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几乎所有人都认定微信是第一张真正意义上的移动互联网船票,包括近3亿用户的庞大流量、强关系的社交营销圈子、打通中的移动支付闭环以及隐现的开放平台生态等,几乎处处都是商机。在互联网的红利时代放缓之时,微信的商业化正如旭日初升。

但几乎所有人也都在等待:很多微信草根大号因病毒营销而被封杀,大小B2C商家依然没找到口碑营销之外的变现通道,还有不少CRM服务商正纠结于微信平台的真假开放……甚至腾讯移动生活电商部的高管也坦承,下一个微信版本会怎样,他们自己说了不算,一切都在等微信缔造者张小龙的决策。

“我们在等待微信把生态系统搭建好,然后再真正进场,目前所能做的就是继续提升用户体验。”快捷酒店管家产品经理朱坤称。

去年10月,他与原支付宝首席产品设计师白鸦闲聊,发现彼此对利用微信进行电商化尝试的见解不谋而合,即鼓励用户在微信内输入需求然后返回搜索结果,为此,两人开始向微信要API接口支持。11月,白鸦的微信公众号guang(逛)第一次试验成功,用户在微信中输入想要的商品品类比如“女装”,即能获得相关的商品推荐反馈,而朱坤团队的产品则是鼓励用户在微信中分享地理位置信息,据此推送周边酒店预订信息。

到如今,白鸦的guang基本已处于停顿状态,而快捷酒店管家的微信公众号虽然已有约5万粉丝,每天要收到用户发来的近千次酒店查询需求,但每天转换成功的订单并不多。

争论已经开始出现,一边是各种力量正催促微信开放更多的变现通道,另一边则有人在呼吁“要爱护微信”,以防止微信的电商化尝试虚火过旺。而据接近腾讯移动生活电商部的人士称,微信商业化的尺度目前还没有定下来,“一切可能都是张小龙一念之间的事情”。

B2C电商遭遇微信的最大隐痛:转化率低

金种子创投联合创始人董江勇决定亲身体验美肤汇的微信购物流程,他在美肤汇的微信公众账号上开设的购物专区中选择了一款60多元的化妆品,点击购买,并按照系统提示输入手机号码,稍后便接到了美肤汇客服的电话,录入个人相关信息后,完成了下单。整个过程大约花了10分钟,而且只能选择货到付款。

“这种运营方式会使得成本上涨,同时也没有充分利用微信的随身性、便捷性等特征,美肤汇的微信购物更像是一个试点。”董江勇称。

美肤汇是在去年11月下旬率先搭载上微信电商快车的,其微信公众号上开设了“美肤汇会员购物专区”,用户点击进入即可选购特定商品。这一便捷通道的出现,一度激发了很多淘品牌以及垂直B2C的强烈兴趣。

“美肤汇是典型的小而美电商代表,这一群体正在被淘宝系抛弃,微信一旦要想拉它们过来,吸引力是非常大的。”真购网副总经理方雨介绍说,他运营着一个淘宝店铺,也开通了微信公众账号jericho,目前有3000多粉丝,“电商拉新用户的成本太高,我们宁愿用微信来维护老客户”。据他估算,推出微信公众账号后3个月里,老用户的重复购买率提高了10%,“只能说是细水长流,而非立竿见影”。

不过,对小而美电商而言,微信主要还是一个客服工具。方雨称,“现在能用的微信第三方工具基本都用了,受制于微信的开放程度,目前只能做到这个样子”。

转化率低已成为B2C电商淘金微信时遭遇的最大隐痛。据匿名人士透露,淘宝上知名化妆品品牌NALA试水微信公众号后,几乎没有收到任何的用户询单。

这一问题的出现大致有三个原因:一是B2C电商试图将PC购物体验搬到微信上,用户需要跳转到商家的移动WAP页面,而不少商家并未进行移动端的页面优化,且每多跳转一次就会流失一部分用户;二是忽略或漠视微信的强关系媒体属性,很多人只是简单复制在微博上的病毒式营销方式,导致用户不堪其扰;三是微信并未完全放开支付闭环接口,而WAP界面的支付操作过于繁琐。

更糟糕的是,腾讯移动生活电商部人士透露称,腾讯目前也已不鼓励B2C电商入驻微信,并要进行准入把控,“不想过度放大B2C电商微信公众账号的媒体属性,更希望突出其CRM管理的工具属性”。问题是,手握3亿多用户的微信已经成为B2C电商眼中最值得介入的拉新客、广告展示以及变现工具,只能做CRM显然不能满足它们的胃口。

