{"id":44310,"date":"2026-04-28T01:23:41","date_gmt":"2026-04-27T17:23:41","guid":{"rendered":"https:\/\/incit.org\/?p=44310"},"modified":"2026-04-28T01:46:43","modified_gmt":"2026-04-27T17:46:43","slug":"why-industrial-start-ups-lose-deals-they-should-win","status":"publish","type":"post","link":"https:\/\/incit.org\/zh_tw\/thought-leadership\/why-industrial-start-ups-lose-deals-they-should-win\/","title":{"rendered":"\u70ba\u4ec0\u9ebc\u5de5\u696d\u65b0\u5275\u4f01\u696d\u6703\u5931\u53bb\u672c\u4f86\u61c9\u8a72\u8d0f\u5f97\u7684\u4ea4\u6613"},"content":{"rendered":"

\u70ba\u4ec0\u9ebc\u5de5\u696d\u65b0\u5275\u4f01\u696d\u6703\u5931\u53bb\u672c\u4f86\u61c9\u8a72\u8d0f\u5f97\u7684\u4ea4\u6613<\/span><\/b>\u00a0<\/span><\/h2>\n

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\u719f\u6089\u75bc\u75db\u80cc\u5f8c\u7684\u7d50\u69cb\u6027\u554f\u984c<\/span><\/b>\u00a0<\/span><\/h2>\n

\u9019\u7a2e\u932f\u914d\u4e26\u975e\u5076\u7136\u3002\u5b83\u53cd\u6620\u4e86\u7522\u696d\u8f49\u578b\u6b77\u53f2\u904b\u4f5c\u65b9\u5f0f\u4e2d\u7684\u7d50\u69cb\u6027\u7f3a\u9677\u3002\u88fd\u9020\u5546\u7684\u8f49\u578b\u901a\u5e38\u5448\u73fe\u975e\u7dda\u6027\u7206\u767c\u5f0f\u767c\u5c55\uff0c\u53d7\u8cc7\u672c\u9031\u671f\u3001\u9818\u5c0e\u5c64\u66f4\u8fed\u3001\u7af6\u722d\u58d3\u529b\u6216\u76e3\u7ba1\u8b8a\u5316\u7b49\u56e0\u7d20\u9a45\u52d5\u3002\u4e00\u5bb6\u5728\u7b2c\u4e00\u5b63\u300c\u5c1a\u672a\u6e96\u5099\u5c31\u7dd2\u300d\u7684\u516c\u53f8\uff0c\u5230\u4e86\u7b2c\u4e09\u5b63\u53ef\u80fd\u5c31\u6703\u8feb\u5207\u9700\u8981\u8f49\u578b\u3002\u4f46\u89e3\u6c7a\u65b9\u6848\u63d0\u4f9b\u8005\u537b\u7121\u6cd5\u53ef\u9760\u5730\u9810\u6e2c\u9019\u7a2e\u8f49\u8b8a\u4f55\u6642\u767c\u751f\u3002.<\/span>\u00a0<\/span><\/p>\n

\u540c\u6642\uff0c\u88fd\u9020\u696d\u7684\u63a1\u8cfc\u4ecd\u662f\u4f01\u696d\u6280\u8853\u9818\u57df\u92b7\u552e\u9031\u671f\u6700\u9577\u7684\u74b0\u7bc0\u4e4b\u4e00\u3002\u7814\u7a76\u8868\u660e\uff0c\u00a0<\/span>Focus Digital<\/span><\/a>\u00a0\u7814\u7a76\u767c\u73fe\uff0c\u5c07\u8cc7\u6599\u5eab\u4e2d\u7684\u6f5b\u5728\u5ba2\u6236\u8f49\u5316\u70ba\u6b63\u5f0f\u5ba2\u6236\u7684\u5e73\u5747\u6642\u9593\u70ba\u00a0<\/span>130\u5929<\/span><\/b>.\u00a0<\/span>\u00a0<\/span><\/p>\n

