Establish and invest the total budget of the website team of Business-to-business Business

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I've written a few articles about starting a business as a business-to-business portal. For example: Entrepreneurial business as a business-to-business website can still be successful?, the future 5 years of business-to-business industry development trend Forecast, business-to-business industry portal investment return and risk control analysis, many times, many people on the QQ are asked: Xuejiang, How much do you think it will take to invest in a business-to-business portal? How do I build a team? The amount of money spent on how to spend, in order to minimize the risk of the situation, quickly reach the balance of payments, towards success. In order not to let me repeat the same question, I feel that it is necessary to systematically talk with you about the business of Business-to-business portal start-up team and the total amount of investment budget. Because everyone, every place, each industry has a variety of different realities, this article can only make a hypothetical, for everyone's reference, can modify the team to build and prepare the total investment, but the core, the direction is still unchanged. The wrong place, I hope we can forgive and discuss together.

First, the website construction Stage team establishment and the operation cost budget

1, technical team formation and labor cost budget

Website planning: 1 People, require a deep understanding of the business-to-business industry site technology, products, marketing, models, requirements, business-to-business Web operations in all aspects, responsible for the management of programmers, designers, product testing, and the company's founder, planning the website products, and product quality, details of the control is responsible. This person is the key to the success of the project, sometimes one of the founders is such a person. If the entrepreneur is familiar with the traditional industry, you need to recruit such a person, together to plan the website products. The best way to do that is to go to a successful business-to-business Web site to dig up people with such experience, the person's salary to be high, and give a certain amount of original shares, other people's wages can be lowered some to balance the total cost.

Program: 1 People, proficient in asp.net or ASP language can, preferably asp.net, database select SQL Server can. I think that from the point of view of saving the cost of modification, you do not need to use PHP or Java, after all, not the development of integrated Business-to-business website, or millions of traffic per day system. Especially in the formation of the team in the prefecture-level cities, we should pay attention to, or the loss of technical staff, it is difficult to find the right technical personnel, preferably familiar with the whole station static technology, Div, server management, but also can continue to learn in the work.

Designer: 1 People, requirements proficient in page design and production, to be more excellent, both to design the effect of the picture, but also to understand the production of the page, even if the aesthetic is poor some also nothing, to save costs. To skillfully use Div + CSS, now the table architecture is completely outdated. But if in the prefecture-level, fully skilled div + CSS designers may not, can recruit to training, have a basic self-study for a few months can be skilled use.

Assistant Editor: 1 people, website opened 1 months before entering the company, this person does not require much, mainly in the leadership of the requirements, according to the site planning for the content of the column, input more content to ensure that before the site opened, all the main columns of information, there are more than 200, Let the new visitors feel that the site is rich in content, like a few years of construction, and gradually updated every day.

Development cycle: At the beginning, because to control costs, to constantly investigate the needs of users, do not develop too many columns, through market research, to understand the user needs of the largest number of applications, the site's users focused on a number of columns, and then continue to improve the program. So personally think the opportunity column has 1-2, industry portal Community column has 2 or so core columns can. Development cycle control in 3-5 months, more reasonable, too short to do too bad, too long the cost is too high. I am strongly different from the accident package construction, can see excerpt from the "Business-to-business Industry portal Planning Combat Research Report" article: "Business-to-business Web site construction is not suitable for outsourcing, do not be fooled", some difficult to achieve the function, the programmer to download some open source program to refer to a more difficult function to make, Do not take the Business-to-business Web site technology to think how difficult, technology is not the core, the details is the key, user experience and mode is the guarantee of success, we have to do a product from the perspective of Business-to-business industry site construction, rather than technical perspective.

Labor cost accounting: can allow many interviewers to open their own wages, and then you take an average to know the salary level, recruit some technical good, very ideas just graduated 1-3 years of young people, wages can open less, but must have experience. At the beginning do not require the program how perfect, while doing side modification. According to user feedback and in-depth understanding of the industry, every day to modify the program, the column revision, but also to develop new columns. Calculated according to the approximate wages of the 4-month development period and coastal cities:

Website planning: 5000 yuan/month, procedures: 3000 yuan/month, designers: 2000 yuan/month, assistant Editor: 1500 yuan/month

4 months labor cost calculation: 5000x4 + 3000x4 + 2000x4 + 1500x1 = 41,500

2, rent, office equipment, servers and other hardware input budget

Server: 1, the beginning of the time 1 can be rented more cost-effective, best telecommunications dual-line, 6000-8000 yuan/year.