大部分人选择了尊重微信设定的游戏规则,并尝试将CRM玩出花样。“微博大号转发那一套已经行不通了,我们的定位也不是赚多少钱,而是为用户提供一个私人化、个性化的服务渠道。”聚美优品联合创始人戴雨森称,聚美优品是第一批入驻微信平台的电商,目前粉丝已超过4万。

鉴于用户不喜欢冰冷的机器人自动回复,聚美优品就将微信公众号打造成了一个有血有肉的卡通形象“小美”,用户可以调侃它,向它咨询产品信息,甚至可以索要聚美优品创始人陈鸥的签名照。小美每周也会推送一款产品试用的信息,用户只需回复想试用的理由,基本上每次都由几千名微信粉丝参加,回复信息超过上万条,互动粘性极高。

聚美优品也曾尝试与微信沟通在CRM之外的可能性,但得到的所有回复都模棱两可,“合作双方都在一个摸索阶段,微信团队也并没有想清楚自己的定位”。

不过,事情也许会有转机。炎黄网络CEO、皮皮精灵助理总裁管鹏称,今年1~2月,微信会实现与财付通的全面打通,以完成支付闭环,转化率的问题会得到缓解。

管鹏还称,电商做微信公众平台运营的思路未来一定要转变:例如商家可以借鉴微信路况、快捷酒店管家等工具类微信公众号的运维思路,减少对用户的骚扰,多鼓励用户主动提交需求;同时,微信平台的强关系属性意味着它更适合于做二次营销,“未来的微信电商尝试应该就是淘宝旺旺与微博的结合体,实现精准的CRM管理与媒体传播”。

微信电商的边界探索

短短2年中,微信已从一个通信产品演化为开放平台,从圈子营销逐步试水电商化的变现通道,这其中有太多的边界需要在碰撞与融合中重塑。

携程旅行网新媒体部门负责人单鸿黎曾经做过一次测试,她利用携程微信公众号与粉丝进行沟通,在30分钟内向他们推荐携程无线APP,结果几乎大部分用户都接受了她的推荐下载请求,这种强关系效应在微博上是难以做到的。此外,她还发现用户更喜欢在微博上进行产品服务投诉,但在微信上的投诉却很少。

“微博传播注重传播的广度,而强关系的微信则注重沟通的深度与粘性,两者可以互为补充。”单鸿黎称携程目前已经构建和运维一个包括四大门户微博、微信、人人网、开心网、携程APP等在内的新媒体矩阵,PC端以微博为矩阵核心,移动端则以微信为核心。

单鸿黎表示,携程已将“社会化电商”与“电商的社会化”作为未来发力的重要战略之一,就是用户可以利用社会化媒体账号登陆携程官网,多个媒体平台可以实现内容相互分享与导流,从而实现用户的转换与留存。

目前携程新媒体部门的全职运维人员只有4人,但通过建立虚拟项目组的方式,携程将客服、技术、市场合作等多个部门的人员动员起来。每当有相关促销或品牌营销活动,微博与微信同时发力,并设置了相互引流的链接,效果还也不错。

实际上,微信本身也在制定规则以提醒外界,它的平台运作方式与微博存在巨大差异,比如它关闭了第三方页面一键分享功能的API接口,并将认证公众号每天所发消息由三条限制为一条,就是不想重蹈新浪微博商业化失控的覆辙。

未来,最有可能出现的一种情况就是适度隔离,微信会在“公众账号+会员卡”设计之上单独嫁接一个类似微商城的商业化平台。传媒梦工场投资分析师朱晓鸣认为:“微信基于通信与社交搭建的公众平台架构不发生改变,但微信可以把公众平台设置为一个相对私密的大房间,里面放什么东西是商家的事情,也不会过度影响用户的使用体验。”

除了实现社交电商的格局重构,微信还需要与参与者们摸索PC购物与移动购物的边界。高朋网的微团购是最早实现支付闭环打通的微信O2O项目,目前已拥有数万粉丝,转化率也好于B2C电商的微信公众号,它并未做大面积宣传推广,也几乎很少主动向用户推送信息,基本是在用户输入城市关键词以后才返回4~5项团购产品。

