Kubaka Gahunda yo Kugurisha Ikigo: Igitabo Cyuzuye Kubiciro, Inkunga, na Margins

Impinduramatwara y'abacuruzi: Impamvu ibigo byakira ubufatanye bwumuyoboro

Tekereza gupima ubucuruzi bwawe bwa SaaS utongeyeho umugurisha numwe. Nizo mbaraga za progaramu yubucuruzi yubatswe neza. Ibigo bivumbura ko ubufatanye bwabacuruzi atari uburyo bwo kwinjiza amafaranga gusa - ni kugwiza iterambere. Igihe Mewayz yatangizaga gahunda yayo yera-label ku madorari 100 / ukwezi, twabonye abafatanyabikorwa b'ikigo mu ndege zirenga 3.000 mu mezi atandatu ya mbere. Ubu bufatanye bwagize 42% byumushinga mushya wubucuruzi nta kipe yacu iterefona rimwe rukonje.

Imibare irivugira ubwayo: ibigo bimaze kwizerana umubano wabakiriya, ubuhanga bwinganda bwimbitse, nubumenyi bwisoko ryaho. Mugihe ubaha imbaraga zo kugurisha urubuga rwawe, mubyukuri urimo kohereza ingabo zamakipe yihariye yo kugurisha ashobora kuvuga neza agaciro kawe kuruta rep imbere. Ariko kubaka gahunda igenda neza bisaba gutegura witonze hafi yinkingi eshatu zingenzi: ibiciro bitera abafatanyabikorwa, gushyigikira iyo minzani, hamwe nimpande zitera gutsindira inyungu.

Ingero zo Kugena Ingamba Zikora Mubyukuri

Kugena progaramu yawe yo kugurisha ntabwo ari ukugabanya-ni uguhuza. Imiterere y'ibiciro itari yo irashobora gusiga amafaranga kumeza cyangwa guca intege uruhare rwabafatanyabikorwa. Nyuma yo gusesengura ubufatanye burenga 200 bwikigo, twabonye uburyo butatu bwibiciro butera iterambere rirambye.

Kugabana ibyiciro byinjira: Uburyo bushingiye kubikorwa

Iyi moderi ihemba ibigo ukurikije ingano bazanye. Kurugero, abafatanyabikorwa barashobora kwinjiza 20% kumadorari 5000 yambere yinjiza buri kwezi (MRR), 25% kumadorari 10,000 akurikira, na 30% kubintu byose byavuzwe haruguru. Ibi bishishikariza ibigo kurenga kwibiza amano - bashishikajwe no kubaka imyitozo ifatika kurubuga rwawe. Umwe mubafatanyabikorwa bacu yakuze kuva kugurisha kugeza kubakiriya 5 kugeza gucunga konti 47 zabakiriya mugihe cyamezi 18, ahanini kubera ko urwego rwatumaga agaciro kabo mugihe bashora imari mubicuruzwa.

Inyungu nyamukuru? Wishura gusa iyo amafaranga yinjiye. Ibi bituma abakiriya bawe bagura ibiciro byateganijwe mugihe utanga abafatanyabikorwa batagira imipaka. Turasaba ko hashyirwaho imipaka igaragara kandi tugatanga igihe nyacyo kugirango ibigo bishobore gukurikirana iterambere ryabo murwego rwa komisiyo nkuru.

Flat Yera-Ikirango Amafaranga: Icyitegererezo Cyateganijwe

Ku bigo bifuza kugenzura ibicuruzwa byuzuye, amafaranga yuzuye ya buri kwezi yera-label akenshi akora neza. Mewayz yishyuza amadorari 100 / ukwezi kugirango yinjire yuzuye-label yuzuye, ikubiyemo domaine yihariye, imiyoboro yerekana ibigo, hamwe numuyoboro wihariye wabigenewe. Iyi moderi ikora neza cyane kubigo byashizweho bimaze kumenyekana cyane mubirango byabo.

Ubwiza bwubu buryo nuburyo bworoshye. Ibigo bizi neza ikiguzi cyabyo bizaba, byoroshye kugura serivisi zabo kurangiza abakiriya. Ikigo kimwe cyamamaza ibicuruzwa dukorana na bundle urubuga rwacu hamwe na serivisi zabo ku gipimo cya 300%, dushiraho amafaranga yinjiza menshi hamwe nakazi gake kiyongera. Moderi yishyurwa isanzwe ikurura abafatanyabikorwa bakomeye basobanukiwe nigiciro cyibikorwa byateganijwe.

