Airtm 企业销售战略高级副总裁 Ian Gilbert 谈收入领先地位的演变以及公司对南半球数字创业的关注

Airtm 是一个高度互联的数字美元账户，提供 500 多种购买和出售数字美元的方法。 Airtm 在美国注册成立，并作为货币服务企业 (MSB) 在 FinCEN 注册，业务遍及 190 多个国家。

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 企业销售战略高级副总裁 (SVP) Gilbert 作为技术行业的商业领导者拥有 30 多年的职业生涯。他与各个成熟度范围内的公司合作，帮助他们扩大潜力并实现增长目标。

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 是一个高度互联的数字美元账户，提供 500 多种购买和出售数字美元的方法。 Airtm 在美国注册成立，并作为货币服务企业 (MSB) 在 FinCEN 注册，业务遍及 190 多个国家。

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?

您拥有 30 多年从创办初创公司到领先上市公司的经验，您如何看待收入领导角色的演变？您从这些早期挑战中汲取了哪些重要经验教训，融入您目前在 Airtm 的职位中？

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.

技术已经以积极的方式改变并影响了收入领先地位。然而，基础就是基础，只有在创收方法/流程健全的情况下，技术才会有所帮助。

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.

收入领先总是与销售领先以及收入在销售周期中“创造”然后通过客户管理方法“保护”的假设混在一起。现在，人们越来越认识到协调公司创收系统所有部分的价值，以及最佳绩效来自于在客户参与的整个生命周期中创造价值这一事实。

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，现代收入领导力越来越注重考虑公司所服务的各种市场中相对于业务阶段和产品/解决方案的成熟度的多种渠道和方法。它的重点是最大化所有客户关系的整个创收生命周期 - 在某些企业中，现有客户可能比新潜在客户拥有更大的创收潜力。它还注重增长效率，以及在正确的时间和以正确的方式使用工具/技术来优化模型。

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.

从早期的角度来看，一次性把所有事情都做好是很困难的！大量的实验是必要的。从每一次经历中寻找教训，并将其整理成文，以取得适度的收益，是现阶段企业创造长期、可持续增长的关键。

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.

这很难，因为我们本能地“忙碌”，每笔交易都感觉很好——但我相信，学习帮助改进模型通常比单笔交易的收入更有价值，无论单笔交易有多大。

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，我们专注于数字创业。我们正在努力优化我们的角色，为南半球国家的工人和企业家以及他们合作的公司带来价值。我们有多种方法来创造价值，并且我们不断尝试了解方法和能力的最佳组合，以增加价值并维持更长时间。

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

Airtm 如何确保数字美元账户的安全性和稳定性，特别是对于发展中经济体的用户？

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 致力于确保全球南方的所有用户都可以轻松、自由地获取资金，快速、廉价地发送和接收资金，并且知道自己的资金是安全的，交易也是安全的。因此，Airtm 使用 USDC 作为所有交易的数字货币。 USDC 是一种由高流动性现金和与美元 1:1 挂钩的现金等价资产支持的稳定币。换句话说，它是安全和稳定的，让我们发展中经济体的用户能够完全放心地管理他们的资金。

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

公司可以通过哪些方式利用 Airtm 的平台来应对不断增长的人工智能数据标签市场的挑战？

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 花了近十年的时间帮助全球南方的用户按照自己的选择访问和使用他们的资金。其中许多用户从事工作，并且越来越多的工作支持人工智能行业。

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.

我们的口号是帮助公司为他们的业务释放全球数字企业家的力量。我们主要帮助公司在世界各地吸引、支付工资和聘用员工，以便他们能够高效、有意识地、盈利地在发展中经济体建立和维持劳动力。

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.

实际上，我们不仅提供向南半球人工智能工人支付工资的最佳方法，而且我们还提供解决方案，使公司能够与我们的社区合作，寻找新工人、开展研究和接受教育。像 Scale AI 这样的组织（该行业最大的参与者之一）多年来一直与我们合作，以满足他们在世界各地的需求，并且越来越多的 AI 和 BPO 公司选择我们作为他们的首选解决方案。

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

拥有超过500种支付方式，Airtm如何管理交易效率并确保低成本跨境支付？

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

其核心是我们的点对点网络，它可以在广泛的地域范围内以低成本和最小的限制促进安全交易。我们的网络特别关注全球南方国家，这些国家在未来的工作中日益重要，但在金融和银行系统方面面临一些挑战。我们在这些国家的能力是无与伦比的，这就是为什么我们