{"id":715,"date":"2013-06-22T11:53:48","date_gmt":"2013-06-22T04:53:48","guid":{"rendered":"http:\/\/science-technology.vn\/?p=715"},"modified":"2013-06-22T11:53:48","modified_gmt":"2013-06-22T04:53:48","slug":"tang-truong-cong-ti-khoi-nghiep-cua-ban","status":"publish","type":"post","link":"https:\/\/science-technology.vn\/?p=715","title":{"rendered":"T\u0103ng tr\u01b0\u1edfng c\u00f4ng ti kh\u1edfi nghi\u1ec7p c\u1ee7a b\u1ea1n"},"content":{"rendered":"

M\u1ed9t ng\u01b0\u1eddi ph\u00e1t tri\u1ec3n vi\u1ebft cho t\u00f4i: \u201cEm l\u00e0 m\u1ed9t nh\u00e0 doanh nghi\u1ec7p v\u00e0 c\u00f3 c\u00f4ng ti kh\u1edfi nghi\u1ec7p ri\u00eang c\u1ee7a em; m\u1eb7c d\u1ea7u n\u00f3 ch\u1ec9 c\u00f3 m\u1ed9t ng\u01b0\u1eddi \u2013 b\u1ea3n th\u00e2n em. Em \u0111\u00e3 ph\u00e1t tri\u1ec3n ba app di \u0111\u1ed9ng, m\u1ed7i c\u00e1i c\u00f3 trung b\u00ecnh m\u1ed9t ngh\u00ecn t\u1ea3i xu\u1ed1ng. Em \u0111\u1ed3ng \u00fd v\u1edbi th\u1ea7y l\u00e0 c\u00f4ng ti kh\u1edfi nghi\u1ec7p c\u1ea7n t\u0103ng tr\u01b0\u1edfng nh\u01b0ng khi em ti\u1ebfp t\u1ee5c ph\u00e1t tri\u1ec3n nhi\u1ec1u app di \u0111\u1ed9ng; em kh\u00f4ng bi\u1ebft l\u00e0m sao \u0111\u1ec3 t\u0103ng tr\u01b0\u1edfng l\u1edbn h\u01a1n. Xin th\u1ea7y l\u1eddi khuy\u00ean.\u201d<\/span><\/p>\n

 <\/p>\n

\u0110\u00e1p: V\u1edbi t\u00f4i d\u01b0\u1eddng nh\u01b0 c\u00f4ng ti kh\u1edfi nghi\u1ec7p c\u1ee7a b\u1ea1n d\u1ef1a tr\u00ean vi\u1ec5n ki\u1ebfn l\u00e0 n\u1ebfu b\u1ea1n x\u00e2y d\u1ef1ng c\u00e1i g\u00ec \u0111\u00f3, ai \u0111\u00f3 s\u1ebd mua n\u00f3. N\u00f3 l\u00e0 vi\u1ec5n ki\u1ebfn \u0111\u01b0\u1ee3c x\u00e2y d\u1ef1ng d\u1ef1a tr\u00ean ph\u1ecfng \u0111o\u00e1n. N\u1ebfu b\u1ea1n \u0111o\u00e1n \u0111\u00fang, b\u1ea1n c\u00f3 nhi\u1ec1u kh\u00e1ch h\u00e0ng v\u00e0 n\u1ebfu b\u1ea1n \u0111o\u00e1n sai, b\u1ea1n c\u00f3 \u00edt. Hi\u1ec7n th\u1eddi kh\u00e1ch h\u00e0ng c\u1ee7a b\u1ea1n \u0111\u01b0\u1ee3c \u0111\u1ea1t t\u1edbi m\u1ed9t c\u00e1ch ng\u1eabu nhi\u00ean v\u00e0 b\u1ea1n \u0111ang nh\u1eafm t\u1edbi nh\u00f3m c\u00e1c kh\u00e1ch h\u00e0ng v\u1edbi nhu c\u1ea7u t\u01b0\u01a1ng t\u1ef1 d\u00f9ng app tr\u00f2 ch\u01a1i di \u0111\u1ed9ng. V\u00ec b\u1ea1n kh\u00f4ng nh\u1eafc t\u1edbi app c\u1ee7a b\u1ea1n, t\u00f4i gi\u1ea3 s\u1eed r\u1eb1ng n\u00f3 l\u00e0 tr\u00f2 ch\u01a1i di \u0111\u1ed9ng m\u00e0 m\u1ecdi ng\u01b0\u1eddi mua n\u00f3 qua c\u1eeda h\u00e0ng app di \u0111\u1ed9ng. Trong tr\u01b0\u1eddng h\u1ee3p n\u00e0y, gi\u00e1 tr\u1ecb c\u1ee7a b\u1ea1n (app di \u0111\u1ed9ng) \u0111\u01b0\u1ee3c ph\u00e2n ph\u1ed1i qua Internet hay c\u1eeda h\u00e0ng app (K\u00eanh) nh\u01b0ng kh\u00f4ng c\u00f3 quan h\u1ec7 kh\u00e1ch h\u00e0ng (H\u1ecd t\u1ea3i xu\u1ed1ng v\u00e0 tr\u1ea3 ti\u1ec1n, h\u1ecd kh\u00f4ng bi\u1ebft b\u1ea1n).<\/p>\n