Computer: Technology and planning a total of 4 units, 1 editors, 1 general manager, according to the average of 4000 yuan per station calculation.

Telephone 2, fax and printing machine 1 units, scanner 1: About 4000 yuan.

Table, chair, etc.: About 4000 yuan.

Rent: At the beginning, you can choose the suite, but better, wider, properly decorated, you can also choose a cheaper office building. But do not choose in the expensive downtown, partial, rent the best cheap, to maximize the cost savings. But if you make a bad office environment to save costs, it's not good for hiring, especially if the best people don't want to come. Start with a larger office, add a conference room, work together, or communicate. According to 3000 yuan/month calculation, rent: 4x3000 = 12,000.

4 months Hardware Input calculation: 6000 + 6x4000 + 4000 + 4000 + 3000x4 = 50,000

Website Construction stage team formation and operating cost budget: 91,500

Second, the 1th year of the site operation team formation and operating cost budget

1, the first year technical team labor cost budget

The report found that the technical team still used the first year of 1 programs, a designer, a Web site planning and other aspects of the work, if still in coastal areas to calculate the approximate wages, the first year of technical labor cost calculation is as follows (after the program developed, to the appropriate raise a point wages, Estimated some local procedures 3000 too little, to more than 3500, or even 4000, can be 3000 recruitment, 6 per 200 months to increase the wages, because this is estimated, do not calculate into the cost):

5000x12 + 3000x12 + 2000x12 = 120,000

2, the first year of editing and promotion team labor cost budget

The beginning of the first year, is a key period of good content. includes several aspects, every day to publish original content, including the user published, the website editor or reporter writes the industry summary or the industry dynamics, publishes the promotion information, invites the related user to the website registration Enterprise member, the release product and so on, invites the individual user to send the article to the community, asks the question, the interactive exchange and so on; links, publish soft Open the QQ group meeting, publish the valuable group mail and so on, do the profession topic, attend the exhibition to interview the Enterprise, do the depth report and so on. In addition to the actual promotion of the program, the most relevant is the content. The editorial team is composed of a good writer, writing skills, university (more excellent specialist can also) above the person in chief editor, website planning to participate in the promotion of the website, and the site traffic is responsible for the promotion of Business-to-business Portal website, please see me write "business-to-business industry portal to promote the actual practice cheats"). Editorial staff and work arrangements are as follows:

Editor: Responsible for all the project production, external interview, original review or industry news writing reports, and responsible for the website of the Information section, all sections will be, training and supervision of all editorial work, with the General Manager and website promotion Collaboration (site planning concurrently).

Assistant Editor: Engaged in Enterprise Member audit, website Enterprise member registration (to go online to find peer unregistered company, in the form of a vest in their own website registration), product, company profile and other business opportunities information audit, processing user phone, QQ, online message and other forms of consultation. and website promotion (site planning concurrently) to do the promotion of the site, including friendship links, and exhibitions, periodicals, wholesale market, such as the establishment of cooperation, through QQ, QQ group, such as the release of valuable information to do the promotion, both to do the work of editing, but also involved in customer service work.

Opportunity Column Editor: Responsible for the management of all Business opportunities column work, mainly to find buyers, audit and set up a buyer database, the business Opportunity Information Recommendation, classification, reprocessing, and to assist the chief editor to do some business opportunity information recommended topic work. and to improve the business Opportunity column product information quantity, increase the Business Opportunity column user's registration quantity and the active degree and so on is responsible.

Community Column Editor: Responsible for the forum, blog, space and so on all Community information audit work, in the beginning, is mainly responsible to go to peer site to find industry elite or often online grassroots master, so that they become high-level community users, such as: Moderators, Web site experts, to give them more permission and function to display, Use their original knowledge to enliven the community. QQ Group Meeting held regularly, with the identity of the vest to register a certain number of individual members every day, post, write original or reprinted blog posts, replies or Comments Blog, to the community every day posts, blog number, posts and Bowen reply number, original blog number is responsible for the monthly development should be responsible for the number of industry experts.

