6yue8ri，youhainanshenggongyehexinxihuatingzuoweizhidaodanwei，shanghaibaoyejituan|jiemianxinwenzhuban，haikouguojiagaoxinqu、haikoujiangdongxinquguanlijuzuoweizhichidanwei，tribunekantai、huachenzibenzuoweizhichiqiyedediliujie【zibenluntan】zaihaikouguanlanhudujiajiudianyuanmanluomu。diantongkehutiyanguanlimeikuerzhongguoxiaoguoyingxiaofuzerenmajunchuxibenciluntan，bingfabiaotiwei《chuhaiyingxiao - huanfudalaomendekejinshouze》dezhuzhiyanjiang。

以下为马骏演讲实录：

geweilingdao，geweizhuanjia，geweiqiyejiapengyou，zaoshanghao！

woshilaizidiantongdemajun，ganggangtinggeweilingdaojieshaolexinxingshixiahainansuodailaidewuxiandajiyu，woxiang，youshenmedifanggengshihehainanhaikouzheigedifangjiangchuhaini？zaizheiyangyigedifang，youhenduozhongguoyouxiudeqiyeyaochuqu，dangranyehuiyoufeichangduoyouxiudeqiyezoujinlai。

wojintianfenxiangdezhutizhatingqilaisihubushitebieyansu，danqishi，youxiyeshihenzhongyaodexingye，youhenduoyouxiyehuichuhai。huanfudalaoyeshifeichangyouxiudeqiye，tamenbushiyiqiongerbaichuqude，tamenshidaizhetamendechenggongjingyandaizhetamendezichanhezibenzouchuqude。danshi，chuqulezhihou，zaiwaimianyaocongtoukaishidapin。zaizheigeguochengzhong，younaxieleishixuyaobikaideni？zaiciwohedajiajiandanjieshaoyixiawomendiantongdejingyan。

shouxianjieshaoyixiawomendiantong。diantongshiyijiaquanqiulingxiandeyingxiaochuanbojituan，yongyoufeichangpangdadequanqiuwangluo。zaiquanqiufanweinei，womenzai142geshichangkeyibangzhudajialuoshiwomendeyingxiaoguihua，youchaoguo4wan5qianmingyuangongfuwupinpai、bangzhupinpaifazhanhechengzhang。

qianmiandefenxiangzhong，youtidaoconghaikouchuqu8xiaoshihe4xiaoshidejingjiquan。zheigequanzifugailediantongyataide19geshichang，chaoguo12500mingyuangong，fuwu800duojiakehu，yingshoumeinianchaoguo100yimeijin。womendiantongshiyigelaiziyuyazhoudegongsi，shengengzhongguodeshichang。zaizhongguo，womenzhengzaifuwuchaoguo70%debaiqiangqiye，youchaoguo3000mingdeyingxiaoleizhuanyerencaizaizhongguode5gebangongdidian，weiquanguoyouxiuqiyefuwu。

zaizibensaidaoshang，diantongyeshijijicanyuzhe。zaiguoqu6nianshijiannei，womenwanchenglechaoguo177cideshougou，womendezhenggeshiyexianguihuayeshimianxiangqiyechenggongdeyaosushejide：baokuoyoulianjierendemeijiexian，youxiyinrendechuangyixian，yijigengshenhuarenherenzhijianguanxidekehutiyanguanlixian。womenduiyuchuhaideshiqingfeichangzhongshi，yinweizheishizhongguoweilaifazhanfeichangdadejiyu。muqian，zhongguoyijingxiyinleyouhenduoqiyejinlai，danshi，zuoweizhongguoqiyeeryan，womenzenmezaizouchuquni？jucixuqiu，womenjianlile“diantongred door(hongmen)”shiyexian。huanjuhuashuo，diantonghongmenyaoranggengduoyouxiuqiyejinlai，tongshiyeyaofuwuhaozhongguodeqiye，rangtamenanwen、chenggongdizaihaiwaizhagenshengchan。zaicijichushang，diantongyelianhelequanqiudemeitipingtaiheyixiekejigongsi，weiqiyehangshizishenzaihaiwaifazhandejichuzuohaolegongzuo。

