-多贝网：长尾路线 - many bei network:Long tail route

　　而多贝不同，它不走销售路线，目前对外宣传的卖点恰恰是营销（当然它自称未来还是要打通交易的）。多贝创始人陈广涛说：机构与老师都有营销自己的需求，多贝解决的是老师现在没有地方获取用户、需要用钱去获取用户的问题；“现在上多贝学习的人数，大约超过150万人，如果算每人10块钱营销费用，我们就帮机构节约了上千万的营销费用”。这就是多贝不要求用户登录就能看、微博上也能看多贝免费公开课的原因。

And many different bei,It doesn't go sales route,At present the selling point of the foreign propaganda is the marketing(Of course it claims to the future or to get through trade).Many bei founder ChenGuangTao said:Institutions and teachers have marketing your own needs,Many bei solution is a teacher now have no place to retrieve the user/Need money to get the user's question;"Now more than the number of the bayesian learning,More than 1.5 million people,If you count each 10 dollars marketing costs,We will help institutions saves millions of marketing costs".This is much bei does not require the user to log on to see/Micro bo also can see many bei free public class reason.

　　多贝强调营销价值，是因为多贝立志要做C2C平台，追求规模、追求长尾内容与用户。陈广涛表示之所以不畏惧YY教育的规模与用户量，是因为他认为YY本质上不是一个教育平台，从产品设计、社区氛围各方面都可看出。

Many bei emphasizes marketing value,Because many bei aspire to do C2C platform,Pursuit of scale/The pursuit of long tail content and users.ChenGuangTao said are not afraid of YY education scale and users,Because he thought YY in essence is not a education platform,From product design/Community atmosphere all aspects can see.

　　声同网的于世博将多贝网功能特点的描述如下：

With sound and YuShiBo the shell and the description of the function and characteristics are as follows:

　　不使用客户端，无需下载安装，操作简单，而且能将授课界面直接嵌入合作机构的网页中。

Do not use the client,Need not download and install,Simple operation,And can be directly teaching interface embedded cooperation organization in the web page.

　　教室同步录像，能还原包括现场互动在内的课堂原貌，便于链接分享；

The classroom synchronous video,Can restore including field interaction in classroom intact,Links to share;

　　白板使用普遍，加载率远高于其它平台，接近100%，用户体验良好；

Whiteboard use common,Loading rate is far higher than other platform,Close to 100%,User experience good;

　　绑定注册，降低门槛，借助新浪微博、人人网这些主流社交平台的使用习惯来增强用户粘性；

Binding registration,Lower threshold,With the aid of sina micro bo/Renren these mainstream social platform usage to enhance user viscosity;

　　真正的C2C，用户角色只剩讲师与学员两种，讲师入驻、课程发布、收费结算完全摆脱了机构限制；

The real C2C,User role only instructor and student two,Lecturer in/Course release/Completely free of charge and settlement of the mechanism is limited;

　　主要形态是讲座式，以每节而不是以每门或每个月为课程单位，虽也有相互关联的系列课程，但每节都可以独立来听；

The main form is impartment,Per day and not on each door or each month for course unit,Although there have related courses,But every day can be independent to listen to;

　　目前仍以培育市场为运营重心，网站主推的多是免费讲座，对收费课抽取10%的佣金。

Still in order to foster the market as the operation center of gravity,The main web site are free lectures,To charge a commission of 10% on the class extraction.

　　在2011年秋天，创新工场投资多贝以前，陈广涛与另两个合伙人已经做了两年网络学校，叫“醍醐”，是一个B2C平台。在见到李开复前，醍醐甚至已小有盈利，陈是拿着这个项目来寻求融资的。但创新工场方面的建议是：B2C看得见头，离钱近但运营很重，你们既然有这个基础技术框架，何不做一个开放的教育C2C平台？那是一个想象空间与规模更大的事。陈广涛对虎嗅表示：以前自己做B2C，是因为要养活自己，现在既然有投资人表态，那就做更大的事吧！

In the autumn of 2011,Innovation workshop invest more than bei ago,ChenGuangTao and two other partners have done two years of school network,call"spiritual",Is a B2C platform.In see before kai-fu lee,Spiritual and even has a little profit,Chen is take the project to seek financing.But innovation workshop advice is:B2C see head,Money from close but operation is very heavy,Since you have the basic technology framework,Why don't you do an open education C2C platform?That is a imaginary space and bigger things.ChenGuangTao to tiger sniff said:Before do B2C,Because want to support himself,Now that have investors said,That'll do more thing!

　　但多贝能像淘宝那样好运能得到大资本支持，从而实现免费+规模长尾的策略吗？还未知。在与陈广涛的交谈中，虎嗅感到，多贝对资本之冷淡（尤其当下）并不是没有准备。陈广涛强调一旦需要收入，多贝团队也可以做2B业务，为教育机构提供在线教育技术支持，2B业务承担收入功能，多贝网承担流量功能。问题在于，即便届时多贝团队有技术与服务可销售，但业务重心的分散对还处于初创期的多贝来说，几是不可承受之重。

But many bay like taobao that good luck can get big capital support,So as to realize the free + scale long tail strategy?Still unknown.With ChenGuangTao conversation,Tiger sniff feel,Much of the cold bayesian capital(Especially the)And is not without preparation.ChenGuangTao emphasize once need income,Many bei team also can do 2 b business,For education institutions to provide online education technical support,2 b for business income function,Bayesian network more for flow function.The problem is,Even if the team has more bei technology and service can sales,But the business center of gravity of the dispersion is still in the initial more for beth,A few is not bear the heavy.

