A bupt two-month net life

Transfer from Bupt Forum

Sender: Caolixiang (mu mu Jean), letter area: Worklife

Title: My two-month life in net 7.4 (end)

Letter Station: Bupt People Forum (Fri June 24 23:44:42 2011), Station

PS: The update has ended and all posts have been consolidated.

To: Mom and Dad, Zhang, Zhang and my friends.

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PS: I do not write this to bask in happiness (because I am not happy now), not to bask in my experience, but to share my experience, and then meet more friends, if the students are interested in the analysis mentioned, then we can learn from each other. Now I am studying Renren, let's do it together. I think it is not important to do anything, the key is to work together with like-minded people, and the key is in a few years after these people can not be together tacit cooperation.

Caolixiang@gmail.com qq:568108047

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A)

Baidu the next day after three sides, received the net interview notice. In addition to Big Mouth Chen Yao's advertising, the company has no understanding.

Due to the early, careful observation. "To be a man, to do something legendary", "broad-minded, there are complaints go up" these tenets are very attractive to me.

Interview me is not HR, Sales department is the operation manager--gl, but also my boss. The first time I wore a tie and a shirt, he told me not to be nervous. The interview process is very easy, basically he asked me to answer, he denied, and then told me his reasons. The day was completely shaken, and then the temporary meeting in the company interrupted the interview, so he and I agreed to the second interview time.

Walking to the East station of the software park, the stomach began to sharp pain, from small to large feel a lot of pressure when I will. I thought slowly along the way, I think I have a rice, it is necessary to study the system, and this company is suitable for me.

The second interview, or he asked me to answer, he denied. I was despised as always, and regretted the act of opening myself in consideration of immaturity. I also know the responsibility for data operations, understand sales data, make sales plans, and ensure the completion of the company's annual plan. In GL's eyes, operations are done much by monitoring, monitoring the performance of the entire sales team. He told me about a model-looking for ways to demand, and then building feedback streams to constantly improve the closed loop. At the end of the interview, he asked me about my schedule and attitude, and he said that the work might be quite different from what I thought it might be, boring and boring, but it was boring and boring that made the job more efficient.

GL Let me go back and wait for the news, a week later there will be an answer.

I went back to wash and went to bed. A week passed, no news, I did not know his phone call, also feel bold. So in Baidu obediently stay, two weeks after really can't sit, I feel I should do something. Remember GL said, real estate business is net pillar, so I decided to start from this point, through the real estate intermediary to understand net business.

In Suzhou Street, I started the investigation. A family intermediary asked, just start to know nothing, had to ask while learning. I told the agency that I came from the net Operations department and wanted to know their feedback in order to better improve the work.

From the pay ports, bidding points, user interface, the amount of these aspects, I gradually restore the intermediary eye of the net real estate channel. The problem is very big, complain a lot of sound, later I ask the question also more targeted, from their mouth I also get some information: Our competitors 58 with the city, search the house help, the tenant, our carpet-type advertising bombing and so on.

The first day a total of 24 intermediary companies, and promised them a week after the collection of feedback, the evening made a statistical table. The next day, I decided to play 58 of the same city staff, started in the spring Road brush intermediary.

The intermediary did not complain about 58 of the city's business and costs, they believe that 58 reasonable charges, the number of households better, the regional managers are serious and responsible, timed to the store to understand the situation. And for net, their scoring is still not high, the content of the criticism and Suzhou Street is basically the same. Yu Hui Tong of the shop Hupo Mr. and I chat very happy, keep pulling me in, want me to work with him intermediary, engage in loans. Later of course also often go to the store to find him to play ~

On the third day, I decided to understand the advertising effect of net. Randomly do 5 bus, 3 trip the whole subway. Record the broadcast of net ads, frequency, each time with a stopwatch card. Back after the three days of work done a summary, came to some conclusions.

