Airtm 企業銷售策略資深副總裁 Ian Gilbert 談收入領先地位的演變以及公司對南半球數位創業的關注

Airtm 是一個高度互聯的數位美元帳戶，提供 500 多種購買和出售數位美元的方法。 Airtm 在美國註冊成立，並作為貨幣服務企業 (MSB) 在 FinCEN 註冊，業務遍及 190 多個國家。

Senior Vice President (SVP), Enterprise Sales Strategy at AirtmIan Gilbert has a 30+ year career as a commercial leader in the technology industry. He has worked with companies across the maturity spectrum to help them expand their potential and achieve their growth objectives.

AirtmIan 企業銷售策略資深副總裁 (SVP) Gilbert 作為科技業的商業領導者擁有 30 多年的職業生涯。他與各個成熟度範圍內的公司合作，幫助他們擴大潛力並實現成長目標。

Airtm is a highly connected digital dollar account, offering over 500 methods to buy and sell digital dollars. Incorporated in the United States and registered with FinCEN as a Money Service Business (MSB), Airtm operates in over 190 countries.

Airtm 是一個高度互聯的數位美元帳戶，提供 500 多種購買和出售數位美元的方法。 Airtm 在美國註冊成立，並作為貨幣服務企業 (MSB) 在 FinCEN 註冊，業務遍及 190 多個國家。

With over 30 years of experience spanning from founding startups to leading public companies, how have you seen the role of revenue leadership evolve, and what key lessons have you carried from those early-stage challenges into your current role at Airtm?

您擁有 30 多年從創辦新創公司到領先上市公司的經驗，您如何看待收入領導角色的演變？

Technology has changed and impacted revenue leadership in largely positive ways. However, the fundamentals are the fundamentals, and technology only helps if the revenue generation approach/process is sound.

技術已經以積極的方式改變並影響了收入領先地位。然而，基礎就是基礎，只有在創造收入方法/流程健全的情況下，技術才會有所幫助。

Revenue leadership has always been mixed up with sales leadership and the assumption that revenue is ‘created’ during the sales cycle and then ‘protected’ by an account management approach. There’s now a growing appreciation of the value of orchestrating all parts of a company’s revenue-generating system and the fact that optimum performance comes from creating value throughout the lifetime of customer engagement.

收入領先總是與銷售領先以及收入在銷售週期中「創造」然後透過客戶管理方法「保護」的假設混在一起。現在，人們越來越認識到協調公司創收系統所有部分的價值，以及最佳績效來自於在客戶參與的整個生命週期中創造價值。

As such, modern revenue leadership is increasingly focused on the consideration of multiple channels and methods across the spectrum of markets served by a company relative to the stage of the business and the maturity of the product/solution offering. It’s focused on maximizing the entire revenue-generating lifetime of all customer relationships – and it’s likely in some businesses that existing customers have far more revenue-generation potential than new prospects. It’s also focused on efficiency of growth, and on using tools/technologies at the right times and in the right ways to optimize the model.

因此，現代收入領導力越來越注重考慮公司所服務的各種市場中相對於業務階段和產品/解決方案的成熟度的多種管道和方法。它的重點是最大化所有客戶關係的整個創收生命週期 - 在某些企業中，現有客戶可能比新潛在客戶擁有更大的創收潛力。它還注重成長效率，以及在正確的時間和以正確的方式使用工具/技術來優化模型。

From an early-stage perspective, it’s tough to get everything right at once! A lot of experimentation is necessary. Finding the learning in each experience and codifying it to make modest gains is the key to creating long-term, sustainable growth for companies at this stage.

從早期的角度來看，要一次把所有事情都做好是很困難的！大量的實驗是必要的。從每一次經驗中尋找教訓，並將其整理成文，以取得適度的收益，是現階段企業創造長期、可持續成長的關鍵。

That’s hard because we’re instinctively ‘hustling,’ and every deal feels good – but I’m a believer that learning to help improve the model can often be significantly more valuable than the revenue from a single deal, however big.

這很難，因為我們本能地“忙碌”，每筆交易都感覺很好——但我相信，學習幫助改進模型通常比單筆交易的收入更有價值，無論單筆交易有多大。

At Airtm, we’ve focused on digital entrepreneurship. We’re trying to optimize our role in bringing value to workers and entrepreneurs throughout the Global South and the companies that they work with. We have multiple ways to create value, and we’re constantly trying to learn about the best blend of approaches and capabilities to increase value and sustain it for longer.

