{"id":68626,"date":"2026-04-21T20:07:53","date_gmt":"2026-04-21T20:07:53","guid":{"rendered":"https:\/\/fabricegrinda.com\/?p=68626"},"modified":"2026-04-21T20:09:00","modified_gmt":"2026-04-21T20:09:00","slug":"masterclass-ve-san-thuong-mai-dien-tu-trong-ky-nguyen-ai-cung-everything-marketplaces","status":"publish","type":"post","link":"http:\/\/100.25.144.216\/vi\/masterclass-ve-san-thuong-mai-dien-tu-trong-ky-nguyen-ai-cung-everything-marketplaces\/","title":{"rendered":"Masterclass v\u1ec1 S\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed trong K\u1ef7 nguy\u00ean AI c\u00f9ng Everything Marketplaces"},"content":{"rendered":"\n<p>T\u00f4i \u0111\u00e3 c\u00f3 bu\u1ed5i tr\u00f2 chuy\u1ec7n th\u00fa v\u1ecb v\u1edbi <a href=\"https:\/\/www.linkedin.com\/in\/yoroomie\/\" data-type=\"link\" data-id=\"https:\/\/www.linkedin.com\/in\/yoroomie\/\" target=\"_blank\" rel=\"noreferrer noopener\">Mike Williams<\/a> t\u1eeb <a href=\"https:\/\/www.everythingmarketplaces.com\/c\/fabrice-grinda-marketplaces-in-the-age-of-ai\" target=\"_blank\" data-type=\"link\" data-id=\"https:\/\/www.everythingmarketplaces.com\/c\/fabrice-grinda-marketplaces-in-the-age-of-ai\" rel=\"noreferrer noopener\">Everything Marketplaces<\/a> v\u1ec1 th\u1ef1c tr\u1ea1ng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed trong k\u1ef7 nguy\u00ean AI.<\/p>\n\n<p><a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=4s\" target=\"_blank\" rel=\"noopener\">0:04<\/a> Gi\u1edbi thi\u1ec7u<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=58s\" target=\"_blank\" rel=\"noopener\">0:58<\/a> N\u1ec1n t\u1ea3ng c\u1ee7a Fabrice<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=104s\" target=\"_blank\" rel=\"noopener\">1:44<\/a> Nh\u1eefng g\u00ec Fabrice t\u00ecm ki\u1ebfm \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi \u0111\u1ea7u t\u01b0<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=286s\" target=\"_blank\" rel=\"noopener\">4:46<\/a> Th\u1ef1c tr\u1ea1ng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1edbi AI<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=1048s\" target=\"_blank\" rel=\"noopener\">17:28<\/a> C\u00e1c chi\u1ebfn l\u01b0\u1ee3c m\u1edbi cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n AI<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=1143s\" target=\"_blank\" rel=\"noopener\">19:03<\/a> T\u1ed1c \u0111\u1ed9 t\u0103ng tr\u01b0\u1edfng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 AI<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=1370s\" target=\"_blank\" rel=\"noopener\">22:50<\/a> AI \u0111ang thay \u0111\u1ed5i nhu c\u1ea7u v\u1ed1n cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i nh\u01b0 th\u1ebf n\u00e0o<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=1540s\" target=\"_blank\" rel=\"noopener\">25:40<\/a> Kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong k\u1ef7 nguy\u00ean AI<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=1693s\" target=\"_blank\" rel=\"noopener\">28:13<\/a> L\u1eddi khuy\u00ean cho c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp b\u1eaft \u0111\u1ea7u x\u00e2y d\u1ef1ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0o n\u0103m 2026<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=1868s\" target=\"_blank\" rel=\"noopener\">31:08<\/a> H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1ch c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 \u0111\u00e1nh gi\u00e1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 qu\u1ea3n l\u00fd<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=2024s\" target=\"_blank\" rel=\"noopener\">33:44<\/a> H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1c m\u1eb9o \u0111\u1ec3 chuy\u1ec3n \u0111\u1ed5i sang m\u00f4 h\u00ecnh thu\u1ea7n AI<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=2095s\" target=\"_blank\" rel=\"noopener\">34:55<\/a> H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1ch t\u00ednh LTV<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=2205s\" target=\"_blank\" rel=\"noopener\">36:45<\/a> H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 CAC ph\u00eda ng\u01b0\u1eddi b\u00e1n<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=2297s\" target=\"_blank\" rel=\"noopener\">38:17<\/a> H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1c ti\u00eau chu\u1ea9n g\u1ecdi v\u1ed1n n\u0103m 2026<br\/>&#x200d;<a href=\"https:\/\/www.youtube.com\/watch?v=hh2ODE9nfmo&amp;t=2410s\" target=\"_blank\" rel=\"noopener\">40:10<\/a> L\u1eddi khuy\u00ean cu\u1ed1i c\u00f9ng v\u1ec1 s\u00e0n th\u01b0\u01a1ng m\u1ea1i<\/p>\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Masterclass On Marketplaces In The Age Of AI With Fabrice Grinda From FJ Labs | EM Group Chat #209\" width=\"840\" height=\"473\" src=\"https:\/\/www.youtube.com\/embed\/hh2ODE9nfmo?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n<p>Ngo\u00e0i video YouTube tr\u00ean, b\u1ea1n c\u0169ng c\u00f3 th\u1ec3 nghe podcast tr\u00ean <a href=\"https:\/\/podcasts.apple.com\/us\/podcast\/masterclass-on-marketplaces-in-the-age-of-ai\/id1706935444?i=1000762294373\" data-type=\"link\" data-id=\"https:\/\/podcasts.apple.com\/us\/podcast\/masterclass-on-marketplaces-in-the-age-of-ai\/id1706935444?i=1000762294373\" target=\"_blank\" rel=\"noreferrer noopener\">iTunes<\/a> v\u00e0 <a href=\"https:\/\/open.spotify.com\/episode\/1PVWF5EiF1XQGKCITIvsUt?si=ttnv2fRmQ3KnlmsUjwXSHQ\" data-type=\"link\" data-id=\"https:\/\/open.spotify.com\/episode\/1PVWF5EiF1XQGKCITIvsUt?si=ttnv2fRmQ3KnlmsUjwXSHQ\" target=\"_blank\" rel=\"noreferrer noopener\">Spotify<\/a> .<\/p>\n\n<p><strong>B\u1ea3n ghi ch\u00e9p<\/strong><\/p>\n\n<p><strong>Mike Williams:<\/strong> Ch\u00e0o m\u1eebng b\u1ea1n quay tr\u1edf l\u1ea1i v\u1edbi Everything Marketplaces, n\u01a1i ch\u00fang ta tr\u00f2 chuy\u1ec7n v\u1ec1 c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp v\u00e0 l\u00e3nh \u0111\u1ea1o c\u1ee7a m\u1ed9t s\u1ed1 s\u00e0n th\u01b0\u01a1ng m\u1ea1i h\u00e0ng \u0111\u1ea7u hi\u1ec7n nay. \u0110\u00e2y l\u00e0 t\u1eadp 209, m\u1ed9t bu\u1ed5i tr\u00f2 chuy\u1ec7n nh\u00f3m th\u1ef1c s\u1ef1 ch\u1ea5t l\u01b0\u1ee3ng v\u1edbi Fabrice Grinda, \u0111\u1ed1i t\u00e1c t\u1ea1i FJ Labs. FJ Labs l\u00e0 m\u1ed9t qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m giai \u0111o\u1ea1n \u0111\u1ea7u \u0111\u00e3 h\u1ed7 tr\u1ee3 h\u01a1n 1.200 startup, bao g\u1ed3m c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i nh\u01b0 Alibaba, Flexport, Clutch v\u00e0 nhi\u1ec1u c\u00e1i t\u00ean kh\u00e1c.  <\/p>\n\n<p>Fabrice c\u0169ng t\u1eebng l\u00e0 kh\u00e1ch m\u1eddi c\u1ee7a ch\u01b0\u01a1ng tr\u00ecnh. Th\u1eadt tuy\u1ec7t v\u1eddi khi \u0111\u01b0\u1ee3c ch\u00e0o \u0111\u00f3n anh quay tr\u1edf l\u1ea1i \u0111\u1ec3 b\u1eaft \u0111\u1ea7u v\u1edbi c\u00e1i nh\u00ecn t\u1ed5ng quan nhanh v\u1ec1 Qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m FJ Labs v\u00e0 nh\u1eefng g\u00ec h\u1ecd t\u00ecm ki\u1ebfm \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi \u0111\u1ea7u t\u01b0. Ch\u00fang t\u00f4i \u0111\u00e3 \u0111i s\u00e2u v\u00e0o ch\u1ee7 \u0111\u1ec1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong k\u1ef7 nguy\u00ean AI. Ch\u00fang t\u00f4i \u0111\u00e3 th\u1ea3o lu\u1eadn v\u1ec1 c\u00e1c ch\u1ee7 \u0111\u1ec1 nh\u01b0 c\u00e1ch AI gi\u00fap c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i t\u0103ng kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 d\u1ec5 d\u00e0ng h\u01a1n, c\u0169ng nh\u01b0 th\u1ef1c tr\u1ea1ng g\u1ecdi v\u1ed1n hi\u1ec7n nay.   <\/p>\n\n<p>Fabrice \u0111\u00e3 chia s\u1ebb r\u1ea5t nhi\u1ec1u m\u1eb9o cho c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp v\u00e0 ch\u00fang t\u00f4i c\u0169ng c\u00f3 m\u1ed9t bu\u1ed5i h\u1ecfi \u0111\u00e1p nh\u00f3m tuy\u1ec7t v\u1eddi. T\u00f4i th\u1ef1c s\u1ef1 th\u00edch cu\u1ed9c tr\u00f2 chuy\u1ec7n n\u00e0y. T\u00f4i tin r\u1eb1ng b\u1ea1n s\u1ebd th\u1ea5y \u0111\u00e2y l\u00e0 m\u1ed9t video r\u1ea5t \u0111\u00e1ng xem cho \u0111\u1ebfn ph\u00fat cu\u1ed1i.  <\/p>\n\n<p>Ch\u00e0o Fabrice, r\u1ea5t vui \u0111\u01b0\u1ee3c g\u1eb7p l\u1ea1i anh trong bu\u1ed5i tr\u00f2 chuy\u1ec7n nh\u00f3m ti\u1ebfp theo h\u00f4m nay. T\u00f4i c\u1ea3m th\u1ea5y c\u00f3 qu\u00e1 nhi\u1ec1u th\u1ee9 \u0111\u00e3 thay \u0111\u1ed5i k\u1ec3 t\u1eeb l\u1ea7n tr\u00f2 chuy\u1ec7n tr\u01b0\u1edbc c\u1ee7a ch\u00fang ta ch\u1ec9 v\u00e0i n\u0103m tr\u01b0\u1edbc, v\u00e0 gi\u1edd \u0111\u00e2y t\u1ea5t nhi\u00ean ch\u00fang ta c\u00f3 r\u1ea5t nhi\u1ec1u \u0111i\u1ec1u \u0111\u1ec3 \u0111i s\u00e2u v\u00e0o. \u0110\u00f3 l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong k\u1ef7 nguy\u00ean AI, nh\u01b0ng t\u00f4i ngh\u0129 s\u1ebd r\u1ea5t tuy\u1ec7t n\u1ebfu anh c\u00f3 th\u1ec3 b\u1eaft \u0111\u1ea7u b\u1eb1ng vi\u1ec7c nh\u1eafc l\u1ea1i nhanh v\u1ec1 n\u1ec1n t\u1ea3ng c\u1ee7a m\u00ecnh cho nh\u1eefng ai ch\u01b0a bi\u1ebft ho\u1eb7c v\u1eeba m\u1edbi tham gia c\u00f9ng ch\u00fang ta t\u1ea1i \u0111\u00e2y.  <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> T\u00f4i \u0111\u00e3 l\u00e0 nh\u00e0 s\u00e1ng l\u1eadp c\u00f4ng ngh\u1ec7 v\u00e0 nh\u00e0 \u0111\u1ea7u t\u01b0 t\u1eeb n\u0103m 1998, t\u00ednh \u0111\u1ebfn nay l\u00e0 28 n\u0103m. T\u00f4i \u0111\u00e3 x\u00e2y d\u1ef1ng ba c\u00f4ng ty l\u1edbn \u0111\u01b0\u1ee3c h\u1ed7 tr\u1ee3 b\u1edfi v\u1ed1n m\u1ea1o hi\u1ec3m. C\u00f4ng ty g\u1ea7n nh\u1ea5t t\u00f4i \u0111\u00e3 ph\u00e1t tri\u1ec3n l\u00ean \u0111\u1ebfn 11.000 nh\u00e2n vi\u00ean t\u1ea1i 30 qu\u1ed1c gia, v\u1edbi h\u01a1n 300 tri\u1ec7u ng\u01b0\u1eddi d\u00f9ng duy nh\u1ea5t. N\u00f3 gi\u1ed1ng nh\u01b0 m\u1ed9t phi\u00ean b\u1ea3n Craigslist cho ph\u1ea7n c\u00f2n l\u1ea1i c\u1ee7a th\u1ebf gi\u1edbi, v\u00e0 trong su\u1ed1t th\u1eddi gian \u0111\u00f3 b\u1eaft \u0111\u1ea7u t\u1eeb n\u0103m 98, t\u00f4i \u0111\u00e3 b\u1eaft \u0111\u1ea7u \u0111\u1ea7u t\u01b0 v\u00e0o c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i.   <\/p>\n\n<p>V\u00e0 sau \u0111\u00f3 t\u00f4i \u0111\u00e3 chuy\u00ean nghi\u1ec7p h\u00f3a vi\u1ec7c \u0111\u00f3. V\u00e0o n\u0103m 2016, t\u00f4i th\u00e0nh l\u1eadp FJ Labs, m\u1ed9t qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m chuy\u00ean v\u1ec1 c\u00e1c doanh nghi\u1ec7p \u00edt t\u00e0i s\u1ea3n (asset-light), c\u00e1c doanh nghi\u1ec7p \u0111\u01b0\u1ee3c h\u1ed7 tr\u1ee3 b\u1edfi v\u1ed1n v\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i quy m\u00f4 l\u1edbn. Ch\u00fang t\u00f4i \u0111\u00e3 \u0111\u1ea7u t\u01b0 v\u00e0o kho\u1ea3ng 1.300 doanh nghi\u1ec7p. Ch\u00fang t\u00f4i \u0111\u00e3 c\u00f3 h\u01a1n 300 th\u01b0\u01a1ng v\u1ee5 tho\u00e1i v\u1ed1n v\u00e0 cho \u0111\u1ebfn nay t\u1ef7 l\u1ec7 ho\u00e0n v\u1ed1n n\u1ed9i b\u1ed9 (IRR) th\u1ef1c t\u1ebf \u0111\u1ea1t kho\u1ea3ng 30%.    <\/p>\n\n<p><strong>Mike Williams:<\/strong> \u0110\u00f3 th\u1ef1c s\u1ef1 l\u00e0 m\u1ed9t n\u1ec1n t\u1ea3ng \u0111\u00e1ng kinh ng\u1ea1c. C\u00f3 r\u1ea5t nhi\u1ec1u \u0111i\u1ec1u ch\u00fang ta s\u1ebd khai th\u00e1c \u1edf \u0111\u00e2y. T\u00f4i ngh\u0129 \u0111\u1ec3 b\u1eaft \u0111\u1ea7u, anh c\u00f3 th\u1ec3 cho ch\u00fang t\u00f4i c\u00e1i nh\u00ecn t\u1ed5ng quan v\u1ec1 FJ Labs v\u1edbi t\u01b0 c\u00e1ch l\u00e0 m\u1ed9t qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m v\u00e0 nh\u1eefng g\u00ec anh t\u00ecm ki\u1ebfm \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi \u0111\u1ea7u t\u01b0 kh\u00f4ng?   <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> FJ Labs th\u1ef1c s\u1ef1 l\u00e0 s\u1ef1 ph\u1ea3n chi\u1ebfu t\u00ednh c\u00e1ch c\u1ee7a t\u00f4i. T\u00f4i t\u1eebng l\u00e0 m\u1ed9t si\u00eau thi\u00ean th\u1ea7n (super angel) tr\u01b0\u1edbc khi tr\u1edf th\u00e0nh nh\u00e0 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m. V\u00e0 t\u00f4i ch\u01b0a bao gi\u1edd x\u00e2y d\u1ef1ng qu\u1ef9 theo ki\u1ec3u t\u1eeb tr\u00ean xu\u1ed1ng (top-down). \u0110\u00f3 l\u00e0 n\u01a1i t\u00f4i th\u1ea5y m\u1ed9t th\u01b0\u01a1ng v\u1ee5, t\u00f4i g\u1eb7p m\u1ed9t nh\u00e0 s\u00e1ng l\u1eadp m\u00e0 t\u00f4i th\u00edch v\u00e0 ng\u01b0\u1eddi \u0111\u00f3 thuy\u1ebft ph\u1ee5c \u0111\u01b0\u1ee3c t\u00f4i, th\u1ebf l\u00e0 t\u00f4i \u0111\u1ea7u t\u01b0. B\u1edfi v\u00ec t\u00f4i l\u00e0 ng\u01b0\u1eddi t\u00f2 m\u00f2 v\u1ec1 tr\u00ed tu\u1ec7 v\u00e0 t\u00f4i ngh\u0129 c\u00f4ng ngh\u1ec7 l\u00e0 c\u00e1ch \u0111\u1ec3 gi\u1ea3i quy\u1ebft c\u00e1c v\u1ea5n \u0111\u1ec1 c\u1ee7a th\u1ebf gi\u1edbi. Trong th\u1ebf k\u1ef7 21, t\u00f4i ngh\u0129 c\u00f3 ba v\u1ea5n \u0111\u1ec1 c\u01a1 b\u1ea3n ch\u00fang ta \u0111ang c\u1ed1 g\u1eafng kh\u1eafc ph\u1ee5c: bi\u1ebfn \u0111\u1ed5i kh\u00ed h\u1eadu, b\u1ea5t b\u00ecnh \u0111\u1eb3ng v\u1ec1 c\u01a1 h\u1ed9i, v\u00e0 cu\u1ed9c kh\u1ee7ng ho\u1ea3ng s\u1ee9c kh\u1ecfe tinh th\u1ea7n v\u00e0 th\u1ec3 ch\u1ea5t. T\u00f4i th\u00edch s\u1eed d\u1ee5ng c\u00f4ng ngh\u1ec7, \u0111\u1eb7c bi\u1ec7t l\u00e0 c\u00f4ng ngh\u1ec7 \u00edt t\u00e0i s\u1ea3n \u0111\u1ec3 l\u00e0m m\u1ecdi th\u1ee9 t\u1ed1t h\u01a1n, r\u1ebb h\u01a1n, nhanh h\u01a1n c\u00e1c l\u1ef1a ch\u1ecdn thay th\u1ebf. Hi\u1ec7n t\u1ea1i, nh\u1eefng g\u00ec t\u00f4i t\u00ecm ki\u1ebfm v\u1ec1 c\u01a1 b\u1ea3n kh\u00f4ng thay \u0111\u1ed5i d\u01b0\u1edbi b\u1ea5t k\u1ef3 h\u00ecnh th\u1ee9c n\u00e0o.       <\/p>\n\n<p>T\u00f4i c\u00f3 b\u1ed1n ti\u00eau ch\u00ed l\u1ef1a ch\u1ecdn v\u1eabn gi\u1eef nguy\u00ean cho \u0111\u1ebfn ng\u00e0y nay, m\u1eb7c d\u00f9 c\u00f3 m\u1ed9t v\u00e0i th\u1ee9 t\u00f4i \u0111\u00e3 thay \u0111\u1ed5i trong k\u1ef7 nguy\u00ean AI. B\u1ed1n ti\u00eau ch\u00ed \u0111\u00f3 l\u00e0: Th\u1ee9 nh\u1ea5t, \u201cT\u00f4i c\u00f3 th\u00edch nh\u00e0 s\u00e1ng l\u1eadp kh\u00f4ng?\u201d \u2013 \u0111\u1ed1i v\u1edbi t\u00f4i \u0111\u00f3 l\u00e0 m\u1ed9t ng\u01b0\u1eddi c\u1ef1c k\u1ef3 c\u00f3 kh\u1ea3 n\u0103ng di\u1ec5n \u0111\u1ea1t; b\u1edfi v\u00ec d\u00f9 mu\u1ed1n hay kh\u00f4ng, v\u1edbi t\u01b0 c\u00e1ch l\u00e0 nh\u00e0 s\u00e1ng l\u1eadp, b\u1ea1n l\u00e0 m\u1ed9t ng\u01b0\u1eddi b\u00e1n h\u00e0ng, b\u1ea1n \u0111ang b\u00e1n cho nh\u00e2n vi\u00ean, b\u00e1n cho \u0111\u1ed1i t\u00e1c kinh doanh, b\u00e1n cho nh\u00e0 \u0111\u1ea7u t\u01b0, b\u00e1n cho b\u00e1o ch\u00ed, b\u1ea5t c\u1ee9 ai.<\/p>\n\n<p>V\u00ec v\u1eady, kh\u00f4ng quan tr\u1ecdng b\u1ea1n l\u00e0 ng\u01b0\u1eddi h\u01b0\u1edbng n\u1ed9i hay h\u01b0\u1edbng ngo\u1ea1i, b\u1ea1n c\u1ea7n ph\u1ea3i c\u00f3 kh\u1ea3 n\u0103ng di\u1ec5n \u0111\u1ea1t t\u1ed1t. V\u00e0 th\u1ee9 hai, \u201cb\u1ea1n c\u00f3 th\u1ec3 th\u1ef1c thi t\u1ea7m nh\u00ecn \u0111\u00e3 \u0111\u1eb7t ra kh\u00f4ng?\u201d. C\u1ea3 hai \u0111\u1ec1u c\u1ea7n thi\u1ebft nh\u01b0ng s\u1ebd kh\u00f4ng \u0111\u1ee7 n\u1ebfu t\u00e1ch r\u1eddi. B\u1ea1n c\u1ea7n c\u1ea3 hai y\u1ebfu t\u1ed1 \u0111\u00f3 \u0111\u1ec3 tr\u1edf th\u00e0nh m\u1ed9t nh\u00e0 s\u00e1ng l\u1eadp tuy\u1ec7t v\u1eddi. C\u00e1ch t\u00f4i t\u00ecm hi\u1ec3u xem ai \u0111\u00f3 c\u00f3 kh\u1ea3 n\u0103ng th\u1ef1c thi hay kh\u00f4ng trong m\u1ed9t cu\u1ed9c g\u1ecdi k\u00e9o d\u00e0i m\u1ed9t gi\u1edd l\u00e0 ti\u00eau ch\u00ed s\u1ed1 hai: \u201ct\u00f4i c\u00f3 th\u00edch m\u00f4 h\u00ecnh kinh doanh \u0111\u00f3 kh\u00f4ng?\u201d. \u0110\u00f3 l\u00e0 s\u1ef1 k\u1ebft h\u1ee3p gi\u1eefa quy m\u00f4 th\u1ecb tr\u01b0\u1eddng c\u00f3 th\u1ec3 ti\u1ebfp c\u1eadn (TAM), nh\u01b0ng quan tr\u1ecdng h\u01a1n \u0111\u1ed1i v\u1edbi m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i l\u00e0 kinh t\u1ebf \u0111\u01a1n v\u1ecb (unit economics). Chi ph\u00ed thu h\u00fat kh\u00e1ch h\u00e0ng (CAC) \u0111\u1ea7y \u0111\u1ee7 c\u1ee7a b\u1ea1n l\u00e0 bao nhi\u00eau, \u1edf c\u1ea3 ph\u00eda cung v\u00e0 ph\u00eda c\u1ea7u? Bi\u00ean l\u1ee3i nhu\u1eadn \u0111\u00f3ng g\u00f3p r\u00f2ng tr\u00ean m\u1ed7i kh\u00e1ch h\u00e0ng l\u00e0 bao nhi\u00eau? C\u00e1c nh\u00f3m kh\u00e1ch h\u00e0ng (cohorts) c\u1ee7a b\u1ea1n thay \u0111\u1ed5i nh\u01b0 th\u1ebf n\u00e0o theo th\u1eddi gian?        <\/p>\n\n<p>T\u1ef7 l\u1ec7 LTV tr\u00ean CAC c\u1ee7a b\u1ea1n d\u1ef1a tr\u00ean c\u01a1 s\u1edf CM2 l\u00e0 bao nhi\u00eau? B\u1ea5t k\u1ec3 b\u1ea1n \u0111ang \u1edf giai \u0111o\u1ea1n n\u00e0o, t\u00f4i \u0111\u1ec1u mong \u0111\u1ee3i b\u1ea1n c\u00f3 th\u1ec3 tr\u1ea3 l\u1eddi \u0111\u01b0\u1ee3c nh\u1eefng c\u00e2u h\u1ecfi n\u00e0y. Ngay c\u1ea3 tr\u01b0\u1edbc khi ra m\u1eaft, t\u00f4i mu\u1ed1n b\u1ea1n \u0111\u00e3 suy ngh\u0129 v\u1ec1 n\u00f3. N\u1ebfu b\u1ea1n ch\u01b0a ngh\u0129 \u0111\u1ebfn, r\u1ea5t kh\u00f3 c\u00f3 kh\u1ea3 n\u0103ng b\u1ea1n s\u1ebd th\u1ef1c thi \u0111\u01b0\u1ee3c \u00fd t\u01b0\u1edfng \u0111\u00f3.    <\/p>\n\n<p>S\u1ed1 ba: c\u00e1c \u0111i\u1ec1u kho\u1ea3n c\u1ee7a th\u01b0\u01a1ng v\u1ee5 l\u00e0 g\u00ec? T\u00f4i l\u00e0 ng\u01b0\u1eddi nh\u1ea1y c\u1ea3m v\u1ec1 gi\u00e1. \u00dd t\u00f4i kh\u00f4ng ph\u1ea3i l\u00e0 t\u00f4i mu\u1ed1n th\u1ee9 g\u00ec \u0111\u00f3 r\u1ebb, m\u00e0 t\u00f4i mu\u1ed1n n\u00f3 c\u00f4ng b\u1eb1ng. C\u00f4ng b\u1eb1ng so v\u1edbi s\u1ee9c k\u00e9o (traction), so v\u1edbi c\u01a1 h\u1ed9i v\u00e0 so v\u1edbi v\u1ea5n \u0111\u1ec1 b\u1ea1n \u0111ang gi\u1ea3i quy\u1ebft.    <\/p>\n\n<p>S\u1ed1 b\u1ed1n, c\u0169ng c\u01a1 b\u1ea3n kh\u00f4ng k\u00e9m, l\u00e0 \u201cb\u1ea1n c\u00f3 \u0111ang gi\u1ea3i quy\u1ebft m\u1ed9t v\u1ea5n \u0111\u1ec1 m\u00e0 t\u00f4i quan t\u00e2m, m\u1ed9t v\u1ea5n \u0111\u1ec1 \u0111ang l\u00e0m cho th\u1ebf gi\u1edbi t\u1ed1t \u0111\u1eb9p h\u01a1n theo quan \u0111i\u1ec3m c\u1ee7a t\u00f4i kh\u00f4ng?\u201d. R\u00f5 r\u00e0ng \u0111\u00f3 l\u00e0 s\u1ef1 thi\u00ean v\u1ecb, nh\u01b0ng t\u00f4i c\u00f3 c\u00e1i nh\u00ecn kh\u00e1 r\u00f5 r\u00e0ng v\u1ec1 h\u01b0\u1edbng \u0111i c\u1ee7a th\u1ebf gi\u1edbi trong t\u01b0\u01a1ng lai, t\u01b0\u01a1ng lai c\u1ee7a di \u0111\u1ed9ng, t\u01b0\u01a1ng lai c\u1ee7a robot, t\u01b0\u01a1ng lai c\u1ee7a th\u1ef1c ph\u1ea9m, v.v. V\u00e0 \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n c\u00f3 ph\u00f9 h\u1ee3p v\u1edbi nh\u1eefng l\u00e0n s\u00f3ng l\u1edbn (mega waves) kh\u00f4ng? \u0110i theo d\u00f2ng ch\u1ea3y c\u1ee7a l\u1ecbch s\u1eed ch\u1ee9 kh\u00f4ng ph\u1ea3i ch\u1ed1ng l\u1ea1i n\u00f3.    <\/p>\n\n<p>V\u1eady \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n c\u00f3 ph\u00f9 h\u1ee3p v\u1edbi h\u01b0\u1edbng \u0111i c\u1ee7a l\u1ecbch s\u1eed kh\u00f4ng? V\u00e0 khi b\u1ed1n ti\u00eau ch\u00ed n\u00e0y c\u00f9ng h\u1ed9i t\u1ee5, t\u00f4i s\u1ebd \u0111\u1ea7u t\u01b0 v\u00e0 ch\u00fang t\u00f4i \u0111\u1ea7u t\u01b0 kh\u00e1 nhanh, qua hai cu\u1ed9c h\u1ecdp m\u1ed9t gi\u1edd trong v\u00f2ng m\u1ed9t tu\u1ea7n; ch\u00fang t\u00f4i tham gia ho\u1eb7c kh\u00f4ng. \u0110i\u1ec1u \u0111\u00f3 kh\u00f4ng thay \u0111\u1ed5i. V\u1eady \u0111\u00f3.    <\/p>\n\n<p><strong>Mike Williams:<\/strong> Nh\u1eefng ti\u00eau ch\u00ed n\u00e0y s\u1ebd r\u1ea5t h\u1eefu \u00edch cho m\u1ecdi ng\u01b0\u1eddi \u1edf \u0111\u00e2y. T\u00f4i ch\u1eafc ch\u1eafn n\u00f3 s\u1ebd d\u1eabn \u0111\u1ebfn kh\u00e1 nhi\u1ec1u c\u00e2u h\u1ecfi khi ch\u00fang ta \u0111\u1ebfn ph\u1ea7n h\u1ecfi \u0111\u00e1p nh\u00f3m. Nh\u01b0ng t\u00f4i mu\u1ed1n chuy\u1ec3n sang n\u00f3i v\u1ec1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0 k\u1ef7 nguy\u00ean AI m\u00e0 ch\u00fang ta \u0111ang s\u1ed1ng. Ch\u1eafc ch\u1eafn anh \u0111\u00e3 th\u1ea5y t\u00e1c \u0111\u1ed9ng c\u1ee7a n\u00f3. V\u1eady \u0111i\u1ec3m kh\u1edfi \u0111\u1ea7u l\u00e0 ch\u00fang ta \u0111ang \u1edf \u0111\u00e2u v\u1edbi m\u1ecdi th\u1ee9 hi\u1ec7n nay?    <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> T\u00f4i mu\u1ed1n n\u00f3i r\u1eb1ng ch\u00fang ta \u0111ang \u1edf n\u0103m cao \u0111i\u1ec3m c\u1ee7a s\u1ef1 lo ng\u1ea1i t\u1eeb c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0 c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 \u0111\u1ea1i ch\u00fang v\u1ec1 t\u00e1c \u0111\u1ed9ng c\u1ee7a AI. H\u1ecd ki\u1ec3u nh\u01b0: \u1ed3! Ph\u1ea7n \u0111\u1ea7u ph\u1ec5u (top of funnel) s\u1ebd chuy\u1ec3n h\u1ebft sang c\u00e1c t\u00e1c nh\u00e2n AI (agents), v\u00e0 do \u0111\u00f3 b\u1ea1n s\u1ebd kh\u00f4ng c\u00f3 bi\u00ean l\u1ee3i nhu\u1eadn, b\u1ea1n s\u1ebd b\u1ecb \u00e9p bi\u00ean l\u1ee3i nhu\u1eadn kh\u1ee7ng khi\u1ebfp v\u00e0 b\u1ecb m\u1ea5t vai tr\u00f2 trung gian. C\u00f3 l\u1ebd c\u00e1c LLM ng\u1eafn h\u1ea1n nh\u01b0 GPT v\u00e0 Claude s\u1ebd t\u00edch h\u1ee3p theo chi\u1ec1u d\u1ecdc v\u00e0 l\u00e0m m\u1ecdi th\u1ee9, v\u00e0 s\u1ebd kh\u00f4ng c\u00f2n ch\u1ed7 cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i n\u1eefa. V\u00e0 c\u00f3 l\u1ebd to\u00e0n b\u1ed9 h\u1ec7 th\u1ed1ng s\u1ebd chuy\u1ec3n sang th\u01b0\u01a1ng m\u1ea1i d\u1ef1a tr\u00ean t\u00e1c nh\u00e2n (agentic commerce), th\u1eadm ch\u00ed kh\u00f4ng c\u00f2n con ng\u01b0\u1eddi tham gia v\u00e0 do \u0111\u00f3 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i tr\u1edf n\u00ean l\u1ed7i th\u1eddi.    <\/p>\n\n<p>V\u00e0 t\u00f4i ho\u00e0n to\u00e0n kh\u00f4ng \u0111\u1ed3ng \u00fd v\u1edbi m\u1ecdi nh\u1eadn \u0111\u1ecbnh \u0111\u00f3. Tr\u01b0\u1edbc h\u1ebft, khi nh\u00ecn v\u00e0o h\u00e0nh vi c\u1ee7a ng\u01b0\u1eddi d\u00f9ng tr\u00ean c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay, t\u00f4i kh\u00f4ng th\u1ea5y s\u1ef1 chuy\u1ec3n d\u1ecbch sang c\u00e1c LLM v\u00e0 t\u00f4i c\u0169ng kh\u00f4ng mong \u0111\u1ee3i \u0111i\u1ec1u \u0111\u00f3 x\u1ea3y ra, v\u00ec c\u00f3 ba h\u00e0nh vi mua s\u1eafm tr\u00ean c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. <\/p>\n\n<p>M\u1ed9t l\u00e0 b\u1ea1n \u0111ang l\u01b0\u1edbt xem \u0111\u1ec3 gi\u1ea3i tr\u00ed, t\u01b0\u01a1ng t\u1ef1 nh\u01b0 vi\u1ec7c \u0111i d\u1ea1o tr\u00ean \u0111\u01b0\u1eddng Broadway \u1edf SOHO v\u00e0 \u0111i t\u1eeb c\u1eeda h\u00e0ng n\u00e0y sang c\u1eeda h\u00e0ng kh\u00e1c. N\u1ebfu b\u1ea1n \u0111ang \u1edf m\u1ed9t trong nh\u1eefng lo\u1ea1i trang web n\u00e0y \u2013 h\u00e3y ngh\u0129 \u0111\u1ebfn Vinted trong danh m\u1ee5c th\u1eddi trang c\u0169, n\u01a1i vi\u1ec7c l\u01b0\u1edbt xem th\u1ef1c s\u1ef1 l\u00e0 \u0111\u1ec3 gi\u1ea3i tr\u00ed v\u00e0 b\u1ea1n l\u01b0\u1edbt trung b\u00ecnh 20, 30 trang m\u1ed7i l\u1ea7n truy c\u1eadp.  <\/p>\n\n<p>B\u1ea1n truy c\u1eadp nhi\u1ec1u l\u1ea7n trong th\u00e1ng. B\u1ea1n kh\u00f4ng th\u1ef1c s\u1ef1 t\u00ecm ki\u1ebfm th\u1ee9 g\u00ec c\u1ee5 th\u1ec3, nh\u01b0ng \u0111\u00f3 l\u00e0 m\u1ed9t gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh kh\u00e1 th\u1ea5p. M\u1ed9t th\u1ee9 g\u00ec \u0111\u00f3 b\u1ea1n mua theo c\u1ea3m h\u1ee9ng. M\u1ed9t l\u1ea7n n\u1eefa, kh\u00f4ng c\u00f3 th\u1ebf gi\u1edbi n\u00e0o m\u00e0 lu\u1ed3ng d\u1eef li\u1ec7u \u0111\u00f3 chuy\u1ec3n sang c\u00e1c LLM. Vi\u1ec7c t\u1ea1o ra m\u1ed9t lu\u1ed3ng d\u1eef li\u1ec7u v\u1ec1 th\u1eddi trang c\u0169 v\u1edbi m\u1ee9c gi\u00e1 trung b\u00ecnh 30 euro m\u00e0 b\u1ea1n c\u00f3 th\u1ec3 mu\u1ed1n mua kh\u00f4ng n\u1eb1m trong top m\u1ed9t ngh\u00ecn \u01b0u ti\u00ean c\u1ee7a b\u1ea5t k\u1ef3 LLM n\u00e0o. Ch\u00fang \u0111\u01b0\u1ee3c t\u1ed5 ch\u1ee9c \u0111\u1ec3 \u0111\u1ea1t hi\u1ec7u qu\u1ea3, kh\u00f4ng ph\u1ea3i cho m\u1ed9t ng\u01b0\u1eddi \u0111ang mu\u1ed1n xem d\u1ea1o. Trong m\u1ed9t th\u1ebf gi\u1edbi m\u00e0 b\u1ea1n kh\u00f4ng t\u00ecm ki\u1ebfm s\u1ef1 hi\u1ec7u qu\u1ea3, n\u00f3 s\u1ebd kh\u00f4ng ho\u1ea1t \u0111\u1ed9ng. Ngay c\u1ea3 khi l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp chuy\u1ec3n \u0111\u1ebfn \u0111\u00f3, t\u00f4i c\u0169ng kh\u00f4ng ngh\u0129 \u0111\u00f3 l\u00e0 v\u1ea5n \u0111\u1ec1 l\u1edbn.       <\/p>\n\n<p>Th\u1ee9 hai, n\u1ebfu b\u1ea1n bi\u1ebft ch\u00ednh x\u00e1c m\u00ecnh \u0111ang t\u00ecm ki\u1ebfm g\u00ec, th\u00ec c\u0169ng ch\u1eb3ng c\u00f3 l\u00fd do g\u00ec \u0111\u1ec3 \u0111\u1ebfn v\u1edbi c\u00e1c LLM c\u1ea3. H\u00e0nh vi hi\u1ec7n t\u1ea1i l\u00e0 b\u1ea1n truy c\u1eadp tr\u1ef1c ti\u1ebfp v\u00e0o Amazon ho\u1eb7c eBay ho\u1eb7c \u1edf m\u1ee9c \u0111\u1ed9 th\u1ea5p h\u01a1n l\u00e0 Google, b\u1ea1n nh\u1eadp t\u00ean m\u1eabu m\u00e1y, v\u00ed d\u1ee5 LG TV C3 65 inch OLED v\u00e0 b\u00f9m, b\u1ea1n c\u00f3 k\u1ebft qu\u1ea3. <\/p>\n\n<p>V\u00e0 nh\u00e2n ti\u1ec7n, ngay c\u1ea3 khi b\u1ea1n d\u00f9ng Google, gi\u00e1 tr\u1ecb h\u1ecd n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c c\u0169ng kh\u00e1 nh\u1ecf v\u00ec 43% k\u1ebft qu\u1ea3 th\u1ef1c t\u1ebf d\u1eabn \u0111\u1ebfn Amazon v\u00e0 eBay. V\u00ec v\u1eady, t\u00ednh thanh kho\u1ea3n v\u1eabn \u0111\u01b0\u1ee3c cung c\u1ea5p b\u1eb1ng c\u00e1ch t\u1eadp trung m\u1ecdi ng\u01b0\u1eddi \u1edf ph\u00eda sau. B\u00e2y gi\u1edd c\u00f3 danh m\u1ee5c th\u1ee9 ba l\u00e0 c\u00e1c giao d\u1ecbch mua s\u1eafm c\u00f3 c\u00e2n nh\u1eafc (considered purchases), n\u01a1i t\u00f4i c\u00f3 th\u1ec3 l\u1eadp lu\u1eadn r\u1eb1ng LLM s\u1ebd chi\u1ebfm \u0111\u01b0\u1ee3c nhi\u1ec1u gi\u00e1 tr\u1ecb h\u01a1n.   <\/p>\n\n<p>B\u1edfi v\u00ec n\u1ebfu b\u1ea1n kh\u00f4ng bi\u1ebft m\u00ecnh n\u00ean mua chi\u1ebfc xe n\u00e0o d\u1ef1a tr\u00ean vi\u1ec7c b\u1ea1n l\u00e0 ai, b\u1ea1n n\u00ean s\u1ed1ng \u1edf \u0111\u00e2u, v.v., th\u00ec m\u1ed9t cu\u1ed9c tr\u00f2 chuy\u1ec7n v\u1edbi LLM l\u00e0 h\u1ee3p l\u00fd. \u0110\u1ed1i v\u1edbi c\u00e1c giao d\u1ecbch mua s\u1eafm c\u00f3 c\u00e2n nh\u1eafc, nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, li\u1ec7u Carvana c\u00f3 v\u1ecb th\u1ebf t\u1ed1t h\u01a1n \u0111\u1ec3 t\u01b0 v\u1ea5n cho b\u1ea1n hay l\u00e0 GPT? \u0110i\u1ec1u \u0111\u00f3 ch\u01b0a r\u00f5 r\u00e0ng.  <\/p>\n\n<p>C\u00f3 th\u1ec3 l\u00e0 GPT. Nh\u01b0ng ngay c\u1ea3 khi \u0111\u00f3, gi\u1ea3 s\u1eed t\u00f4i sai \u0111i. M\u1ed9t tr\u0103m ph\u1ea7n tr\u0103m ph\u1ea7n \u0111\u1ea7u ph\u1ec5u chuy\u1ec3n sang GPT. V\u00e0 t\u1ea5t c\u1ea3 c\u00e1c t\u00ecm ki\u1ebfm b\u1eaft \u0111\u1ea7u t\u1eeb \u0111\u00f3. B\u00e2y gi\u1edd h\u00e3y suy ngh\u0129 xem GPT s\u1ebd n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c bao nhi\u00eau gi\u00e1 tr\u1ecb trong k\u1ecbch b\u1ea3n t\u1ed3i t\u1ec7 nh\u1ea5t n\u00e0y so v\u1edbi s\u00e0n th\u01b0\u01a1ng m\u1ea1i? N\u00f3 ph\u1ee5 thu\u1ed9c v\u00e0o c\u00f4ng vi\u1ec7c c\u1ea7n th\u1ef1c hi\u1ec7n (job to be done).    <\/p>\n\n<p>V\u00e0 nh\u1eefng ng\u01b0\u1eddi s\u1edbm \u00e1p d\u1ee5ng AEO s\u1ebd gi\u00e0nh chi\u1ebfn th\u1eafng trong cu\u1ed9c chi\u1ebfn l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp mi\u1ec5n ph\u00ed. Do \u0111\u00f3, b\u1ea1n c\u00f3 th\u1ec3 nh\u1eadn \u0111\u01b0\u1ee3c r\u1ea5t nhi\u1ec1u l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp mi\u1ec5n ph\u00ed t\u1ea1i \u0111\u00f3. V\u00ec v\u1eady, h\u00e3y ch\u1eafc ch\u1eafn l\u1eadp ch\u1ec9 m\u1ee5c cho m\u00ecnh \u1edf \u0111\u00f3. \u0110\u1eebng \u0111\u1ec3 h\u1ecd s\u1eed d\u1ee5ng b\u1ea1n l\u00e0m d\u1eef li\u1ec7u \u0111\u00e0o t\u1ea1o, nh\u01b0ng h\u00e3y l\u1eadp ch\u1ec9 m\u1ee5c \u0111\u1ec3 b\u1ea1n xu\u1ea5t hi\u1ec7n trong c\u00e1c k\u1ebft qu\u1ea3. \u0110\u01b0\u1ee3c r\u1ed3i, gi\u1edd h\u00e3y gi\u1ea3 \u0111\u1ecbnh m\u1ed9t k\u1ecbch b\u1ea3n t\u1ed3i t\u1ec7 nh\u1ea5t.    <\/p>\n\n<p>V\u00ec b\u1ea5t k\u1ef3 l\u00fd do g\u00ec, t\u00f4i c\u00f3 th\u1ec3 sai. M\u1ed9t tr\u0103m ph\u1ea7n tr\u0103m ph\u1ea7n \u0111\u1ea7u ph\u1ec5u \u0111\u1ed5 v\u1ec1 GPT. V\u00e0 m\u1ecdi t\u00ecm ki\u1ebfm \u0111\u1ec1u b\u1eaft \u0111\u1ea7u t\u1eeb \u0111\u00f3. B\u00e2y gi\u1edd, h\u00e3y c\u00f9ng suy ngh\u0129 xem GPT s\u1ebd n\u1eafm gi\u1eef bao nhi\u00eau gi\u00e1 tr\u1ecb trong k\u1ecbch b\u1ea3n t\u1ed3i t\u1ec7 nh\u1ea5t n\u00e0y so v\u1edbi th\u1ecb tr\u01b0\u1eddng? V\u00e0 th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, n\u00f3 quay tr\u1edf l\u1ea1i v\u1ea5n \u0111\u1ec1 v\u1ec1 \u201cnhi\u1ec7m v\u1ee5 c\u1ea7n th\u1ef1c hi\u1ec7n\u201d, \u0111\u00fang kh\u00f4ng?    <\/p>\n\n<p>N\u1ebfu b\u1ea1n n\u00f3i v\u1edbi t\u00f4i r\u1eb1ng b\u1ea1n \u0111ang \u0111\u1eb7t v\u00e9 m\u00e1y bay v\u00e0 c\u00f3 n\u0103m h\u00e3ng h\u00e0ng kh\u00f4ng chi\u1ebfm 99% th\u1ecb ph\u1ea7n, v\u00e0 h\u1ecd l\u00e0 nh\u1eefng nh\u00e0 \u0111\u1ed9c quy\u1ec1n nh\u00f3m. \u0110\u01b0\u1ee3c r\u1ed3i, b\u1ea1n ti\u00eau \u0111\u1eddi r\u1ed3i. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, trong th\u1ebf gi\u1edbi ng\u00e0y nay, Expedia ki\u1ebfm \u0111\u01b0\u1ee3c bao nhi\u00eau ti\u1ec1n t\u1eeb v\u00e9 m\u00e1y bay? Kh\u00f4ng c\u00f3 g\u00ec c\u1ea3. H\u1ecd kh\u00f4ng th\u1ef1c s\u1ef1 l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. H\u1ecd l\u00e0 m\u1ed9t nh\u00e0 ph\u00e2n ph\u1ed1i cho c\u00e1c \u0111\u1ea1i l\u00fd. V\u00e0 nh\u00e2n ti\u1ec7n, \u0111i\u1ec1u n\u00e0y \u0111\u00fang v\u1edbi b\u1ea5t k\u1ef3 ai trong s\u1ed1 c\u00e1c b\u1ea1n \u0111ang x\u00e2y d\u1ef1ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i: n\u1ebfu ngu\u1ed3n cung c\u1ee7a b\u1ea1n b\u1ecb t\u1eadp trung, b\u1ea1n kh\u00f4ng ph\u1ea3i l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. B\u1ea1n l\u00e0 m\u1ed9t nh\u00e0 ph\u00e2n ph\u1ed1i cho b\u1ea5t k\u1ef3 ai b\u1ea1n \u0111ang b\u00e1n h\u00e0ng cho, v\u00e0 h\u1ecd s\u1ebd c\u00f3 quy\u1ec1n \u0111\u1ecbnh gi\u00e1 \u0111\u1ed1i v\u1edbi b\u1ea1n, v\u00e0 b\u1ea1n s\u1ebd kh\u00f4ng th\u1ec3 c\u00f3 bi\u00ean l\u1ee3i nhu\u1eadn h\u1ee3p l\u00fd.          <\/p>\n\n<p>B\u00e2y gi\u1edd h\u00e3y ngh\u0129 v\u1ec1 m\u1ed9t Airbnb v\u1edbi h\u00e0ng tri\u1ec7u danh s\u00e1ch ph\u00f2ng ho\u1eb7c DoorDash v\u1edbi h\u00e0ng tr\u0103m ngh\u00ecn nh\u00e0 h\u00e0ng. Ngu\u1ed3n cung \u0111\u00f3, v\u1ed1n \u0111\u00e3 \u0111\u01b0\u1ee3c t\u1ed5ng h\u1ee3p, c\u1ef1c k\u1ef3 kh\u00f3 \u0111\u1ec3 sao ch\u00e9p. Kh\u00f4ng c\u00f3 th\u1ebf gi\u1edbi n\u00e0o m\u00e0 GPT s\u1ebd \u0111i l\u00e0m vi\u1ec7c \u0111\u00f3. V\u00e0 nh\u00e2n ti\u1ec7n, b\u1ea1n c\u00e0ng l\u00e0m nhi\u1ec1u vi\u1ec7c \u0111\u1ec3 k\u1ebft n\u1ed1i h\u1ecd v\u1edbi nh\u1eefng ng\u01b0\u1eddi giao h\u00e0ng.   <\/p>\n\n<p>DoorDash c\u00f3 s\u00e0n th\u01b0\u01a1ng m\u1ea1i ba b\u00ean, g\u1ed3m ng\u01b0\u1eddi mua, nh\u00e0 h\u00e0ng v\u00e0 ng\u01b0\u1eddi giao h\u00e0ng. B\u1ea1n c\u00e0ng l\u00e0m nhi\u1ec1u v\u1ec1 thanh to\u00e1n, h\u1eadu c\u1ea7n, v.v., b\u1ea1n c\u00e0ng n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c nhi\u1ec1u gi\u00e1 tr\u1ecb. V\u00e0 \u0111\u1eebng qu\u00ean, h\u1ea7u h\u1ebft c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i l\u00e0 ki\u1ec3u ng\u01b0\u1eddi th\u1eafng cu\u1ed9c chi\u1ebfm ph\u1ea7n l\u1edbn (winner takes most) trong h\u1ea7u h\u1ebft c\u00e1c danh m\u1ee5c n\u00e0y, v\u00e0 b\u1ea1n bi\u1ebft \u0111\u1ea5y, v\u1ec1 c\u01a1 b\u1ea3n ch\u1ec9 c\u00f3 Airbnb, r\u1ed3i DoorDash v\u00e0 Uber Eats, ch\u1ec9 v\u1eady th\u00f4i.  <\/p>\n\n<p>C\u00f3 Uber v\u00e0 Lyft, v\u1eady th\u00f4i. C\u00e0ng c\u00f3 nhi\u1ec1u giao d\u1ecbch nh\u1ecf l\u1eb7p l\u1ea1i v\u1edbi ngu\u1ed3n cung c\u1ef1c k\u1ef3 ph\u00e2n t\u00e1n, b\u1ea1n c\u00e0ng n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c nhi\u1ec1u gi\u00e1 tr\u1ecb. V\u00ec v\u1eady, m\u1ee9c t\u1ed1i \u0111a m\u00e0 t\u00f4i c\u00f3 th\u1ec3 th\u1ea5y m\u1ed9t GPT n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c s\u1ebd t\u01b0\u01a1ng \u0111\u01b0\u01a1ng v\u1edbi m\u1ed9t Google SEM \u1edf \u0111\u1ea7u ph\u1ec5u, v\u00e0 \u0111\u00f3 l\u00e0 gi\u1ea3 s\u1eed 100% l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp chuy\u1ec3n \u0111\u1ebfn \u0111\u00f3, m\u00e0 t\u00f4i kh\u00f4ng ngh\u0129 l\u01b0u l\u01b0\u1ee3ng s\u1ebd chuy\u1ec3n \u0111\u1ebfn \u0111\u00f3.  <\/p>\n\n<p>V\u00ec v\u1eady, t\u00f4i s\u1ebd kh\u00f4ng lo l\u1eafng v\u1ec1 \u201ct\u00e1c \u0111\u1ed9ng c\u1ee7a th\u01b0\u01a1ng m\u1ea1i d\u1ef1a tr\u00ean t\u00e1c nh\u00e2n l\u00e0 g\u00ec?\u201d. V\u00e0 nh\u00e2n ti\u1ec7n, th\u01b0\u01a1ng m\u1ea1i d\u1ef1a tr\u00ean t\u00e1c nh\u00e2n ng\u00e0y nay b\u1eb1ng kh\u00f4ng. N\u00f3 kh\u00f4ng t\u1ed3n t\u1ea1i x\u00e9t t\u1eeb g\u00f3c \u0111\u1ed9 kh\u1ed1i l\u01b0\u1ee3ng. Vi\u1ec7c mua h\u00e0ng kh\u00f4ng do con ng\u01b0\u1eddi \u0111i\u1ec1u khi\u1ec3n b\u1edfi c\u00e1c t\u00e1c nh\u00e2n AI l\u00e0 c\u1ef1c k\u1ef3 nh\u1ecf. V\u00e0 li\u1ec7u n\u00f3 c\u00f3 ph\u00e1t tri\u1ec3n theo th\u1eddi gian kh\u00f4ng?     \u0110\u00fang. T\u00f4i c\u00f3 k\u1ef3 v\u1ecdng n\u00f3 s\u1ebd chi\u1ebfm h\u01a1n 10% th\u01b0\u01a1ng m\u1ea1i trong n\u0103m n\u0103m t\u1edbi kh\u00f4ng? Kh\u00f4ng. KH\u00d4NG.<\/p>\n\n<p>V\u00ec v\u1eady, th\u1ee9 hai, t\u00f4i th\u1ef1c s\u1ef1 s\u1ebd kh\u00f4ng lo l\u1eafng qu\u00e1 nhi\u1ec1u v\u1ec1 nh\u1eefng m\u1ed1i \u0111e d\u1ecda t\u00f4i v\u1eeba \u0111\u1ec1 c\u1eadp, m\u00e0 thay v\u00e0o \u0111\u00f3 h\u00e3y lo l\u1eafng v\u1ec1 c\u01a1 h\u1ed9i. \u0110\u1ed1i v\u1edbi t\u00f4i, \u0111\u00f3 l\u00e0 n\u01a1i m\u1ecdi ng\u01b0\u1eddi \u0111ang \u0111\u00e1nh gi\u00e1 th\u1ea5p nh\u1eefng g\u00ec b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m h\u00f4m nay v\u1edbi t\u01b0 c\u00e1ch l\u00e0 nh\u00e0 s\u00e1ng l\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng AI. V\u00e0 n\u00f3 th\u1eadt kinh ng\u1ea1c. H\u00e3y \u0111\u1ec3 t\u00f4i \u0111\u01b0a ra m\u1ed9t v\u00e0i v\u00ed d\u1ee5 v\u1ec1 s\u00e1u danh m\u1ee5c nh\u1eefng vi\u1ec7c b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m.   <\/p>\n\n<p>M\u1ed9t l\u00e0 th\u01b0\u01a1ng m\u1ea1i xuy\u00ean bi\u00ean gi\u1edbi, \u0111i\u1ec1u \u0111\u00f3 c\u00f3 th\u1ec3 \u00edt li\u00ean quan h\u01a1n n\u1ebfu b\u1ea1n \u0111ang b\u00e1n h\u00e0ng t\u1ea1i M\u1ef9. Nh\u01b0ng v\u00ed d\u1ee5 \u1edf \u1ea4n \u0110\u1ed9, n\u01a1i c\u00f3 r\u1ea5t nhi\u1ec1u ng\u00f4n ng\u1eef nh\u01b0 ti\u1ebfng Bengal, ti\u1ebfng Tamil, ti\u1ebfng Hindi, v.v. Tr\u01b0\u1edbc \u0111\u00e2y c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i ph\u00e2n t\u00e1n b\u00e1n h\u00e0ng t\u1ea1i \u0111\u1ecba ph\u01b0\u01a1ng nh\u01b0 CDC \u0111\u00e3 l\u00e0m kh\u00f4ng th\u1ec3 ho\u1ea1t \u0111\u1ed9ng. B\u1ea1n kh\u00f4ng th\u1ec3 b\u00e1n h\u00e0ng t\u1eeb m\u1ed9t ng\u01b0\u1eddi ti\u00eau d\u00f9ng \u1edf v\u00f9ng n\u00e0y sang v\u00f9ng kh\u00e1c v\u00ec h\u1ecd kh\u00f4ng n\u00f3i c\u00f9ng ng\u00f4n ng\u1eef.    <\/p>\n\n<p>V\u00e0 \u0111i\u1ec1u \u0111\u00f3 c\u0169ng \u0111\u00fang \u1edf Ch\u00e2u \u00c2u. Ch\u00e2u \u00c2u ch\u01b0a bao gi\u1edd th\u1ef1c s\u1ef1 l\u00e0 m\u1ed9t kh\u1ed1i th\u1ed1ng nh\u1ea5t. Ch\u00e2u \u00c2u l\u00e0 Ph\u00e1p, \u0110\u1ee9c v\u00e0 Anh, v\u00e0 ng\u01b0\u1eddi Ph\u00e1p kh\u00f4ng n\u00f3i ti\u1ebfng Anh hay ti\u1ebfng \u0110\u1ee9c, v\u00e0 b\u1ea1n kh\u00f4ng th\u1ec3 v\u1eadn chuy\u1ec3n xuy\u00ean bi\u00ean gi\u1edbi. Nh\u01b0ng gi\u1edd \u0111\u00e2y Vinted, s\u00e0n th\u01b0\u01a1ng m\u1ea1i th\u1eddi trang t\u00f4i \u0111\u00e3 \u0111\u1ec1 c\u1eadp tr\u01b0\u1edbc \u0111\u00f3 v\u1edbi h\u01a1n 10 t\u1ef7 GMV, m\u1ed9t t\u1ef7 doanh thu r\u00f2ng, h\u00e0ng tr\u0103m tri\u1ec7u d\u00f2ng ti\u1ec1n t\u1ef1 do.    <\/p>\n\n<p>H\u1ecd l\u00e0 nh\u1eefng thi\u00ean t\u00e0i, h\u1ecd \u0111ang t\u1ef1 \u0111\u1ed9ng d\u1ecbch c\u00e1c danh s\u00e1ch h\u00e0ng h\u00f3a. H\u1ecd t\u1ef1 \u0111\u1ed9ng d\u1ecbch c\u00e1c cu\u1ed9c h\u1ed9i tho\u1ea1i gi\u1eefa ng\u01b0\u1eddi mua v\u00e0 ng\u01b0\u1eddi b\u00e1n. V\u00e0 v\u00ec v\u1eady h\u1ecd \u0111ang s\u1eed d\u1ee5ng t\u00ednh thanh kho\u1ea3n t\u1ea1i Ph\u00e1p n\u01a1i h\u1ecd \u0111\u00e3 th\u1eafng \u0111\u1ec3 sau \u0111\u00f3 ti\u1ebfn sang T\u00e2y Ban Nha, \u00dd, v\u00e0 h\u1ecd ngay l\u1eadp t\u1ee9c c\u00f3 t\u00ednh thanh kho\u1ea3n v\u00e0 ngay l\u1eadp t\u1ee9c tr\u1edf th\u00e0nh m\u1ed9t th\u1ebf l\u1ef1c th\u1ed1ng tr\u1ecb. Ch\u00fang t\u00f4i l\u00e0 nh\u00e0 \u0111\u1ea7u t\u01b0 v\u00e0o c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i nh\u01b0 s\u00e0n B2B v\u1ec1 xe c\u0169 nh\u01b0 CarOnSale \u1edf \u0110\u1ee9c, hi\u1ec7n \u0111ang b\u00e1n h\u00e0ng t\u1ea1i Ph\u00e1p. V\u00e0 ch\u1ec9 trong v\u00f2ng m\u1ed9t n\u0103m, 30% doanh s\u1ed1 \u0111\u1ebfn t\u1eeb \u0111\u00f3. V\u00ec v\u1eady, v\u1ec1 c\u01a1 b\u1ea3n b\u1ea1n c\u00f3 th\u1ec3 v\u01b0\u01a1n ra xuy\u00ean bi\u00ean gi\u1edbi v\u00e0 t\u0103ng quy m\u00f4 kinh doanh th\u00eam 30% trong m\u1ed9t n\u0103m b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng AI.     <\/p>\n\n<p>Th\u1ee9 hai, vi\u1ec7c \u0111\u0103ng tin tr\u00ean c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. Trong l\u1ecbch s\u1eed, \u1edf h\u1ea7u h\u1ebft c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i, t\u1ef7 l\u1ec7 l\u00e0 1% ng\u01b0\u1eddi b\u00e1n v\u00e0 99% ng\u01b0\u1eddi mua. V\u00e0 kh\u00f4ng quan tr\u1ecdng \u0111\u00f3 l\u00e0 d\u1ecbch v\u1ee5 hay s\u1ea3n ph\u1ea9m, v.v. M\u1ed9t ph\u1ea7n l\u00e0 do r\u00e0o c\u1ea3n \u0111\u0103ng tin kh\u00e1 cao.  <\/p>\n\n<p>N\u1ebfu t\u00f4i c\u1ea7n ch\u1ee5p 20 b\u1ee9c \u1ea3nh, vi\u1ebft ti\u00eau \u0111\u1ec1, vi\u1ebft m\u00f4 t\u1ea3 trong danh m\u1ee5c \u0111\u00e3 ch\u1ecdn v\u00e0 ch\u1ecdn gi\u00e1, \u0111\u00f3 l\u00e0 m\u1ed9t kh\u1ed1i l\u01b0\u1ee3ng c\u00f4ng vi\u1ec7c \u0111\u00e1ng k\u1ec3. V\u00e0 h\u1ea7u h\u1ebft m\u1ecdi ng\u01b0\u1eddi \u0111\u1ec1u l\u01b0\u1eddi v\u00e0 kh\u00f4ng s\u1eb5n l\u00f2ng l\u00e0m vi\u1ec7c \u0111\u00f3. \u0110i\u1ec1u \u0111\u00f3 \u0111\u1eb7c bi\u1ec7t \u0111\u00fang \u0111\u1ed1i v\u1edbi c\u00e1c m\u1eb7t h\u00e0ng c\u00f3 gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh th\u1ea5p. V\u00e0 n\u00f3 c\u0169ng \u0111\u00fang v\u1edbi c\u00e1c danh m\u1ee5c m\u00e0 giao d\u1ecbch ph\u1ee9c t\u1ea1p.   <\/p>\n\n<p>Nh\u01b0ng gi\u1edd \u0111\u00e2y v\u1edbi AI, b\u1ea1n ch\u1ec9 c\u1ea7n ch\u1ee5p m\u1ed9t b\u1ee9c \u1ea3nh, b\u00f9m. Danh m\u1ee5c, m\u00f4 t\u1ea3, b\u00f9m. V\u00e0 b\u1ea1n \u0111\u00e3 xong. V\u00e0 th\u1eadm ch\u00ed c\u00f2n c\u1ea3i thi\u1ec7n danh s\u00e1ch v\u1edbi t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i cao h\u01a1n \u1edf ph\u00eda b\u00e1n. V\u00ec v\u1eady, b\u1ea1n ho\u00e0n to\u00e0n n\u00ean s\u1eed d\u1ee5ng AI v\u1edbi vi\u1ec7c \u0111\u00e0o t\u1ea1o v\u00e0 b\u1ed9 d\u1eef li\u1ec7u ph\u00f9 h\u1ee3p cho danh m\u1ee5c c\u1ee7a m\u00ecnh \u0111\u1ec3 \u0111\u01a1n gi\u1ea3n h\u00f3a quy tr\u00ecnh \u0111\u0103ng tin \u0111\u1ebfn m\u1ee9c t\u1ed1i \u0111a nh\u1eb1m c\u1ea3i thi\u1ec7n t\u1ef7 l\u1ec7 kh\u00e1ch truy c\u1eadp tr\u1edf th\u00e0nh ng\u01b0\u1eddi b\u00e1n v\u00e0 nh\u00ecn chung l\u00e0 c\u1ea3i thi\u1ec7n tr\u1ea3i nghi\u1ec7m ng\u01b0\u1eddi d\u00f9ng, t\u1eeb \u0111\u00f3 c\u1ea3i thi\u1ec7n t\u1ef7 l\u1ec7 mua h\u00e0ng.    <\/p>\n\n<p>Th\u1ee9 ba, b\u1ea1n c\u00f3 th\u1ec3 thay \u0111\u1ed5i c\u0103n b\u1ea3n c\u1ea5u tr\u00fac chi ph\u00ed c\u1ee7a m\u00ecnh. Ch\u00fang t\u00f4i l\u00e0 nh\u00e0 \u0111\u1ea7u t\u01b0 v\u00e0o m\u1ed9t c\u00f4ng ty t\u00ean l\u00e0 Ace Waves, chuy\u00ean l\u00e0m AI ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. C\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i t\u00edch h\u1ee3p n\u00f3 \u0111\u00e3 gi\u1ea3m 50% chi ph\u00ed ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng trong s\u00e1u th\u00e1ng, 50% trong khi v\u1eabn c\u1ea3i thi\u1ec7n ch\u1ec9 s\u1ed1 NPS.  <\/p>\n\n<p>\u0110\u1ed3ng th\u1eddi, b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng Vibe coding, b\u1ea1n c\u00f3 th\u1ec3 c\u1ea3i thi\u1ec7n n\u0103ng su\u1ea5t l\u1eadp tr\u00ecnh m\u1ed9t c\u00e1ch \u0111\u00e1ng k\u1ec3. V\u00ec v\u1eady, b\u1ea1n c\u00f3 th\u1ec3 c\u1ea3i thi\u1ec7n n\u0103ng su\u1ea5t l\u1eadp tr\u00ecnh, gi\u1ea3m chi ph\u00ed \u0111\u00e1ng k\u1ec3. <\/p>\n\n<p>S\u1ed1 b\u1ed1n. C\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i ng\u00e0y nay ng\u00e0y c\u00e0ng c\u00f3 nhi\u1ec1u ngu\u1ed3n doanh thu \u0111\u1ed5 v\u1ec1 \u2013 tr\u01b0\u1edbc \u0111\u00e2y th\u01b0\u1eddng l\u00e0 b\u1ea1n nh\u1eadn hoa h\u1ed3ng v\u00e0 th\u1ebf l\u00e0 xong, nh\u01b0ng ng\u00e0y nay c\u00f3 th\u1ec3 l\u00e0 b\u1ea1n c\u00f3 ph\u00ed \u0111\u0103ng k\u00fd SaaS c\u1ed9ng v\u1edbi m\u1ed9t kho\u1ea3n hoa h\u1ed3ng nh\u1ecf. V\u00e0 m\u1ed9t trong nh\u1eefng ngu\u1ed3n l\u1edbn l\u00e0 b\u00e1n qu\u1ea3ng c\u00e1o. Ch\u00ednh nh\u1eefng ng\u01b0\u1eddi b\u00e1n c\u1ee7a b\u1ea1n mua qu\u1ea3ng c\u00e1o. Nh\u00e2n ti\u1ec7n, h\u1ea7u h\u1ebft m\u1ecdi ng\u01b0\u1eddi kh\u00f4ng nh\u1eadn ra Amazon l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. \u0110\u1ea1i \u0111a s\u1ed1 c\u00e1c m\u1eb7t h\u00e0ng b\u00e1n tr\u00ean Amazon l\u00e0 c\u1ee7a b\u00ean th\u1ee9 ba. Amazon ho\u00e0n to\u00e0n l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i qu\u1ea3n l\u00fd thanh to\u00e1n, \u0111\u00f3ng g\u00f3i v\u00e0 v\u1eadn chuy\u1ec3n. T\u1ee9c l\u00e0 h\u1eadu c\u1ea7n, \u0111\u1ed5i tr\u1ea3 v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng, nh\u01b0ng h\u1ecd l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i.     <\/p>\n\n<p>Nh\u1eefng ng\u01b0\u1eddi b\u00e1n, nh\u1eefng th\u01b0\u01a1ng nh\u00e2n c\u1ee7a h\u1ecd mua qu\u1ea3ng c\u00e1o tr\u00ean Amazon cho c\u00e1c danh s\u00e1ch \u0111\u01b0\u1ee3c t\u00e0i tr\u1ee3 hi\u1ec7n l\u00e0 m\u1ed9t danh m\u1ee5c tr\u1ecb gi\u00e1 nhi\u1ec1u t\u1ef7 \u0111\u00f4 la. V\u00e0 c\u00e1i hay c\u1ee7a qu\u1ea3ng c\u00e1o l\u00e0 n\u00f3 l\u00e0 m\u1ed9t s\u1ea3n ph\u1ea9m c\u00f3 bi\u00ean l\u1ee3i nhu\u1eadn 95%. V\u00e0 v\u00ec v\u1eady c\u00e1c c\u00f4ng ty nh\u01b0 Instacart, 5% GMV \u0111\u1ebfn t\u1eeb qu\u1ea3ng c\u00e1o t\u1ef1 ph\u1ee5c v\u1ee5, v\u00e0 \u0111\u00f3 chi\u1ebfm \u0111\u1ea1i \u0111a s\u1ed1 l\u1ee3i nhu\u1eadn.  <\/p>\n\n<p>V\u00ec v\u1eady, c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi m\u1edf r\u1ed9ng quy m\u00f4, ho\u00e0n to\u00e0n n\u00ean tri\u1ec3n khai qu\u1ea3ng c\u00e1o, \u0111\u1eb7c bi\u1ec7t l\u00e0 cho nh\u1eefng ng\u01b0\u1eddi b\u00e1n tr\u00ean s\u00e0n mua qu\u1ea3ng c\u00e1o \u0111\u1ec3 qu\u1ea3ng b\u00e1 b\u1ea3n th\u00e2n b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng ty nh\u01b0 Topsort. V\u00e0 r\u00f5 r\u00e0ng l\u00e0 d\u00f9ng AI, \u0111\u00fang kh\u00f4ng? V\u1ea5n \u0111\u1ec1 l\u00e0, th\u1ef1c hi\u1ec7n vi\u1ec7c \u0111\u00f3 kh\u00e1 kh\u00f3. B\u1ea1n kh\u00f4ng th\u1ec3 ch\u1ec9 b\u00e1n cho ng\u01b0\u1eddi c\u00f3 CPC cao nh\u1ea5t v\u00ec th\u1ef1c t\u1ebf nh\u1eefng g\u00ec b\u1ea1n \u0111ang t\u1ed1i \u01b0u h\u00f3a kh\u00f4ng ph\u1ea3i l\u00e0 CPC, m\u00e0 l\u00e0 eCPM.   <\/p>\n\n<p>B\u1ea1n \u0111ang t\u1ed1i \u01b0u h\u00f3a cho CPC nh\u00e2n v\u1edbi t\u1ef7 l\u1ec7 nh\u1ea5p chu\u1ed9t (CTR). V\u00e0 v\u00ec v\u1eady b\u1ea1n c\u1ea7n c\u00f3 AI th\u1ef1c s\u1ef1 th\u00f4ng minh \u0111\u1ec3 t\u00ecm ra qu\u1ea3ng c\u00e1o n\u00e0o hi\u1ec3n th\u1ecb \u1edf \u0111\u00e2u s\u1ebd d\u1eabn \u0111\u1ebfn CPC nh\u00e2n v\u1edbi CTR cao nh\u1ea5t. V\u00ec v\u1eady, n\u00f3 ho\u00e0n to\u00e0n \u0111\u01b0\u1ee3c th\u00fac \u0111\u1ea9y b\u1edfi AI \u1edf ph\u00eda t\u1ea1o doanh thu.  <\/p>\n\n<p>C\u00f3 h\u00e0ng tri\u1ec7u th\u1ee9 kh\u00e1c b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m nh\u01b0 theo d\u00f5i c\u00e1c m\u1eb7t h\u00e0ng. \u00dd t\u00f4i l\u00e0 v\u1ec1 c\u01a1 b\u1ea3n c\u00f4ng ty c\u1ee7a b\u1ea1n n\u00ean \u0111\u01b0\u1ee3c x\u00e2y d\u1ef1ng theo h\u01b0\u1edbng \u01b0u ti\u00ean AI v\u00e0 \u0111\u1eb7t AI l\u00ean h\u00e0ng \u0111\u1ea7u v\u1edbi AI \u0111\u01b0\u1ee3c t\u00edch h\u1ee3p ngay t\u1eeb \u0111\u1ea7u, v\u00e0 \u0111i\u1ec1u n\u00e0y c\u00f3 th\u1ec3 l\u00e0m thay \u0111\u1ed5i doanh nghi\u1ec7p. V\u00ec v\u1eady, t\u00f4i s\u1ebd nh\u00ecn v\u00e0o c\u00e1c c\u01a1 h\u1ed9i c\u1ee7a AI xuy\u00ean su\u1ed1t qu\u00e1 tr\u00ecnh.  <\/p>\n\n<p>Th\u1ef1c ra c\u00f2n m\u1ed9t \u0111i\u1ec1u n\u1eefa. C\u00f3 nhi\u1ec1u danh m\u1ee5c m\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i kh\u00f4ng th\u1ec3 t\u1ed3n t\u1ea1i trong qu\u00e1 kh\u1ee9 v\u00ec c\u1ea7n qu\u00e1 nhi\u1ec1u s\u1ee9c lao \u0111\u1ed9ng c\u1ee7a con ng\u01b0\u1eddi \u0111\u1ec3 th\u1ef1c hi\u1ec7n giao d\u1ecbch. V\u00e0 c\u00f3 nhi\u1ec1u danh m\u1ee5c m\u00e0, h\u00e3y t\u01b0\u1edfng t\u01b0\u1ee3ng b\u1ea1n l\u00e0 m\u1ed9t nh\u00e0 th\u1ea7u t\u1ed5ng h\u1ee3p v\u00e0 b\u1ea1n \u0111ang th\u1ef1c hi\u1ec7n m\u1ed9t c\u00f4ng tr\u00ecnh \u1edf \u0111\u00e2u \u0111\u00f3.  <\/p>\n\n<p>S\u1ed1 l\u01b0\u1ee3ng nh\u00e0 th\u1ea7u ph\u1ee5 b\u1ea1n l\u00e0m vi\u1ec7c c\u00f9ng l\u00e0 r\u1ea5t l\u1edbn, v\u00e0 m\u1ecdi th\u1ee9 \u0111\u1ec1u n\u1eb1m trong iMessage ho\u1eb7c WhatsApp v\u00e0 kh\u00f4ng c\u00f3 bi\u1ec3u \u0111\u1ed3 Gantt, v.v. Gi\u1edd \u0111\u00e2y b\u1ea1n c\u00f3 th\u1ec3 s\u1eed d\u1ee5ng AI v\u00e0 c\u00e1c t\u00e1c nh\u00e2n \u0111\u1ec3 thay th\u1ebf c\u00f4ng vi\u1ec7c c\u1ee7a con ng\u01b0\u1eddi v\u00e0 th\u1ef1c s\u1ef1 tinh gi\u1ea3n quy tr\u00ecnh l\u00e0m vi\u1ec7c, gi\u1ea3m chi ph\u00ed. T\u00f4i bi\u1ebft c\u00e1c c\u00f4ng ty x\u00e2y d\u1ef1ng m\u00e0 gi\u1edd \u0111\u00e2y h\u1ecd l\u00e0 c\u00e1c c\u00f4ng ty c\u00f4ng ngh\u1ec7 ch\u1ee9 kh\u00f4ng ph\u1ea3i c\u00f4ng ty x\u00e2y d\u1ef1ng, h\u1ecd b\u00e1n c\u00f4ng ngh\u1ec7 \u0111\u1ec3 cho ph\u00e9p nh\u1eefng ng\u01b0\u1eddi \u0111ang \u0111\u1ea5u th\u1ea7u c\u00e1c y\u00eau c\u1ea7u b\u00e1o gi\u00e1 (RFP) x\u00e2y d\u1ef1ng th\u01b0\u01a1ng m\u1ea1i ho\u1eb7c kho b\u00e3i ho\u1eb7c ph\u1ea3n h\u1ed3i c\u00e1c RFP t\u1eeb c\u00e1c th\u00e0nh ph\u1ed1. V\u1ec1 c\u01a1 b\u1ea3n h\u1ecd x\u00e2y d\u1ef1ng RFP v\u1edbi t\u00e1c nh\u00e2n AI, h\u1ecd c\u00f3 th\u1ec3 v\u01b0\u1ee3t qua to\u00e0n b\u1ed9 quy tr\u00ecnh c\u1ea5p ph\u00e9p c\u1ee7a th\u00e0nh ph\u1ed1.   <\/p>\n\n<p>H\u1ecd c\u00f3 th\u1ec3 r\u00fat ng\u1eafn khung th\u1eddi gian t\u1eeb nhi\u1ec1u n\u0103m ho\u1eb7c nhi\u1ec1u th\u00e1ng xu\u1ed1ng c\u00f2n v\u00e0i tu\u1ea7n. V\u00ec v\u1eady, c\u00f3 nhi\u1ec1u doanh nghi\u1ec7p kh\u00f4ng th\u1ec3 th\u1ef1c hi\u1ec7n \u0111\u01b0\u1ee3c tr\u01b0\u1edbc \u0111\u00e2y m\u00e0 b\u1ea1n c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng trong k\u1ef7 nguy\u00ean AI. <\/p>\n\n<p><strong>Mike Williams<\/strong>: \u0110\u00f3 l\u00e0 m\u1ed9t b\u1ea3n ph\u00e2n t\u00edch tuy\u1ec7t v\u1eddi. C\u00e1ch AI \u0111ang t\u00e1c \u0111\u1ed9ng \u0111\u1ebfn c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0 t\u00f4i r\u1ea5t vui v\u00ec ch\u00fang ta c\u0169ng \u0111\u00e3 d\u00e0nh th\u1eddi gian gi\u1ea3i quy\u1ebft v\u1ea5n \u0111\u1ec1 l\u00e0m th\u1ebf n\u00e0o c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 th\u1ec3 l\u00e0m \u0111\u01b0\u1ee3c nhi\u1ec1u h\u01a1n v\u00e0 c\u1ea3 l\u00fd do t\u1ea1i sao l\u1ea1i l\u00e0 b\u00e2y gi\u1edd, ngay l\u00fac n\u00e0y cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i, \u0111\u00f3 l\u00e0 nh\u1eefng ch\u1ee7 \u0111\u1ec1 m\u00e0 ch\u00fang ta th\u01b0\u1eddng th\u1ea3o lu\u1eadn trong c\u1ed9ng \u0111\u1ed3ng. <\/p>\n\n<p>V\u00e0 m\u1ed9t ch\u1ee7 \u0111\u1ec1 kh\u00e1c m\u00e0 t\u00f4i mu\u1ed1n chuy\u1ec3n sang n\u00f3i \u0111\u1ebfn l\u00e0 m\u1ed9t s\u1ed1 chi\u1ebfn l\u01b0\u1ee3c m\u1edbi. B\u1edfi v\u00ec nh\u1eefng s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n AI n\u00e0y \u0111\u00f4i khi kh\u00f4ng \u0111i theo c\u00e1ch ti\u1ebfp c\u1eadn truy\u1ec1n th\u1ed1ng \u0111\u1ec3 b\u1eaft \u0111\u1ea7u m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. V\u1eady m\u1ed9t s\u1ed1 chi\u1ebfn l\u01b0\u1ee3c m\u1edbi m\u00e0 anh c\u00f3 th\u1ec3 th\u1ea5y c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111ang b\u1eaft \u0111\u1ea7u s\u1eed d\u1ee5ng hi\u1ec7n nay v\u00e0 \u0111ang mang l\u1ea1i hi\u1ec7u qu\u1ea3 l\u00e0 g\u00ec?  <\/p>\n\n<p><strong>Fabrice Grinda<\/strong>: C\u00f3, nh\u01b0ng t\u00f4i mu\u1ed1n n\u00f3i ch\u00fang mang t\u00ednh chi\u1ebfn thu\u1eadt. T\u00f4i bi\u1ebft nhi\u1ec1u s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay \u0111ang s\u1eed d\u1ee5ng \u2013 t\u00f4i \u0111o\u00e1n b\u1ea1n c\u00f3 th\u1ec3 d\u00f9ng Claude Co-work nh\u01b0ng tr\u01b0\u1edbc khi Claude Co-work ra m\u1eaft, h\u1ecd \u0111\u00e3 d\u00f9ng OpenClaw. C\u00f4ng c\u1ee5 \u0111\u00f3 t\u00ecm ra t\u1ea5t c\u1ea3 c\u00e1c \u0111\u1ea7u m\u1ed1i (leads) v\u1ec1 ngu\u1ed3n cung v\u00e0 ngu\u1ed3n c\u1ea7u tr\u00ean LinkedIn. T\u1ea1o m\u1ed9t t\u00e0i kho\u1ea3n LinkedIn InMail v\u00e0 ti\u1ebfp c\u1eadn. V\u00e0 v\u1ec1 c\u01a1 b\u1ea3n v\u1edbi CAC g\u1ea7n nh\u01b0 b\u1eb1ng kh\u00f4ng ho\u1eb7c ch\u1ec9 t\u1ed1n ph\u00ed d\u1ecbch v\u1ee5 n\u1ec1n t\u1ea3ng, c\u00f3 th\u1ec3 kh\u00f4ng ch\u00ednh x\u00e1c l\u00e0 b\u1eb1ng kh\u00f4ng.     <\/p>\n\n<p>V\u00e0 h\u1ecd \u0111\u00e3 c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng c\u1ea3 ngu\u1ed3n cung v\u00e0 ngu\u1ed3n c\u1ea7u c\u1ee7a s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong m\u1ed9t danh m\u1ee5c. T\u00f4i \u0111\u00e3 th\u1ea5y nh\u1eefng v\u00ed d\u1ee5 n\u01a1i m\u1ecdi ng\u01b0\u1eddi l\u1eadp tr\u00ecnh OpenClaw c\u1ee7a h\u1ecd \u0111\u1ec3 th\u1ef1c hi\u1ec7n b\u00e1n h\u00e0ng qua \u0111i\u1ec7n tho\u1ea1i (telesales), n\u01a1i h\u1ecd l\u1eadp tr\u00ecnh m\u1ed9t giao di\u1ec7n gi\u1ecdng n\u00f3i nh\u01b0 v\u1edbi Whisper ch\u1eb3ng h\u1ea1n. Sau \u0111\u00f3 h\u1ecd s\u1ebd g\u1ecdi \u0111i\u1ec7n qua m\u1ed9t s\u1ed1 Twilio v\u00e0 v\u1ec1 c\u01a1 b\u1ea3n c\u00f3 th\u1ec3 th\u1ef1c hi\u1ec7n c\u00e1c cu\u1ed9c g\u1ecdi l\u1ea1nh (cold calling) v\u1edbi chi ph\u00ed kh\u00e1 th\u1ea5p cho c\u1ea3 ph\u00eda cung ho\u1eb7c c\u1ea7u m\u00e0 h\u1ecd \u0111ang nh\u1eafm t\u1edbi.  <\/p>\n\n<p>V\u00ec v\u1eady, c\u00f3 nhi\u1ec1u th\u1ee9 b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u1ec3 \u201chack\u201d t\u00ednh thanh kho\u1ea3n b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng AI trong th\u1ebf gi\u1edbi ng\u00e0y nay. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, \u0111\u1ed1i v\u1edbi t\u00f4i n\u00f3 mang t\u00ednh chi\u1ebfn thu\u1eadt. \u1ede \u0111\u00e2y b\u1ea1n \u0111ang s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5 \u0111\u1ec3 l\u00e0m nh\u1eefng \u0111i\u1ec1u th\u00fa v\u1ecb ho\u1eb7c b\u1ea1n \u0111ang s\u1eed d\u1ee5ng c\u00e1c t\u00e1c nh\u00e2n AI \u0111\u1ec3 \u0111\u1ea3m nh\u1eadn c\u00e1c vai tr\u00f2 m\u00e0 tr\u01b0\u1edbc \u0111\u00e2y kh\u00f4ng kh\u1ea3 thi v\u1ec1 m\u1eb7t kinh t\u1ebf v\u00e0 b\u1ea1n kh\u00f4ng th\u1ec3 t\u1ea1o ra m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i cho n\u00f3, nh\u01b0ng gi\u1edd \u0111\u00e2y b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m cho s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u00f3 ho\u1ea1t \u0111\u1ed9ng.  <\/p>\n\n<p><strong>Mike Williams:<\/strong> V\u00e2ng, ch\u1eafc ch\u1eafn r\u1ed3i, r\u1ea5t tuy\u1ec7t. N\u00f3 mang t\u00ednh chi\u1ebfn thu\u1eadt v\u00e0 c\u0169ng r\u1ea5t tinh t\u1ebf. V\u00e0 m\u1ed9t \u0111i\u1ec1u n\u1eefa v\u1edbi nh\u1eefng lo\u1ea1i s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n AI m\u1edbi n\u00e0y, ch\u00fang ta \u0111ang th\u1ea5y ch\u00fang kh\u1edfi \u0111\u1ed9ng, c\u00f3 \u0111\u01b0\u1ee3c t\u00ednh thanh kho\u1ea3n v\u00e0 t\u0103ng tr\u01b0\u1edfng nhanh h\u01a1n bao gi\u1edd h\u1ebft. V\u1eady \u0111i\u1ec1u n\u00e0y c\u00f3 kh\u1ea3 n\u0103ng thay \u0111\u1ed5i c\u00e1ch anh \u0111\u00e1nh gi\u00e1 ch\u00fang khi \u0111\u1ea7u t\u01b0 nh\u01b0 th\u1ebf n\u00e0o v\u00e0 c\u00f3 l\u1ebd m\u1ed9t s\u1ed1 ti\u00eau chu\u1ea9n (benchmarks) cho s\u1ef1 t\u0103ng tr\u01b0\u1edfng \u0111\u00f3 l\u00e0 g\u00ec?   <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> Vi\u1ec7c g\u1ecdi v\u1ed1n cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i ng\u00e0y nay kh\u00e1 kh\u00f3 kh\u0103n. V\u00e0 l\u00fd do l\u00e0 v\u00ec AI \u0111\u00e3 chi\u1ebfm h\u1ebft s\u1ef1 ch\u00fa \u00fd, v\u00e0 \u0111\u00e3 c\u00f3 nh\u1eefng v\u00ed d\u1ee5 v\u1ec1 c\u00e1c c\u00f4ng ty \u0111i t\u1eeb con s\u1ed1 kh\u00f4ng \u0111\u1ebfn m\u1ed9t tr\u0103m tri\u1ec7u ARR v\u1edbi bi\u00ean l\u1ee3i nhu\u1eadn 90% nh\u01b0 Lovable v\u00e0 Cursor, v.v. Trong khi s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi\u00eam t\u1ed1n c\u1ee7a b\u1ea1n \u0111i t\u1eeb kh\u00f4ng \u0111\u1ebfn 3 tri\u1ec7u GMV r\u1ed3i t\u1eeb 3 tri\u1ec7u l\u00ean 15 tri\u1ec7u GMV r\u1ed3i l\u00ean 50 tri\u1ec7u hay g\u00ec \u0111\u00f3 trong v\u00f2ng ba n\u0103m. Th\u1eadt kh\u00f3 \u0111\u1ec3 khi\u1ebfn c\u00e1c qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m l\u1edbn h\u01a1n, nh\u1eefng ng\u01b0\u1eddi vi\u1ebft nh\u1eefng t\u1ea5m s\u00e9c l\u1edbn h\u01a1n, c\u1ea3m th\u1ea5y h\u00e0o h\u1ee9ng.   <\/p>\n\n<p>Tuy nhi\u00ean, b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u01b0\u1ee3c nhi\u1ec1u h\u01a1n v\u1edbi \u00edt ngu\u1ed3n l\u1ef1c h\u01a1n. V\u00ec v\u1eady, nh\u1eefng g\u00ec t\u00f4i th\u1ea5y ng\u00e0y c\u00e0ng nhi\u1ec1u l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1ec1 c\u01a1 b\u1ea3n b\u1ecf qua giai \u0111o\u1ea1n ti\u1ec1n h\u1ea1t gi\u1ed1ng (pre-seed). Tr\u01b0\u1edbc \u0111\u00e2y giai \u0111o\u1ea1n ti\u1ec1n h\u1ea1t gi\u1ed1ng c\u1ee7a b\u1ea1n th\u01b0\u1eddng l\u00e0 m\u1ed9t tri\u1ec7u \u0111\u00f4 la v\u1edbi \u0111\u1ecbnh gi\u00e1 s\u00e1u tri\u1ec7u.  <\/p>\n\n<p>N\u1ebfu b\u1ea1n \u1edf YC th\u00ec n\u00f3 s\u1ebd l\u00e0 30 ho\u1eb7c 40 tri\u1ec7u, c\u00f3 m\u1ed9t kho\u1ea3ng dao \u0111\u1ed9ng nh\u01b0ng c\u00f3 l\u1ebd ng\u00e0y nay l\u00e0 kho\u1ea3ng t\u00e1m tri\u1ec7u. V\u00e0 b\u1ea1n c\u1ea7n m\u1ed9t tri\u1ec7u \u0111\u1ec3 c\u00f3 \u0111\u01b0\u1ee3c s\u1ee9c k\u00e9o (traction) \u0111\u1ec3 c\u00f3 th\u1ec3 g\u1ecdi v\u00f2ng h\u1ea1t gi\u1ed1ng (seed). V\u00e0 nh\u00e2n ti\u1ec7n, \u0111\u1ed1i v\u1edbi v\u00f2ng h\u1ea1t gi\u1ed1ng c\u1ee7a c\u00e1c doanh nghi\u1ec7p s\u00e0n th\u01b0\u01a1ng m\u1ea1i, \u0111\u1ecbnh gi\u00e1 kh\u00f4ng thay \u0111\u1ed5i qu\u00e1 nhi\u1ec1u.  <\/p>\n\n<p>Ch\u00fang c\u00f3 t\u0103ng l\u00ean m\u1ed9t ch\u00fat, nh\u01b0ng th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, ch\u00fang t\u00f4i v\u1eabn th\u1ea5y nhi\u1ec1u v\u00f2ng h\u1ea1t gi\u1ed1ng n\u01a1i c\u00f4ng ty \u0111\u1ea1t GMV 150 ngh\u00ecn \u0111\u00f4 la m\u1ed9t th\u00e1ng, t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u (take rate) 15% v\u1edbi bi\u00ean l\u1ee3i nhu\u1eadn 70%, v\u00e0 h\u1ecd \u0111ang g\u1ecdi v\u1ed1n v\u1edbi \u0111\u1ecbnh gi\u00e1 tr\u01b0\u1edbc \u0111\u1ea7u t\u01b0 (pre-money) l\u00e0 12 tri\u1ec7u. V\u00e0 c\u00f3 l\u1ebd h\u1ecd g\u1ecdi 5 tri\u1ec7u tr\u00ean 15 tri\u1ec7u \u0111\u1ecbnh gi\u00e1, nh\u01b0ng n\u00f3 kh\u00f4ng qu\u00e1 cao. V\u00e0 c\u00f3 l\u1ebd m\u1ee9c trung b\u00ecnh c\u1ee7a Series A hi\u1ec7n nay, v\u1edbi t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u 15%, c\u00f3 l\u1ebd l\u00e0 g\u1ecdi 10 tri\u1ec7u tr\u00ean 30 tri\u1ec7u \u0111\u1ecbnh gi\u00e1 tr\u01b0\u1edbc \u0111\u1ea7u t\u01b0 v\u1edbi GMV t\u1eeb 750 ngh\u00ecn \u0111\u1ebfn 1 tri\u1ec7u \u0111\u00f4 la m\u1ed9t th\u00e1ng. T\u00f4i \u0111o\u00e1n k\u1ef3 v\u1ecdng v\u1ec1 s\u1ee9c k\u00e9o \u0111\u00e3 t\u0103ng l\u00ean v\u00ec b\u1ea1n n\u00ean c\u00f3 kh\u1ea3 n\u0103ng \u0111\u1ea1t \u0111\u01b0\u1ee3c nhi\u1ec1u h\u01a1n. V\u00ec v\u1eady, ch\u00fang t\u00f4i kh\u00f4ng c\u00f2n \u0111\u1ea7u t\u01b0 nhi\u1ec1u v\u00e0o giai \u0111o\u1ea1n \u00fd t\u01b0\u1edfng n\u1eefa, m\u1ecdi ng\u01b0\u1eddi \u0111\u1ebfn v\u1edbi ch\u00fang t\u00f4i khi n\u00f3 \u0111\u00e3 \u0111i v\u00e0o ho\u1ea1t \u0111\u1ed9ng, \u0111\u00e3 c\u00f3 s\u1ee9c k\u00e9o, \u0111\u00e3 s\u1eb5n s\u00e0ng v\u1ec1 kinh t\u1ebf \u0111\u01a1n v\u1ecb, v.v., b\u1edfi v\u00ec b\u1ea1n c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng b\u1ea5t c\u1ee9 th\u1ee9 g\u00ec t\u1eeb con s\u1ed1 kh\u00f4ng. V\u00e0 th\u1ef1c t\u1ebf, n\u1ebfu b\u1ea1n kh\u00f4ng c\u00f3 kh\u1ea3 n\u0103ng ra m\u1eaft v\u00e0 c\u00f3 \u0111\u01b0\u1ee3c s\u1ee9c k\u00e9o v\u1edbi s\u1ed1 ti\u1ec1n \u00edt \u1ecfi.      <\/p>\n\n<p>\u0110i\u1ec1u \u0111\u00f3 th\u1ef1c s\u1ef1 n\u00f3i l\u00ean vi\u1ec7c b\u1ea1n c\u00f3 th\u1ec3 kh\u00f4ng c\u00f3 kh\u1ea3 n\u0103ng th\u1ef1c thi trong danh m\u1ee5c m\u00e0 b\u1ea1n \u0111ang theo \u0111u\u1ed5i. V\u00e0 t\u00f4i mu\u1ed1n n\u00f3i r\u1eb1ng m\u1ed9t xu h\u01b0\u1edbng l\u1edbn l\u00e0 b\u1ecf qua v\u00f2ng ti\u1ec1n h\u1ea1t gi\u1ed1ng, ti\u1ebfn th\u1eb3ng l\u00ean v\u00f2ng h\u1ea1t gi\u1ed1ng khi \u0111\u00e3 c\u00f3 s\u1ee9c k\u00e9o. B\u00e2y gi\u1edd, c\u00f3 m\u1ed9t v\u00e0i ngo\u1ea1i l\u1ec7 n\u01a1i m\u1ecdi ng\u01b0\u1eddi c\u00f3 th\u1ec3 m\u1edf r\u1ed9ng quy m\u00f4 m\u1ed9t c\u00e1ch ch\u00f3ng m\u1eb7t, v\u00e0 h\u1ecd \u0111i t\u1eeb \u2013 ki\u1ec3u c\u0169 l\u00e0 b\u1ea1n \u0111\u1ea1t 150 ngh\u00ecn \u0111\u00f4 la m\u1ed9t th\u00e1ng.  <\/p>\n\n<p>B\u1ea1n g\u1ecdi 3 tri\u1ec7u, b\u1ea1n l\u00ean m\u1ee9c 750 ngh\u00ecn m\u1ed9t th\u00e1ng, b\u1ea1n g\u1ecdi 10 ho\u1eb7c 7 tri\u1ec7u, b\u1ea1n l\u00ean m\u1ee9c 2,5 \u0111\u1ebfn 5 tri\u1ec7u m\u1ed9t th\u00e1ng, b\u1ea1n g\u1ecdi 15 ho\u1eb7c 20 ho\u1eb7c 25 tri\u1ec7u. \u0110\u00f4i khi b\u1ea1n c\u00f3 th\u1ec3 \u0111\u1ea9y nhanh qu\u00e1 tr\u00ecnh \u0111\u00f3. V\u1ea5n \u0111\u1ec1 l\u00e0, t\u00f4i ch\u01b0a th\u1ea5y s\u1ef1 t\u0103ng t\u1ed1c qu\u00e1 nhi\u1ec1u \u1edf c\u00e1c doanh nghi\u1ec7p n\u00e0y so v\u1edbi c\u00e1c c\u00f4ng ty \u0111\u0103ng k\u00fd SAS thu\u1ea7n AI, nh\u1eefng c\u00f4ng ty \u0111\u00f3 \u0111\u00e3 c\u00f3 th\u1ec3 m\u1edf r\u1ed9ng quy m\u00f4 nhanh \u0111\u1ebfn m\u1ee9c \u0111i\u00ean r\u1ed3.  <\/p>\n\n<p>T\u00f4i ch\u01b0a th\u1ea5y nhi\u1ec1u \u0111i\u1ec1u \u0111\u00f3. N\u01a1i duy nh\u1ea5t m\u00e0 GMV t\u0103ng tr\u01b0\u1edfng nh\u01b0 \u0111i\u00ean l\u00e0 \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i B2B, nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, n\u1ebfu t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u c\u1ee7a b\u1ea1n l\u00e0 1%, t\u00f4i kh\u00f4ng quan t\u00e2m. T\u00f4i quan t\u00e2m \u0111\u1ebfn doanh thu r\u00f2ng, kh\u00f4ng ph\u1ea3i s\u1ef1 t\u0103ng tr\u01b0\u1edfng c\u1ee7a GMV. V\u00ec v\u1eady, n\u1ebfu t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u c\u1ee7a b\u1ea1n l\u00e0 15% th\u00ec 1 tri\u1ec7u GMV l\u00e0 150 ngh\u00ecn doanh thu r\u00f2ng. C\u00f2n n\u1ebfu t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u l\u00e0 1%, t\u00f4i c\u1ea7n b\u1ea1n \u0111\u1ea1t 10 tri\u1ec7u ch\u1ee9 kh\u00f4ng ph\u1ea3i 1 tri\u1ec7u \u0111\u1ec3 \u0111\u1ea1t c\u00f9ng m\u1ee9c s\u1ee9c k\u00e9o c\u1ee7a Series A.    <\/p>\n\n<p><strong>Mike Williams:<\/strong> Ch\u1eafc ch\u1eafn r\u1ed3i v\u00e0 anh c\u0169ng \u0111\u00e3 \u0111\u1ec1 c\u1eadp \u0111\u1ebfn vi\u1ec7c b\u1ecf qua giai \u0111o\u1ea1n pre-seed \u0111\u1ec3 c\u00f3 th\u1ec3 ti\u1ebfn xa h\u01a1n nhi\u1ec1u. Li\u00ean quan \u0111\u1ebfn v\u1ea5n \u0111\u1ec1 \u0111\u00f3, anh ngh\u0129 AI s\u1ebd b\u1eaft \u0111\u1ea7u thay \u0111\u1ed5i nhu c\u1ea7u v\u1ed1n cho c\u00e1c startup v\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i (marketplaces) nh\u01b0 th\u1ebf n\u00e0o trong t\u01b0\u01a1ng lai? <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> B\u1ea3n th\u00e2n AI c\u1ef1c k\u1ef3 t\u1ed1n k\u00e9m v\u1ed1n, \u0111\u00fang kh\u00f4ng? M\u1ed9t ph\u1ea7n l\u00fd do khi\u1ebfn c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay kh\u00f3 ti\u1ebfp c\u1eadn v\u1ed1n l\u00e0 v\u00ec m\u1ecdi s\u1ef1 ch\u00fa \u00fd \u0111\u1ec1u b\u1ecb AI chi\u1ebfm h\u1ebft, ki\u1ec3u nh\u01b0 95% c\u00f4ng ty \u1edf YC l\u00e0 c\u00f4ng ty AI, 75% v\u1ed1n \u0111\u1ea7u t\u01b0 trong n\u0103m 25 \u0111\u1ed5 v\u00e0o AI, \u00fd t\u00f4i l\u00e0 c\u00e1c c\u00f4ng ty ki\u1ec3u AI LLM, v\u00e0 h\u1ea7u nh\u01b0 t\u1ea5t c\u1ea3 v\u1ed1n \u0111\u1ec1u \u0111\u1ed5 v\u00e0o n\u0103m c\u00f4ng ty. <\/p>\n\n<p>V\u00ec v\u1eady, kh\u00f4ng ch\u1ec9 l\u00e0 AI \u1edf kh\u1eafp m\u1ecdi n\u01a1i, m\u00e0 c\u00f2n l\u00e0 Claude hay Anthropic v\u00e0 ChatGPT \u0111ang chi\u1ebfm m\u1ed9t t\u1ef7 l\u1ec7 v\u1ed1n kh\u1ed5ng l\u1ed3, theo sau l\u00e0 nh\u1eefng c\u00e1i t\u00ean nh\u01b0 Lovable, Cursor hay ElevenLabs. R\u1ed3i \u0111\u1ebfn c\u00f4ng ngh\u1ec7 qu\u1ed1c ph\u00f2ng, nh\u01b0 Anduril, c\u0169ng li\u00ean quan \u0111\u1ebfn AI v\u1edbi m\u1ed9t ph\u1ea7n l\u1edbn l\u00e0 AI, hay b\u1ea5t k\u1ef3 con s\u1ed1 n\u00e0o, t\u00f4i th\u00edch c\u00e1c th\u00e0nh ph\u1ea7n AI l\u1edbn. <\/p>\n\n<p>C\u00e2u tr\u1ea3 l\u1eddi kh\u00e1 \u0111i\u1ec3n h\u00ecnh l\u00e0: n\u00f3 c\u00f2n t\u00f9y, \u0111\u00fang kh\u00f4ng? T\u00f4i ngh\u0129 n\u00f3 t\u00f9y thu\u1ed9c v\u00e0o kh\u00e1ch h\u00e0ng c\u1ee7a b\u1ea1n l\u00e0 ai. Cu\u1ed1i c\u00f9ng th\u00ec c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i, nh\u01b0 t\u00f4i \u0111\u00e3 \u0111\u1ec1 c\u1eadp tr\u01b0\u1edbc \u0111\u00f3, l\u00e0 c\u00e1c doanh nghi\u1ec7p d\u1ef1a tr\u00ean hi\u1ec7u qu\u1ea3 kinh t\u1ebf tr\u00ean m\u1ed7i \u0111\u01a1n v\u1ecb (unit economics). V\u00ec v\u1eady, v\u1ea5n \u0111\u1ec1 l\u00e0 b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m cho unit economics ho\u1ea1t \u0111\u1ed9ng nhanh \u0111\u1ebfn m\u1ee9c n\u00e0o, v\u00e0 th\u01b0\u1eddng th\u00ec ch\u00fang kh\u00f4ng th\u1ef1c s\u1ef1 \u1ed5n \u0111\u1ecbnh trong nh\u1eefng ng\u00e0y \u0111\u1ea7u. Th\u1ef1c t\u1ebf, m\u1ed9t t\u00edn hi\u1ec7u r\u00f5 r\u00e0ng cho th\u1ea5y b\u1ea1n c\u00f3 s\u1ef1 ph\u00f9 h\u1ee3p gi\u1eefa s\u1ea3n ph\u1ea9m v\u00e0 th\u1ecb tr\u01b0\u1eddng (product market fit) v\u00e0 b\u1ea1n \u0111ang x\u00e2y d\u1ef1ng hi\u1ec7u \u1ee9ng m\u1ea1ng l\u01b0\u1edbi s\u00e0n th\u01b0\u01a1ng m\u1ea1i th\u1ef1c s\u1ef1 l\u00e0 chi ph\u00ed thu h\u00fat kh\u00e1ch h\u00e0ng (CAC) c\u1ee7a b\u1ea1n \u0111ang gi\u1ea3m xu\u1ed1ng. B\u1ea1n bi\u1ebft \u0111\u1ea5y, c\u00e0ng nhi\u1ec1u ng\u01b0\u1eddi mua th\u00ec c\u00e0ng thu h\u00fat nhi\u1ec1u ng\u01b0\u1eddi b\u00e1n, v\u00e0 ng\u01b0\u1ee3c l\u1ea1i.       <\/p>\n\n<p>M\u1ed9t d\u1ea5u hi\u1ec7u r\u00f5 r\u00e0ng cho th\u1ea5y b\u1ea1n kh\u00f4ng \u0111\u1ea1t \u0111\u01b0\u1ee3c \u0111i\u1ec1u \u0111\u00f3 l\u00e0 theo th\u1eddi gian, b\u1ea1n ph\u1ea3i chi ti\u00eau ng\u00e0y c\u00e0ng nhi\u1ec1u \u0111\u1ec3 c\u00f3 th\u00eam ng\u01b0\u1eddi d\u00f9ng m\u1edbi, v\u00e0 khi \u0111\u00f3 b\u1ea1n thi\u00ean v\u1ec1 m\u1ed9t t\u1ed5 ch\u1ee9c v\u1eadn h\u00e0nh b\u1eb1ng b\u00e1n h\u00e0ng h\u01a1n. V\u00ec v\u1eady, n\u1ebfu b\u1ea1n c\u00f3 hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u00edch c\u1ef1c, CAC gi\u1ea3m v\u00e0 b\u1ea1n c\u00f3 th\u1ec3 t\u1ef1 \u0111\u1ed9ng h\u00f3a nhi\u1ec1u quy tr\u00ecnh h\u01a1n, li\u1ec7u t\u00f4i c\u00f3 ngh\u0129 r\u1eb1ng b\u1ea1n c\u00f3 th\u1ec3 ti\u1ebfn xa h\u01a1n v\u1edbi \u00edt v\u1ed1n h\u01a1n nhi\u1ec1u kh\u00f4ng?   <\/p>\n\n<p>Tuy\u1ec7t \u0111\u1ed1i. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, t\u00f4i v\u1eabn \u0111ang \u0111\u1ea7u t\u01b0 v\u00e0o kho\u1ea3ng 150 s\u00e0n th\u01b0\u01a1ng m\u1ea1i m\u1ed7i n\u0103m. T\u00f4i ch\u01b0a th\u1ea5y nhi\u1ec1u v\u00ed d\u1ee5 v\u1ec1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u00e3 m\u1edf r\u1ed9ng quy m\u00f4 c\u1ef1c l\u1edbn v\u1edbi s\u1ed1 v\u1ed1n r\u1ea5t h\u1ea1n ch\u1ebf. T\u00f4i \u0111\u00e3 th\u1ea5y h\u1ecd m\u1edf r\u1ed9ng quy m\u00f4 v\u1edbi r\u1ea5t \u00edt nh\u00e2n s\u1ef1 v\u00ec h\u1ecd \u0111ang s\u1eed d\u1ee5ng c\u00e1c agent \u0111\u1ec3 l\u00e0m vi\u1ec7c n\u0103ng su\u1ea5t h\u01a1n, nh\u01b0ng h\u1ecd v\u1eabn c\u1ea7n v\u1ed1n \u0111\u1ec3 m\u1edf r\u1ed9ng cung v\u00e0 c\u1ea7u, v\u00e0 b\u1ea1n lu\u00f4n mu\u1ed1n m\u1edf r\u1ed9ng c\u1ea3 hai song song. Kh\u00f4ng quan tr\u1ecdng l\u00e0 do b\u00e1n h\u00e0ng, marketing hay agent d\u1eabn d\u1eaft, t\u1ea5t c\u1ea3 \u0111\u1ec1u c\u00f3 chi ph\u00ed \u0111i k\u00e8m. V\u00ec v\u1eady, t\u00f4i ch\u01b0a th\u1ea5y c\u00e1i g\u00ec \u0111i t\u1eeb con s\u1ed1 kh\u00f4ng \u0111\u1ebfn m\u1ed9t t\u1ef7 GMV m\u00e0 v\u1ec1 c\u01a1 b\u1ea3n kh\u00f4ng c\u1ea7n huy \u0111\u1ed9ng v\u1ed1n. C\u00f3 l\u1ebd ngo\u1ea1i tr\u1eeb OnlyFans.       <\/p>\n\n<p><strong>Mike Williams:<\/strong> V\u00e2ng, ch\u1eafc ch\u1eafn r\u1ed3i. V\u00e0 l\u00fac n\u00e3y anh c\u00f3 \u0111\u1ec1 c\u1eadp ng\u1eafn g\u1ecdn v\u1ec1 t\u00e2m l\u00fd th\u1ecb tr\u01b0\u1eddng khi huy \u0111\u1ed9ng v\u1ed1n. Nh\u01b0ng t\u00f4i ngh\u0129 m\u1ed9t ch\u1ee7 \u0111\u1ec1 hi\u1ec7n \u0111ang \u0111\u01b0\u1ee3c quan t\u00e2m nhi\u1ec1u h\u01a1n l\u00e0 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 (defensibility), \u0111\u00fang kh\u00f4ng?  <\/p>\n\n<p>V\u1eady anh ngh\u0129 th\u1ebf n\u00e0o v\u1ec1 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 trong th\u1eddi \u0111\u1ea1i AI, \u0111\u1eb7c bi\u1ec7t l\u00e0 v\u1edbi c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay.<\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> Tr\u01b0\u1edbc h\u1ebft, t\u1ea5t c\u1ea3 c\u00e1c b\u1ea1n n\u00ean v\u00e0o blog c\u1ee7a t\u00f4i v\u00e0 xem t\u1eadp 52 \u201cS\u00e0n th\u01b0\u01a1ng m\u1ea1i trong th\u1eddi \u0111\u1ea1i AI\u201d. T\u00f4i c\u00f3 m\u1ed9t v\u00e0i slide \u1edf \u0111\u00f3 ph\u00e2n t\u00edch nh\u1eefng y\u1ebfu t\u1ed1 gi\u00fap b\u1ea1n c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 nh\u1edd AI v\u00e0 v\u1ec1 l\u00e2u d\u00e0i. <\/p>\n\n<p>\u0110\u1ea7u ti\u00ean, b\u1ea5t c\u1ee9 khi n\u00e0o b\u1ea1n ra m\u1eaft s\u00e0n th\u01b0\u01a1ng m\u1ea1i, b\u1ea1n \u0111\u1ec1u kh\u00f4ng c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7, \u0111\u00fang kh\u00f4ng? V\u00ec v\u1eady, con h\u00e0o ng\u0103n c\u00e1ch (moat) c\u1ee7a b\u1ea1n ch\u00ednh l\u00e0 t\u00ednh thanh kho\u1ea3n. Cu\u1ed1i c\u00f9ng th\u00ec \u0111\u00f3 l\u00e0 thanh kho\u1ea3n. V\u00e0 m\u1ed9t khi b\u1ea1n c\u00f3 thanh kho\u1ea3n, v\u1ec1 c\u01a1 b\u1ea3n b\u1ea1n kh\u00f4ng th\u1ec3 b\u1ecb thay th\u1ebf. H\u00e3y nh\u00ecn v\u00e0o Craigslist, n\u00f3 v\u1eabn c\u00f2n ph\u00f9 h\u1ee3p m\u1ed9t c\u00e1ch \u0111\u00e1ng ng\u1ea1c nhi\u00ean v\u00e0o n\u0103m 2026.    <\/p>\n\n<p>V\u00e0 t\u1eeb g\u00f3c \u0111\u1ed9 kh\u1ed1i l\u01b0\u1ee3ng trong m\u1ed9t s\u1ed1 danh m\u1ee5c nh\u1ea5t \u0111\u1ecbnh, nh\u01b0 c\u00f4ng vi\u1ec7c lao \u0111\u1ed9ng ch\u00e2n tay, m\u1eb7c d\u00f9 c\u00f3 tr\u1ea3i nghi\u1ec7m ng\u01b0\u1eddi d\u00f9ng (UX\/UI) t\u1ec7 nh\u1ea5t, n\u00f3 \u0111ang c\u1ed1 t\u00ecnh ph\u00e1 h\u1ee7y t\u00ednh thanh kho\u1ea3n b\u1eb1ng nh\u1eefng vi\u1ec7c nh\u01b0 t\u00ednh ph\u00ed, v\u00e2n v\u00e2n. C\u00e1ch t\u00f4i ngh\u0129 v\u1ec1 n\u00f3 l\u00e0: A, b\u1ea1n \u0111ang l\u00e0m bao nhi\u00eau vi\u1ec7c v\u1edbi t\u01b0 c\u00e1ch l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i? <\/p>\n\n<p>B\u1ea1n thu\u1ea7n t\u00fay l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i t\u1ea1o kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (lead gen), nh\u01b0 Zillow, Angie, v\u00e0 b\u1ea1n kh\u00f4ng th\u1ef1c s\u1ef1 l\u00e0m g\u00ec nhi\u1ec1u, hay b\u1ea1n qu\u1ea3n l\u00fd r\u1ea5t ch\u1eb7t ch\u1ebd nh\u01b0 DoorDash, Amazon, n\u01a1i b\u1ea1n c\u00f3 kho b\u00e3i, ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng, \u0111\u1ed5i tr\u1ea3, thanh to\u00e1n v\u00e0 qu\u1ea3n l\u00fd giao h\u00e0ng b\u00ean th\u1ee9 ba.<\/p>\n\n<p>B\u1ea1n c\u00e0ng qu\u1ea3n l\u00fd nhi\u1ec1u v\u00e0 ngu\u1ed3n cung c\u1ee7a b\u1ea1n c\u00e0ng ph\u00e2n m\u1ea3nh, th\u00ec t\u00e1c \u0111\u1ed9ng c\u00e0ng \u00edt v\u00e0 b\u1ea1n c\u00e0ng c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 cao. \u0110i\u1ec1u kh\u00e1c t\u00f4i mu\u1ed1n c\u00e2n nh\u1eafc l\u00e0 t\u1ea7n su\u1ea5t m\u1ecdi ng\u01b0\u1eddi mua s\u1ea3n ph\u1ea9m l\u00e0 bao nhi\u00eau? V\u00e0 h\u1ecd d\u00e0nh bao nhi\u00eau th\u1eddi gian \u0111\u1ec3 suy ngh\u0129 v\u1ec1 nh\u1eefng g\u00ec h\u1ecd \u0111ang mua? M\u1ed9t l\u1ea7n n\u1eefa, h\u1ecd c\u00e0ng \u00edt suy ngh\u0129 v\u1ec1 vi\u1ec7c mua h\u00e0ng, ngh\u0129a l\u00e0 n\u00f3 kh\u00f4ng y\u00eau c\u1ea7u nghi\u00ean c\u1ee9u nhi\u1ec1u.    <\/p>\n\n<p>V\u00e0 t\u1ea7n su\u1ea5t h\u1ecd mua s\u1ea3n ph\u1ea9m c\u00e0ng cao, b\u1ea1n c\u00e0ng c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 t\u1ed1t. Instacart, DoorDash, Uber, Amazon. Etsy th\u00ec&#8230; c\u0169ng kh\u00f4ng h\u1eb3n \u0111\u00e1ng lo. B\u00e2y gi\u1edd, n\u1ebfu b\u1ea1n l\u00e0 m\u1ed9t m\u1eb7t h\u00e0ng c\u1ea7n c\u00e2n nh\u1eafc k\u1ef9 khi mua, n\u01a1i m\u1ecdi ng\u01b0\u1eddi d\u00e0nh nhi\u1ec1u th\u1eddi gian suy ngh\u0129 v\u1ec1 th\u1ee9 h\u1ecd mua ho\u1eb7c n\u01a1i h\u1ecd thu\u00ea nh\u00e2n s\u1ef1, v\u00e0 n\u00f3 kh\u00f4ng c\u00f3 t\u00ednh \u0111\u1ecbnh k\u1ef3 cao, th\u00ec c\u00f3 l\u1ebd r\u1ee7i ro h\u01a1n nhi\u1ec1u.      <\/p>\n\n<p>V\u00ec v\u1eady, t\u00f4i ngh\u0129 c\u00f3 r\u1ea5t nhi\u1ec1u \u0111i\u1ec1u b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u1ec3 b\u1ea3o v\u1ec7 m\u00ecnh tr\u00ean th\u1ecb tr\u01b0\u1eddng tr\u01b0\u1edbc c\u00e1c LLM b\u1eb1ng c\u00e1ch l\u00e0m nhi\u1ec1u h\u01a1n v\u00e0 ch\u1ecdn c\u00e1c danh m\u1ee5c ph\u00f9 h\u1ee3p. Nh\u01b0ng cu\u1ed1i c\u00f9ng, m\u1ed9t khi b\u1ea1n \u0111\u00e3 c\u00f3 thanh kho\u1ea3n th\u00ec \u0111i\u1ec1u \u0111\u00f3 kh\u00f4ng c\u00f2n quan tr\u1ecdng n\u1eefa. Ngay c\u1ea3 khi ph\u1ea7n \u0111\u1ea7u ph\u1ec5u thu\u1ed9c v\u1ec1 c\u00e1c LLM, v\u00ec giao d\u1ecbch v\u1eabn s\u1ebd di\u1ec5n ra th\u00f4ng qua b\u1ea1n, ngay c\u1ea3 khi \u0111\u00f3 l\u00e0 m\u1ed9t agent, v\u00e0 b\u1ea1n s\u1ebd n\u1eafm gi\u1eef h\u1ea7u h\u1ebft gi\u00e1 tr\u1ecb.   <\/p>\n\n<p><strong>Mike Williams<\/strong>: \u0110\u00f3 l\u00e0 m\u1ed9t s\u1ef1 ph\u00e2n t\u00edch th\u1ef1c s\u1ef1 h\u1eefu \u00edch cho ch\u00fang t\u00f4i \u1edf \u0111\u00e2y. Tuy\u1ec7t v\u1eddi. T\u00f4i \u0111ang nh\u1eadn \u0111\u01b0\u1ee3c m\u1ed9t s\u1ed1 c\u00e2u h\u1ecfi t\u1eeb c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp v\u00e0 t\u00f4i h\u1ee9a s\u1ebd d\u00e0nh th\u1eddi gian cho ph\u1ea7n h\u1ecfi \u0111\u00e1p nh\u00f3m. Ngay tr\u01b0\u1edbc khi b\u1eaft \u0111\u1ea7u, anh c\u00f3 l\u1eddi khuy\u00ean n\u00e0o cho c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp \u0111ang b\u1eaft \u0111\u1ea7u x\u00e2y d\u1ef1ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay kh\u00f4ng?   <\/p>\n\n<p><strong>Fabrice Grinda<\/strong>: H\u00e3y s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5 AI theo nh\u1eefng c\u00e1ch t\u00f4i \u0111\u00e3 \u0111\u1ec1 c\u1eadp tr\u01b0\u1edbc \u0111\u00f3. H\u00e3y c\u1ef1c k\u1ef3 ti\u1ebft ki\u1ec7m v\u1ed1n v\u00ec v\u1ed1n s\u1ebd l\u00e0 th\u1ee9 kh\u00f3 ki\u1ebfm \u0111\u01b0\u1ee3c. H\u00e3y \u0111\u1ea3m b\u1ea3o b\u1ea1n ti\u1ebfn xa h\u01a1n. V\u1ec1 c\u01a1 b\u1ea3n, h\u00e3y bi\u1ebfn m\u00ecnh th\u00e0nh tr\u1ea1ng th\u00e1i \u201cm\u1eb7c \u0111\u1ecbnh l\u00e0 s\u1ed1ng s\u00f3t\u201d (default alive) v\u00e0 \u201cm\u1eb7c \u0111\u1ecbnh l\u00e0 c\u00f3 th\u1ec3 \u0111\u1ea7u t\u01b0\u201d (default investable). N\u1ebfu s\u1ee9c h\u00fat c\u1ee7a b\u1ea1n l\u00e0 kh\u00f4ng th\u1ec3 b\u00e0n c\u00e3i v\u00e0 doanh nghi\u1ec7p t\u1ed1t \u0111\u1ebfn m\u1ee9c m\u1ed9t s\u1ed1 qu\u1ef9 VC s\u1ebd ph\u1ea3i \u0111\u1ea7u t\u01b0 v\u00e0o \u0111\u00f3 b\u1ea5t k\u1ec3 th\u1ebf n\u00e0o.    <\/p>\n\n<p>N\u1ebfu b\u1ea1n \u0111i t\u1eeb con s\u1ed1 kh\u00f4ng \u0111\u1ebfn 10 tri\u1ec7u GMV m\u1ed7i th\u00e1ng v\u1edbi r\u1ea5t \u00edt v\u1ed1n v\u00e0 hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1ed1t, th\u00ec giai \u0111o\u1ea1n ti\u1ebfp theo l\u00e0 30 tri\u1ec7u hay 100 tri\u1ec7u c\u0169ng kh\u00f4ng quan tr\u1ecdng. S\u1ebd c\u00f3 ng\u01b0\u1eddi \u0111\u1ea7u t\u01b0 v\u00e0o vi\u1ec7c n\u00e0y. V\u00e0 v\u1eabn c\u00f3 nh\u1eefng qu\u1ef9 VC th\u00edch c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00ec ch\u00fang c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7.  <\/p>\n\n<p>\u0110i\u1ec1u m\u1ecdi ng\u01b0\u1eddi kh\u00f4ng nh\u1eadn ra l\u00e0 kho\u1ea3ng 46% c\u00e1c c\u00f4ng ty AI t\u1eebng \u0111\u01b0\u1ee3c th\u00e0nh l\u1eadp \u0111\u00e3 \u0111\u00f3ng c\u1eeda. C\u00f3 nh\u1eefng c\u00f4ng ty \u0111\u1ea1t gi\u00e1 tr\u1ecb 4 t\u1ef7 \u0111\u00f4 la, nh\u01b0 to\u00e0n b\u1ed9 m\u1ea3ng AI, r\u1ed3i l\u1ee5i t\u00e0n. V\u00ec v\u1eady, c\u00f4ng ty c\u1ee7a b\u1ea1n c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 cao h\u01a1n nhi\u1ec1u, nh\u01b0ng \u0111\u1ec3 th\u00e0nh c\u00f4ng, h\u00e3y s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5, ti\u1ebft ki\u1ec7m v\u1ed1n, c\u00f3 unit economics tuy\u1ec7t v\u1eddi v\u00e0 th\u1ef1c s\u1ef1 t\u00ecm th\u1ea5y t\u00ednh thanh kho\u1ea3n c\u1ee7a s\u1ea3n ph\u1ea9m. V\u00e0 c\u00e1ch t\u00f4i t\u00ecm thanh kho\u1ea3n c\u0169ng nh\u01b0 ch\u1ee9ng minh s\u1ef1 ph\u00f9 h\u1ee3p s\u1ea3n ph\u1ea9m-th\u1ecb tr\u01b0\u1eddng l\u00e0 tr\u00e1nh sai l\u1ea7m l\u1edbn nh\u1ea5t c\u1ee7a c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i. Sai l\u1ea7m l\u1edbn nh\u1ea5t l\u00e0 v\u00ec ng\u01b0\u1eddi b\u00e1n tr\u00ean s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u2013 b\u1ea5t k\u1ec3 h\u1ecd b\u00e1n s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5 hay b\u1ea5t c\u1ee9 th\u1ee9 g\u00ec \u2013 \u0111\u1ec1u c\u00f3 \u0111\u1ed9ng l\u1ef1c t\u00e0i ch\u00ednh, n\u00ean r\u1ea5t d\u1ec5 \u0111\u1ec3 l\u00e0m tr\u00e0n ng\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u1ee7a b\u1ea1n b\u1eb1ng ngu\u1ed3n cung. B\u1ea5t k\u1ef3 ai b\u1ea1n ti\u1ebfp c\u1eadn, ngay c\u1ea3 khi b\u1ea1n n\u00f3i ch\u01b0a c\u00f3 l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp, ki\u1ec3u nh\u01b0: \u201cN\u00e0y, t\u00f4i \u0111ang ra m\u1eaft s\u00e0n th\u01b0\u01a1ng m\u1ea1i, b\u1ea1n mu\u1ed1n \u0111\u0103ng tin \u1edf \u0111\u00e2y kh\u00f4ng? N\u00f3 mi\u1ec5n ph\u00ed \u0111\u1ea5y.\u201d M\u1ecdi ng\u01b0\u1eddi s\u1ebd \u0111\u1ed3ng \u00fd. V\u1ea5n \u0111\u1ec1 l\u00e0 n\u1ebfu b\u1ea1n c\u00f3 ngu\u1ed3n cung v\u00f4 h\u1ea1n m\u00e0 kh\u00f4ng c\u00f3 nhu c\u1ea7u.           <\/p>\n\n<p>B\u1ea1n s\u1ebd kh\u00f4ng c\u00f3 s\u1ef1 t\u01b0\u01a1ng t\u00e1c n\u00e0o v\u1edbi ng\u01b0\u1eddi b\u00e1n. H\u1ecd s\u1ebd kh\u00f4ng m\u1eb7n m\u00e0. N\u1ebfu ai \u0111\u00f3 v\u00f4 t\u00ecnh mua th\u1ee9 g\u00ec \u0111\u00f3, h\u1ecd s\u1ebd kh\u00f4ng tr\u1ea3 l\u1eddi. H\u1ecd s\u1ebd c\u00f3 tr\u1ea3i nghi\u1ec7m t\u1ec7. T\u1ed1t h\u01a1n nhi\u1ec1u l\u00e0 c\u00f3 ngu\u1ed3n cung ch\u1ea5t l\u01b0\u1ee3ng nh\u1ea5t, cao nh\u1ea5t v\u00e0 \u0111\u01b0\u1ee3c tuy\u1ec3n ch\u1ecdn k\u1ef9 l\u01b0\u1ee1ng nh\u1ea5t. B\u1ea1n \u0111\u1ed1i x\u1eed t\u1ed1t v\u1edbi h\u1ecd, l\u00e0m h\u1ecd h\u00e0i l\u00f2ng, b\u1ea1n mang l\u1ea1i gi\u00e1 tr\u1ecb cho h\u1ecd.     <\/p>\n\n<p>T\u00f9y thu\u1ed9c v\u00e0o danh m\u1ee5c, n\u1ebfu l\u00e0 m\u1eb7t h\u00e0ng h\u1ecd \u0111ang b\u00e1n, c\u00f3 l\u1ebd kho\u1ea3ng 25% doanh s\u1ed1 l\u00e0 m\u1ee9c thanh kho\u1ea3n th\u1ea5p. N\u1ebfu l\u00e0 m\u1ed9t d\u1ecbch v\u1ee5, b\u1ea1n mu\u1ed1n chi\u1ebfm \u00edt nh\u1ea5t 25% thu nh\u1eadp c\u1ee7a h\u1ecd. L\u00fd t\u01b0\u1edfng nh\u1ea5t l\u00e0 100% nh\u01b0 Uber, nh\u01b0ng c\u00f3 l\u1ebd 25% l\u00e0 \u0111\u01b0\u1ee3c. Sau \u0111\u00f3, b\u1ea1n b\u1eaft \u0111\u1ea7u m\u1edf r\u1ed9ng ngu\u1ed3n cung, r\u1ed3i th\u00eam nhu c\u1ea7u v\u00e0 m\u1edf r\u1ed9ng ch\u00fang song song.     <\/p>\n\n<p>B\u1ea1n kh\u00f4ng bao gi\u1edd mu\u1ed1n l\u00e0m tr\u00e0n ng\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1edbi qu\u00e1 nhi\u1ec1u ngu\u1ed3n cung \u0111\u1ebfn m\u1ee9c t\u00ednh thanh kho\u1ea3n c\u1ee7a b\u1ea1n gi\u1ea3m xu\u1ed1ng. \u0110\u00f3 l\u00e0 thanh kho\u1ea3n, thanh kho\u1ea3n v\u00e0 thanh kho\u1ea3n. V\u00e0 khi \u0111\u00f3, c\u1ea7n nhi\u1ec1u thanh kho\u1ea3n h\u01a1n n\u1eefa.  <\/p>\n\n<p><strong>Mike Williams:<\/strong> V\u00e2ng. \u0110i\u1ec1u \u0111\u00f3 th\u1eadt tuy\u1ec7t v\u1eddi. T\u00f4i r\u1ea5t vui v\u00ec ch\u00fang ta \u0111ang nh\u1ea5n m\u1ea1nh t\u1ea7m quan tr\u1ecdng c\u1ee7a vi\u1ec7c \u0111\u00f3. V\u00e0 t\u00f4i c\u00f3 th\u1ec3 n\u00f3i t\u1eeb kinh nghi\u1ec7m c\u1ee7a ch\u00ednh m\u00ecnh, t\u00f4i \u0111\u00e3 t\u1eebng ph\u00e1t tri\u1ec3n ngu\u1ed3n cung t\u1eeb s\u1edbm v\u00e0 ph\u1ea3i tr\u1ea3 gi\u00e1 b\u1eb1ng nhu c\u1ea7u. Tuy\u1ec7t, ch\u00fang ta s\u1ebd chuy\u1ec3n sang ph\u1ea7n h\u1ecfi \u0111\u00e1p nh\u00f3m. Ch\u00e0o Lisa, t\u00f4i th\u1ea5y b\u1ea1n gi\u01a1 tay. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng?      <\/p>\n\n<p><strong>Lisa:<\/strong> V\u00e2ng. Ch\u00e0o Fabrice. R\u1ea5t vui \u0111\u01b0\u1ee3c g\u1eb7p anh. T\u00f4i l\u00e0 Lisa. T\u00f4i \u0111ang x\u00e2y d\u1ef1ng Buddy, m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i kim lo\u1ea1i t\u00e1i ch\u1ebf B2B. T\u00f4i bi\u1ebft anh l\u00e0 m\u1ed9t qu\u1ef9 ch\u1ec9 s\u1ed1, c\u00f3 r\u1ea5t nhi\u1ec1u c\u01a1 h\u1ed9i \u0111\u1ebfn v\u1edbi anh, c\u1ea3 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u01b0\u1ee3c qu\u1ea3n l\u00fd v\u00e0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n t\u00fay, \u0111\u00fang kh\u00f4ng?     <\/p>\n\n<p>C\u1ea3 hai lo\u1ea1i \u0111\u00f3 \u0111\u1ec1u t\u1ed3n t\u1ea1i, nh\u01b0ng t\u00f4i ngh\u0129 anh s\u1ebd th\u1ea5y doanh thu c\u00f3 th\u1ec3 mang \u00fd ngh\u0129a ho\u00e0n to\u00e0n kh\u00e1c nhau gi\u1eefa s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n t\u00fay v\u00e0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u01b0\u1ee3c qu\u1ea3n l\u00fd. V\u00ed d\u1ee5, ch\u00fang t\u00f4i d\u1ef1a tr\u00ean t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u (take rate). Nh\u1eefng ng\u01b0\u1eddi kh\u00e1c trong l\u0129nh v\u1ef1c c\u1ee7a ch\u00fang t\u00f4i th\u00ec mua \u0111i b\u00e1n l\u1ea1i, \u0111\u00f3 l\u00e0 nguy\u00ean t\u1eafc c\u1ee7a h\u1ecd.  <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> \u0110\u00fang v\u1eady, nh\u01b0ng ch\u00fang t\u00f4i kh\u00f4ng ng\u1ed1c. Ngh\u0129a l\u00e0 n\u1ebfu ai \u0111\u00f3 mua \u0111i b\u00e1n l\u1ea1i v\u00e0 h\u1ecd t\u00ednh \u0111\u00f3 l\u00e0 doanh thu, t\u1ea5t nhi\u00ean t\u00f4i v\u1eabn nh\u00ecn v\u00e0o bi\u00ean l\u1ee3i nhu\u1eadn c\u1ee7a h\u1ecd v\u00e0 c\u1ea3 hi\u1ec7u qu\u1ea3 s\u1eed d\u1ee5ng v\u1ed1n n\u1ebfu h\u1ecd c\u00f3 h\u00e0ng t\u1ed3n kho. <\/p>\n\n<p>V\u00ec v\u1eady, cu\u1ed1i c\u00f9ng t\u00f4i s\u1ebd so s\u00e1nh m\u1ed9t c\u00e1ch t\u01b0\u01a1ng \u0111\u1ed3ng. N\u1ebfu doanh thu c\u1ee7a b\u1ea1n l\u00e0 take rate, t\u00f4i s\u1ebd xem c\u1ea5u tr\u00fac bi\u00ean l\u1ee3i nhu\u1eadn c\u1ee7a take rate \u0111\u00f3. T\u00f4i s\u1ebd so s\u00e1nh n\u00f3 v\u1edbi nh\u1eefng g\u00ec h\u1ecd \u0111\u00e3 l\u00e0m. V\u00ec v\u1eady, t\u00f4i s\u1ebd kh\u00f4ng suy ngh\u0129 qu\u00e1 nhi\u1ec1u. T\u00f4i s\u1ebd l\u00e0m b\u1ea5t c\u1ee9 \u0111i\u1ec1u g\u00ec \u0111\u00fang \u0111\u1eafn cho doanh nghi\u1ec7p t\u1eeb g\u00f3c \u0111\u1ed9 KPI\/OKR v\u00e0 kh\u00f4ng n\u00ean qu\u00e1 lo l\u1eafng v\u1ec1 \u0111i\u1ec1u n\u00e0y. C\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec3u s\u1ef1 kh\u00e1c bi\u1ec7t \u0111\u00f3.      <\/p>\n\n<p><strong>Lisa:<\/strong> C\u1ea3m \u01a1n anh. T\u00f4i bi\u1ebft anh l\u00e0 m\u1ed9t nh\u00e0 \u0111\u1ea7u t\u01b0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i n\u00ean anh r\u1ea5t quen thu\u1ed9c v\u1edbi \u0111i\u1ec1u \u0111\u00f3. Nh\u01b0ng kinh nghi\u1ec7m c\u1ee7a ch\u00fang t\u00f4i l\u00e0 c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 kh\u00f4ng chuy\u00ean v\u1ec1 s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 th\u1ec3 kh\u00f4ng \u0111\u00e1nh gi\u00e1 theo c\u00e1ch gi\u1ed1ng nh\u01b0 anh. V\u00e0 t\u00f4i t\u1ef1 h\u1ecfi li\u1ec7u anh c\u00f3 l\u1eddi khuy\u00ean n\u00e0o v\u1ec1 c\u00e1ch \u0111\u1ecbnh v\u1ecb m\u00ecnh l\u00e0 m\u1ed9t th\u1ee9 c\u00f3 ti\u1ec1m n\u0103ng tr\u1edf th\u00e0nh m\u1ed9t l\u1edbp giao d\u1ecbch v\u00ec b\u1ea3n ch\u1ea5t c\u1ee7a m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n t\u00fay, thay v\u00ec ch\u1ec9 c\u00f3 th\u1ec3 thu doanh thu t\u1eeb c\u00e1c giao d\u1ecbch m\u00e0 n\u00f3 n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c.   <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> Trong ph\u1ea1m vi b\u1ea1n theo d\u00f5i \u0111\u01b0\u1ee3c, h\u00e3y \u0111\u1ec1 c\u1eadp \u0111\u1ebfn t\u1ea5t c\u1ea3 GMV \u0111ang \u0111i qua n\u1ec1n t\u1ea3ng, \u0111\u00fang kh\u00f4ng? Khi \u0111\u00f3, n\u00f3 s\u1ebd tr\u1edf n\u00ean d\u1ec5 so s\u00e1nh h\u01a1n nhi\u1ec1u v\u1edbi t\u1ed5ng doanh thu c\u1ee7a nh\u1eefng b\u00ean \u0111ang mua v\u00e0 b\u00e1n. <\/p>\n\n<p><strong>Lisa:<\/strong> V\u00e2ng.<\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> H\u00e3y th\u1eed \u0111\u1ed1i chi\u1ebfu ch\u00fang v\u1edbi GMV. V\u00e0 sau \u0111\u00f3 b\u1ea1n c\u00f3 th\u1ec3 n\u00f3i v\u1ec1 t\u1ef7 l\u1ec7 ph\u1ea7n tr\u0103m giao d\u1ecbch b\u1ea1n c\u00f3 th\u1ec3 ki\u1ebfm ti\u1ec1n h\u00f4m nay so v\u1edbi kh\u1ea3 n\u0103ng trong t\u01b0\u01a1ng lai v\u00e0 t\u1ea1i sao, take rate hi\u1ec7n t\u1ea1i l\u00e0 bao nhi\u00eau v\u00e0 t\u1ea1i sao b\u1ea1n ngh\u0129 n\u00f3 c\u00f3 th\u1ec3 t\u0103ng l\u00ean. Trong c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i B2B, take rate c\u00f3 th\u1ec3 thay \u0111\u1ed5i t\u00f9y thu\u1ed9c v\u00e0o \u0111\u1ed9 co gi\u00e3n c\u1ee7a cung v\u00e0 c\u1ea7u. C\u00f3 m\u1ed9t s\u1ed1 danh m\u1ee5c m\u00e0 th\u00e0nh th\u1eadt m\u00e0 n\u00f3i b\u1ea1n kh\u00f4ng th\u1ec3 thu \u0111\u01b0\u1ee3c g\u00ec, n\u00f3 b\u1eb1ng kh\u00f4ng. Nh\u01b0ng c\u00f3 m\u1ed9t s\u1ed1 danh m\u1ee5c b\u1ea1n b\u1eaft \u0111\u1ea7u \u1edf m\u1ee9c 1, 2 ho\u1eb7c 3%, nh\u01b0ng theo th\u1eddi gian khi b\u1ea1n c\u00f3 nhi\u1ec1u thanh kho\u1ea3n h\u01a1n v\u00e0 cung c\u1ea5p nhi\u1ec1u gi\u00e1 tr\u1ecb h\u01a1n, b\u1ea1n th\u1ef1c s\u1ef1 c\u00f3 th\u1ec3 b\u1eaft \u0111\u1ea7u n\u00e2ng n\u00f3 l\u00ean 6, 7, 8 ho\u1eb7c 9%.    <\/p>\n\n<p>V\u00e0 sau \u0111\u00f3 b\u1ea1n c\u00f3 th\u1ec3 th\u00eam nh\u1eefng th\u1ee9 nh\u01b0 t\u00e0i ch\u00ednh, b\u1ea3o hi\u1ec3m, ho\u1eb7c b\u1ea5t k\u1ef3 d\u1ecbch v\u1ee5 gi\u00e1 tr\u1ecb gia t\u0103ng n\u00e0o kh\u00e1c \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c take rate hi\u1ec7u d\u1ee5ng t\u1ed5ng h\u1ee3p kho\u1ea3ng 10 \u0111\u1ebfn 15%.<\/p>\n\n<p><strong>Mike Williams:<\/strong> N\u00e0y Fabrice, t\u00f4i mu\u1ed1n h\u1ecfi m\u1ed9t c\u00e2u cho m\u1ed9t nh\u00e0 s\u00e1ng l\u1eadp kh\u00f4ng th\u1ec3 tham gia, v\u00e0 \u0111i\u1ec1u n\u00e0y c\u0169ng kh\u00e1 ph\u1ed5 bi\u1ebfn trong c\u1ed9ng \u0111\u1ed3ng, \u0111\u00f3 l\u00e0 v\u1ec1 vi\u1ec7c chuy\u1ec3n \u0111\u1ed5i sang m\u00f4 h\u00ecnh thu\u1ea7n AI (AI native) ho\u1eb7c c\u00e2n nh\u1eafc xem AI \u0111ang t\u00e1c \u0111\u1ed9ng \u0111\u1ebfn doanh nghi\u1ec7p nh\u01b0 th\u1ebf n\u00e0o.<\/p>\n\n<p>Ch\u00fang t\u00f4i c\u00f3 nhi\u1ec1u s\u00e0n th\u01b0\u01a1ng m\u1ea1i tr\u01b0\u1edbc \u0111\u00e2y, ch\u1eb3ng h\u1ea1n nh\u01b0 m\u1ed9t n\u0103m r\u01b0\u1ee1i tr\u01b0\u1edbc, \u0111\u00e3 huy \u0111\u1ed9ng \u0111\u01b0\u1ee3c v\u00f2ng pre-seed. V\u1eady c\u00f3 nh\u1eefng ph\u01b0\u01a1ng ph\u00e1p hay m\u1eb9o n\u00e0o anh d\u00e0nh cho c\u00e1c doanh nghi\u1ec7p \u0111\u00e3 huy \u0111\u1ed9ng v\u1ed1n t\u1eeb th\u1eddi k\u1ef3 tr\u01b0\u1edbc AI v\u00e0 hi\u1ec7n \u0111ang suy ngh\u0129 v\u1ec1 t\u00e1c \u0111\u1ed9ng c\u1ee7a n\u00f3 c\u0169ng nh\u01b0 kh\u1ea3 n\u0103ng chuy\u1ec3n \u0111\u1ed5i kh\u00f4ng? <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> V\u1edbi t\u00f4i, \u0111\u00f3 ch\u00ednh x\u00e1c l\u00e0 l\u1eddi khuy\u00ean nh\u01b0 khi b\u1ea1n \u0111ang x\u00e2y d\u1ef1ng m\u1ed9t startup m\u1edbi ng\u00e0y h\u00f4m nay. H\u00e3y s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5, t\u00edch h\u1ee3p AI, h\u00e3y ti\u00ean phong v\u1ec1 AI. V\u00e0 n\u1ebfu b\u1ea1n c\u1ea7n vi\u1ebft l\u1ea1i c\u1ea5u tr\u00fac c\u00f4ng ngh\u1ec7 (stack) c\u1ee7a m\u00ecnh, h\u00e3y vi\u1ebft l\u1ea1i. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, th\u01b0\u1eddng th\u00ec b\u1ea1n kh\u00f4ng c\u1ea7n ph\u1ea3i l\u00e0m v\u1eady. V\u00e0 nh\u00e2n ti\u1ec7n, r\u1ea5t nhi\u1ec1u s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u1ee7a ch\u00fang t\u00f4i \u0111ang s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5 c\u00f3 s\u1eb5n, \u0111\u00fang kh\u00f4ng?    <\/p>\n\n<p>S\u1eed d\u1ee5ng Shopify v\u00ec cu\u1ed1i c\u00f9ng th\u00ec c\u00f4ng ngh\u1ec7 \u00edt quan tr\u1ecdng h\u01a1n \u2013 ngay c\u1ea3 khi b\u1ea1n \u0111ang l\u00e0m nh\u1eefng vi\u1ec7c nh\u01b0 \u0111\u0103ng tin b\u1eb1ng m\u1ed9t b\u1ee9c \u1ea3nh, v\u00e2n v\u00e2n \u2013 m\u00e0 quan tr\u1ecdng h\u01a1n nhi\u1ec1u l\u00e0 unit economics v\u00e0 t\u00ednh thanh kho\u1ea3n. \u0110\u00f3 m\u1edbi l\u00e0 y\u1ebfu t\u1ed1 t\u1ea1o n\u00ean s\u1ef1 kh\u00e1c bi\u1ec7t ch\u1ee9 kh\u00f4ng ph\u1ea3i n\u1ec1n t\u1ea3ng c\u00f4ng ngh\u1ec7 b\u00ean d\u01b0\u1edbi. Nh\u01b0ng \u0111\u00fang v\u1eady, h\u00e3y ti\u00ean phong v\u1ec1 c\u00f4ng c\u1ee5, th\u1ef1c hi\u1ec7n AEO (t\u1ed1i \u01b0u h\u00f3a c\u00f4ng c\u1ee5 tr\u1ea3 l\u1eddi) v\u00e0 \u0111\u01b0a m\u00ecnh v\u00e0o danh m\u1ee5c c\u1ee7a c\u00e1c LLM.  <\/p>\n\n<p><strong>Mike Williams:<\/strong> N\u00e0y, t\u00f4i l\u00e0 Molly. Xin l\u1ed7i, b\u1ea1n gi\u01a1 tay \u00e0. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng?   <\/p>\n\n<p><strong>Molly:<\/strong> Ch\u1eafc ch\u1eafn r\u1ed3i. V\u00e2ng. Ch\u00e0o anh. T\u00f4i l\u00e0 ng\u01b0\u1eddi s\u00e1ng l\u1eadp Recess. N\u00f3 gi\u1ed1ng nh\u01b0 Booking.com d\u00e0nh cho c\u00e1c l\u1edbp h\u1ecdc v\u00e0 tr\u1ea1i h\u00e8 cho tr\u1ebb em. Ch\u00fang t\u00f4i \u0111\u00e3 huy \u0111\u1ed9ng \u0111\u01b0\u1ee3c 4 tri\u1ec7u \u0111\u00f4 la cho \u0111\u1ebfn nay. Ch\u00fang t\u00f4i c\u00f3 ch\u01b0a \u0111\u1ea7y m\u1ed9t n\u0103m doanh thu, nh\u01b0ng \u0111ang t\u0103ng tr\u01b0\u1edfng r\u1ea5t nhanh, v\u00ec v\u1eady ch\u00fang t\u00f4i s\u1eafp ti\u1ebfn h\u00e0nh v\u00f2ng g\u1ecdi v\u1ed1n ti\u1ebfp theo.     <\/p>\n\n<p>M\u1ed9t c\u00e2u h\u1ecfi n\u1ea3y sinh trong th\u1ea3o lu\u1eadn v\u1edbi c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 l\u00e0 v\u1ec1 gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng (LTV). LTV c\u1ee7a ch\u00fang t\u00f4i kh\u00e1 d\u00e0i, x\u00e9t theo \u0111\u1ed9 tu\u1ed5i c\u1ee7a tr\u1ebb em m\u00e0 ch\u00fang t\u00f4i ph\u1ee5c v\u1ee5. Kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau (ICP) c\u1ee7a ch\u00fang t\u00f4i th\u1ef1c t\u1ebf kh\u00f4ng c\u00f3 d\u1eef li\u1ec7u n\u00e0o \u0111\u1ec3 ch\u1ee9ng minh cho LTV \u0111\u00f3. C\u00f3 \u0111i\u1ec1u g\u00ec kh\u00e1c ngo\u00e0i nghi\u00ean c\u1ee9u ng\u01b0\u1eddi d\u00f9ng v\u1ec1 chu k\u1ef3 mua h\u00e0ng th\u00f4ng th\u01b0\u1eddng cho s\u1ea3n ph\u1ea9m m\u00e0 c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 s\u1ebd ch\u1ea5p nh\u1eadn cho LTV kh\u00f4ng?  <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> T\u00f4i th\u1ef1c s\u1ef1 kh\u00f4ng nghe r\u00f5 b\u1ea1n \u0111ang b\u00e1n g\u00ec, nh\u01b0ng n\u1ebfu t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf (churn) th\u1ea5p v\u00e0 m\u1ecdi ng\u01b0\u1eddi \u0111ang tr\u1ea3 ti\u1ec1n h\u00e0ng th\u00e1ng ch\u1eb3ng h\u1ea1n, h\u1ecd s\u1ebd s\u1eb5n s\u00e0ng tin v\u00e0o LTV c\u1ee7a b\u1ea1n v\u00ec t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf th\u1ea5p, \u0111\u00fang kh\u00f4ng? V\u00ec v\u1eady, t\u1ef7 l\u1ec7 duy tr\u00ec doanh thu thu\u1ea7n sau 6 th\u00e1ng, 12 th\u00e1ng, 18 th\u00e1ng, v\u00e2n v\u00e2n, th\u1ef1c s\u1ef1 n\u00f3i l\u00ean \u0111i\u1ec1u \u0111\u00f3. M\u1eb7c d\u00f9 h\u1ea7u h\u1ebft c\u00e1c startup m\u00e0 ch\u00fang t\u00f4i xem x\u00e9t \u1edf v\u00f2ng seed \u0111\u1ec1u ch\u01b0a ho\u1ea1t \u0111\u1ed9ng qu\u00e1 18 th\u00e1ng, nh\u01b0ng ch\u00fang t\u00f4i v\u1eabn c\u00f3 th\u1ec3 d\u1ef1 ph\u00f3ng t\u1ef7 l\u1ec7 LTV tr\u00ean CAC trong 5 ho\u1eb7c 10 n\u0103m d\u1ef1a tr\u00ean t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf.   <\/p>\n\n<p>V\u00ec v\u1eady, n\u1ebfu b\u1ea1n c\u00f3 t\u1ef7 l\u1ec7 duy tr\u00ec doanh thu thu\u1ea7n d\u01b0\u01a1ng, ch\u1eb3ng h\u1ea1n nh\u01b0 150% sau 18 th\u00e1ng, v\u00e0 b\u1ea1n bi\u1ebft t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf h\u00e0ng th\u00e1ng, h\u00e0ng n\u0103m c\u1ee7a m\u00ecnh tr\u00f4ng nh\u01b0 th\u1ebf n\u00e0o, b\u1ea1n th\u1ef1c s\u1ef1 c\u00f3 th\u1ec3 d\u1ef1 ph\u00f3ng \u0111i\u1ec1u \u0111\u00f3 v\u00e0 ch\u00fang t\u00f4i s\u1ebd ch\u1ea5p nh\u1eadn.<\/p>\n\n<p>Ch\u00fang t\u00f4i s\u1ebd ch\u1ea5p nh\u1eadn con s\u1ed1 LTV tr\u00ean CAC d\u00e0i h\u1ea1n c\u1ee7a b\u1ea1n v\u00ec n\u00f3 \u0111\u01b0\u1ee3c th\u00fac \u0111\u1ea9y b\u1edfi c\u00e1c nh\u00f3m kh\u00e1ch h\u00e0ng (cohorts) c\u1ee7a b\u1ea1n. V\u00e0 mi\u1ec5n l\u00e0 c\u00e1c cohorts v\u1eabn \u1ed5n v\u00e0 t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf v\u1eabn gi\u1eef nguy\u00ean, v\u1eabn t\u1ed1t, th\u00ec s\u1ebd kh\u00f4ng sao c\u1ea3. V\u00ec v\u1eady, t\u00f4i kh\u00f4ng c\u1ea7n b\u1ea1n ph\u1ea3i ho\u1ea1t \u0111\u1ed9ng trong 10 n\u0103m \u0111\u1ec3 tin v\u00e0o \u0111i\u1ec1u \u0111\u00f3. B\u1ea1n c\u00f3 nh\u1eefng ng\u01b0\u1eddi d\u00f9ng s\u1ebd tr\u1ea3 ti\u1ec1n trong 10 n\u0103m mi\u1ec5n l\u00e0 c\u00f3 d\u1eef li\u1ec7u h\u1ed7 tr\u1ee3.    <\/p>\n\n<p><strong>Mike Williams:<\/strong> N\u00e0y Julius, t\u00f4i th\u1ea5y b\u1ea1n gi\u01a1 tay. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng? <\/p>\n\n<p><strong>Julius:<\/strong> T\u00f4i mu\u1ed1n h\u1ecfi v\u1ec1 CAC \u1edf ph\u00eda ng\u01b0\u1eddi b\u00e1n. Anh c\u00f3 nh\u1eefng ti\u00eau chu\u1ea9n (benchmarks) n\u00e0o, ho\u1eb7c m\u1ee9c CAC n\u00e0o anh cho l\u00e0 th\u1ef1c s\u1ef1 t\u1ed1t? V\u00e0 c\u1ea3 t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i n\u1eefa, ngh\u0129a l\u00e0 ch\u00fang t\u00f4i \u0111\u01b0a m\u1ed9t ng\u01b0\u1eddi b\u00e1n l\u00ean s\u00e0n v\u00e0 sau \u0111\u00f3 h\u1ecd th\u1ef1c s\u1ef1 \u0111\u0103ng b\u00e1n th\u1ee9 g\u00ec \u0111\u00f3 tr\u00ean n\u1ec1n t\u1ea3ng.  <\/p>\n\n<p>Ch\u00fang t\u00f4i c\u00f3 16.000 ng\u01b0\u1eddi d\u00f9ng ho\u1ea1t \u0111\u1ed9ng h\u00e0ng th\u00e1ng. \u0110\u00f3 l\u00e0 con s\u1ed1 hi\u1ec7n t\u1ea1i c\u1ee7a ch\u00fang t\u00f4i. T\u00f4i ch\u1ec9 t\u00f2 m\u00f2 v\u1ec1 kh\u00eda c\u1ea1nh CAC \u1edf ph\u00eda ng\u01b0\u1eddi b\u00e1n.  <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> M\u1ee9c CAC m\u00e0 b\u1ea1n s\u1eb5n s\u00e0ng chi tr\u1ea3 th\u1ef1c s\u1ef1 \u0111\u01b0\u1ee3c th\u00fac \u0111\u1ea9y b\u1edfi LTV m\u00e0 ng\u01b0\u1eddi d\u00f9ng \u0111\u00f3 mang l\u1ea1i.<\/p>\n\n<p>V\u00e0 v\u00ec v\u1eady t\u00f4i kh\u00f4ng th\u1ec3 tr\u1ea3 l\u1eddi c\u00e2u h\u1ecfi n\u1ebfu kh\u00f4ng hi\u1ec3u gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh, h\u1ecd \u0111ang b\u00e1n bao nhi\u00eau m\u1eb7t h\u00e0ng, v\u00e2n v\u00e2n. B\u1ea1n mu\u1ed1n c\u00f3 hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1ed1t, \u0111\u00fang kh\u00f4ng? V\u00e0 th\u00f4ng th\u01b0\u1eddng hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1eeb ng\u01b0\u1eddi b\u00e1n t\u1ed1t h\u01a1n nhi\u1ec1u so v\u1edbi ng\u01b0\u1eddi mua v\u00ec m\u1ed9t ng\u01b0\u1eddi b\u00e1n cu\u1ed1i c\u00f9ng s\u1ebd b\u00e1n r\u1ea5t nhi\u1ec1u m\u1eb7t h\u00e0ng trong m\u1ed9t th\u1eddi gian d\u00e0i.  <\/p>\n\n<p>V\u00ec v\u1eady, th\u00f4ng th\u01b0\u1eddng v\u00ec vi\u1ec7c t\u00ecm ng\u01b0\u1eddi b\u00e1n d\u1ec5 h\u01a1n ng\u01b0\u1eddi mua, n\u00ean unit economics \u1edf ph\u00eda ng\u01b0\u1eddi b\u00e1n th\u01b0\u1eddng l\u00e0 20:1 ho\u1eb7c 50:1 ho\u1eb7c 100:1 so v\u1edbi ng\u01b0\u1eddi mua. Unit economics \u1edf ph\u00eda ng\u01b0\u1eddi mua c\u00f3 khi ch\u1ec9 l\u00e0 3:1 ho\u1eb7c 4:1 v\u00ec b\u1ea1n \u0111ang chi r\u1ea5t nhi\u1ec1u ti\u1ec1n cho Google v\u00e0 nh\u1eefng ng\u01b0\u1eddi n\u00e0y ch\u1ec9 mua m\u1ed9t ho\u1eb7c hai l\u1ea7n t\u00f9y danh m\u1ee5c, trong khi ng\u01b0\u1eddi b\u00e1n th\u00ec c\u1ee9 b\u00e1n \u0111i b\u00e1n l\u1ea1i.  <\/p>\n\n<p>V\u00e0 t\u00f4i s\u1ebd \u0111\u1ea3m b\u1ea3o r\u1eb1ng hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1eeb ng\u01b0\u1eddi b\u00e1n c\u1ee7a b\u1ea1n \u0111\u1ea1t kho\u1ea3ng 10:1, 20:1 tr\u00ean c\u01a1 s\u1edf unit economics.<\/p>\n\n<p><strong>Mike Williams:<\/strong> N\u00e0y Godfrey. Xin l\u1ed7i, b\u1ea1n gi\u01a1 tay \u00e0. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng? Ch\u00fang ta s\u1ebd c\u1ed1 g\u1eafng tr\u1ea3 l\u1eddi m\u1ed9t c\u00e2u h\u1ecfi cu\u1ed1i c\u00f9ng \u1edf \u0111\u00e2y.     <\/p>\n\n<p><strong>Godfrey:<\/strong> T\u00f4i l\u00e0 Godfrey, ng\u01b0\u1eddi s\u00e1ng l\u1eadp m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1eadn chuy\u1ec3n xuy\u00ean bi\u00ean gi\u1edbi gi\u00fap nh\u1eefng ng\u01b0\u1eddi mua xe c\u0169 \u1edf n\u01b0\u1edbc ngo\u00e0i t\u00ecm \u0111\u01b0\u1ee3c c\u00e1c nh\u00e0 m\u00f4i gi\u1edbi v\u1eadn t\u1ea3i \u0111\u00e3 \u0111\u01b0\u1ee3c ki\u1ec3m \u0111\u1ecbnh \u0111\u1ec3 v\u1eadn chuy\u1ec3n xe c\u1ee7a h\u1ecd t\u1eeb c\u00e1c bu\u1ed5i \u0111\u1ea5u gi\u00e1 \u1edf M\u1ef9 v\u00e0 Canada ra n\u01b0\u1edbc ngo\u00e0i.<\/p>\n\n<p>Anh \u0111\u00e3 \u0111\u1ec1 c\u1eadp m\u1ed9t trong b\u1ed1n ti\u00eau ch\u00ed \u0111\u1ea7u t\u01b0 c\u1ee7a m\u00ecnh l\u00e0 c\u00e1c th\u01b0\u01a1ng v\u1ee5 t\u1ed1t, v\u00e0 t\u00f4i \u0111ang xem x\u00e9t c\u00e1c ch\u1ec9 s\u1ed1 g\u00e2y qu\u1ef9 c\u1ee7a FJ Labs. C\u00e2u h\u1ecfi c\u1ee7a t\u00f4i l\u00e0 c\u00e1c ch\u1ec9 s\u1ed1 g\u00e2y qu\u1ef9 n\u00e0y \u0111\u00e3 thay \u0111\u1ed5i nh\u01b0 th\u1ebf n\u00e0o? <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> Th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, n\u00f3 kh\u00f4ng th\u1ef1c s\u1ef1 thay \u0111\u1ed5i nhi\u1ec1u trong m\u1ea3ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i. C\u00f3 l\u1ebd n\u00f3 nh\u00edch l\u00ean m\u1ed9t ch\u00fat v\u1ec1 c\u1ea3 quy m\u00f4 v\u00f2ng g\u1ecdi v\u1ed1n v\u00e0 \u0111\u1ecbnh gi\u00e1, nh\u01b0ng kh\u00f4ng qu\u00e1 nhi\u1ec1u. Nh\u1eefng th\u1ee9 th\u1ef1c s\u1ef1 thay \u0111\u1ed5i c\u1ee5c di\u1ec7n l\u00e0 c\u00e1c c\u00f4ng ty AI, n\u01a1i b\u1ea1n c\u00f3 m\u1ed9t c\u00f4ng ty nh\u01b0 AMI Labs huy \u0111\u1ed9ng \u0111\u01b0\u1ee3c m\u1ed9t t\u1ef7 \u0111\u00f4 v\u00f2ng seed v\u1edbi \u0111\u1ecbnh gi\u00e1 kho\u1ea3ng 3,5 t\u1ef7 \u0111\u00f4 pre-money.   <\/p>\n\n<p>V\u00e0 khi b\u1ea1n nh\u00ecn v\u00e0o c\u00e1c con s\u1ed1 trung b\u00ecnh, trung v\u1ecb trong ng\u00e0nh, ch\u1eb3ng c\u00f3 g\u00ec h\u1ee3p l\u00fd c\u1ea3 v\u00ec b\u1ea1n c\u00f3 nh\u1eefng th\u01b0\u01a1ng v\u1ee5 AI \u0111i\u00ean r\u1ed3 \u0111ang l\u00e0m th\u1ed5i ph\u1ed3ng ho\u1eb7c g\u00e2y nhi\u1ec5u c\u00e1c s\u1ed1 li\u1ec7u th\u1ed1ng k\u00ea. Ngo\u00e0i th\u1ef1c t\u1ebf l\u00e0 m\u1ecdi ng\u01b0\u1eddi \u0111ang b\u1ecf qua giai \u0111o\u1ea1n pre-seed, ph\u1ea7n l\u1edbn ch\u00fang t\u00f4i kh\u00f4ng th\u1ea5y s\u1ef1 thay \u0111\u1ed5i r\u1ea5t l\u1edbn. <\/p>\n\n<p>Nh\u01b0ng nh\u1eefng g\u00ec ch\u00fang t\u00f4i th\u1ea5y l\u00e0 s\u1ef1 kh\u00f3 kh\u0103n trong vi\u1ec7c huy \u0111\u1ed9ng v\u1ed1n. V\u00ec v\u1eady, b\u1ea1n c\u1ea7n c\u00f3 m\u1ed9t c\u00e2u chuy\u1ec7n t\u0103ng tr\u01b0\u1edfng v\u1edbi hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1ed1t. \u0110i\u1ec1u \u0111\u00f3 v\u1ec1 c\u01a1 b\u1ea3n l\u00e0m cho n\u00f3 tr\u1edf n\u00ean thuy\u1ebft ph\u1ee5c \u0111\u1ebfn m\u1ee9c c\u00e1c qu\u1ef9 VC kh\u00f4ng c\u00f2n l\u1ef1a ch\u1ecdn n\u00e0o kh\u00e1c ngo\u00e0i vi\u1ec7c xem x\u00e9t b\u1ea1n m\u1ed9t c\u00e1ch nghi\u00eam t\u00fac v\u00e0 \u0111\u1ea7u t\u01b0.  <\/p>\n\n<p><strong>Mike Williams:<\/strong> \u0110\u00f3 l\u00e0 m\u1ed9t c\u00e1ch tuy\u1ec7t v\u1eddi \u0111\u1ec3 k\u1ebft th\u00fac \u1edf \u0111\u00e2y, Fabrice. T\u00f4i bi\u1ebft ch\u00fang ta \u0111\u00e3 h\u1ebft th\u1eddi gian, nh\u01b0ng t\u00f4i th\u1ef1c s\u1ef1 tr\u00e2n tr\u1ecdng vi\u1ec7c anh \u0111\u00e3 d\u00e0nh th\u1eddi gian tham gia bu\u1ed5i tr\u00f2 chuy\u1ec7n nh\u00f3m h\u00f4m nay. <\/p>\n\n<p>V\u00e0 t\u00f4i bi\u1ebft ch\u00fang ta \u0111\u00e3 th\u1ea3o lu\u1eadn r\u1ea5t nhi\u1ec1u v\u00e0 m\u1ed9t s\u1ed1 ch\u1ee7 \u0111\u1ec1 c\u0169ng nh\u01b0 c\u00e2u h\u1ecfi t\u1ea5t nhi\u00ean l\u00e0 r\u1ea5t s\u1eafc th\u00e1i, v\u00e0 n\u00f3 c\u00f2n t\u00f9y thu\u1ed9c v\u00e0o t\u1eebng tr\u01b0\u1eddng h\u1ee3p, \u0111\u00fang kh\u00f4ng? Nh\u01b0ng t\u00f4i ngh\u0129 \u0111i\u1ec1u n\u00e0y th\u1eadt tuy\u1ec7t v\u1eddi v\u00e0 s\u1ebd c\u1ef1c k\u1ef3 h\u1eefu \u00edch cho m\u1ecdi ng\u01b0\u1eddi. T\u00f4i c\u00f3 m\u1ed9t c\u00e2u h\u1ecfi cu\u1ed1i c\u00f9ng, \u0111\u00e2y l\u00e0 c\u00e2u h\u1ecfi k\u1ebft th\u00fac \u0111i\u1ec3n h\u00ecnh c\u1ee7a t\u00f4i, n\u00ean l\u1ea7n n\u00e0y t\u00f4i s\u1ebd \u0111i\u1ec1u ch\u1ec9nh l\u1ea1i m\u1ed9t ch\u00fat: n\u1ebfu anh c\u00f3 th\u1ec3 quay l\u1ea1i th\u1eddi \u0111i\u1ec3m tr\u01b0\u1edbc n\u0103m 2026 v\u00e0 k\u1ef7 nguy\u00ean m\u1edbi n\u00e0y v\u1edbi AI, anh s\u1ebd n\u00f3i g\u00ec v\u1edbi ch\u00ednh m\u00ecnh v\u1ec1 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u1ee5 th\u1ec3?  <\/p>\n\n<p><strong>Fabrice Grinda:<\/strong> Th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, n\u1ebfu c\u00f3 m\u1ed9t lo\u1ea1i h\u00ecnh kinh doanh m\u00e0 t\u00f4i ngh\u0129 s\u1ebd \u00edt b\u1ecb \u1ea3nh h\u01b0\u1edfng nh\u1ea5t b\u1edfi cu\u1ed9c c\u00e1ch m\u1ea1ng AI, th\u00ec \u0111\u00f3 ch\u00ednh l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. V\u00e0 nh\u00e2n ti\u1ec7n, n\u1ebfu c\u00f3 m\u1ed9t danh m\u1ee5c m\u00e0 t\u00f4i ngh\u0129 m\u1ecdi ng\u01b0\u1eddi v\u1eabn \u0111ang \u0111\u00e1nh gi\u00e1 th\u1ea5p ti\u1ec1m n\u0103ng to l\u1edbn c\u1ee7a n\u00f3, th\u00ec \u0111\u00f3 l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. Ngay b\u00e2y gi\u1edd, trong \u0111\u1eddi s\u1ed1ng ti\u00eau d\u00f9ng, ch\u00fang ta th\u1ef1c s\u1ef1 \u0111ang \u0111\u01b0\u1ee3c ph\u1ee5c v\u1ee5 r\u1ea5t t\u1ed1t b\u1edfi Lime, Instacart, Amazon, eBay, Uber v\u00e0 Airbnb. Ch\u00fang ta c\u00f3 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i bao ph\u1ee7 15, 20, 25% th\u01b0\u01a1ng m\u1ea1i trong m\u1ed7i danh m\u1ee5c ch\u00ednh.   <\/p>\n\n<p>Nh\u01b0ng khi nh\u00ecn v\u00e0o m\u1ea3ng B2B th\u00ec ch\u01b0a c\u00f3 g\u00ec \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n c\u1ea3. Ch\u00fang ta m\u1edbi ch\u1ec9 \u0111\u1ea1t m\u1ee9c th\u00e2m nh\u1eadp d\u01b0\u1edbi 1% trong h\u1ea7u h\u1ebft c\u00e1c danh m\u1ee5c. Ch\u1eafc ch\u1eafn l\u00e0 d\u01b0\u1edbi 5% trong nh\u1eefng danh m\u1ee5c tr\u1ecb gi\u00e1 h\u00e0ng ngh\u00ecn t\u1ef7 \u0111\u00f4 la n\u00e0y. V\u00e0 t\u00f4i ngh\u0129 v\u00ec b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u01b0\u1ee3c nhi\u1ec1u vi\u1ec7c h\u01a1n v\u00e0 v\u00ec ch\u00fang c\u0169ng chuy\u1ec3n \u0111\u1ed9ng ch\u1eadm, v\u00e2n v\u00e2n, n\u00ean b\u1ea1n s\u1ebd c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 tuy\u1ec7t v\u1eddi. V\u00ec v\u1eady, t\u00f4i v\u1eabn ngh\u0129 s\u00e0n th\u01b0\u01a1ng m\u1ea1i l\u00e0 h\u01b0\u1edbng \u0111i \u0111\u00fang \u0111\u1eafn. Ch\u00fang nh\u1eb9 v\u1ec1 t\u00e0i s\u1ea3n, b\u1ea1n s\u1ebd x\u00e2y d\u1ef1ng \u0111\u01b0\u1ee3c m\u1ed9t con h\u00e0o ng\u0103n c\u00e1ch, ch\u00fang s\u1ebd c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7.      <\/p>\n\n<p>Ch\u1ec9 c\u1ea7n s\u1eed d\u1ee5ng t\u1ea5t c\u1ea3 c\u00e1c c\u00f4ng c\u1ee5, \u0111\u1eebng \u0111\u1ec3 m\u00ecnh b\u1ecb t\u1ee5t h\u1eadu, nh\u01b0ng c\u0169ng \u0111\u1eebng \u0111\u1ec3 h\u1ecd s\u1eed d\u1ee5ng b\u1ea1n \u0111\u1ec3 hu\u1ea5n luy\u1ec7n d\u1eef li\u1ec7u, n\u00f3i cho r\u00f5 l\u00e0 v\u1eady. V\u00e0 \u0111\u00fang th\u1ebf, b\u1ea1n v\u1eabn \u0111ang \u1edf \u0111\u00fang n\u01a1i, l\u00e0m \u0111\u00fang vi\u1ec7c. <\/p>\n\n<p><strong>Mike Williams:<\/strong> \u0110\u00f3 l\u00e0 m\u1ed9t l\u1eddi khuy\u00ean k\u1ebft th\u00fac tuy\u1ec7t v\u1eddi, v\u00e0 anh \u0111\u00e3 nh\u1eadn \u0111\u01b0\u1ee3c r\u1ea5t nhi\u1ec1u c\u00e1i g\u1eadt \u0111\u1ea7u \u0111\u1ed3ng t\u00ecnh. M\u1ed9t l\u1ea7n n\u1eefa, ch\u00fang t\u00f4i th\u1ef1c s\u1ef1 tr\u00e2n tr\u1ecdng vi\u1ec7c anh d\u00e0nh th\u1eddi gian tham gia c\u00f9ng ch\u00fang t\u00f4i v\u00e0 t\u1ea5t nhi\u00ean, t\u00f4i s\u1ebd chia s\u1ebb li\u00ean k\u1ebft \u0111\u1ebfn blog c\u1ee7a anh v\u00e0 FJ \u0111\u1ec3 m\u1ecdi ng\u01b0\u1eddi c\u00f3 th\u1ec3 c\u1eadp nh\u1eadt v\u00e0 theo d\u00f5i n\u1ebfu h\u1ecd ch\u01b0a l\u00e0m v\u1eady, c\u0169ng nh\u01b0 \u0111\u1ec3 li\u00ean h\u1ec7.  <\/p>\n\n<p>Th\u1ef1c s\u1ef1 tr\u00e2n tr\u1ecdng vi\u1ec7c anh tham gia c\u00f9ng ch\u00fang t\u00f4i v\u00e0 c\u1ea3m \u01a1n m\u1ecdi ng\u01b0\u1eddi v\u00ec nh\u1eefng c\u00e2u h\u1ecfi tuy\u1ec7t v\u1eddi ng\u00e0y h\u00f4m nay.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>T\u00f4i \u0111\u00e3 c\u00f3 bu\u1ed5i tr\u00f2 chuy\u1ec7n th\u00fa v\u1ecb v\u1edbi Mike Williams t\u1eeb Everything Marketplaces v\u1ec1 th\u1ef1c tr\u1ea1ng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed trong k\u1ef7 nguy\u00ean AI. 0:04 Gi\u1edbi thi\u1ec7u&#x200d;0:58 N\u1ec1n t\u1ea3ng c\u1ee7a Fabrice&#x200d;1:44 Nh\u1eefng g\u00ec Fabrice t\u00ecm ki\u1ebfm \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi \u0111\u1ea7u t\u01b0&#x200d;4:46 Th\u1ef1c tr\u1ea1ng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1edbi AI&#x200d;17:28 C\u00e1c chi\u1ebfn l\u01b0\u1ee3c m\u1edbi cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n AI&#x200d;19:03 T\u1ed1c \u0111\u1ed9 t\u0103ng tr\u01b0\u1edfng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 AI&#x200d;22:50 AI \u0111ang thay \u0111\u1ed5i nhu c\u1ea7u v\u1ed1n cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i nh\u01b0 th\u1ebf n\u00e0o&#x200d;25:40 Kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 c\u1ee7a c\u00e1c<\/p>\n","protected":false},"author":9,"featured_media":68588,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[257,253],"tags":[],"class_list":["post-68626","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-cho-vi","category-phong-van-tro-chuyen-ben-lo-suoi"],"acf":[],"contentUpdated":"Masterclass v\u1ec1 S\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed trong K\u1ef7 nguy\u00ean AI c\u00f9ng Everything Marketplaces. Categories - Ch\u1ee3, Ph\u1ecfng v\u1ea5n &amp; Tr\u00f2 chuy\u1ec7n b\u00ean l\u00f2 s\u01b0\u1edfi. Date-Posted - 2026-04-21T20:07:53 . \n T\u00f4i \u0111\u00e3 c\u00f3 bu\u1ed5i tr\u00f2 chuy\u1ec7n th\u00fa v\u1ecb v\u1edbi Mike Williams t\u1eeb Everything Marketplaces v\u1ec1 th\u1ef1c tr\u1ea1ng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed trong k\u1ef7 nguy\u00ean AI.\n 0:04 Gi\u1edbi thi\u1ec7u&#x200d;0:58 N\u1ec1n t\u1ea3ng c\u1ee7a Fabrice&#x200d;1:44 Nh\u1eefng g\u00ec Fabrice t\u00ecm ki\u1ebfm \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi \u0111\u1ea7u t\u01b0&#x200d;4:46 Th\u1ef1c tr\u1ea1ng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1edbi AI&#x200d;17:28 C\u00e1c chi\u1ebfn l\u01b0\u1ee3c m\u1edbi cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n AI&#x200d;19:03 T\u1ed1c \u0111\u1ed9 t\u0103ng tr\u01b0\u1edfng c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 AI&#x200d;22:50 AI \u0111ang thay \u0111\u1ed5i nhu c\u1ea7u v\u1ed1n cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i nh\u01b0 th\u1ebf n\u00e0o&#x200d;25:40 Kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 c\u1ee7a c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong k\u1ef7 nguy\u00ean AI&#x200d;28:13 L\u1eddi khuy\u00ean cho c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp b\u1eaft \u0111\u1ea7u x\u00e2y d\u1ef1ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0o n\u0103m 2026&#x200d;31:08 H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1ch c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 \u0111\u00e1nh gi\u00e1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 qu\u1ea3n l\u00fd&#x200d;33:44 H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1c m\u1eb9o \u0111\u1ec3 chuy\u1ec3n \u0111\u1ed5i sang m\u00f4 h\u00ecnh thu\u1ea7n AI&#x200d;34:55 H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1ch t\u00ednh LTV&#x200d;36:45 H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 CAC ph\u00eda ng\u01b0\u1eddi b\u00e1n&#x200d;38:17 H\u1ecfi \u0111\u00e1p nh\u00f3m v\u1ec1 c\u00e1c ti\u00eau chu\u1ea9n g\u1ecdi v\u1ed1n n\u0103m 2026&#x200d;40:10 L\u1eddi khuy\u00ean cu\u1ed1i c\u00f9ng v\u1ec1 s\u00e0n th\u01b0\u01a1ng m\u1ea1i\n Ngo\u00e0i video YouTube tr\u00ean, b\u1ea1n c\u0169ng c\u00f3 th\u1ec3 nghe podcast tr\u00ean iTunes v\u00e0 Spotify .\n B\u1ea3n ghi ch\u00e9p\n Mike Williams: Ch\u00e0o m\u1eebng b\u1ea1n quay tr\u1edf l\u1ea1i v\u1edbi Everything Marketplaces, n\u01a1i ch\u00fang ta tr\u00f2 chuy\u1ec7n v\u1ec1 c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp v\u00e0 l\u00e3nh \u0111\u1ea1o c\u1ee7a m\u1ed9t s\u1ed1 s\u00e0n th\u01b0\u01a1ng m\u1ea1i h\u00e0ng \u0111\u1ea7u hi\u1ec7n nay. \u0110\u00e2y l\u00e0 t\u1eadp 209, m\u1ed9t bu\u1ed5i tr\u00f2 chuy\u1ec7n nh\u00f3m th\u1ef1c s\u1ef1 ch\u1ea5t l\u01b0\u1ee3ng v\u1edbi Fabrice Grinda, \u0111\u1ed1i t\u00e1c t\u1ea1i FJ Labs. FJ Labs l\u00e0 m\u1ed9t qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m giai \u0111o\u1ea1n \u0111\u1ea7u \u0111\u00e3 h\u1ed7 tr\u1ee3 h\u01a1n 1.200 startup, bao g\u1ed3m c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i nh\u01b0 Alibaba, Flexport, Clutch v\u00e0 nhi\u1ec1u c\u00e1i t\u00ean kh\u00e1c.  \n Fabrice c\u0169ng t\u1eebng l\u00e0 kh\u00e1ch m\u1eddi c\u1ee7a ch\u01b0\u01a1ng tr\u00ecnh. Th\u1eadt tuy\u1ec7t v\u1eddi khi \u0111\u01b0\u1ee3c ch\u00e0o \u0111\u00f3n anh quay tr\u1edf l\u1ea1i \u0111\u1ec3 b\u1eaft \u0111\u1ea7u v\u1edbi c\u00e1i nh\u00ecn t\u1ed5ng quan nhanh v\u1ec1 Qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m FJ Labs v\u00e0 nh\u1eefng g\u00ec h\u1ecd t\u00ecm ki\u1ebfm \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi \u0111\u1ea7u t\u01b0. Ch\u00fang t\u00f4i \u0111\u00e3 \u0111i s\u00e2u v\u00e0o ch\u1ee7 \u0111\u1ec1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong k\u1ef7 nguy\u00ean AI. Ch\u00fang t\u00f4i \u0111\u00e3 th\u1ea3o lu\u1eadn v\u1ec1 c\u00e1c ch\u1ee7 \u0111\u1ec1 nh\u01b0 c\u00e1ch AI gi\u00fap c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i t\u0103ng kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 d\u1ec5 d\u00e0ng h\u01a1n, c\u0169ng nh\u01b0 th\u1ef1c tr\u1ea1ng g\u1ecdi v\u1ed1n hi\u1ec7n nay.   \n Fabrice \u0111\u00e3 chia s\u1ebb r\u1ea5t nhi\u1ec1u m\u1eb9o cho c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp v\u00e0 ch\u00fang t\u00f4i c\u0169ng c\u00f3 m\u1ed9t bu\u1ed5i h\u1ecfi \u0111\u00e1p nh\u00f3m tuy\u1ec7t v\u1eddi. T\u00f4i th\u1ef1c s\u1ef1 th\u00edch cu\u1ed9c tr\u00f2 chuy\u1ec7n n\u00e0y. T\u00f4i tin r\u1eb1ng b\u1ea1n s\u1ebd th\u1ea5y \u0111\u00e2y l\u00e0 m\u1ed9t video r\u1ea5t \u0111\u00e1ng xem cho \u0111\u1ebfn ph\u00fat cu\u1ed1i.  \n Ch\u00e0o Fabrice, r\u1ea5t vui \u0111\u01b0\u1ee3c g\u1eb7p l\u1ea1i anh trong bu\u1ed5i tr\u00f2 chuy\u1ec7n nh\u00f3m ti\u1ebfp theo h\u00f4m nay. T\u00f4i c\u1ea3m th\u1ea5y c\u00f3 qu\u00e1 nhi\u1ec1u th\u1ee9 \u0111\u00e3 thay \u0111\u1ed5i k\u1ec3 t\u1eeb l\u1ea7n tr\u00f2 chuy\u1ec7n tr\u01b0\u1edbc c\u1ee7a ch\u00fang ta ch\u1ec9 v\u00e0i n\u0103m tr\u01b0\u1edbc, v\u00e0 gi\u1edd \u0111\u00e2y t\u1ea5t nhi\u00ean ch\u00fang ta c\u00f3 r\u1ea5t nhi\u1ec1u \u0111i\u1ec1u \u0111\u1ec3 \u0111i s\u00e2u v\u00e0o. \u0110\u00f3 l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong k\u1ef7 nguy\u00ean AI, nh\u01b0ng t\u00f4i ngh\u0129 s\u1ebd r\u1ea5t tuy\u1ec7t n\u1ebfu anh c\u00f3 th\u1ec3 b\u1eaft \u0111\u1ea7u b\u1eb1ng vi\u1ec7c nh\u1eafc l\u1ea1i nhanh v\u1ec1 n\u1ec1n t\u1ea3ng c\u1ee7a m\u00ecnh cho nh\u1eefng ai ch\u01b0a bi\u1ebft ho\u1eb7c v\u1eeba m\u1edbi tham gia c\u00f9ng ch\u00fang ta t\u1ea1i \u0111\u00e2y.  \n Fabrice Grinda: T\u00f4i \u0111\u00e3 l\u00e0 nh\u00e0 s\u00e1ng l\u1eadp c\u00f4ng ngh\u1ec7 v\u00e0 nh\u00e0 \u0111\u1ea7u t\u01b0 t\u1eeb n\u0103m 1998, t\u00ednh \u0111\u1ebfn nay l\u00e0 28 n\u0103m. T\u00f4i \u0111\u00e3 x\u00e2y d\u1ef1ng ba c\u00f4ng ty l\u1edbn \u0111\u01b0\u1ee3c h\u1ed7 tr\u1ee3 b\u1edfi v\u1ed1n m\u1ea1o hi\u1ec3m. C\u00f4ng ty g\u1ea7n nh\u1ea5t t\u00f4i \u0111\u00e3 ph\u00e1t tri\u1ec3n l\u00ean \u0111\u1ebfn 11.000 nh\u00e2n vi\u00ean t\u1ea1i 30 qu\u1ed1c gia, v\u1edbi h\u01a1n 300 tri\u1ec7u ng\u01b0\u1eddi d\u00f9ng duy nh\u1ea5t. N\u00f3 gi\u1ed1ng nh\u01b0 m\u1ed9t phi\u00ean b\u1ea3n Craigslist cho ph\u1ea7n c\u00f2n l\u1ea1i c\u1ee7a th\u1ebf gi\u1edbi, v\u00e0 trong su\u1ed1t th\u1eddi gian \u0111\u00f3 b\u1eaft \u0111\u1ea7u t\u1eeb n\u0103m 98, t\u00f4i \u0111\u00e3 b\u1eaft \u0111\u1ea7u \u0111\u1ea7u t\u01b0 v\u00e0o c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i.   \n V\u00e0 sau \u0111\u00f3 t\u00f4i \u0111\u00e3 chuy\u00ean nghi\u1ec7p h\u00f3a vi\u1ec7c \u0111\u00f3. V\u00e0o n\u0103m 2016, t\u00f4i th\u00e0nh l\u1eadp FJ Labs, m\u1ed9t qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m chuy\u00ean v\u1ec1 c\u00e1c doanh nghi\u1ec7p \u00edt t\u00e0i s\u1ea3n (asset-light), c\u00e1c doanh nghi\u1ec7p \u0111\u01b0\u1ee3c h\u1ed7 tr\u1ee3 b\u1edfi v\u1ed1n v\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i quy m\u00f4 l\u1edbn. Ch\u00fang t\u00f4i \u0111\u00e3 \u0111\u1ea7u t\u01b0 v\u00e0o kho\u1ea3ng 1.300 doanh nghi\u1ec7p. Ch\u00fang t\u00f4i \u0111\u00e3 c\u00f3 h\u01a1n 300 th\u01b0\u01a1ng v\u1ee5 tho\u00e1i v\u1ed1n v\u00e0 cho \u0111\u1ebfn nay t\u1ef7 l\u1ec7 ho\u00e0n v\u1ed1n n\u1ed9i b\u1ed9 (IRR) th\u1ef1c t\u1ebf \u0111\u1ea1t kho\u1ea3ng 30%.    \n Mike Williams: \u0110\u00f3 th\u1ef1c s\u1ef1 l\u00e0 m\u1ed9t n\u1ec1n t\u1ea3ng \u0111\u00e1ng kinh ng\u1ea1c. C\u00f3 r\u1ea5t nhi\u1ec1u \u0111i\u1ec1u ch\u00fang ta s\u1ebd khai th\u00e1c \u1edf \u0111\u00e2y. T\u00f4i ngh\u0129 \u0111\u1ec3 b\u1eaft \u0111\u1ea7u, anh c\u00f3 th\u1ec3 cho ch\u00fang t\u00f4i c\u00e1i nh\u00ecn t\u1ed5ng quan v\u1ec1 FJ Labs v\u1edbi t\u01b0 c\u00e1ch l\u00e0 m\u1ed9t qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m v\u00e0 nh\u1eefng g\u00ec anh t\u00ecm ki\u1ebfm \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi \u0111\u1ea7u t\u01b0 kh\u00f4ng?   \n Fabrice Grinda: FJ Labs th\u1ef1c s\u1ef1 l\u00e0 s\u1ef1 ph\u1ea3n chi\u1ebfu t\u00ednh c\u00e1ch c\u1ee7a t\u00f4i. T\u00f4i t\u1eebng l\u00e0 m\u1ed9t si\u00eau thi\u00ean th\u1ea7n (super angel) tr\u01b0\u1edbc khi tr\u1edf th\u00e0nh nh\u00e0 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m. V\u00e0 t\u00f4i ch\u01b0a bao gi\u1edd x\u00e2y d\u1ef1ng qu\u1ef9 theo ki\u1ec3u t\u1eeb tr\u00ean xu\u1ed1ng (top-down). \u0110\u00f3 l\u00e0 n\u01a1i t\u00f4i th\u1ea5y m\u1ed9t th\u01b0\u01a1ng v\u1ee5, t\u00f4i g\u1eb7p m\u1ed9t nh\u00e0 s\u00e1ng l\u1eadp m\u00e0 t\u00f4i th\u00edch v\u00e0 ng\u01b0\u1eddi \u0111\u00f3 thuy\u1ebft ph\u1ee5c \u0111\u01b0\u1ee3c t\u00f4i, th\u1ebf l\u00e0 t\u00f4i \u0111\u1ea7u t\u01b0. B\u1edfi v\u00ec t\u00f4i l\u00e0 ng\u01b0\u1eddi t\u00f2 m\u00f2 v\u1ec1 tr\u00ed tu\u1ec7 v\u00e0 t\u00f4i ngh\u0129 c\u00f4ng ngh\u1ec7 l\u00e0 c\u00e1ch \u0111\u1ec3 gi\u1ea3i quy\u1ebft c\u00e1c v\u1ea5n \u0111\u1ec1 c\u1ee7a th\u1ebf gi\u1edbi. Trong th\u1ebf k\u1ef7 21, t\u00f4i ngh\u0129 c\u00f3 ba v\u1ea5n \u0111\u1ec1 c\u01a1 b\u1ea3n ch\u00fang ta \u0111ang c\u1ed1 g\u1eafng kh\u1eafc ph\u1ee5c: bi\u1ebfn \u0111\u1ed5i kh\u00ed h\u1eadu, b\u1ea5t b\u00ecnh \u0111\u1eb3ng v\u1ec1 c\u01a1 h\u1ed9i, v\u00e0 cu\u1ed9c kh\u1ee7ng ho\u1ea3ng s\u1ee9c kh\u1ecfe tinh th\u1ea7n v\u00e0 th\u1ec3 ch\u1ea5t. T\u00f4i th\u00edch s\u1eed d\u1ee5ng c\u00f4ng ngh\u1ec7, \u0111\u1eb7c bi\u1ec7t l\u00e0 c\u00f4ng ngh\u1ec7 \u00edt t\u00e0i s\u1ea3n \u0111\u1ec3 l\u00e0m m\u1ecdi th\u1ee9 t\u1ed1t h\u01a1n, r\u1ebb h\u01a1n, nhanh h\u01a1n c\u00e1c l\u1ef1a ch\u1ecdn thay th\u1ebf. Hi\u1ec7n t\u1ea1i, nh\u1eefng g\u00ec t\u00f4i t\u00ecm ki\u1ebfm v\u1ec1 c\u01a1 b\u1ea3n kh\u00f4ng thay \u0111\u1ed5i d\u01b0\u1edbi b\u1ea5t k\u1ef3 h\u00ecnh th\u1ee9c n\u00e0o.       \n T\u00f4i c\u00f3 b\u1ed1n ti\u00eau ch\u00ed l\u1ef1a ch\u1ecdn v\u1eabn gi\u1eef nguy\u00ean cho \u0111\u1ebfn ng\u00e0y nay, m\u1eb7c d\u00f9 c\u00f3 m\u1ed9t v\u00e0i th\u1ee9 t\u00f4i \u0111\u00e3 thay \u0111\u1ed5i trong k\u1ef7 nguy\u00ean AI. B\u1ed1n ti\u00eau ch\u00ed \u0111\u00f3 l\u00e0: Th\u1ee9 nh\u1ea5t, \u201cT\u00f4i c\u00f3 th\u00edch nh\u00e0 s\u00e1ng l\u1eadp kh\u00f4ng?\u201d \u2013 \u0111\u1ed1i v\u1edbi t\u00f4i \u0111\u00f3 l\u00e0 m\u1ed9t ng\u01b0\u1eddi c\u1ef1c k\u1ef3 c\u00f3 kh\u1ea3 n\u0103ng di\u1ec5n \u0111\u1ea1t; b\u1edfi v\u00ec d\u00f9 mu\u1ed1n hay kh\u00f4ng, v\u1edbi t\u01b0 c\u00e1ch l\u00e0 nh\u00e0 s\u00e1ng l\u1eadp, b\u1ea1n l\u00e0 m\u1ed9t ng\u01b0\u1eddi b\u00e1n h\u00e0ng, b\u1ea1n \u0111ang b\u00e1n cho nh\u00e2n vi\u00ean, b\u00e1n cho \u0111\u1ed1i t\u00e1c kinh doanh, b\u00e1n cho nh\u00e0 \u0111\u1ea7u t\u01b0, b\u00e1n cho b\u00e1o ch\u00ed, b\u1ea5t c\u1ee9 ai.\n V\u00ec v\u1eady, kh\u00f4ng quan tr\u1ecdng b\u1ea1n l\u00e0 ng\u01b0\u1eddi h\u01b0\u1edbng n\u1ed9i hay h\u01b0\u1edbng ngo\u1ea1i, b\u1ea1n c\u1ea7n ph\u1ea3i c\u00f3 kh\u1ea3 n\u0103ng di\u1ec5n \u0111\u1ea1t t\u1ed1t. V\u00e0 th\u1ee9 hai, \u201cb\u1ea1n c\u00f3 th\u1ec3 th\u1ef1c thi t\u1ea7m nh\u00ecn \u0111\u00e3 \u0111\u1eb7t ra kh\u00f4ng?\u201d. C\u1ea3 hai \u0111\u1ec1u c\u1ea7n thi\u1ebft nh\u01b0ng s\u1ebd kh\u00f4ng \u0111\u1ee7 n\u1ebfu t\u00e1ch r\u1eddi. B\u1ea1n c\u1ea7n c\u1ea3 hai y\u1ebfu t\u1ed1 \u0111\u00f3 \u0111\u1ec3 tr\u1edf th\u00e0nh m\u1ed9t nh\u00e0 s\u00e1ng l\u1eadp tuy\u1ec7t v\u1eddi. C\u00e1ch t\u00f4i t\u00ecm hi\u1ec3u xem ai \u0111\u00f3 c\u00f3 kh\u1ea3 n\u0103ng th\u1ef1c thi hay kh\u00f4ng trong m\u1ed9t cu\u1ed9c g\u1ecdi k\u00e9o d\u00e0i m\u1ed9t gi\u1edd l\u00e0 ti\u00eau ch\u00ed s\u1ed1 hai: \u201ct\u00f4i c\u00f3 th\u00edch m\u00f4 h\u00ecnh kinh doanh \u0111\u00f3 kh\u00f4ng?\u201d. \u0110\u00f3 l\u00e0 s\u1ef1 k\u1ebft h\u1ee3p gi\u1eefa quy m\u00f4 th\u1ecb tr\u01b0\u1eddng c\u00f3 th\u1ec3 ti\u1ebfp c\u1eadn (TAM), nh\u01b0ng quan tr\u1ecdng h\u01a1n \u0111\u1ed1i v\u1edbi m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i l\u00e0 kinh t\u1ebf \u0111\u01a1n v\u1ecb (unit economics). Chi ph\u00ed thu h\u00fat kh\u00e1ch h\u00e0ng (CAC) \u0111\u1ea7y \u0111\u1ee7 c\u1ee7a b\u1ea1n l\u00e0 bao nhi\u00eau, \u1edf c\u1ea3 ph\u00eda cung v\u00e0 ph\u00eda c\u1ea7u? Bi\u00ean l\u1ee3i nhu\u1eadn \u0111\u00f3ng g\u00f3p r\u00f2ng tr\u00ean m\u1ed7i kh\u00e1ch h\u00e0ng l\u00e0 bao nhi\u00eau? C\u00e1c nh\u00f3m kh\u00e1ch h\u00e0ng (cohorts) c\u1ee7a b\u1ea1n thay \u0111\u1ed5i nh\u01b0 th\u1ebf n\u00e0o theo th\u1eddi gian?        \n T\u1ef7 l\u1ec7 LTV tr\u00ean CAC c\u1ee7a b\u1ea1n d\u1ef1a tr\u00ean c\u01a1 s\u1edf CM2 l\u00e0 bao nhi\u00eau? B\u1ea5t k\u1ec3 b\u1ea1n \u0111ang \u1edf giai \u0111o\u1ea1n n\u00e0o, t\u00f4i \u0111\u1ec1u mong \u0111\u1ee3i b\u1ea1n c\u00f3 th\u1ec3 tr\u1ea3 l\u1eddi \u0111\u01b0\u1ee3c nh\u1eefng c\u00e2u h\u1ecfi n\u00e0y. Ngay c\u1ea3 tr\u01b0\u1edbc khi ra m\u1eaft, t\u00f4i mu\u1ed1n b\u1ea1n \u0111\u00e3 suy ngh\u0129 v\u1ec1 n\u00f3. N\u1ebfu b\u1ea1n ch\u01b0a ngh\u0129 \u0111\u1ebfn, r\u1ea5t kh\u00f3 c\u00f3 kh\u1ea3 n\u0103ng b\u1ea1n s\u1ebd th\u1ef1c thi \u0111\u01b0\u1ee3c \u00fd t\u01b0\u1edfng \u0111\u00f3.    \n S\u1ed1 ba: c\u00e1c \u0111i\u1ec1u kho\u1ea3n c\u1ee7a th\u01b0\u01a1ng v\u1ee5 l\u00e0 g\u00ec? T\u00f4i l\u00e0 ng\u01b0\u1eddi nh\u1ea1y c\u1ea3m v\u1ec1 gi\u00e1. \u00dd t\u00f4i kh\u00f4ng ph\u1ea3i l\u00e0 t\u00f4i mu\u1ed1n th\u1ee9 g\u00ec \u0111\u00f3 r\u1ebb, m\u00e0 t\u00f4i mu\u1ed1n n\u00f3 c\u00f4ng b\u1eb1ng. C\u00f4ng b\u1eb1ng so v\u1edbi s\u1ee9c k\u00e9o (traction), so v\u1edbi c\u01a1 h\u1ed9i v\u00e0 so v\u1edbi v\u1ea5n \u0111\u1ec1 b\u1ea1n \u0111ang gi\u1ea3i quy\u1ebft.    \n S\u1ed1 b\u1ed1n, c\u0169ng c\u01a1 b\u1ea3n kh\u00f4ng k\u00e9m, l\u00e0 \u201cb\u1ea1n c\u00f3 \u0111ang gi\u1ea3i quy\u1ebft m\u1ed9t v\u1ea5n \u0111\u1ec1 m\u00e0 t\u00f4i quan t\u00e2m, m\u1ed9t v\u1ea5n \u0111\u1ec1 \u0111ang l\u00e0m cho th\u1ebf gi\u1edbi t\u1ed1t \u0111\u1eb9p h\u01a1n theo quan \u0111i\u1ec3m c\u1ee7a t\u00f4i kh\u00f4ng?\u201d. R\u00f5 r\u00e0ng \u0111\u00f3 l\u00e0 s\u1ef1 thi\u00ean v\u1ecb, nh\u01b0ng t\u00f4i c\u00f3 c\u00e1i nh\u00ecn kh\u00e1 r\u00f5 r\u00e0ng v\u1ec1 h\u01b0\u1edbng \u0111i c\u1ee7a th\u1ebf gi\u1edbi trong t\u01b0\u01a1ng lai, t\u01b0\u01a1ng lai c\u1ee7a di \u0111\u1ed9ng, t\u01b0\u01a1ng lai c\u1ee7a robot, t\u01b0\u01a1ng lai c\u1ee7a th\u1ef1c ph\u1ea9m, v.v. V\u00e0 \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n c\u00f3 ph\u00f9 h\u1ee3p v\u1edbi nh\u1eefng l\u00e0n s\u00f3ng l\u1edbn (mega waves) kh\u00f4ng? \u0110i theo d\u00f2ng ch\u1ea3y c\u1ee7a l\u1ecbch s\u1eed ch\u1ee9 kh\u00f4ng ph\u1ea3i ch\u1ed1ng l\u1ea1i n\u00f3.    \n V\u1eady \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n c\u00f3 ph\u00f9 h\u1ee3p v\u1edbi h\u01b0\u1edbng \u0111i c\u1ee7a l\u1ecbch s\u1eed kh\u00f4ng? V\u00e0 khi b\u1ed1n ti\u00eau ch\u00ed n\u00e0y c\u00f9ng h\u1ed9i t\u1ee5, t\u00f4i s\u1ebd \u0111\u1ea7u t\u01b0 v\u00e0 ch\u00fang t\u00f4i \u0111\u1ea7u t\u01b0 kh\u00e1 nhanh, qua hai cu\u1ed9c h\u1ecdp m\u1ed9t gi\u1edd trong v\u00f2ng m\u1ed9t tu\u1ea7n; ch\u00fang t\u00f4i tham gia ho\u1eb7c kh\u00f4ng. \u0110i\u1ec1u \u0111\u00f3 kh\u00f4ng thay \u0111\u1ed5i. V\u1eady \u0111\u00f3.    \n Mike Williams: Nh\u1eefng ti\u00eau ch\u00ed n\u00e0y s\u1ebd r\u1ea5t h\u1eefu \u00edch cho m\u1ecdi ng\u01b0\u1eddi \u1edf \u0111\u00e2y. T\u00f4i ch\u1eafc ch\u1eafn n\u00f3 s\u1ebd d\u1eabn \u0111\u1ebfn kh\u00e1 nhi\u1ec1u c\u00e2u h\u1ecfi khi ch\u00fang ta \u0111\u1ebfn ph\u1ea7n h\u1ecfi \u0111\u00e1p nh\u00f3m. Nh\u01b0ng t\u00f4i mu\u1ed1n chuy\u1ec3n sang n\u00f3i v\u1ec1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0 k\u1ef7 nguy\u00ean AI m\u00e0 ch\u00fang ta \u0111ang s\u1ed1ng. Ch\u1eafc ch\u1eafn anh \u0111\u00e3 th\u1ea5y t\u00e1c \u0111\u1ed9ng c\u1ee7a n\u00f3. V\u1eady \u0111i\u1ec3m kh\u1edfi \u0111\u1ea7u l\u00e0 ch\u00fang ta \u0111ang \u1edf \u0111\u00e2u v\u1edbi m\u1ecdi th\u1ee9 hi\u1ec7n nay?    \n Fabrice Grinda: T\u00f4i mu\u1ed1n n\u00f3i r\u1eb1ng ch\u00fang ta \u0111ang \u1edf n\u0103m cao \u0111i\u1ec3m c\u1ee7a s\u1ef1 lo ng\u1ea1i t\u1eeb c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0 c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 \u0111\u1ea1i ch\u00fang v\u1ec1 t\u00e1c \u0111\u1ed9ng c\u1ee7a AI. H\u1ecd ki\u1ec3u nh\u01b0: \u1ed3! Ph\u1ea7n \u0111\u1ea7u ph\u1ec5u (top of funnel) s\u1ebd chuy\u1ec3n h\u1ebft sang c\u00e1c t\u00e1c nh\u00e2n AI (agents), v\u00e0 do \u0111\u00f3 b\u1ea1n s\u1ebd kh\u00f4ng c\u00f3 bi\u00ean l\u1ee3i nhu\u1eadn, b\u1ea1n s\u1ebd b\u1ecb \u00e9p bi\u00ean l\u1ee3i nhu\u1eadn kh\u1ee7ng khi\u1ebfp v\u00e0 b\u1ecb m\u1ea5t vai tr\u00f2 trung gian. C\u00f3 l\u1ebd c\u00e1c LLM ng\u1eafn h\u1ea1n nh\u01b0 GPT v\u00e0 Claude s\u1ebd t\u00edch h\u1ee3p theo chi\u1ec1u d\u1ecdc v\u00e0 l\u00e0m m\u1ecdi th\u1ee9, v\u00e0 s\u1ebd kh\u00f4ng c\u00f2n ch\u1ed7 cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i n\u1eefa. V\u00e0 c\u00f3 l\u1ebd to\u00e0n b\u1ed9 h\u1ec7 th\u1ed1ng s\u1ebd chuy\u1ec3n sang th\u01b0\u01a1ng m\u1ea1i d\u1ef1a tr\u00ean t\u00e1c nh\u00e2n (agentic commerce), th\u1eadm ch\u00ed kh\u00f4ng c\u00f2n con ng\u01b0\u1eddi tham gia v\u00e0 do \u0111\u00f3 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i tr\u1edf n\u00ean l\u1ed7i th\u1eddi.    \n V\u00e0 t\u00f4i ho\u00e0n to\u00e0n kh\u00f4ng \u0111\u1ed3ng \u00fd v\u1edbi m\u1ecdi nh\u1eadn \u0111\u1ecbnh \u0111\u00f3. Tr\u01b0\u1edbc h\u1ebft, khi nh\u00ecn v\u00e0o h\u00e0nh vi c\u1ee7a ng\u01b0\u1eddi d\u00f9ng tr\u00ean c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay, t\u00f4i kh\u00f4ng th\u1ea5y s\u1ef1 chuy\u1ec3n d\u1ecbch sang c\u00e1c LLM v\u00e0 t\u00f4i c\u0169ng kh\u00f4ng mong \u0111\u1ee3i \u0111i\u1ec1u \u0111\u00f3 x\u1ea3y ra, v\u00ec c\u00f3 ba h\u00e0nh vi mua s\u1eafm tr\u00ean c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. \n M\u1ed9t l\u00e0 b\u1ea1n \u0111ang l\u01b0\u1edbt xem \u0111\u1ec3 gi\u1ea3i tr\u00ed, t\u01b0\u01a1ng t\u1ef1 nh\u01b0 vi\u1ec7c \u0111i d\u1ea1o tr\u00ean \u0111\u01b0\u1eddng Broadway \u1edf SOHO v\u00e0 \u0111i t\u1eeb c\u1eeda h\u00e0ng n\u00e0y sang c\u1eeda h\u00e0ng kh\u00e1c. N\u1ebfu b\u1ea1n \u0111ang \u1edf m\u1ed9t trong nh\u1eefng lo\u1ea1i trang web n\u00e0y \u2013 h\u00e3y ngh\u0129 \u0111\u1ebfn Vinted trong danh m\u1ee5c th\u1eddi trang c\u0169, n\u01a1i vi\u1ec7c l\u01b0\u1edbt xem th\u1ef1c s\u1ef1 l\u00e0 \u0111\u1ec3 gi\u1ea3i tr\u00ed v\u00e0 b\u1ea1n l\u01b0\u1edbt trung b\u00ecnh 20, 30 trang m\u1ed7i l\u1ea7n truy c\u1eadp.  \n B\u1ea1n truy c\u1eadp nhi\u1ec1u l\u1ea7n trong th\u00e1ng. B\u1ea1n kh\u00f4ng th\u1ef1c s\u1ef1 t\u00ecm ki\u1ebfm th\u1ee9 g\u00ec c\u1ee5 th\u1ec3, nh\u01b0ng \u0111\u00f3 l\u00e0 m\u1ed9t gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh kh\u00e1 th\u1ea5p. M\u1ed9t th\u1ee9 g\u00ec \u0111\u00f3 b\u1ea1n mua theo c\u1ea3m h\u1ee9ng. M\u1ed9t l\u1ea7n n\u1eefa, kh\u00f4ng c\u00f3 th\u1ebf gi\u1edbi n\u00e0o m\u00e0 lu\u1ed3ng d\u1eef li\u1ec7u \u0111\u00f3 chuy\u1ec3n sang c\u00e1c LLM. Vi\u1ec7c t\u1ea1o ra m\u1ed9t lu\u1ed3ng d\u1eef li\u1ec7u v\u1ec1 th\u1eddi trang c\u0169 v\u1edbi m\u1ee9c gi\u00e1 trung b\u00ecnh 30 euro m\u00e0 b\u1ea1n c\u00f3 th\u1ec3 mu\u1ed1n mua kh\u00f4ng n\u1eb1m trong top m\u1ed9t ngh\u00ecn \u01b0u ti\u00ean c\u1ee7a b\u1ea5t k\u1ef3 LLM n\u00e0o. Ch\u00fang \u0111\u01b0\u1ee3c t\u1ed5 ch\u1ee9c \u0111\u1ec3 \u0111\u1ea1t hi\u1ec7u qu\u1ea3, kh\u00f4ng ph\u1ea3i cho m\u1ed9t ng\u01b0\u1eddi \u0111ang mu\u1ed1n xem d\u1ea1o. Trong m\u1ed9t th\u1ebf gi\u1edbi m\u00e0 b\u1ea1n kh\u00f4ng t\u00ecm ki\u1ebfm s\u1ef1 hi\u1ec7u qu\u1ea3, n\u00f3 s\u1ebd kh\u00f4ng ho\u1ea1t \u0111\u1ed9ng. Ngay c\u1ea3 khi l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp chuy\u1ec3n \u0111\u1ebfn \u0111\u00f3, t\u00f4i c\u0169ng kh\u00f4ng ngh\u0129 \u0111\u00f3 l\u00e0 v\u1ea5n \u0111\u1ec1 l\u1edbn.       \n Th\u1ee9 hai, n\u1ebfu b\u1ea1n bi\u1ebft ch\u00ednh x\u00e1c m\u00ecnh \u0111ang t\u00ecm ki\u1ebfm g\u00ec, th\u00ec c\u0169ng ch\u1eb3ng c\u00f3 l\u00fd do g\u00ec \u0111\u1ec3 \u0111\u1ebfn v\u1edbi c\u00e1c LLM c\u1ea3. H\u00e0nh vi hi\u1ec7n t\u1ea1i l\u00e0 b\u1ea1n truy c\u1eadp tr\u1ef1c ti\u1ebfp v\u00e0o Amazon ho\u1eb7c eBay ho\u1eb7c \u1edf m\u1ee9c \u0111\u1ed9 th\u1ea5p h\u01a1n l\u00e0 Google, b\u1ea1n nh\u1eadp t\u00ean m\u1eabu m\u00e1y, v\u00ed d\u1ee5 LG TV C3 65 inch OLED v\u00e0 b\u00f9m, b\u1ea1n c\u00f3 k\u1ebft qu\u1ea3. \n V\u00e0 nh\u00e2n ti\u1ec7n, ngay c\u1ea3 khi b\u1ea1n d\u00f9ng Google, gi\u00e1 tr\u1ecb h\u1ecd n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c c\u0169ng kh\u00e1 nh\u1ecf v\u00ec 43% k\u1ebft qu\u1ea3 th\u1ef1c t\u1ebf d\u1eabn \u0111\u1ebfn Amazon v\u00e0 eBay. V\u00ec v\u1eady, t\u00ednh thanh kho\u1ea3n v\u1eabn \u0111\u01b0\u1ee3c cung c\u1ea5p b\u1eb1ng c\u00e1ch t\u1eadp trung m\u1ecdi ng\u01b0\u1eddi \u1edf ph\u00eda sau. B\u00e2y gi\u1edd c\u00f3 danh m\u1ee5c th\u1ee9 ba l\u00e0 c\u00e1c giao d\u1ecbch mua s\u1eafm c\u00f3 c\u00e2n nh\u1eafc (considered purchases), n\u01a1i t\u00f4i c\u00f3 th\u1ec3 l\u1eadp lu\u1eadn r\u1eb1ng LLM s\u1ebd chi\u1ebfm \u0111\u01b0\u1ee3c nhi\u1ec1u gi\u00e1 tr\u1ecb h\u01a1n.   \n B\u1edfi v\u00ec n\u1ebfu b\u1ea1n kh\u00f4ng bi\u1ebft m\u00ecnh n\u00ean mua chi\u1ebfc xe n\u00e0o d\u1ef1a tr\u00ean vi\u1ec7c b\u1ea1n l\u00e0 ai, b\u1ea1n n\u00ean s\u1ed1ng \u1edf \u0111\u00e2u, v.v., th\u00ec m\u1ed9t cu\u1ed9c tr\u00f2 chuy\u1ec7n v\u1edbi LLM l\u00e0 h\u1ee3p l\u00fd. \u0110\u1ed1i v\u1edbi c\u00e1c giao d\u1ecbch mua s\u1eafm c\u00f3 c\u00e2n nh\u1eafc, nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, li\u1ec7u Carvana c\u00f3 v\u1ecb th\u1ebf t\u1ed1t h\u01a1n \u0111\u1ec3 t\u01b0 v\u1ea5n cho b\u1ea1n hay l\u00e0 GPT? \u0110i\u1ec1u \u0111\u00f3 ch\u01b0a r\u00f5 r\u00e0ng.  \n C\u00f3 th\u1ec3 l\u00e0 GPT. Nh\u01b0ng ngay c\u1ea3 khi \u0111\u00f3, gi\u1ea3 s\u1eed t\u00f4i sai \u0111i. M\u1ed9t tr\u0103m ph\u1ea7n tr\u0103m ph\u1ea7n \u0111\u1ea7u ph\u1ec5u chuy\u1ec3n sang GPT. V\u00e0 t\u1ea5t c\u1ea3 c\u00e1c t\u00ecm ki\u1ebfm b\u1eaft \u0111\u1ea7u t\u1eeb \u0111\u00f3. B\u00e2y gi\u1edd h\u00e3y suy ngh\u0129 xem GPT s\u1ebd n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c bao nhi\u00eau gi\u00e1 tr\u1ecb trong k\u1ecbch b\u1ea3n t\u1ed3i t\u1ec7 nh\u1ea5t n\u00e0y so v\u1edbi s\u00e0n th\u01b0\u01a1ng m\u1ea1i? N\u00f3 ph\u1ee5 thu\u1ed9c v\u00e0o c\u00f4ng vi\u1ec7c c\u1ea7n th\u1ef1c hi\u1ec7n (job to be done).    \n V\u00e0 nh\u1eefng ng\u01b0\u1eddi s\u1edbm \u00e1p d\u1ee5ng AEO s\u1ebd gi\u00e0nh chi\u1ebfn th\u1eafng trong cu\u1ed9c chi\u1ebfn l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp mi\u1ec5n ph\u00ed. Do \u0111\u00f3, b\u1ea1n c\u00f3 th\u1ec3 nh\u1eadn \u0111\u01b0\u1ee3c r\u1ea5t nhi\u1ec1u l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp mi\u1ec5n ph\u00ed t\u1ea1i \u0111\u00f3. V\u00ec v\u1eady, h\u00e3y ch\u1eafc ch\u1eafn l\u1eadp ch\u1ec9 m\u1ee5c cho m\u00ecnh \u1edf \u0111\u00f3. \u0110\u1eebng \u0111\u1ec3 h\u1ecd s\u1eed d\u1ee5ng b\u1ea1n l\u00e0m d\u1eef li\u1ec7u \u0111\u00e0o t\u1ea1o, nh\u01b0ng h\u00e3y l\u1eadp ch\u1ec9 m\u1ee5c \u0111\u1ec3 b\u1ea1n xu\u1ea5t hi\u1ec7n trong c\u00e1c k\u1ebft qu\u1ea3. \u0110\u01b0\u1ee3c r\u1ed3i, gi\u1edd h\u00e3y gi\u1ea3 \u0111\u1ecbnh m\u1ed9t k\u1ecbch b\u1ea3n t\u1ed3i t\u1ec7 nh\u1ea5t.    \n V\u00ec b\u1ea5t k\u1ef3 l\u00fd do g\u00ec, t\u00f4i c\u00f3 th\u1ec3 sai. M\u1ed9t tr\u0103m ph\u1ea7n tr\u0103m ph\u1ea7n \u0111\u1ea7u ph\u1ec5u \u0111\u1ed5 v\u1ec1 GPT. V\u00e0 m\u1ecdi t\u00ecm ki\u1ebfm \u0111\u1ec1u b\u1eaft \u0111\u1ea7u t\u1eeb \u0111\u00f3. B\u00e2y gi\u1edd, h\u00e3y c\u00f9ng suy ngh\u0129 xem GPT s\u1ebd n\u1eafm gi\u1eef bao nhi\u00eau gi\u00e1 tr\u1ecb trong k\u1ecbch b\u1ea3n t\u1ed3i t\u1ec7 nh\u1ea5t n\u00e0y so v\u1edbi th\u1ecb tr\u01b0\u1eddng? V\u00e0 th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, n\u00f3 quay tr\u1edf l\u1ea1i v\u1ea5n \u0111\u1ec1 v\u1ec1 \u201cnhi\u1ec7m v\u1ee5 c\u1ea7n th\u1ef1c hi\u1ec7n\u201d, \u0111\u00fang kh\u00f4ng?    \n N\u1ebfu b\u1ea1n n\u00f3i v\u1edbi t\u00f4i r\u1eb1ng b\u1ea1n \u0111ang \u0111\u1eb7t v\u00e9 m\u00e1y bay v\u00e0 c\u00f3 n\u0103m h\u00e3ng h\u00e0ng kh\u00f4ng chi\u1ebfm 99% th\u1ecb ph\u1ea7n, v\u00e0 h\u1ecd l\u00e0 nh\u1eefng nh\u00e0 \u0111\u1ed9c quy\u1ec1n nh\u00f3m. \u0110\u01b0\u1ee3c r\u1ed3i, b\u1ea1n ti\u00eau \u0111\u1eddi r\u1ed3i. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, trong th\u1ebf gi\u1edbi ng\u00e0y nay, Expedia ki\u1ebfm \u0111\u01b0\u1ee3c bao nhi\u00eau ti\u1ec1n t\u1eeb v\u00e9 m\u00e1y bay? Kh\u00f4ng c\u00f3 g\u00ec c\u1ea3. H\u1ecd kh\u00f4ng th\u1ef1c s\u1ef1 l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. H\u1ecd l\u00e0 m\u1ed9t nh\u00e0 ph\u00e2n ph\u1ed1i cho c\u00e1c \u0111\u1ea1i l\u00fd. V\u00e0 nh\u00e2n ti\u1ec7n, \u0111i\u1ec1u n\u00e0y \u0111\u00fang v\u1edbi b\u1ea5t k\u1ef3 ai trong s\u1ed1 c\u00e1c b\u1ea1n \u0111ang x\u00e2y d\u1ef1ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i: n\u1ebfu ngu\u1ed3n cung c\u1ee7a b\u1ea1n b\u1ecb t\u1eadp trung, b\u1ea1n kh\u00f4ng ph\u1ea3i l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. B\u1ea1n l\u00e0 m\u1ed9t nh\u00e0 ph\u00e2n ph\u1ed1i cho b\u1ea5t k\u1ef3 ai b\u1ea1n \u0111ang b\u00e1n h\u00e0ng cho, v\u00e0 h\u1ecd s\u1ebd c\u00f3 quy\u1ec1n \u0111\u1ecbnh gi\u00e1 \u0111\u1ed1i v\u1edbi b\u1ea1n, v\u00e0 b\u1ea1n s\u1ebd kh\u00f4ng th\u1ec3 c\u00f3 bi\u00ean l\u1ee3i nhu\u1eadn h\u1ee3p l\u00fd.          \n B\u00e2y gi\u1edd h\u00e3y ngh\u0129 v\u1ec1 m\u1ed9t Airbnb v\u1edbi h\u00e0ng tri\u1ec7u danh s\u00e1ch ph\u00f2ng ho\u1eb7c DoorDash v\u1edbi h\u00e0ng tr\u0103m ngh\u00ecn nh\u00e0 h\u00e0ng. Ngu\u1ed3n cung \u0111\u00f3, v\u1ed1n \u0111\u00e3 \u0111\u01b0\u1ee3c t\u1ed5ng h\u1ee3p, c\u1ef1c k\u1ef3 kh\u00f3 \u0111\u1ec3 sao ch\u00e9p. Kh\u00f4ng c\u00f3 th\u1ebf gi\u1edbi n\u00e0o m\u00e0 GPT s\u1ebd \u0111i l\u00e0m vi\u1ec7c \u0111\u00f3. V\u00e0 nh\u00e2n ti\u1ec7n, b\u1ea1n c\u00e0ng l\u00e0m nhi\u1ec1u vi\u1ec7c \u0111\u1ec3 k\u1ebft n\u1ed1i h\u1ecd v\u1edbi nh\u1eefng ng\u01b0\u1eddi giao h\u00e0ng.   \n DoorDash c\u00f3 s\u00e0n th\u01b0\u01a1ng m\u1ea1i ba b\u00ean, g\u1ed3m ng\u01b0\u1eddi mua, nh\u00e0 h\u00e0ng v\u00e0 ng\u01b0\u1eddi giao h\u00e0ng. B\u1ea1n c\u00e0ng l\u00e0m nhi\u1ec1u v\u1ec1 thanh to\u00e1n, h\u1eadu c\u1ea7n, v.v., b\u1ea1n c\u00e0ng n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c nhi\u1ec1u gi\u00e1 tr\u1ecb. V\u00e0 \u0111\u1eebng qu\u00ean, h\u1ea7u h\u1ebft c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i l\u00e0 ki\u1ec3u ng\u01b0\u1eddi th\u1eafng cu\u1ed9c chi\u1ebfm ph\u1ea7n l\u1edbn (winner takes most) trong h\u1ea7u h\u1ebft c\u00e1c danh m\u1ee5c n\u00e0y, v\u00e0 b\u1ea1n bi\u1ebft \u0111\u1ea5y, v\u1ec1 c\u01a1 b\u1ea3n ch\u1ec9 c\u00f3 Airbnb, r\u1ed3i DoorDash v\u00e0 Uber Eats, ch\u1ec9 v\u1eady th\u00f4i.  \n C\u00f3 Uber v\u00e0 Lyft, v\u1eady th\u00f4i. C\u00e0ng c\u00f3 nhi\u1ec1u giao d\u1ecbch nh\u1ecf l\u1eb7p l\u1ea1i v\u1edbi ngu\u1ed3n cung c\u1ef1c k\u1ef3 ph\u00e2n t\u00e1n, b\u1ea1n c\u00e0ng n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c nhi\u1ec1u gi\u00e1 tr\u1ecb. V\u00ec v\u1eady, m\u1ee9c t\u1ed1i \u0111a m\u00e0 t\u00f4i c\u00f3 th\u1ec3 th\u1ea5y m\u1ed9t GPT n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c s\u1ebd t\u01b0\u01a1ng \u0111\u01b0\u01a1ng v\u1edbi m\u1ed9t Google SEM \u1edf \u0111\u1ea7u ph\u1ec5u, v\u00e0 \u0111\u00f3 l\u00e0 gi\u1ea3 s\u1eed 100% l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp chuy\u1ec3n \u0111\u1ebfn \u0111\u00f3, m\u00e0 t\u00f4i kh\u00f4ng ngh\u0129 l\u01b0u l\u01b0\u1ee3ng s\u1ebd chuy\u1ec3n \u0111\u1ebfn \u0111\u00f3.  \n V\u00ec v\u1eady, t\u00f4i s\u1ebd kh\u00f4ng lo l\u1eafng v\u1ec1 \u201ct\u00e1c \u0111\u1ed9ng c\u1ee7a th\u01b0\u01a1ng m\u1ea1i d\u1ef1a tr\u00ean t\u00e1c nh\u00e2n l\u00e0 g\u00ec?\u201d. V\u00e0 nh\u00e2n ti\u1ec7n, th\u01b0\u01a1ng m\u1ea1i d\u1ef1a tr\u00ean t\u00e1c nh\u00e2n ng\u00e0y nay b\u1eb1ng kh\u00f4ng. N\u00f3 kh\u00f4ng t\u1ed3n t\u1ea1i x\u00e9t t\u1eeb g\u00f3c \u0111\u1ed9 kh\u1ed1i l\u01b0\u1ee3ng. Vi\u1ec7c mua h\u00e0ng kh\u00f4ng do con ng\u01b0\u1eddi \u0111i\u1ec1u khi\u1ec3n b\u1edfi c\u00e1c t\u00e1c nh\u00e2n AI l\u00e0 c\u1ef1c k\u1ef3 nh\u1ecf. V\u00e0 li\u1ec7u n\u00f3 c\u00f3 ph\u00e1t tri\u1ec3n theo th\u1eddi gian kh\u00f4ng?     \u0110\u00fang. T\u00f4i c\u00f3 k\u1ef3 v\u1ecdng n\u00f3 s\u1ebd chi\u1ebfm h\u01a1n 10% th\u01b0\u01a1ng m\u1ea1i trong n\u0103m n\u0103m t\u1edbi kh\u00f4ng? Kh\u00f4ng. KH\u00d4NG.\n V\u00ec v\u1eady, th\u1ee9 hai, t\u00f4i th\u1ef1c s\u1ef1 s\u1ebd kh\u00f4ng lo l\u1eafng qu\u00e1 nhi\u1ec1u v\u1ec1 nh\u1eefng m\u1ed1i \u0111e d\u1ecda t\u00f4i v\u1eeba \u0111\u1ec1 c\u1eadp, m\u00e0 thay v\u00e0o \u0111\u00f3 h\u00e3y lo l\u1eafng v\u1ec1 c\u01a1 h\u1ed9i. \u0110\u1ed1i v\u1edbi t\u00f4i, \u0111\u00f3 l\u00e0 n\u01a1i m\u1ecdi ng\u01b0\u1eddi \u0111ang \u0111\u00e1nh gi\u00e1 th\u1ea5p nh\u1eefng g\u00ec b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m h\u00f4m nay v\u1edbi t\u01b0 c\u00e1ch l\u00e0 nh\u00e0 s\u00e1ng l\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng AI. V\u00e0 n\u00f3 th\u1eadt kinh ng\u1ea1c. H\u00e3y \u0111\u1ec3 t\u00f4i \u0111\u01b0a ra m\u1ed9t v\u00e0i v\u00ed d\u1ee5 v\u1ec1 s\u00e1u danh m\u1ee5c nh\u1eefng vi\u1ec7c b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m.   \n M\u1ed9t l\u00e0 th\u01b0\u01a1ng m\u1ea1i xuy\u00ean bi\u00ean gi\u1edbi, \u0111i\u1ec1u \u0111\u00f3 c\u00f3 th\u1ec3 \u00edt li\u00ean quan h\u01a1n n\u1ebfu b\u1ea1n \u0111ang b\u00e1n h\u00e0ng t\u1ea1i M\u1ef9. Nh\u01b0ng v\u00ed d\u1ee5 \u1edf \u1ea4n \u0110\u1ed9, n\u01a1i c\u00f3 r\u1ea5t nhi\u1ec1u ng\u00f4n ng\u1eef nh\u01b0 ti\u1ebfng Bengal, ti\u1ebfng Tamil, ti\u1ebfng Hindi, v.v. Tr\u01b0\u1edbc \u0111\u00e2y c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i ph\u00e2n t\u00e1n b\u00e1n h\u00e0ng t\u1ea1i \u0111\u1ecba ph\u01b0\u01a1ng nh\u01b0 CDC \u0111\u00e3 l\u00e0m kh\u00f4ng th\u1ec3 ho\u1ea1t \u0111\u1ed9ng. B\u1ea1n kh\u00f4ng th\u1ec3 b\u00e1n h\u00e0ng t\u1eeb m\u1ed9t ng\u01b0\u1eddi ti\u00eau d\u00f9ng \u1edf v\u00f9ng n\u00e0y sang v\u00f9ng kh\u00e1c v\u00ec h\u1ecd kh\u00f4ng n\u00f3i c\u00f9ng ng\u00f4n ng\u1eef.    \n V\u00e0 \u0111i\u1ec1u \u0111\u00f3 c\u0169ng \u0111\u00fang \u1edf Ch\u00e2u \u00c2u. Ch\u00e2u \u00c2u ch\u01b0a bao gi\u1edd th\u1ef1c s\u1ef1 l\u00e0 m\u1ed9t kh\u1ed1i th\u1ed1ng nh\u1ea5t. Ch\u00e2u \u00c2u l\u00e0 Ph\u00e1p, \u0110\u1ee9c v\u00e0 Anh, v\u00e0 ng\u01b0\u1eddi Ph\u00e1p kh\u00f4ng n\u00f3i ti\u1ebfng Anh hay ti\u1ebfng \u0110\u1ee9c, v\u00e0 b\u1ea1n kh\u00f4ng th\u1ec3 v\u1eadn chuy\u1ec3n xuy\u00ean bi\u00ean gi\u1edbi. Nh\u01b0ng gi\u1edd \u0111\u00e2y Vinted, s\u00e0n th\u01b0\u01a1ng m\u1ea1i th\u1eddi trang t\u00f4i \u0111\u00e3 \u0111\u1ec1 c\u1eadp tr\u01b0\u1edbc \u0111\u00f3 v\u1edbi h\u01a1n 10 t\u1ef7 GMV, m\u1ed9t t\u1ef7 doanh thu r\u00f2ng, h\u00e0ng tr\u0103m tri\u1ec7u d\u00f2ng ti\u1ec1n t\u1ef1 do.    \n H\u1ecd l\u00e0 nh\u1eefng thi\u00ean t\u00e0i, h\u1ecd \u0111ang t\u1ef1 \u0111\u1ed9ng d\u1ecbch c\u00e1c danh s\u00e1ch h\u00e0ng h\u00f3a. H\u1ecd t\u1ef1 \u0111\u1ed9ng d\u1ecbch c\u00e1c cu\u1ed9c h\u1ed9i tho\u1ea1i gi\u1eefa ng\u01b0\u1eddi mua v\u00e0 ng\u01b0\u1eddi b\u00e1n. V\u00e0 v\u00ec v\u1eady h\u1ecd \u0111ang s\u1eed d\u1ee5ng t\u00ednh thanh kho\u1ea3n t\u1ea1i Ph\u00e1p n\u01a1i h\u1ecd \u0111\u00e3 th\u1eafng \u0111\u1ec3 sau \u0111\u00f3 ti\u1ebfn sang T\u00e2y Ban Nha, \u00dd, v\u00e0 h\u1ecd ngay l\u1eadp t\u1ee9c c\u00f3 t\u00ednh thanh kho\u1ea3n v\u00e0 ngay l\u1eadp t\u1ee9c tr\u1edf th\u00e0nh m\u1ed9t th\u1ebf l\u1ef1c th\u1ed1ng tr\u1ecb. Ch\u00fang t\u00f4i l\u00e0 nh\u00e0 \u0111\u1ea7u t\u01b0 v\u00e0o c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i nh\u01b0 s\u00e0n B2B v\u1ec1 xe c\u0169 nh\u01b0 CarOnSale \u1edf \u0110\u1ee9c, hi\u1ec7n \u0111ang b\u00e1n h\u00e0ng t\u1ea1i Ph\u00e1p. V\u00e0 ch\u1ec9 trong v\u00f2ng m\u1ed9t n\u0103m, 30% doanh s\u1ed1 \u0111\u1ebfn t\u1eeb \u0111\u00f3. V\u00ec v\u1eady, v\u1ec1 c\u01a1 b\u1ea3n b\u1ea1n c\u00f3 th\u1ec3 v\u01b0\u01a1n ra xuy\u00ean bi\u00ean gi\u1edbi v\u00e0 t\u0103ng quy m\u00f4 kinh doanh th\u00eam 30% trong m\u1ed9t n\u0103m b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng AI.     \n Th\u1ee9 hai, vi\u1ec7c \u0111\u0103ng tin tr\u00ean c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. Trong l\u1ecbch s\u1eed, \u1edf h\u1ea7u h\u1ebft c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i, t\u1ef7 l\u1ec7 l\u00e0 1% ng\u01b0\u1eddi b\u00e1n v\u00e0 99% ng\u01b0\u1eddi mua. V\u00e0 kh\u00f4ng quan tr\u1ecdng \u0111\u00f3 l\u00e0 d\u1ecbch v\u1ee5 hay s\u1ea3n ph\u1ea9m, v.v. M\u1ed9t ph\u1ea7n l\u00e0 do r\u00e0o c\u1ea3n \u0111\u0103ng tin kh\u00e1 cao.  \n N\u1ebfu t\u00f4i c\u1ea7n ch\u1ee5p 20 b\u1ee9c \u1ea3nh, vi\u1ebft ti\u00eau \u0111\u1ec1, vi\u1ebft m\u00f4 t\u1ea3 trong danh m\u1ee5c \u0111\u00e3 ch\u1ecdn v\u00e0 ch\u1ecdn gi\u00e1, \u0111\u00f3 l\u00e0 m\u1ed9t kh\u1ed1i l\u01b0\u1ee3ng c\u00f4ng vi\u1ec7c \u0111\u00e1ng k\u1ec3. V\u00e0 h\u1ea7u h\u1ebft m\u1ecdi ng\u01b0\u1eddi \u0111\u1ec1u l\u01b0\u1eddi v\u00e0 kh\u00f4ng s\u1eb5n l\u00f2ng l\u00e0m vi\u1ec7c \u0111\u00f3. \u0110i\u1ec1u \u0111\u00f3 \u0111\u1eb7c bi\u1ec7t \u0111\u00fang \u0111\u1ed1i v\u1edbi c\u00e1c m\u1eb7t h\u00e0ng c\u00f3 gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh th\u1ea5p. V\u00e0 n\u00f3 c\u0169ng \u0111\u00fang v\u1edbi c\u00e1c danh m\u1ee5c m\u00e0 giao d\u1ecbch ph\u1ee9c t\u1ea1p.   \n Nh\u01b0ng gi\u1edd \u0111\u00e2y v\u1edbi AI, b\u1ea1n ch\u1ec9 c\u1ea7n ch\u1ee5p m\u1ed9t b\u1ee9c \u1ea3nh, b\u00f9m. Danh m\u1ee5c, m\u00f4 t\u1ea3, b\u00f9m. V\u00e0 b\u1ea1n \u0111\u00e3 xong. V\u00e0 th\u1eadm ch\u00ed c\u00f2n c\u1ea3i thi\u1ec7n danh s\u00e1ch v\u1edbi t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i cao h\u01a1n \u1edf ph\u00eda b\u00e1n. V\u00ec v\u1eady, b\u1ea1n ho\u00e0n to\u00e0n n\u00ean s\u1eed d\u1ee5ng AI v\u1edbi vi\u1ec7c \u0111\u00e0o t\u1ea1o v\u00e0 b\u1ed9 d\u1eef li\u1ec7u ph\u00f9 h\u1ee3p cho danh m\u1ee5c c\u1ee7a m\u00ecnh \u0111\u1ec3 \u0111\u01a1n gi\u1ea3n h\u00f3a quy tr\u00ecnh \u0111\u0103ng tin \u0111\u1ebfn m\u1ee9c t\u1ed1i \u0111a nh\u1eb1m c\u1ea3i thi\u1ec7n t\u1ef7 l\u1ec7 kh\u00e1ch truy c\u1eadp tr\u1edf th\u00e0nh ng\u01b0\u1eddi b\u00e1n v\u00e0 nh\u00ecn chung l\u00e0 c\u1ea3i thi\u1ec7n tr\u1ea3i nghi\u1ec7m ng\u01b0\u1eddi d\u00f9ng, t\u1eeb \u0111\u00f3 c\u1ea3i thi\u1ec7n t\u1ef7 l\u1ec7 mua h\u00e0ng.    \n Th\u1ee9 ba, b\u1ea1n c\u00f3 th\u1ec3 thay \u0111\u1ed5i c\u0103n b\u1ea3n c\u1ea5u tr\u00fac chi ph\u00ed c\u1ee7a m\u00ecnh. Ch\u00fang t\u00f4i l\u00e0 nh\u00e0 \u0111\u1ea7u t\u01b0 v\u00e0o m\u1ed9t c\u00f4ng ty t\u00ean l\u00e0 Ace Waves, chuy\u00ean l\u00e0m AI ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. C\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i t\u00edch h\u1ee3p n\u00f3 \u0111\u00e3 gi\u1ea3m 50% chi ph\u00ed ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng trong s\u00e1u th\u00e1ng, 50% trong khi v\u1eabn c\u1ea3i thi\u1ec7n ch\u1ec9 s\u1ed1 NPS.  \n \u0110\u1ed3ng th\u1eddi, b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng Vibe coding, b\u1ea1n c\u00f3 th\u1ec3 c\u1ea3i thi\u1ec7n n\u0103ng su\u1ea5t l\u1eadp tr\u00ecnh m\u1ed9t c\u00e1ch \u0111\u00e1ng k\u1ec3. V\u00ec v\u1eady, b\u1ea1n c\u00f3 th\u1ec3 c\u1ea3i thi\u1ec7n n\u0103ng su\u1ea5t l\u1eadp tr\u00ecnh, gi\u1ea3m chi ph\u00ed \u0111\u00e1ng k\u1ec3. \n S\u1ed1 b\u1ed1n. C\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i ng\u00e0y nay ng\u00e0y c\u00e0ng c\u00f3 nhi\u1ec1u ngu\u1ed3n doanh thu \u0111\u1ed5 v\u1ec1 \u2013 tr\u01b0\u1edbc \u0111\u00e2y th\u01b0\u1eddng l\u00e0 b\u1ea1n nh\u1eadn hoa h\u1ed3ng v\u00e0 th\u1ebf l\u00e0 xong, nh\u01b0ng ng\u00e0y nay c\u00f3 th\u1ec3 l\u00e0 b\u1ea1n c\u00f3 ph\u00ed \u0111\u0103ng k\u00fd SaaS c\u1ed9ng v\u1edbi m\u1ed9t kho\u1ea3n hoa h\u1ed3ng nh\u1ecf. V\u00e0 m\u1ed9t trong nh\u1eefng ngu\u1ed3n l\u1edbn l\u00e0 b\u00e1n qu\u1ea3ng c\u00e1o. Ch\u00ednh nh\u1eefng ng\u01b0\u1eddi b\u00e1n c\u1ee7a b\u1ea1n mua qu\u1ea3ng c\u00e1o. Nh\u00e2n ti\u1ec7n, h\u1ea7u h\u1ebft m\u1ecdi ng\u01b0\u1eddi kh\u00f4ng nh\u1eadn ra Amazon l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. \u0110\u1ea1i \u0111a s\u1ed1 c\u00e1c m\u1eb7t h\u00e0ng b\u00e1n tr\u00ean Amazon l\u00e0 c\u1ee7a b\u00ean th\u1ee9 ba. Amazon ho\u00e0n to\u00e0n l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i qu\u1ea3n l\u00fd thanh to\u00e1n, \u0111\u00f3ng g\u00f3i v\u00e0 v\u1eadn chuy\u1ec3n. T\u1ee9c l\u00e0 h\u1eadu c\u1ea7n, \u0111\u1ed5i tr\u1ea3 v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng, nh\u01b0ng h\u1ecd l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i.     \n Nh\u1eefng ng\u01b0\u1eddi b\u00e1n, nh\u1eefng th\u01b0\u01a1ng nh\u00e2n c\u1ee7a h\u1ecd mua qu\u1ea3ng c\u00e1o tr\u00ean Amazon cho c\u00e1c danh s\u00e1ch \u0111\u01b0\u1ee3c t\u00e0i tr\u1ee3 hi\u1ec7n l\u00e0 m\u1ed9t danh m\u1ee5c tr\u1ecb gi\u00e1 nhi\u1ec1u t\u1ef7 \u0111\u00f4 la. V\u00e0 c\u00e1i hay c\u1ee7a qu\u1ea3ng c\u00e1o l\u00e0 n\u00f3 l\u00e0 m\u1ed9t s\u1ea3n ph\u1ea9m c\u00f3 bi\u00ean l\u1ee3i nhu\u1eadn 95%. V\u00e0 v\u00ec v\u1eady c\u00e1c c\u00f4ng ty nh\u01b0 Instacart, 5% GMV \u0111\u1ebfn t\u1eeb qu\u1ea3ng c\u00e1o t\u1ef1 ph\u1ee5c v\u1ee5, v\u00e0 \u0111\u00f3 chi\u1ebfm \u0111\u1ea1i \u0111a s\u1ed1 l\u1ee3i nhu\u1eadn.  \n V\u00ec v\u1eady, c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi m\u1edf r\u1ed9ng quy m\u00f4, ho\u00e0n to\u00e0n n\u00ean tri\u1ec3n khai qu\u1ea3ng c\u00e1o, \u0111\u1eb7c bi\u1ec7t l\u00e0 cho nh\u1eefng ng\u01b0\u1eddi b\u00e1n tr\u00ean s\u00e0n mua qu\u1ea3ng c\u00e1o \u0111\u1ec3 qu\u1ea3ng b\u00e1 b\u1ea3n th\u00e2n b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng ty nh\u01b0 Topsort. V\u00e0 r\u00f5 r\u00e0ng l\u00e0 d\u00f9ng AI, \u0111\u00fang kh\u00f4ng? V\u1ea5n \u0111\u1ec1 l\u00e0, th\u1ef1c hi\u1ec7n vi\u1ec7c \u0111\u00f3 kh\u00e1 kh\u00f3. B\u1ea1n kh\u00f4ng th\u1ec3 ch\u1ec9 b\u00e1n cho ng\u01b0\u1eddi c\u00f3 CPC cao nh\u1ea5t v\u00ec th\u1ef1c t\u1ebf nh\u1eefng g\u00ec b\u1ea1n \u0111ang t\u1ed1i \u01b0u h\u00f3a kh\u00f4ng ph\u1ea3i l\u00e0 CPC, m\u00e0 l\u00e0 eCPM.   \n B\u1ea1n \u0111ang t\u1ed1i \u01b0u h\u00f3a cho CPC nh\u00e2n v\u1edbi t\u1ef7 l\u1ec7 nh\u1ea5p chu\u1ed9t (CTR). V\u00e0 v\u00ec v\u1eady b\u1ea1n c\u1ea7n c\u00f3 AI th\u1ef1c s\u1ef1 th\u00f4ng minh \u0111\u1ec3 t\u00ecm ra qu\u1ea3ng c\u00e1o n\u00e0o hi\u1ec3n th\u1ecb \u1edf \u0111\u00e2u s\u1ebd d\u1eabn \u0111\u1ebfn CPC nh\u00e2n v\u1edbi CTR cao nh\u1ea5t. V\u00ec v\u1eady, n\u00f3 ho\u00e0n to\u00e0n \u0111\u01b0\u1ee3c th\u00fac \u0111\u1ea9y b\u1edfi AI \u1edf ph\u00eda t\u1ea1o doanh thu.  \n C\u00f3 h\u00e0ng tri\u1ec7u th\u1ee9 kh\u00e1c b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m nh\u01b0 theo d\u00f5i c\u00e1c m\u1eb7t h\u00e0ng. \u00dd t\u00f4i l\u00e0 v\u1ec1 c\u01a1 b\u1ea3n c\u00f4ng ty c\u1ee7a b\u1ea1n n\u00ean \u0111\u01b0\u1ee3c x\u00e2y d\u1ef1ng theo h\u01b0\u1edbng \u01b0u ti\u00ean AI v\u00e0 \u0111\u1eb7t AI l\u00ean h\u00e0ng \u0111\u1ea7u v\u1edbi AI \u0111\u01b0\u1ee3c t\u00edch h\u1ee3p ngay t\u1eeb \u0111\u1ea7u, v\u00e0 \u0111i\u1ec1u n\u00e0y c\u00f3 th\u1ec3 l\u00e0m thay \u0111\u1ed5i doanh nghi\u1ec7p. V\u00ec v\u1eady, t\u00f4i s\u1ebd nh\u00ecn v\u00e0o c\u00e1c c\u01a1 h\u1ed9i c\u1ee7a AI xuy\u00ean su\u1ed1t qu\u00e1 tr\u00ecnh.  \n Th\u1ef1c ra c\u00f2n m\u1ed9t \u0111i\u1ec1u n\u1eefa. C\u00f3 nhi\u1ec1u danh m\u1ee5c m\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i kh\u00f4ng th\u1ec3 t\u1ed3n t\u1ea1i trong qu\u00e1 kh\u1ee9 v\u00ec c\u1ea7n qu\u00e1 nhi\u1ec1u s\u1ee9c lao \u0111\u1ed9ng c\u1ee7a con ng\u01b0\u1eddi \u0111\u1ec3 th\u1ef1c hi\u1ec7n giao d\u1ecbch. V\u00e0 c\u00f3 nhi\u1ec1u danh m\u1ee5c m\u00e0, h\u00e3y t\u01b0\u1edfng t\u01b0\u1ee3ng b\u1ea1n l\u00e0 m\u1ed9t nh\u00e0 th\u1ea7u t\u1ed5ng h\u1ee3p v\u00e0 b\u1ea1n \u0111ang th\u1ef1c hi\u1ec7n m\u1ed9t c\u00f4ng tr\u00ecnh \u1edf \u0111\u00e2u \u0111\u00f3.  \n S\u1ed1 l\u01b0\u1ee3ng nh\u00e0 th\u1ea7u ph\u1ee5 b\u1ea1n l\u00e0m vi\u1ec7c c\u00f9ng l\u00e0 r\u1ea5t l\u1edbn, v\u00e0 m\u1ecdi th\u1ee9 \u0111\u1ec1u n\u1eb1m trong iMessage ho\u1eb7c WhatsApp v\u00e0 kh\u00f4ng c\u00f3 bi\u1ec3u \u0111\u1ed3 Gantt, v.v. Gi\u1edd \u0111\u00e2y b\u1ea1n c\u00f3 th\u1ec3 s\u1eed d\u1ee5ng AI v\u00e0 c\u00e1c t\u00e1c nh\u00e2n \u0111\u1ec3 thay th\u1ebf c\u00f4ng vi\u1ec7c c\u1ee7a con ng\u01b0\u1eddi v\u00e0 th\u1ef1c s\u1ef1 tinh gi\u1ea3n quy tr\u00ecnh l\u00e0m vi\u1ec7c, gi\u1ea3m chi ph\u00ed. T\u00f4i bi\u1ebft c\u00e1c c\u00f4ng ty x\u00e2y d\u1ef1ng m\u00e0 gi\u1edd \u0111\u00e2y h\u1ecd l\u00e0 c\u00e1c c\u00f4ng ty c\u00f4ng ngh\u1ec7 ch\u1ee9 kh\u00f4ng ph\u1ea3i c\u00f4ng ty x\u00e2y d\u1ef1ng, h\u1ecd b\u00e1n c\u00f4ng ngh\u1ec7 \u0111\u1ec3 cho ph\u00e9p nh\u1eefng ng\u01b0\u1eddi \u0111ang \u0111\u1ea5u th\u1ea7u c\u00e1c y\u00eau c\u1ea7u b\u00e1o gi\u00e1 (RFP) x\u00e2y d\u1ef1ng th\u01b0\u01a1ng m\u1ea1i ho\u1eb7c kho b\u00e3i ho\u1eb7c ph\u1ea3n h\u1ed3i c\u00e1c RFP t\u1eeb c\u00e1c th\u00e0nh ph\u1ed1. V\u1ec1 c\u01a1 b\u1ea3n h\u1ecd x\u00e2y d\u1ef1ng RFP v\u1edbi t\u00e1c nh\u00e2n AI, h\u1ecd c\u00f3 th\u1ec3 v\u01b0\u1ee3t qua to\u00e0n b\u1ed9 quy tr\u00ecnh c\u1ea5p ph\u00e9p c\u1ee7a th\u00e0nh ph\u1ed1.   \n H\u1ecd c\u00f3 th\u1ec3 r\u00fat ng\u1eafn khung th\u1eddi gian t\u1eeb nhi\u1ec1u n\u0103m ho\u1eb7c nhi\u1ec1u th\u00e1ng xu\u1ed1ng c\u00f2n v\u00e0i tu\u1ea7n. V\u00ec v\u1eady, c\u00f3 nhi\u1ec1u doanh nghi\u1ec7p kh\u00f4ng th\u1ec3 th\u1ef1c hi\u1ec7n \u0111\u01b0\u1ee3c tr\u01b0\u1edbc \u0111\u00e2y m\u00e0 b\u1ea1n c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng trong k\u1ef7 nguy\u00ean AI. \n Mike Williams: \u0110\u00f3 l\u00e0 m\u1ed9t b\u1ea3n ph\u00e2n t\u00edch tuy\u1ec7t v\u1eddi. C\u00e1ch AI \u0111ang t\u00e1c \u0111\u1ed9ng \u0111\u1ebfn c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00e0 t\u00f4i r\u1ea5t vui v\u00ec ch\u00fang ta c\u0169ng \u0111\u00e3 d\u00e0nh th\u1eddi gian gi\u1ea3i quy\u1ebft v\u1ea5n \u0111\u1ec1 l\u00e0m th\u1ebf n\u00e0o c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 th\u1ec3 l\u00e0m \u0111\u01b0\u1ee3c nhi\u1ec1u h\u01a1n v\u00e0 c\u1ea3 l\u00fd do t\u1ea1i sao l\u1ea1i l\u00e0 b\u00e2y gi\u1edd, ngay l\u00fac n\u00e0y cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i, \u0111\u00f3 l\u00e0 nh\u1eefng ch\u1ee7 \u0111\u1ec1 m\u00e0 ch\u00fang ta th\u01b0\u1eddng th\u1ea3o lu\u1eadn trong c\u1ed9ng \u0111\u1ed3ng. \n V\u00e0 m\u1ed9t ch\u1ee7 \u0111\u1ec1 kh\u00e1c m\u00e0 t\u00f4i mu\u1ed1n chuy\u1ec3n sang n\u00f3i \u0111\u1ebfn l\u00e0 m\u1ed9t s\u1ed1 chi\u1ebfn l\u01b0\u1ee3c m\u1edbi. B\u1edfi v\u00ec nh\u1eefng s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n AI n\u00e0y \u0111\u00f4i khi kh\u00f4ng \u0111i theo c\u00e1ch ti\u1ebfp c\u1eadn truy\u1ec1n th\u1ed1ng \u0111\u1ec3 b\u1eaft \u0111\u1ea7u m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i. V\u1eady m\u1ed9t s\u1ed1 chi\u1ebfn l\u01b0\u1ee3c m\u1edbi m\u00e0 anh c\u00f3 th\u1ec3 th\u1ea5y c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111ang b\u1eaft \u0111\u1ea7u s\u1eed d\u1ee5ng hi\u1ec7n nay v\u00e0 \u0111ang mang l\u1ea1i hi\u1ec7u qu\u1ea3 l\u00e0 g\u00ec?  \n Fabrice Grinda: C\u00f3, nh\u01b0ng t\u00f4i mu\u1ed1n n\u00f3i ch\u00fang mang t\u00ednh chi\u1ebfn thu\u1eadt. T\u00f4i bi\u1ebft nhi\u1ec1u s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay \u0111ang s\u1eed d\u1ee5ng \u2013 t\u00f4i \u0111o\u00e1n b\u1ea1n c\u00f3 th\u1ec3 d\u00f9ng Claude Co-work nh\u01b0ng tr\u01b0\u1edbc khi Claude Co-work ra m\u1eaft, h\u1ecd \u0111\u00e3 d\u00f9ng OpenClaw. C\u00f4ng c\u1ee5 \u0111\u00f3 t\u00ecm ra t\u1ea5t c\u1ea3 c\u00e1c \u0111\u1ea7u m\u1ed1i (leads) v\u1ec1 ngu\u1ed3n cung v\u00e0 ngu\u1ed3n c\u1ea7u tr\u00ean LinkedIn. T\u1ea1o m\u1ed9t t\u00e0i kho\u1ea3n LinkedIn InMail v\u00e0 ti\u1ebfp c\u1eadn. V\u00e0 v\u1ec1 c\u01a1 b\u1ea3n v\u1edbi CAC g\u1ea7n nh\u01b0 b\u1eb1ng kh\u00f4ng ho\u1eb7c ch\u1ec9 t\u1ed1n ph\u00ed d\u1ecbch v\u1ee5 n\u1ec1n t\u1ea3ng, c\u00f3 th\u1ec3 kh\u00f4ng ch\u00ednh x\u00e1c l\u00e0 b\u1eb1ng kh\u00f4ng.     \n V\u00e0 h\u1ecd \u0111\u00e3 c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng c\u1ea3 ngu\u1ed3n cung v\u00e0 ngu\u1ed3n c\u1ea7u c\u1ee7a s\u00e0n th\u01b0\u01a1ng m\u1ea1i trong m\u1ed9t danh m\u1ee5c. T\u00f4i \u0111\u00e3 th\u1ea5y nh\u1eefng v\u00ed d\u1ee5 n\u01a1i m\u1ecdi ng\u01b0\u1eddi l\u1eadp tr\u00ecnh OpenClaw c\u1ee7a h\u1ecd \u0111\u1ec3 th\u1ef1c hi\u1ec7n b\u00e1n h\u00e0ng qua \u0111i\u1ec7n tho\u1ea1i (telesales), n\u01a1i h\u1ecd l\u1eadp tr\u00ecnh m\u1ed9t giao di\u1ec7n gi\u1ecdng n\u00f3i nh\u01b0 v\u1edbi Whisper ch\u1eb3ng h\u1ea1n. Sau \u0111\u00f3 h\u1ecd s\u1ebd g\u1ecdi \u0111i\u1ec7n qua m\u1ed9t s\u1ed1 Twilio v\u00e0 v\u1ec1 c\u01a1 b\u1ea3n c\u00f3 th\u1ec3 th\u1ef1c hi\u1ec7n c\u00e1c cu\u1ed9c g\u1ecdi l\u1ea1nh (cold calling) v\u1edbi chi ph\u00ed kh\u00e1 th\u1ea5p cho c\u1ea3 ph\u00eda cung ho\u1eb7c c\u1ea7u m\u00e0 h\u1ecd \u0111ang nh\u1eafm t\u1edbi.  \n V\u00ec v\u1eady, c\u00f3 nhi\u1ec1u th\u1ee9 b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u1ec3 \u201chack\u201d t\u00ednh thanh kho\u1ea3n b\u1eb1ng c\u00e1ch s\u1eed d\u1ee5ng AI trong th\u1ebf gi\u1edbi ng\u00e0y nay. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, \u0111\u1ed1i v\u1edbi t\u00f4i n\u00f3 mang t\u00ednh chi\u1ebfn thu\u1eadt. \u1ede \u0111\u00e2y b\u1ea1n \u0111ang s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5 \u0111\u1ec3 l\u00e0m nh\u1eefng \u0111i\u1ec1u th\u00fa v\u1ecb ho\u1eb7c b\u1ea1n \u0111ang s\u1eed d\u1ee5ng c\u00e1c t\u00e1c nh\u00e2n AI \u0111\u1ec3 \u0111\u1ea3m nh\u1eadn c\u00e1c vai tr\u00f2 m\u00e0 tr\u01b0\u1edbc \u0111\u00e2y kh\u00f4ng kh\u1ea3 thi v\u1ec1 m\u1eb7t kinh t\u1ebf v\u00e0 b\u1ea1n kh\u00f4ng th\u1ec3 t\u1ea1o ra m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i cho n\u00f3, nh\u01b0ng gi\u1edd \u0111\u00e2y b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m cho s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u00f3 ho\u1ea1t \u0111\u1ed9ng.  \n Mike Williams: V\u00e2ng, ch\u1eafc ch\u1eafn r\u1ed3i, r\u1ea5t tuy\u1ec7t. N\u00f3 mang t\u00ednh chi\u1ebfn thu\u1eadt v\u00e0 c\u0169ng r\u1ea5t tinh t\u1ebf. V\u00e0 m\u1ed9t \u0111i\u1ec1u n\u1eefa v\u1edbi nh\u1eefng lo\u1ea1i s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n AI m\u1edbi n\u00e0y, ch\u00fang ta \u0111ang th\u1ea5y ch\u00fang kh\u1edfi \u0111\u1ed9ng, c\u00f3 \u0111\u01b0\u1ee3c t\u00ednh thanh kho\u1ea3n v\u00e0 t\u0103ng tr\u01b0\u1edfng nhanh h\u01a1n bao gi\u1edd h\u1ebft. V\u1eady \u0111i\u1ec1u n\u00e0y c\u00f3 kh\u1ea3 n\u0103ng thay \u0111\u1ed5i c\u00e1ch anh \u0111\u00e1nh gi\u00e1 ch\u00fang khi \u0111\u1ea7u t\u01b0 nh\u01b0 th\u1ebf n\u00e0o v\u00e0 c\u00f3 l\u1ebd m\u1ed9t s\u1ed1 ti\u00eau chu\u1ea9n (benchmarks) cho s\u1ef1 t\u0103ng tr\u01b0\u1edfng \u0111\u00f3 l\u00e0 g\u00ec?   \n Fabrice Grinda: Vi\u1ec7c g\u1ecdi v\u1ed1n cho c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i ng\u00e0y nay kh\u00e1 kh\u00f3 kh\u0103n. V\u00e0 l\u00fd do l\u00e0 v\u00ec AI \u0111\u00e3 chi\u1ebfm h\u1ebft s\u1ef1 ch\u00fa \u00fd, v\u00e0 \u0111\u00e3 c\u00f3 nh\u1eefng v\u00ed d\u1ee5 v\u1ec1 c\u00e1c c\u00f4ng ty \u0111i t\u1eeb con s\u1ed1 kh\u00f4ng \u0111\u1ebfn m\u1ed9t tr\u0103m tri\u1ec7u ARR v\u1edbi bi\u00ean l\u1ee3i nhu\u1eadn 90% nh\u01b0 Lovable v\u00e0 Cursor, v.v. Trong khi s\u00e0n th\u01b0\u01a1ng m\u1ea1i khi\u00eam t\u1ed1n c\u1ee7a b\u1ea1n \u0111i t\u1eeb kh\u00f4ng \u0111\u1ebfn 3 tri\u1ec7u GMV r\u1ed3i t\u1eeb 3 tri\u1ec7u l\u00ean 15 tri\u1ec7u GMV r\u1ed3i l\u00ean 50 tri\u1ec7u hay g\u00ec \u0111\u00f3 trong v\u00f2ng ba n\u0103m. Th\u1eadt kh\u00f3 \u0111\u1ec3 khi\u1ebfn c\u00e1c qu\u1ef9 \u0111\u1ea7u t\u01b0 m\u1ea1o hi\u1ec3m l\u1edbn h\u01a1n, nh\u1eefng ng\u01b0\u1eddi vi\u1ebft nh\u1eefng t\u1ea5m s\u00e9c l\u1edbn h\u01a1n, c\u1ea3m th\u1ea5y h\u00e0o h\u1ee9ng.   \n Tuy nhi\u00ean, b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u01b0\u1ee3c nhi\u1ec1u h\u01a1n v\u1edbi \u00edt ngu\u1ed3n l\u1ef1c h\u01a1n. V\u00ec v\u1eady, nh\u1eefng g\u00ec t\u00f4i th\u1ea5y ng\u00e0y c\u00e0ng nhi\u1ec1u l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1ec1 c\u01a1 b\u1ea3n b\u1ecf qua giai \u0111o\u1ea1n ti\u1ec1n h\u1ea1t gi\u1ed1ng (pre-seed). Tr\u01b0\u1edbc \u0111\u00e2y giai \u0111o\u1ea1n ti\u1ec1n h\u1ea1t gi\u1ed1ng c\u1ee7a b\u1ea1n th\u01b0\u1eddng l\u00e0 m\u1ed9t tri\u1ec7u \u0111\u00f4 la v\u1edbi \u0111\u1ecbnh gi\u00e1 s\u00e1u tri\u1ec7u.  \n N\u1ebfu b\u1ea1n \u1edf YC th\u00ec n\u00f3 s\u1ebd l\u00e0 30 ho\u1eb7c 40 tri\u1ec7u, c\u00f3 m\u1ed9t kho\u1ea3ng dao \u0111\u1ed9ng nh\u01b0ng c\u00f3 l\u1ebd ng\u00e0y nay l\u00e0 kho\u1ea3ng t\u00e1m tri\u1ec7u. V\u00e0 b\u1ea1n c\u1ea7n m\u1ed9t tri\u1ec7u \u0111\u1ec3 c\u00f3 \u0111\u01b0\u1ee3c s\u1ee9c k\u00e9o (traction) \u0111\u1ec3 c\u00f3 th\u1ec3 g\u1ecdi v\u00f2ng h\u1ea1t gi\u1ed1ng (seed). V\u00e0 nh\u00e2n ti\u1ec7n, \u0111\u1ed1i v\u1edbi v\u00f2ng h\u1ea1t gi\u1ed1ng c\u1ee7a c\u00e1c doanh nghi\u1ec7p s\u00e0n th\u01b0\u01a1ng m\u1ea1i, \u0111\u1ecbnh gi\u00e1 kh\u00f4ng thay \u0111\u1ed5i qu\u00e1 nhi\u1ec1u.  \n Ch\u00fang c\u00f3 t\u0103ng l\u00ean m\u1ed9t ch\u00fat, nh\u01b0ng th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, ch\u00fang t\u00f4i v\u1eabn th\u1ea5y nhi\u1ec1u v\u00f2ng h\u1ea1t gi\u1ed1ng n\u01a1i c\u00f4ng ty \u0111\u1ea1t GMV 150 ngh\u00ecn \u0111\u00f4 la m\u1ed9t th\u00e1ng, t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u (take rate) 15% v\u1edbi bi\u00ean l\u1ee3i nhu\u1eadn 70%, v\u00e0 h\u1ecd \u0111ang g\u1ecdi v\u1ed1n v\u1edbi \u0111\u1ecbnh gi\u00e1 tr\u01b0\u1edbc \u0111\u1ea7u t\u01b0 (pre-money) l\u00e0 12 tri\u1ec7u. V\u00e0 c\u00f3 l\u1ebd h\u1ecd g\u1ecdi 5 tri\u1ec7u tr\u00ean 15 tri\u1ec7u \u0111\u1ecbnh gi\u00e1, nh\u01b0ng n\u00f3 kh\u00f4ng qu\u00e1 cao. V\u00e0 c\u00f3 l\u1ebd m\u1ee9c trung b\u00ecnh c\u1ee7a Series A hi\u1ec7n nay, v\u1edbi t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u 15%, c\u00f3 l\u1ebd l\u00e0 g\u1ecdi 10 tri\u1ec7u tr\u00ean 30 tri\u1ec7u \u0111\u1ecbnh gi\u00e1 tr\u01b0\u1edbc \u0111\u1ea7u t\u01b0 v\u1edbi GMV t\u1eeb 750 ngh\u00ecn \u0111\u1ebfn 1 tri\u1ec7u \u0111\u00f4 la m\u1ed9t th\u00e1ng. T\u00f4i \u0111o\u00e1n k\u1ef3 v\u1ecdng v\u1ec1 s\u1ee9c k\u00e9o \u0111\u00e3 t\u0103ng l\u00ean v\u00ec b\u1ea1n n\u00ean c\u00f3 kh\u1ea3 n\u0103ng \u0111\u1ea1t \u0111\u01b0\u1ee3c nhi\u1ec1u h\u01a1n. V\u00ec v\u1eady, ch\u00fang t\u00f4i kh\u00f4ng c\u00f2n \u0111\u1ea7u t\u01b0 nhi\u1ec1u v\u00e0o giai \u0111o\u1ea1n \u00fd t\u01b0\u1edfng n\u1eefa, m\u1ecdi ng\u01b0\u1eddi \u0111\u1ebfn v\u1edbi ch\u00fang t\u00f4i khi n\u00f3 \u0111\u00e3 \u0111i v\u00e0o ho\u1ea1t \u0111\u1ed9ng, \u0111\u00e3 c\u00f3 s\u1ee9c k\u00e9o, \u0111\u00e3 s\u1eb5n s\u00e0ng v\u1ec1 kinh t\u1ebf \u0111\u01a1n v\u1ecb, v.v., b\u1edfi v\u00ec b\u1ea1n c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng b\u1ea5t c\u1ee9 th\u1ee9 g\u00ec t\u1eeb con s\u1ed1 kh\u00f4ng. V\u00e0 th\u1ef1c t\u1ebf, n\u1ebfu b\u1ea1n kh\u00f4ng c\u00f3 kh\u1ea3 n\u0103ng ra m\u1eaft v\u00e0 c\u00f3 \u0111\u01b0\u1ee3c s\u1ee9c k\u00e9o v\u1edbi s\u1ed1 ti\u1ec1n \u00edt \u1ecfi.      \n \u0110i\u1ec1u \u0111\u00f3 th\u1ef1c s\u1ef1 n\u00f3i l\u00ean vi\u1ec7c b\u1ea1n c\u00f3 th\u1ec3 kh\u00f4ng c\u00f3 kh\u1ea3 n\u0103ng th\u1ef1c thi trong danh m\u1ee5c m\u00e0 b\u1ea1n \u0111ang theo \u0111u\u1ed5i. V\u00e0 t\u00f4i mu\u1ed1n n\u00f3i r\u1eb1ng m\u1ed9t xu h\u01b0\u1edbng l\u1edbn l\u00e0 b\u1ecf qua v\u00f2ng ti\u1ec1n h\u1ea1t gi\u1ed1ng, ti\u1ebfn th\u1eb3ng l\u00ean v\u00f2ng h\u1ea1t gi\u1ed1ng khi \u0111\u00e3 c\u00f3 s\u1ee9c k\u00e9o. B\u00e2y gi\u1edd, c\u00f3 m\u1ed9t v\u00e0i ngo\u1ea1i l\u1ec7 n\u01a1i m\u1ecdi ng\u01b0\u1eddi c\u00f3 th\u1ec3 m\u1edf r\u1ed9ng quy m\u00f4 m\u1ed9t c\u00e1ch ch\u00f3ng m\u1eb7t, v\u00e0 h\u1ecd \u0111i t\u1eeb \u2013 ki\u1ec3u c\u0169 l\u00e0 b\u1ea1n \u0111\u1ea1t 150 ngh\u00ecn \u0111\u00f4 la m\u1ed9t th\u00e1ng.  \n B\u1ea1n g\u1ecdi 3 tri\u1ec7u, b\u1ea1n l\u00ean m\u1ee9c 750 ngh\u00ecn m\u1ed9t th\u00e1ng, b\u1ea1n g\u1ecdi 10 ho\u1eb7c 7 tri\u1ec7u, b\u1ea1n l\u00ean m\u1ee9c 2,5 \u0111\u1ebfn 5 tri\u1ec7u m\u1ed9t th\u00e1ng, b\u1ea1n g\u1ecdi 15 ho\u1eb7c 20 ho\u1eb7c 25 tri\u1ec7u. \u0110\u00f4i khi b\u1ea1n c\u00f3 th\u1ec3 \u0111\u1ea9y nhanh qu\u00e1 tr\u00ecnh \u0111\u00f3. V\u1ea5n \u0111\u1ec1 l\u00e0, t\u00f4i ch\u01b0a th\u1ea5y s\u1ef1 t\u0103ng t\u1ed1c qu\u00e1 nhi\u1ec1u \u1edf c\u00e1c doanh nghi\u1ec7p n\u00e0y so v\u1edbi c\u00e1c c\u00f4ng ty \u0111\u0103ng k\u00fd SAS thu\u1ea7n AI, nh\u1eefng c\u00f4ng ty \u0111\u00f3 \u0111\u00e3 c\u00f3 th\u1ec3 m\u1edf r\u1ed9ng quy m\u00f4 nhanh \u0111\u1ebfn m\u1ee9c \u0111i\u00ean r\u1ed3.  \n T\u00f4i ch\u01b0a th\u1ea5y nhi\u1ec1u \u0111i\u1ec1u \u0111\u00f3. N\u01a1i duy nh\u1ea5t m\u00e0 GMV t\u0103ng tr\u01b0\u1edfng nh\u01b0 \u0111i\u00ean l\u00e0 \u1edf c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i B2B, nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, n\u1ebfu t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u c\u1ee7a b\u1ea1n l\u00e0 1%, t\u00f4i kh\u00f4ng quan t\u00e2m. T\u00f4i quan t\u00e2m \u0111\u1ebfn doanh thu r\u00f2ng, kh\u00f4ng ph\u1ea3i s\u1ef1 t\u0103ng tr\u01b0\u1edfng c\u1ee7a GMV. V\u00ec v\u1eady, n\u1ebfu t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u c\u1ee7a b\u1ea1n l\u00e0 15% th\u00ec 1 tri\u1ec7u GMV l\u00e0 150 ngh\u00ecn doanh thu r\u00f2ng. C\u00f2n n\u1ebfu t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u l\u00e0 1%, t\u00f4i c\u1ea7n b\u1ea1n \u0111\u1ea1t 10 tri\u1ec7u ch\u1ee9 kh\u00f4ng ph\u1ea3i 1 tri\u1ec7u \u0111\u1ec3 \u0111\u1ea1t c\u00f9ng m\u1ee9c s\u1ee9c k\u00e9o c\u1ee7a Series A.    \n Mike Williams: Ch\u1eafc ch\u1eafn r\u1ed3i v\u00e0 anh c\u0169ng \u0111\u00e3 \u0111\u1ec1 c\u1eadp \u0111\u1ebfn vi\u1ec7c b\u1ecf qua giai \u0111o\u1ea1n pre-seed \u0111\u1ec3 c\u00f3 th\u1ec3 ti\u1ebfn xa h\u01a1n nhi\u1ec1u. Li\u00ean quan \u0111\u1ebfn v\u1ea5n \u0111\u1ec1 \u0111\u00f3, anh ngh\u0129 AI s\u1ebd b\u1eaft \u0111\u1ea7u thay \u0111\u1ed5i nhu c\u1ea7u v\u1ed1n cho c\u00e1c startup v\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i (marketplaces) nh\u01b0 th\u1ebf n\u00e0o trong t\u01b0\u01a1ng lai? \n Fabrice Grinda: B\u1ea3n th\u00e2n AI c\u1ef1c k\u1ef3 t\u1ed1n k\u00e9m v\u1ed1n, \u0111\u00fang kh\u00f4ng? M\u1ed9t ph\u1ea7n l\u00fd do khi\u1ebfn c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay kh\u00f3 ti\u1ebfp c\u1eadn v\u1ed1n l\u00e0 v\u00ec m\u1ecdi s\u1ef1 ch\u00fa \u00fd \u0111\u1ec1u b\u1ecb AI chi\u1ebfm h\u1ebft, ki\u1ec3u nh\u01b0 95% c\u00f4ng ty \u1edf YC l\u00e0 c\u00f4ng ty AI, 75% v\u1ed1n \u0111\u1ea7u t\u01b0 trong n\u0103m 25 \u0111\u1ed5 v\u00e0o AI, \u00fd t\u00f4i l\u00e0 c\u00e1c c\u00f4ng ty ki\u1ec3u AI LLM, v\u00e0 h\u1ea7u nh\u01b0 t\u1ea5t c\u1ea3 v\u1ed1n \u0111\u1ec1u \u0111\u1ed5 v\u00e0o n\u0103m c\u00f4ng ty. \n V\u00ec v\u1eady, kh\u00f4ng ch\u1ec9 l\u00e0 AI \u1edf kh\u1eafp m\u1ecdi n\u01a1i, m\u00e0 c\u00f2n l\u00e0 Claude hay Anthropic v\u00e0 ChatGPT \u0111ang chi\u1ebfm m\u1ed9t t\u1ef7 l\u1ec7 v\u1ed1n kh\u1ed5ng l\u1ed3, theo sau l\u00e0 nh\u1eefng c\u00e1i t\u00ean nh\u01b0 Lovable, Cursor hay ElevenLabs. R\u1ed3i \u0111\u1ebfn c\u00f4ng ngh\u1ec7 qu\u1ed1c ph\u00f2ng, nh\u01b0 Anduril, c\u0169ng li\u00ean quan \u0111\u1ebfn AI v\u1edbi m\u1ed9t ph\u1ea7n l\u1edbn l\u00e0 AI, hay b\u1ea5t k\u1ef3 con s\u1ed1 n\u00e0o, t\u00f4i th\u00edch c\u00e1c th\u00e0nh ph\u1ea7n AI l\u1edbn. \n C\u00e2u tr\u1ea3 l\u1eddi kh\u00e1 \u0111i\u1ec3n h\u00ecnh l\u00e0: n\u00f3 c\u00f2n t\u00f9y, \u0111\u00fang kh\u00f4ng? T\u00f4i ngh\u0129 n\u00f3 t\u00f9y thu\u1ed9c v\u00e0o kh\u00e1ch h\u00e0ng c\u1ee7a b\u1ea1n l\u00e0 ai. Cu\u1ed1i c\u00f9ng th\u00ec c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i, nh\u01b0 t\u00f4i \u0111\u00e3 \u0111\u1ec1 c\u1eadp tr\u01b0\u1edbc \u0111\u00f3, l\u00e0 c\u00e1c doanh nghi\u1ec7p d\u1ef1a tr\u00ean hi\u1ec7u qu\u1ea3 kinh t\u1ebf tr\u00ean m\u1ed7i \u0111\u01a1n v\u1ecb (unit economics). V\u00ec v\u1eady, v\u1ea5n \u0111\u1ec1 l\u00e0 b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m cho unit economics ho\u1ea1t \u0111\u1ed9ng nhanh \u0111\u1ebfn m\u1ee9c n\u00e0o, v\u00e0 th\u01b0\u1eddng th\u00ec ch\u00fang kh\u00f4ng th\u1ef1c s\u1ef1 \u1ed5n \u0111\u1ecbnh trong nh\u1eefng ng\u00e0y \u0111\u1ea7u. Th\u1ef1c t\u1ebf, m\u1ed9t t\u00edn hi\u1ec7u r\u00f5 r\u00e0ng cho th\u1ea5y b\u1ea1n c\u00f3 s\u1ef1 ph\u00f9 h\u1ee3p gi\u1eefa s\u1ea3n ph\u1ea9m v\u00e0 th\u1ecb tr\u01b0\u1eddng (product market fit) v\u00e0 b\u1ea1n \u0111ang x\u00e2y d\u1ef1ng hi\u1ec7u \u1ee9ng m\u1ea1ng l\u01b0\u1edbi s\u00e0n th\u01b0\u01a1ng m\u1ea1i th\u1ef1c s\u1ef1 l\u00e0 chi ph\u00ed thu h\u00fat kh\u00e1ch h\u00e0ng (CAC) c\u1ee7a b\u1ea1n \u0111ang gi\u1ea3m xu\u1ed1ng. B\u1ea1n bi\u1ebft \u0111\u1ea5y, c\u00e0ng nhi\u1ec1u ng\u01b0\u1eddi mua th\u00ec c\u00e0ng thu h\u00fat nhi\u1ec1u ng\u01b0\u1eddi b\u00e1n, v\u00e0 ng\u01b0\u1ee3c l\u1ea1i.       \n M\u1ed9t d\u1ea5u hi\u1ec7u r\u00f5 r\u00e0ng cho th\u1ea5y b\u1ea1n kh\u00f4ng \u0111\u1ea1t \u0111\u01b0\u1ee3c \u0111i\u1ec1u \u0111\u00f3 l\u00e0 theo th\u1eddi gian, b\u1ea1n ph\u1ea3i chi ti\u00eau ng\u00e0y c\u00e0ng nhi\u1ec1u \u0111\u1ec3 c\u00f3 th\u00eam ng\u01b0\u1eddi d\u00f9ng m\u1edbi, v\u00e0 khi \u0111\u00f3 b\u1ea1n thi\u00ean v\u1ec1 m\u1ed9t t\u1ed5 ch\u1ee9c v\u1eadn h\u00e0nh b\u1eb1ng b\u00e1n h\u00e0ng h\u01a1n. V\u00ec v\u1eady, n\u1ebfu b\u1ea1n c\u00f3 hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u00edch c\u1ef1c, CAC gi\u1ea3m v\u00e0 b\u1ea1n c\u00f3 th\u1ec3 t\u1ef1 \u0111\u1ed9ng h\u00f3a nhi\u1ec1u quy tr\u00ecnh h\u01a1n, li\u1ec7u t\u00f4i c\u00f3 ngh\u0129 r\u1eb1ng b\u1ea1n c\u00f3 th\u1ec3 ti\u1ebfn xa h\u01a1n v\u1edbi \u00edt v\u1ed1n h\u01a1n nhi\u1ec1u kh\u00f4ng?   \n Tuy\u1ec7t \u0111\u1ed1i. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, t\u00f4i v\u1eabn \u0111ang \u0111\u1ea7u t\u01b0 v\u00e0o kho\u1ea3ng 150 s\u00e0n th\u01b0\u01a1ng m\u1ea1i m\u1ed7i n\u0103m. T\u00f4i ch\u01b0a th\u1ea5y nhi\u1ec1u v\u00ed d\u1ee5 v\u1ec1 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u00e3 m\u1edf r\u1ed9ng quy m\u00f4 c\u1ef1c l\u1edbn v\u1edbi s\u1ed1 v\u1ed1n r\u1ea5t h\u1ea1n ch\u1ebf. T\u00f4i \u0111\u00e3 th\u1ea5y h\u1ecd m\u1edf r\u1ed9ng quy m\u00f4 v\u1edbi r\u1ea5t \u00edt nh\u00e2n s\u1ef1 v\u00ec h\u1ecd \u0111ang s\u1eed d\u1ee5ng c\u00e1c agent \u0111\u1ec3 l\u00e0m vi\u1ec7c n\u0103ng su\u1ea5t h\u01a1n, nh\u01b0ng h\u1ecd v\u1eabn c\u1ea7n v\u1ed1n \u0111\u1ec3 m\u1edf r\u1ed9ng cung v\u00e0 c\u1ea7u, v\u00e0 b\u1ea1n lu\u00f4n mu\u1ed1n m\u1edf r\u1ed9ng c\u1ea3 hai song song. Kh\u00f4ng quan tr\u1ecdng l\u00e0 do b\u00e1n h\u00e0ng, marketing hay agent d\u1eabn d\u1eaft, t\u1ea5t c\u1ea3 \u0111\u1ec1u c\u00f3 chi ph\u00ed \u0111i k\u00e8m. V\u00ec v\u1eady, t\u00f4i ch\u01b0a th\u1ea5y c\u00e1i g\u00ec \u0111i t\u1eeb con s\u1ed1 kh\u00f4ng \u0111\u1ebfn m\u1ed9t t\u1ef7 GMV m\u00e0 v\u1ec1 c\u01a1 b\u1ea3n kh\u00f4ng c\u1ea7n huy \u0111\u1ed9ng v\u1ed1n. C\u00f3 l\u1ebd ngo\u1ea1i tr\u1eeb OnlyFans.       \n Mike Williams: V\u00e2ng, ch\u1eafc ch\u1eafn r\u1ed3i. V\u00e0 l\u00fac n\u00e3y anh c\u00f3 \u0111\u1ec1 c\u1eadp ng\u1eafn g\u1ecdn v\u1ec1 t\u00e2m l\u00fd th\u1ecb tr\u01b0\u1eddng khi huy \u0111\u1ed9ng v\u1ed1n. Nh\u01b0ng t\u00f4i ngh\u0129 m\u1ed9t ch\u1ee7 \u0111\u1ec1 hi\u1ec7n \u0111ang \u0111\u01b0\u1ee3c quan t\u00e2m nhi\u1ec1u h\u01a1n l\u00e0 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 (defensibility), \u0111\u00fang kh\u00f4ng?  \n V\u1eady anh ngh\u0129 th\u1ebf n\u00e0o v\u1ec1 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 trong th\u1eddi \u0111\u1ea1i AI, \u0111\u1eb7c bi\u1ec7t l\u00e0 v\u1edbi c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay.\n Fabrice Grinda: Tr\u01b0\u1edbc h\u1ebft, t\u1ea5t c\u1ea3 c\u00e1c b\u1ea1n n\u00ean v\u00e0o blog c\u1ee7a t\u00f4i v\u00e0 xem t\u1eadp 52 \u201cS\u00e0n th\u01b0\u01a1ng m\u1ea1i trong th\u1eddi \u0111\u1ea1i AI\u201d. T\u00f4i c\u00f3 m\u1ed9t v\u00e0i slide \u1edf \u0111\u00f3 ph\u00e2n t\u00edch nh\u1eefng y\u1ebfu t\u1ed1 gi\u00fap b\u1ea1n c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 nh\u1edd AI v\u00e0 v\u1ec1 l\u00e2u d\u00e0i. \n \u0110\u1ea7u ti\u00ean, b\u1ea5t c\u1ee9 khi n\u00e0o b\u1ea1n ra m\u1eaft s\u00e0n th\u01b0\u01a1ng m\u1ea1i, b\u1ea1n \u0111\u1ec1u kh\u00f4ng c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7, \u0111\u00fang kh\u00f4ng? V\u00ec v\u1eady, con h\u00e0o ng\u0103n c\u00e1ch (moat) c\u1ee7a b\u1ea1n ch\u00ednh l\u00e0 t\u00ednh thanh kho\u1ea3n. Cu\u1ed1i c\u00f9ng th\u00ec \u0111\u00f3 l\u00e0 thanh kho\u1ea3n. V\u00e0 m\u1ed9t khi b\u1ea1n c\u00f3 thanh kho\u1ea3n, v\u1ec1 c\u01a1 b\u1ea3n b\u1ea1n kh\u00f4ng th\u1ec3 b\u1ecb thay th\u1ebf. H\u00e3y nh\u00ecn v\u00e0o Craigslist, n\u00f3 v\u1eabn c\u00f2n ph\u00f9 h\u1ee3p m\u1ed9t c\u00e1ch \u0111\u00e1ng ng\u1ea1c nhi\u00ean v\u00e0o n\u0103m 2026.    \n V\u00e0 t\u1eeb g\u00f3c \u0111\u1ed9 kh\u1ed1i l\u01b0\u1ee3ng trong m\u1ed9t s\u1ed1 danh m\u1ee5c nh\u1ea5t \u0111\u1ecbnh, nh\u01b0 c\u00f4ng vi\u1ec7c lao \u0111\u1ed9ng ch\u00e2n tay, m\u1eb7c d\u00f9 c\u00f3 tr\u1ea3i nghi\u1ec7m ng\u01b0\u1eddi d\u00f9ng (UX\/UI) t\u1ec7 nh\u1ea5t, n\u00f3 \u0111ang c\u1ed1 t\u00ecnh ph\u00e1 h\u1ee7y t\u00ednh thanh kho\u1ea3n b\u1eb1ng nh\u1eefng vi\u1ec7c nh\u01b0 t\u00ednh ph\u00ed, v\u00e2n v\u00e2n. C\u00e1ch t\u00f4i ngh\u0129 v\u1ec1 n\u00f3 l\u00e0: A, b\u1ea1n \u0111ang l\u00e0m bao nhi\u00eau vi\u1ec7c v\u1edbi t\u01b0 c\u00e1ch l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i? \n B\u1ea1n thu\u1ea7n t\u00fay l\u00e0 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i t\u1ea1o kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (lead gen), nh\u01b0 Zillow, Angie, v\u00e0 b\u1ea1n kh\u00f4ng th\u1ef1c s\u1ef1 l\u00e0m g\u00ec nhi\u1ec1u, hay b\u1ea1n qu\u1ea3n l\u00fd r\u1ea5t ch\u1eb7t ch\u1ebd nh\u01b0 DoorDash, Amazon, n\u01a1i b\u1ea1n c\u00f3 kho b\u00e3i, ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng, \u0111\u1ed5i tr\u1ea3, thanh to\u00e1n v\u00e0 qu\u1ea3n l\u00fd giao h\u00e0ng b\u00ean th\u1ee9 ba.