First of all, net's carpet-type advertising has achieved good results, the exposure to the public is almost 100%, if you take the subway more than 5 stations, unfortunately, you will be bombed 3 times (except for 7 news sessions); If you take the bus 3.7 station, it is also unfortunate that you will be bombed once. Under the influence of the huge advertisement investment, the net full line product starts to raise price, this kind of price increase behavior also incur customer's dissatisfaction. Secondly, net market development, ignoring the profitability of customer relationship management and maintenance, the page revision did not achieve the expected effect, but increased the user's learning costs; cancellation of the bidding points to the return of cash, was caused by the customer's aversion ...

The second week of Tuesday went to the third Pole Innovation workshop to participate in another interview, Lei Friend Mobile gaming platform project manager. With one or two sides, the foreman thinks I can do pm in every way, and I seem to be their lifeline. The foreman knows my age and thinks I'm too precocious to live hard. Finally, I rejected him, in the mind except net seems to have nothing, including in the fast week of Baidu.

Wednesday, I went to Suzhou Street to collect feedback, several people have known me. In the 21st century real estate, a person looking at me, I also very puzzled, he followed me to the outside. He wanted to check my badge, I said I didn't, he asked me who my boss was, and I said I didn't know. He was in a hurry and said that I should be a net, and that he must solve the matter. Finally he let me follow him to Jingdong pick-up point, while sitting, scold me. I was not angry at all, first I opened the joke, I did not authorize the investigation, and secondly I learned a lot of internal prices through the survey. But I am very puzzled, to the east Beijing to pick up the responsibility of net staff?

That night 11 o'clock, I received a call from GL. I did a good job in this matter, which was unexpected. Because of my business. The company's leaders blew up at the internal meeting. GL Let me prepare, the next day sales VP to see me, everything to see me.

So I started printing forms, reports, and wrote a summary overnight. As for the work of Baidu, I decided to quit first.

Two)

The next day, GL took me to the sales Director's office. A Mac, a coffee maker and a whiteboard (see later, then, Scared Silly o (∩_∩) o).

Director YT sits on the other side of the table, leaning against the chair. He asked me why I was doing these surveys, and I said I wanted to be in the company, and he asked me what my school was.

He knew that I was Bupt computer professional, the attitude eased a lot, he told me he also learned computer, in Tianjin University, and then turned sales. He said, technology transfer sales is a trade-off, may not go back, I can make this decision now? I thought about it and told him that it was OK, and finally he asked me about my career plan. After polling, I gave the report to YT, who read it again, and then let me talk about why customer satisfaction is important.

YT out of the director room, and then outside came the shouting, the real estate Department of the people were trained, I was also scared in the inside. GL has not spoken to me and has been concentrating on his Excel form, and has stayed up for more than 20 minutes.

When YT came back, he decided to arrange for me to operate the center, let GL inform personnel to do. GL said he did it himself, and later learned that the department does not recruit interns, this location is YT to win over.

The first day of the afternoon to do is to understand the net products and business, to the training department for a while to listen to the classification of customers, and then start recording the data on the numbers, including access, PV, peak of each period.

At the end of the month, the people around me were very busy, and the first week I was relatively free. Browse NET each channel and see "Customer Relationship Management" and learn Excel.

The second week, GL busy finished the April plan, smoked one night to me extension, together with the marketing of a sister in charge. The small training is carried out in the director's room. First he describes what is the operation, and he thinks that operation is channel management. NET is a social media, but also an advertising company, the responsibility of the operation is to optimize the flow, improve the flow of liquidity. He gave us a bad complement to the form and history of Internet advertising, the first type of advertising--cpm is in accordance with the billing per thousand people, and now the portal is still in use this mode; the second type of advertising--cpc, according to user clicks Billing, Baidu Promotion, the actual click after the auction is done is this thing, The bidding integral is by changing the absolute and relative position so that companies or individuals willing to pay high prices can buy the user's clicks (traffic), the conversion of flow to cash is an improvement of operational needs; the third category of advertising--CPA, according to the user's actual behavior, such as NET PPC (phone business), NET provides the external number to the investor, the investor needs to charge the money to the account, when the user dials the number, the net system will carry on the call to transfer, simultaneously the system starts the recording. The basic price of each effective telephone (complete transaction) is 5 yuan, of course some channels can fry to 700 yuan or more.