zongzhi，ruguoniyaodazaohaiwaizhimingdu，tishengmeiyudu，jianlihaiwaideyingxiaotixi，yaochuhaifangangenghaoluodiyaojianxiaodoukeyizhaowomendiantongchuhai。

huidaozhengti，lizuwomengongsizishendejingyan，worenweichuhaibudandanshizhongguoqiyenanti，yeshiquanshijienanti。zaizheigeguochengzhong，womenyounaxieleiyaobini？zheigewentijiuxiangwomenjingchangtingdaozheiyangdehua：“xingfudejiatingdoushixiangside，buxingdejiatinggeyougebudebuxing”。zaishichangshangmeigeqiyeyougezidekunjing，huiyudaobutongdeshibai。jibianshifacebookhegugezheiyangdeqiyeyehuizaiouzhoushichangyudaowenti，gengbuyaoshuozhongguodeyixieqiyele。

danshi，jibianruci，womenrengranyaochuqu。yinweizheishixianzaizhenggeshidaidedaqushi。congwodeguanchalaikan，chuhaideqiyedouhuiyouyixietezhi：shouxian，zaibeidangdishichangjieshouzhiqian，niyongyuandoushiwailaipinpai。womenruguoqugugesousuoyixiazhongguodechuhaidepinpai，qizhongfeichangzhumingdexiangtiktok，xiangdajiang，huikandaohenduoguanlianwentishizaiwenzheigepinpaishicongnalilaide？zheigewenti，xiaofeizhebuhuiwenbentupinpai；yebuhuiwenfazhanchengshudechuhaipinpaixiangsuoni、sanxingdeng，yinweizheixiepinpairenmenyijingfeichangshuxiqierentongle，qipinpaidebentuhuazuodehenhao。duiwomenlaishuo，zheishiyidadelieshi，guanhuxinren。zhiyoudangwomenpinpaizuodaoyidingchengdushicaikenengqubimianzheigewenti。

danshi，conglingwaiyigejiaodukan，nishiyigewaixiangren，tongshiyeyiweizheniyouhenduoqianli；maketuwenshuo：“zhuanjiazhishiyigeputongdeyixiangren。”henduoshihouwaixiangrenfanerhuichengweizhuanjia，yinweiwaixiangrencaihuikandaobendirenkanbudaodeyixiewenti，faxianbendirenfaxianbuledeyixiejihui。jiuhaoxiangdajialaihaikoufazhan，yehuifaxianbendiren/bendiqiyehaimeiyoukandaodejihui，zheixiejihuidoukenengchengweinifazhanfeichangdadejiyu。

zaicijichushang，wojintianbuzhiyaojiangyingxiao，haiyaotiaochuyingxiao，jianggengduoshangyedeshiqing，jianggengduozuoshengyideshiqing。worenwei，zhenduiqiyechuhai，yousantiaojianyixuyaofeichangwushidiqulejie：

1、学习并反学习。

bulejiehaiwaishichang，buxuexixiangguanzhishi，jiubunengzouchuquzuoyingxiao。yinci，zheigeshihou，qiye/getikeyixiangdiantongxunqiubangzhu。diantongchuhaifeichangyoujingyan，youfeichangduodezhishijinijieyong。xuexihefanxuexi，yiweizhezheizhongxuebingbutingliuzaizhimian，ershiyingyongxingde。tongshi，womenbingbushiwanquankongbaizhezouchuqude，womenshidaizhewomendeguyouzhishichuqude。danshizaihaiwaishichang，zheixiezhishikenengfanerhuichengweiwomendefudan。zaizheilizuoyigexiaoceshi，dajiazhidaodouzhidaozheisigeyingwenciyu：top 1、kol、middle  platform、private domaindeyisi，xiang top1shizhengshudiyiming；kolshiguanjianyijianlingxiu；middle  platformshizhongtai。private domainshisiyu。