Uburyo bwa Hybrid: Kuringaniza ibyago nibihembo

Kuki uhitamo icyitegererezo kimwe mugihe ushobora guhuza ibyiza byombi? Uburyo bwa Hybrid bushobora kubamo amafaranga yera-label yoroheje ($ 50 / ukwezi) hiyongereyeho umugabane winjiza 15-20%. Ibi byemeza ko wishyuye ibiciro bya platform mugihe ugiha abafatanyabikorwa uruhu mumikino. Twabonye iyi mirimo ikora neza cyane mugihe twinjiye mubigo bishya bishobora gutindiganya kubikorwa bishingiye kubikorwa byiza.

Moderi ya Hybrid igabanya inzitizi yo kwinjira mugihe ikomeza guhuza. Ibigo byumva bishyigikiwe mugihe cyo kuzamuka, kandi ukomeza kwinjiza amafaranga yibanze. Igihe kirenze, nkuko abafatanyabikorwa bagenda barushaho gutsinda, igice cyo kugabana ibyinjira mubisanzwe gihinduka umushoramari winjiza.

Kubaka sisitemu yo gushyigikira igereranya nabafatanyabikorwa bawe

Inkunga irashobora gukora cyangwa guhagarika gahunda yawe yo kugurisha. Abafatanyabikorwa badashyigikiwe kandi bazaharanira kugurisha; kubashyigikira birenze urugero kandi impande zawe zishira. Intego ni ugushiraho sisitemu iha imbaraga abafatanyabikorwa kwihaza mugihe batanga ubuyobozi bufatika mugihe bikenewe.

• Urubuga rwabafatanyabikorwa rwiyeguriye: Kurema ihuriro rifite ingwate yo kugurisha, ibyangombwa bya tekiniki, hamwe nibikoresho byo guhugura. Abafatanyabikorwa bacu bamara umwanya muto 30% kumatike yingoboka mugihe bafite uburyo bwo kumenya ubumenyi butunganijwe neza.
• Urwego Rushigikira Urwego: Huza imbaraga zingirakamaro kubakuze. Ibigo bishya birashobora gukenera kugenzura buri cyumweru, mugihe abafatanyabikorwa bashizweho bashobora gusaba gusa igihembwe cyubucuruzi.
• Ibikorwa byo gufatanya kwamamaza: Urubuga ruhuriweho, ubushakashatsi bwakozwe, hamwe na gahunda yo kugabana bishimangira umubano mugihe utwaye ibisubizo bipimishije. Urubuga rumwe rwakiriye hamwe rwabyaye 87 yujuje ibyangombwa byuyobora umufatanyabikorwa.
• Gushoboza tekinike: Tanga API kwinjira ($ 4.99 / module) kubafatanyabikorwa bashaka kubaka ibicuruzwa byihariye. Ibi bihindura urubuga rwawe kuva mubicuruzwa bihinduka urubuga.

Ibuka: intego yawe ntabwo ari ugukorera akazi abafatanyabikorwa, ahubwo ni ukubaha ibikoresho kugirango batsinde bigenga. Porogaramu zatsinze cyane zirema urusobe rwibinyabuzima aho abafatanyabikorwa bigira kuri buriwese binyuze mumahuriro yabaturage no kugabana ubumenyi bwurungano.

Gucunga neza: Kubona Ahantu heza

Margins ni umutima wumutima wa gahunda yawe yo kugurisha. Shyira hasi cyane kandi abafatanyabikorwa ntibazashyira imbere igisubizo cyawe; ubashyire hejuru cyane kandi uhungabanya inyungu zawe bwite. Binyuze mu igeragezwa ryinshi, twabonye margin ibibanza byiza bitwara ibikorwa byinshi.

Kuburyo bwo kugabana ibyinjira, 20-30% abafatanyabikorwa basanzwe bakubita kurwego rwo gusezerana. Munsi ya 15%, ibigo bifata urubuga rwawe nk'inyongera aho gutanga ingamba. Hejuru ya 35%, birashoboka ko usiga amafaranga kumeza ashobora kongera gushyirwaho mugutezimbere ibicuruzwa. Kuri moderi yera-label yerekana, $ 75-150 / ukwezi kuringaniza kuringaniza kugerwaho hamwe niterambere rirambye.