“微团购还不成熟,它只发挥了微信特性的10%,我们现在不敢使劲推。”高朋网副总裁高峡表示,目前微团购将主要精力放在了控制产品的品质上,并针对手机端一些特性(比如陀螺仪、摄像头、高清触摸屏、LBS等)进行新功能内测,新版微团购将在2月前后推出,“它将是真正为微信和手机而生的产品,目前的版本只是单纯为团购而生”。

例如,微团购会为线下商家配备更多名为“微护照”的智能扫描设备,这种钢笔大小的设备可以在1秒钟内读取用户手机上的微团购二维码,极大简化用户消费流程。同时,微团购将在1月与苹果的iPad全球部署项目合作,利用iOS6定制界面的新特性,将微团购嵌入苹果为线下商家部署的iPad或iPod中。

微团购的未来使用场景非常类似于Groupon推出的“GrouponNow”服务,就是用户可以通过移动设备随时随地提交团购需求。不过,高峡称微团购并没拥有太多特殊的微信接口资源,公司正紧密跟随腾讯电商的微生活团队,配合其整体的O2O战略。

纠结的O2O

在外界的猜测中,微信电商化可以发力的领域包括手机游戏、B2C电商以及O2O市场等,但腾讯电商部门最近的调整却颇有些转啃硬骨头的味道:2013年,QQ网购与易迅网两大主力将加速抢占B2C电商市场,短期内并没有与微信打通的计划;基于微信的团购模式是O2O市场中最容易操作的切入点,但腾讯电商并不想只让高朋网一家独立运营,而是会开放给其他团购商家;最终,微信电商O2O只剩下一个主攻点,即抢占线下服务业商家的会员卡及CRM市场,这是O2O市场中最难、最累的活。

“吸引淘品牌、B2C电商入驻微信平台,只是腾讯对阿里系的一种袭扰战术,短期内会有一些效果,但腾讯真正要发力就是线下的O2O市场。”有移动零售服务商CEO分析称,就连锁业态而言,持有会员卡的消费者会比非会员消费多2~3倍,但目前线下商家发实体卡存在很多难点,例如用户乱填写信息、难以触及用户、垃圾短信泛滥等。该人士还称,“微信的电子会员卡服务很可能发展成线下商家的‘阿里旺旺’,从而实现商家的拉新、回流与留存,吸引力还是很大的”。

以太平洋咖啡为例,自2011年4月进入大陆市场以来,它主要忙于跑马圈地,开设了137家实体店,无暇顾及会员卡体系的建设,而微信会员卡的出现带来了新机遇。去年10月中旬,太平洋咖啡开始与微生活团队洽谈合作,到11月底就已拥有8万微博粉丝。

据太平洋咖啡CEO汤国江介绍,目前其微信公众号每2周左右才推送一次信息,主要是推广自家的PCC胶囊咖啡机,参与的用户可以获得一杯免费赠饮。现在每天午休时间都有不少会员前来体验,胶囊咖啡机的销量也较为可观。

目前,微信会员卡服务对规模较大的品牌连锁商家确实有很强的诱惑力,但一旦腾讯试图向更小规模的商家推进,或者尝试用自家CRM系统对接甚至替代商家既有的实体会员卡系统,事情就会变得复杂而纠结。腾讯移动生活电商部副总经理戴志康此前曾坦承,“我们就像热锅上的蚂蚁一样在受着煎熬,无从下手”。而该部门某区域业务总监也透露,目前进展不太理想,很多线下商家依然习惯于做短信群发,要打开局面需要有一个过程。

餐饮行业CRM服务商雅座CEO白昱将互联网公司切入O2O市场的模式分为四类,即渠道广告型(将线上流量导入线下)、按效果付费型(团购模式)、会员卡型(以会员数据为基础做二次营销)以及综合解决方案型(提供CRM工具和人员培训等综合解决方案),微信都可以参与其中,但定位却一直在摇摆。

“仅仅提供一个CRM工具是不够的,后续还需要帮助商家来管理,腾讯微生活团队还没有考虑那么多,一堆二维码铺出去了,商家有会员了,但接下来都不知道该怎么做了。”白昱表示,有些商家已经在撤掉店里的微信二维码牌,“微信以二维码为入口发展会员,然后对接商家CRM是可以的,但这已经就是一个大的CRM概念和服务,要真正往下推,腾讯需要CRM服务商的合作。”

