已产生超10个独角兽,这个领域正在全球快速扩张
来源丨投资实习所(ID:startupboy)
作者丨StartupBoy
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去年,我曾分享过 a16z 的两篇研究报告《未来每家公司都将成为金融科技公司》和《Fintech+SaaS 带来的巨大机会》,本质上谈的是金融服务与 SaaS 企业不断融合的未来趋势,也就是 Fintech+SaaS 或者 SaaS+交易。
事实上,仅在企业支出(支付)这个细分领域,这个趋势就已经表现得非常明显,大量独角兽企业在今年都获得了巨额融资,并且业务和估值在 12 个月内均呈数倍式增长。
如 2017 年成立的 Brex 在今年 Tiger Global 4.25 亿美金 D 轮投资后,估值已达 74 亿美金,最近有消息称 Brex 正在以 123 亿美金的估值融资做新一轮 3 亿美金融资;2016 年成立的 Divvy 在今年 1 月份 D 轮融资后,最近被已经上市的 Bill.com(市值 300 亿美金) 以 25 亿美金收购;2021年11月10日Expensify上市,上市两周股价涨超90%;2015 年成立的 TripActions 同样在今年完成了估值 72.5 亿美金的 F 轮融资。
这个趋势继续在全球蔓延,目前约有 10 个企业支付企业成为了独角兽或者准独角兽,除了上面提到的 Brex、Divvy 和 TripActions 外,还有 Ramp、Airbase、Travelperk、Pleo、Spendesk、Soldo、Jeeves 以及 Aspire 等。
这类企业的核心业务,几乎都是通过“支付+软件”来提供企业支付的服务,覆盖企业从收入到支出(成本、薪酬、费用)的所有场景,但各自的切入点和侧重又有些不同。
比方说 Divvy 整合了费用管理+支付,盈利模式主要依靠交易手续费;Brex 重新定义了企业信用卡,盈利来自信用卡年费+交易手续费。
TripActions 则通过商旅管理切入,从不同的维度解决企业支出的管理问题,将企业信用卡和事前费用管控相结合,嵌入了差旅等企业高频支出场景,为企业带来最佳的企业支出管理方案,其盈利主要来自预订手续费。
大部分企业更多处于 Fintech 与 SaaS 的结合阶段,其业务要么比较侧重 Fintech 交易,要么侧重 SaaS 支付管理,更多还是一个整合式的解决方案。
而 2019 年刚成立的 Ramp 则是这个领域冉冉升起的一个新星,两年时间估值已经达到了 39 亿美金,其投资人包括 Funders Fund、D1 Capital Partners、Coatue Management、高盛以及 Stripe 等。

Ramp 更像是 Fintech 与 SaaS 完全融合为一体开发的原生型公司,用其官网的话说就是 Cards and software that work seamlessly。
它致力于开发可节省企业资金的公司卡,并提供完整的企业财务管理方案,为公司提供更高的卡限额,储蓄机会,自动化的费用管理,快速的收据匹配,精准的会计集成等服务。
其目标不仅想帮你节省钱,也希望能帮你节省时间:Time Is Money.Save Both.
