创业酵母张丽俊:一文读懂阿里的组织力

2022-02-23

来源丨和牛商业(ID:heniushangye)
作者丨张丽俊
点击阅读原文

 

如今的阿里巴巴已经不仅仅是一家电子商务公司。

 

阿里巴巴究竟是如何成功地跨越不同领域,完成一次又一次第二曲线创新的?

 

前阿里巴巴组织发展专家张丽俊认为,答案在于阿里巴巴通过一次次的组织创新与迭代,支撑着业务实现持续飞跃。

 

在新书《组织的力量》中,作者张丽俊仔细分析了阿里巴巴业务(显性曲线)和组织(隐性曲线)的发展轨迹。

 

不难发现,组织层面的变革总是先于业务变革。也就是说,阿里巴巴总是会在业务变革之前,就将文化、组织调整到适合未来新业务落地的状态。

 

从创立至今,20多年来,阿里巴巴一直在不断地完善组织,强化文化,打造自己的隐性曲线,才让业务的持续飞跃得以实现。阿里的成功也许不可复制,但是其组织创新迭代的规律、经验值得企业家们研究。

 

从创立开始,阿里巴巴的业务已经发生了四次重大变革,即从B2B到电商平台,从电商平台到金融服务,从金融服务到云计算服务,从云计算服务再到各种创新业务。

 

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">

 

阿里巴巴的第一条业务曲线是B2B,是典型的销售驱动型业务。是什么推动一家销售驱动型公司之后不断开辟出电商平台、金融服务、云计算服务等一系列创新业务,直到形成一种商业生态的?

 

答案其实隐藏在阿里巴巴的企业文化里,阿里巴巴的使命是“让天下没有难做的生意”,价值观第一条是“客户第一”。为客户解决问题是阿里巴巴共同的信仰,在帮助客户解决一个又一个问题的过程中,阿里巴巴的创新业务也逐一浮出水面。可以说是阿里巴巴的文化指引了战略方向,客户的需求驱动了新业务的诞生。

 

淘宝出现的根本原因是当时出口贸易遇到了很多困难,年底客户访谈的时候,很多客户跟马云讲:“我们今年出口遇到了问题,阿里巴巴能不能帮我们把这些产品内销掉?”出口转内销成了当时客户最大的需求,于是阿里巴巴开始考虑如何把外贸转内销,解决客户的难题,刚好赶上eBay(易贝)进军中国,淘宝就这样诞生了。

 

阿里云的诞生也是基于客户的需求,早期阿里巴巴to B、to C的数据乱得像一团麻,所以阿里巴巴最早创立了一个阿里软件,其定位是服务于公司内部的各个分公司,把数据统一存下来并进行分析。大数据是海量的、真实的,但是数据需要先存储,再加工、分析、清洗。后来阿里巴巴发现整个生态内的客户都有同样的诉求,于是阿里云开始全面开放,为客户提供数据服务。

 

剖析了阿里巴巴的创新业务是如何创新出来的之后,我们再来思考下面的问题:

 

为什么阿里巴巴的这些创新业务能够做成功?

 

阿里巴巴早期只有销售能力,为什么后来能做电商业务、金融服务甚至云计算服务这些完全不同的业态?这些组织能力是如何一点一点生长出来的?

 

在每次变革的背后,阿里巴巴的组织也在同步演进,组织不断发展进化以支撑业务的突飞猛进。很多人只看到了阿里巴巴业务的不断飞跃,但这些业务的成功很难复制,真正值得学习的是这20多年坚持不懈的组织创新,接下来我们就一起来剖析阿里巴巴隐性曲线的发展轨迹。

 

 

如图所示,自创立至今,在20多年的时间里,阿里巴巴已经进行了八次组织的迭代创新,包括合伙人团队、“独孤九剑”“政委体系”“六脉神剑”等,以支撑同时期业务发展的需要。它们就构成了支撑阿里巴巴高速腾飞的隐性曲线。

 

1. 2000年:合伙人团队

 

1999年阿里巴巴成立,2000年马云就搭建了最初的合伙人团队。蔡崇信,专门负责阿里巴巴的财务和投资。

 

关明生,专门负责业务运营与人力资源管理。今天阿里巴巴底层组织建设的文化体系,都是由关明生搭建的。

 

关明生非常强调价值观的作用。他认为价值观是对使命和愿景的支撑,是一家企业的DNA。价值观没有对错,是必须遵守的游戏规则。

 

李琪,专门负责B2B的“中供铁军”,他是阿里巴巴第一个业务总教官。李琪有两个明显的特点:一是他对下属越关心就越严厉;二是他在任何场合的讲话,都是简短而有针对性的。

 

马云曾经说过这样一句话:“起初,我对技术一无所知,我对管理一无所知。但问题是,你不需要知道很多东西,你必须找到比你聪明的人。这么多年来,我一直在努力寻找比我更聪明的人。”

 

为什么马云在当时公司规模还很小的时候,就能吸引这么多的能人愿意为他效力?