Porogaramu zagurishijwe cyane zifata ama margine nkingufu aho kuba static. Isubiramo risanzwe ryemeza ko indishyi zawe zikomeza guhatana uko isoko ryifashe.

Tekereza gushyira mubikorwa ibihembo kubikorwa byabafatanyabikorwa barenze intego cyangwa bazana abakiriya ba entreprise. Agahimbazamusyi ka 5% kumasezerano arenga $ 10,000 MRR arashobora guhindura imyitwarire utiriwe urenga imiterere yawe. Umufatanyabikorwa umwe yinjije akayabo ka $ 15,000 mugushakisha konti imwe yikigo, cyashishikarije itsinda ryabo ryose gushyira imbere urubuga rwacu.

Intambwe ku yindi: Gutangiza Gahunda yawe Yabacuruzi muminsi 90

1. Iminsi 1-30: Kubaka Urufatiro
   Sobanura umwirondoro wawe mwiza wumufatanyabikorwa, shiraho amasezerano yemewe, kandi wubake umuyoboro wawe. Tangira hamwe nabaterankunga 2-3 kugirango ugerageze ibitekerezo byawe.
2. Iminsi 31-60: Gahunda ya Pilote
   Muburyo bwabafatanyabikorwa bawe hamwe ninkunga ikomeye. Andika ibintu byose - nibibazo babaza, aho barwanira, ibikoresho bakeneye.

Ubu buryo bwicyiciro burinda amakosa ahenze mugihe wubaka imbaraga. Icyiciro cyacu cyicyitegererezo cyerekanye ko ibigo bikeneye ubufasha bwinshi muburyo bwo kugena ibiciro, bikatugeza ku kubara imashini yihariye yongerera ibiciro abafatanyabikorwa hafi 22%.

Kwirinda Gahunda Zisanzwe Zigurisha

Ndetse na gahunda yateguwe neza irashobora gutsitara niba wirengagije imitego isanzwe. Amakosa akunze kugaragara harimo ibyateganijwe bidasobanutse, kugenzura abafatanyabikorwa badahagije, no kunanirwa gupima icyangombwa.

Guhitamo Abafatanyabikorwa: Ubwiza Kurenza Ubwinshi

Biragerageza kwinjira mubigo byose byerekana inyungu, ariko ubufatanye butarobanuye bugabanya imikorere ya gahunda yawe. Dushyira mubikorwa uburyo bukomeye bwo gusaba busuzuma ibigo-abakiriya babishoboye, ubushobozi bwa tekiniki, no guhuza umuco. Ibi birashobora kugabanya abadusaba-kwemererwa kugera kuri 1: 4, ariko abafatanyabikorwa dukora mubwato bafite igipimo cya 85% cyo kugumana nyuma y'amezi 12.

Shakisha abafatanyabikorwa buzuzanya aho guhatana n'imbaraga zawe. Ikigo cyinzobere mu bucuruzi bwa e-ubucuruzi gishobora kuba cyiza mugihe urubuga rwawe rwitwaye neza mu micungire y’ibarura, mu gihe ikigo cyaremye gishobora guhangana n’inyungu za tekiniki.

Itumanaho Cadence: Ibisanzwe Ariko Ntabwo Birenze urugero

Shakisha uburinganire hagati yo kwirengagiza na micromanagement. Ukwezi kugenzura buri kwezi kubafatanyabikorwa benshi, hamwe na buri gihembwe isuzuma ryubucuruzi kugirango rihuze ingamba. Hindura itumanaho risanzwe nkibivugururwa byibicuruzwa mugihe uzigama ibintu byihariye byo kubaka umubano.

Dukoresha guhuza ibinyamakuru byikora, amasaha y'akazi atabishaka, hamwe nibisabwa buri gihembwe. Uru ruvange rutuma abafatanyabikorwa bakomeza kumenyeshwa batumva baremerewe ninama zikabije. Amasaha yakazi atabishaka abona 40% yitabira-mubyukuri abafatanyabikorwa basezeranye dushaka gushyigikira benshi.

