{"id":6333,"date":"2025-10-14T11:57:33","date_gmt":"2025-10-14T03:57:33","guid":{"rendered":"https:\/\/nullthought.net\/?p=6333"},"modified":"2025-12-10T14:08:34","modified_gmt":"2025-12-10T06:08:34","slug":"%e4%b8%ad%e5%9b%bd2b%e8%bd%af%e4%bb%b6%e5%b8%82%e5%9c%ba%e8%bf%98%e6%9c%89%e5%87%ba%e8%b7%af%e5%90%97%ef%bc%9f","status":"publish","type":"post","link":"https:\/\/nullthought.net\/?p=6333","title":{"rendered":"\u4e2d\u56fd2B\u8f6f\u4ef6\u5e02\u573a\u8fd8\u6709\u51fa\u8def\u5417\uff1f"},"content":{"rendered":"\n<p>\u6b64\u6587<a style=\"font-weight: bold;\" href=\"https:\/\/mp.weixin.qq.com\/s\/B32WVweEsbQ9yIHfbeJm_g\" target=\"_blank\" rel=\"noreferrer noopener\">\u300a\u4e0d\u8981\u5728\u4e2d\u56fd\u505ato B\u8f6f\u4ef6\u300b\uff08\u4f5c\u8005\uff1a\u6731\u5efa\u660e James\uff09<\/a> \u63d0\u5230\u4e86\u4e2d\u56fdto B\u8f6f\u4ef6\u5e02\u573a\u76846\u5927\u7279\u5f81\uff1a<strong>1 \u5173\u7cfb\u9500\u552e 2 \u5b9a\u5236\u5f00\u53d1 3 \u4ef7\u683c\u4f4e\u5ec9 4 \u62d6\u6b20\u5c3e\u6b3e 5 \u79c1\u6709\u90e8\u7f72 6 \u73b0\u573a\u670d\u52a1<\/strong>\u3002\u8fd96\u4e2a\u7279\u5f81\u7684\u603b\u7ed3\u975e\u5e38\u5230\u4f4d\uff0c\u81ea\u5df1\u6df1\u6709\u4f53\u4f1a\u3002<br>The article <a href=\"https:\/\/mp.weixin.qq.com\/s\/B32WVweEsbQ9yIHfbeJm_g\" target=\"_blank\" rel=\"noreferrer noopener\">\u201cDon\u2019t Do to-B Software in China\u201d (author: Zhu Jianming, James)<\/a> highlights six defining traits of China\u2019s to-B software market: (1) relationship-driven sales, (2) custom development, (3) low prices, (4) delayed final payments, (5) on-premises deployment, and (6) on-site service. This six-point summary is spot on\u2014I\u2019ve experienced all of them firsthand.<\/p>\n\n\n\n<p><strong><mark style=\"background-color:rgba(0, 0, 0, 0);color:#cf2e2e\" class=\"has-inline-color\">\u5b8f\u89c2\u4e0a\u770b\uff0c2B\u8f6f\u4ef6\u5e02\u573a\u5f53\u524d\u9762\u4e34\u7740\u66f4\u5927\u7684\u95ee\u9898\u3002\u4ee5\u524d\u7ecf\u6d4e\u589e\u957f\uff0c2B\u7684\u8f6f\u4ef6\u9700\u6c42\u4e5f\u662f\u589e\u957f\uff0c\u6216\u8005\u81f3\u5c11\u662f\u7a33\u5b9a\u7684\u3002\u5f53\u524d\u7ecf\u6d4e\u51cb\u655d\uff0c2B\u8f6f\u4ef6\u5728\u9700\u6c42\u4fa7\u5927\u5e45\u4e0b\u964d\u3002\u9700\u6c42\u5927\u5e45\u840e\u7f29\uff0c\u4f55\u8c08\u589e\u957f\uff1f\u7531\u6b64\uff0c\u4f9b\u7ed9\u4fa7\u7684\u8fc7\u5269\u4ea7\u80fd\u51fa\u6e05\u5219\u662f\u5fc5\u7136\uff0c\u51fa\u6e05\u8fc7\u7a0b\u662f\u6b8b\u9177\u7684\u3002<\/mark><\/strong><br>At