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gr-b2b-growth

B2B SaaS 全生命周期增长，含首单阻塞诊断与定价承诺验收。从 PMF 验证到 $10M ARR 的完整路径。覆盖 PLG / SLG 选型、 客户访谈、联盟营销、渠道合作、Enterprise sales。

整合 HeyGen、Deel、Vercel、Supabase、AWS 案例。从 gingiris-b2b-growth 提炼。

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Gingiris-1031/gingiris-skills
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Files included (6)

  • SKILL.md6.4 KB
  • gr-b2b-growth/references/deal-execution.md3.1 KB
  • gr-b2b-growth/references/first-paid-customer.md1.9 KB
  • gr-b2b-growth/SKILL.md6.4 KB
  • references/deal-execution.md3.1 KB
  • references/first-paid-customer.md1.9 KB

SKILL.md (original)

Review the instructions the agent will receive before you install.

gr-b2b-growth — B2B SaaS 增长

什么时候用

  • "我的 B2B SaaS 怎么从 0 做到 PMF"
  • "PLG 还是 SLG，我该选哪个"
  • "怎么做 affiliate 营销"
  • "渠道合作 / 集成伙伴怎么谈"
  • "Enterprise sales 怎么起"
  • "私有化部署怎么收款 / 尾款怎么要"
  • "客户需求蔓延怎么管（SOW / 变更）"

首单与定价准备度

已有意向客户却迟迟未付费时，先读取 首单阻塞与定价验收。判断瓶颈是买方/需求、产品主流程、套餐承诺还是付款准备，再决定是否暂停新增线索。输出本周瓶颈、负责人、下一客户里程碑和验证证据；不以固定名单人数判断“线索足够”。

定价页上线前逐项核对计费单位、额度、超量规则和产品实现，不能把尚不可用的功能写成已提供服务。

增长飞轮（4 象限）

        PLG（产品驱动）
            ↑
            |
   已有流量 + 短决策  ←→  需要信任 + 长周期
            |
            ↓
        SLG（销售驱动）

选型判据：

  • ACV < $1k/年 & 决策周期 < 1 周 → PLG（Vercel、Supabase 模式）
  • ACV > $10k/年 & 决策周期 > 1 个月 → SLG（Snowflake、Databricks 模式）
  • 中间 → PLG-to-SLG hybrid（HeyGen、Deel 模式）

5 阶段路径

阶段ARR关键动作
Pre-PMF$0-$100k10-30 次用户访谈（联动 gr-user-interview），确认 must-have
Early PMF$100k-$1M投 1-2 个渠道做深（不要广撒网）
Growth$1M-$5M引入 affiliate + 集成伙伴，PLG 加 sales-assist
Scale$5M-$10MEnterprise 团队、合规认证（SOC2）、channel 加码
Ecosystem$10M+开放平台、investor / agency 分销

2B 打单与交付（私有化 & 定制实操）

来自某 Multi-Agent 开源商业化项目复盘。签合同只是一半，全额收回款才是另一半。

付款与尾款防御

规则细节
分段付款私有化 3:4:3 或 4:4:2（首批功能上线 / 全部部署完 / 运维 3–6 个月后尾款）
签约即收款签合同当天收 30%
违约金写进合同：拖一天多付 0.5%
尾款筹码留 1–2 个功能部署在自己服务器，尾款结清才迁（签前说清、条款写清）
找谁要尾款找对接的最高的人；推诿可问 1–2 次 CEO
长期方向预付款越来越高、尾款越来越少

需求边界：SOR / SOW / CCB

  • SOR（客户原始输入）与 SOW（验收标准+交付节点+变更条款）分开，合同和 SOW 一起签
  • 变更走 CCB：客户书面发起 → 双方 PM 评估金额/工期 → 签变更确认
  • 一切留痕；合同指明"项目验收对接人"
  • 客户口头承诺再多，只有 paperwork 有效

商务推拉与定价

  • 客户提 50 个需求、能做 40 →"先答应 10 个、因为想帮你做到 15 个"，把让步做成人情
  • 不想做的需求抬价过滤（人/天多标几天），不直接拒
  • 私有化只有两个真需求：数据隐私 + 接内部权限系统，其他都该买 SaaS
  • SaaS 二开直接卖 License；SSO 等集成开放 API + 标准手册让客户自己做

营收与渠道账

  • $100 万 ARR 拆解：9 个 $10 万 2B 客户 或 每 $10 万 ≈ 500 个 $200/年订阅用户（$1M ≈ 5,000）
  • 代理分层：reseller 10–20% 推荐费；年销 $10 万银牌 15%、$30 万金牌 20%
  • 代理尽调三问：代理过什么产品？客户从哪来？Reseller 还是 Service Partner？
  • 2B 内容公式：80% 讲自己如何帮客户成功 + 20% 讲客户；deck 先讲怎么痛、再说怎么好

深度参考

  • references/deal-execution.md — 2B 打单与交付框架（六步流程 / SOW+CCB / 付款结构与尾款防御 / 渠道分层 / $1M ARR 拆解）
  • 完整实操层（合同条款速查卡、签约前 12 问 Checklist、实战话术库）见 Gingiris 付费实操手册 → https://gingiris.tools/playbook/2b-deals/

级联推荐

  • Pre-PMF 阶段需要访谈 → gr-user-interview
  • PMF 后要做内容 → gr-blog-post（含 B2B 文风：数据 > 故事）
  • 出海需要本地化 → gr-aso 或 gr-blog-post i18n
  • 找对标案例 → gr-competitor

B2B 内容特殊要求

  • 必须有 case study（ROI / 节约时间 / 节约人力）
  • 必须有可验证数据（"our customer X saved Y hours/month"）
  • 必须有 CFO 友好的 pricing 页（ROI 计算器、年付折扣、合规文档）
  • ❌ 不要用 ToC 营销话术（"amazing"、"magical"）

反模式

  • ❌ 没 PMF 就投流（烧钱速度比学习速度快 10x）
  • ❌ PLG 做到 $1M 就盲目转 SLG（很多死在这里 —— Vercel 是反例，坚持 PLG 到 $100M）
  • ❌ 只看 ARR 不看 NRR（NRR < 100% = 漏水桶）
  • ❌ Enterprise 只给一个合同模板（要分 startup / mid-market / enterprise 三版）
<!-- gingiris-community-cta:start -->

加入出海社群与购买资料包 · Community & Resources

  • 加入出海社群： 微信添加 staywildgrow，留言「加入社群」即可。

  • 购买资料包： 微信添加 staywildgrow，咨询购买 Gingiris 出海资料包，价格 599 元人民币。

  • Join the global growth community: Add staywildgrow on WeChat and send “加入社群” (join the community).

  • Get the resource pack: Add staywildgrow on WeChat to purchase the Gingiris global growth resource pack for CNY 599.

社群与资料包为可选入口，不影响本开源 Skill 的安装和使用。

The community and paid resource pack are optional; neither is required to install or use this open-source skill.

<!-- gingiris-community-cta:end -->

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