4f60\u7684\u7f51\u7ad9\uff0c\u7ba1\u7406\u9001\u8d27\u8f66\u961f\uff0c\u7ec4\u7ec7\u5728\u7ebf\u8ba2\u8d2d\uff0c\u5e76\u57fa\u672c\u4e0a\u505a\u6240\u6709\u7684\u540e\u53f0\u5de5\u4f5c\uff0c\u5e76\u63d0\u4f9b POS\u3002\u4ed6\u4eec\u73b0\u5728\u6709 20,000 \u5bb6\u62ab\u8428\u5e97\u5728\u5e73\u53f0\u4e0a\u3002\u4ed6\u4eec\u7684 GMV \u8d85\u8fc7 10 \u4ebf\u7f8e\u5143\u3002\u540c\u6837\u7684\u4e8b\u60c5\u4e5f\u53d1\u751f\u5728\u5176\u4ed6\u5782\u76f4\u9886\u57df\u3002     \n \u6240\u4ee5\u6211\u4eec\u6295\u8d44\u4e86 Chowbus\uff0c\u8fd9\u662f\u4e00\u4e2a\u9762\u5411\u4e2d\u9910\u9986\u7684 POS\u3002\u6211\u4eec\u6295\u8d44\u4e86 Fresha\uff0c\u6211\u8ba4\u4e3a\u5b83\u6709 70,000 \u591a\u5bb6\u7406\u53d1\u5e97\uff0c\u4ed6\u4eec\u4e3a\u7406\u53d1\u5e97\u8001\u677f\u7ba1\u7406\u5ea7\u4f4d\uff0c\u7136\u540e\u4e3a\u7406\u53d1\u5e08\u7ba1\u7406\u4ed6\u4eec\u6240\u6709\u7684\u6f5c\u5728\u5ba2\u6237\u3002\u4ed6\u4eec\u63d0\u4f9b POS\uff0c\u6216\u8005\u81f3\u5c11\u90a3\u662f\u5b83\u7684\u5546\u4e1a\u6a21\u5f0f\uff0c\u5373\u4f7f\u5b83\u662f\u5ba2\u6237\u548c\u7406\u53d1\u5e08\u4ee5\u53ca\u7406\u53d1\u5e97\u4e4b\u95f4\u7684\u5e02\u573a\u3002  \n Cents\uff0cC-E-N-T-S\uff0c\u662f\u4e00\u4e2a\u5e2e\u52a9\u81ea\u52a9\u6d17\u8863\u5e97\u6216\u5e72\u6d17\u5e97\u7ba1\u7406\u9001\u8d27\u8f66\u961f\u3001\u83b7\u53d6\u7269\u8d44\u3001\u63d0\u4f9b POS \u7684\u5e02\u573a\u3002\u6211\u4eec\u6295\u8d44\u4e86 Momence\uff0c\u4e3a\u7ec4\u7ec7\u3001\u7ba1\u7406\u745c\u4f3d\u5de5\u4f5c\u5ba4\u7684\u4eba\u505a\u540c\u6837\u7684\u4e8b\u60c5\u3002\u6240\u4ee5\u8fd9\u79cd\u60c5\u51b5\u6b63\u5728\u9010\u4e2a\u5782\u76f4\u9886\u57df\u53d1\u751f\u3002\u800c\u4e14\u5176\u4e2d\u5f88\u591a\u90fd\u5f88\u5927\u3002   \n Fresha \u7684 GMV \u8fbe\u5230\u6570\u5341\u4ebf\u7f8e\u5143\uff0c\u901a\u8fc7\u8be5\u5e73\u53f0\u3002\u73b0\u5728\uff0c\u5728\u6570\u5b57\u5316\u6295\u5165\u65b9\u9762\uff0c\u50cf Knowde \u8fd9\u6837\u7684\u5927\u516c\u53f8\u6b63\u5728\u4e3a\u77f3\u5316\u4ea7\u54c1\u505a\u8fd9\u4ef6\u4e8b\uff0c\u6211\u4eec\u5728\u5fb7\u56fd\u6295\u8d44\u4e86 Schuttflix\uff0c\u8fd9\u662f\u4e00\u4e2a\u4e09\u65b9\u5e02\u573a\uff0c\u8fde\u63a5\u4e86\u63d0\u4f9b\u783e\u77f3\u7684\u91c7\u77f3\u573a\u3001\u5efa\u7b51\u5de5\u5730\u548c\u5c06\u783e\u77f3\u8fd0\u9001\u5230\u5efa\u7b51\u5de5\u5730\u7684\u5361\u8f66\u53f8\u673a\u3002 \n \u4f46\u5373\u4f7f\u50cf ShipBob \u8fd9\u6837\u7684\u516c\u53f8\uff0c\u4e5f\u662f\u4e00\u4e2a\u6700\u540e\u4e00\u82f1\u91cc\u7684\u62e3\u8d27\u548c\u5305\u88c5\u5e02\u573a\uff0c\u5b83\u53ef\u4ee5\u5e2e\u52a9\u90a3\u4e9b\u4e0d\u60f3\u5728\u4e9a\u9a6c\u900a\u4e4b\u5916\u5efa\u7acb\u81ea\u5df1\u7684\u5206\u9500\u7f51\u7edc\u7684\u516c\u53f8\uff0c\u5b9e\u73b0\u5f53\u65e5\u9001\u8fbe\u6216\u4e24\u65e5\u9001\u8fbe\u3002\u6240\u4ee5\u57fa\u672c\u4e0a\u6574\u4e2a\u5806\u6808\u90fd\u770b\u5230\u4e86\u975e\u5e38\u5927\u7684\u516c\u53f8\uff0cShipBob \u4e5f\u662f\u5982\u6b64\uff0c\u4e00\u5bb6\u4ef7\u503c\u6570\u5341\u4ebf\u7f8e\u5143\u7684\u516c\u53f8\u3002 \n Flexport \u4e5f\u5c5e\u4e8e B2B \u5e02\u573a\u7684\u8303\u7574\uff0c\u5b83\u662f\u4e00\u5bb6\u6570\u5b57\u8d27\u8fd0\u4ee3\u7406\u3002\u6240\u4ee5\u6709\u5f88\u591a\u975e\u5e38\u6709\u8da3\u7684\u516c\u53f8\u6b63\u5728\u5efa\u7acb\uff0c\u6211\u4eec\u662f Formic \u7684\u6295\u8d44\u8005\uff0cFormic \u662f\u4e00\u4e2a\u5e2e\u52a9\u516c\u53f8\u5b9e\u73b0\u751f\u4ea7\u7ebf\u81ea\u52a8\u5316\u7684\u5e02\u573a\uff0c\u6211\u8ba4\u4e3a\u6211\u4eec\u4eca\u5e74\u6295\u8d44\u4e86\u5b83\u3002 \n \u4ed6\u4eec\u8fdb\u53bb\uff0c\u4ed6\u4eec\u6d3e\u4eba\u53bb\uff0c\u5f04\u6e05\u695a\u4f60\u5e94\u8be5\u8d2d\u4e70\u54ea\u4e9b\u673a\u5668\u4eba\u3002\u4ed6\u4eec\u5e2e\u52a9\u4f60\uff0c\u4ed6\u4eec\u628a\u673a\u5668\u4eba\u79df\u7ed9\u4f60\u3002\u4ed6\u4eec\u4ee5\u5e02\u573a\u6a21\u5f0f\u8fdb\u884c\u5b89\u88c5\u3002  \n Andrew Romans\uff1a \u597d\u7684\u3002\u6211\u53ef\u4ee5\u60f3\u8c61\uff0c\u5728\u8fd9\u4e9b\u5e02\u573a\u4e2d\uff0c\u4f60\u591a\u5e74\u6765\u770b\u5230\u7684\u53ef\u4ee5\u63a5\u53d7\u7684\u62bd\u6210\u7387\u662f\u591a\u5c11\uff1f \n \u56e0\u4e3a\u5982\u679c\u4f60\u6b63\u5728\u6570\u5b57\u5316\u77f3\u6cb9\u548c\u5929\u7136\u6c14\u94bb\u4e95\u5e73\u53f0\uff0c\u5e76\u4e14\u4f60\u6b63\u5728\u6446\u8131 Excel \u548c\u4fbf\u5229\u8d34\uff0c\u90a3\u4e48\u5176\u4e2d\u4e00\u4e9b B2B \u53ef\u80fd\u4f1a\u589e\u957f\u5f97\u975e\u5e38\u5feb\u3002\n Fabrice Grinda\uff1a \u6240\u4ee5\u8fd9\u662f\u4f60\u5728 B2B \u5e02\u573a\u4e2d\u9700\u8981\u975e\u5e38\u5c0f\u5fc3\u7684\u4e8b\u60c5\u4e4b\u4e00\uff0c\u4f60\u9700\u8981\u5206\u6563\u7684\u4f9b\u5e94\u548c\u9700\u6c42\u3002\u5982\u679c\u4f60\u5728\u4efb\u4f55\u4e00\u65b9\u7684\u6574\u5408\u7a0b\u5ea6\u592a\u9ad8\uff0c\u4f60\u53ef\u80fd\u6839\u672c\u65e0\u6cd5\u6536\u53d6\u62bd\u6210\uff0c\u8fd9\u5c31\u662f\u4e3a\u4ec0\u4e48\u90a3\u4e9b\u8bd5\u56fe\u4e3a\u9910\u9986\u63d0\u4f9b\u98df\u54c1\u8ba2\u8d2d\u7684\u516c\u53f8\uff0c\u4ece\u4f9b\u5e94\u5546\u90a3\u91cc\u8ba2\u8d2d\uff0c\u5b83\u5728\u7f8e\u56fd\u884c\u4e0d\u901a\uff0c\u56e0\u4e3a\u4f60\u6709\u4e00\u5bb6\u53eb