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          怎么做好互聯網產品運營

           

          一、什么是運營?

          從廣義的角度上說,一切圍繞著網站產品進行的人工干預都叫運營。所以某種程度上,我認為互聯網產品公司只有3個業務部門:產品,技術,運營。

          產品運營這個概念就=運營,只不過可能你的公司或者產品是以產品為主,運營為輔,所以這時候沒必要單拆一大堆人馬出來做運營,所以就統稱為產品運營。

          細一點的我把運營分為市場運營,用戶運營,內容運營,社區運營以及商務運營幾個大類。

          市場運營:

          以Marketing為手段,通過花錢的不花錢的方式,進行對產品的一系列宣傳,曝光,營銷等行為的干預手段。多見于需要一定程度砸錢的產品,但砸錢和市場行為不是等同的,既有不花錢的市場行為,也有砸錢的其他運營手段。

          這一點為主要運營手段的往往是一些離錢近的企業,因為只有離錢近,有完整盈利模式的才會在市場運營中不斷擴大投入。

          用戶運營:

          以人為中心的運營手段,常見于UGC社區,以貼近用戶,團結用戶,引導用戶為手段的運營方式。表現在你會發現網站運營人員非常愿意和用戶交流,逗比,談天,八卦,有的時候你都分不清這是用戶還是官方工作人員,例如知乎就是這一種, 周源,黃繼新,成遠,ourdearamy….在一個產品早期,運營人員自己的主動使用和干預非常重要。

          內容運營:

          這有兩種進路,一種是在UGC社區,將用戶產生的高質量內容,通過編輯,整合,優化等方式進行加工,配合其他手段進行傳播。這跟用戶運營往往相輔相成來做的,例如你在知乎回答一個問題,回答的很精彩,知乎的同學會把你的回答和別人的回答拿去整理好,然后通過微博,日報,周刊等手段傳播,這就是以內容為中心的運營。

          還有一種是在一些媒體產品,比如澎湃新聞,比如鈦媒體,36kr這種,也是以優秀的內容為核心來運營,和前者不同的是自己采編,整理,撰寫的成分較多,不一定來自于用戶。

          (當然了,很多知乎回答問題的同學都很憤怒自己的文章被抄襲,不署名轉載等等,但其實做內容運營的那些同學,抄襲就是工作之一,所以大可不必在意。我非常理解你們,所以本文歡迎抄襲,歡迎轉載,不需署名,但經常更新,請記得轉載全了)

          社區運營:

          早些年我把社區運營和用戶運營放到一起跟別人講,但是后來發現這其實有點問題,因為,面向UGC用戶的運營,和面向普通社區消費內容者的運營也是兩個完全不同的工種。所以就單獨拿出來說了。

          社區運營指的是面向社區消費者進行的干預活動,比如整站做個活動啊,抽獎啊..投票啊,轉載一些好文章到社區里引發討論啊..都算。這類的工作玩到極致就是不斷的在社區里煽風點火,引發大家互噴,活躍整個社區。

          (有興趣的同學可以去研究nga的“噴斗士競技場”,這個模式近些年也被很多其他的論壇或者社區引用,效果相當不錯)

          商務運營:

          這類方式多見于一些商務B2B的產品,分為BD和銷售兩種。銷售是直接賣產品,BD是更多是互惠互利的一些合作。這都是手段,目的都是為了弄來用戶,然后留住他們。很多企業級產品都是以這種運營方式為主要手段的,例如BAT的云服務產品,或者拉商家入駐,拉企業團隊來用自這種。

          而圍繞運營,或者運營人員的成長,就先要理解產品技術運營分別在一個互聯網產品之中起到什么作用。

          產品:把東西想出來 技術:把東西弄出來 運營:把東西用起來

          嚴格意義上產品和運營也因為公司的不同而有不同的定位和邊界,這就因人而異了。不同的產品,這三個領域的側重不一樣。例如拿BAT來說,百度重技術,騰訊重產品,阿里重運營,這都是大眾心中的普遍概念,某種程度上都是和公司最開始的業務,最核心的業務是什么有關。當然公司大到一定程度,其他部分也很強,不會差到那里去。但某些小公司,還是有前期側重點的。

          二、運營要做什么?