　　

于世博对虎嗅点评这两家的模式道： YuShiBo to tiger sniff comment on this two model way:

　　传课网偏工具型，为传统教育机构或传统网校提供在线授课服务，会比较好打开市场；多贝长远来看更具革命性，但是它需要靠免费来支撑，它是在摸索还看不到的商业模式。于世博说，他跟多贝团队聊过，觉得他们还是挺有耐心，没有急功近利，“只要不破坏多贝网的在线环境，给它两三年时间成长，还是有戏的。”

The class web offset tool type,For the traditional education institutions or traditional online schools provide online teaching services,Will be good open markets;Many bei the long run more revolutionary,But it requires free to support,It is in the dark also can't see the business model.YuShiBo said,He talked with many bei team,Think them very patient,No get rich quick,"As long as does not destroy many bei network online environment,Give it time to grow two or three years,Games or the."

　　

社区偏冷 Community slants cold

　　另一位关注在线教育的投资圈人士则评价多贝模式：在线教育平台理论上是有机会的，因为市场有这个需求。但一上来就做平台，对创业团队挑战太大。任何社区，都是从一点做开、一根针扎进去，而多贝今天覆盖的面比较杂而散，人群不够细分而专，兴趣点与气质没有体现出来，没有谁有“一定要过来”的理由。他认为传课其实也有类似问题。

Another focus on online education investment circles the evaluation more shell model:Online education platform are theoretically have a chance,Because the market have the demand.But out on platform,For any business team challenge is too big.Any community,From a little open/A needle tuck in,And many bei today cover face are more diverse and scattered,The crowd is not enough segmentation and designed,Interest points and temperament not reflected,No one has the"Must come over"reason.He thinks the course actually also had a similar problem.

　　不过传课方面认为现在自己平台还不够热的原因主要是“用户使用习惯”问题。

But in the class that now own platform is not enough hot main reason is"The user usage"problems.

　　而多贝陈广涛则从教育内容与运营之特殊性的角度，分析为什么教育类社区平台慢热。拿微博来对比，微博每天都可以写三条，一万个用户一天就是三万条，这就能让这个产品看上去很活跃；但落实到课程这么“重”的内容建设上，UGC不可回避地很慢。“绝少数人是生产者，绝大多数人是消费者，而且消费者还不说话”，一个人准备一堂课需要两星期，而一天却能发三条微博，这样从内容条数对比来说，同一个人出产内容，微博是教育内容的52倍。这意味着微博1万人就可达到的效果，教育社区却需要有50万个课件用户。

And many bei ChenGuangTao is from the education content and operation of individual point of view,Analysis why education class community platform slow hot.Take micro bo to contrast,Micro bo every day can write three,Ten thousand users a day is thirty thousand a,It can make the product look very active;But carry out to the curriculum so"heavy"The contents of the construction,UGC inevitable slowly."Unique minority is the producer,The vast majority of people are consumers,And consumers also don't talk",A person ready to class need two weeks,And one day it can send three micro bo,This article from the content number for comparison,The same person produce content,Micro bo is education content 52 times.This means that the micro bo 10000 people can achieve the effect,Education community but need to have 500000 courseware users.

　　

内容生产门槛高，必须要求有耐心去积累。 Content production high threshold,Must have the patience to accumulate.

　　多贝上线五个月，积累到了将近4000节课程。陈广涛对此还是相当自豪的，他说，这意味着用户自发生产了相当于做了两三年的网易公开课3倍的内容，覆盖了130多个领域。

Many bei on-line five months,The accumulation of nearly 4000 classes.This ChenGuangTao is quite proud,He said,This means that the user spontaneous produced is equivalent to do two or three years of netease open class 3 times content,Cover the area more than 130.

　　两个数据：多贝每堂课平均下来有二三十个听众（陈广涛说听众学生并非越多越好，多了反而乱了）。传课现在每日活跃用户不到1万UV。

Two data:Many bei each class average down there were twenty or thirty audience(ChenGuangTao students said the audience is not the more the better,The more it wrong).Now the class daily active users is less than 10000 UV.

　　

资源（外部）与团队（内部）尚未到位 resources(external)And team(internal)Has not yet in place

　　作为互联网教育参与者与观察者，于世博指出在线教育创业团队面临的一块很大石头是：教育行业内的大公司（上市公司），目前仍然把绝大部分资源资金人才，投入在线下，而不是线上。

As the Internet education participants and observer,YuShiBo pointed out that online education entrepreneurial team faces a great stone is:Education within the industry company(Listed companies),Is still the most talent resource capital,Into line,Rather than online.