the macro level, the to-B software market now faces a bigger problem. When the economy was growing, demand for to-B software grew as well, or at least stayed stable. With today\u2019s economic slump, demand on the to-B side has dropped sharply. If demand is shrinking so much, how can we even talk about growth? Consequently, a shake-out of excess capacity on the supply side is inevitable\u2014and the process will be brutal.<\/p>\n\n\n\n<p>\u4e2d\u56fd2B\u8f6f\u4ef6\u5e02\u573a\u7684\u51fa\u8def\u5728\u54ea\u91cc\uff1f\u6709\u6ca1\u6709\u80fd\u591f\u826f\u6027\u53d1\u5c55\u7684\u601d\u8def\u6216\u8005\u65b9\u5411\uff1f\u95ee\u4e86ChatGPT\uff0c\u7b54\u6848\u6216\u8bb8\u6709\u4e9b\u53c2\u8003\u4ef7\u503c\u3002\u4f46\u5b9e\u8bdd\u5b9e\u8bf4\uff0c<mark style=\"background-color:rgba(0, 0, 0, 0);color:#cf2e2e\" class=\"has-inline-color\">\u8fd9\u4e9b\u7b54\u6848\u4e5f\u5c31\u770b\u770b\u800c\u5df2\uff0c\u5176\u4e2d\u53ef\u80fd\u4e5f\u770b\u4e0d\u5230\u5b9e\u8d28\u6027\u5e0c\u671b<\/mark>\u3002<\/p>\n\n\n\n<hr class=\"wp-block-separator 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class=\"wp-block-list\">\n<li><strong>\u8ba2\u9605\u4f18\u5148<\/strong>\uff1a\u79c1\u6709\u5316\u4e5f\u8d70\u201c<strong>\u5e74\u8d39\u8ba2\u9605\uff0b\u8fd0\u7ef4SLA<\/strong>\u201d\uff0c\u5e76\u5bf9\u201c\u7248\u672c\u5347\u7ea7\/\u5b89\u5168\u5408\u89c4\uff08\u7b49\u4fdd\/\u56fd\u5bc6\uff09\u201d\u8bbe\u7f6e<strong>\u5f3a\u4f9d\u8d56<\/strong>\uff0c\u5f62\u6210\u521a\u6027\u7eed\u8d39\u3002<\/li>\n\n\n\n<li><strong>\u201c\u5e73\u53f0\u8d39\uff0b\u7528\u91cf\u8d39\u201d<\/strong>\uff1a\u5e73\u53f0\u6309\u5e74\u3001\u6570\u636e\u70b9\/\u8bbe\u5907\/\u5e76\u53d1\/\u62a5\u8868\u5305\u6309\u91cf\u3002\u5de5\u4e1a\u573a\u666f\u53ef\u5f15\u5165<strong>\u6309\u63a5\u5165\u8d44\u4ea7\u6570\/\u91c7\u6837\u70b9\/\u5206\u6790\u4efb\u52a1<\/strong>\u8ba1\u8d39\u3002<\/li>\n\n\n\n<li><strong>\u878d\u8d44\u5de5\u5177\u7bb1<\/strong>\uff1a\u5e94\u6536\u4fdd\u7406\u3001\u8ba2\u5355\u878d\u8d44\u3001\u653f\u91c7\u7535\u5546\u5e73\u53f0\u5206\u671f\u3001\u4e0e\u5927SI\u8054\u5408\u4f53\u7ed3\u7b97\uff0c\u7f29\u77ed\u8d44\u91d1\u56de\u6d41\u3002<\/li>\n\n\n\n<li><strong>\u5ba2\u6237\u6210\u529f\u9a71\u52a8\u51c0\u7559\u5b58<\/strong>\uff1a\u4e0a\u7ebf180\u5929\u51c0\u6536\u76ca\u590d\u76d8\u2192\u53d1\u5e03\u4f18\u5316\u8def\u7ebf\u56fe\u2192\u4e8c\u6b21\u9500\u552e\uff08\u66f4\u591a\u63d2\u4ef6\/\u65b0\u4ea7\u7ebf\/\u65b0\u5de5\u533a\uff09\uff0c\u63d0\u9ad8<strong>\u51c0\u6536\u5165\u7559\u5b58\u7387\uff08NRR\uff09<\/strong>\u5230&gt;110%\u3002<\/li>\n<\/ol>\n\n\n\n<h4 