GL also introduced his model, through the customer, product and sales staff three main lines to analyze the company's profitability, three main lines but showed three different angles, analysis process can solve many problems.

Random in the YT stopped me, I let the Whiteboard pen to repeat the main content, so had to go up to write. He made a short summary, the operation is to increase revenue and expenditure: Open source is to improve the flow of liquidity, throttling is through the optimization process, reduce costs.

A few of us left the company together until the city of West-second flag. Passing the Baidu mansion, the lights are still bright. GL said his last employer, Baidu, did the work of activity planning and data operations, and YT didn't talk much. Later know, YT was Baidu legend, responsible for Baidu throughout the southern region sales business, he opened up the Southern District market, from tens of millions of of the regional profit has been raised to 400 million, before coming to net YT has been staying in Shenzhen.

My first job was to count the competitors ' 58 of the grid business, when the basic count, with a finger past, one afternoon passed. Net-Smart is another 58 of the paid business, in the form of tags scattered in the various pages, more than 100 pages later. GL asked me, can you get the number of the net to get out? I said yes, I write procedures to catch ~ because we do not have a proxy server here, we have to 1-10 of the Random interval page grab page, and then take out the regular match. Cleaning the channel quickly out, GL let me continue to grab move, seems to have a good thousands of pages.

Faster than 8, the refresh error, 58 start prompted to enter the verification code. Suddenly I realized that I had been ban. In a moment, the sister who did the data found that 58 could not be on. I feel bad, to a few office area 204 to find a phone sales, let him try landing 58, also can't.

The entire company's IP segment was 58 the same city ban, I told GL, they are very calm still feel very funny ... But it was because of this that I met friends from the net product division.

Three)

After the work or the number of 58 square ads, calculate the number of each row, each column, and then multiply up to fill in the Excel table.

After several moving channels, I went to the first floor to buy ice cream, I came back to look at the screen, habitually refreshed. Suddenly found that the square seems to have changed, I am not very sure, continue to refresh, the result has not changed ... After waiting for about 5 minutes, again to refresh the discovery of new squares out. I was very excited, as if I found a new continent. Then I thought, I did the statistics all wrong, the page is visible only the number of ads is not the actual number of ads.

Try to record several times in a recurring refresh, no end, and then plan to find results from the Web page code. Commonly used tags do not have a corresponding item, the end of the page found the JS code, the advertising information for some reason is dynamically generated, but all the information on the grid ads in this long line exposed.

Then PHP wrote a script to grab the actual number of squares, merchant name and merchant phone. In the moving channel, the number of ads at a point in time is 25 and the number of ads is equal, but the actual number of ads is more than 70.

I continued to refresh, began to study the change of 58 square law, found that 58 did the serpentine direction of the carousel, so that each ad in a time period out of every advertising position and through each time interval, will disappear an ad and a new ad. I asked the marketing department for a number of competing items, and found that the data they had been providing for months had been wrong, like moving channels, which were always 25. This means that our understanding of 58 products is one-sided, and the wrong estimate of the other side of the profit, but also in the process of referencing each other's business, limited the market potential of their own products.

And GL told the matter, he did not believe at first, I do not want to show. Later, he saw with his own eyes, silent for a long time, and then irritability. The next day, YT and the heads of the three business departments knew about the incident, and the reaction was huge, followed by their endless meetings.

The sales department then took action to reposition the competitor, to price the product again, to consider whether to change the advertising position of the existing product or to take a carousel, and to change the process of telemarketing.

