{"id":90459,"date":"2023-12-18T09:35:14","date_gmt":"2023-12-18T01:35:14","guid":{"rendered":"https:\/\/metaegh.com\/?p=90459"},"modified":"2023-12-20T10:13:16","modified_gmt":"2023-12-20T02:13:16","slug":"overview-of-the-cloud-computing-industry-in-usa","status":"publish","type":"post","link":"https:\/\/metaegh.com\/en\/2023\/12\/18\/overview-of-the-cloud-computing-industry-in-usa\/","title":{"rendered":"Overview of the Cloud Computing Industry in 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\u6240\u4ee5\u65e0\u8bba\u662f\u5bf9\u4e8e\u5904\u4e8e\u65e9\u671f\u5feb\u901f\u589e\u957f\u9636\u6bb5\u7684SaaS\u4f01\u4e1a\u6216\u662f\u5df2\u7ecf\u8fdb\u5165\u6210\u719f\u9636\u6bb5SaaS\u516c\u53f8\uff0c\u5ba2\u6237\u83b7\u53d6\u6548\u7387\u4e00\u76f4\u662f\u5e02\u573a\u5173\u6ce8\u7684\u5185\u5bb9\u3002<\/p>\n\n\n\n<ul>\n<li><strong>CAC<\/strong>: \u5ba2\u6237\u83b7\u53d6\u6210\u672c\uff0c\u5047\u8bbe\u4ee5\u5e74\u4e3a\u5355\u4f4d\uff0c\u5219\u8ba1\u7b97\u516c\u5f0f\u4e3aCAC=\u4e0a\u4e00\u5e74\u516c\u53f8\u9500\u552e\u8d39\u7528*\u7528\u4e8e\u65b0\u5ba2\u6237\u62d3\u5c55\u9500\u552e\u8d39\u7528\u5360\u6bd4\u3002<\/li>\n\n\n\n<li><strong>LTV<\/strong>: \u5ba2\u6237\u751f\u547d\u5468\u671f\u5185\u4ef7\u503c\uff0c\u8ba1\u7b97\u516c\u5f0f\u4e3aLTV=\uff08\u65b0\u5ba2\u6237\u5e74\u5ea6\u6536\u5165\u8d21\u732e*\u6bdb\u5229\u7387\uff09\/\u5ba2\u6237\u6d41\u5931\u7387\u3002<\/li>\n\n\n\n<li><strong>LTV\/CAC<\/strong>: \u65b0\u5ba2\u6237\u751f\u547d\u5468\u671f\u5185\u4ef7\u503c\u8d21\u732e\/\u5ba2\u6237\u83b7\u53d6\u6210\u672c\uff0c\u4e3b\u8981\u53cd\u6620 SaaS \u4f01\u4e1a\u5ba2\u6237\u83b7\u53d6\u6548\u7387\uff0c\u7b80\u5355\u6765\u8bf4\u5c31\u662f\u6307\u6807\u8d8a\u9ad8\uff0c\u53cd\u6620 SaaS \u516c\u53f8\u5ba2\u6237\u83b7\u53d6\u6548\u7387\u66f4\u597d\uff0c\u4e5f\u5c31\u662f\u5728\u5ba2\u6237\u5b8c\u6574\u751f\u547d\u5468\u671f\u5185\u80fd\u5b9e\u73b0\u66f4\u9ad8\u7684\u5ba2\u6237\u4ef7\u503c\u4ea7\u51fa\uff0c\u884c\u4e1a\u5e73\u5747\u6765\u770b\u57283\u4ee5\u4e0a\u8f83\u597d\uff0c\u4f8b\u5982CRM\u548cWDAY\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>\u5ba2\u6237\u7559\u5b58\u6307\u6807\uff1a<\/strong>\u5f53\u4f01\u4e1a\u5b8c\u6210\u521d\u7ea7\u7684\u5ba2\u6237\u79ef\u7d2f\u540e\uff0c\u5bf9\u4e8eSaaS\u516c\u53f8\u6765\u8bf