　　尽管知道线上有未来、是未来，但因为线下是他们的优势与现金流，他们要对财报负责。

Although know online have a future/Is the future,But because the line is their advantages and cash flow,They should be responsible for the results.

　　多贝陈广涛说，某个教育类上市公司创始人曾跟他说：“从我内心深处说，我是很恐惧你们的，我是不希望你们怎么着的，我希望保持现状，不要变，考试制度不要变，课本不要变老师不要变。”陈广涛以更激烈的言辞对虎嗅说，“你如果稍微了解下老师这个群体，你就知道他们是特别保守、甚至‘反动’的群体，跟你们媒体追求新鲜不一样，他们的价值就在于他们头脑里那些东西，所以特别担心放开教育资源，担心互联网这个东西会砸他饭碗。学而思做网校，要录像，去教学组找老师，很多都不来，越有名越不来，最后找来的都是年轻老师。年轻老师光脚不怕穿鞋的，与其被压在下面，不如去尝试新东西，直到年轻老师在网校分到收入，那些‘死硬派’才开始改变自己观点。”

Many bei ChenGuangTao said,Some education class listed company founder had told him:"From my heart said,I am very fear you,I don't want you to wear,I hope to maintain the status quo,Don't change,The test system don't change,Books don't change the teacher don't change."ChenGuangTao with more intense words to tiger sniff said,"If you know a little bit under the teacher this group,You will know that they are particularly conservative/even‘reaction’group,With your pursuit of fresh different media,Their value lies in their mind those things,So special worry open education resources,Worry about the Internet this thing would be at his job.Learn and think to do online,To video,To teaching and research group to find the teacher,Many are not,The more the more famous not to come,The last is looking for a young teacher.The young teacher bare feet are not afraid of the shoes,And be pressure in the following,As to try new things,Until the young teacher in online schools to income,Those who‘die-hard’Began to change their point of view."

　　比外部资源不到位更本质的挑战是：现在操刀在线教育平台的这些创业者，他们本身对教育的了解理解可能还不够深刻。这个问题与现在那些O2O项目遇到的问题是类似的：缺乏同时对传统行业与互联网有理解的人，缺乏有能力将二者连通的人。

More than the outside resources in the nature of the challenge is:Now online education platform requests of these entrepreneurs,Their understanding of the education itself to understand may not profound enough.The problem and now the O2O project problem is similar:At the same time of the traditional industry and the Internet have understanding,Lack of the ability to connect the people.

　　陈广涛语：“现在网络教育的现状就是这样：你没在这行业你根本看不懂，不知能做点什么，外行蹦进来呢又很粗暴地对待这个市场。”他认为，“粗暴”，就是上一波以网校视频为主力的在线教育“不够成功”的原因。“没有认识到教育互动与服务的本质，变成了卖视频，而中国用户是极少会为单纯的内容付费。”

ChenGuangTao language:"Now the present situation of network education is such:You didn't in this industry you simply don't understand,Don't know what can be done,Jump in and lay? Is mishandled this market."He thinks,"rough",Is a wave to online video for main online education"Is not successful"reason."Don't realize education interaction and the essence of the service,Into selling video,China user is rarely will only pay the content."

　　他称多贝在对教育的理解这方面有优势：多贝创始团队中有做过老师直至校长的成员，他们也有做B2C网校的经验。陈广涛自己，还在多贝上开课试讲，体验当老师的感觉。

He says many bay in the education of understanding this has an advantage:Many bei founding team has done the teacher until the headmaster's members,They also have to do B2C online experience.ChenGuangTao his,Also in the shell course teaching demonstration,Experience the feeling of when the teacher.

　　不过，在真正做过老师的于世博看来，仍明显不够。“IT技术方面，多贝与传课都还OK了，能保证在线教育效果的实时互动。但只要做过教育的人，就能感到现在没有哪个在线平台做到了相对理想的系统课程设置。”

but,Really did the teacher's YuShiBo looks,Still obviously not enough."IT technology,Many bei and the class is OK,Online education can ensure the effect of real-time interactive.But as long as doing education people,Can feel that now no online platform do relatively ideal curriculum system."

　　与多贝创始团队还稍有点教育基因相比，传课的创始团队（包括总裁王锋、CTO王海明等在内）是纯正技术产品出身，IT属性很强，教育只是理念，没有经验。这么看来，传课选择以工具性定位去服务教育机构，也是选对了。

With a number of bei founding team also slightly point education than genes,The founding team class(Including President WangFeng/WangHaiMing CTO, etc)Is pure technology products was born,IT attribute strong,Education just idea,No experience.So it seems,The class chose to instrumental orientation to serve education institutions,Also picked the right.

　　

慢公司 Slow company

　　今年7月底，传课宣布获贝塔斯曼亚洲基金A轮融资，估值1000万美元左右。而多贝，眼下正在做A轮融资。

By the end of July,The class announced the bertelsmann Asian fund A wheel financing,Valuations about $10 million.And many bei,Are now doing A wheel financing.

　　两支团队都想对投资人说：在线教育行业且需要培育，我们是慢公司。

The two teams want to investors said:Online education industry and the need to develop,Our company is slow.