Often and North Sgy to the king to eat lunch (self-help but management fee is very pull), one day he took me to the meal, eat vegetarian. More than 10 people are almost entirely technical and product department, at first feel a little restrained. They eat when talking about that 58 comprehensive ban net, I said I did, we quickly chatted, several predecessors also shared their own eyes in the commercial product design.

NET, Mr. YJ, who is in charge of data mining, has been very concerned about me from beginning to end. After dinner, he introduced me to the server management common sense, passed me some technical ppt, also recommended some data mining aspects of cattle Weibo.

A few days later, I opened my internal mailbox and saw a letter from Mr. YJ CC to me. The discussion is about corporate culture, and the product department is boiling over.

Select some of the message content to stick to the bottom. (names have been blocked)

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Answer: Love spell can not win, spell in the end to win

Sales Operations Department There is a newly-arrived child, called CLX.

His open-minded, hands-on ability, a few days ago lunch, his analysis and communication, was unanimously praised by colleagues here.

In addition to their own duties, the small Cao Neng active analysis of competitors and our business data so as to calculate the difference with the competitor, and then propose model improvement proposals. (some can refer to the mail attachment.) Need further information to find me, or contact Cao directly

Mention this classmate, no other meaning, just feel a not formally entered the career of small students, there are many professional people can learn places.

The following points are available for your reference.

1. Work for yourself

In theory, work is only a contract, and if work is only to be paid for by Labor, then man is no more than a tool. In net, fall in love with their work, for their own work, in order to obtain a much larger than the material benefits. It is a kind of initiative and also a kind of happiness to regard work as work for oneself. Do not need to punch out attendance, is not a kind of loophole can be drilled, people do in the days to see, for the better to play the meaning of more than lazy and cheap small pleasure.

2. Result-oriented

Any work activity, must have the result, must clearly know the goal and the goal, must have achieves the result the "snob". To achieve the goal, anyone can stand at any time to see the overall problem, technical personnel can stand on the business point of view, the product can also understand a certain technical ideas, these ways, technology, tools, capabilities, are just means, not even the most important, the most important thing is at any time to know what the result is, know the big The common goal of home.

Should not be "grease" to the performance, BUG-riddled code, seemingly busy, in fact, is a kind of destruction;

3. Symbiosis instead of laziness

A person can not do anything, not even survive, people only with the organization symbiotic. But there's a lot of personal dependence, 1+1.

4. Mining their own value

Everyone has the value of others, we need to do everything possible in the work of their own unique value mining out, do not adhere to the existing ideas, not to be limited to the experience. To do so, try different ways, and respect the value of each team member other than yourself. Everyone is doing this so that they can surpass their opponents overall and comprehensively.

The above points, do not know whether can be immediately converted into operational methods, but we are highly convergent in values, under the premise of the strategic goal is very clear, the most important is the landing!

Everyone knows what they do and everyone knows how to do it, and the strength of this Organization will be the most powerful. Fellow schoolmates, Mutual encouragement!

YJ

Sender: Xxx[mailto:xxx@ganji.com]

Send time: April 18, 2011 21:31

Recipient: ' XX '; ' TTT '; ' YYY '; ' Product Department mail Group '; ' Mobile.all '; ' PM '

Topic: Answer: Love spell can not win, spell in the end to win

To be honest, if we all fight, we will not regret it even if we are lost by our opponents. If we do not fight, even if we win, and we have nothing to do, we will owe those who are in the company every day to fight a person can never be repaid. Moreover, not to fight, still can win. Who ever heard of such a thing?

The scariest thing for us right now is that we are becoming mediocre. When a company, or a team, is consumed with the passion of mediocrity, it is not someone or something that can be saved.

So, we must not become mediocre! To fight with the attitude of burning life! To make us extraordinary.

Topic: Answer: Love spell can not win, spell in the end to win

Let me put it to the cards:

This year and next year are our two years of desperate struggle with our competitors, if we have not cast aside or been thrown away by our opponents in these two years, then everything we do now will be meaningless!