          不過說回到運營,我認為所有在做運營的同學,最核心的一條心理素質就是:

          別去逼逼產品和技術,要有他們做出一坨屎你也能翻著花讓人吃下去然后打好評的覺悟,以及能力。

          無論你是初級小編,微博賬號管理者,還是運營總監,coo,你最關心的東西,從頭到尾只能有一點:

          弄來用戶,然后持續的留住他們。

          你做的所有工作都要緊緊圍繞這一點來進行,任何工作(包括你的團隊成員的工作)都必須直接或間接指向這個目的中的一部分,為數據結果負責。

          看起來簡單,實際上都不簡單。比如各位運營同學你們捫心自問一下,自己最近一個月做的工作,哪些工作是對這個目的有明確“數據結果”的,哪些工作是沒有的。如果沒有數據結果的工作比例太多,你需要反思一下自己的工作了。

          而這一條,再拆,可以拆成以下四個核心環節:

          1、找到用戶在哪

          用戶畫像,調查,需求分析等工作,沒錯,你需要理解你的產品,哪怕他是一坨屎。

          2、以能接受的成本弄來用戶,讓他們用你的產品

          市場投放,渠道拓展,商務合作,內容編輯,社會化媒體策劃活動等等,花錢不花錢都是為了這個目的,自己費盡心思一個禮拜搞個東西有時候還真不如花錢雇專業的人搞。

          3、讓用戶持續用你的產品

          用戶運營,社區運營。

          4、跟用戶在不用產品時候保持聯系

          召回,微博微信運營,反饋,與別的產品進行商務合作。

          三、運營的上升軌跡

          在我看來,初級運營和高級運營并沒有嚴格的分水嶺。

          某種程度上說,如果你在以上這四個環節,只負責其中一個環節的一個子項目(例如微博運營專員,微信運營專員,內容編輯,社區活動策劃等等),那可以被定義為初級運營。

          往往初級運營是在2-3-4之中的,1你只需要理解貫徹就行了,還沒到參與決策的地步。這時候你是一個執行者,踏踏實實做就是了。

          說實話,這階段,你的工作以天為單位計算,可替代性非常強,我看過拉勾的招聘數據,一般都在5-8K之間,這活也就值這個價。

          而當你做的越來越好,對你所在的環節理解的越來越深刻,并且開始逐漸把自己的能力范圍覆蓋到整個環節時候,你已經算是一個中級運營了。你可能不關心市場投放,只關心留存,甚至不關心留存,只關心重復購買/粘性用戶UGC。

          說白了就是你在整個產品的業務鏈條中,作為某個環節的manager,已經形成了某一種不能被繞過去的關卡,這也是你的價值所在。這時候你值8-15K之間,除非你在企業最核心的環節,不然你還是有一定可被替代性的。這時候開始以周作為計算單位來考量你的工作效果。

          然后當你做著做著,能力越來越大,視野越來越大,你開始琢磨怎么向上下游進發。

          例如你是一個市場經理,你已經開始考慮拉來的流量能否留下來,主動開始配合社區運營人員做一些活動,或者你是社區運營經理,你策劃了一個社區內的UGC活動,然后主動協調市場人員去把這些精彩的UGC傳播到外圈,你在不斷的擴大自己的能力范圍。

          而到了這個階段,你就已經向高級運營進階了,視野更大,資源更多,需要布的局開始以月甚至更長時間為單位去計算,你的任何一個決策會影響之后相當長時間內的運營狀況,風險越大,責任也就越大。

          我之前說的核心目的其實里面有2個層面,1是拉新,2是留存,如果你從1突破到2,或者從2突破到1,并且都做的很好,可以開始控場,根據產品不同階段的不同需求,來關注不同階段整個運營環節里最應該先從哪里突破,用全盤考慮去合理的配比資源,無論是金錢還是人力,都在你眼里是可以調配的資源,不計較一城一地得失,以一個比較長的時間線去考慮問題的時候。你就已經初步具備一個運營總監的能力了,再下一步就是COO了。有的公司coo還要考慮投資人關系,PR,各路vender的調配,大型的商務合作,不過這些就已經跨入公司而不僅僅是產品層面上的運營了。

          而這一層也是最難突破的,瓶頸在于如果你之前一直都是在“拉新“”留舊“其中一個領域中深耕的話,你深耕的越久,做的越深,你越難以跳出來去理解另一個領域。

          因為這里面的價值觀和思考的方式是完全完全不一樣的。因為用戶完全不一樣,你花了N長時間,理解了陌生用戶是怎么想的,他們怎么會一步步開始使用你的產品,而你需要花幾乎等量的時間,去理解你的熟悉的用戶他們具備的是什么特性,如何會連續使用。