4\uff0c\u63a5\u4e0b\u6765\u6700\u4e3a\u91cd\u8981\u7684\u5de5\u4f5c\u5c31\u662f\u8ba9\u5ba2\u6237\u5c3d\u53ef\u80fd\u7684\u7559\u5728\u516c\u53f8\u7684\u5e73\u53f0\u4e0a\u3002\u516c\u53f8\u901a\u8fc7up-sell\u4ee5\u53cacross-sell\u7b49\u65b9\u5f0f\u6765\u5b9e\u73b0\u5ba2\u6237\u4ef7\u503c\u7684\u6301\u7eed\u7a33\u5b9a\u6d41\u5165\u4ee5\u53ca\u4e0d\u65ad\u589e\u957f\uff0c\u8fd9\u4e5f\u662f\u5b9e\u73b0SaaS\u4f01\u4e1a\u957f\u5468\u671f\u4e0bUE\u4e0d\u65ad\u63d0\u5347\u7684\u57fa\u7840\u3002<\/p>\n\n\n\n<ul>\n<li><strong>\u6bdb<\/strong><strong>\/<\/strong><strong>\u51c0\u7559\u5b58\u7387\uff08<\/strong><strong>gross\/net retention rate<\/strong><strong>\uff09<\/strong>:\u6bdb:(\u53bb\u5e74\u672b\u5ba2\u6237\u6570\u91cf-\u5e74\u5185\u5ba2\u6237\u6d41\u5931\u6570\u91cf\uff09\/\u53bb\u5e74\u672b\u5ba2\u6237\u6570\u91cf; \u51c0\uff1a\u4eca\u5e74\u5e74\u672b\u5ba2\u6237\u6570\u91cf\/\u53bb\u5e74\u5e74\u672b\u5ba2\u6237\u6570\u91cf\u3002<\/li>\n\n\n\n<li><strong>\u6d41\u5931\u7387\uff08<\/strong><strong>churn rate<\/strong><strong>\uff09<\/strong>:1-\u7559\u5b58\u7387\uff08gross retention rate\uff09\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>\u5ba2\u6237\u7ed3\u6784\u6307\u6807\uff1a<\/strong>\u66f4\u591a\u7684\u4ece\u4f01\u4e1a\u5185\u5728\u7684\u5ba2\u6237\u7ed3\u6784\u505a\u51fa\u5145\u5206\u7684\u5206\u6790\uff0c\u5305\u62ec\u5ba2\u6237\u7684\u4e1a\u52a1\u89c4\u6a21\u3001\u5408\u540c\u91d1\u989d\u3001\u4ea7\u54c1\u4f7f\u7528\u91cf\u7b49\uff0c\u5bf9\u4e8e\u5206\u6790\u516c\u53f8\u7684\u77ed\u671f\u7ade\u4e89\u529b\u4ee5\u53ca\u4e2d\u957f\u671f\u7684\u6301\u7eed\u6027\u90fd\u6709\u91cd\u8981\u7684\u610f\u4e49\u3002<\/p>\n\n\n\n<ul>\n<li><strong>\u5ba2\u6237\u4f53\u91cf <\/strong>:\u5206\u4e3a\u5927\u578b\u4f01\u4e1a\u548c\u4e2d\u5c0f\u4f01\u4e1a\uff0c\u4e00\u822c\u5927\u4f01\u4e1a\u5ba2\u6237ARPU\u66f4\u9ad8\uff0c\u5e76\u4e14\u627f\u62c5\u7cfb\u7edf\u6027\u98ce\u9669\u80fd\u529b\u66f4\u5f3a\u3002<\/li>\n\n\n\n<li><strong>\u5408\u540c\u91d1\u989d\u548c\u671f\u9650<\/strong>:\u548c\u5ba2\u6237\u4f53\u91cf\u6709\u4e00\u5b9a\u7684\u76f8\u5173\u6027\uff0c\u5927\u4f01\u4e1a\u5ba2\u6237\u66f4\u503e\u5411\u4e8e\u7b7e\u8ba2\u66f4\u957f\u5468\u671f\u7684\u5408\u540c\uff0c\u800c\u4e14\u5408\u540c\u91d1\u989d\u4e5f\u4f1a\u9ad8\u4e8e\u4