Perhaps we from the Spring Festival after the Chinese New year, looking at our market promotion, watching our brand awareness increased, watching our pv/uv rose, in the hearts of complacency; But we ask ourselves, do these things have a dime to do with the efforts we have made? What do we have to be gratifying? If the product and technology do not have enough advantages, market and sales how to use the advantage to hit customers? So they can only Thing? It's called Begging! What are you willing to do for us?

Please everyone strict demands on themselves, starting from me, insist on doing everything in their hands; Stick to your own commitments; Adhere to the maintenance of technical department and even the dignity of the product Department! Let our names remain on the banner of the glorious market, not on some obscure tombstone!

Life is rare a few back, can look back to how many? A great opportunity we do not have the force to fight for it, we will regret for life! In order not to regret, in order to future to his son bragging: you Lao Tze had also struggled in the market! Guys, come on!

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Let's finish here.

Four)

NET group Buy channel online time is not long, while browsing other channels occasionally will also look at net group buying channel. Holiday has seen some of the group buying platform for qualitative analysis, so I intend to start from net buy channel to try quantitative analysis.

First set up a spreadsheet, the beginning only group buy name, date, original price, current, the number of transactions, unit concessions, turnover of several items. The data and information will be available soon after flipping through the group buying.

For group buy, the number of transactions and turnover of these two indicators is very important. The number of transactions can reflect the extent to which the platform is concerned and how the transaction is achieved; turnover is the actual utility of the platform's previous list: In accordance with the group buying rules, Taiwanese businessmen can deduct from the turnover, while the transaction will have a cash inflow on the platform account before the deal is reached. One reason to pay for the fork is that the money stays on top of the platform account before the user determines the payment (the last time Taobao talked about 800 million a day, more than the whole Hong Kong), and they can do a lot of things with that money.

Summary Net 11 of the list, found that the effect is very poor, in addition to doing a simple sort, I do not have any substantive conclusions, by the way to the 58 group buy March all the time to buy the data manually got down (more than 100 lists), a lot of transaction volume or turnover is very large, Of course, soon I was lost in the data.

The breach is the addition of two table entries, "market segments" and "types". The market segments include couples (couples), women, men, children, the elderly, and the lack of targeted types, which are essentially directly defined, such as photography. Wedding dresses.

Then I sorted the table by turnover, and I found some rules: the list of couples, women, children (not frequently used) can generally get a better deal volume and turnover; no targeted list, the effect is not predictable; the results for male consumers are not ideal. (screenshot is the 58 group buying platform in March by turnover and the number of transactions in descending order TOP10).

Remember an idea to restore business through data. Compare 58 Buy Platform This market early entrants, we have a lot of gaps, I think the pursuit of homogenization and then pursue the difference is a better way of development, that is, they have we have to have, the same business to do as well as they do, and then consider product characteristics. Do not know whether 58 use this law as a choice of cooperative business standards, but we can use this rule to serve their own platform, so that every day of the group buy advertising can be more fully utilized, but also better achieve a "win."

Using this rule to look at the list we made in the past, we can make a good explanation for the "very bad effect"; try to predict the day of the "men's Comprehensive Physical Examination" list (male), when the data came out really bad.

In addition, other rules have been found. The use of free, second kill this means to attract a large number of clicks, improve the platform heat, while in a while, the second kill will promote the relevant types of orders to increase the number of transactions. 58 have done a "Bali double Free Tour" of the second kill, brought 312328 clicks, in the validity of the transaction, the relevant list of transaction number also occasion upgrade, even to "Shidu two-person tour" This list also followed the Tiger up. "Second Kill" phenomenon can refer to handle, glutinous rice, Peng to the period of the list, especially "0 yuan iphone4".

