{"id":6706,"date":"2026-04-03T20:27:50","date_gmt":"2026-04-03T12:27:50","guid":{"rendered":"https:\/\/moresourcing.com\/should-wasabi-technologies-make-the-move-from-direct-sales-to-a-channel-strategy\/"},"modified":"2026-04-03T20:27:50","modified_gmt":"2026-04-03T12:27:50","slug":"should-wasabi-technologies-make-the-move-from-direct-sales-to-a-channel-strategy","status":"publish","type":"post","link":"https:\/\/moresourcing.com\/zh\/should-wasabi-technologies-make-the-move-from-direct-sales-to-a-channel-strategy\/","title":{"rendered":"Wasabi Technologies \u662f\u5426\u5e94\u8be5\u4ece\u76f4\u9500\u6218\u7565\u8f6c\u5411\u6e20\u9053\u6218\u7565\uff1f"},"content":{"rendered":"<p><\/p>\n<div id=\"transcript-section\">\n        <!-- let's remove the TRANSCRIPT header --><\/p>\n<p>BRIAN KENNY\uff1a\u6b22\u8fce\u6765\u5230 Cold Call\uff0c\u8fd9\u662f\u4e00\u4e2a\u64ad\u5ba2\uff0c\u6211\u4eec\u5c06\u6df1\u5165\u63a2\u8ba8\u7a81\u7834\u6027\u7684\u60f3\u6cd5\u548c\u54c8\u4f5b\u5546\u5b66\u9662\u7684\u6848\u4f8b\u7814\u7a76\u3002<\/p>\n<p>\u8fd9\u662f\u4e00\u4e2a\u5173\u4e8e\u6743\u8861\u3001\u4e13\u6ce8\u4e0e\u89c4\u6a21\u3001\u7b80\u5355\u4e0e\u6760\u6746\u3001\u77ed\u671f\u52a8\u529b\u4e0e\u957f\u671f\u96c4\u5fc3\u7684\u6545\u4e8b\u3002<\/p>\n<p>\u6211\u662f\u4f60\u4eec\u7684\u4e3b\u6301\u4eba\u5e03\u83b1\u6069\u00b7\u80af\u5c3c (Brian Kenny)\uff0c\u4f60\u4eec\u6b63\u5728\u6536\u542c HBR \u64ad\u5ba2\u7f51\u7edc\u4e0a\u7684 Cold Call\u3002 <em>\u4e0d\u592a\u53ef\u80fd\u7684\u4f01\u4e1a\u5bb6\uff1a\u80dc\u5229\u3001\u5931\u8d25\u4ee5\u53ca\u5efa\u7acb\u4f1f\u5927\u516c\u53f8\u7684\u91cd\u8981\u5efa\u8bae<\/em>\uff0c\u6df1\u5165\u63a2\u8ba8\u4e86\u521b\u59cb\u4eba\u9762\u4e34\u7684\u4e3b\u8981\u6311\u6218\uff0c\u5305\u62ec\u5728\u672c\u6848\u4f8b\u4e2d\u51fa\u73b0\u7684\u8bb8\u591a\u6311\u6218\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u975e\u5e38\u611f\u8c22\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u5f88\u9ad8\u5174\u4f60\u80fd\u53c2\u52a0\u8fd9\u4e2a\u8282\u76ee\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u6211\u662f\u8463\u4e8b\u4f1a\u6210\u5458\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u597d\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u54e6\uff0c\u5bf9\u4e86\u82a5\u672b\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u597d\u5427\uff0c\u8981\u671d\u7740\u6b63\u786e\u7684\u65b9\u5411\u524d\u8fdb\u5e76\u8d85\u8d8a\u4ed6\u4eec\u6240\u6709\u7684\u6570\u5b57\uff0c\u8d85\u8d8a\u4ed6\u4eec\u6240\u6709\u7684\u6536\u5165\u9884\u671f\uff0c\u800c\u4e0d\u662f\u4ed6\u4eec\u7528\u6765\u4ece\u6295\u8d44\u8005\u90a3\u91cc\u7b79\u96c6\u8d44\u91d1\u7684\u8d44\u91d1\uff0c\u8fd9\u5df2\u7ecf\u591f\u56f0\u96be\u7684\u4e86\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