e2d\u5c0f\u4f01\u4e1a\u3002<\/li>\n\n\n\n<li><strong>\u5ba2\u6237\u96c6\u4e2d\u5ea6<\/strong>:\u4e3b\u8981\u662f\u8ba9\u5e02\u573a\u5173\u6ce8\u516c\u53f8\u7ecf\u8425\u5c42\u9762\u7684\u98ce\u9669\uff0c\u662f\u5426\u5b58\u5728\u5bf9\u5c11\u6570\u5927\u5ba2\u6237\u4e25\u91cd\u4f9d\u8d56\u7684\u60c5\u51b5\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>\u5408\u540c<\/strong><strong>&amp;<\/strong><strong>\u8ba2\u5355\u6307\u6807\uff1a<\/strong>\u4e3a\u4e86\u66f4\u597d\u7684\u7ef4\u6301\u4e1a\u52a1\u7684\u6301\u7eed\u6027\uff0cSaaS\u4f01\u4e1a\u90fd\u4f1a\u66f4\u503e\u5411\u4e8e\u7b7e\u8ba2\u8f83\u957f\u65f6\u95f4\u5468\u671f\u7684\u5408\u540c\uff0c\u591a\u4ebf\u5408\u540c\u548c\u8ba2\u5355\u7684\u5206\u6790\u662f\u6bd4\u6536\u5165\u80fd\u591f\u597d\u7684\u63ed\u9732SaaS\u516c\u53f8\u7684\u4e3b\u8981\u6536\u5165\u6765\u6e90\u4ee5\u53ca\u4e1a\u52a1\u957f\u671f\u7684\u53ef\u6301\u7eed\u6027\u3002<\/p>\n\n\n\n<ul>\n<li><strong>Total Contract Value&amp; Annual Contract Value<\/strong>: \u5176\u4e2dcontract value(\u5408\u540c\u91d1\u989d\uff09\u4e3a\u76ee\u524d\u5df2\u7ecf\u7b7e\u8ba2\u7684\u603b\u5408\u540c\u91d1\u989d\uff0c\u800cannual contract value (\u5e74\u5ea6\u5408\u540c\u91d1\u989d\uff09\u662f\u5e73\u5747\u6298\u7b97\u5230\u6bcf\u5e74\u7684\u5408\u540c\u91d1\u989d\uff0c\u8ba1\u7b97\u516c\u5f0f\u4e3aContract Value\/\u5408\u540c\u5e74\u9650\u3002<\/li>\n\n\n\n<li><strong>RPO &amp; cRPO<\/strong>: RPO\uff08Remaining &nbsp;&nbsp; Performance Obligation\uff09\u662f\u76ee\u524d\u8fd8\u6ca1\u5c65\u884c\u5e76\u4e14\u4ecd\u5f85\u5c65\u884c\u7684Total Contract Value, cRPO\u662f\u672a\u6765\u77ed\u671f\uff0c\u4e00\u822c\u662f\u672a\u676512\u4e2a\u6708\u9700\u8981\u5c65\u884c\u4f46\u8fd8\u672a\u5b8c\u6210\u7684\u5408\u540c\u91d1\u989d\u3002<\/li>\n\n\n\n<li><strong>Billings<\/strong>: \u8fd9\u4e00\u4e2a\u6307\u6807\u662f\u516c\u5f53\u671f\u7684\u5f00\u7968\u6536\u5165\uff0c\u8ba1\u7b97\u65b9\u5f0f\u4e3aBillings= Revenue+\u671f\u672bdeferred revenue-\u671f\u521ddeferred revenue,\u4e5f\u5c31\u662f\u4ee3\u8868\u5f53\u671f\u5185\u4f01\u4e1a\u771f\u5b9e\u7684\u73b0\u91d1\u6d41\u5165\u3002<\/li>\n\n\n\n<li><strong>ARR<\/strong><strong>\uff08<\/strong><strong>Annual Recurring Revenue<\/strong><strong>\uff09<\/strong>: \u66f4\u52a0\u5173\u6ce8\u5728recurring \u7684\u6536\u5165\u4e0a\uff0c\u5e76\u4e14\u901a\u8fc7\u5bf9\u4e0d\u540c\u671f\u95f4\u7684\u8c03\u6574\u5e2e\u52a9\u5e02\u573a\u80fd\u591f\u5728\u7edf\u4e00\u7684\u6846\u67b6\u4e0b\u5206\u6790SaaS\u516c\u53f8\u5e74\u5316\u7684recurring \u6536\u5165\u89c4\u6a21\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>\u6536\u5165\u7ed3\u6784\u6307\u6807\uff1a<\/strong>SaaS\u516c\u53f8\u7684\u6536\u5165\u7ed3\u6784\u53ef\u4ee5\u5206\u4e3a1\uff09\u8ba2\u9605\u6536\u5165\uff1b2\uff09\u6309\u9700\u4ed8\u8d39\uff1b3\uff09License \u6536\u5165\uff08\u6c38\u4e45\u6216\u8005\u6709\u65f6\u95f4\u671f\u9650\uff09\uff1b4\uff09\u7ef4\u62a4\u6536\u5165\uff1b\u548c5\uff09\u5176\u4ed6\u4e13\u4e1a\u670d\u52a1\uff1b\u5982\u679c\u6309\u7167\u6301\u7eed\u6027\u6765\u5206\u53ef\u4ee5\u7b80\u5355\u5206\u4e3aRecurring\u548cnon-Recurring \u6536\u5165\u3002<\/p>\n\n\n\n<ul>\n<li><strong>\u8ba2\u9605\u6536\u5165<\/strong>: SaaS \u516c\u53f8\u6700\u5e38\u89c1\u7684\u6536\u5165\u6307\u6807\u4e3b\u8981\u7ed3\u5408\u8d26\u53f7\u6570\u91cf\u3001\u8d26\u53f7\u671f\u9650\u4ee5\u53ca\u8d26\u53f7\u5bf9\u5e94\u7684\u4ea7\u54c1\u529f\u80fd\u7b49\u8fdb\u884c\u7efc\u5408\u8ba1\u8d39\uff0c\u76ee\u524d\u662fSaaS\u884c\u4e1a\u7684\u4e3b\u6d41\u4ed8\u8d39\u6a21\u5f0f\u3002<\/li>\n\n\n\n<li><strong>\u6309\u9700\u4ed8\u8d39<\/strong>: \u5c11\u90e8\u5206\u516c\u53f8\u6bd4\u5982SNOW\u548cDDOG \u6309\u7167\u7528\u6237\u5b9e\u9645\u4f7f\u7528\u91cf\u6765\u6536\u8d39\uff0c\u6bd4\u5982\u4e00\u6b21\u4f7f\u7528\u4f7f\u7528\u4e86\u591a\u5c11\u7684\u7b97\u529b\u6216\u8005\u8c03\u53d6\u4e86\u591a\u5c11\u6570\u636e\u6765\u8ba1\u7b97\u3002<\/li>\n\n\n\n<li><strong>License\/Term License<\/strong>: \u6c38\u4e45license \u4e00\u822c\u53ea\u5728\u4f20\u7edf\u7684\u8f6f\u4ef6\u4e2d\uff0c\u7528\u6237\u6709\u6c38\u4e45\u6d88\u8d39\u4f7f\u7528\u6743\u4f46\u4e00\u822c\u4e5f\u4f1a\u4e70\u7ef4\u62a4\u670d\u52a1\uff1bTerm License\u76f8\u8f83\u6c38\u4e45\u9644\u5e26\u4e00\u5b9a\u7684\u65f6\u95f4\u671f\u9650<\/li>\n\n\n\n<li><strong>\u7ef4\u62a4\u6536\u5165<\/strong>: \u4e00\u822c\u548cLicense\u6a21\u5f0f\u76f8\u914d\u5408\uff0c\u7528\u6237\u5728\u8d2d\u4e70\u4e86\u56fa\u5b9a\u671f\u9650\u7684\u7ef4\u62a4\u670d\u52a1\u4e4b\u540e\uff0c\u53ef\u4ee5\u83b7\u5f97\u8f6f\u4ef6\u4ea7\u54c1\u540e\u7eed\u7684\u4ea7\u54c1\u66f4\u65b0\u548c\u6280\u672f\u652f\u6301\u7b49\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>FCF\u6307\u6807\uff1a<\/strong>FCF\u4f5c\u4e3a\u4e00\u4e2a\u548c\u5229\u6da6\u7b49\u540c\u7684\u6307\u6807\uff0c\u4ece\u67d0\u79cd\u89d2\u5ea6\u770b\u76ee\u524d\u5e02\u573a\u5bf9FCF\u7684\u5173\u6ce8\u5ea6\u66f4\u751a\u4e8e\u51c0\u5229\u6da6\u56e0\u4e3aFCF\u4ee3\u8868\u4e86\u4f01\u4e1a\u7684\u80a1\u606f\u5206\u914d\u80fd\u529b\u4ee5\u53ca\u4f01\u4e1a\u73b0\u91d1\u7684\u521b\u9020\u80fd\u529b\u548c\u652f\u914d\u80fd\u529b\uff1b\u9664\u4e86\u5e38\u89c4\u7684FCF\u4e4b\u5916\uff0c\u76ee\u524d\u5e02\u573a\u4e5f\u9010\u6b65\u5f15\u5165\u5254\u9664\u5229\u606f\u8d39\u7528\u7684FCF\u4ece\u800c\u66f4\u597d\u7684\u53cd\u6620\u516c\u53f8\u7684\u73b0\u91d1\u521b\u9020\u548c\u652f\u914d\u80fd\u529b\u3002<\/p>\n\n\n\n<p><strong>40\u6cd5\u5219\uff1a<\/strong>\u5bf9\u4e8e\u5927\u90e8\u5206SaaS\u516c\u53f8,\u5bf9\u4e8e\u5355\u4e00\u7684\u8d22\u52a1\u6307\u6807\u5177\u6709\u8f83\u5f3a\u7684\u8c03\u8282\u80fd\u529b\uff0c\u6bd4\u5982\u4e3a\u4e86\u5b9e\u73b0\u6536\u5165\u9ad8\u589e\u957f\u4ece\u800c\u9636\u6bb5\u6027\u7684\u964d\u4f4e\u5bf9\u76c8\u5229\u80fd\u529b\u7684\u5173\u6ce8\u6216\u8005\u4e3a\u4e86\u76c8\u5229\u80fd\u529b\u800c\u9002\u5f53\u7684\u964d\u4f4e\u6536\u5165\u589e\u901f\u3002\u6240\u4ee5\u5e02\u573a\u5f00\u59cb\u66f4\u5173\u6ce8\u4e00\u4e9b\u7efc\u5408\u6027\u7684\u6307\u6807\uff0c\u8fd9\u91cc\u9762\u6700\u5177\u6709\u4ee3\u8868\u6027\u7684\u662f40\u6cd5\u5219\u3002\u6309\u7167\u6cd5\u5219\uff0c\u5982\u679c\u4e00\u5bb6SaaS\u4f01\u4e1a\u7684\u6536\u5165\u589e\u901f+FCF Margin&gt;=40\uff0c\u5c31\u8868\u793a\u4f01\u4e1a\u57fa\u672c\u8d28\u5730\u4e0d\u9519\uff0c\u82e5\u6307\u6807\u5c0f\u4e8e40\uff0c\u5219\u8868\u793aSaaS\u4f01\u4e1a\u4ea7\u54c1\u7f3a\u4e4f\u7ade\u4e89\u529b\u6216\u8005\u8425\u9500\u6548\u7387\u8fc7\u4f4e\u3002<\/p>\n\n\n\n<ul>\n<li><strong>\u5c40\u9650\u6027\uff1a<\/strong><strong>40<\/strong><strong>\u6cd5\u5219<\/strong>\u4f5c\u4e3a\u4e00\u4e2a\u5e02\u573a\u4f7f\u7528\u6700\u4e3a\u9891\u7e41\u7684\u7efc\u5408\u6027\u6307\u6807\uff0c\u4e0d\u4ec5\u878d\u5408\u4e86\u4f01\u4e1a\u7684\u6210\u957f\u6027\u3001\u76c8\u5229\u80fd\u529b\uff0c\u4e5f\u80fd\u591f\u8f83\u597d\u5730\u6d88\u9664\u4f01\u4e1