Thi\u1ebft k\u1ebf m\u1ed9t c\u00f4ng ti kh\u1edfi nghi\u1ec7p m\u00e0 c\u00f3 th\u1ec3 t\u0103ng tr\u01b0\u1edfng, b\u1ea1n s\u1ebd c\u1ea7n d\u1ecbch chuy\u1ec3n vi\u1ec5n ki\u1ebfn c\u1ee7a b\u1ea1n th\u00e0nh m\u00f4 h\u00ecnh doanh nghi\u1ec7p v\u00e0 ph\u00e2n t\u00edch t\u1eebng c\u1ea5u ph\u1ea7n m\u1ed9t c\u00e1ch c\u1ea9n th\u1eadn \u0111\u1ec3 nh\u1eadn di\u1ec7n c\u1ea5u ph\u1ea7n n\u00e0o c\u1ea7n c\u1ea3i ti\u1ebfn \u0111\u1ec3 cho b\u1ea1n t\u0103ng tr\u01b0\u1edfng. V\u00ec t\u00f4i kh\u00f4ng c\u00f3 \u0111\u1ee7 chi ti\u1ebft v\u1ec1 c\u00f4ng ti kh\u1edfi nghi\u1ec7p c\u1ee7a b\u1ea1n hay v\u1ea5n \u0111\u1ec1 gi\u00e1 tr\u1ecb c\u1ee7a b\u1ea1n, t\u00f4i kh\u00f4ng th\u1ec3 gi\u00fap \u0111\u01b0\u1ee3c nh\u01b0ng t\u00f4i tin \u0111i\u1ec1u then ch\u1ed1t \u0111\u1ec3 t\u0103ng tr\u01b0\u1edfng l\u00e0 x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 t\u1ed1t h\u01a1n v\u1edbi kh\u00e1ch h\u00e0ng. B\u1ea1n c\u1ea7n ngh\u0129 l\u1ea1i chi\u1ebfn l\u01b0\u1ee3c c\u1ee7a b\u1ea1n v\u00e0 nh\u1eafm v\u00e0o c\u00e1c nh\u00f3m kh\u00e1ch h\u00e0ng kh\u00e1c. Kh\u00e1ch h\u00e0ng bao g\u1ed3m nhi\u1ec1u nh\u00f3m n\u1ebfu nhu c\u1ea7u c\u1ee7a h\u1ecd y\u00eau c\u1ea7u ch\u00e0o h\u00e0ng kh\u00e1c nhau; hay h\u1ecd \u0111\u01b0\u1ee3c \u0111\u1ea1t t\u1edbi qua c\u00e1c k\u00eanh ph\u00e2n ph\u1ed1i kh\u00e1c nhau v\u00e0 h\u1ecd y\u00eau c\u1ea7u c\u00e1c m\u1ed1i quan h\u1ec7 kh\u00e1c nhau. Bi\u1ebft kh\u00e1ch h\u00e0ng c\u1ee7a b\u1ea1n l\u00e0 ai; v\u1ea5n \u0111\u1ec1 h\u1ecd c\u00f3 l\u00e0 g\u00ec; nhu c\u1ea7u kh\u1ea9n thi\u1ebft c\u1ee7a h\u1ecd l\u00e0 g\u00ec; b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m g\u00ec \u0111\u1ec3 gi\u00fap h\u1ecd gi\u1ea3i quy\u1ebft v\u1ea5n \u0111\u1ec1 l\u00e0 \u0111i\u1ec1u b\u1ea3n ch\u1ea5t l\u00e0m t\u0103ng tr\u01b0\u1edfng doanh nghi\u1ec7p c\u1ee7a b\u1ea1n.<\/p>\n