From a cost-saving perspective, I've only arranged 4 editors, and by the site planning to be responsible for website promotion, because the promotion and site planning is very relevant to do product design people understand the best products, the most clear what users need, and in contact with the user process, get a variety of feedback, thus promoting the further improvement of products. It is still calculated as the approximate wages of coastal cities, and the cost of labor is calculated as follows:

Editor-in-Chief: 3000 yuan/month, assistant Editor: 1500 yuan/month, Business opportunity column Edit: 2000 yuan/month, Community Column Editor: 2000 Yuan/month

4 editing cost calculation for one year: 3000x12 + 1500x12 + 2000x12 + 2000x12 = 102,000

3, the first year of sales team labor cost budget

After the opening of the website, according to the user's feedback, as well as with a variety of new registrations, users of the site chat, survey the user's comments on the site, and constantly improve the site's products, will be the site's products to achieve the ultimate, the revision of the column, to increase the number of users

In particular, to make the site a few important indicators to meet the minimum requirements, mainly includes one months average daily: IP, PV, Baidu search engine of the number, the main keyword rankings, one months average daily number of new users (individual and corporate members of the calculation), the daily number of business opportunities published by users, community posts , blog posts and other information, the number of daily buyers information, information and Bowen, such as the number of original information, each month to increase the number of topics. These operational indicators are very critical, many people have been engaged in traditional industries often do not recognize the importance of these operational indicators, as well as some do technology, think a website program is done, you can do sales, a large number of recruitment and even nearly 10 sales staff. These operating indicators are also the core of the Business-to-business portal that distinguishes it from other non-commercial sites. Some indicators are the editor of the website, the general manager of the company pay more attention to, as sales, focus on 3 operating indicators to meet the requirements:

A, ip:b2b segment industry portal within one months average daily minimum 1000 ip,b2b major industry portal site within one months of the average daily minimum 5000 IP, if this minimum requirements are not reached, do not want to recruit sales, first think about products and content whether there is a problem. It may be said that 1000IP is too simple, I do a new personal site, half a month I may reach 1000-10000ip, but we have to understand that professional business-to-business Web site traffic is very difficult to do, but the flow is very valuable, because the purpose of the visit, the value of different.

B, Baidu Search record quantity: business-to-business subdivision Industry portal site minimum included 10,000 or so, and to be more stable over a period of time; Business-to-business Major Industry portal site contains a minimum of 20,000 or so, and to be more stable over a period of time, now the business-to-business industry portal, no more than relying on the search engine free flow of better marketing methods. We provide quality content for search engines, search engines for us to bring traffic, and then through a variety of ways, the flow of traffic into registered users, loyal users, the last part of the customer into a fee.

C, the number of registered users per day: business-to-business segment of the average daily number of registered enterprises can not be less than 5 per day, the number of individual members can not be less than 10 per cent (individual members can not be so strict), business-to-business major industry portals on average daily registered enterprises can not be less than 20 members, The number of individual members should not be less than 10 (individual members can be less stringent). Enterprise Member Registration number if even this is not up to, explain the site's model, the promotion of serious problems. The report argues that it is still not possible to start recruiting sales staff. We have to be in the beginning by the assistant editor in the form of a vest registered enterprise members, the breakdown of the industry to ensure that at least 10 members a day, not enough by the assistant editor to fill, step-by-step increase in the number of registered members.

The above 3 operating indicators, if not, do not start the formal phone sales, someone to consult, or someone voluntarily pay, can do how much. If the early start of the formation of a large number of sales team, will waste a lot of staff wages, most importantly, the founder of the company, all employees will be a big blow, think it is difficult to succeed, may die in the sun rising the darkest time.

This research report thinks, if industry chooses right, the user needs analysis is right, the position is accurate, the product and content basically similar, 3-6 months achieve above 3 index is no problem, some may be quicker, 2-3 months can. We follow the general situation, 6 months after the recruitment of 2 sales to try to sell products, I think the most appropriate is the general manager (entrepreneur) to do Sales Manager, site planning to participate in understanding the existence of sales problems, according to customer feedback, modify the product model, procedures and so on. Still in coastal areas of the city's approximate wages to calculate the cost of sales of labor is as follows:

Sales Staff base Salary: 1200 Yuan/month, 2 sales 6 months costing: 1200x6x2 = 14,400 yuan

Because the sales staff within 6 months belong to the trial sales, it is difficult to ensure that how much money can be sold, but according to experience, always produce a little sales, it is possible to sell 2 months later, sales are still zero, it is possible to 2 months after the monthly can reach more than 10,000. As a cost calculation, we can only do the worst of the plan, assuming that sales people do only enough to pay their wages, telephone fees and other expenses, the cost is not calculated.

4, the first year rent, office equipment and other hardware input budget

Computer: The editor adds 3 units, according to average 4000 yuan per set, 3x4000 = 12,000.

Telephone increase of 2, table, chair, etc.: 4000 yuan.