Gupima intsinzi irenze kwinjiza

Mugihe ibyinjira aribipimo byanyuma, ibipimo ngenderwaho bitanga ubushishozi mubuzima bwa gahunda. Kurikirana ibikorwa byabafatanyabikorwa (kwinjira kumurongo, kurangiza amahugurwa), kunyurwa kwabakiriya (amanota ya NPS), no kwemeza ibicuruzwa (imikoreshereze yimikorere).

Igipimo kimwe gitangaje dukurikirana ni "uruhare rw'abafatanyabikorwa ku gishushanyo mbonera cy'ibicuruzwa." Ibigo bikorana nabakiriya ba nyuma akenshi bitanga ibitekerezo byingirakamaro byerekana iterambere ryacu ryambere. Abafatanyabikorwa batanga umusanzu mubiganiro byumuhanda bafite 60% yo kugumana hejuru, byerekana ubufatanye bwimbitse nurubuga rwacu.

Kazoza k'ubufatanye bw'ikigo

Gahunda yabacuruzi igenda ihinduka kuva muburyo bworoshye bwo kugabana amafaranga yinjira mubufatanye nyabwo. Porogaramu zitekereza cyane ni uguhuza abafatanyabikorwa mugutezimbere ibicuruzwa, gushiraho ibisubizo bihuriweho hamwe, no kubaka urusobe rwibinyabuzima aho ibigo bishobora gufatanya aho guhatana.

Nkuko urubuga nka Mewayz rukomeje kongeramo modules (turi kuri 207 kandi turabara), amahirwe yo gukora ibigo byihariye arakura cyane. Tekereza ubujyanama bwa HR bwubaka imyitozo hafi yimishahara yacu na modul ya HR, cyangwa isosiyete ikora ibikoresho bizobereye mubikoresho byo gucunga amato. Ejo hazaza ni ihuriro riha imbaraga abafatanyabikorwa gukora ibyifuzo byihariye aho kugurisha ibisubizo rusange.

Gahunda yawe yo kugurisha ntigomba kuba igitekerezo-igomba kuba ingamba zingenzi zo gukura. Ukoresheje imisumari y'ibiciro, inkunga, hamwe na margine, ntabwo wubaka gahunda yo kugurisha umuyoboro gusa; urimo kubaka urusobe rwibinyabuzima rutera imbere kuramba mumyaka iri imbere.

Ibibazo bikunze kubazwa

Nihe ntera nziza kuri gahunda yo kugurisha ibigo?

Kuburyo bwo kugabana amafaranga, 20-30% abafatanyabikorwa basanzwe bakora ibikorwa bikomeye bitabangamiye inyungu zawe. Kuri porogaramu yera-label, $ 75-150 / ukwezi kuringaniza kugerwaho hamwe niterambere rirambye.

Nigute nakwirinda amakimbirane yumuyoboro hagati yo kugurisha no kugurisha?

Shiraho ifasi isobanutse cyangwa imipaka ihagaritse, kandi ushyire mubikorwa sisitemu yo kwiyandikisha. Porogaramu nyinshi nazo zitanga intera ndende kubafatanyabikorwa bazana net-ubucuruzi bushya hanze yamasoko yawe yibanze.

Ni ubuhe bufasha nkwiye guha abafatanyabikorwa?

Tangira hamwe numuyoboro wuzuye wabafatanyabikorwa, inkunga itondekanye ukurikije gukura kwabafatanyabikorwa, hamwe nubutunzi bwo kwamamaza. Intego ni imbaraga aho kuba kwishingikiriza - guha ibikoresho abafatanyabikorwa kugirango bakemure ibibazo bisanzwe.

Ubusanzwe bifata igihe kingana iki kugirango gahunda yo kugurisha ibone inyungu?

Porogaramu nyinshi zigera kuri breakeven mumezi 6-9, hamwe na ROI igaragara mugihe cyamezi 12-18. Gahunda ya pilote hamwe nabafatanyabikorwa 2-3 irashobora gutanga ubushishozi bwagaciro mbere yo gutangiza byuzuye.

Nkeneye gusaba amasezerano yo kugurisha byibuze kubacuruzi?

Imihigo ntarengwa ikora neza kubafatanyabikorwa bashizweho, ariko irashobora guca intege ibigo bishya. Reba ibisabwa urangije cyangwa urwego rwimikorere itera iterambere ridateye inzitizi zo kwinjira.

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