 

为什么很多企业家招了那么多能人,却没用起来?

 

我们从蔡崇信后来的一段话里,也许能找到答案:

 

这20年来,我和马云一直分开办公,我在香港,他在杭州,每天通电话。我与马云合作得很好,马云对于任何东西都没有占为己有的感觉。他也很愿意承认自己的弱点,很多强势的企业家都会说“我擅长一切”。从第一天开始,我们就团结在一起。这些年来,我觉得真正行之有效的一点,就是我们能够彼此分享的坦诚态度。我可以批评他,他可以批评我,当然我们不会伤害彼此的感情。这点至关重要。

 

马云不只信任我,他还信任很多以前从来没有见过的人,这是他心地善良的地方,他愿意把很多事情交出去。创业公司最大的瓶颈来自人。马云和管理团队每年都是把外面的人才网罗进来,这是让我非常欣慰的事情。

 

从蔡崇信的这封信中可见,创始人的胸怀和格局是吸引人才的重要因素。对于企业来说,合伙人团队,或者说你的领导班子,直接决定了企业发展的天花板。阿里巴巴最初的这个合伙人班子,标准相当高,每个人在各自的专业领域都是顶尖人才,阿里巴巴20年的组织建设正是从这里起步的。

 

2. 2001年:“独孤九剑”

 

从美国通用电气公司(GE)出来的关明生深深明白,一家公司成立三年以上,文化既可能成为其最大的推动力,也有可能成为其业务发展的阻力。所以他进入公司不久就开始着手搭建阿里巴巴底层的文化体系,继而演化出著名的阿里巴巴“独孤九剑”(见图)。

 

图片

 

 

 

注:该图整理自关明生先生的著作《关乎天下》。

 

新员工从入职阿里巴巴的第一天开始,每天都要记忆和背诵阿里巴巴的价值观,价值观成为考核中占比很重的一部分。当时阿里巴巴内部反对的声音此起彼伏,可后来无数事实一再证明了关明生的观点的正确性:价值观越好的员工,业绩越好;业绩越好的员工,价值观越好。

 

“独孤九剑”所强调的激情、创新、教学相长、开放、简易、群策群力、专注、质量、客户第一,从企业文化的角度激活了员工对创新的追求、对新业务的渴望,为之后淘宝、支付宝等新业务的创立打下了坚实的文化基础。

 

3. 2004年:“政委体系”

 

2004年,阿里巴巴的业务开始向全国扩张,同时也面临着巨大的挑战。

 

一是干部不够用,员工留不住,业务增长快但组织能力跟不上。

 

二是业务快速扩张,HR支持的速度和效率急剧下降:总部接收信息慢,HR离前线远,响应慢,提供的解决方案往往不能满足业务的需求。

 

马云从当时热播的电视剧《历史的天空》中得到启发,他发现姜大牙之所以能一直打胜仗,是因为身边有一个会做人的工作的政委。于是,马云在2004年建立了属于阿里的“政委体系”,从业务团队中选拔出第一批“政委”奔赴全国,为业务向全国扩张提供了强力支撑。

 

早期阿里巴巴的B2B业务,不但带来了现金流,更重要的是沉淀了文化,培养了人才,建立了管理体系。至此,我们就能够理解,为什么销售驱动型的阿里巴巴后来能开辟出淘宝、支付宝、阿里云等业务,商业模式的创新是一方面,更重要的是前期文化、人才、机制等组织能力的沉淀。

 

4. 2004年:“六脉神剑”

 

2004年,阿里巴巴之前的“独孤九剑”价值观体系升级为“六脉神剑”体系,为员工的行为定下明确的规则,要求所有员工必须时刻牢记“客户第一、团队合作、拥抱变化、诚信、激情、敬业”,并将每一点都细分为五个等级,每个员工都要接受考核。达标者可以获得集团的统一表彰,成为明星员工,而徘徊、不思进取的人,则会被毫不留情地淘汰。

 

为什么进行文化的升级?因为业务发生变化了,文化也需要发展和迭代,不同的业务要搭配不同的文化。

 

“独孤九剑”诞生在公司的创业期,当时的核心问题就是生存,所以“独孤九剑”是典型的创业型文化。

 