Cisco \u7684\u516c\u53f8\uff0c\u5b83\u5360\u636e\u4e86 50% \u7684\u5e02\u573a\u4efd\u989d\u3002 \n \u4ed6\u4eec\u4e0d\u662f\uff0c\u4f60\u5c06\u6210\u4e3a\u4e00\u4e2a\u5206\u9500\u5546\uff0c\u4f60\u4e0d\u4f1a\u6210\u4e3a\u4e00\u4e2a\u5e02\u573a\u3002\u54e6\u3002\u8fd9\u53d6\u51b3\u4e8e\u4f9b\u5e94\u548c\u9700\u6c42\u7684\u5f39\u6027\u3002\u4f60\u5c1d\u8bd5\u6536\u53d6 3%\uff0c\u6bd4\u5982\u8bf4\uff0c\u4f46\u6709\u5f88\u591a\u7c7b\u522b\u4f60\u65e0\u6cd5\u6536\u53d6\u62bd\u6210\uff0c\u5728\u8fd9\u79cd\u60c5\u51b5\u4e0b\uff0c\u5373\u4f7f\u4f60\u7684\u5e02\u573a\uff0c\u4f60\u7684\u5546\u4e1a\u6a21\u5f0f\u4e5f\u5c06\u662f POS \u6216\u4fdd\u7406\u6216\u878d\u8d44\u6216\u589e\u503c\u670d\u52a1\u6216\u4fdd\u9669\u7b49\u7b49\u3002   \n \u6240\u4ee5\u8fd9\u771f\u7684\u53d6\u51b3\u4e8e\u3002\u6216\u8005\u4e3a\u5e02\u573a\u7684\u67d0\u4e00\u65b9\u63d0\u4f9b\u5de5\u5177\u7684 SAS \u8d39\u7528\u3002\u62bd\u6210\u7387\u5404\u4e0d\u76f8\u540c\uff0c\u4f60\u5c1d\u8bd5\u6536\u53d6 3% \u5230 5%\uff0c\u6709\u65f6\u4f60\u53ef\u4ee5\u8fbe\u5230 15%\uff0c\u5728\u4e00\u4e9b\u975e\u5546\u54c1\u5316\u7684\u7c7b\u522b\u4e2d\u3002\u4f46\u6211\u60f3\u8bf4\uff0c\u4e0e\u6d88\u8d39\u8005\u7aef\u5e02\u573a\u76f8\u6bd4\uff0c\u5e73\u5747\u800c\u8a00\uff0c\u6d88\u8d39\u8005\u7aef\u5e02\u573a\u53ef\u80fd\u5728 15% \u5de6\u53f3\uff0c\u800c\u5e73\u5747\u800c\u8a00\uff0c\u4f01\u4e1a\u7aef\uff0cB2B \u5e02\u573a\u53ef\u80fd\u5728 4% \u5de6\u53f3\u3002   \n \u4f46\u968f\u540e\u4f60\u6dfb\u52a0\u4e86\u5f88\u591a\u5176\u4ed6\u4e1c\u897f\uff0c\u6bd4\u5982\u4f60\u9500\u552e\u5e7f\u544a\uff0c\u4f60\u6709\u4e00\u4e2a B2B SaaS \u5de5\u5177\u7b49\u7b49\u3002\n Andrew Romans\uff1a \u662f\u7684\u3002\u5f53\u6211\u4eec\u53c2\u4e0e\u5176\u4e2d\u4e00\u4e9b\u65f6\uff0c\u6211\u611f\u5230\uff0c\u611f\u8c22\u4e0a\u5e1d\uff0c\u770b\u5230\u8fd9\u4e9b\u5176\u4ed6\u670d\u52a1\u53e0\u52a0\u5728\u4e0a\u9762\uff0c\u6240\u4ee5\u76f8\u5bf9\u8f83\u5c0f\u7684\u62bd\u6210\uff0c\u4e00\u767e\u7f8e\u5143\u7684\u6536\u5165\u5e26\u6765\u4e09\u5230\u4e94\u7f8e\u5143\u611f\u89c9\u4e0d\u592a\u597d\uff0c\u4f46\u770b\u5230\u5b83\u968f\u7740\u5176\u4ed6\u4e00\u4e9b\u4e1c\u897f\u800c\u9010\u6e10\u589e\u52a0\u662f\u4ef6\u597d\u4e8b\u3002  \n \u53e6\u4e00\u65b9\u9762\uff0c\u91d1\u878d\u79d1\u6280\u770b\u8d77\u6765\u771f\u7684\u5f88\u4ee4\u4eba\u5174\u594b\uff0c\u76f4\u5230\u4f60\u505a\u4e86\u5f88\u591a\u91d1\u878d\u79d1\u6280\u6295\u8d44\u5e76\u610f\u8bc6\u5230\u3002\u6211\u6ca1\u6709\u628a\u6838\u6b66\u5668\u5e26\u5230\u8fd9\u573a\u67aa\u6218\u4e2d\u3002\u6211\u9700\u8981\u4e00\u4e2a\u66f4\u5927\u7684\u57fa\u91d1\u6765\u652f\u6301\u8fd9\u4e9b\u516c\u53f8\u4e4b\u4e00\u7684\u589e\u957f\u3002  \n Fabrice Grinda\uff1a\u5f53\u7136\u3002\n Andrew Romans\uff1a \u4e3a\u4e86\u80fd\u591f\u50cf\u76d1\u7ba1\u94f6\u884c\u4e00\u6837\u3002\u75af\u72c2\u7684\u4e8b\u60c5\u3002\u8fd9\u5c31\u50cf\u76d1\u7ba1\u4fd8\u83b7\u3002\u5728\u8fc7\u53bb\u7684\u51e0\u5341\u5e74\u91cc\uff0c\u4f60\u89c1\u8bc1\u4e86\u4f60\u7684\u5e02\u573a\u516c\u53f8\u5728\u4fdd\u7406\u3001\u9884\u4ed8\u73b0\u91d1\u6d41\u6216\u63d0\u4f9b\u878d\u8d44\u4fdd\u9669\u65b9\u9762\u7684\u597d\u4e0e\u574f\u5417\uff1f\u662f\u7684\uff0c\u6211\u8ba4\u4e3a\u4fdd\u9669\u53ef\u80fd\u4e0d\u9519\u3002\u5728\u67d0\u4e9b\u60c5\u51b5\u4e0b\u3002      \n Fabrice Grinda\uff1a \u8fd9\u53d6\u51b3\u4e8e\u7c7b\u522b\u3002\n \u603b\u7684\u6765\u8bf4\uff0c\u5c31\u4f60\u7684\u89c2\u70b9\u800c\u8a00\uff0c\u91d1\u878d\u79d1\u6280\uff0c\u878d\u8d44\u7684\u95ee\u9898\u662f\u4f60\u901a\u5e38\u6709\u4e00\u5bb6\u94f6\u884c\uff0c\u6216\u8005\uff0c\u4ece\u5bf9\u51b2\u57fa\u91d1\u6216\u4efb\u4f55\u5bb6\u65cf\u529e\u516c\u5ba4\u5f00\u59cb\u3002\u6700\u7ec8\u662f\u4e00\u5bb6\u94f6\u884c\u3002\u95ee\u9898\u662f\u4ed6\u4eec\u8d8a\u60f3\u8ba9\u4f60\u63d0\u4f9b\u62b5\u62bc\u54c1\u3002\u6240\u4ee5\u968f\u7740\u4ed6\u4eec\u6269\u5927\u8d37\u6b3e\u89c4\u6a21\uff0c\u4f60\u9700\u8981\u6709\u66f4\u591a\u7684\u80a1\u6743\u3002   \n \u6240\u4ee5\u5982\u679c\u4f60\u6ca1\u6709\u8db3\u591f\u7684\u57fa\u91d1\u89c4\u6a21\u6765\u652f\u6301\u968f\u7740\u4ed6\u4eec\u6269\u5927\u89c4\u6a21\u800c\u6295\u5165\u66f4\u591a\u7684\u8d44\u91d1\uff0c\u90a3\u5c31\u5f88\u56f0\u96be\u4e86\u3002\u800c\u4e14\u73b0\u5728\u5b83\u4e5f\u76f8\u5f53\u4e0d\u53d7\u6b22\u8fce\u3002  \u4e0d \u6211\u8ba4\u4e3a\u6bd4 B2B \u4fdd\u7406\u66f4\u5f15\u4eba\u6ce8\u76ee\u7684\u5546\u4e1a\u6a21\u5f0f\u662f\uff0c\u6bd4\u5982\uff0c\u5b9e\u9645\u4e0a\u5411\u81ea\u52a9\u670d\u52a1\u5e7f\u544a\u9500\u552e\u5e7f\u544a\u3002\u6240\u4ee5\u6211\u4eec\u5b9e\u9645\u4e0a\u6295\u8d44\u4e86\u4e00\u5bb6\u53eb