下面这张图基本上囊括了其一体化产品的核心,每一个模块它都要替代现有的解决方案,如 Corporate Cards,Ramp 为各种类型的支出提供虚拟和实体卡,以替换掉像 Brex、Amex 等企业提供的解决方案;Bill Payments 这部分,Ramp 则希望通过自己 All-in-one 式的自动化账单创建、权限审批和会计方案,替换掉现有 Bill.com 的解决方案。

其产品推出一年时间,处理的交易量就达到了 10 亿美金,自 2021 年初以来,其平台上的持卡人数量增加了 5 倍,目前有 2000 多家企业使用 Ramp 作为其“主要的支出管理解决方案”,除了大型的成熟型公司外,还包括不少新兴独角兽创业公司,比方说我之前介绍过的 ClikUp,还有 Ro、DoNotPay 以及 Better 等。
自今年 4 月完成上一轮融资后,其企业卡的交易量增长了 3 倍。整体的交易量按年算基本上是 1000% 这样的速度增长,由于其盈利模式是交易手续费,因此其收入也差不多按照同样的速度在增长。
作为 A 轮和最新的 C 轮投资人,Founders Fund 的 Keith Rabois 表示:
我一直在投资企业,很难找到一家增长率实际上随着公司规模的扩大而更加快速增长的企业。通常,随着公司规模的扩大,增长会放缓,但 Ramp 是个例外,随着团队知名度的建立并加强产品供应,Ramp 产品的需求一直在加速。
虽然从功能模块来看,Ramp 和其它类产品提供的似乎没有太大差异,但是在本质上差异还是很大,这些差异往往体现在产品的细节里面。
正如上面提到的,我认为 Ramp 是 Fitech 和 SaaS 融合时代里的第一个原生型产品,其目标和出发点与其它企业不太一样,并非以解决企业的支出这类流程管理为目标,Ramp 的目标更长远一些,要帮助企业真正节省开支,整个产品是围绕这个目标来设计的。
比方说它推出的企业卡,和其它企业如美国运通推出的就不一样,其它企业推出的是信用卡性质的,消费越多,激励越多,它会通过各种激励如积分和返现等措施让你消费更多,这本质上是在增加企业的支出,即使是 Divvy 和 Brex 也非常依赖这点。
而 Ramp 的公司卡不提供这种激励,其创始人在 2019 年发给 Funders Fund 的投资人 Keith Rabois 和 Delian Asparouhov 的邮件阐述的非常清楚。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">
其战略是与客户保持一致,减少开支,建立更健康的企业,并对增长进行再投资。在这个过程中向他们提供新的软件产品,以帮助他们更好控制和管理支出。
而比较有意思的是,虽然 Ramp 目前的盈利模式主要依靠交易手续费,SaaS 软件免费,更像是一个 Fintech 企业,但其创始人始终把 Ramp 定位为一个 SaaS 公司,其长期战略是为客户开发优秀的软件产品。
整个产品层面,Redpoint 的投资人 Logan Bartlett 认为传统企业研发 Ramp 的这一整套产品可能需要几年时间,而 Ramp 不到 100 人的团队在 2 年时间就完成了。
这点与其高质量的团队有关,在 Ramp 早期的 85 人团队里,每 3 个人中就有一个曾经是做过创业公司的创始人,这和我之前介绍的 Rippling 非常类似,聚集了大量创业公司的创始人加入。
现在人员增加了,但吸引的仍然是各种高质量的人才,比方说 Nik Koblov (Affirm 前工程副总裁) ,Srinivasan (高盛 Marcus and Apple Card 前信用策略主管) ,Miriam Mark (WeWork 前销售副总裁)等。
无论是团队组成中吸引大量创业公司的创始人,还是以平台视角原生开发并始终专注在开发更多好的产品,策略路径跟 Rippling 这家公司都非常类似,他们在早期都是一个工程师和产品驱动的公司,并且 Ramp 的目标客户定位的还都是中大型比较稳定的企业。
这种工程师和产品驱动的好处在于,一旦完成了市场验证,后续的营销和销售加入将大大加速其增长,Stripe 的创始人 Patrick Collison 对此应该深有感受,他在一次播客对话里曾表示:
If they [startups] can create a product that is so much better than the status quo that they start to get organic traction, once you attach a real sales and marketing engine to that, it’s going to be really frickin hard for a big company to effectively compete because this organizational transformation to being good at software is just profoundly hard.