比如,为什么有“简单”这一条?公司刚成立的时候,如果人际关系很复杂,那么这个公司还能活吗?架构扁平,简单直接就好,不需要太复杂。为什么要“教学相长”?因为那个时候什么都没有,没有知识沉淀,没有成熟的管理者,也没有系统的管理培训体系,所以我们要打造学习型文化,鼓励互相分享。你只要比我多懂一点,你就可以做我的师父,你今天签了单,你就可以分享,正是因为有这样的文化,阿里巴巴在前期没有成熟的管理者和知识体系的情况下,依然打造出了强大的学习型组织。还有“客户第一”,这些都是阿里巴巴早期赖以生存的文化。“独孤九剑”背后就是生存的文化。

 

到2004年业务扩张到全国,需要能够适应全国扩张的文化,于是有了“六脉神剑”。在“独孤九剑”时期,九条价值观是并列的;到了“六脉神剑”时期,价值观开始有排序,有分层。

 

 

最底层是修身。每个人都必须有职业素养,比如作为阿里巴巴的一名员工,必须诚信,必须有激情,必须敬业。

 

中间层是齐家。这一层开始有团队层面的要求,必须团队合作,必须拥抱变化。

 

最上层是平天下。我们靠什么打天下?客户第一。我们打败所有的竞争对手都是靠“客户第一”这条价值观。

 

这六条价值观贯穿了一个企业打天下的过程,一直支撑着阿里巴巴的快速发展,直到2019年“新六脉神剑”的出现。

 

5. 2007年:湖畔学院

 

湖畔学院是阿里巴巴内部的领导力学院,负责培养内部总监级以上的管理干部。当时的阿里巴巴遇到了发展瓶颈,组织能力跟不上集团战略的布局。公司的战略方向很明确,但是人的能力达不到,老员工的文化素质和能力跟不上新业务的发展需要,而新业务又急需大量优秀的人才。

 

此外,阿里巴巴当时在全球范围内招聘了很多高级人才,如何才能让这些外来的人才更好地融入阿里巴巴的文化之中,一度成为当时最大的难题。

 

在这两大问题的困扰下,阿里巴巴当时的高层纷纷进行了反思,并得出了统一的结论:要想组织持续壮大,必须自己培养人才。于是2007年湖畔学院应运而生,开始进行内部领导梯队的培养,为各条业务线输送管理人才。

 

湖畔学院的培养体系分成三级(见图):面向高管的领导力发展课程、面向中层管理者的管理进阶课程和面向基层管理者的管理技能课程。

 

 

湖畔学院的成立是阿里巴巴组织发展过程中重要的里程碑,阿里巴巴良将如潮的人才梯队正是源于此,后来在各条业务线上开疆拓土、挑大梁的管理人才,大多都是从湖畔学院走出来的。

 

6. 2009年:组织部

 

马云始终认为,考核是文化落地极为重要的步骤之一。尤其是在湖畔学院成立之后,一大批人才逐渐成长起来,但也开始出现良莠不齐的现象,此时便急需一整套考核体系和标准。2009年成立的组织部便承载了这项使命,成为管理干部的考评中心。成立组织部的主要目的,就是对当时阿里巴巴在全球的150多位高管进行360度考评和访谈,决定他们的转岗、调动、晋升或离职。

 

在这个阶段,阿里巴巴的企业文化在“六脉神剑”的基础上又升级出了专门针对高管的“九阳真经”。除了原有的“六脉神剑”,又加入了三条—“眼光、胸怀、超越伯乐”,这是对高管新的要求。

 

7. 2010年:企业文化部

 

2010年,企业文化部成立。至此,历经10年,阿里巴巴的文化、人才梯队、管理机制已经形成一整套相对完善的内部系统,持续迭代创新,支撑业务发展。

 

8. 2019年:“新六脉神剑”

 

为什么2019年又会有“新六脉神剑”?因为公司的发展阶段和业务场景又变化了,阿里巴巴已经迈入全球市值前10名之列,形成一个全球化的商业生态,此时需要的是更加兼容并包、适合全球化的文化,我称之为“绵羊性组织的文化”。

 

在“新六脉神剑”中,阿里巴巴的企业使命没有变,仍是“让天下没有难做的生意”;企业愿景由原来的“成为一家持续发展102年的公司”,升级为“到2036年,阿里巴巴要服务20亿消费者,创造1亿个就业机会,帮助1000万家中小企业盈利”。

 

“新六脉神剑”的价值观由六句阿里土话组成:“客户第一,员工第二,股东第三;因为信任,所以简单;唯一不变的是变化;今天最好的表现是明天最低的要求;此时此刻,非我莫属;认真生活,快乐工作 。”每一句话背后都有一个阿里巴巴发展历史上的小故事,表达了阿里人与世界相处的态度。

 

我在这里为大家简单介绍一下“新六脉神剑”的六条价值观。

 

(1)客户第一,员工第二,股东第三

 