\u4f46\u9019\u4e26\u975e\u6545\u4e8b\u7684\u5168\u90e8\uff0c\u8cfc\u8cb7\u904e\u7a0b\u5176\u5be6\u65e9\u5728\u4e4b\u524d\u5c31\u958b\u59cb\u4e86\u3002\u6839\u64da\u2026\u00a0<\/span>\u96fb\u901a<\/span><\/a>\u00a0\u5f9e\u570d\u7e5e\u75db\u9ede\u9032\u884c\u300c\u521d\u6b65\u8abf\u67e5\u300d\u5230\u6700\u7d42\u9054\u6210\u4ea4\u6613\uff0c\u6240\u9700\u6642\u9593\u8981\u9577\u5f97\u591a\u3002\u5e73\u5747\u9700\u8981\u2026\u00a0<\/span>379\u5929<\/span><\/b>\u00a0\u5f85\u4ea4\u6613\u6700\u7d42\u6572\u5b9a\u3002.\u00a0<\/span>\u00a0<\/span><\/p>\n

\"\"<\/span><\/p>\n

\u5c0d\u65bc\u7f3a\u4e4f\u96c4\u539a\u8cc7\u91d1\u6216\u6210\u719f\u5206\u92b7\u7db2\u7d61\u7684\u65b0\u5275\u516c\u53f8\u800c\u8a00\uff0c\u9019\u7a2e\u52d5\u614b\u5f80\u5f80\u662f\u81f4\u547d\u7684\u3002\u8ffd\u9010\u4e0d\u5408\u683c\u7684\u6f5b\u5728\u5ba2\u6236\u6240\u8017\u8cbb\u7684\u5275\u8fa6\u4eba\u6642\u9593\u3001\u8cc7\u91d1\u548c\u58eb\u6c23\uff0c\u901a\u5e38\u8d85\u904e\u7522\u54c1\u672c\u8eab\u7684\u958b\u767c\u6210\u672c\u3002.<\/span>\u00a0<\/span><\/p>\n

\u7576\u4f60\u77e5\u9053\u5ba2\u6236\u5728\u54ea\u88e1\u6642\uff0c\u6703\u767c\u751f\u4ec0\u9ebc\u8b8a\u5316\uff1f<\/span><\/b>\u00a0<\/span><\/h2>\n

Prioritise+ Marketplace\u80cc\u5f8c\u7684\u6838\u5fc3\u7406\u5ff5\u5f88\u7c21\u55ae\uff1a\u00a0<\/span>\u5982\u679c\u96d9\u65b9\u5728\u6703\u9762\u4e4b\u524d\u90fd\u6309\u7167\u540c\u4e00\u6846\u67b6\u9032\u884c\u8a55\u4f30\uff0c\u914d\u5c0d\u6548\u679c\u6703\u66f4\u597d\u3002.<\/span><\/b>\u00a0<\/span><\/p>\n

Prioritise+ \u8207 INCIT \u7684\u512a\u5148\u5316\u6307\u6578 (Prioritisation Index) \u642d\u914d\u4f7f\u7528\u3002 INCIT \u7684\u512a\u5148\u6307\u6578\u662f\u4e00\u7a2e\u7d50\u69cb\u5316\u7684\u8a55\u4f30\u5de5\u5177\uff0c\u88fd\u9020\u5546\u53ef\u4ee5\u4f7f\u7528\u8a72\u5de5\u5177\u4f86\u8a55\u4f30\u81ea\u8eab\u5728\u71df\u904b\u6548\u7387\u3001\u6578\u4f4d\u5316\u6280\u8853\u61c9\u7528\u3001\u4f9b\u61c9\u93c8\u97cc\u6027\u548c\u54e1\u5de5\u80fd\u529b\u7b49\u5404\u500b\u7dad\u5ea6\u4e0a\u7684\u8f49\u578b\u5dee\u8ddd\u3002\u88fd\u9020\u5546\u5728\u4f7f\u7528 Prioritise+ \u4e4b\u524d\uff0c\u5df2\u7d93\u660e\u78ba\u4e86\u81ea\u8eab\u696d\u52d9\u4e2d\u6700\u8feb\u5207\u9700\u8981\u8b8a\u9769\u7684\u74b0\u7bc0\u3002.<\/span>\u00a0<\/span><\/p>\n