Using the festival to launch marketing is another way. To analyze the effect, I added a special tag and an observation point for both options. Special tags are used to mark events such as "Women's Day", "White Se Valentine", and to track all group deals initiated from the Mark Point as a time period. 58 group buying began on March 8 to introduce free female fashion music phone, the effect is general, but lack of a period of follow-up. If I am in the market, I will continue to do after women's Day mobile phone and women's group buying activities, because these users will log in continuously to see if they are seconds to the mobile phone, will also look at these we are interested in attracting their "new buy".

GL said the Buy platform and sales department, but I think it is necessary to find the person responsible for the purchase. In another office, YF (Beijingers), who had been in charge of the group purchase, spent one hours communicating with him, and he agreed. A few days later they heard that they had handed in a report to the big boss that they had found the bottleneck of the group buying platform and established a new way of working, and was praised.

One day encounter, was YF pulled to the office. He showed me a lot of lines, pie chart, tell me now every day a lot of performance, this targeted screening business method is very good. YF was manually entered and recorded 58 deals in December overnight, and now wants to know the situation of the handle and sticky rice. I think help people or to help in the end for good, spent a few days to write a script, so that you can quickly take all of the time to buy all to catch out (the law is still applicable), the first version of the program to use the Web page output, the second version of the direct output of Excel forms,

After leaving NET, YF often contacted me.

I realized the importance of technology, become a technical Daniel Kohan, can be applied to solve the practical problems we encounter every day.

Five)

In the new week, after a product pricing process, several people in our operations group moved to the director's office this week. Marketing research and marketing intelligence are two important parts of marketing information system. We have our own monthly hits and sales, as well as some data from rival 58 cities.

This process can only listen and learn, mainly GL gestures, YT advice. GL made his point, according to statistics, 58 and net monthly flow is basically the same, it means that we began to split the market; then 58 of the total number of ads *58 advertising price and net the product ratio of these two items should be 1, we have been less estimate of the total number of competitors, so we have to consider the price I do not agree with the 1 assumption of the ratio.

GL wrote a formula, one is the ratio of the number of ads in two companies, because the relative position of similar products, so to introduce the correlation coefficient (agree), the specific factor is unknown. GL patted his head and said 0.7,yt and we all disagree. 0.7 is a mental model to calculate the subjective probability, does not explain the problem, some can refer to feasible solutions, such as local test, record the user's mouse trajectory, eye movement experiments.

According to GL estimates, we do not take the position of the advertisement in the "boutique" this product to raise the price 3 times times, a quarter of more than 1W, he himself also feel not feasible, there is no business willing to pay the price.

It's a matter of how it's going to end, I don't know, and I don't have access to it. It is valuable to experience a real product pricing process.

The next day was cloudy and overcast at noon. I went to dinner with the bright, passing the letter Granville communication saw parking pull someone in a brawl, a look is GL, was the security kicked down. We went to the increased, and the glorious nearly hit, and I was pulled several times. Looking at the security more and more, I reported 110, shine to pick up the car.

GL head and hands were wounded, either side or not. The cause is GL they plan to drive to sip feeding, parking is not very standard, both sides of the mouth owed, GL fire a prosperous went up. It's not good to see your boss being beaten.

1101, the security guard began to lie, said we all hit him, four people to do. The police asked his head what is the security company, the boss said he did not know, not admit. So we were brought to the local police station together. Forgive and forgive, things can be solved. The security guard dozed a moment and began to call his sister, saying that 2 men had beaten him. A while the police came, he said 3 dozen people beat him, 4, 3, and secondly, I can not tolerate this kind of mouth orpiment.

We all registered our ID number in the mediation. Mainly GL and security, they were brought to the interrogation room, the police let them reconcile, can't reconcile separate detention for 15 days. I and several supervisors outside waiting, a worker came in, a policeman pointed to scold: you ya this stupid, who hit you you don't know, don't stay in Beijing, roll back to the home. This sentence makes me unhappy for several days, remember to sing "Beijing Beijing, not our home".