u6211\u4ece\u6765\u6ca1\u6709\u60f3\u8fc7\u2026\u2026\u6240\u4ee5\u6211\u662f\u4e00\u540d\u97f3\u4e50\u5bb6\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u54e6\uff0c\u5c31\u8fd9\u6837\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u4f46\u6211\u4eec\u8981\u8c08\u8c08\u65af\u8482\u5229\u00b7\u4e39\uff0c\u6211\u5bf9\u6b64\u611f\u5230\u975e\u5e38\u5174\u594b\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u4ed6\u592a\u9177\u4e86\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u6240\u4ee5 Steely Dan \u662f The Who\u3001Led Zeppelin \u7b49\u6447\u6eda\u4e50\u961f\u7684\u65e9\u671f\u5ba2\u6237\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u6eda\u77f3\u4e50\u961f\uff0c\u8fd9\u771f\u662f\u4ee4\u4eba\u96be\u4ee5\u7f6e\u4fe1\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u6eda\u77f3\u4e50\u961f\u90fd\u662f\u4ed6\u7684\u65e9\u671f\u5ba2\u6237\uff0c\u4ed6\u662f\u4f2f\u514b\u5229\u97f3\u4e50\u5b66\u9662\u7684\u5b66\u751f\uff0c\u4e3b\u4fee\u97f3\u4e50\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u6211\u7684\u610f\u601d\u662f\uff0c\u5927\u536b\u786e\u5b9e\u8c08\u5230\u8fc7\uff0c\u5f53\u4ed6\u9500\u552e\u653e\u5927\u5668\u65f6\uff0c\u5bf9\u4e0d\u8d77\uff0c\u5408\u6210\u5668\uff0c\u5bf9\u4ed6\u6765\u8bf4\u4e0e\u8fd9\u4e9b\u5ba2\u6237\u5efa\u7acb\u76f4\u63a5\u5173\u7cfb\u975e\u5e38\u91cd\u8981\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u4ed6\u4eec\u4e0d\u9ad8\u5174\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u4ed6\u4eec\u5bf9\u5408\u6210\u5668\u4e0d\u6ee1\u610f\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u55ef\uff0c\u6709\u51e0\u4ef6\u4e8b\uff0c\u4f60\u63d0\u5230\u4e86\u54c8\u4f5b\u5546\u5b66\u9662\u7684\u9500\u552e\u3002<\/p>\n<p>\u56e0\u6b64\uff0c\u6211\u4eec\u5728\u8bfe\u5802\u4e0a\u8fdb\u884c\u89d2\u8272\u626e\u6f14\uff0c\u60a8\u73b0\u5728\u8981\u544a\u8bc9\u60a8\u7684\u9876\u7ea7\u9500\u552e\u4ee3\u8868\uff0c\u60a8\u5c06\u5fc5\u987b\u901a\u8fc7\u5408\u4f5c\u4f19\u4f34\u8fdb\u884c\u5de5\u4f5c\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u8fd9\u4e2a\u6848\u5b50\u8c08\u5230\u4e86\u4e00\u4e9b\u6469\u64e6\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u589e\u503c\u7ecf\u9500\u5546\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a MSP\uff1f<\/p>\n<p>LOU SHIPLEY: Managed service providers.<\/p>\n<p>BRIAN