2006年,阿里巴巴B2B业务上市前夕,马云首次公开提出“客户第一,员工第二,股东第三”。2014年9月,阿里巴巴集团正式登陆美国纽交所挂牌交易,与其他公司不同的是,阿里巴巴创始人马云及其高管并没有登台,而是由八位阿里巴巴的客户代表敲钟。作为一个全球化的商业生态,阿里巴巴的客户群体越来越多元化,但客户第一的价值观始终未变,马云依然坚信“客户第一,员工第二,股东第三”,坚信只有持续为客户创造价值,员工才能成长,股东才能获得长远利益。

 

(2)因为信任,所以简单

 

阿里巴巴最初的时候流行的是师徒制,人与人之间比较单纯,相互充满信任。因为信任,所以简单,这恰恰是一家公司最需要的核心要素。比如说,阿里巴巴内部员工是以花名来称呼彼此的,这样既显得亲切、不令人拘束,也体现了公司内部人与人之间是平等的。阿里巴巴发展到今天,这种“因为信任,所以简单”的文化一直存在着。

 

(3)唯一不变的是变化

 

1999年,马云赴硅谷为刚刚创立不久的阿里巴巴寻求融资。按照惯例,寻求融资必须提供商业计划书。但马云认为,对变化纷繁的互联网而言,做一份厚厚的所谓详尽的“计划书”反而是忽悠和欺骗。结果,37家硅谷的风险投资机构拒绝了阿里巴巴。马云随即大胆宣布“I never plan”(我永远不做计划)。历经十几年,商业的变化越来越快,拥抱变化不仅成了阿里巴巴最独特的DNA(基因),也成了互联网创业者最常挂在嘴边的口头禅之一。

 

(4)今天最好的表现是明天最低的要求

 

2001年1月,当时阿里巴巴的商业模式还不成熟,营收极不稳定,按照每月100万美元的开支,最多只能坚持半年。在生死边缘,阿里巴巴设计出“金银铜牌”考核制度,上个月的业绩决定下个月的提成点,也就是说销售人员必须不断超越新高才能持续获得更高收入。众所周知的阿里巴巴“中供铁军”,正是在这套制度的激励下,不断挑战更高目标,不断刷新业绩纪录。2002年,阿里巴巴实现全年盈利。在最困难的时候,正是这样的精神,帮助阿里巴巴渡过难关,活了下来。

 

(5)此时此刻,非我莫属

 

1999年9月14日,阿里巴巴在《钱江晚报》上发布了第一条招聘广告。上面的广告语是:“If not now,when?If not me,who?此时此刻,非我莫属。”后来,这句话成了阿里巴巴的第一句土话。它体现了阿里人对使命的信念和“舍我其谁”的担当。公司越做越大,更加需要每个人主动去担当,当出现问题和困难的时候,需要有人站出来解决。

 

(6)认真生活,快乐工作

 

2009年2月17日,马云在一封致全体阿里人的邮件中,提出“认真生活,快乐工作”的理念。它诠释的是工作只是一阵子,生活才是一辈子。工作属于你,而你属于生活,属于家人。所以,要像享受生活一样快乐工作,像认真对待工作一样认真生活。只有认真对待生活,生活才会公平地对待你。这条不考核,留给生活本身去检验。

 

总之,纵观阿里巴巴业务创新的历程,不难发现,每一次业务飞跃的背后,都隐藏着组织的迭代和升级。

 

而组织的迭代和升级,主要体现在人才梯队、文化建设和建机制三个方面。

 

1. 人才梯队

 

早期搭合伙人班子;快速发展阶段成立湖畔学院,搭建管理培养体系;人才培养起来后成立组织部对人才进行考评,把合适的人放在合适的位置上,把人才当作公司最宝贵的资产。这正是阿里巴巴多年来一直良将如潮的秘密。

 

2. 文化建设

 

从创业初期围绕生存的“独孤九剑”,到快速成长期打天下的“六脉神剑”,再到为高管量身打造的“九阳真经”,最后到兼容并包的“新六脉神剑”,阿里巴巴的企业文化一直在随着业务的发展迭代和进化。可以说阿里巴巴业务的阶段式飞跃,背后就是一部阿里巴巴企业文化的发展史。

 

3. 建机制

 

2001年,文化价值观纳入考核;

 

2004年,搭建“政委体系”,形成了阿里巴巴独特的业务管理机制;

 

2009年,组织部成立,建立高管的人才管理机制。

 

为配合业务的飞速发展,阿里巴巴开创了一系列独特的管理机制并一直在迭代和发展,甚至马云自己也说过,阿里巴巴的成功,并不是个人的成功,而是文化与机制的成功!

 

 

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