Kugura B2B ntabwo bikorwa nabantu kugiti cyabo

Umugani wumuntu ufata ibyemezo wenyine

Mu myaka ibarirwa muri za mirongo, ishusho yumuyobozi umwe, ukomeye ufite uburenganzira bwo kugura ikintu kinini hamwe no guhana ukuboko yiganjemo kugurisha B2B. Iyi moderi ishaje yerekana ko gutsinda amasezerano ari ukwemeza umuntu umwe wingenzi. Ariko, ukuri kwamasoko ya B2B agezweho aratandukanye cyane. Uyu munsi, kugura ibintu byingenzi mubucuruzi ntibikorwa nabantu kugiti cyabo; bikozwe na komite. Urubuga rugoye rwabafatanyabikorwa, buriwese afite ibyo ashyira imbere, impungenge, nimbaraga za veto, ubu agenga ishoramari rikomeye. Gusobanukirwa no kuyobora iyi "komite yo kugura" nicyo kintu kimwe cyingenzi kugirango umuntu agere ku isoko rya B2B. Kunanirwa kumenya iri hinduka nigisubizo cyamasezerano yahagaritswe kandi yatakaye.

Kubaka komite ishinzwe kugura kijyambere

Abagize komite ishinzwe kugura baratandukana bitewe nubunini bwikigo hamwe nuburyo bwo kugura, ariko mubisanzwe birimo abahagarariye amashami menshi yingenzi. Buri munyamuryango azana lens zitandukanye zinyuzamo basuzuma igisubizo cyakemuka. Abakoresha ba nyuma bibanze kumikorere no koroshya imikoreshereze, babaza niba igikoresho kizorohereza imirimo yabo ya buri munsi byoroshye cyangwa bigoye. Abafatanyabikorwa mu by'imari, nk'abayobozi b'amashami cyangwa CFOs, bagenzura inyungu ku ishoramari (ROI), igiciro cyose cya nyir'ubwite, n'uburyo kugura bihuye n'ingengo y'imari. Abakora umwuga w'ikoranabuhanga bahangayikishijwe n'umutekano, ubushobozi bwo kwishyira hamwe, hamwe n'inkunga ya tekiniki, kwemeza ko porogaramu nshya idatera ibibazo byinshi kuruta uko ikemura. Hanyuma, abaterankunga nyobozi cyangwa abayobozi bo murwego rwa C bareba guhuza ingamba, bagashaka igisubizo gitanga amahirwe yo guhatana kandi gishyigikira intego zigihe kirekire. Uburyo bwiza bwo kugurisha no kwamamaza bugomba gukemura ibibazo byihariye byabantu bose icyarimwe.

• Iherezo-Umukoresha: Ishyira imbere ubworoherane bwo gukoresha, imikorere ya buri munsi, nibiranga igihe.
• Ufata ibyemezo byimari: Yibanze ku ngengo yimari, ROI, uburyo bwo kwiyandikisha, no gutsindishiriza ibiciro.
• Isuzuma rya Tekinike (IT): Vets protocole yumutekano, kuboneka kwa API, kubahiriza amakuru, no koroshya kwishyira hamwe.
• Abaterankunga Nshingwabikorwa: Reba agaciro k'ingamba, inyungu zo guhatanira, hamwe n'ubunini.

Ikibazo cyubwumvikane nuburyo bwo kuborohereza

Ikibazo cyibanze cyatewe na komite ishinzwe kugura ni ukugera kubwumvikane. Igisubizo gishimisha abakoresha amaherezo gishobora kuba gihenze kubitsinda ryimari, cyangwa urubuga rufite umutekano rwose rushobora kuba rukomeye kubashinzwe kugurisha. Uku guterana imbere kurashobora gutera amasezerano kumara amezi cyangwa gupfa urupfu rutuje. Urufunguzo rwo gutsinda ibi nugutanga igisubizo kavukire gikemura ibyo byuho. Aha niho inzira ya modular iba inyungu ikomeye. Ihuriro nka Mewayz, ryashizweho nkubucuruzi bwa modular OS, ryemerera abafatanyabikorwa batandukanye kubona ibyo bakeneye byujujwe muri sisitemu imwe. Umukoresha wa nyuma abona porogaramu zitajenjetse kubikorwa byabo, ishami rya IT rikabona umutekano muke no kwishyira hamwe, kandi itsinda ryimari ryishimira ibiciro biboneye, binini. Mugutanga umusingi woroshye, ufasha komite ishinzwe kugura kubaka amasezerano yimbere byoroshye.