如果他们(创业公司)能够创造出一个比现状好得多的产品,以至于他们开始获得有机自然增长,一旦你把一个真正的销售和营销引擎附加到这个产品上,大公司要想有效地竞争就会变得非常困难,因为从组织上转变到擅长软件是非常困难的。
也许也正是 Ramp 在产品和增长方面的出色表现,其估值在两年时间就到了 39 亿美金。
这样的增长速度在今年已经不是第一次见了,Figma、Notion、Canva 以及 Hopin 等都在今年实现了数倍的估值增长。尽管很多人将其归结为市场钱太多,但我认为本质上还是来自本身业务的增长。因为市场已经证明,拥有合适人才的科技公司可以比以往任何时候都更快更大。
如果我们把创业公司的估值看作是一种可能性,那么最好的早期科技公司的估值实际上可能会很低,这些公司可能会变得和最大的科技公司一样大,或者至少是他们所在领域的最大。如果 Facebook、苹果、亚马逊、微软和 Google 的估值都是合理的,并且他们的市值在过去十年中增长速度超过了创业公司的估值,那么要么创业公司变得和大公司一样大的概率较低,要么他们被低估了。
可以说,Ramp 通过对 Fintech 和 SaaS 的整合,走出了传统 SaaS 企业完全依靠软件赚钱的模式,也比单纯的 Fintech 提供商提供了更厚的 SaaS 价值,这样在营销或者销售层面都有更多空间,而基于两者融合原生开发的产品,我认为是未来更好的趋势。
在国内,整个企业支出(支付)管理也是目前非常热门的领域,从报销 SaaS 切入的易快报刚完成 10 亿人民币的 D 轮融资,汇联易也在去年完成了 3 亿人民币的 C+轮融资,而从商旅等交易场景切入的分贝通在今年初完成了由腾讯和高瓴领投的 9250 万美金 C 轮融资。
无论是从 SaaS 侧费控报销流程管理出发,还是从商旅等交易场景出发,我觉得未来大家可能都会走到一起,彼此渗透到对方的领域,“SaaS+交易”这个趋势已经越来越明显。比方说易快报目前的定位是“企业报销费控与聚合消费平台”,分贝通则将自己定位为“下一代企业支出管理平台”。
前段时间与分贝通创始人兼 CEO 兰希的交流过程中,他分享了一下分贝通这两年的发展探索与对行业的看法,给我的感受是分贝通在越来越朝 Ramp 的方向发展,同时探索出一些国内市场所特有的新路径,在得到他允许的情况下,这里简单做一下分享。
早些年(2016~2018),分贝通将自己定位为企业消费平台,商业模式为“场景消费交易”,其中一块是企业差旅平台,做的是“差旅消费”的事;2018~2019 年,定位企业钱包,覆盖了更多企业消费的场景和支付;从2020年开始,分贝通将自己定位为企业支出管理平台,在原来的场景基础上做了 SaaS 软件功能,商业模式为“SaaS+交易”,从 Fintech 领域进入了 SaaS 领域。
而对于未来,兰希说分贝通的定位是“企业支付平台”。从支出管理平台到支付平台,最大的差别就是分贝通要全面拥抱银行,成为赋能银行的软件应用。
这里的区别,从商业模式上来看可能更直接:
传统的费控 SaaS 的商业模式:SaaS 费用
SaaS+场景交易的商业模式包含两部分:SaaS 费用+场景下供应商的交易返佣
支付平台的商业模式则包含三个部分:SaaS 费用+场景交易返佣+合作银行的金融分润
第一个阶段是 SaaS 的传统模式,依靠软件收费;第二个阶段是 Brex 和 Ramp 的模式,只不过 Ramp 的 SaaS 目前是免费提供,只收取交易返佣。
第三个阶段则基本上是国内市场所独有的方式,由于有了更多的收入模式,兰希说未来其 SaaS 的收入占比会降低甚至以接近免费的方式提供给客户,而交易和支付的比例会提高。
这三种商业模式的整合让 SaaS 成为将所有交易和支付串联起来的一个基础服务,让彼此在获得 SaaS 服务的同时,又让供应商和金融机构获得了大量的企业客户流量,因此在客户获取和增长这块形成了一个多级网络效应:
SaaS 客户为场景供应商提供了大量的交易客户,进而吸引更多供应商加入
供应商的加入为分贝通的 SaaS 导入更多供应商的自身客户,形成一级增长飞轮
同样,SaaS 客户为银行引入更多支付客户,进而吸引更多的银行加入
银行的加入为分贝通的 SaaS 导入更多银行自身客户,形成二级增长飞轮
供应商和银行本身具备的规模效应让整个体系形成一个“客户-供应商-银行”三边网络效应
兰希说,通过这个三边网络效应模型的扩展,分贝通这两年的业务增长几乎呈数倍式增长,而 SaaS 软件也越来越变成其获客的营销手段,而不是将其作为收入的目标。这点与 Ramp 的创始人始终把 Ramp 定位为一个 SaaS 公司,而不是 Fintech 公司很类似,尽管其商业模式主要来自交易分成。
这也就是兰希认为的 “SaaS+X” 模式,这里的 X 可能是交易、可能是服务、也可能是硬件,这取决于每个企业自身所在的行业,只不过分贝通刚好是“交易”而已。

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