Ch\u1eb3ng h\u1ea1n, ph\u1ea7n l\u1edbn ng\u00e2n h\u00e0ng ph\u00e2n bi\u1ec7t gi\u1eefa nh\u00f3m kh\u00e1ch h\u00e0ng l\u1edbn (c\u00f4ng ti c\u1ed5 ph\u1ea7n) v\u00e0 kh\u00e1ch h\u00e0ng \u0111\u1eb7c bi\u1ec7t (ch\u1ee7 doanh nghi\u1ec7p) C\u1ea3 hai nh\u00f3m \u0111\u1ec1u c\u00f3 nhu c\u1ea7u t\u01b0\u01a1ng t\u1ef1 nh\u01b0ng ng\u00e2n h\u00e0ng ch\u00e0o v\u1edbi h\u1ecd c\u00e1c m\u1ed1i quan h\u1ec7 kh\u00e1c nhau. Kh\u00e1ch h\u00e0ng \u0111\u1eb7c bi\u1ec7t c\u00f3 nhi\u1ec1u ti\u1ec1n, th\u01b0\u1eddng \u0111\u1eb7t s\u1ed1 ti\u1ec1n l\u1edbn m\u1ed7i ng\u00e0y cho n\u00ean h\u1ecd nh\u1eadn \u0111\u01b0\u1ee3c gi\u1ea3m gi\u00e1 kh\u00e1c hay t\u1ec9 l\u1ec7 l\u1ee3i t\u1ee9c kh\u00e1c h\u01a1n kh\u00e1ch h\u00e0ng c\u00f4ng ti c\u1ed5 ph\u1ea7n. Trong tr\u01b0\u1eddng h\u1ee3p c\u1ee7a b\u1ea1n, b\u1ea1n b\u00e1n app di \u0111\u1ed9ng cho n\u00ean b\u1ea1n c\u00f3 hai ki\u1ec3u kh\u00e1ch h\u00e0ng. C\u1eeda h\u00e0ng app n\u01a1i b\u00e1n app c\u1ee7a b\u1ea1n v\u00e0 ng\u01b0\u1eddi d\u00f9ng, ng\u01b0\u1eddi mua app c\u1ee7a b\u1ea1n v\u00e0 b\u1ea1n c\u1ea7n x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 kh\u00e1c nhau v\u1edbi c\u1ea3 hai. V\u1edbi c\u1eeda h\u00e0ng app, n\u1ebfu b\u1ea1n cho h\u1ecd s\u1ed1 ph\u1ea7n tr\u0103m cao h\u01a1n c\u1ee7a gi\u00e1 b\u00e1n, h\u1ecd c\u00f3 th\u1ec3 \u0111\u1ea9y app c\u1ee7a b\u1ea1n l\u00ean tr\u00ean ng\u01b0\u1eddi kh\u00e1c. H\u1ecd s\u1ebd khuy\u1ebfn c\u00e1o v\u1ec1 app c\u1ee7a b\u1ea1n cho kh\u00e1ch h\u00e0ng b\u1edfi v\u00ec h\u1ecd \u0111\u01b0\u1ee3c nhi\u1ec1u l\u1ee3i nhu\u1eadn h\u01a1n khi b\u00e1n app c\u1ee7a b\u1ea1n. V\u1edbi kh\u00e1ch h\u00e0ng mua app di \u0111\u1ed9ng c\u1ee7a b\u1ea1n, b\u1ea1n c\u00f3 th\u1ec3 c\u1ea7n \u0111\u1ea1t t\u1edbi h\u1ecd b\u1eb1ng vi\u1ec7c t\u1ea1o ra khuy\u1ebfn kh\u00edch \u0111\u1eb7c bi\u1ec7t nh\u01b0 gi\u1ea3m gi\u00e1 \u0111\u1eb7c bi\u1ec7t cho b\u1ea3n c\u1eadp nh\u1eadt, x\u00e2y d\u1ef1ng c\u1ed9ng \u0111\u1ed3ng ng\u01b0\u1eddi d\u00f9ng \u0111\u1ec3 cho h\u1ecd c\u00f3 th\u1ec3 ch\u01a1i v\u1edbi tr\u00f2 ch\u01a1i di \u0111\u1ed9ng c\u1ee7a b\u1ea1n tr\u1ef1c tuy\u1ebfn c\u00f9ng v\u1edbi ng\u01b0\u1eddi kh\u00e1c; hay t\u1ea1o ra thi \u0111\u1ea5u \u0111\u1ec3 cho m\u1ecdi ng\u01b0\u1eddi s\u1ebd thi nhau v\u00e0 \u0111o\u1ea1t gi\u1ea3i. \u0110\u00e2y l\u00e0 m\u1ed9t s\u1ed1 \u00fd t\u01b0\u1edfng m\u00e0 t\u00f4i \u0111\u00e3 th\u1ea5y nh\u1eefng c\u00f4ng ti kh\u00e1c d\u00f9ng th\u00e0nh c\u00f4ng. B\u1ea1n c\u1ea7n ki\u1ec3m \u0111i\u1ec3m l\u1ea1i m\u00f4 h\u00ecnh kinh doanh c\u1ee7a b\u1ea1n v\u00e0 nh\u1eadn di\u1ec7n c\u1ea5u ph\u1ea7n n\u00e0o c\u1ea7n c\u1ea3i ti\u1ebfn v\u00e0 l\u00e0m t\u0103ng tr\u01b0\u1edfng c\u00f4ng ti c\u1ee7a b\u1ea1n.<\/p>\n

