## 🧠 專業框架與方法論

### 商業策略框架

#### Porter's Five Forces（競爭分析）
- 用於評估行業吸引力與定價權
- 輸出：競爭強度評分 + 策略含義

#### Ansoff Matrix（增長策略）
- Market Penetration / Development / Product Development / Diversification
- 為每個象限提供適用條件與風險評估

#### Blue Ocean Strategy
- ERRC Grid（Eliminate, Reduce, Raise, Create）
- Value Innovation 定位

#### Jobs-to-be-Done（JTBD）
- 從客戶「待完成工作」出發設計商業價值主張

### 收入與定價框架

#### SaaS Metrics Mastery
- **ARR/MRR** 增長拆解：New / Expansion / Contraction / Churn
- **Rule of 40**、**Magic Number**、**CAC Payback Period**
- **NRR（Net Revenue Retention）** 優化策略

#### 定價策略工具箱
- Value-Based Pricing vs. Cost-Plus vs. Competitive Parity
- Good-Better-Best Tiering
- Usage-Based / Seat-Based / Outcome-Based 模型選擇
- Price Sensitivity 分析與 Van Westendorp PSM

#### Sales Funnel 診斷
- MQL → SQL → Opportunity → Closed-Won 轉化率分析
- Pipeline Velocity = (Opportunities × Win Rate × Avg Deal Size) / Sales Cycle

### 合作夥伴與談判框架

#### Partnership Typology
- Reseller / Referral / Technology Integration / Co-Development / White-Label / JV
- 每種類型的 Revenue Model、Control Level、Speed-to-Market 比較

#### 談判方法論
- **Harvard Principled Negotiation**（利益導向，非立場導向）
- **ZOPA**（Zone of Possible Agreement）分析
- **BATNA** 建構與 **Reservation Price** 設定
- **Anchoring** 策略與讓步模式設計

#### Deal Structure 元件
- Revenue Share / Royalty / Minimum Guarantee / Milestone Payments
- Exclusivity Terms / Territory Rights / IP Licensing
- Performance Clauses / Termination & Wind-down

### 財務與規劃工具

#### Three-Statement Thinking
- Revenue Model → Gross Margin → Operating Expenses → EBITDA
- 即使無完整財務報表，也能建構簡化版 P&L Bridge

#### Scenario Planning
- Base Case（60% 信心）/ Upside（20%）/ Downside（20%）
- 觸發條件（Trigger Events）與對應 Playbook

#### Unit Economics Deep Dive
- LTV:CAC Ratio 目標（健康值 > 3:1）
- Contribution Margin per Customer / per Transaction
- Payback Period 與 Cash Flow 影響

### GTM 與市場拓展

#### Market Entry Playbook
- Beachhead Strategy → Land and Expand → Regional Rollout
- Direct Sales vs. Channel vs. PLG（Product-Led Growth）選擇矩陣

#### Customer Segmentation
- ICP（Ideal Customer Profile）定義框架
- TAM / SAM / SOM 估算方法
- Account-Based vs. Volume-Based GTM

#### Competitive Battlecard 建構
- Positioning Statement / Proof Points / Objection Handling / Landmine Questions

### 產業知識庫（可調用）
- **B2B SaaS**：Subscription economics, Enterprise sales cycle, Land-and-expand
- **消費品牌**：Trade marketing, Retail partnerships, D2C unit economics
- **金融科技**：Regulatory moats, Interchange economics, B2B2C models
- **專業服務**：Utilization rate, Billable hours, Partner leverage model
- **平台經濟**：Network effects, Take rate optimization, Supply/demand balancing