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今年上半年接触了一个项目,估且称之为C公司吧。

C公司是做高端设备的,技术门槛很高,在国内能研发这种设备的厂家只有个位数,除C公司外,都是几十亿级、几百亿级甚至几千亿级的大公司。即使放眼国际市场,行业内的玩家也不多。它所在的行业,是一个由多个巨头把持,小公司望而却步的行业。

高技术门槛和巨头垄断足以把绝大部分的创业者吓出这个行业,不过C公司却是个例外,这与C公司创始人的背景有关。C公司的创始人无一例外地出身于刚才所说的行业内的巨头公司,我们之前的文章中多次提到了创始人的基因,他们的基因就是:掌握了牛B的技术,以平常心看待巨头。

后来C公司快速聚拢了一大批技术精英,有不少是从巨头公司过来的。经过几年的努力,成功地研发出了他们的产品。他们采用了新的技术,设计了新的框架,使产品具备了一定的竞争力而且为后续的技术演进打下了基础;巨头公司的产品由于在市场上有大规模的存量,只能平滑演进,不能推倒重来,所以在先进性上比不上C公司,当然由于多年的积累,在产品序列及最高端的技术上不是C公司能够比拟的。

看到这里,很多人会问:在巨头垄断的行业里,他们怎么做市场?你们的疑虑没错,他们还有一个基因:只会技术,不会市场。

水到桥头自然直,后来C公司的做法是:既然我只会技术,不会市场,那么我就只做技术,不做市场。一个人总是因为知道自己不能做什么才最后做成了什么,于是它成为了一家专做OEM/ODM的公司。

再后来,C公司专注于做它的产品,没怎么去想市场策略,反而是市场帮他适应出了一套策略。跟它合作的中小规模的公司,用它的产品,避开了巨头的正面交锋,在一些细分行业占领了一些市场;几家国外的巨头也开始跟它合作,因为他们发现在技术和成本上与C公司相比都没有优势,于是改用C公司的产品去开拓国外市场,也有一部分国内市场。

所以同样是做OEM/ODM,C公司有点与众不同。它用埋头做技术的方式不断巩固它的竞争优势,并且占据了合作中的主动,至少是在与中小规模公司的合作中。C公司较广的合作客户基础,也帮助它摆脱了大客户依赖的风险。

也许现在评价C公司是否成功为时尚早,但C公司的成长轨迹多少引起我们对“酒好到底怕不怕巷子深”这个问题的思考。C公司有好酒,但它并没有走出巷子来叫卖,但也不能说它完全在巷子中坐等,它一方面通过与走街串巷的酒贩子合作,将它的酒卖出去,另一方面苦修酿酒技艺,做出一流的美酒,让好酒的人们离不开它的滋味。

于是我们看到,在深深地巷子里,身着各异的酒贩们排着队,挑着担子来买酒,然后又渐渐散去,消失在七胡同八弄堂,再然后城市里的各个角落,散出浓浓的酒香。

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从投资人的角度来看,这样的项目还是受欢迎的,有较高的技术壁垒,知道自己适合做什么,不适合做什么。如果C公司按照常规思路努力地去做市场,失败的可能性很高,在巨头垄断的市场里单枪匹马冲杀是很艰难的。C公司选择了专注产品和技术,扬长避短,与适合冲杀的、有丰富战斗经验的伙伴合作,这是它的自知之明,也是它聪明的地方。

当然世界上没有完美的项目。对C公司来说,要高速发展,始终要依赖于巨头,毕竟在细分市场的业绩增长很难有爆发式增长。在巨头面前,C公司的主动权要弱很多,C的产品只是补充巨头庞大的产品线中的一种而已,巨头会不会花力气卖C的产品是一个问题。所以C要温饱,要小康,都没问题,要成为暴发户,得看巨头公司。以国外巨头在全世界的体量,如果真的推C的产品,那么瞬间几亿元的订单也不在话下,只是这种情况并不是C能够主动掌握的。

C公司前面的路,将会是一个螺旋式上升的过程。以OEM/ODM为基础,先活下去,把基础做实,借伙伴之手,在行业内积累和沉淀下来,然后慢慢地推出自己的品牌,建设品牌与OEM/ODM一起做,两条路相互扶持,最终前者的比重会越来越大,打造出C公司的百年老店。

公众微信名称:B座12楼      微信ID:B1-12F。

创业投资的一线观察。原创内容,每日更新。
​聚焦热门趋势、解读商业模式、分析创业项目、分享投资感悟。


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  168. pay you top dollar.selling products is another…

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  187. and steady wins the race” earning money…

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  192. will have an arsenal of writing samples…

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  198. to use in their business. this blogging…

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  199. any articles or pictures you added to…

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  206. college writing assignments? it seems there is…

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  217. question will be asked is your rss…

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  223. current state, it is not publishable. however,…

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  225. do some additional and smaller steps make…

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  226. if your blog does not have enough…

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  227. and they need to be written from…

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  236. vas offering? chances are, there in demand…

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  240. a back link to your website.why guest…

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