KENNY\uff1a\u6240\u4ee5\u4ed6\u4eec\u6b63\u5728\u8c08\u8bba\u901a\u8fc7\u5c06\u7b2c\u4e09\u65b9\u5f15\u5165\u8fd9\u79cd\u5173\u7cfb\u6765\u6446\u8131\u5ba2\u6237\u7684\u4e2d\u4ecb\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u55ef\uff0c\u4f60\u5931\u53bb\u4e86\u4e0e\u5ba2\u6237\u7684\u5173\u7cfb\uff0c\u56e0\u4e3a\u73b0\u5728\u4f60\u4eec\u4e4b\u95f4\u6709\u4e00\u4e2a\u4e2d\u95f4\u4eba\u3002<\/p>\n<p>\u53e6\u4e00\u4ef6\u68d8\u624b\u7684\u4e8b\u60c5\u662f\uff0c\u5728\u521d\u521b\u516c\u53f8\u4e2d\u6559\u81ea\u5df1\u7684\u9500\u552e\u56e2\u961f\u5982\u4f55\u9500\u552e\u65b0\u5174\u4ea7\u54c1\u5df2\u7ecf\u591f\u56f0\u96be\u7684\u4e86\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u4e0d\uff0c\u6709\u3002<\/p>\n<p>\u53e6\u4e00\u65b9\u9762\uff0c\u5408\u4f5c\u4f19\u4f34\u77e5\u9053\uff0c\u5982\u679c\u4f60\u6700\u521d\u662f\u4e00\u5bb6\u76f4\u63a5\u516c\u53f8\uff0c\u4ed6\u4eec\u603b\u662f\u4f1a\u60f3\u77e5\u9053\uff0c\u5f53\u5927\u4ea4\u6613\u53d1\u751f\u65f6\uff0c\u4f60\u662f\u5426\u4f1a\u5c06\u4ed6\u4eec\u6392\u9664\u5728\u5916\uff0c\u5e76\u8bf4\uff1a\u201c\u54e6\uff0c\u4f60\u53ea\u662f\u770b\u7740\u6211\u83b7\u5f97\u65b0\u4ea4\u6613\uff0c\u4f46\u5f53\u5927\u4ea4\u6613\u51fa\u73b0\u65f6\uff0c\u4f60\u4f1a\u628a\u6211\u6392\u9664\u5728\u5916\u3002\u201d<\/p>\n<p>BRIAN KENNY\uff1a\u6240\u4ee5\u6211\u4eec\u77e5\u9053\uff0c\u56e0\u4e3a\u4f60\u5199\u4e86 B \u6848\u4f8b\uff0c\u5267\u900f\u8b66\u62a5\uff0c\u6211\u4eec\u77e5\u9053\u8fd9\u6548\u679c\u5f88\u597d\uff0c\u4f46\u6211\u60f3\u77e5\u9053\u4f60\u662f\u5426\u53ef\u4ee5\u601d\u8003\u4e00\u4e0b\uff0c\u56de\u987e\u4e00\u4e0b David \u548c\u516c\u53f8\u91c7\u53d6\u7684\u6b65\u9aa4\uff0c\u4ed6\u4eec\u505a\u5bf9\u4e86\u4ec0\u4e48\uff1f<\/p>\n<p>LOU SHIPLEY\uff1a\u4ed6\u4eec\u505a\u5f97\u5f88\u597d\uff0c\u5f88\u591a\u4e8b\u60c5\u4ed6\u4eec\u90fd\u505a\u5f97\u5f88\u597d\u3002<\/p>\n<p>\u8bb8\u591a\u5408\u4f5c\u4f19\u4f34\u53ef\u4ee5\u7b2c\u4e00\u6b21\u51fa\u552e\uff0c\u4f46\u4ed6\u4eec\u60f3\u770b\u770b\u8c01\u53ef\u4ee5\u76f8\u5bf9\u8f83\u5feb\u5730\u8fdb\u884c\u7b2c\u4e8c\u6b21\u51fa\u552e\uff0c\u56e0\u4e3a\u4efb\u4f55\u4eba\u90fd\u53ef\u4ee5\u5b8c\u6210\u4e00\u7b14\u4ea4\u6613\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\uff0c\u7edd\u5bf9\u5982\u6b64\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u8fd9\u6709\u70b9\u50cf\u82f1\u7279\u5c14\u5185\u90e8\u7684\u60f3\u6cd5\u2014\u2014<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\uff0c\u5b8c\u5168\u6b63\u786e\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u4ed6\u4eec\u7684\u52a8\u529b\u6765\u81ea\u2026\u2026\u4e0d\u8fc7\uff0c\u8fd9\u662f\u4e00\u4e2a\u4f1f\u5927\u7684\u8f6c\u53d8\uff0c\u5982\u679c\u6211\u4eec\u73b0\u5728\u60f3\u8c08\u8c08\u4f60\u4e66\u4e2d\u7684\u60f3\u6cd5\uff0c\u606d\u559c\u4f60-<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a \u8c22\u8c22\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u987a\u4fbf\u8bf4\u4e00\u53e5\uff0c\u51fa\u7248\u4e00\u672c\u4e66\u662f\u4e00\u9879\u5de8\u5927\u7684\u6210\u5c31\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a \u8c22\u8c22\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u60a8\u5728\u4e66\u4e2d\u786e\u5b9e\u8c08\u5230\u4e86\u521b\u59cb\u4eba\u5982\u4f55\u5fc5\u987b\u6210\u4e3a\u516c\u53f8\u7684\u9996\u5e2d\u9500\u552e\u4eba\u5458\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u55ef\uff0c\u6211\u4eec\u5728\u9500\u552e 101 \u8bfe\u7a0b\u4e2d\u6559\u6388\u7684\u5185\u5bb9\u4e4b\u4e00\uff0c\u5373\u521b\u59cb\u4eba\u9500\u552e\uff0c\u6211\u4eec\u57fa\u672c\u4e0a\u662f\u5c1d\u8bd5\u8ba9\u5b66\u751f\u5fd8\u8bb0\u4ed6\u4eec\u6240\u8ba4\u4e3a\u7684\u9500\u552e\u662f\u4ec0\u4e48\uff0c\u800c\u6211\u4eec\u6559\u6388\u7684\u662f\u2014\u2014<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u4ed6\u4eec\u8ba4\u4e3a\u8fd9\u662f\u4ec0\u4e48\uff1f<\/p>\n<p>LOU SHIPLEY\uff1a\u4ed6\u4eec\u8ba4\u4e3a\u8fd9\u662f\u5c55\u793a\u3002<\/p>\n<p>\u800c\u5927\u536b\u76f4\u63a5\u5173\u95ed\u4e86\u539f\u6765\u7684\u7b2c\u4e00\u6279\u5ba2\u6237\u540e\u5c31\u53d1\u73b0\uff0c\u8fd9\u6761\u4e0a\u5e02\u8def\u7ebf\uff0c\u8fd9\u91cc\u6709\u95ee\u9898\u3002<\/p>\n<p>\u4ed6\u4eec\u57fa\u672c\u4e0a\u8bf4\uff0c\u201c\u597d\u5427\uff0c\u4f60\u53ef\u4ee5\u628a\u5b83\u5356\u7ed9\u5ba2\u6237\uff0c\u5982\u679c\u4ed6\u4eec\u83b7\u5f97 1 TB \u7684\u5b58\u50a8\u7a7a\u95f4\uff0c\u5982\u679c\u4ed6\u4eec\u4e0d\u4f7f\u7528\u5b83\uff0c\u4ed6\u4eec\u4ecd\u7136\u9700\u8981\u4e3a\u6b64\u4ed8\u8d39\u3002\u201d<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u8fd9\u5c31\u662f\u4f60\u5728\u4e66\u4e2d\u8c08\u5230\u7684\u4e8c\u624b\u77e5\u8bc6\u7684\u5168\u90e8\u542b\u4e49\u5417\uff1f<\/p>\n<p>LOU SHIPLEY\uff1a\u4e8c\u624b\u77e5\u8bc6\u4e5f\u662f\uff0c\u5982\u679c\u4f60\u6ca1\u6709\u76f4\u63a5\u89e3\u51b3\u95ee\u9898\u7684\u7ecf\u9a8c\uff0c\u672c\u4e66\u7684\u7b2c\u4e00\u7ae0\u79f0\u4e3a <em>\u95ee\u9898\u4e2d\u7684\u95ee\u9898<\/em>\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a \u662f\u7684\uff0c\u8c22\u8c22\u3002<\/p>\n<p>LOU SHIPLEY\uff1aAvid \u83b7\u5f97\u4e86\u827e\u7f8e\u5956\uff0c\u4f46 Bill \u771f\u6b63\u7406\u89e3\u57fa\u4e8e\u7ebf\u6027\u7535\u5f71\u7684\u526a\u8f91\u95ee\u9898\uff0c\u5e76\u53d1\u660e\u4e86\u6570\u5b57\u975e\u7ebf\u6027\u526a\u8f91\u7cfb\u7edf\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u4e0d\u4ec5\u5982\u6b64\uff0c\u56e0\u4e3a\u6211\u505a\u8fc7\u5f88\u591a\u521b\u4e1a\u516c\u53f8\uff0c\u5199\u4e00\u672c\u4e66\u5b9e\u9645\u4e0a\u5c31\u662f\u4e00\u4e2a\u5c0f\u5c0f\u7684\u521b\u4e1a\u516c\u53f8\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u90a3\u4e48\u6839\u636e\u5b9a\u4e49\uff0c\u8c01\u4e0d\u592a\u53ef\u80fd\u662f\u4f01\u4e1a\u5bb6\u5462\uff1f<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u55ef\uff0c\u6211\u7684\u610f\u601d\u662f\uff0c\u5728\u6211\u4eec\u7684\u4e66\u4e2d\uff0c\u6211\u548c\u6211\u7684\u5408\u8457\u8005\u7279\u91cc\u4ec0\u00b7\u8d39\u5112\uff08Trish