Rabbie FEB 24th, 2017

Business DevelopmentBD Sales BD

About Me

Rabbie Kao ()

n Business Development of Hahow https://hahow.in/

n Co-founder of BiG SiSTERShttps://www.bigsisterstw.com/

n Tech Blogger rabbiekao.com

n

Agenda

n BD

n BD Sales

n BD

n BD Metris

n

n

BD

BD

BD (from Wiki)

developing and implementing growth opportunities within and between organizations

the creation of long-term valuefor an organization from customers, markets, and relationships

https://en.wikipedia.org/wiki/Business_development

BD

n Identify partnership opportunities. Forge and develop relationships to enable continued rapid growth and service expansion at Airbnb.

n Lead all aspects of deal execution, including prioritization of partners, strategic and product assessment, transaction structuring and negotiation.

n Ensure effective ongoing management of key established relationships, improving terms as needed, and maintaining accountability for the health of the partnership.

n Work with cross functional teams in engineering, product, marketing, operations, community, legal and finance to ensure alignment on partnerships and business requirements.

n Pilot new initiatives and business agreements in markets, evaluate their impact on business and determine the most effective scope/approach for any follow-on rollout.

n Demonstrate strong leadership through robust execution of projects and initiatives.

https://www.airbnb.com/careers/departments/business-development?locale=en

BD

BD = = +

BD Sales

BD Sales

n figuring out "new" sales (dont have quotas)

n driving "new" and "existing" sales(have quotas)

BD Sales

BD Sales

https://blog.alphacamp.co/2015/07/22/startup-bd-sales/

BD

BD

https://www.slideshare.net/erhfen/rabbiebd150707

BD Metrics

BD Metrics

Product/Market Fit BD

BD Metrics

n Pre vs Post Product/Market Fit Growth

n Product/Market Fit Canvas

n Ideal Customer Profile

n Lean Canvas

n

n

Pre vs Post Product/Market Fit Growth

https://www.slideshare.net/500startups/02-brian-balfour-hub-spot-final

Product/Market Fit Canvas

https://www.creatlr.com/template/4kqIag4DgwtT1ObbFA2vag/the-product-market-fit-canvas/

Product/Market Fit Canvas

http://blog.leanmonitor.com/product-market-fit-canvas-the-strategic-innovation-tool/

Ideal Customer Profile

http://www.brandonpugsley.com/ideal-customer-profile/

Lean Canvas

http://kojenchieh.pixnet.net/blog/post/367706579-%E7%B2%BE%E5%AF%A6%E7%95%AB%E5%B8%83-(lean-canvas)

n Revenue Structure n Cost Structure n Gross Profit

= - (%)(-)

n Operating Profit =--

n Marginal Contribution ()

n LTV (Life Time Value) n CPA (Cost Per Acquisition)

https://appworks.tw/business-model/

http://www.coelevate.com/essays/traction-vs-growth

nB2B

nn 1&2n 3n 4/

n = + +

n 80% Zynga FacebookLinkedInFacebook Instagram HubspotTripAdvisor

http://startupclass.samaltman.com/

http://jingji.cntv.cn/special/internetage/01/

Contact Me

n RabbieStartup https://www.rabbiekao.com/https://www.facebook.com/RabbieStartup/

n rabbie@hahow.in

n rabbie.kao@gmail.comRabbie Kao ()