Rent: 3000 yuan/month calculation, 12x3000 = 36,000

Hardware input calculation in one year: 1.2 + 0.4 + 3.6 = 52,000

In general, the staff distribution within one year: Technology and Planning 3 people, editing and promotion: 4 people, sales of 2 people, including general manager (entrepreneur) is the site Master planning, Sales Manager, financial and other positions, the site planning concurrently as product owner, website promotion, website testing and other positions. A total of 9 people around the team, I think the first year the lowest number of employees, but this is only applicable to business-to-business segment portal, for business-to-business major industry portal, the number of more than 15 people, technical and editorial team to increase people. The total cost is calculated as follows:

Website operating cost budget for the first year: 120,000 + 102,000 + 52,000 = 27.4

Third, the website Operation 2nd year Team establishment and the operation cost budget

1, the second year technical team labor cost budget

The report finds that the technical team still uses 1 programs in the second year, a designer, a Web site planning and other aspects of the work, if still in coastal areas to calculate the approximate wage, the cost of technical employment within one year is as follows (as is estimated, the second year of wage increases and for the calculation of costs, Because after all, not much, each can rise 200-400 yuan/month):

5000x12 + 3000x12 + 2000x12 = 120,000

2, the second year to edit and promote the team labor cost budget

The second year due to the number of users registered, the increase in traffic, the increase in information, and there will be a new column opened, the need to add 1 ordinary editors, wages in accordance with the 2000 Yuan/month calculation, still in coastal areas of the city to calculate the approximate wages, labor costs calculated as follows:

5 editing cost calculation for one year: 3000x12 + 1500x12 + 2000x12x3 = 126,000

3, the second year sales team labor cost budget

If the first year someone bought a service, it is afraid that the last few months of the first year only thousands of yuan, only a few customers, there is no relationship, that the product is recognized by someone, any product sales are a certain probability, but some of the product probability is big, some small, According to my experience in business-to-business sales management for 4 years, the average number of registered members and the actual number of customers in the ratio between 2%-5%, of course, some customers he began to become a billing customer is not registered before the site, such as: Sales through other sites to find customers, listening to friends, After browsing feel good and so on. But generally speaking, are consistent with 2%-5% This category, so we do not expect to say that your site on 1000 free registered members, but also want to find 200 customers, basically the possibility is very small, to do a good job, first of all, the site will be the most basic operating indicators. The current phone sales are done rotten, a lot of business management personnel very disgusted, as long as you say the site he has not heard, basically said a few words will hang your phone. The industry website also wants to learn from Alibaba, do well the brand, take part in the exhibition, the industry activity, publish the brochure of the website, at the right time also can out periodical, reference book, enhance the brand influence of the website, influence those who are not often on the industry website company decision-making. Because even an Enterprise Manager he has never registered on your website, but he has heard that most of the sales call will not immediately refuse.

Of course, in terms of sales, members are relatively inexpensive, advertising costs are more expensive, especially the first screen, I have in my "business-to-business Industry portal Planning Combat Research Report" has repeatedly said that the Business-to-business Web site must dig hard to advertise large enterprises, the first year, the second year may be less, Because the brand is not well-known enough, but the third year, the fourth year there will always be, the return of advertising is relatively large.

The second year according to the actual situation to increase 1-2 sales staff, first increase 1, if each monthly sales can complete about 10,000 of sales, only to consider adding more than one sales staff, if the blind increase in sales staff, will make everyone eat not enough, and eventually lead to some people leave. Or in front of me, a website in the beginning, due to its own influence and flow, it is difficult to have so many customers, we can not be anxious to do, platform, like to create a clothing brand to shape, objectively speaking, it takes time, otherwise it may die very miserably.

Base salary in accordance with 1200 yuan/month calculation, the first six months to increase one, the latter half a year to add a, still in coastal areas of the city to calculate the approximate wages, labor costs calculated as follows:

2 4 Sales Base salary cost Calculation: 1200x3x12 + 1200x6 = 50,400 yuan

4, the second year sales team revenue calculation

Assuming that according to the average of 5 registered enterprise members per day, 2 years a total of 3000-4000 users to register their own members (assistant editor in the form of a vest in the number of registration and the number of enterprises themselves to register, that is, two years later reached 7000-8000 Enterprise members), according to the proportion of 2%-5%, As the initial development, according to the minimum of 2% or so, the development of 100 or so customers is entirely possible. According to my experience, the second year to develop 5-10 advertisers is possible, of course, the amount of the start is relatively small, in accordance with the average of 10,000 yuan per calculation, the contribution of advertising costs about 5.1 million yuan. According to the membership fee of 2500 yuan charge, assuming that there are about 100 members of the fee, then the total membership income of about 250,000, plus advertising fees, annual income between 30.35 million.