另外一个纠结的话题在于互联网公司可能过度夸大了线下中小商家对于互联网渠道的流量需求,按照白昱的经验判断,很多商家到店人流中线上流量能占10%就已经是非常高了,“这意味着线上渠道只是一个补充,商家更重视线下渠道,商家的配合度和学习热情并没有那么高,结果O2O发挥作用的周期被延长了,这就是比较痛苦的地方。”

这也意味着腾讯移动生活团队如果不构建一个平台开放的生态链,就只能自己去做地推,一家家去谈,还要花费力气培训店员。此外,白昱还认为,“只是群发微信消息目前并没有太多意义,很多商家能够用自己的CRM系统生成二维码,提供给消费者,既能做消费者到店核销,又能做数据分析和二次营销,但这都需要微信开放API接口”。

平台生态难题隐现

目前,类似雅座的线下商家CRM服务商非常多,规模大小不一,它们都有着与微信强烈的合作需求,很多人通过各种渠道找到腾讯电商团队,但得到的答复目前依然模糊不清。“我们现在不敢动,只能是观察微信方面的动作。”白昱称,腾讯移动生活部门应该主动宣布开放政策,否则参与者没法做,生态也建立不起来。

一个令很多人疑虑的地方在于,腾讯也收购了通卡公司、一卡易公司等CRM服务商,这被外界认为是“腾讯既要开收费站又要自己跑车”。如果腾讯此举仅仅是为了完善微信本身的CRM系统,提升系统稳定性与易用性尚可理解,但如果它再跨出一步,试图替代线上商家既有的CRM系统,实现产业通吃,无疑将引来该市场既有占领者的排斥。

白昱称,商家不会主动就放弃原先的CRM系统,“这些已经不是技术问题,而是理念问题。腾讯移动电商以及微信应该想好自己的定位,去做修高速公路的事情”。

“腾讯目前做微信O2O拓展并不会向商家收费,又没有宣布明晰的合作分成模式,导致各大CRM公司比较纠结,既要合作,又不能走太近。”日科创想公司董事长刘军称,只有大公司才能玩得起这种试水,很多小公司见不到利益就不会配合腾讯,新浪微博多年前推商户微博就已经出现这个问题,导致商业化尝试挫折连连。

刘军认为,很多商家早已发了大量实体卡,构建了自己的CRM系统和数据库,再额外铺设一个电子会员卡系统,会在财务处理和日销对账上带来麻烦。因此,要在原来的实体卡系统基础上接入微信的虚拟会员卡,才能减少推广难度。“微信O2O一定要寻找真正的合作开放,如果思路对了,一年多就可以起来。”刘军称。

类似真假开放的疑虑也开始出现在其他地方。据金种子创投联合创始人董江勇透露,微信的游戏运营将被腾讯互娱部门拿走,“按照互娱一贯的强势和封闭争取的小农心态,我开始担心,微信到底该如何扛起开放的大旗?”

“原腾讯系统是以内聚式流量内部流转产生利润,而开放平台则以作为流量集散地产生利润,两者必然会产生交锋。”有业内人士称,微信最大的风险是把事情交给腾讯内部来做,“不过,张小龙肯定是要做开放平台的,微信只要做开放接口就可以了,无论对腾讯内部还是外部,差别应该不大”。

该人士还透露称,最近微信封闭了几家深圳本地的垂直电商,其中有一家已经有2万多粉丝,日销售额约五六千元,而封杀的原因在于腾讯内部人收钱违规操作,“这种类似淘宝小二的事情将会出现在微信开放平台上,微信未来要有运营健康平台生态的准备”。

“微信应该是基于通信、社交功能基础上实现平台开放,主要围绕数据开放与应用开放两个方向,来构建生态系统,这才是微信要做的事情。”金种子创投联合创始人董江勇做了一个比喻,称微信还在“建国阶段”,“目前主要是进行基础通信设施建设,制定《宪法》、《民法》和《刑法》,而更细小的《商法》只能小心翼翼的尝试,微信需要如履薄冰才行”。

董江勇本人更是明确反对“微信电商化”这一说法,他认为目前存在的最大悖论在于,“电商化”只是外界汹涌的掘金者以及腾讯电商部门想借助微信来实现商业变现,但这并非身处广研所的微信团队所要做的事情。

无论如何,很多颇有争议的事情已经被算到了微信头上,这一切都在考验微信构建平台生态的开放尺度与延伸节奏。也无论外界的虚火如何旺盛,现在的微信还只是半张电商船票


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