danshi，womenyongzhongwenfanyichengyingwenchuqujiang，renjianengtingdongma？yidingtingbudongde。yingyudeshijieliyicijiangdeshinumber 1，influencer，cdp、crm。congzheigejiandandelizijiunengkanchu，womendepindaohehaiwaidepindaoshibutongyide。zheigeshihouwomenjiuxuyaoxuexi，tongguoxuexilaizhidaowomenzenmeyangcainengheduifangzhankaijiaoliu。

worenwei，quanshijieyouhenduohenduodezhishidaiwomenquxuexi；zhenggeshijiekeyifenchengwodongdeshiqinghewobudongdeshiqing，qizhonghaiyouwoyiweiwodong、danshiqishiwobudongdeshiqing。duiwomenlaishuo，chuhaijiushiwomenbudong，xuyaoquxuexideshiqing。zheixiezhishizhonghaiyoufuhedangdishichangdedongxixuyaowomenfanxuexi。birushuo，qubieyuguoneideshejiaomeiti，guowaie-maildianziyoujianqishishizuihaodeyingxiaoqudao，zhuanhualvshizuigaode。ruguowomenbuzhidaozheiyidian，daizhechengjianqubiedeshichang，womenyidinghuicuoshihenduojihui。

2、第二点是先爬，再走，最后跑。

wozheilidepaobushipaoludeyisi，shizhimanmandibasudutiqilai。duiwomenzhongguoqiyelaishuo，zheishitebieyaojiangdeshiqing。zuoda，zuoyou，zuoqiangdangranshibiyaode，danshizhongguoqiyehenrongyiyouyigeguanxing，jiushi“mengcaiyoumen，jicaichache”，jibianshizaiyigemoshengdeshichang，yexiwangjinkuaizuoqiang，huanjuhuashuo，womenqiyeqishishifeichangjijindizuotouzide。danqishi，haobiniyaodazaoyigejishuduizhan，zaimoshengshichangqishishiyaocongokaishidade，suoyiyikaishinikenengzhixuyaoyingxiaoshujukuheneirongguanlixitong。dangnidekehuchaoguo10geyihou，nicaihuikaolvyongkehuguanlixitonghezhongchengdujihuaheyixieshangwuzhinengbizheiyangdexitongrangzijigenglejieshichangfashengleshenmeshiqing。dangkehuquntifeichangfeichangdadeshihou，nicaixuyaozidonghua（mat），zouxiangdisangejieduan。zheigeshihounihaixuyaokehushujupingtai，jiushiwomenqianmiantidaozhongtaicdp，yijiwomenkehushuzitiyanpingtai（dxp）pangdadexitong，laibangzhunigenghaoguanlinideyingxiaohuodong，zheigeshihouwomencaikeyijinxingzuidadetouru。suoyi，yikaishi，womenchuhai，payixiajiuxingle，bingbuxuyaoyongfeichangdadewuqi，jianmieyixiefeichangxiaodediren，neishiwomenzhixuyaoqudeyixiexiaochengjiujiukeyile。daomangdegubuguolaideshihou，womencaixuyaogengfuzadeyingxiaokejilaibangzhuwomen——erzheiyeshiwomendiantongkehutiyanguanlitigongdezuizhongyaodefuwuzhiyi。

3、第三点，打不过就加入。

zheizhongfangshibingbushishuojiushitoujiang，zheishiyizhongcelve。dajiadouzhidaoqifudinglv，zaishichangdangzhong，qiyedepaimingheshichangzhanyoulvzhijianyoufeichangdadeguanxi，paimingyuekaohou，shizhanlvyuedi，zheishifeichangqianxiandedaoli。wozheilijushijieshidabingqilinkouweixiaoliangdebililaibangzhugeweigenghaodilijie。dajiazhidao，paidiyibingqilinshinagekouwei？shixiangcao，xiangcaobingqilinyousanchengdeshichangzhanyoulv；toubudeqiyehuodedeguanzhuhuozhelirunyeshifeichangzhigao；erdaolewomenweibu，zezhiyoujifenzhijishenzhijishifenzhijidezhanyouliang。

suoyi，duiwomenchuhaiqiyelaishuo，haishiyaobaizhengwomendexintai，lejiewomendeweizhi。youqishizaiyikaishideshihou，zaimoshengshichangshikendingdabuguobierende。