"Kugurisha muri komite ntabwo ari ugushaka nyampinga umwe; ni ukureba ko ntamuntu uhinduka. Ibirimo nibicuruzwa byawe bigomba kuvuga ururimi rwimari, IT, ibikorwa, hamwe n’umukoresha wa nyuma icyarimwe."

Guhuza Ingamba zawe na Komite-ishingiye kuri Komite

Kugirango ubashe gutsinda muri ibi bidukikije, ingamba zawe zose zo kujya ku isoko zigomba guhinduka. Ibicuruzwa byo kwamamaza ntibishobora kuba rusange; bigomba guhuzwa ninshingano zitandukanye muri komite. Kora ubushakashatsi bwerekana ROI kubafata ibyemezo byimari, impapuro zera za tekiniki kubikorwa bya IT, hamwe na demo yerekana kwerekana ibintu byorohereza abakoresha kubakoresha buri munsi. Igikorwa cyawe cyo kugurisha kigomba kuba gikubiyemo kumenya abakinnyi bose bakomeye hakiri kare no kubashora mubikorwa byihariye byingirakamaro. Byongeye kandi, ibicuruzwa byawe ubwabyo bigomba kuba byubatswe kubwumvikane. Igisubizo gikaze, kimwe-gikemutse-byanze bikunze bizatera amakimbirane muri komite. Ihuriro rya modular nka Mewayz risanzwe rishyigikira izi ngamba, kuko imiterere yaryo isobanura ko ishobora gutangwa nkigisubizo kuri buri kibazo cyabafatanyabikorwa bafite ibibazo byihariye, byose mugihe biri mubishoramari bihuriweho na sosiyete.

Umwanzuro: Emera Komite

Igihe cyumuntu ku giti cye B2B abafata ibyemezo kirarangiye. Inzira yo kwinjiza ubu inyura mubyumba byinama hamwe na Slack ya komite ishinzwe kugura. Mugihe wemeye uku kuri, guhuza ubutumwa bwawe kubafatanyabikorwa batandukanye, no gutanga igisubizo cyoroshye, cyuburyo bukemura ibibazo bikenewe, uhindura ikibazo kitoroshye mukurushanwa. Intego ntabwo ari ukugurisha ibicuruzwa gusa, ahubwo ni uguhitamo kugaragara, kumvikana kuri buri wese mubagize itsinda.

Ibibazo bikunze kubazwa

Umugani wumuntu ufata ibyemezo wenyine

Mu myaka ibarirwa muri za mirongo, ishusho yumuyobozi umwe, ukomeye ufite uburenganzira bwo kugura ikintu kinini hamwe no guhana ukuboko yiganjemo kugurisha B2B. Iyi moderi ishaje yerekana ko gutsinda amasezerano ari ukwemeza umuntu umwe wingenzi. Ariko, ukuri kwamasoko ya B2B agezweho aratandukanye cyane. Uyu munsi, kugura ibintu byingenzi mubucuruzi ntibikorwa nabantu kugiti cyabo; bikozwe na komite. Urubuga rugoye rwabafatanyabikorwa, buriwese afite ibyo ashyira imbere, impungenge, nimbaraga za veto, ubu agenga ishoramari rikomeye. Gusobanukirwa no kuyobora iyi "komite yo kugura" nicyo kintu kimwe cyingenzi kugirango umuntu agere ku isoko rya B2B. Kunanirwa kumenya iri hinduka nigisubizo cyamasezerano yahagaritswe kandi yatakaye.