TopSort \u7684\u516c\u53f8\u3002TopSort \u5e2e\u52a9\u5e02\u573a\u5411\u4ed6\u4eec\u81ea\u5df1\u7684\u5356\u5bb6\u9500\u552e\u5e7f\u544a\uff0c\u8fd9\u4e9b\u5356\u5bb6\u60f3\u5728\u5e02\u573a\u4e0a\u63a8\u5e7f\u81ea\u5df1\u3002\u8fd9\u975e\u5e38\u68d2\uff0c\u56e0\u4e3a\u5e7f\u544a\u7684\u5229\u6da6\u7387\u662f 95%\u3002\u6240\u4ee5\u5982\u679c\u4f60\u80fd\u83b7\u5f97\u76f8\u5f53\u4e8e GMV \u7684 3%\u30014%\u30015% \u7684\u5e7f\u544a\u6536\u5165\uff0c\u90a3\u5c06\u662f\u4e00\u9879\u975e\u5e38\u6709\u5229\u53ef\u56fe\u7684\u4e8b\u4e1a\u3002\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0cInstacart \u7684\u5927\u90e8\u5206\u6536\u5165\u90fd\u6765\u81ea\u81ea\u52a9\u670d\u52a1\u5e7f\u544a\uff0c\u54c1\u724c\u90fd\u5728\u8d2d\u4e70\u5e7f\u544a\u3002\u4e9a\u9a6c\u900a\u73b0\u5728\u3002\u662f\u7684\u3002       \n Andrew Romans\uff1a \u6211\u60f3\u8bf4\u7684\u662f\u4e9a\u9a6c\u900a\u3002\u6211\u8bb0\u5f97\u4e9a\u9a6c\u900a\u7b2c\u4e00\u6b21\u8fd9\u6837\u505a\u7684\u65f6\u5019\uff0c\u4eba\u4eec\u90fd\u5728\u8bf4\uff0c\u4f60\u4e3a\u4ec0\u4e48\u8981\u5728\u4f60\u7684\u7f51\u7ad9\u4e0a\u63a8\u5e7f\u4f60\u7684\u7ade\u4e89\u5bf9\u624b\uff1f \n \u6211\u8bf4\u4e0d\uff0c\u8fd9\u592a\u68d2\u4e86\u3002\u4ed6\u4eec\u73b0\u5728\u4e0d\u7528\u5de5\u4f5c\u5c31\u80fd\u62ff\u5230\u94b1\u3002\u4e0e\u4ed6\u4eec\u8fc7\u53bb\u4e0d\u5f97\u4e0d\u505a\u7684\u4e8b\u60c5\u76f8\u6bd4\uff0c\u6bd4\u5982\u4e70\u4e66\u3002\u5356\u4e66\u3002   \n \u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a\u662f\u7684\u3002\n Andrew Romans\uff1a \u50a8\u5b58\u4e66\uff0c\u8fd0\u9001\u4e66\u3002\n Fabrice Grinda\uff1a \u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u4ed6\u4eec\u5b9e\u9645\u4e0a\u662f\u5728\u5411\u5e7f\u544a\u5546\u9500\u552e\u5e7f\u544a\uff0c\u800c\u4e0d\u662f\u7ade\u4e89\u5bf9\u624b\u3002\u4ed6\u4eec\u662f\u5728\u5411\u4ed6\u4eec\u81ea\u5df1\u7684\u5e73\u53f0\u4e0a\u7684\u5356\u5bb6\u9500\u552e\u5e7f\u544a\uff0c\u6211\u60f3\u4f60\u8ba4\u4e3a\u5176\u4ed6\u7684\u4f9b\u5e94\u5546\u662f\u7ade\u4e89\u5bf9\u624b\uff0c\u5bf9\u5427\uff1f  \n Andrew Romans\uff1a \u4f60\u8fd8\u8bb0\u5f97\u5728\u6700\u5f00\u59cb\u7684\u65f6\u5019\uff0c\u5f53\u4e9a\u9a6c\u900a\u7b2c\u4e00\u6b21\u8fd9\u6837\u505a\u7684\u65f6\u5019\uff0c\u6bcf\u4e2a\u4eba\u90fd\u5728\u6320\u5934\uff0c\u7136\u540e\u8bf4\uff0c\u5b9e\u9645\u4e0a\u3002\u867d\u7136\u8fd9\u8fdd\u53cd\u76f4\u89c9\uff0c\u4f46\u8fd9\u5b9e\u9645\u4e0a\u662f\u5929\u624d\u4e4b\u4e3e\u3002 \n Fabrice Grinda\uff1a \u662f\u7684\uff0c\u56e0\u4e3a\u4ed6\u4eec\u662f\u7b2c\u4e00\u65b9\u3002\u4eba\u4eec\u6ca1\u6709\u610f\u8bc6\u5230\u4e9a\u9a6c\u900a\u5b9e\u9645\u4e0a\u662f\u4e00\u4e2a\u7b2c\u4e09\u65b9\u5e73\u53f0\u3002\u4ed6\u4eec\u5b9e\u9645\u4e0a\u662f\u4e00\u4e2a\u5e02\u573a\u3002  \n Andrew Romans\uff1a \u662f\u7684\u3002\u662f\u7684\u3002  \u662f\u554a \u597d\u7684 \u6240\u4ee5\u4e5f\u8bb8\u5728\u7ed3\u675f\u8fd9\u6b21\u901a\u8bdd\uff0c\u4eca\u5929\u7684\u4f1a\u8bae\u65f6\u2014\u2014\u9000\u51fa\u3002\u4f60\u73b0\u5728\u5df2\u7ecf\u770b\u5230\u4e86\u5f88\u591a\u9000\u51fa\u3002\u5982\u679c\u4f60\u5199\u4e00\u672c\u5173\u4e8e\u8fd9\u4e9b\u662f\u4f60\u5f97\u5230\u7684\u56db\u79cd\u4e0d\u540c\u7c7b\u578b\u7684\u9000\u51fa\u7684\u4e66\uff0c\u4f60\u53ef\u80fd\u4f1a\u5199\u3002  \n \u4f60\u89c1\u8fc7\u7684\u4e0d\u540c\u7684\u9000\u51fa\u7c7b\u522b\u662f\u4ec0\u4e48\uff1f\u4ee5\u53ca\u901a\u8fc7\u4f60\u6240\u770b\u5230\u7684\u5982\u6b64\u591a\u7684\u6570\u636e\u6765\u5bfb\u6c42\u771f\u76f8\u7684\u597d\u3001\u574f\u3001\u4e11\u5206\u522b\u662f\u4ec0\u4e48\uff1f\n Fabrice Grinda\uff1a \u6211\u60f3\u8bf4\u6709\u4e09\u79cd\u7c7b\u578b\u7684\u9000\u51fa\uff0c\u6211\u60f3\u662f\u56db\u79cd\u3002\u574f\u7684\u4e00\u79cd\u3002\u4f60\u6709\u5e76\u8d2d\uff0c\u4f60\u6709 IPO\u3002\u4f60\u6709\u4e8c\u7ea7\u5e02\u573a\uff0c\u4f60\u6709\u516c\u53f8\u5012\u95ed\u3002   \n \u6709\u8da3\u7684\u662f\uff0c\u8fd9\u4e9b\u4f1a\u6839\u636e\u4e00\u822c\u7684\u5b8f\u89c2\u7ecf\u6d4e\u5468\u671f\u548c\u5b9e\u9645\u7684\u98ce\u9669\u6295\u8d44\u5468\u671f\u800c\u53d1\u751f\u5de8\u5927\u7684\u53d8\u5316\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u5728 2021 \u5e74\uff0c\u6709\u5927\u91cf\u7684 IPO\uff0c\u5927\u91cf\u7684\u5e76\u8d2d\uff0c\u800c\u8fd9\u4e9b\u57fa\u672c\u4e0a\u5728 22 \u5e74\u5230 25 \u5e74\u90fd\u6d88\u5931\u4e86\u3002\u6240\u4ee5\u5728 22 \u5e74\u5230 25 \u5e74\uff0c\u6211\u4eec\u83b7\u5f97\u7684\u5927\u90e8\u5206\u8bbf\u95ee\u6743\u9650\u90fd\u662f\u4e8c\u7ea7\u5e02\u573a\uff0c\u800c\u8fd9\u4e9b\u4e8c\u7ea7\u5e02\u573a\u663e\u7136\u53ea\u80fd\u53d1\u751f\u5728\u90a3\u4e9b\u505a\u5f97\u975e\u5e38\u597d\u7684\u516c\u53f8\u8eab\u4e0a\u3002  \n \u8981\u4e48\u662f\u5728\u4e0a\u4e00\u8f6e\u878d\u8d44\u4e2d\uff0c\u8981\u4e48\u662f\u5b83\u4eec\u53d8\u5f97\u5982\u6b64\u4e4b\u5927\uff0c\u4ee5\u81f3\u4e8e\u5728\u50cf Forge 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10 \u500d\u7684\u56de\u62a5\uff0c\u56e0\u4e3a\u4f60\u4e4b\u524d\u8bf4\u8fc7\u7684\u4e00\u70b9\u662f\uff0c\u6211\u4eec\u771f\u7684\u9700\u8981\u5728\u672a\u6765\u83b7\u5f97 10 \u500d\u7684\u56de\u62a5\u624d\u80fd\u8bc1\u660e\u7ee7\u7eed\u6295\u8d44\u662f\u5408\u7406\u7684\u3002\u6211\u4eec\u5c1d\u8bd5\u5728\u4e0a\u6da8\u7684\u8fc7\u7a0b\u4e2d\u51fa\u552e 50%\uff0c50% \u662f\u6211\u4eec\u7684\u7ecf\u9a8c\u6cd5\u5219\uff0c\u56e0\u4e3a\u5b83\u662f\u4e00\u79cd\u4e0d\u540e\u6094\u7684\u54f2\u5b66\u3002\u6211\u4eec\u5df2\u7ecf\u4ee5\u4efb\u4f55\u4ef7\u683c\u9884\u8ba2\u4e86\u5b83\uff0c10 \u500d\u7684\u56de\u62a5\uff0c\u5982\u679c\u5b83\u6da8\u5230\u6708\u7403\uff0c\u6211\u4eec\u4ecd\u7136\u6709 50%\u3002\u6211\u4eec\u5f88\u9ad8\u5174\u3002\u5982\u679c\u5b83\u8dcc\u5230\u96f6\uff0c\u6211\u4eec\u5df2\u7ecf\u83b7\u5f97\u4e86 10 \u500d\u7684\u56de\u62a5\uff0c\u6211\u4eec\u5f88\u9ad8\u5174\u3002\u6240\u4ee5 50% \u662f\u6211\u4eec\u5728\u5927\u591a\u6570\u60c5\u51b5\u4e0b\u6240\u505a\u7684\u3002       \n \u800c\u4e14\u5b83\u5b9e\u9645\u4e0a\u4e0d\u662f\u7531\u500d\u6570\u9a71\u52a8\u7684\u3002\n \u66f4\u591a\u7684\u662f\u6211\u4eec\u8ba4\u4e3a\u8fd9\u4e2a\u4ef7\u683c\u6709\u591a\u5b8c\u7f8e\u3002\u5bf9\u4e8e\u6211\u4eec\u5728\u4efb\u4f55\u65f6\u5019\u6295\u8d44\u4e00\u5bb6\u516c\u53f8\uff0c\u5982\u679c\u5b83\u662f\u4e00\u4e2a\u540e\u671f\u9636\u6bb5\uff0c\u6bd4\u5982 B \u8f6e\u3001C \u8f6e\u6216 D \u8f6e\uff0c\u8fd9\u4e9b\u516c\u53f8\u901a\u5e38\u4f1a\u83b7\u5f97\u4e8c\u7ea7\u5e02\u573a\uff0c\u6211\u4eec\u4ecd\u7136\u9700\u8981\u770b\u5230\u6f5c\u5728\u7684 10 \u500d\u56de\u62a5\uff0c\u56e0\u4e3a\u5b83\u5c31\u50cf\u6211\u4eec\u6b63\u5728\u6295\u8d44\u8fd9\u4e00\u8f6e\u3002 \n \u5982\u679c\u6211\u4eec\u6ca1\u6709\u770b\u5230\u8fd9\u4e00\u70b9\uff0c\u81f3\u5c11\u6211\u4eec\u9700\u8981\u8bf4\uff0c\u597d\u5427\uff0c\u6709 70%\u300160% \u7684\u53ef\u80fd\u6027\u83b7\u5f97\u4e24\u5230\u4e09\u500d\u7684\u56de\u62a5\uff0c\u800c\u4e14\u8fd9\u79cd\u53ef\u80fd\u6027\u5f88\u9ad8\uff0c\u5c31\u50cf\u6211\u4eec\u6709\u5f88\u9ad8\u7684\u4fe1\u5fc3\u4e00\u6837\uff0c\u6211\u4eec\u5df2\u7ecf\u6536\u56de\u4e86\u5927\u90e8\u5206\u8d44\u91d1\u3002\u83b7\u5f97\u4e09\u500d\u56de\u62a5\u7684\u53ef\u80fd\u6027\u5f88\u5927\uff0c\u81f3\u5c11\u6709 20% \u7684\u53ef\u80fd\u6027\u83b7\u5f97 10 \u500d\u7684\u56de\u62a5\u3002\u5982\u679c\u6211\u4eec\u6ca1\u6709\u770b\u5230\u8fd9\u4e00\u70b9\uff0c\u6211\u4eec\u901a\u5e38\u4f1a\u51fa\u552e\u3002\u5982\u679c\u53ea\u6709\u4e24\u5230\u4e09\u500d\u7684\u56de\u62a5\uff0c\u6211\u4eec\u4e0d\u662f P \u578b\u4eba\uff0c\u5bf9\u5427\uff1f   \n \u6211\u4eec\u4e0d\u662f\u60f3\u83b7\u5f97 15%\u300120% \u7684 IRR \u6216\u5176\u4ed6\u4ec0\u4e48\u3002\n Andrew Romans\uff1a \u4f60\u4f1a\u8bf4\u4f60\u5728\u4e8c\u7ea7\u5e02\u573a\u72af\u4e86\u4ec0\u4e48\u9519\u8bef\uff1f\u6240\u4ee5\u56de\u987e\u5982\u6b64\u591a\u7684\u6d3b\u52a8\uff0c\u4f60\u4e00\u5b9a\u4ece\u4e00\u4e9b\u4e8b\u60c5\u6ca1\u6709\u6309\u7167\u4f60\u60f3\u8c61\u7684\u65b9\u5f0f\u53d1\u5c55\uff0c\u6216\u8005\u98ce\u5728\u4f60\u4e2d\u95f4\u6539\u53d8\u4e86\u65b9\u5411\u4e2d\u5438\u53d6\u4e86\u6559\u8bad\u3002 \n Fabrice Grinda\uff1a \u662f\u7684\uff0c\u5927\u591a\u6570\u4eba\u8ba4\u4e3a\u4f60\u5e94\u8be5\u6c38\u8fdc\u6301\u6709\uff0c\u4f60\u5e94\u8be5\u6210\u4e3a\u4ea4\u53c9\u57fa\u91d1\u7b49\u7b49\u3002\n \u6211\u8ba4\u4e3a\uff0c\u8fd9\u7edd\u5bf9\u662f\u66f4\u5927\u7684\u57fa\u91d1\u6b63\u5728\u505a\u7684\u4e8b\u60c5\uff0c\u4f46\u6211\u8ba4\u4e3a\u8fd9\u4f1a\u964d\u4f4e\u4f60\u7684 IRR\u3002\u6211\u8ba4\u4e3a\uff0c\u5e02\u503c\u4f4e\u4e8e 200 \u4ebf\u7f8e\u5143\u7684\u4e0a\u5e02\u516c\u53f8\uff0c\u5728\u516c\u5f00\u5e02\u573a\u4e0a\u8868\u73b0\u5e76\u4e0d\u7279\u522b\u597d\u3002\u6240\u4ee5\u5982\u679c\u6211\u4eec\u53ef\u4ee5\u5728 IPO \u4e2d\u51fa\u552e\uff0c\u901a\u5e38\u6211\u4eec\u4e0d\u80fd\uff0c\u6211\u4eec\u88ab\u9501\u5b9a\u4e86\u3002  \n \u5b9e\u9645\u4e0a\uff0c\u6211\u4eec\u5728 IPO \u4e2d\u51fa\u552e\u4f1a\u66f4\u597d\uff0c\u6211\u4eec\u53ef\u4ee5\uff0c\u6216\u8005\u5728\u9501\u5b9a\u4e4b\u524d\u5728\u4e8c\u7ea7\u5e02\u573a\u51fa\u552e\uff0c\u800c\u4e0d\u662f\u5728\u9501\u5b9a\u671f\u95f4\u6301\u6709\u3002\u5728\u5927\u591a\u6570\u516c\u53f8\u9501\u5b9a\u671f\u95f4\u7684\u516d\u4e2a\u6708\u91cc\uff0c\u6211\u4eec\u57fa\u672c\u4e0a\u90fd\u4e8f\u4e86\u94b1\u3002\u7136\u540e\u5982\u679c\u4f60\u770b\u770b\u6211\u4eec\u662f\u5426\u5e94\u8be5\u6c38\u8fdc\u6301\u6709\u80a1\u7968\uff0c\u7b54\u6848\u5b9e\u9645\u4e0a\u662f\u4e00\u4e2a\u4e8c\u5206\u6cd5\u3002  \n \u5982\u679c\u8fd9\u5bb6\u516c\u53f8\u662f\u8fd9\u4e9b\u5728\u5de8\u5927\u7c7b\u522b\u4e2d\u6210\u4e3a\u7c7b\u522b\u8d62\u5bb6\u7684\u516c\u53f8\u4e4b\u4e00\u3002\u7b54\u6848\u53ef\u80fd\u662f\uff0c\u4f46\u95ee\u9898\u662f\uff0c\u8fd9\u6837\u7684\u516c\u53f8\u53ea\u6709\u5f88\u5c11\uff0c\u5bf9\u5427\uff1f\u5c31\u50cf\u8c37\u6b4c\u548c\u5fae\u8f6f\u7b49\u7b49\u3002\u6211\u4eec\u6700\u597d\u5728\u516c\u53f8\u6709\u6d41\u52a8\u6027\u540e\u5c3d\u5feb\u51fa\u552e 99% \u7684\u516c\u53f8\uff0c\u7136\u540e\u91cd\u65b0\u6295\u8d44\uff0c\u56e0\u4e3a\u4e00\u65e6\u516c\u53f8\u4e0a\u5e02\uff0c\u5b83\u7684\u590d\u5408\u589e\u957f\u7387\u5c31\u4f1a\u4f4e\u4e8e\u4e0a\u5e02\u524d\u3002   \n \u800c\u4e14\u6211\u4eec\u4e5f\u4e0d\u662f\u516c\u5f00\u5e02\u573a\u6295\u8d44\u8005\uff0c\u5bf9\u5427\uff1f\u7a81\u7136\u4e4b\u95f4\uff0c\u5f53\u516c\u53f8\u4e0a\u5e02\u65f6\uff0c\u6211\u5931\u53bb\u4e86\u4e0e\u521b\u59cb\u4eba\u7684\u7279\u6743\u8054\u7cfb\uff0c\u5bf9\u5427\uff1f\u5c31\u50cf\u5728\u4ed6\u4eec\u4e0a\u5e02\u4e4b\u524d\uff0c\u6211\u4eec\u4f1a\u6709\u66f4\u65b0\u7535\u8bdd\uff0c\u6211\u4f1a\u5f97\u5230\u6240\u6709\u7684\u8d22\u52a1\u7b56\u7565\u548c\u4e00\u5207\u3002\u5c31\u50cf\u4ed6\u4eec\u4e0a\u5e02\u7684\u90a3\u4e00\u523b\uff0c\u8fd9\u4e00\u5207\u90fd\u5b8c\u5168\u6d88\u5931\u4e86\uff0c\u7279\u522b\u662f\u8003\u8651\u5230\u6211\u5f53\u65f6\u62e5\u6709\u8be5\u516c\u53f8 0.1% \u7684\u80a1\u4efd\u3002   \n \u6240\u4ee5\u5bf9\u6211\u4eec\u6765\u8bf4\uff0c\u5728 IPO \u65f6\u6216\u9501\u5b9a\u5230\u671f\u540e\u51fa\u552e\u57fa\u672c\u4e0a\u662f\u6bcf\u6b21\u90fd\u4f1a\u505a\u51fa\u7684\u6700\u4f73\u51b3\u5b9a\u3002\u6b64\u5916\uff0c\u6211\u4eec\u78b0\u5de7\u4e0d\u5728\u90a3\u4e9b\u4e00\u65e6\u4e0a\u5e02\u5c31\u4f1a\u65e0\u9650\u590d\u5408\u7684\u516c\u53f8\u4e2d\u3002\u5f53\u6709\u673a\u4f1a\u51fa\u552e\u4e00\u5bb6\u88ab\u4e25\u91cd\u9ad8\u4f30\u7684\u516c\u53f8\u65f6\uff0c\u8fd9\u6837\u505a\u51e0\u4e4e\u6bcf\u6b21\u90fd\u662f\u6b63\u786e\u7684\u9009\u62e9\uff0c\u5bf9\u5427\uff1f  \n \u51e0\u4e4e\u6ca1\u6709\u54ea\u4e2a\u65f6\u523b\u6211\u540e\u6094\u51fa\u552e\u4e86 50%\uff0c\u5373\u4f7f\u516c\u53f8\u5728\u672a\u6765\u7ee7\u7eed\u8868\u73b0\u826f\u597d\u3002\u6240\u4ee5\u5f53\u4f60\u662f\u4e00\u540d\u65e9\u671f\u6295\u8d44\u8005\u65f6\uff0c\u6293\u4f4f\u6d41\u52a8\u6027\uff0c\u56e0\u4e3a DPI \u4f1a\u88ab\u4f60\u7684 LP \u8bc4\u4f30\u3002\u5b83\u53ef\u4ee5\u5e2e\u52a9\u4ed6\u4eec\u91cd\u65b0\u6295\u8d44\u4e8e\u57fa\u91d1\u3002\u800c\u4e14\u56e0\u4e3a\u6211\u4eec\u4ee5 30% \u7684 IRR \u590d\u5408\u589e\u957f\uff0c\u6240\u4ee5\u5b83\u6bd4\u516c\u5f00\u5e02\u573a\u7684\u590d\u5408\u589e\u957f\u66f4\u5feb\u3002\u6240\u4ee5\u4f60\u6700\u597d\u91cd\u65b0\u6295\u8d44\u3002     \n Andrew Romans\uff1a \u660e\u767d\u4e86\u3002 \u77e5\u9053\u4e86 \u4f60\u4eec\u4f1a\u51fa\u552e 10% \u6216 25% \u5417\uff1f\u8fd8\u662f\u771f\u7684\u662f 50% \u6216\u4ec0\u4e48\u90fd\u4e0d\u5356\uff1f\n Fabrice Grinda\uff1a \u5728 90% \u7684\u60c5\u51b5\u4e0b\u662f 50%\u3002\u5728 5% \u7684\u60c5\u51b5\u4e0b\u662f 25%\uff0c\u5728 5% \u7684\u60c5\u51b5\u4e0b\u662f 80% \u548c 75%\u3002\u56e0\u4e3a\u5728\u8fd9\u4e24\u79cd\u60c5\u51b5\u4e0b\uff0c\u5728 25% \u7684\u60c5\u51b5\u4e0b\uff0c\u516c\u53f8\u505a\u5f97\u5f88\u597d\u3002  \n \u5b83\u7684\u5b9a\u4ef7\u786e\u5b9e\u5f88\u9ad8\uff0c\u4f46\u6211\u4eec\u7406\u89e3\u8fd9\u4e2a\u6545\u4e8b\u3002\u6211\u4eec\u660e\u767d\u4e3a\u4ec0\u4e48\u5b83\u53ef\u4ee5\u53d1\u5c55\u6210\u8fd9\u6837\u3002\u6211\u4eec\u770b\u5230\u4e86\u8db3\u591f\u591a\u7684\u4e1c\u897f\uff0c\u5b83\u8db3\u591f\u5f15\u4eba\u6ce8\u76ee\u3002\u4e5f\u8bb8\u500d\u6570\u592a\u4f4e\u4e86\u3002\u53ea\u6709\u4e09\u5230\u56db\u500d\uff0c\u6211\u4eec\u60f3\u4fdd\u7559 75%\u3002\u73b0\u5728\uff0c\u5982\u679c\u5b83\u662f 100 \u500d\u7684 ARR \u52a0\u4e0a\uff0c\u5b83\u7684\u4ef7\u683c\u592a\u5b8c\u7f8e\u4e86\uff0c\u4ee5\u81f3\u4e8e\u6211\u4eec\u5c1d\u8bd5\u51fa\u552e 75%\u3002      \n \u4f46\u662f\uff0c\u518d\u8bf4\u4e00\u6b21\uff0c\u8fd9\u79cd\u60c5\u51b5\u53d1\u751f\u5728\u6781\u5c11\u6570\u516c\u53f8\u8eab\u4e0a\u3002\u5b83\u53ea\u53d1\u751f\u5728\u6700\u70ed\u95e8\u7684\u516c\u53f8\u8eab\u4e0a\u3002\u800c\u8fd9\u4e9b\u662f\u6211\u4eec\u5c1d\u8bd5\u51fa\u552e 75% \u7684\u60c5\u51b5\u3002\u6240\u4ee5\u73b0\u5728\u6211\u4eec\u6b63\u5728\u5c1d\u8bd5\u51fa\u552e\u6211\u4eec AI \u516c\u53f8\u7684 75%\u3002   \n Andrew Romans\uff1a \u6240\u4ee5\u6709\u65f6\u6211\u4eec\u4f1a\u770b\u770b\u6211\u4eec\u5728\u8fd9\u4e2a\u57fa\u91d1\u4e2d\u7684\u4f4d\u7f6e\uff1f\u6211\u4eec\u4ece\u4e00\u53f7\u57fa\u91d1\u3001\u4e8c\u53f7\u57fa\u91d1\u3001\u4e09\u53f7\u57fa\u91d1\u3001\u56db\u53f7\u57fa\u91d1\u4e2d\u6295\u8d44\uff0c\u6211\u4eec\u662f\u5426\u8fbe\u5230\u4e86 1 \u500d\u7684 DPI\uff1f \n \u5982\u679c\u6211\u4eec\u6ca1\u6709\u8fbe\u5230\uff0c\u4e5f\u8bb8\u6211\u4eec\u4f1a\u51fa\u552e 