\u9019\u70ba\u89e3\u6c7a\u65b9\u6848\u63d0\u4f9b\u8005\u5275\u9020\u4e86\u4e00\u500b\u622a\u7136\u4e0d\u540c\u7684\u8d77\u9ede\u3002\u4f8b\u5982\uff0c\u8207\u5176\u76f2\u76ee\u6478\u7d22\uff0c\u4e0d\u5982\u8b93\u90a3\u4e9b\u63d0\u4f9b\u4f9b\u61c9\u93c8\u6578\u4f4d\u5316\u89e3\u6c7a\u65b9\u6848\u7684\u4f9b\u61c9\u5546\uff0c\u7cbe\u6e96\u5730\u63a8\u9001\u7d66\u90a3\u4e9b\u5df2\u7d93\u5c07\u4f9b\u61c9\u93c8\u8996\u70ba\u512a\u5148\u6539\u9032\u9ede\u7684\u88fd\u9020\u5546\u3002\u9019\u7a2e\u76f8\u95dc\u6027\u5728\u9996\u6b21\u6e9d\u901a\u4e4b\u524d\u5c31\u5df2\u7d93\u78ba\u7acb\u3002.\u00a0<\/span>\u00a0<\/span><\/p>\n

\u9032\u5165\u623f\u9593\u7684\u5169\u7a2e\u6a21\u5f0f<\/span><\/b>\u00a0<\/span><\/h2>\n

Prioritise+ \u70ba\u89e3\u6c7a\u65b9\u6848\u63d0\u4f9b\u8005\u63d0\u4f9b\u4e86\u5169\u7a2e\u8207\u88fd\u9020\u5546\u63a5\u6d3d\u7684\u4e0d\u540c\u9014\u5f91\u3002.<\/span>\u00a0<\/span><\/p>\n

\u5275\u65b0\u7a7a\u9593<\/span><\/b>\u00a0\u8a72\u7cfb\u7d71\u4f5c\u70ba\u4e00\u500b\u7d50\u69cb\u5316\u7684\u5e02\u5834\u5e73\u53f0\u904b\u4f5c\u3002\u4f9b\u61c9\u5546\u53ef\u7533\u8acb\u5165\u99d0\uff0c\u5176\u7522\u54c1\u548c\u670d\u52d9\u5c07\u6839\u64da\u512a\u5148\u6307\u6578\u9032\u884c\u5206\u985e\u3002\u5728\u7279\u5b9a\u8f49\u578b\u9818\u57df\u5c0b\u627e\u89e3\u6c7a\u65b9\u6848\u7684\u88fd\u9020\u5546\uff0c\u53ef\u4ee5\u6839\u64da\u81ea\u8eab\u8a55\u4f30\u7684\u512a\u5148\u7d1a\uff0c\u770b\u5230\u76f8\u95dc\u7684\u4f9b\u61c9\u5546\u8cc7\u8a0a\u3002\u4efb\u4f55\u64c1\u6709\u76f8\u95dc\u6578\u4f4d\u5316\u5de5\u5177\u5305\u6216\u89e3\u6c7a\u65b9\u6848\u7684\u4f9b\u61c9\u5546\u5747\u53ef\u7533\u8acb\uff0c\u4e26\u4f7f\u7528\u6a19\u6e96\u7684 INCIT \u8a8d\u8b49\u6191\u8b49\u3002.<\/span>\u00a0<\/span><\/p>\n