Kubaka komite ishinzwe kugura kijyambere

Abagize komite ishinzwe kugura baratandukana bitewe nubunini bwikigo hamwe nuburyo bwo kugura, ariko mubisanzwe birimo abahagarariye amashami menshi yingenzi. Buri munyamuryango azana lens zitandukanye zinyuzamo basuzuma igisubizo cyakemuka. Abakoresha ba nyuma bibanze kumikorere no koroshya imikoreshereze, babaza niba igikoresho kizorohereza imirimo yabo ya buri munsi byoroshye cyangwa bigoye. Abafatanyabikorwa mu by'imari, nk'abayobozi b'amashami cyangwa CFOs, bagenzura inyungu ku ishoramari (ROI), igiciro cyose cya nyir'ubwite, n'uburyo kugura bihuye n'ingengo y'imari. Abakora umwuga w'ikoranabuhanga bahangayikishijwe n'umutekano, ubushobozi bwo kwishyira hamwe, hamwe n'inkunga ya tekiniki, kwemeza ko porogaramu nshya idatera ibibazo byinshi kuruta uko ikemura. Hanyuma, abaterankunga nyobozi cyangwa abayobozi bo murwego rwa C bareba guhuza ingamba, bagashaka igisubizo gitanga amahirwe yo guhatana kandi gishyigikira intego zigihe kirekire. Uburyo bwiza bwo kugurisha no kwamamaza bugomba gukemura ibibazo byihariye byabantu bose icyarimwe.

Ikibazo cyubwumvikane nuburyo bwo kuborohereza

Ikibazo cyibanze cyatewe na komite ishinzwe kugura ni ukugera kubwumvikane. Igisubizo gishimisha abakoresha amaherezo gishobora kuba gihenze kubitsinda ryimari, cyangwa urubuga rufite umutekano rwose rushobora kuba rukomeye kubashinzwe kugurisha. Uku guterana imbere kurashobora gutera amasezerano kumara amezi cyangwa gupfa urupfu rutuje. Urufunguzo rwo gutsinda ibi nugutanga igisubizo kavukire gikemura ibyo byuho. Aha niho inzira ya modular iba inyungu ikomeye. Ihuriro nka Mewayz, ryashizweho nkubucuruzi bwa modular OS, ryemerera abafatanyabikorwa batandukanye kubona ibyo bakeneye byujujwe muri sisitemu imwe. Umukoresha wa nyuma abona porogaramu zitajenjetse kubikorwa byabo, ishami rya IT rikabona umutekano muke no kwishyira hamwe, kandi itsinda ryimari ryishimira ibiciro biboneye, binini. Mugutanga umusingi woroshye, ufasha komite ishinzwe kugura kubaka amasezerano yimbere byoroshye.

Guhuza Ingamba zawe na Komite-ishingiye kuri Komite

Kugirango ubashe gutsinda muri ibi bidukikije, ingamba zawe zose zo kujya ku isoko zigomba guhinduka. Ibicuruzwa byo kwamamaza ntibishobora kuba rusange; bigomba guhuzwa ninshingano zitandukanye muri komite. Kora ubushakashatsi bwerekana ROI kubafata ibyemezo byimari, impapuro zera za tekiniki kubikorwa bya IT, hamwe na demo yerekana kwerekana ibintu byorohereza abakoresha kubakoresha buri munsi. Igikorwa cyawe cyo kugurisha kigomba kuba gikubiyemo kumenya abakinnyi bose bakomeye hakiri kare no kubashora mubikorwa byihariye byingirakamaro. Byongeye kandi, ibicuruzwa byawe ubwabyo bigomba kuba byubatswe kubwumvikane. Igisubizo gikaze, kimwe-gikemutse-byanze bikunze bizatera amakimbirane muri komite. Ihuriro rya modular nka Mewayz risanzwe rishyigikira izi ngamba, kuko imiterere yaryo isobanura ko ishobora gutangwa nkigisubizo kuri buri kibazo cyabafatanyabikorwa bafite ibibazo byihariye, byose mugihe biri mubishoramari bihuriweho na sosiyete.

Umwanzuro: Emera Komite

Igihe cyumuntu ku giti cye B2B abafata ibyemezo kirarangiye. Inzira yo kwinjiza ubu inyura mubyumba byinama hamwe na Slack ya komite ishinzwe kugura. Mugihe wemeye uku kuri, guhuza ubutumwa bwawe kubafatanyabikorwa batandukanye, no gutanga igisubizo cyoroshye, cyuburyo bukemura ibibazo bikenewe, uhindura ikibazo kitoroshye mukurushanwa. Intego ntabwo ari ukugurisha ibicuruzwa gusa, ahubwo ni uguhitamo kugaragara, kumvikana kuri buri wese mubagize itsinda.