1, user group
B-end: generally, it is a multi-role group and multi-dimensional, and generally has three dimensions, namely, decision makers (bosses), managers (heads of financial and business departments) and executors (users).
C-end: the population is relatively single, and the general dimension is single.
2. Commercial form
B-end: the business scenarios are complex: there are many business scenarios corresponding to many roles, and the processes are quite different: different industries and different customers need different professional solutions.
C-end: business scenario, with simple logic and relatively standardized process: the user group is relatively fixed, the scenario is relatively simple, the product requirements are simple, and the process requirements are relatively unified and standardized.
3. User needs (value proposition)
End B: Pay attention to efficiency, cost and control. Pursue the stability, security and safety of services.
C-end: pay attention to personal experience, easy to use and fun.
4. Requirements for preventive maintenance
What B needs is professionalism and depth, and an understanding of enterprise operation, organization and management, decision-making and financial system.
The C-end requires understanding human nature and focusing on experience.
5. User promotion acquisition process CAC
B-end users have a long decision-making chain, which makes it more difficult to develop customers. Generally, professional follow-up by the sales team is needed, because there are many roles and scenarios of corporate customers, such as finance, administration, procurement, business departments and management, and each role has different levels of personnel. Business is first driven by sales, then by business, and finally by products.
C end is relatively easy to promote, mostly product-driven, or marketing, operation and promotion.
6. Product level
B-end: based on service thinking and tool thinking, it is more rational. B-end is more about helping B-end users connect with customers. Better enabling customers to do this requires our services and tools to support it.
C-end: product thinking, game thinking, more emotional.
7. Obstacles
B-end: Because of the particularity of its service, it is easy to build barriers, and the switching cost of customers is high.
C-end: it is not easy to build barriers, and the user switching cost is relatively low.
8. Post-operation and maintenance level (customer relationship maintenance)
B-end: customers will be stratified, and different levels have different customer relationship maintenance strategies.
C-end: Aside from the big platform like WeChat, most products are relatively unified.
9. the research experience brings a kind of.
B-side is not easy to change roles and bring experience. All product managers need to have a deep professional background, or have some industry experts and advisory groups to help provide advice. You can visit many good enterprise service companies in the industry (such as UFIDA, Kingdee, sap, salesforce, etc.). ). Test people's accumulated experience in industry, management, organization and operation, so B-end products are relatively willing to recruit experienced groups.
C-end is easy to switch roles and bring experience. However, when people grow to a certain age, it is difficult to understand the demands of the new generation and cut into the world of young people, so C-end product managers are willing to recruit people before the year.
10, implementation cost
B-end: some service solutions, the implementation management training of the project is greater than the demand of C-end.
1 1, characteristics of enterprise services
B-end: the business is mostly based on one solution, which is biased towards internal control, process change and efficiency improvement. The products or services provided are an extension of the company's own business, and it is necessary to consider the docking with the other party's own business, such as erp, OA, finance, procurement and supplier system, to realize cross-system requirements such as order push, project budget early warning and expense reimbursement. For the providers of products and services, these are no small challenges.
12, product life cycle
B-end: doing business and looking at the business model, the life cycle is relatively longer than that of C-end.
C-end: making products has a short life cycle.
13、LTV/CAC
End b: generally speaking. LTV/CAC & gt； Even good business. The unit price of B-end customers is relatively high, and the transaction volume is small.
14, product design
B-end: pay more attention to business combing, such as entity relationship model diagram, abstractly understand offline business and process, and transform business entity model into physical model.
C-end: Compared with B-end, there is not so complicated business design, but it is not unnecessary.
And when you say W-end, it should be web-end, which generally refers to mobile phone users.