a\u53d1\u5c55\u9636\u6bb5\u548c\u5404\u4e2a\u516c\u53f8\u4e1a\u52a1\u7b56\u7565\u5dee\u5f02\u5e26\u6765\u7684\u6307\u6807\u5dee\u5f02\u6027\u3002\u4f46\u8fd9\u4e2a\u6cd5\u5219\u7684\u5c40\u9650\u6027\u4e5f\u975e\u5e38\u660e\u663e\uff0c\u90a3\u5c31\u662f\u5bf9\u4e8e\u5904\u4e8e\u65e9\u671f\u9ad8\u901f\u589e\u957f\u9636\u6bb5\u4ee5\u53ca\u540e\u671f\u5e73\u6210\u719f\u7a33\u9636\u6bb5\u7684SaaS\u4f01\u4e1a\u5224\u65ad\u529b\u4e0d\u8db3\uff0c\u6bd4\u59822020-2021\u5e74\u4e1a\u7ee9\u7206\u53d1\u5f0f\u589e\u957f\u7684ZOOM\u8fd8\u6709\u5df2\u7ecf\u8fdb\u5165\u5e73\u7a33\u671f\u7684Oracle\u7b49\u516c\u53f8\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>\u8425\u9500\u8d39\u7528\u6307\u6807\uff1a<\/strong>\u8425\u9500\u8d39\u7528\u662f\u5f53\u524d\u7f8e\u80a1SaaS\u516c\u53f8\u6700\u4e3b\u8981\u7684\u8d39\u7528\u5f00\u652f\uff0c\u884c\u4e1a\u5e73\u5747\u5360\u6536\u5165\u6bd4\u91cd\u7ea640%\u3002SaaS\u516c\u53f8\u8f83\u9ad8\u7684\u9500\u552e\u8d39\u7528\u4e3b\u8981\u662f\u56e0\u4e3a1\uff09\u76ee\u524d\u5168\u7403SaaS\u5e02\u573a\u4ecd\u7136\u5904\u4e8e\u53d1\u5c55\u4e2d\uff0c\u5bf9\u4e8e\u5927\u90e8\u5206SaaS\u516c\u53f8\u6765\u8bf4\u83b7\u53d6\u66f4\u591a\u7684\u5ba2\u6237\u5e76\u62a2\u5360\u5e02\u573a\u4efd\u989d\u4f9d\u7136\u662f\u6700\u9996\u8981\u7684\u4efb\u52a1\uff1b2\uff09\u76ee\u524d\u8ba2\u9605\u6a21\u5f0f\u4f9d\u7136\u662f\u884c\u4e1a\u7684\u4e3b\u6d41\uff0c\u90a3\u5c31\u662f\u51b3\u5b9a\u516c\u53f8\u7684\u589e\u957f\u4e3b\u8981\u6765\u81ea\u5b58\u91cf\u5ba2\u6237\u7684ARPU\u63d0\u5347\uff0c\u4f46\u4e3a\u4e86\u8fc5\u901f\u548c\u7ade\u4e89\u5bf9\u624b\u62c9\u5f00\u5dee\u8ddd\uff0c\u516c\u53f8\u5c31\u8981\u4e0d\u65ad\u7684\u62d3\u5c55\u957f\u671f\u5ba2\u6237\u57fa\u7840\u5e76\u63d0\u9ad8\u7528\u6237\u7c98\u6027\u3002<br><\/p>\n\n\n\n<p><strong>\u516b\uff0cSaaS\u516c\u53f8\u7684\u8861\u91cf\u6307\u6807<\/strong><\/p>\n\n\n\n<p><strong>\u5728\u4e0b\u884c\u73af\u5883\u4e0b\uff0c\u66f4\u503e\u5411\u8001\u5ba2\u6237\u7eed\u7ea6\u5360\u6bd4\u8f83\u9ad8\u7684\u516c\u53f8\uff1a<\/strong>\u5047\u8bbe\u5728\u9762\u4e34\u4e0b\u884c\u98ce\u9669\u4e2d 1\uff09\u8001\u5ba2\u6237\u65b0\u9700\u6c42\u589e\u901f\u4e0b\u6ed120ppt; 2)\u65b0\u7528\u6237\u65b0\u9700\u6c42\u589e\u901f\u4e0b\u6ed120ppt\uff0c \u7ecf\u8fc7\u6d4b\u7b97\u53d1\u73b0\u8001\u5ba2\u6237\u7eed\u7ea6\u5360\u6bd4\u8f83\u9ad8\u7684\u5e73\u53f0\uff0875%\u8001\u5ba2\u6237\u7eed\u7ea6\uff09\u5728\u9762\u4e34\u7ecf\u6d4e\u4e0b\u6ed1\u65f6\u66f4\u52a0\u6709\u97e7\u6027\u3002<\/p>\n\n\n\n<p>\u8ba2\u9605\u5236\u6536\u8d39\u6a21\u5f0f\u6bd4\u6309\u9700\u4ed8\u8d39\u6a21\u5f0f\u5728\u4e0b\u884c\u8d8b\u52bf\u4e2d\u66f4\u52a0\u7a33\u5065\uff1a\u5927\u90e8\u5206\u8ba2\u9605\u5236\u6536\u8d39\u6a21\u5f0f\u7684\u516c\u53f8\u8d85\u8fc770%\u7684\u6536\u5165\u662f\u6765\u81ea\u73b0\u6709\u5ba2\u6237\uff0c\u5219\u8fd9\u4e9b\u516c\u53f8\u7684\u6536\u5165\u66f4\u7a33\u5b9a\u4e5f\u66f4\u5bb9\u6613\u9884\u6d4b\u3002\u8ba2\u9605\u5236\u6a21\u5f0f\u5927\u90e8\u5206\u90fd\u662f\u6309\u5e74\u6765\u8fdb\u884c\u7eed\u7ea6\uff0c\u6240\u4ee5\u5728\u7ecf\u6d4e\u4e0b\u884c\u5468\u671f\u4e2d\u6536\u5165\u589e\u901f\u7684\u98ce\u9669\u88ab\u5e73\u5747\u644a\u8584\u5230\u591a\u4e2a\u5b63\u5ea6\uff1b\u800c\u5728\u6309\u9700\u4ed8\u8d39\u7684\u6a21\u5f0f\u4e0b\uff0c\u5ba2\u6237\u66f4\u52a0\u7075\u6d3b\uff0c\u6240\u4ee5\u6536\u5165\u6ce2\u52a8\u76f8\u8f83\u8ba2\u9605\u5236\u4e5f\u66f4\u5927\u3002<\/p>\n\n\n\n<p><strong>FCF margin \u66f4\u9ad8\u7684\u4f01\u4e1a\u5e74\u521d\u81f3\u4eca\u8868\u73b0\u66f4\u7a33\u5065\uff1a<\/strong>\u5047\u8bbe\u5c06\u7f8e\u80a1\u4e3b\u8981\u8f6f\u4ef6SaaS\u516c\u53f8\u4ee525%\u7684FCF Margin\uff08CY22\uff09\u4e3a\u5206\u754c\uff0c\u90a3\u4e48FCF Margin\u9ad8\u4e8e25%\u7684SaaS\u516c\u53f82022\u5e74\u5168\u5e74\u5e73\u5747\u8dcc\u5e45\u4e3a42%\uff0c\u8dcc\u5e45\u663e\u8457\u5c0f\u4e8eFCF Margin\u4f4e\u4e8e25%\u7684SaaS\u516c\u53f8\uff08\u5e73\u5747\u8dcc\u5e4559%\uff09\u3002\u6240\u4ee5\uff0c\u5728\u4e0b\u884c\u5468\u671f\u4e2d\u6211\u4eec\u4f1a\u66f4\u52a0\u503e\u5411\u4e8e\u73b0\u91d1\u6d41\u66f4\u52a0\u5145\u88d5\u7684\u516c\u53f8\uff0c\u80a1\u4ef7\u8868\u73b0\u4e5f\u76f8\u5bf9\u66f4\u5177\u6709\u97e7\u6027\u3002<\/p>\n\n\n\n<p><strong>\u66f4\u503e\u5411\u4e8e\u5927\u5ba2\u6237\u4e3a\u4e3b\uff0c\u5408\u540c\u5468\u671f\u8f83\u957f\u7684\u5e73\u53f0<\/strong>\uff1a\u4ee5\u4e2d\u5c0f\u5ba2\u6237\u4e3a\u4e3b\u7684SaaS\u4f01\u4e1a\u5e73\u5747\u6bdb\u7559\u5b58\u572875%~80%,\u800c\u4ee5\u5927\u5ba2\u6237\u4e3a\u4e3b\u7684\u4f01\u4e1a\u7684gross retention 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