\u746a\u52aa\u7dad\u7279\u00a0<\/span><\/b>ManuVate\u63a1\u53d6\u66f4\u7a4d\u6975\u4e3b\u52d5\u7684\u65b9\u5f0f\u3002\u5b83\u4e0d\u518d\u88ab\u52d5\u7b49\u5f85\uff0c\u800c\u662f\u5141\u8a31\u4f9b\u61c9\u5546\u5411\u6709\u7279\u5b9a\u8f49\u578b\u9700\u6c42\u7684\u88fd\u9020\u5546\u63d0\u4ea4\u91cf\u8eab\u5b9a\u5236\u7684\u65b9\u6848\u3002 ManuVate\u76ee\u524d\u5728ManuVate.com\u7368\u7acb\u904b\u71df\uff0c\u4e26\u6b63\u5728\u6574\u5408\u5230Prioritese Plus\u5e73\u53f0\u4e2d\u3002 ManuVate\u65e8\u5728\u70ba\u4f9b\u61c9\u5546\u63d0\u4f9b\u96f6\u8ca1\u52d9\u98a8\u96aa\u7684\u670d\u52d9\uff1a\u63d0\u4ea4\u65b9\u6848\u7121\u9700\u9810\u4ed8\u8cbb\u7528\uff0c\u7af6\u722d\u5b8c\u5168\u53d6\u6c7a\u65bc\u89e3\u6c7a\u65b9\u6848\u672c\u8eab\u7684\u512a\u52a3\u548c\u5951\u5408\u5ea6\u3002.\u00a0<\/span>\u00a0<\/span><\/p>\n

\u9019\u5169\u500b\u7522\u54c1\u5171\u540c\u89e3\u6c7a\u4e86\u540c\u4e00\u500b\u554f\u984c\u7684\u4e0d\u540c\u9762\u5411\u3002 InnoSphere \u8ca0\u8cac\u63d0\u5347\u7528\u6236\u767c\u73fe\u7387\uff0c\u800c ManuVate \u8ca0\u8cac\u63d0\u5347\u7528\u6236\u4e3b\u52d5\u8ffd\u8e64\u7387\u3002.<\/span>\u00a0<\/span><\/p>\n

\u9019\u4ee3\u8868\u8457\u66f4\u5ee3\u6cdb\u7684\u8f49\u8b8a<\/span><\/b>\u00a0<\/span><\/h2>\n

\u9577\u671f\u4ee5\u4f86\uff0c\u5de5\u696d\u8f49\u578b\u4e00\u76f4\u88ab\u8996\u70ba\u88fd\u9020\u5546\u7684\u8f49\u578b\u4e4b\u65c5\u3002\u5404\u7a2e\u8def\u7dda\u5716\u3001\u8a55\u4f30\u3001\u80fd\u529b\u6846\u67b6\uff0c\u4f3c\u4e4e\u90fd\u4ee5\u9700\u8981\u6539\u8b8a\u7684\u516c\u53f8\u70ba\u4e2d\u5fc3\u3002.<\/span>\u00a0<\/span><\/p>\n

\u4f46\u8f49\u578b\u5f9e\u4f86\u90fd\u4e0d\u662f\u55ae\u6253\u7368\u9b25\u5c31\u80fd\u5b8c\u6210\u7684\u3002\u6bcf\u500b\u6210\u529f\u5be6\u73fe\u73fe\u4ee3\u5316\u7684\u88fd\u9020\u5546\u90fd\u662f\u900f\u904e\u6574\u5408\u5916\u90e8\u5c08\u696d\u77e5\u8b58\u3001\u5916\u90e8\u6280\u8853\u548c\u5916\u90e8\u5408\u4f5c\u5925\u4f34\u95dc\u4fc2\u4f86\u5be6\u73fe\u7684\u3002\u89e3\u6c7a\u65b9\u6848\u63d0\u4f9b\u8005\u751f\u614b\u7cfb\u7d71\u4e26\u975e\u5de5\u696d\u8f49\u578b\u7684\u908a\u7de3\u7fa4\u9ad4\u3002\u00a0<\/span>\u662f<\/span><\/i>\u00a0\u5de5\u696d\u8f49\u578b\uff0c\u7531\u5916\u800c\u5167\u3002.<\/span>\u00a0<\/span><\/p>\n