在 Airtm，我們專注於數位創業。我們正在努力優化我們的角色，為南半球國家的工人和企業家以及他們合作的公司帶來價值。我們有多種方法來創造價值，我們不斷嘗試了解方法和能力的最佳組合，以增加價值並維持更長時間。

How does Airtm ensure the security and stability of digital dollar accounts, particularly for users in developing economies?

Airtm 如何確保數位美元帳戶的安全性和穩定性，特別是對於發展中經濟體的用戶？

Airtm is focused on ensuring that all of our users across the Global South can access their money easily and freely, send and receive money quickly and inexpensively, and do so with the knowledge that their money is safe and transactions are secure. For that reason, Airtm uses USDC as the digital currency for all transactions. USDC is a stablecoin backed by highly liquid cash, and cash-equivalent assets pegged 1:1 to the US dollar. In other words, it is secure and stable and allows our users in developing economies to manage their money with total confidence.

Airtm 致力於確保全球南方的所有用戶都可以輕鬆、自由地獲取資金，快速、廉價地發送和接收資金，並且知道自己的資金是安全的，交易也是安全的。因此，Airtm 使用 USDC 作為所有交易的數位貨幣。 USDC 是一種由高流動性現金和與美元 1:1 掛鉤的現金等價資產支持的穩定幣。換句話說，它是安全和穩定的，讓我們發展中經濟體的使用者能夠完全放心地管理他們的資金。

In what ways can companies leverage Airtm's platform to navigate the challenges of the growing AI Data Labeling market?

公司可以透過哪些方式利用 Airtm 的平台來應對不斷成長的人工智慧數據標籤市場的挑戰？

Airtm has spent nearly a decade helping users across the Global South access and use their money as they choose. Many of these users undertake work, and an increasing amount of that work supports the AI industry.

Airtm 花了近十年的時間幫助全球南方的用戶按照自己的選擇存取和使用他們的資金。其中許多用戶從事工作，並且越來越多的工作支援人工智慧產業。

Our mantra is that we help companies unleash the world’s digital entrepreneurs for their businesses. We principally help companies attract, pay, and engage workers around the world so that they can build and maintain their workforces in developing economies efficiently, consciously, and profitably.

我們的口號是幫助公司為他們的業務釋放全球數位企業家的力量。我們主要幫助公司在世界各地吸引、支付工資和聘用員工，以便他們能夠有效率、有意識地、盈利地在發展中經濟體建立和維持勞動力。

Practically speaking, not only do we offer the best method to pay AI workers throughout the global south, but we also have solutions to enable companies to engage with our community to find new workers, undertake research, and to undertake education. Organizations like Scale AI – one of the biggest players in the sector – have been working with us for years to fulfill their needs around the world, and an increasing number of AI and BPO companies are choosing us as their preferred solution.

實際上，我們不僅提供向南半球人工智慧工人支付工資的最佳方法，而且我們還提供解決方案，使公司能夠與我們的社區合作，尋找新工人、進行研究和接受教育。像Scale AI 這樣的組織（該行業最大的參與者之一）多年來一直與我們合作，以滿足他們在世界各地的需求，並且越來越多的AI 和BPO 公司選擇我們作為他們的首選解決方案。

With over 500 payment methods available, how does Airtm manage transaction efficiency and ensure low-cost cross-border payments?

擁有超過500種支付方式，Airtm如何管理交易效率並確保低成本跨國支付？

The heart of this is our peer-to-peer network, which facilitates secure transactions with low costs and minimal limitations across a wide range of geographies. Our network is particularly focused on the global south, an increasingly important group of countries in terms of the future of work—but with some challenges in terms of financial and banking systems. Our capabilities in these countries are unparalleled, which is why we

其核心是我們的點對點網絡，它可以在廣泛的地域範圍內以低成本和最小的限制促進安全交易。我們的網路特別關注全球南方國家，這些國家在未來的工作中日益重要，但在金融和銀行體系方面面臨一些挑戰。我們在這些國家的能力是無與倫比的，這就是為什麼我們