75%\uff0c\u7136\u540e\u8ba9\u6211\u4eec\u89e3\u51b3\u8fd9\u4e2a\u95ee\u9898\u3002\u6ca1\u6709\u4eba\u62b1\u6028\uff0c\u4f60\u4eec\u90fd\u62ff\u56de\u4e86\u4f60\u4eec\u7684\u94b1\u3002\u8fd9\u4fc3\u4f7f\u6211\u4eec\u505a\u4e86\u66f4\u591a\uff0c\u800c\u4e0d\u662f\u8bf4 25%\u3002\u8fd9\u4e5f\u662f\u6211\u4eec\u65b9\u9762\u7684\u4e00\u4e2a\u8003\u8651\u56e0\u7d20\u3002   \n \u6cd5\u5e03\u91cc\u65af-\u683c\u6797\u8fbe\uff1a\u662f\u7684\u3002 \u8fd9\u662f\u771f\u7684\u3002\u4ee5\u53ca\u591a\u4e45\u8fdb\u5165\uff0c\u4f46\u6211\u4e5f\u80fd\u770b\u5230\u76f8\u53cd\u7684\u60c5\u51b5\u3002 \n \u5c31\u50cf\u6211\u4eec\u5df2\u7ecf\u505a\u5230\u4e86 1 \u500d\u7684 DPI\u3002\u800c\u8fd9\u6210\u4e3a 3 \u500d\u57fa\u91d1\u7684\u552f\u4e00\u65b9\u6cd5\u662f\u8fd9\u5bb6\u516c\u53f8\u4e0d\u65ad\u590d\u5408\u589e\u957f\uff0c\u6240\u4ee5\u4e5f\u8bb8\u6211\u4eec\u6700\u597d\u6301\u6709\uff0c\u800c\u4e14\u5b83\u662f\u552f\u4e00\u7684\u590d\u5408\u589e\u957f\u8005\uff0c\u6240\u4ee5\u6211\u4eec\u6700\u597d\u6301\u6709\u6216\u51fa\u552e\u635f\u5931\u3002 \n Andrew Romans\uff1a \u6ca1\u9519\u3002\u6211\u89c9\u5f97\u5982\u679c\u4efb\u4f55 LP \u62b1\u6028\uff0c\u6211\u4f1a\u8bf4\uff0c\u563f\uff0c\u4f19\u8ba1\uff0c\u4f60\u62ff\u56de\u4e86\u4f60\u7684\u94b1\uff0c\u6240\u4ee5\u4e0d\u8981\u62b1\u6028\u3002 \n Fabrice Grinda\uff1a \u6ca1\u9519\u3002\n Andrew Romans\uff1a \u5982\u679c\u6211\u6ca1\u6709\u628a\u94b1\u8fd8\u7ed9\u4f60\uff0c\u6211\u613f\u610f\u542c\u66f4\u591a\u8fd9\u4e9b\u3002\u4f46\u5728\u8fd9\u4e00\u70b9\u4e0a\uff0c\u5bfc\u81f4\u4e86\u6211\u4eec\u6b63\u5728\u505a\u7684\u4e8b\u60c5\u3002\u6211\u4eec\u9700\u8981\u90a3\u4ef6\u4e8b\u5728\u8fd9\u4e00\u70b9\u4e0a\u4ea4\u4ed8\u3002\u800c\u4e14\u8fd9\u4e9b\u4eba\u5bf9\u4ed6\u4eec\u5728\u8fd9\u4e2a\u9ad8\u4f30\u503c\u4e0a\u7684 4 \u500d\u56de\u62a5\u611f\u5230\u5174\u594b\uff0c\u4ece\u8fd9\u91cc\u770b\u8d77\u6765\u6709\u5f88\u9ad8\u7684\u4fe1\u5fc3\u83b7\u5f97 4 \u500d\u56de\u62a5\u3002   \n \u6240\u4ee5\u5728\u7ed3\u675f\u5e02\u573a\u4e4b\u5916\uff0c\u4f60\u80fd\u5206\u4eab\u4f60\u5bf9\u4ec0\u4e48\u611f\u5230\u5174\u594b\u7684\u5176\u4ed6\u6838\u5fc3\u6295\u8d44\u4e3b\u9898\u5417\uff1f\n Fabrice Grinda\uff1a \u6240\u4ee5\u4f60\u770b\uff0c\u6211\u60f3\u8bf4\u9996\u5148\u3002\u5c06 AI \u5e94\u7528\u4e8e\u6240\u6709\u8fd9\u4e9b\u4e8b\u60c5\u662f\u5173\u952e\uff0c\u4f46\u4e0d\u662f\u4ee5\u4eba\u4eec\u671f\u671b\u7684\u65b9\u5f0f\u3002\u4f8b\u5982\uff0c\u6211\u4eec\u6700\u6210\u529f\u7684\u5e02\u573a\u4e4b\u4e00\u662f\u4e00\u4e2a\u540d\u4e3a Vinted \u7684\u65f6\u5c1a\u5e02\u573a\u3002  \n \u4ed6\u4eec\u6240\u505a\u7684\u662f\uff0c\u4ed6\u4eec\u4f7f\u7528 AI \u6765\u7ffb\u8bd1\u56fd\u5bb6\u4e4b\u95f4\u7684\u5217\u8868\uff0c\u5e76\u7ffb\u8bd1\u7528\u6237\u4e4b\u95f4\u7684\u5bf9\u8bdd\uff0c\u8fd9\u6837\u4f60\u7b2c\u4e00\u6b21\u62e5\u6709\u4e86\u4e00\u4e2a\u771f\u6b63\u7684\u6cdb\u6b27\u6d32\u3001\u6b27\u6d32\u5408\u4f17\u56fd\u7684\u5e02\u573a\uff0c\u4e70\u5bb6\u53ef\u80fd\u5728\u6cd5\u56fd\uff0c\u5356\u5bb6\u5728\u7acb\u9676\u5b9b\uff0c\u800c\u4e14\u53cc\u65b9\u90fd\u6ca1\u6709\u610f\u8bc6\u5230\u8fd9\u4e00\u70b9\uff0c\u8fd9\u521b\u9020\u4e86\u5de8\u5927\u7684\u6d41\u52a8\u6027\uff0c\u4f7f\u4ed6\u4eec\u80fd\u591f\u5728\u8bb8\u591a\u4e0d\u540c\u7684\u56fd\u5bb6\u83b7\u80dc\u3002\n \u4ed6\u4eec\u7684 GMV \u8fbe\u5230\u4e86 100 \u4ebf\u7f8e\u5143\u3002\u6240\u4ee5\u4e00\u4e2a\u50cf\u4f7f\u7528 AI \u8fdb\u884c\u8de8\u5883\u8d38\u6613\u3002\u4e8c\u662f\u7b80\u5316\u5217\u8868\uff0c\u4f60\u62cd\u4e00\u5f20\u7167\u7247\uff0c\u7136\u540e\u7830\u7684\u4e00\u58f0\uff0c\u4f60\u5c31\u5f97\u5230\u4e86\u6807\u9898\u3001\u4ef7\u683c\u3001\u63cf\u8ff0\u3001\u7c7b\u522b\uff0c\u6240\u6709\u8fd9\u4e9b\u90fd\u4e3a\u4f60\u81ea\u52a8\u5316\u4e86\u3002\u4e09\u662f\u5b8c\u5168\u7b80\u5316\u5ba2\u6237\u670d\u52a1\u3002\u73b0\u5728\uff0c\u603b\u7684\u6765\u8bf4\uff0c\u6211\u559c\u6b22\u7684\u5176\u4ed6\u4e8b\u60c5\uff0c\u9664\u4e86\u4f7f\u7528 AI \u4f7f\u6240\u6709\u8fd9\u4e9b\u4e8b\u60c5\u66f4\u6709\u6548\u7387\u4e4b\u5916\uff0c\u6211\u8ba4\u4e3a\u8fd9\u662f\u73a9 AI \u7684\u660e\u667a\u65b9\u5f0f\uff0c\u662f\u56f4\u7ed5\u6784\u5efa\u8fd9\u4e9b\u5e02\u573a\u7684\u6240\u6709\u57fa\u7840\u8bbe\u65bd\u3002\u6bd4\u5982\u4eba\u5f62\u673a\u5668\u4eba\u3001\u652f\u4ed8\u8f68\u9053\u516c\u53f8\u3002\u8fd8\u6709\u4e00\u4e9b\u4e0e\u4e0d\u540c\u7684\u5730\u7f18\u653f\u6cbb\u8f6c\u53d8\u76f8\u4e00\u81f4\u7684\u4e8b\u60c5\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u73b0\u5728\u6211\u4eec\u6b63\u5904\u4e8e\u4e2d\u56fd\u3001\u4fc4\u7f57\u65af\u3001\u4f0a\u6717\u3001\u671d\u9c9c\u548c\u4e00\u65b9\uff0c\u897f\u65b9\u548c\u53e6\u4e00\u65b9\u4e4b\u95f4\u7684\u7b2c\u4e8c\u6b21\u51b7\u6218\u4e2d\uff0c\u4e5f\u8bb8\u5370\u5ea6\u5728\u4e2d\u95f4\u3002       \n \u4e16\u754c\u4e0a\u6240\u6709\u7684\u516c\u53f8\u90fd\u5728\u8bd5\u56fe\u5c06\u4ed6\u4eec\u7684\u4f9b\u5e94\u94fe\u4ece\u4e2d\u56fd\u8f6c\u79fb\u51fa\u53bb\u3002\u6240\u4ee5\u6211\u4eec\u4e00\u76f4\u5728\u6295\u8d44\u5370\u5ea6\u7684 B2B \u5e02\u573a\uff0c\u8fd9\u4e9b\u5e02\u573a\u6b63\u5728\u5e2e\u52a9\u5370\u5ea6\u5236\u9020\u5546\u5411\u897f\u65b9\u7684\u516c\u53f8\u9500\u552e\u4ea7\u54c1\u3002\u6240\u4ee5\u6211\u4eec\u662f\u50cf Ziod \u8fd9\u6837\u7684\u516c\u53f8\u7684\u6295\u8d44\u8005\uff0c\u8be5\u516c\u53f8\u6b63\u5728\u5e2e\u52a9\u6b27\u6d32\u548c\u7f8e\u56fd\u7684\u77e5\u540d\u54c1\u724c\u4ece\u5370\u5ea6\u7684\u5c0f\u578b\u592b\u59bb\u5e97\u8d2d\u4e70\u670d\u88c5\u3002  \n \u95ee\u9898\u662f\uff0c\u8fd9\u4e9b\u5236\u9020\u5546\u4e2d\u7684\u4efb\u4f55\u4e00\u5bb6\u90fd\u65e0\u6cd5\u56de\u7b54 RFP\uff0c\u4ed6\u4eec\u65e0\u6cd5\u5904\u7406\u6d77\u5173\uff0c\u4ed6\u4eec\u65e0\u6cd5\u8fdb\u884c\u539f\u578b\u8bbe\u8ba1\u3002\u6240\u4ee5\u5e02\u573a\u4f1a\u8fd9\u6837\u505a\uff0c\u7136\u540e\u628a\u5b83\u5356\u7ed9 H&amp;M \u548c Zara \u7b49\u7b49\u3002\u6240\u4ee5\u6211\u4eec\u6b63\u5728\u505a\u5f88\u591a\u4e0e\u6211\u4eec\u8fd9\u4e2a\u65f6\u4ee3\u7684\u8d8b\u52bf\u76f8\u4e00\u81f4\u7684\u4e8b\u60c5\u3002  \n \u6240\u4ee5\u5bf9 B2B \u6570\u5b57\u5316\u63d0\u4f9b\u57fa\u7840\u8bbe\u65bd\u652f\u6301\uff0c\u6211\u8ba4\u4e3a\u6211\u4eec\u6b63\u5904\u4e8e\u7b2c\u4e00\u5929\u3002\u6240\u4ee5\u8fd9\u662f 10 \u5e74\u524d\u548c\u751f\u4ea7\u529b\u3002\u7531\u4e8e AI\uff0c\u6240\u6709\u8fd9\u4e9b\u7c7b\u522b\u90fd\u6709\u5982\u6b64\u591a\u7684\u751f\u4ea7\u529b\u6539\u8fdb\u3002\u5bf9\u6211\u6765\u8bf4\uff0c\u8fd9\u5c31\u50cf\u6700\u4ee4\u4eba\u5174\u594b\u7684\u4e8b\u60c5\u3002\u6240\u4ee5\u4f8b\u5982\uff0c\u6211\u4f1a\u6784\u5efa\u4e00\u4e2a AI\uff0c\u800c\u4e0d\u662f\u6784\u5efa\u4e00\u4e2a LLM\uff0c\u53e6\u4e00\u4e2a\u7528\u4e8e\u7f16\u7801\u7684 LLM\u3002    \n \u6211\u5982\u4f55\u4f7f\u7528 AI \u6765\u7b80\u5316\u65bd\u5de5\uff1f\u7533\u8bf7\u6240\u6709\u8bb8\u53ef\u8bc1\uff0c\u5e76\u7ba1\u7406\u603b\u627f\u5305\u5546\u548c\u5206\u5305\u5546\u4ee5\u53ca\u5efa\u7b51\u5e08\u548c\u5ba2\u6237\u4e4b\u95f4\u7684\u5bf9\u8bdd\u7b49\u7b49\u3002\u4f60\u53ef\u4ee5\u505a\u5f88\u591a\u4e8b\u60c5\u6765\u4f7f\u8fd9\u4e9b\u5de8\u5927\u7684\u884c\u4e1a\u66f4\u6709\u6548\u7387\u3002\u6211\u5bf9\u6240\u6709\u8fd9\u4e9b\u90fd\u611f\u5230\u975e\u5e38\u5174\u594b\u3002   \n Andrew Romans\uff1a \u8fd9\u90fd\u662f\u6b63\u5728\u53d1\u751f\u7684\u6570\u5b57\u5316\u7684\u81ea\u7136\u53d1\u5c55\u3002\u81ea\u52a8\u5316\u4eba\u7c7b\u5de5\u4f5c\u6d41\u7a0b\uff0c\u5229\u7528\u6570\u636e\u96c6\uff0c\u8ba9\u6570\u636e\u8fdb\u5165\u6570\u636e\u9a71\u52a8\u7684\u51b3\u7b56\u3002\u90a3\u662f\u81ea\u52a8\u5316\u7684\u8f6f\u4ef6\uff0c\u5e76\u91cd\u65b0\u6784\u60f3\u6574\u4e2a\u4e8b\u60c5\u3002  \n Fabrice Grinda\uff1a \u6ca1\u9519\u3002\n Andrew Romans\uff1a \u50cf Samwer \u5144\u5f1f\u548c\u4f60\u8fd9\u6837\u7684\u4eba\uff0c\u6211\u8ba4\u4e3a\uff0c\u5728\u56fd\u9645\u4e0a\u6267\u884c\u5f97\u975e\u5e38\u597d\u3002\n \u5173\u4e8e\u7f8e\u56fd\u6b63\u5728\u53d1\u751f\u7684\u4e8b\u60c5\u3002\u4f60\u5bf9\u5728\u7f8e\u56fd\u5883\u5916\u6295\u8d44\u6709\u4ec0\u4e48\u611f\u89c9\uff1f\u4f60\u6700\u521d\u6765\u81ea\u5c3c\u65af\uff0c\u6211\u60f3\uff0c\u5bf9\u5427\uff1f\u6240\u4ee5\u4f60\u5bf9\u5728\u5370\u5ea6\u88ab\u72e0\u72e0\u5730\u6559\u8bad\u4e00\u987f\uff0c\u6216\u8005\u4f60\u6295\u8d44\u4e86\u4e00\u5bb6\u5370\u5ea6\u516c\u53f8\uff0c\u7136\u540e\u4f60\u518d\u4e5f\u6ca1\u6709\u6536\u5230\u4ed6\u4eec\u7684\u6d88\u606f\u6709\u4ec0\u4e48\u770b\u6cd5\uff1f   \n \u6216\u8005\u4f60\u5bf9\u56fd\u9645\u4e0e\u7f8e\u56fd\u7684\u597d\u3001\u574f\u3001\u4e11\u6709\u4ec0\u4e48\u770b\u6cd5\uff1f\n Fabrice Grinda\uff1a \u9996\u5148\uff0c\u6211\u4eec\u5728\u7f8e\u56fd\u7684\u5927\u591a\u6570\u6295\u8d44\u8005\uff0c\u5c31\u50cf\u5927\u591a\u6570\u6295\u8d44\u8005\u4e00\u6837\uff0c\u6240\u4ee5\u6211\u4eec\u4e3b\u8981\u6295\u8d44\u4e8e\u73b0\u6709\u7c7b\u522b\u4e2d\u7684\u65b0\u98a0\u8986\u6027\u5546\u4e1a\u6a21\u5f0f\u3002ID \u5957\u5229\u53ef\u80fd\u5728\u6211\u4eec 2000 \u5e74\u4ee3\u548c 2010 \u5e74\u4ee3\u521d\u7684\u4e3b\u9898\u4e2d\u5360\u66f4\u5927\u7684\u6bd4\u4f8b\uff0c\u800c\u4e0d\u662f\u73b0\u5728\u3002 \n  \u6240\u4ee5\u603b\u7684\u6765\u8bf4\uff0c\u6211\u60f3\u8bf4\u7f8e\u56fd\u662f\u6700\u597d\u7684\u5e02\u573a\u3002\u5b83\u62e5\u6709 3.5 \u4ebf\u5bcc\u88d5\u7684\u65e9\u671f\u91c7\u7528\u8005\u3002\u4ed6\u4eec\u5bf9\u4ef7\u683c\u4e0d\u90a3\u4e48\u654f\u611f\u3002\u4f5c\u4e3a\u521b\u59cb\u4eba\uff0c\u4f60\u6b63\u5728\u4ee5\u7b80\u5355\u6a21\u5f0f\u73a9\u4ed6\u4eec\u7684\u521b\u4e1a\u6e38\u620f\u3002\u4e00\u5207\u90fd\u66f4\u5bb9\u6613\uff0c\u5efa\u7acb\u516c\u53f8\uff0c\u96c7\u7528\u4eba\u5458\uff0c\u89e3\u96c7\u4eba\u5458\uff0c\u7b79\u96c6\u8d44\u91d1\uff0c\u9000\u51fa\u7b49\u7b49\u3002    \n \u4e5f\u5c31\u662f\u8bf4\uff0c\u5728\u5176\u4ed6\u5e02\u573a\u4e2d\u5b58\u5728\u6709\u8da3\u7684\u3001\u72ec\u7279\u7684\u673a\u4f1a\uff0c\u4f46\u6211\u4f1a\u4e13\u6ce8\u4e8e\u5927\u578b\u5e02\u573a\u3002\u6240\u4ee5\u6211\u53ea\u4f1a\u505a\u50cf\u5df4\u897f\u548c\u5370\u5ea6\u6216\u6574\u4e2a\u6b27\u6d32\u8fd9\u6837\u7684\u5e02\u573a\u3002\u6211\u4f1a\u907f\u514d\u4e09\u7ea7\u5e02\u573a\u3002\u6211\u4eec\u5728\u5370\u5ea6\u505a\u5f97\u975e\u5e38\u597d\u3002\u6211\u4eec\u5728\u5df4\u897f\u505a\u5f97\u975e\u5e38\u597d\u3002    \n \u4f46\u5982\u679c\u4f60\u53bb\u80af\u5c3c\u4e9a\uff0c\u98ce\u9669\u4f1a\u66f4\u5927\uff0c\u56e0\u4e3a\u4f60\u8ba4\u4e3a\u4f60\u7406\u6240\u5f53\u7136\u5730\u8ba4\u4e3a\u6709\u6548\u548c\u65e0\u6548\u7684\u4e8b\u60c5\u5e76\u4e0d\u603b\u662f\u6709\u6548\u3002\u6709\u65f6\u521b\u59cb\u4eba\u4f1a\u6d88\u5931\uff0c\u4e5f\u8bb8\u6570\u5b57\u662f\u5047\u7684\u7b49\u7b49\u3002\u6240\u4ee5\u6211\u5bf9\u6295\u8d44\u524d\u6cbf\u5e02\u573a\u4f1a\u66f4\u52a0\u8c28\u614e\uff0c\u800c\u4e14\u5730\u7f18\u653f\u6cbb\u653f\u7b56\u53d8\u5316\u7cfb\u7edf\u4e5f\u662f\u5982\u6b64\uff0c\u5bf9\u5427\uff1f  \n \u5c31\u50cf\u6211\u4eec\u8fc7\u53bb\u5728 2000 \u5e74\u4ee3\u5728\u4e2d\u56fd\u548c\u4fc4\u7f57\u65af\u6295\u8d44\u4e86\u5f88\u591a\u3002\u4f46\u968f\u540e\u8fd9\u4e24\u4e2a\u56fd\u5bb6\u90fd\u505a\u51fa\u4e86\u5730\u7f18\u653f\u6cbb\u51b3\u5b9a\uff0c\u4f7f\u6211\u4eec\u5b8c\u5168\u9000\u51fa\u4e86\u8fd9\u4e9b\u56fd\u5bb6\u3002\u6211\u662f\u963f\u91cc\u5df4\u5df4\u7684\u65e9\u671f\u5927\u4f7f\uff0c\u73b0\u5728\u6211\u4eec\u4e0d\u518d\u4e0e\u4e2d\u56fd\u6709\u4efb\u4f55\u8054\u7cfb\u3002  \n Andrew Romans\uff1a \u6700\u540e\u4e00\u4e2a\u7ed3\u675f\u95ee\u9898\u3002\u6240\u4ee5 Fabrice\uff0c\u6211\u77e5\u9053\u4f60\u503e\u5411\u4e8e\u5728\u4e16\u754c\u5404\u5730\u8df3\u6765\u8df3\u53bb\u3002\u5c31\u50cf\u4f60\u4e00\u5e74\u4e2d\u7684\u51e0\u4e2a\u6708\u5728\u4e16\u754c\u5404\u5730\u4e0d\u540c\u7684\u5730\u65b9\u8fd0\u8425\u3002\u544a\u8bc9\u6211\u4eec\u90a3\u662f\u4ec0\u4e48\u3002\u603b\u662f\u5f88\u9ad8\u5174\u542c\u5230\u3002    \n Fabrice Grinda\uff1a 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\u95ee\u9898\u662f\uff0c\u5728\u7ebd\u7ea6\u5f85\u4e86\u4e24\u4e2a\u6708\u540e\uff0c\u6211\u771f\u7684\u611f\u5230\u7cbe\u75b2\u529b\u7aed\uff0c\u56e0\u4e3a\u4f60\u505a\u4e86\u5f88\u591a\u4e8b\u60c5\uff0c\u800c\u4e14\u6bcf\u6b21\u793e\u4ea4\u4f1a\u8bae\u4e5f\u662f\u4e13\u4e1a\u4f1a\u8bae\u3002\u6240\u4ee5\u6211\u4e5f\u6709\u4e00\u6bb5\u65f6\u95f4\u7ebd\u7ea6\u5f88\u68d2\u3002\u6211\u559c\u6b22\u5728\u4e5d\u6708\u548c\u5341\u6708\u4ee5\u53ca\u56db\u6708\u3001\u4e94\u6708\u3001\u516d\u6708\u5728\u7ebd\u7ea6\uff0c\u4f46\u7ebd\u7ea6\u5728\u4e03\u6708\u3001\u516b\u6708\u6ca1\u6709\u5438\u5f15\u529b\uff1b\u4ece\u5341\u4e00\u6708\u5230\u4e09\u6708\u4e5f\u6ca1\u6709\u5438\u5f15\u529b\u3002\u6211\u4ece\u5de5\u4f5c\u4e0e\u751f\u6d3b\u5e73\u8861\u7684\u89d2\u5ea6\u51fa\u53d1\uff0c\u7528\u53bb\u6d77\u6ee9\u6765\u5e73\u8861\u6211\u5728\u7ebd\u7ea6\u7684\u57ce\u5e02\u751f\u6d3b\u3002    \n 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\u7136\u540e\u6211\u6bcf\u5e74\u90fd\u53bb\u706b\u4eba\u8282\u3002\u9664\u6b64\u4e4b\u5916\uff0c\u6211\u5c1d\u8bd5\u589e\u52a0\u4e00\u4e2a\u75af\u72c2\u7684\u4e24\u5468\u79bb\u7f51\u5192\u9669\uff0c\u6bd4\u5982\u8d70\u5230\u5357\u6781\uff0c\u62c9\u7740\u6211\u7684\u96ea\u6a47\uff0c\u6bd4\u5982\u4ece\u5927\u897f\u6d0b\u5230\u592a\u5e73\u6d0b\u9a91\u5c71\u5730\u81ea\u884c\u8f66\u7a7f\u8d8a\u54e5\u65af\u8fbe\u9ece\u52a0\uff0c\u5728\u90a3\u91cc\u6211\u4e0e\u4e16\u754c\u5b8c\u5168\u8131\u8282\u4e24\u5468\u6765\u5145\u7535\u3002 \n \u8fd9\u662f\u4e00\u79cd\u611f\u6069\u7684\u7ec3\u4e60\uff0c\u610f\u8bc6\u5230\u751f\u5b58\u66fe\u7ecf\u662f\u4e00\u9879\u5168\u804c\u5de5\u4f5c\u3002\u5f53\u4f60\u751f\u6d3b\u5728\u6ca1\u6709\u5395\u6240\u3001\u6ca1\u6709\u7535\u3001\u6ca1\u6709\u6c34\u7b49\u7684\u79bb\u7f51\u73af\u5883\u4e2d\u65f6\uff0c\u5f53\u4f60\u56de\u6765\u65f6\uff0c\u4f60\u4f1a\u5bf9\u751f\u6d3b\u4e2d\u7684\u5c0f\u7b80\u5355\u611f\u5230\u975e\u5e38\u611f\u6fc0\uff0c\u6bd4\u5982\u5395\u6240\u6216\u81ea\u6765\u6c34\uff0c\u6216\u70ed\u6c34\u6dcb\u6d74\u6216\u62ab\u8428\u3002 \n \u6211\u4eec\u662f\u5982\u6b64\u7684\u5e78\u8fd0\uff0c\u6211\u4eec\u8ba4\u4e3a\u8fd9\u662f\u7406\u6240\u5f53\u7136\u7684\u3002\u6211\u4eec\u6ca1\u6709\u610f\u8bc6\u5230\u6211\u4eec\u6709\u591a\u5e78\u8fd0\u3002 \n Andrew Romans\uff1a \u662f\u7684\u3002\u6211\u559c\u6b22\u5b83\u3002\u597d\u7684\uff0cFabrice\uff0c\u5f88\u9ad8\u5174\u89c1\u5230\u4f60\u3002\u975e\u5e38\u611f\u8c22\uff0c\u5e0c\u671b\u5f88\u5feb\u89c1\u5230\u4f60\u3002   \n Fabrice Grinda\uff1a \u5b8c\u7f8e\u3002 \u8c22\u8c22\u3002\n Andrew Romans\uff1a \u518d\u89c1\u3002\n 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