          我舉個極端的例子,比如說百度的鳳巢系統(就那個搜索推廣的后臺)。

          如果你的目的是為了拉來新用戶用,你需要讓用戶有這樣一個認知:“在百度投廣告靠譜”,你可能得花好多時間去跟用戶灌輸“簡單,易操作,流量大,幫你掙錢”這些點,這就是拉新運營的重點。

          這時候在用戶心智中,你的競爭對手是騰訊廣點通,微博粉絲通,門戶投banner,還包括線下的廣告體系。而由于你的用戶太“蠢”,不能極快的理解你這些點,于是乎你需要銷售死磕,上門、辦各種會、做案例推廣等等,各種地方投廣告、刷墻。

          而如果你的目的是為了讓已經開始用鳳巢的人花更多的錢,那就不僅僅需要讓用戶覺得你好,還得讓用戶覺得,他在這里也好。我見過太多人用了一下鳳巢就玩不轉然后棄之不用的情況了。

          這個時候你的思考維度就已經變成,我怎么讓用戶從鳳巢掙更多錢,持續加大投入balbla。然后你就需要技術指導,關心用戶的賬戶狀況,提供更多更好用的工具。你這時候的競爭對手或者說干擾項已經變成了前段的銷售,客服,或者產品,技術等等內部因素。

          這兩個東西其實是互斥的,因為從拉新的角度講,你不怕傷害用戶,因為用戶都不知道你,沒的傷害。而后者,你可能會要傷害用戶,在用戶的利益和你的利益之間做博弈和平衡。通俗點說,就好比一開始跟你說,這個人巨特么壞,讓你去砍他,后來又跟你說,這個人巨特么好,讓你去救他。

          一般人到這就精分錯亂,結果導致砍人時候下不了狠手,救人時候顧慮太多。

          而只有領會通了,你才算真正打通任督二脈,稱得上是一個高階的運營人。

          這就像是一個硬幣的兩面,你千萬不要想你只需要看一個面就行了,那樣你的發展就會止步于一個年收入不會超過20萬的運營經理,而一旦突破,上不封頂的職位在等待著你,就算你自己沒有產品能力和技術能力,你也能做一個非常NB的COO,帶好負責拉新或者留舊的團隊。

          我見過無數的人死在這里,一個UGC社區產品,什么都沒有時候就開始投廣告,或者一個很棒體驗的產品,不能及時激發用戶的好評,作為市場武器去花錢傳播,結果被大廠山寨迅速干死。這樣的案例數不勝數。

          在對的時間做對的事情,而不是啥都做。

          四、運營人總結

          我覺得運營的職業發展曲線是階梯式的,這不同于產品或者技術較為平滑的上升曲線。有空大家可以參考獵聘,拉勾等網站的薪資,運營的跨度非常大。不用去羨慕程序員剛畢業1-3年起薪就很高,你看看年薪七八十萬的架構師能有幾個職位和幾個人能做。

          運營是一個入行門檻很低的工種,入行門檻低就意味著整個人口基數大,所以競爭會非常激烈,你每上升一個段位都要歷經時間或者金錢的積累。運營是最像打仗的了,你一開始就是個小士兵,然后慢慢你開始成為老兵,開始指揮一個小班,繼而指揮一個連、營、團…十萬人里面,最后就出一個將軍,而當你成為將軍的時候,你的勝利是拿人命換來的,有些人就是要被犧牲掉,有些人就是要被放棄…..

          對運營來說也是一樣,每個企業的成功,都是建立在大量沒有職業發展,沒有晉升機會,沒有積累,日復一日做著毫無成長性的工作的人的基礎上的。你的決策NB了,企業成功,一起加薪,開拓新業務,成長,你的決策失誤了,你浪費的就是無數人的寶貴年華。

          如果把一個產品當成是一條航路,產品是方向,保證飛的到目的地,技術是基礎,保證別掉下來,但當一個公司的產品已經基本定型,開始起飛的時候,只有強力的運營能讓這個產品穩扎穩打的飛的更高和更快,以及甩開那些抄你的產品,學你的技術的那些競爭對手。

          參看58和趕集,拉手和美團,京東和當當,太祖和校長。

          因為一個企業之中,離用戶最近的就是運營。

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