neime，shenmeshidabuguojiujiaru？jiarusheini？wozaizheililiejuleyixiejiarudeshiti，baokuoxingyexiehui，biaozhunxiehui，jishuqiyedengdeng。julilaishuo，biruvivogencaisilianyin，shiyongcaisijingtou，yixiazipinpaijiudedaoletisheng，qishexianghesheyinggongnengdedaofeichangdadeqianghua。xingbakezaizhongguocaiqutexujingyingdefangshi，tayikaishijinruzhongguoshichang，zai2000nianzuoyoudeshihoukaishikuile9nian，danshizheigekuisunyoubiedesanjiagongsibangtakangzhe，meiyouzhenzhengkuidaota。suoyi，jiaruqishiyeshiyizhongfangshi，qiebujinjinxianyushiti、qiye、xiehui——womenshenzhikeyigenjingzhengduishouyiqihezuo。birusuonizaibetamaxgeshishibaihoujiarulevhsheshi，quebaoleluxiangjidefene。zaibirugugemeinianfujipingguogongsichaoguo100yimeijinzhiweileyijianshiqing，rangpingguoshoujidemorensousuoyinqingchengweiguge。zheimedadetouruxia，gugexianranyebingmeiyoukuiqian，yinweiyituozheibijiaoyi，gugehuodelegengduodeguanggaoshouru。suoyi，dajiakeyixiangyixia，womenyoushihouyekeyigenjingzhengduishouyiqihezuo。

4、最后一点，我们要避免一些虚荣心的指标，并建立其自己的阵地——而不仅仅是依靠一些平台。我们作为出海企业，需要认清我们自己的发展现状，认清自己所处的是怎样一个科学的发展过程，并根据所处阶段的不同采取差异化的策略和行动。

zuihouhaixiangshuoyidian，qishi，bujinjinshizhongguodepinpai，zhongguorenxianzaiyeyizhizaizouchuqu。wentizaiyu，pinpaiyehao，qiyeyehao，renyehao，“zouchuqu”yihouwomenzenmezhaodaotamenni？zaizheigewentishang，diantongyong12yideshebeixinxi，bingyuxiechengdashujuhezuo，genghaodidingweihaiwaidezhongguorenjiqitamenzailvxingzhongsuochudegegejieduan。womenyeyouqitayixiechenggongdechuhaianli，womenherongyaoyiqihezuo，zaieluosiyouhualerufacebook、youtube、instagramdengshejiaopingtai；womenhepicohezuo，zairibenzuoleyigexianshangxianxialianyingmeitiyouhua；womenweideguomapaizaiyataidazao“siyu”，deguomapaideyonghukeyishiyongapplaigenghaoguanlitamendezhanghao，huodejifenhejiangli。eryitclweili，guoqujinian，womenweitcldazaolehaiwaideguanwangpingtaihedianshangpingtai，zhuliqiguanwangpingtaihedianshangpingtaigenghaodibeisousuoyinqinghexiaofeizherenzhi。zheizhongyouhuahejianshe，bujinjinshizaijishushangbangtagonggulecelve，yebaokuozaineirongshangbangtajinxinglehenhaodebuju。shenzhiruguoxianzaidajiazaibing chathuozhechatgptshangsouyixiexiangjiadianxiangguandewenti，tclhenduowangye、neirong、zhishi，douhuizuoweihuidachengxianzaiyonghumianqian。congjieguolaikan，tcldianshidepaimingcongzhenggeshijiededisanmingyuejuchengdierming，tamendabailelg，xianzaijinciyusanxing。

lingwai，womenweiyingmeiyancaozaiyataiquyetigonglecrmdecelveguanlihezixunfuwu，yibangzhutamendexiaofeizhegenghaolijiepinpai，genghaoweichipinpaihexiaofeizhezhijiandeguanxi。zuihou，haiyouxuduoqitadepinpai，zaiwomendiantongdebangzhuxiachuhai，zaiquanqiuduoyuandeshichanghuodelechenggong。

yishangjiushiwofenxiangduiquanbuneirong，xiwangzhihouyoujihuihedajiazhankaigengduojiaoliu。xiexiedajia！

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