class=\"wp-block-heading\">\u56db\u3001\u4ea7\u54c1\u4e0e\u5de5\u7a0b\u843d\u5730\u6e05\u5355\uff08\u5de5\u4e1a\/IIoT\u53c2\u8003\uff09<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u63a5\u53e3\u4e0e\u9002\u914d<\/strong>\uff1a\u5148\u505a<strong>80\/20\u7684\u534f\u8bae\u5e93<\/strong>\uff08Modbus\u3001OPC\u3001\u4e3b\u6d41PLC\/SCADA\u5bfc\u5165\u3001\u5e38\u89c1\u4f20\u611f\u5668\u9a71\u52a8\uff09\uff0c\u7a00\u6709\u534f\u8bae\u8d70\u201c\u63d2\u4ef6\uff0b\u52a0\u4ef7\u201d\u3002<\/li>\n\n\n\n<li><strong>\u53ef\u914d\u7f6e\u6570\u636e\u6a21\u578b<\/strong>\uff1a\u8bbe\u5907\u2014\u70b9\u4f4d\u2014\u62a5\u8b66\u2014\u5de5\u5355\u2014\u53f0\u8d26\u2014\u62a5\u8868\u7684\u5143\u6a21\u578b\u53ef\u89c6\u5316\u914d\u7f6e\uff1b<strong>\u591a\u79df\u6237\uff08\u903b\u8f91\u79df\u6237\uff09<\/strong>\u652f\u6301\u5927\u96c6\u56e2\u5206\u5b50\u516c\u53f8\u3002<\/li>\n\n\n\n<li><strong>\u7b97\u6cd5\u4e0e\u62a5\u8868\u5546\u5e97<\/strong>\uff1a\u632f\u52a8\/\u80fd\u8017\/\u4ea7\u80fd\/\u826f\u7387\/\u9884\u6d4b\u6027\u7ef4\u62a4\u7b49<strong>\u7b97\u6cd5\u5305<\/strong>\u4e0e<strong>\u53ef\u89c6\u5316\u62a5\u8868\u5305<\/strong>\u4e0a\u67b6\uff0c\u53ef\u8bd5\u7528\u3001\u53ef\u8d2d\u4e70\u3001\u53ef\u66f4\u65b0\u3002<\/li>\n\n\n\n<li><strong>\u5408\u89c4\u8def\u7ebf\u56fe<\/strong>\uff1a\u9010\u9879\u5b8c\u6210<strong>\u7b49\u4fdd\u3001\u4fe1\u521b\u517c\u5bb9\u3001\u56fd\u5bc6\u3001\u5ba1\u8ba1\u65e5\u5fd7\u3001\u6570\u636e\u672c\u5730\u5316<\/strong>\uff1b\u628a\u8bc1\u4e66\u4e0e\u6e05\u5355\u653e\u8fdb\u552e\u524d\u8d44\u6599\uff0c\u51cf\u5c11\u653f\u4f01\u91c7\u8d2d\u963b\u529b\u3002<\/li>\n\n\n\n<li><strong>\u53ef\u89c2\u6d4b\u6027<\/strong>\uff1a\u5185\u7f6e<strong>\u65e5\u5fd7\/\u6307\u6807\/\u8ffd\u8e2a<\/strong>\u4e09\u4ef6\u5957\uff0c\u63d0\u4f9b\u4e00\u952e\u8bca\u65ad\u5305\uff1b\u79bb\u7ebf\u573a\u666f\u63d0\u4f9b\u5b89\u5168\u53ef\u63a7\u7684<strong>\u8865\u4e01\u4e0e\u89c4\u5219\u70ed\u66f4<\/strong>\u673a\u5236\u3002<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">\u4e94\u3001\u7ec4\u7ec7\u4e0e\u6fc0\u52b1<\/h4>\n\n\n\n<ul 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