According to 10% percentage of the sales staff, the income is about 27.32 million, take the middle number: 300,000

5, the second year income and expenditure analysis

Since the start of the second year, the sales are not very clear, the proposal is not suitable to please specialized accounting, involving the need to accounting to operate, can find part-time accounting, some other such as wages, income and expenditure, by the general manager (entrepreneur) part-time more appropriate, when the business matures, such as the 3rd or second half of the year, Can find a full-time accountant, because may not be particularly many, may arrange some assistant editors to do the work to the accountant. In the case of a few customers, temporarily do not need to find customer service, after-sales service, charging customers shop maintenance, information processing, etc. by the editorial department arranged editorial concurrently, after-sales service by the sales staff themselves concurrently, their own customer tracking service, to the third year if more customers, funds allow the case to find special customer service, after-sales service , to maximize the cost savings.

Technical Department 3 People, newsroom 5 people, sales Department 4 people (Sales are not good, 3 people can), general Manager, website planning concurrently some positions, the number of guarantee in 12 people, is the 2nd year the lowest number of allocation, if you also want to maximize the cost savings, sales department to reduce 1 people, the editorial office to reduce 1 people, The lowest minimum of 10 people's team is to be guaranteed, and everyone in each department can not be less, if you think I this configuration is not correct, you can investigate the 20 has been successful industry website personnel configuration, you can verify.

Expenditure for the second year: 12 + 12.6 + 5 = 29.6

Second annual income: 300,000

Basically to achieve break-even, of course this is the ideal state, the actual situation, there may still be some loss, there may be some surplus. If the team is not perfect, product planning problems, promotion is not in place, the next year may not have much sales. Well done, I know. There are hundreds of thousands of of profits in the second year, but they cannot be studied as a conventional phenomenon, which is a rare exception. Third year and later, according to the actual situation, to increase the staff of various departments, to do a better job, this article does not need to discuss, because it belongs to the development, to obtain profits, the stage of investment recovery, can not be so frugal, after all, more people, do better. And this time the team matured, we all know how to operate the Business-to-business Web site, continuous experience, and do not need me to talk about these most basic knowledge.

Four, the Business Enterprise Portal website pioneering team establishment and total investment budget summary

In the team formation, still can not escape the 28 law, 20% of employees are the key to the success of the site, entrepreneurs, investors to find a team of 20%, you will be successful, 80% depends on 20% of the staff, 20% of the staff including who? The first is to understand the industry experts, may be entrepreneurs themselves; The second is to master the various aspects of Business-to-business Web site planners, 10 of People's team, accounting for 20% of 2 people, decided whether the project is successful, whether it is the program, design, editing, sales, is actually around the 2 people in the implementation of the general direction. At the same time, as the cost of wages, these 2 people may be accounted for 80% of the total wages (if the founder also receive wages, the two people can be a yearly salary of 100,000 or so, of course, the funds are not allowed, can be less hair point, 680,000 can also, to a point shares on it. )

Now the era of competitive incentives, are relying on the strength of the group, the first year no matter how you want to save costs, 3 departments one can not be less, 10 or so employees can not be less, if you do not have the money, through various channels to change. If you don't want to change the money, don't do it, don't dream of a person on your own, tens of thousands of dollars can be done, and even a lot of people want to do, but also want to part-time. Of course, there are special cases, such as Master of the master, a person knows many aspects, investment can be less, the use of people can be less, but how to have 200,000. Taking the coastal land-level cities in this paper as an example, Website construction stage Input costs: 91,500, the first year of input costs: 274,000, assuming that the ideal situation in the second year to achieve a balance, the total investment of 365,500, but also some liquidity, as the beginning of the second year for several months to use, a total need to prepare funds: 40.5 million. According to various circumstances, the amount of investment is different:

Coastal cities need to prepare funds: 40.5 million (part of the liquidity, hereinafter)

North Canton, the provincial capital, and other one or two-line cities need to prepare funds: 60.7 million (first, the second year to choose cheap suburbs)

Coastal areas of better county-level cities need to prepare funds: 30.4 million (20% of the core talent can be found in the first-tier cities, more training)

This article original author: Xuejiang, welcome the Exchange guidance consultation. Qq:1580658565,msn:lxjb2b@hotmail.com.

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