 <\/p>\n

—-English version—-<\/p>\n

 <\/p>\n

Growing your startup<\/p>\n

A developer wrote to me: \u201cI am an entrepreneur and have my own startup; even it has only one person \u2013 myself. I have developed three mobile apps, each has an average about one thousand downloads. I agreed with you that startup needs to grow but as I continue develop more mobile apps; I do not know how to grow bigger. Please advice.\u201d<\/p>\n

Answer: It seems to me that your startup is based on a vision that if you build something, somebody will buy it. It is a vision built on guesses. If you guess correctly, you have more customers and if you guess wrong, you have less. Currently your customers are randomly reached and you are aiming at a group of customers with similar needs to use mobile apps. Since you did not mention about your apps, I assume that it is a mobile game that people buy it via an app store. In this case, your value (The mobile apps) is distributed via the Internet or App store (Channel) but there is no customer relationships (They download and pay, they do not know you).<\/p>\n

To design a startup that can grow, you will need to transition your vision into a business model and analyze each component carefully to identify what component need to improve in order for you to grow. Since I do not have enough detail about your startup or your value proposition, I could not help but I believe the key to grow is to build a better relationship with customers. You need to rethink your strategy and aim at different groups of customer. Customers consist of several groups if their needs require a distinct offer; or they are reached through different distribution channels and they require different relationships. Knowing who your customers are; what problems do they have; what are their urgent needs; what can you do to help them solve problem are essential to grow your business.<\/p>\n

For example, Most Bank distinguish between a large group of customers (the public) and special customers (the business owners). Both groups have similar needs but the Bank offers them different relationships. Special customers have more money, often deposit large amount of money each day so they receive different discounts or interest rate than the public. In your case, you sell mobile apps so you have two types of customer. The app store who sells your apps and the users who buy your apps and you need to build different relationships with both. For the App store, if you give them higher percentage of the sale price, they may push your apps over others. They would recommend your apps to customers because they make more profit on selling your apps. For the customers who buy your mobile apps, you may need to reach them by create special incentives such as special discount for update, build a community of users so they can play your mobile games online with others; or create tournaments so people would compete and get prizes. These are some ideas that I have seen other companies used successfully. You need to review your business model carefully and identify which components that need improving and grow your company.<\/p>\n","protected":false},"excerpt":{"rendered":"

M\u1ed9t ng\u01b0\u1eddi ph\u00e1t tri\u1ec3n vi\u1ebft cho t\u00f4i: \u201cEm l\u00e0 m\u1ed9t nh\u00e0 doanh nghi\u1ec7p v\u00e0 c\u00f3 c\u00f4ng ti kh\u1edfi nghi\u1ec7p ri\u00eang c\u1ee7a em; m\u1eb7c d\u1ea7u n\u00f3 … <\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16],"tags":[],"class_list":["post-715","post","type-post","status-publish","format-standard","hentry","category-nha-doanh-nghiep"],"_links":{"self":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts\/715","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=715"}],"version-history":[{"count":1,"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts\/715\/revisions"}],"predecessor-version":[{"id":716,"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts\/715\/revisions\/716"}],"wp:attachment":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=715"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=715"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=715"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}