Favreau\uff09\u548c\u6211\u60f3\u51fa\u4e86\u8bb8\u591a\u4e0d\u540c\u7684\u4eba\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a \u4e0d\u77e5\u9053\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u5728\u7ebf\u9500\u552e\u989d\u8d85\u8fc7 1000 \u4e07\u7f8e\u5143\u3002<\/p>\n<p>\u4f60\u5fc5\u987b\u63d0\u51fa\u4f60\u7684\u60f3\u6cd5\uff0c\u4f60\u5fc5\u987b\u83b7\u5f97\u878d\u8d44\uff0c\u4f60\u5fc5\u987b\u5efa\u7acb\u4f60\u7684\u56e2\u961f\uff0c\u4f60\u5fc5\u987b\u4ea4\u4ed8\u4ea7\u54c1\uff0c\u4f60\u5fc5\u987b\u8ba9\u5b66\u751f\u6210\u529f\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u6211\u4eec\u77e5\u9053\u8fd9\u9700\u8981\u4ec0\u4e48\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u6240\u4ee5 <em>\u4e0d\u592a\u53ef\u80fd\u7684\u4f01\u4e1a\u5bb6<\/em>\uff0c\u6211\u731c\u6bcf\u4e2a\u4eba\u90fd\u4e0d\u592a\u53ef\u80fd\u662f\u4f01\u4e1a\u5bb6\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u55ef\uff0c\u4f60\u77e5\u9053\u8fd9\u672c\u4e66\u771f\u6b63\u6709\u8da3\u7684\u5730\u65b9\u662f\u4f60\u8bfb\u4e86\u8fd9\u4e9b\u6545\u4e8b\uff0c\u6211\u5bf9\u8fd9\u672c\u4e66\u7684\u5b9a\u4f4d\u662f\uff0c\u6211\u4eec\u4ecb\u7ecd\u4e86 17 \u4f4d\u4e0d\u540c\u7684\u4f01\u4e1a\u5bb6\uff0c\u4f46\u5b83\u5e76\u6ca1\u6709\u771f\u6b63\u7a81\u51fa\u7845\u8c37\u4eba\u5de5\u667a\u80fd\u4ebf\u4e07\u5bcc\u7fc1\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u5f53\u7136\u3002<\/p>\n<p>LOU SHIPLEY\uff1a \u53ea\u662f\u8fd9\u4e0d\u662f\u6211\u4eec\u5728\u8fd9\u91cc\u8ba8\u8bba\u7684\u5185\u5bb9\u3002<\/p>\n<p>\u901a\u5e38\u7684\u505a\u6cd5\u662f\uff0c\u201c\u54e6\uff0c\u4f60\u5fc5\u987b\u4ece\u54c8\u4f5b\u9000\u5b66\u5e76\u521b\u529e\u4f60\u7684\u516c\u53f8\u3002\u201d<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u56e0\u6b64\uff0c\u4ed6\u4eec\u6539\u53d8\u4e86\u9500\u552e\u5bf9\u8c61\uff0c\u6539\u53d8\u4e86\u5ba2\u6237\u7684\u4ef7\u503c\u4e3b\u5f20\uff0c\u4ecd\u7136\u4f7f\u7528\u76f8\u540c\u7684\u4ea7\u54c1\uff0c\u5b83\u4ecd\u7136\u662f\u4e00\u4e2a\u6709\u52a9\u4e8e\u89e3\u51b3\u98df\u7269\u6d6a\u8d39\u7684\u8f6f\u4ef6\u4ea7\u54c1\uff0c\u4f46\u4ed6\u4eec\u7784\u51c6\u4e86\u4e0d\u540c\u7684\u7ec6\u5206\u5e02\u573a\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u4f46\u56de\u5230\u4f60\u4e4b\u524d\u7684\u89c2\u70b9\uff0c\u6211\u8ba4\u4e3a\u8fd9\u9700\u8981\u5bf9\u8106\u5f31\u6027\u6301\u5f00\u653e\u6001\u5ea6\uff0c\u5373\u8bf4\u201c\u597d\u5427\uff0c\u6211\u5bf9\u6b64\u4e0d\u592a\u6b63\u786e\u201d\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u8fd9\u662f\u5b8c\u5168\u6b63\u786e\u7684\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u4f60\u600e\u4e48\u77e5\u9053\u4f60\u4ec0\u4e48\u65f6\u5019\u8bd5\u56fe\u6210\u957f\u5f97\u592a\u5feb\uff1f<