\u66f4\u6df1\u5c64\u7684\u554f\u984c\u5728\u65bc\uff0c\u9019\u500b\u751f\u614b\u7cfb\u7d71\u5f9e\u672a\u8207\u5b83\u6240\u670d\u52d9\u7684\u88fd\u9020\u5546\u5efa\u7acb\u5171\u540c\u7684\u8a9e\u8a00\u3002\u4f9b\u61c9\u5546\u7528\u4e00\u5957\u8853\u8a9e\u63a8\u92b7\u7522\u54c1\uff0c\u800c\u88fd\u9020\u5546\u5247\u7528\u53e6\u4e00\u5957\u8853\u8a9e\u8a55\u4f30\u81ea\u8eab\u9700\u6c42\u3002\u4ea4\u6613\u5931\u6557\u4e26\u975e\u56e0\u70ba\u96d9\u65b9\u4e0d\u5339\u914d\uff0c\u800c\u662f\u56e0\u70ba\u96d9\u65b9\u59cb\u7d42\u672a\u80fd\u627e\u5230\u5171\u540c\u7684\u53c3\u7167\u6846\u67b6\u3002.<\/span>\u00a0<\/span><\/p>\n

\u00a0Prioritise+ \u7684\u76ee\u6a19\u662f\u5efa\u7acb\u9019\u6a23\u4e00\u500b\u5171\u4eab\u6846\u67b6\uff0c\u8b93\u88fd\u9020\u5546\u548c\u89e3\u6c7a\u65b9\u6848\u63d0\u4f9b\u8005\u80fd\u5920\u627e\u5230\u5f7c\u6b64\uff0c\u800c\u4e0d\u50c5\u9650\u65bc\u884c\u696d\u6216\u5730\u57df\uff0c\u800c\u662f\u6839\u64da\u9700\u8981\u5f4c\u5408\u7684\u5177\u9ad4\u5dee\u8ddd\u4ee5\u53ca\u80fd\u5920\u5f4c\u5408\u9019\u4e9b\u5dee\u8ddd\u7684\u5177\u9ad4\u80fd\u529b\u3002.<\/span>\u00a0<\/span><\/p>\n

\u800c\u5c0d\u65bc\u90a3\u5bb6\u56e0\u70ba\u516d\u500b\u6708\u7684\u6642\u9593\u5dee\u800c\u932f\u5931\u4ea4\u6613\u7684\u65b0\u5275\u516c\u53f8\u4f86\u8aaa\uff0c\u64c1\u6709\u66f4\u597d\u7684\u89e3\u6c7a\u65b9\u6848\u81f3\u95dc\u91cd\u8981\u3002\u00a0<\/span>\u9019\u5bb6\u88fd\u9020\u5546\u4f55\u6642\u4ee5\u53ca\u70ba\u4f55\u505a\u597d\u6e96\u5099<\/span><\/i>\u00a0\u5b83\u7684\u50f9\u503c\u9060\u8d85\u904e\u7522\u54c1\u8def\u7dda\u5716\u4e0a\u7684\u4efb\u4f55\u529f\u80fd\u3002.<\/span><\/p>","protected":false},"excerpt":{"rendered":"

Why Industrial Start-Ups Lose Deals They Should\u00a0Win\u00a0 When a smart factory analytics start-up closes its seed round, the mood is usually one of hard-won optimism. The product works. The pilots have gone well, and they finally have enough runway to go to market. They begin knocking on doors at manufacturers, armed with case studies. At […]<\/p>\n","protected":false},"author":3,"featured_media":44311,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[17],"tags":[356,357,47,304,300,341,302],"class_list":["post-44310","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-thought-leadership","tag-b2bsales","tag-enterprisesales","tag-incit","tag-industrialtransformation","tag-industry40","tag-manufacturinginnovation","tag-smartmanufacturing"],"acf":{"topic":"trends"},"_links":{"self":[{"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/posts\/44310","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/comments?post=44310"}],"version-history":[{"count":3,"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/posts\/44310\/revisions"}],"predecessor-version":[{"id":44316,"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/posts\/44310\/revisions\/44316"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/media\/44311"}],"wp:attachment":[{"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/media?parent=44310"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/categories?post=44310"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/incit.org\/zh_tw\/wp-json\/wp\/v2\/tags?post=44310"}],"curies":[{"name":"\u53ef\u6fd5\u6027\u7c89\u5291","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}