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u6709\u8da3\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u542c\u8d77\u6765\u5f88\u7b80\u5355\uff0c\u4f46\u6211\u4eec\u5e38\u5e38\u5ffd\u7565\u5b83\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u4f60\u8ba4\u4e3a\u4e5f\u8bb8\u2014\u2014\u63a8\u6d4b\u4e00\u4e0b\u2014\u2014\u662f\u56e0\u4e3a\u6211\u4eec\u89c9\u5f97\u544a\u8bc9\u5408\u4f5c\u4f19\u4f34\u6211\u4eec\u5bf9\u67d0\u4ef6\u4e8b\u4e0d\u6ee1\u610f\u6bd4\u544a\u8bc9\u4ea7\u54c1\u5236\u9020\u5546\u66f4\u8212\u670d\u5417\uff1f<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u6211\u8ba4\u4e3a\u4e0d\u4e00\u5b9a\u662f\u8fd9\u6837\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u6839\u636e\u60a8\u7684\u7ecf\u9a8c\uff0c\u60a8\u7814\u7a76\u4e86\u2026\u2026\u82a5\u672b\u662f\u4e00\u5bb6\u76f8\u5f53\u5927\u7684\u516c\u53f8\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\uff0c\u5c31\u662f\u73b0\u5728\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u4f46\u4ed6\u4eec\u53d1\u5c55\u5f97\u5f88\u5feb\uff0c\u800c\u4e14\u5728\u89c4\u6a21\u548c\u89c4\u6a21\u4e0a\u53ef\u80fd\u5904\u4e8e\u9ad8\u7aef\uff0c\u4e00\u76f4\u5230\u50cf\u68fa\u6750\u5356\u5bb6\u8fd9\u6837\u7684\u72ec\u7acb\u4f01\u4e1a\u5bb6\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u5564\u9152\u548c\u9999\u80a0\u53ef\u80fd\u4f1a\u5bfc\u81f4\u68fa\u6750\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u6709\u4e00\u4e2a\u2026\u2026<\/p>\n<p>BRIAN KENNY\uff1a\u90a3\u91cc\u6709\u4e00\u4e2a\u5faa\u73af\u3002<\/p>\n<p>LOU SHIPLEY\uff1a\u8fd9\u4e9b\u4e1a\u52a1\u4e4b\u95f4\u5b58\u5728\u8054\u7cfb\uff0c\u4f46\u6bcf\u5f53\u4f60\u5bf9\u4ea7\u54c1\u6709\u60f3\u6cd5\u65f6\uff0c\u5c31\u4f1a\u6709\u4eba\u4e0e\u4f60\u7684\u6838\u5fc3\u4e70\u5bb6\u6709\u5173\u7cfb\uff0c\u6709\u5f71\u54cd\u529b\u548c\u503c\u5f97\u4fe1\u8d56\u7684\u5173\u7cfb\u3002<\/p>\n<p>\u6211\u60f3\u6211\u8981\u8865\u5145\u7684\u4e00\u4ef6\u4e8b\u662f\uff0c\u6211\u8ba4\u4e3a\uff0c\u5c24\u5176\u662f\u5728\u79d1\u6280\u9886\u57df\uff0c\u4eba\u4eec\u4ecd\u7136\u666e\u904d\u8ba4\u4e3a\uff0c\u5982\u679c\u6211\u6784\u5efa\u4e86\u4e00\u4e9b\u771f\u6b63\u6709\u521b\u610f\u7684\u4e1c\u897f\uff0c\u6211\u81f4\u529b\u4e8e\u4ea7\u54c1\u548c\u4ea7\u54c1\u5e76\u83b7\u5f97\u6b63\u786e\u7684\u4ea7\u54c1\uff0c\u90a3\u4e48\u6211\u7684\u4ea7\u54c1\u5c31\u4f1a\u6709\u9700\u6c42\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u662f\u7684\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u6ca1\u9519\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u5982\u679c\u4f60\u770b\u770b\u7535\u5f71\u548c\u7c7b\u4f3c\u4e8b\u7269\u4e2d\u5bf9\u9500\u552e\u4eba\u5458\u7684\u63cf\u7ed8\u65b9\u5f0f\uff0c\u4f60\u4f1a\u53d1\u73b0\u4ed6\u4eec\u901a\u5e38\u4e0d\u4f1a\u4ee5\u6700\u79ef\u6781\u7684\u65b9\u5f0f\u88ab\u63cf\u7ed8\u3002 <em>\u4e0d\u592a\u53ef\u80fd\u7684\u4f01\u4e1a\u5bb6<\/em> \u73b0\u5728\u53ef\u7528\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u73b0\u5728\u6b63\u5728\u76f4\u64ad\u3002<\/p>\n<p>\u5e03\u83b1\u6069\u00b7\u80af\u5c3c\uff1a\u592a\u68d2\u4e86\u3002<\/p>\n<p>\u5362\u00b7\u5e0c\u666e\u5229\uff1a\u662f\u7684\u3002<\/p>\n<p>BRIAN KENNY\uff1a\u5982\u679c\u60a8\u559c\u6b22\u201c\u964c\u751f\u7535\u8bdd\u201d\uff0c\u60a8\u53ef\u80fd\u4f1a\u559c\u6b22\u6211\u4eec\u7684\u5176\u4ed6\u64ad\u5ba2\uff1a <a href=\"https:\/\/www.hbs.edu\/environment\/podcast\/Pages\/default.aspx\" target=\"_blank\" rel=\"noopener\">\u6c14\u5019\u4e0a\u5347<\/a>, <a href=\"https:\/\/hbr.org\/podcasts\/coaching-real-leaders\" target=\"_blank\" rel=\"noopener\">\u8f85\u5bfc\u771f\u6b63\u7684\u9886\u5bfc\u8005<\/a>, <a href=\"https:\/\/hbr.org\/podcasts\/ideacast\" target=\"_blank\" rel=\"noopener\">\u521b\u610f\u64ad\u5ba2<\/a>, <a href=\"https:\/\/www.hbs.edu\/managing-the-future-of-work\/podcast\/Pages\/default.aspx\" target=\"_blank\" rel=\"noopener\">\u7ba1\u7406\u5de5\u4f5c\u7684\u672a\u6765<\/a>, <a href=\"https:\/\/www.alumni.hbs.edu\/events\/Pages\/skydeck.aspx\" target=\"_blank\" rel=\"noopener\">\u89c2\u666f\u53f0<\/a>\u548c <a href=\"https:\/\/www.hbs.edu\/news\/podcasts\/think-big-buy-small\/podcast-details?episode=3618853027\" target=\"_blank\" rel=\"noopener\">\u5927\u5904\u7740\u773c\uff0c\u5c0f\u5904\u8d2d\u4e70\u3002<\/a> \u65e0\u8bba\u60a8\u5728\u4f55\u5904\u83b7\u53d6\u64ad\u5ba2\uff0c\u90fd\u53ef\u4ee5\u627e\u5230\u5b83\u4eec\u3002<\/p>\n<p>\u5982\u679c\u60a8\u6709\u4efb\u4f55\u5efa\u8bae\u6216\u53ea\u662f\u60f3\u6253\u4e2a\u62db\u547c\uff0c\u6211\u4eec\u5e0c\u671b\u6536\u5230\u60a8\u7684\u6765\u4fe1\u3002 <a href=\"https:\/\/hbr.org\/podcast\/2026\/03\/mailto:coldcall@hbs.edu\">Coldcall@hbs.edu<\/a>\u3002<\/p>\n<\/p><\/div>\n<p>#\u82a5\u672b #\u6280\u672f #Move #Direct #Sales #Channel #Strategy<\/p>","protected":false},"excerpt":{"rendered":"<p>BRIAN KENNY\uff1a\u6b22\u8fce\u6765\u5230 Cold Call\uff0c\u8fd9\u662f\u4e00\u4e2a\u64ad\u5ba2\uff0c\u6211\u4eec\u5c06\u6df1\u5165\u63a2\u8ba8\u7a81\u7834\u6027\u7684\u60f3\u6cd5\u548c\u54c8\u4f5b\u5546\u5b66\u9662\u7684\u6848\u4f8b\u7814\u7a76\u3002<\/p>","protected":false},"author":1,"featured_media":3283,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[9],"tags":[],"class_list":["post-6706","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.7.1 (Yoast SEO v25.8) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Should Wasabi Technologies Make the Move from Direct Sales to a Channel Strategy? - MORE SOURCING LTD<\/title>\n<meta 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