\n B\u1ea1n c\u00e0ng qu\u1ea3n l\u00fd nhi\u1ec1u v\u00e0 ngu\u1ed3n cung c\u1ee7a b\u1ea1n c\u00e0ng ph\u00e2n m\u1ea3nh, th\u00ec t\u00e1c \u0111\u1ed9ng c\u00e0ng \u00edt v\u00e0 b\u1ea1n c\u00e0ng c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 cao. \u0110i\u1ec1u kh\u00e1c t\u00f4i mu\u1ed1n c\u00e2n nh\u1eafc l\u00e0 t\u1ea7n su\u1ea5t m\u1ecdi ng\u01b0\u1eddi mua s\u1ea3n ph\u1ea9m l\u00e0 bao nhi\u00eau? V\u00e0 h\u1ecd d\u00e0nh bao nhi\u00eau th\u1eddi gian \u0111\u1ec3 suy ngh\u0129 v\u1ec1 nh\u1eefng g\u00ec h\u1ecd \u0111ang mua? M\u1ed9t l\u1ea7n n\u1eefa, h\u1ecd c\u00e0ng \u00edt suy ngh\u0129 v\u1ec1 vi\u1ec7c mua h\u00e0ng, ngh\u0129a l\u00e0 n\u00f3 kh\u00f4ng y\u00eau c\u1ea7u nghi\u00ean c\u1ee9u nhi\u1ec1u.    \n V\u00e0 t\u1ea7n su\u1ea5t h\u1ecd mua s\u1ea3n ph\u1ea9m c\u00e0ng cao, b\u1ea1n c\u00e0ng c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 t\u1ed1t. Instacart, DoorDash, Uber, Amazon. Etsy th\u00ec&#8230; c\u0169ng kh\u00f4ng h\u1eb3n \u0111\u00e1ng lo. B\u00e2y gi\u1edd, n\u1ebfu b\u1ea1n l\u00e0 m\u1ed9t m\u1eb7t h\u00e0ng c\u1ea7n c\u00e2n nh\u1eafc k\u1ef9 khi mua, n\u01a1i m\u1ecdi ng\u01b0\u1eddi d\u00e0nh nhi\u1ec1u th\u1eddi gian suy ngh\u0129 v\u1ec1 th\u1ee9 h\u1ecd mua ho\u1eb7c n\u01a1i h\u1ecd thu\u00ea nh\u00e2n s\u1ef1, v\u00e0 n\u00f3 kh\u00f4ng c\u00f3 t\u00ednh \u0111\u1ecbnh k\u1ef3 cao, th\u00ec c\u00f3 l\u1ebd r\u1ee7i ro h\u01a1n nhi\u1ec1u.      \n V\u00ec v\u1eady, t\u00f4i ngh\u0129 c\u00f3 r\u1ea5t nhi\u1ec1u \u0111i\u1ec1u b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u1ec3 b\u1ea3o v\u1ec7 m\u00ecnh tr\u00ean th\u1ecb tr\u01b0\u1eddng tr\u01b0\u1edbc c\u00e1c LLM b\u1eb1ng c\u00e1ch l\u00e0m nhi\u1ec1u h\u01a1n v\u00e0 ch\u1ecdn c\u00e1c danh m\u1ee5c ph\u00f9 h\u1ee3p. Nh\u01b0ng cu\u1ed1i c\u00f9ng, m\u1ed9t khi b\u1ea1n \u0111\u00e3 c\u00f3 thanh kho\u1ea3n th\u00ec \u0111i\u1ec1u \u0111\u00f3 kh\u00f4ng c\u00f2n quan tr\u1ecdng n\u1eefa. Ngay c\u1ea3 khi ph\u1ea7n \u0111\u1ea7u ph\u1ec5u thu\u1ed9c v\u1ec1 c\u00e1c LLM, v\u00ec giao d\u1ecbch v\u1eabn s\u1ebd di\u1ec5n ra th\u00f4ng qua b\u1ea1n, ngay c\u1ea3 khi \u0111\u00f3 l\u00e0 m\u1ed9t agent, v\u00e0 b\u1ea1n s\u1ebd n\u1eafm gi\u1eef h\u1ea7u h\u1ebft gi\u00e1 tr\u1ecb.   \n Mike Williams: \u0110\u00f3 l\u00e0 m\u1ed9t s\u1ef1 ph\u00e2n t\u00edch th\u1ef1c s\u1ef1 h\u1eefu \u00edch cho ch\u00fang t\u00f4i \u1edf \u0111\u00e2y. Tuy\u1ec7t v\u1eddi. T\u00f4i \u0111ang nh\u1eadn \u0111\u01b0\u1ee3c m\u1ed9t s\u1ed1 c\u00e2u h\u1ecfi t\u1eeb c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp v\u00e0 t\u00f4i h\u1ee9a s\u1ebd d\u00e0nh th\u1eddi gian cho ph\u1ea7n h\u1ecfi \u0111\u00e1p nh\u00f3m. Ngay tr\u01b0\u1edbc khi b\u1eaft \u0111\u1ea7u, anh c\u00f3 l\u1eddi khuy\u00ean n\u00e0o cho c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp \u0111ang b\u1eaft \u0111\u1ea7u x\u00e2y d\u1ef1ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec7n nay kh\u00f4ng?   \n Fabrice Grinda: H\u00e3y s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5 AI theo nh\u1eefng c\u00e1ch t\u00f4i \u0111\u00e3 \u0111\u1ec1 c\u1eadp tr\u01b0\u1edbc \u0111\u00f3. H\u00e3y c\u1ef1c k\u1ef3 ti\u1ebft ki\u1ec7m v\u1ed1n v\u00ec v\u1ed1n s\u1ebd l\u00e0 th\u1ee9 kh\u00f3 ki\u1ebfm \u0111\u01b0\u1ee3c. H\u00e3y \u0111\u1ea3m b\u1ea3o b\u1ea1n ti\u1ebfn xa h\u01a1n. V\u1ec1 c\u01a1 b\u1ea3n, h\u00e3y bi\u1ebfn m\u00ecnh th\u00e0nh tr\u1ea1ng th\u00e1i \u201cm\u1eb7c \u0111\u1ecbnh l\u00e0 s\u1ed1ng s\u00f3t\u201d (default alive) v\u00e0 \u201cm\u1eb7c \u0111\u1ecbnh l\u00e0 c\u00f3 th\u1ec3 \u0111\u1ea7u t\u01b0\u201d (default investable). N\u1ebfu s\u1ee9c h\u00fat c\u1ee7a b\u1ea1n l\u00e0 kh\u00f4ng th\u1ec3 b\u00e0n c\u00e3i v\u00e0 doanh nghi\u1ec7p t\u1ed1t \u0111\u1ebfn m\u1ee9c m\u1ed9t s\u1ed1 qu\u1ef9 VC s\u1ebd ph\u1ea3i \u0111\u1ea7u t\u01b0 v\u00e0o \u0111\u00f3 b\u1ea5t k\u1ec3 th\u1ebf n\u00e0o.    \n N\u1ebfu b\u1ea1n \u0111i t\u1eeb con s\u1ed1 kh\u00f4ng \u0111\u1ebfn 10 tri\u1ec7u GMV m\u1ed7i th\u00e1ng v\u1edbi r\u1ea5t \u00edt v\u1ed1n v\u00e0 hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1ed1t, th\u00ec giai \u0111o\u1ea1n ti\u1ebfp theo l\u00e0 30 tri\u1ec7u hay 100 tri\u1ec7u c\u0169ng kh\u00f4ng quan tr\u1ecdng. S\u1ebd c\u00f3 ng\u01b0\u1eddi \u0111\u1ea7u t\u01b0 v\u00e0o vi\u1ec7c n\u00e0y. V\u00e0 v\u1eabn c\u00f3 nh\u1eefng qu\u1ef9 VC th\u00edch c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u00ec ch\u00fang c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7.  \n \u0110i\u1ec1u m\u1ecdi ng\u01b0\u1eddi kh\u00f4ng nh\u1eadn ra l\u00e0 kho\u1ea3ng 46% c\u00e1c c\u00f4ng ty AI t\u1eebng \u0111\u01b0\u1ee3c th\u00e0nh l\u1eadp \u0111\u00e3 \u0111\u00f3ng c\u1eeda. C\u00f3 nh\u1eefng c\u00f4ng ty \u0111\u1ea1t gi\u00e1 tr\u1ecb 4 t\u1ef7 \u0111\u00f4 la, nh\u01b0 to\u00e0n b\u1ed9 m\u1ea3ng AI, r\u1ed3i l\u1ee5i t\u00e0n. V\u00ec v\u1eady, c\u00f4ng ty c\u1ee7a b\u1ea1n c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 cao h\u01a1n nhi\u1ec1u, nh\u01b0ng \u0111\u1ec3 th\u00e0nh c\u00f4ng, h\u00e3y s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5, ti\u1ebft ki\u1ec7m v\u1ed1n, c\u00f3 unit economics tuy\u1ec7t v\u1eddi v\u00e0 th\u1ef1c s\u1ef1 t\u00ecm th\u1ea5y t\u00ednh thanh kho\u1ea3n c\u1ee7a s\u1ea3n ph\u1ea9m. V\u00e0 c\u00e1ch t\u00f4i t\u00ecm thanh kho\u1ea3n c\u0169ng nh\u01b0 ch\u1ee9ng minh s\u1ef1 ph\u00f9 h\u1ee3p s\u1ea3n ph\u1ea9m-th\u1ecb tr\u01b0\u1eddng l\u00e0 tr\u00e1nh sai l\u1ea7m l\u1edbn nh\u1ea5t c\u1ee7a c\u00e1c nh\u00e0 s\u00e1ng l\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i. Sai l\u1ea7m l\u1edbn nh\u1ea5t l\u00e0 v\u00ec ng\u01b0\u1eddi b\u00e1n tr\u00ean s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u2013 b\u1ea5t k\u1ec3 h\u1ecd b\u00e1n s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5 hay b\u1ea5t c\u1ee9 th\u1ee9 g\u00ec \u2013 \u0111\u1ec1u c\u00f3 \u0111\u1ed9ng l\u1ef1c t\u00e0i ch\u00ednh, n\u00ean r\u1ea5t d\u1ec5 \u0111\u1ec3 l\u00e0m tr\u00e0n ng\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u1ee7a b\u1ea1n b\u1eb1ng ngu\u1ed3n cung. B\u1ea5t k\u1ef3 ai b\u1ea1n ti\u1ebfp c\u1eadn, ngay c\u1ea3 khi b\u1ea1n n\u00f3i ch\u01b0a c\u00f3 l\u01b0u l\u01b0\u1ee3ng truy c\u1eadp, ki\u1ec3u nh\u01b0: \u201cN\u00e0y, t\u00f4i \u0111ang ra m\u1eaft s\u00e0n th\u01b0\u01a1ng m\u1ea1i, b\u1ea1n mu\u1ed1n \u0111\u0103ng tin \u1edf \u0111\u00e2y kh\u00f4ng? N\u00f3 mi\u1ec5n ph\u00ed \u0111\u1ea5y.\u201d M\u1ecdi ng\u01b0\u1eddi s\u1ebd \u0111\u1ed3ng \u00fd. V\u1ea5n \u0111\u1ec1 l\u00e0 n\u1ebfu b\u1ea1n c\u00f3 ngu\u1ed3n cung v\u00f4 h\u1ea1n m\u00e0 kh\u00f4ng c\u00f3 nhu c\u1ea7u.           \n B\u1ea1n s\u1ebd kh\u00f4ng c\u00f3 s\u1ef1 t\u01b0\u01a1ng t\u00e1c n\u00e0o v\u1edbi ng\u01b0\u1eddi b\u00e1n. H\u1ecd s\u1ebd kh\u00f4ng m\u1eb7n m\u00e0. N\u1ebfu ai \u0111\u00f3 v\u00f4 t\u00ecnh mua th\u1ee9 g\u00ec \u0111\u00f3, h\u1ecd s\u1ebd kh\u00f4ng tr\u1ea3 l\u1eddi. H\u1ecd s\u1ebd c\u00f3 tr\u1ea3i nghi\u1ec7m t\u1ec7. T\u1ed1t h\u01a1n nhi\u1ec1u l\u00e0 c\u00f3 ngu\u1ed3n cung ch\u1ea5t l\u01b0\u1ee3ng nh\u1ea5t, cao nh\u1ea5t v\u00e0 \u0111\u01b0\u1ee3c tuy\u1ec3n ch\u1ecdn k\u1ef9 l\u01b0\u1ee1ng nh\u1ea5t. B\u1ea1n \u0111\u1ed1i x\u1eed t\u1ed1t v\u1edbi h\u1ecd, l\u00e0m h\u1ecd h\u00e0i l\u00f2ng, b\u1ea1n mang l\u1ea1i gi\u00e1 tr\u1ecb cho h\u1ecd.     \n T\u00f9y thu\u1ed9c v\u00e0o danh m\u1ee5c, n\u1ebfu l\u00e0 m\u1eb7t h\u00e0ng h\u1ecd \u0111ang b\u00e1n, c\u00f3 l\u1ebd kho\u1ea3ng 25% doanh s\u1ed1 l\u00e0 m\u1ee9c thanh kho\u1ea3n th\u1ea5p. N\u1ebfu l\u00e0 m\u1ed9t d\u1ecbch v\u1ee5, b\u1ea1n mu\u1ed1n chi\u1ebfm \u00edt nh\u1ea5t 25% thu nh\u1eadp c\u1ee7a h\u1ecd. L\u00fd t\u01b0\u1edfng nh\u1ea5t l\u00e0 100% nh\u01b0 Uber, nh\u01b0ng c\u00f3 l\u1ebd 25% l\u00e0 \u0111\u01b0\u1ee3c. Sau \u0111\u00f3, b\u1ea1n b\u1eaft \u0111\u1ea7u m\u1edf r\u1ed9ng ngu\u1ed3n cung, r\u1ed3i th\u00eam nhu c\u1ea7u v\u00e0 m\u1edf r\u1ed9ng ch\u00fang song song.     \n B\u1ea1n kh\u00f4ng bao gi\u1edd mu\u1ed1n l\u00e0m tr\u00e0n ng\u1eadp s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1edbi qu\u00e1 nhi\u1ec1u ngu\u1ed3n cung \u0111\u1ebfn m\u1ee9c t\u00ednh thanh kho\u1ea3n c\u1ee7a b\u1ea1n gi\u1ea3m xu\u1ed1ng. \u0110\u00f3 l\u00e0 thanh kho\u1ea3n, thanh kho\u1ea3n v\u00e0 thanh kho\u1ea3n. V\u00e0 khi \u0111\u00f3, c\u1ea7n nhi\u1ec1u thanh kho\u1ea3n h\u01a1n n\u1eefa.  \n Mike Williams: V\u00e2ng. \u0110i\u1ec1u \u0111\u00f3 th\u1eadt tuy\u1ec7t v\u1eddi. T\u00f4i r\u1ea5t vui v\u00ec ch\u00fang ta \u0111ang nh\u1ea5n m\u1ea1nh t\u1ea7m quan tr\u1ecdng c\u1ee7a vi\u1ec7c \u0111\u00f3. V\u00e0 t\u00f4i c\u00f3 th\u1ec3 n\u00f3i t\u1eeb kinh nghi\u1ec7m c\u1ee7a ch\u00ednh m\u00ecnh, t\u00f4i \u0111\u00e3 t\u1eebng ph\u00e1t tri\u1ec3n ngu\u1ed3n cung t\u1eeb s\u1edbm v\u00e0 ph\u1ea3i tr\u1ea3 gi\u00e1 b\u1eb1ng nhu c\u1ea7u. Tuy\u1ec7t, ch\u00fang ta s\u1ebd chuy\u1ec3n sang ph\u1ea7n h\u1ecfi \u0111\u00e1p nh\u00f3m. Ch\u00e0o Lisa, t\u00f4i th\u1ea5y b\u1ea1n gi\u01a1 tay. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng?      \n Lisa: V\u00e2ng. Ch\u00e0o Fabrice. R\u1ea5t vui \u0111\u01b0\u1ee3c g\u1eb7p anh. T\u00f4i l\u00e0 Lisa. T\u00f4i \u0111ang x\u00e2y d\u1ef1ng Buddy, m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i kim lo\u1ea1i t\u00e1i ch\u1ebf B2B. T\u00f4i bi\u1ebft anh l\u00e0 m\u1ed9t qu\u1ef9 ch\u1ec9 s\u1ed1, c\u00f3 r\u1ea5t nhi\u1ec1u c\u01a1 h\u1ed9i \u0111\u1ebfn v\u1edbi anh, c\u1ea3 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u01b0\u1ee3c qu\u1ea3n l\u00fd v\u00e0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n t\u00fay, \u0111\u00fang kh\u00f4ng?     \n C\u1ea3 hai lo\u1ea1i \u0111\u00f3 \u0111\u1ec1u t\u1ed3n t\u1ea1i, nh\u01b0ng t\u00f4i ngh\u0129 anh s\u1ebd th\u1ea5y doanh thu c\u00f3 th\u1ec3 mang \u00fd ngh\u0129a ho\u00e0n to\u00e0n kh\u00e1c nhau gi\u1eefa s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n t\u00fay v\u00e0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i \u0111\u01b0\u1ee3c qu\u1ea3n l\u00fd. V\u00ed d\u1ee5, ch\u00fang t\u00f4i d\u1ef1a tr\u00ean t\u1ef7 l\u1ec7 chi\u1ebft kh\u1ea5u (take rate). Nh\u1eefng ng\u01b0\u1eddi kh\u00e1c trong l\u0129nh v\u1ef1c c\u1ee7a ch\u00fang t\u00f4i th\u00ec mua \u0111i b\u00e1n l\u1ea1i, \u0111\u00f3 l\u00e0 nguy\u00ean t\u1eafc c\u1ee7a h\u1ecd.  \n Fabrice Grinda: \u0110\u00fang v\u1eady, nh\u01b0ng ch\u00fang t\u00f4i kh\u00f4ng ng\u1ed1c. Ngh\u0129a l\u00e0 n\u1ebfu ai \u0111\u00f3 mua \u0111i b\u00e1n l\u1ea1i v\u00e0 h\u1ecd t\u00ednh \u0111\u00f3 l\u00e0 doanh thu, t\u1ea5t nhi\u00ean t\u00f4i v\u1eabn nh\u00ecn v\u00e0o bi\u00ean l\u1ee3i nhu\u1eadn c\u1ee7a h\u1ecd v\u00e0 c\u1ea3 hi\u1ec7u qu\u1ea3 s\u1eed d\u1ee5ng v\u1ed1n n\u1ebfu h\u1ecd c\u00f3 h\u00e0ng t\u1ed3n kho. \n V\u00ec v\u1eady, cu\u1ed1i c\u00f9ng t\u00f4i s\u1ebd so s\u00e1nh m\u1ed9t c\u00e1ch t\u01b0\u01a1ng \u0111\u1ed3ng. N\u1ebfu doanh thu c\u1ee7a b\u1ea1n l\u00e0 take rate, t\u00f4i s\u1ebd xem c\u1ea5u tr\u00fac bi\u00ean l\u1ee3i nhu\u1eadn c\u1ee7a take rate \u0111\u00f3. T\u00f4i s\u1ebd so s\u00e1nh n\u00f3 v\u1edbi nh\u1eefng g\u00ec h\u1ecd \u0111\u00e3 l\u00e0m. V\u00ec v\u1eady, t\u00f4i s\u1ebd kh\u00f4ng suy ngh\u0129 qu\u00e1 nhi\u1ec1u. T\u00f4i s\u1ebd l\u00e0m b\u1ea5t c\u1ee9 \u0111i\u1ec1u g\u00ec \u0111\u00fang \u0111\u1eafn cho doanh nghi\u1ec7p t\u1eeb g\u00f3c \u0111\u1ed9 KPI\/OKR v\u00e0 kh\u00f4ng n\u00ean qu\u00e1 lo l\u1eafng v\u1ec1 \u0111i\u1ec1u n\u00e0y. C\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i hi\u1ec3u s\u1ef1 kh\u00e1c bi\u1ec7t \u0111\u00f3.      \n Lisa: C\u1ea3m \u01a1n anh. T\u00f4i bi\u1ebft anh l\u00e0 m\u1ed9t nh\u00e0 \u0111\u1ea7u t\u01b0 s\u00e0n th\u01b0\u01a1ng m\u1ea1i n\u00ean anh r\u1ea5t quen thu\u1ed9c v\u1edbi \u0111i\u1ec1u \u0111\u00f3. Nh\u01b0ng kinh nghi\u1ec7m c\u1ee7a ch\u00fang t\u00f4i l\u00e0 c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 kh\u00f4ng chuy\u00ean v\u1ec1 s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u00f3 th\u1ec3 kh\u00f4ng \u0111\u00e1nh gi\u00e1 theo c\u00e1ch gi\u1ed1ng nh\u01b0 anh. V\u00e0 t\u00f4i t\u1ef1 h\u1ecfi li\u1ec7u anh c\u00f3 l\u1eddi khuy\u00ean n\u00e0o v\u1ec1 c\u00e1ch \u0111\u1ecbnh v\u1ecb m\u00ecnh l\u00e0 m\u1ed9t th\u1ee9 c\u00f3 ti\u1ec1m n\u0103ng tr\u1edf th\u00e0nh m\u1ed9t l\u1edbp giao d\u1ecbch v\u00ec b\u1ea3n ch\u1ea5t c\u1ee7a m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i thu\u1ea7n t\u00fay, thay v\u00ec ch\u1ec9 c\u00f3 th\u1ec3 thu doanh thu t\u1eeb c\u00e1c giao d\u1ecbch m\u00e0 n\u00f3 n\u1eafm b\u1eaft \u0111\u01b0\u1ee3c.   \n Fabrice Grinda: Trong ph\u1ea1m vi b\u1ea1n theo d\u00f5i \u0111\u01b0\u1ee3c, h\u00e3y \u0111\u1ec1 c\u1eadp \u0111\u1ebfn t\u1ea5t c\u1ea3 GMV \u0111ang \u0111i qua n\u1ec1n t\u1ea3ng, \u0111\u00fang kh\u00f4ng? Khi \u0111\u00f3, n\u00f3 s\u1ebd tr\u1edf n\u00ean d\u1ec5 so s\u00e1nh h\u01a1n nhi\u1ec1u v\u1edbi t\u1ed5ng doanh thu c\u1ee7a nh\u1eefng b\u00ean \u0111ang mua v\u00e0 b\u00e1n. \n Lisa: V\u00e2ng.\n Fabrice Grinda: H\u00e3y th\u1eed \u0111\u1ed1i chi\u1ebfu ch\u00fang v\u1edbi GMV. V\u00e0 sau \u0111\u00f3 b\u1ea1n c\u00f3 th\u1ec3 n\u00f3i v\u1ec1 t\u1ef7 l\u1ec7 ph\u1ea7n tr\u0103m giao d\u1ecbch b\u1ea1n c\u00f3 th\u1ec3 ki\u1ebfm ti\u1ec1n h\u00f4m nay so v\u1edbi kh\u1ea3 n\u0103ng trong t\u01b0\u01a1ng lai v\u00e0 t\u1ea1i sao, take rate hi\u1ec7n t\u1ea1i l\u00e0 bao nhi\u00eau v\u00e0 t\u1ea1i sao b\u1ea1n ngh\u0129 n\u00f3 c\u00f3 th\u1ec3 t\u0103ng l\u00ean. Trong c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i B2B, take rate c\u00f3 th\u1ec3 thay \u0111\u1ed5i t\u00f9y thu\u1ed9c v\u00e0o \u0111\u1ed9 co gi\u00e3n c\u1ee7a cung v\u00e0 c\u1ea7u. C\u00f3 m\u1ed9t s\u1ed1 danh m\u1ee5c m\u00e0 th\u00e0nh th\u1eadt m\u00e0 n\u00f3i b\u1ea1n kh\u00f4ng th\u1ec3 thu \u0111\u01b0\u1ee3c g\u00ec, n\u00f3 b\u1eb1ng kh\u00f4ng. Nh\u01b0ng c\u00f3 m\u1ed9t s\u1ed1 danh m\u1ee5c b\u1ea1n b\u1eaft \u0111\u1ea7u \u1edf m\u1ee9c 1, 2 ho\u1eb7c 3%, nh\u01b0ng theo th\u1eddi gian khi b\u1ea1n c\u00f3 nhi\u1ec1u thanh kho\u1ea3n h\u01a1n v\u00e0 cung c\u1ea5p nhi\u1ec1u gi\u00e1 tr\u1ecb h\u01a1n, b\u1ea1n th\u1ef1c s\u1ef1 c\u00f3 th\u1ec3 b\u1eaft \u0111\u1ea7u n\u00e2ng n\u00f3 l\u00ean 6, 7, 8 ho\u1eb7c 9%.    \n V\u00e0 sau \u0111\u00f3 b\u1ea1n c\u00f3 th\u1ec3 th\u00eam nh\u1eefng th\u1ee9 nh\u01b0 t\u00e0i ch\u00ednh, b\u1ea3o hi\u1ec3m, ho\u1eb7c b\u1ea5t k\u1ef3 d\u1ecbch v\u1ee5 gi\u00e1 tr\u1ecb gia t\u0103ng n\u00e0o kh\u00e1c \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c take rate hi\u1ec7u d\u1ee5ng t\u1ed5ng h\u1ee3p kho\u1ea3ng 10 \u0111\u1ebfn 15%.\n Mike Williams: N\u00e0y Fabrice, t\u00f4i mu\u1ed1n h\u1ecfi m\u1ed9t c\u00e2u cho m\u1ed9t nh\u00e0 s\u00e1ng l\u1eadp kh\u00f4ng th\u1ec3 tham gia, v\u00e0 \u0111i\u1ec1u n\u00e0y c\u0169ng kh\u00e1 ph\u1ed5 bi\u1ebfn trong c\u1ed9ng \u0111\u1ed3ng, \u0111\u00f3 l\u00e0 v\u1ec1 vi\u1ec7c chuy\u1ec3n \u0111\u1ed5i sang m\u00f4 h\u00ecnh thu\u1ea7n AI (AI native) ho\u1eb7c c\u00e2n nh\u1eafc xem AI \u0111ang t\u00e1c \u0111\u1ed9ng \u0111\u1ebfn doanh nghi\u1ec7p nh\u01b0 th\u1ebf n\u00e0o.\n Ch\u00fang t\u00f4i c\u00f3 nhi\u1ec1u s\u00e0n th\u01b0\u01a1ng m\u1ea1i tr\u01b0\u1edbc \u0111\u00e2y, ch\u1eb3ng h\u1ea1n nh\u01b0 m\u1ed9t n\u0103m r\u01b0\u1ee1i tr\u01b0\u1edbc, \u0111\u00e3 huy \u0111\u1ed9ng \u0111\u01b0\u1ee3c v\u00f2ng pre-seed. V\u1eady c\u00f3 nh\u1eefng ph\u01b0\u01a1ng ph\u00e1p hay m\u1eb9o n\u00e0o anh d\u00e0nh cho c\u00e1c doanh nghi\u1ec7p \u0111\u00e3 huy \u0111\u1ed9ng v\u1ed1n t\u1eeb th\u1eddi k\u1ef3 tr\u01b0\u1edbc AI v\u00e0 hi\u1ec7n \u0111ang suy ngh\u0129 v\u1ec1 t\u00e1c \u0111\u1ed9ng c\u1ee7a n\u00f3 c\u0169ng nh\u01b0 kh\u1ea3 n\u0103ng chuy\u1ec3n \u0111\u1ed5i kh\u00f4ng? \n Fabrice Grinda: V\u1edbi t\u00f4i, \u0111\u00f3 ch\u00ednh x\u00e1c l\u00e0 l\u1eddi khuy\u00ean nh\u01b0 khi b\u1ea1n \u0111ang x\u00e2y d\u1ef1ng m\u1ed9t startup m\u1edbi ng\u00e0y h\u00f4m nay. H\u00e3y s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5, t\u00edch h\u1ee3p AI, h\u00e3y ti\u00ean phong v\u1ec1 AI. V\u00e0 n\u1ebfu b\u1ea1n c\u1ea7n vi\u1ebft l\u1ea1i c\u1ea5u tr\u00fac c\u00f4ng ngh\u1ec7 (stack) c\u1ee7a m\u00ecnh, h\u00e3y vi\u1ebft l\u1ea1i. Nh\u01b0ng m\u1ed9t l\u1ea7n n\u1eefa, th\u01b0\u1eddng th\u00ec b\u1ea1n kh\u00f4ng c\u1ea7n ph\u1ea3i l\u00e0m v\u1eady. V\u00e0 nh\u00e2n ti\u1ec7n, r\u1ea5t nhi\u1ec1u s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u1ee7a ch\u00fang t\u00f4i \u0111ang s\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5 c\u00f3 s\u1eb5n, \u0111\u00fang kh\u00f4ng?    \n S\u1eed d\u1ee5ng Shopify v\u00ec cu\u1ed1i c\u00f9ng th\u00ec c\u00f4ng ngh\u1ec7 \u00edt quan tr\u1ecdng h\u01a1n \u2013 ngay c\u1ea3 khi b\u1ea1n \u0111ang l\u00e0m nh\u1eefng vi\u1ec7c nh\u01b0 \u0111\u0103ng tin b\u1eb1ng m\u1ed9t b\u1ee9c \u1ea3nh, v\u00e2n v\u00e2n \u2013 m\u00e0 quan tr\u1ecdng h\u01a1n nhi\u1ec1u l\u00e0 unit economics v\u00e0 t\u00ednh thanh kho\u1ea3n. \u0110\u00f3 m\u1edbi l\u00e0 y\u1ebfu t\u1ed1 t\u1ea1o n\u00ean s\u1ef1 kh\u00e1c bi\u1ec7t ch\u1ee9 kh\u00f4ng ph\u1ea3i n\u1ec1n t\u1ea3ng c\u00f4ng ngh\u1ec7 b\u00ean d\u01b0\u1edbi. Nh\u01b0ng \u0111\u00fang v\u1eady, h\u00e3y ti\u00ean phong v\u1ec1 c\u00f4ng c\u1ee5, th\u1ef1c hi\u1ec7n AEO (t\u1ed1i \u01b0u h\u00f3a c\u00f4ng c\u1ee5 tr\u1ea3 l\u1eddi) v\u00e0 \u0111\u01b0a m\u00ecnh v\u00e0o danh m\u1ee5c c\u1ee7a c\u00e1c LLM.  \n Mike Williams: N\u00e0y, t\u00f4i l\u00e0 Molly. Xin l\u1ed7i, b\u1ea1n gi\u01a1 tay \u00e0. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng?   \n Molly: Ch\u1eafc ch\u1eafn r\u1ed3i. V\u00e2ng. Ch\u00e0o anh. T\u00f4i l\u00e0 ng\u01b0\u1eddi s\u00e1ng l\u1eadp Recess. N\u00f3 gi\u1ed1ng nh\u01b0 Booking.com d\u00e0nh cho c\u00e1c l\u1edbp h\u1ecdc v\u00e0 tr\u1ea1i h\u00e8 cho tr\u1ebb em. Ch\u00fang t\u00f4i \u0111\u00e3 huy \u0111\u1ed9ng \u0111\u01b0\u1ee3c 4 tri\u1ec7u \u0111\u00f4 la cho \u0111\u1ebfn nay. Ch\u00fang t\u00f4i c\u00f3 ch\u01b0a \u0111\u1ea7y m\u1ed9t n\u0103m doanh thu, nh\u01b0ng \u0111ang t\u0103ng tr\u01b0\u1edfng r\u1ea5t nhanh, v\u00ec v\u1eady ch\u00fang t\u00f4i s\u1eafp ti\u1ebfn h\u00e0nh v\u00f2ng g\u1ecdi v\u1ed1n ti\u1ebfp theo.     \n M\u1ed9t c\u00e2u h\u1ecfi n\u1ea3y sinh trong th\u1ea3o lu\u1eadn v\u1edbi c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 l\u00e0 v\u1ec1 gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng (LTV). LTV c\u1ee7a ch\u00fang t\u00f4i kh\u00e1 d\u00e0i, x\u00e9t theo \u0111\u1ed9 tu\u1ed5i c\u1ee7a tr\u1ebb em m\u00e0 ch\u00fang t\u00f4i ph\u1ee5c v\u1ee5. Kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau (ICP) c\u1ee7a ch\u00fang t\u00f4i th\u1ef1c t\u1ebf kh\u00f4ng c\u00f3 d\u1eef li\u1ec7u n\u00e0o \u0111\u1ec3 ch\u1ee9ng minh cho LTV \u0111\u00f3. C\u00f3 \u0111i\u1ec1u g\u00ec kh\u00e1c ngo\u00e0i nghi\u00ean c\u1ee9u ng\u01b0\u1eddi d\u00f9ng v\u1ec1 chu k\u1ef3 mua h\u00e0ng th\u00f4ng th\u01b0\u1eddng cho s\u1ea3n ph\u1ea9m m\u00e0 c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 s\u1ebd ch\u1ea5p nh\u1eadn cho LTV kh\u00f4ng?  \n Fabrice Grinda: T\u00f4i th\u1ef1c s\u1ef1 kh\u00f4ng nghe r\u00f5 b\u1ea1n \u0111ang b\u00e1n g\u00ec, nh\u01b0ng n\u1ebfu t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf (churn) th\u1ea5p v\u00e0 m\u1ecdi ng\u01b0\u1eddi \u0111ang tr\u1ea3 ti\u1ec1n h\u00e0ng th\u00e1ng ch\u1eb3ng h\u1ea1n, h\u1ecd s\u1ebd s\u1eb5n s\u00e0ng tin v\u00e0o LTV c\u1ee7a b\u1ea1n v\u00ec t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf th\u1ea5p, \u0111\u00fang kh\u00f4ng? V\u00ec v\u1eady, t\u1ef7 l\u1ec7 duy tr\u00ec doanh thu thu\u1ea7n sau 6 th\u00e1ng, 12 th\u00e1ng, 18 th\u00e1ng, v\u00e2n v\u00e2n, th\u1ef1c s\u1ef1 n\u00f3i l\u00ean \u0111i\u1ec1u \u0111\u00f3. M\u1eb7c d\u00f9 h\u1ea7u h\u1ebft c\u00e1c startup m\u00e0 ch\u00fang t\u00f4i xem x\u00e9t \u1edf v\u00f2ng seed \u0111\u1ec1u ch\u01b0a ho\u1ea1t \u0111\u1ed9ng qu\u00e1 18 th\u00e1ng, nh\u01b0ng ch\u00fang t\u00f4i v\u1eabn c\u00f3 th\u1ec3 d\u1ef1 ph\u00f3ng t\u1ef7 l\u1ec7 LTV tr\u00ean CAC trong 5 ho\u1eb7c 10 n\u0103m d\u1ef1a tr\u00ean t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf.   \n V\u00ec v\u1eady, n\u1ebfu b\u1ea1n c\u00f3 t\u1ef7 l\u1ec7 duy tr\u00ec doanh thu thu\u1ea7n d\u01b0\u01a1ng, ch\u1eb3ng h\u1ea1n nh\u01b0 150% sau 18 th\u00e1ng, v\u00e0 b\u1ea1n bi\u1ebft t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf h\u00e0ng th\u00e1ng, h\u00e0ng n\u0103m c\u1ee7a m\u00ecnh tr\u00f4ng nh\u01b0 th\u1ebf n\u00e0o, b\u1ea1n th\u1ef1c s\u1ef1 c\u00f3 th\u1ec3 d\u1ef1 ph\u00f3ng \u0111i\u1ec1u \u0111\u00f3 v\u00e0 ch\u00fang t\u00f4i s\u1ebd ch\u1ea5p nh\u1eadn.\n Ch\u00fang t\u00f4i s\u1ebd ch\u1ea5p nh\u1eadn con s\u1ed1 LTV tr\u00ean CAC d\u00e0i h\u1ea1n c\u1ee7a b\u1ea1n v\u00ec n\u00f3 \u0111\u01b0\u1ee3c th\u00fac \u0111\u1ea9y b\u1edfi c\u00e1c nh\u00f3m kh\u00e1ch h\u00e0ng (cohorts) c\u1ee7a b\u1ea1n. V\u00e0 mi\u1ec5n l\u00e0 c\u00e1c cohorts v\u1eabn \u1ed5n v\u00e0 t\u1ef7 l\u1ec7 r\u1eddi b\u1ecf v\u1eabn gi\u1eef nguy\u00ean, v\u1eabn t\u1ed1t, th\u00ec s\u1ebd kh\u00f4ng sao c\u1ea3. V\u00ec v\u1eady, t\u00f4i kh\u00f4ng c\u1ea7n b\u1ea1n ph\u1ea3i ho\u1ea1t \u0111\u1ed9ng trong 10 n\u0103m \u0111\u1ec3 tin v\u00e0o \u0111i\u1ec1u \u0111\u00f3. B\u1ea1n c\u00f3 nh\u1eefng ng\u01b0\u1eddi d\u00f9ng s\u1ebd tr\u1ea3 ti\u1ec1n trong 10 n\u0103m mi\u1ec5n l\u00e0 c\u00f3 d\u1eef li\u1ec7u h\u1ed7 tr\u1ee3.    \n Mike Williams: N\u00e0y Julius, t\u00f4i th\u1ea5y b\u1ea1n gi\u01a1 tay. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng? \n Julius: T\u00f4i mu\u1ed1n h\u1ecfi v\u1ec1 CAC \u1edf ph\u00eda ng\u01b0\u1eddi b\u00e1n. Anh c\u00f3 nh\u1eefng ti\u00eau chu\u1ea9n (benchmarks) n\u00e0o, ho\u1eb7c m\u1ee9c CAC n\u00e0o anh cho l\u00e0 th\u1ef1c s\u1ef1 t\u1ed1t? V\u00e0 c\u1ea3 t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i n\u1eefa, ngh\u0129a l\u00e0 ch\u00fang t\u00f4i \u0111\u01b0a m\u1ed9t ng\u01b0\u1eddi b\u00e1n l\u00ean s\u00e0n v\u00e0 sau \u0111\u00f3 h\u1ecd th\u1ef1c s\u1ef1 \u0111\u0103ng b\u00e1n th\u1ee9 g\u00ec \u0111\u00f3 tr\u00ean n\u1ec1n t\u1ea3ng.  \n Ch\u00fang t\u00f4i c\u00f3 16.000 ng\u01b0\u1eddi d\u00f9ng ho\u1ea1t \u0111\u1ed9ng h\u00e0ng th\u00e1ng. \u0110\u00f3 l\u00e0 con s\u1ed1 hi\u1ec7n t\u1ea1i c\u1ee7a ch\u00fang t\u00f4i. T\u00f4i ch\u1ec9 t\u00f2 m\u00f2 v\u1ec1 kh\u00eda c\u1ea1nh CAC \u1edf ph\u00eda ng\u01b0\u1eddi b\u00e1n.  \n Fabrice Grinda: M\u1ee9c CAC m\u00e0 b\u1ea1n s\u1eb5n s\u00e0ng chi tr\u1ea3 th\u1ef1c s\u1ef1 \u0111\u01b0\u1ee3c th\u00fac \u0111\u1ea9y b\u1edfi LTV m\u00e0 ng\u01b0\u1eddi d\u00f9ng \u0111\u00f3 mang l\u1ea1i.\n V\u00e0 v\u00ec v\u1eady t\u00f4i kh\u00f4ng th\u1ec3 tr\u1ea3 l\u1eddi c\u00e2u h\u1ecfi n\u1ebfu kh\u00f4ng hi\u1ec3u gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh, h\u1ecd \u0111ang b\u00e1n bao nhi\u00eau m\u1eb7t h\u00e0ng, v\u00e2n v\u00e2n. B\u1ea1n mu\u1ed1n c\u00f3 hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1ed1t, \u0111\u00fang kh\u00f4ng? V\u00e0 th\u00f4ng th\u01b0\u1eddng hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1eeb ng\u01b0\u1eddi b\u00e1n t\u1ed1t h\u01a1n nhi\u1ec1u so v\u1edbi ng\u01b0\u1eddi mua v\u00ec m\u1ed9t ng\u01b0\u1eddi b\u00e1n cu\u1ed1i c\u00f9ng s\u1ebd b\u00e1n r\u1ea5t nhi\u1ec1u m\u1eb7t h\u00e0ng trong m\u1ed9t th\u1eddi gian d\u00e0i.  \n V\u00ec v\u1eady, th\u00f4ng th\u01b0\u1eddng v\u00ec vi\u1ec7c t\u00ecm ng\u01b0\u1eddi b\u00e1n d\u1ec5 h\u01a1n ng\u01b0\u1eddi mua, n\u00ean unit economics \u1edf ph\u00eda ng\u01b0\u1eddi b\u00e1n th\u01b0\u1eddng l\u00e0 20:1 ho\u1eb7c 50:1 ho\u1eb7c 100:1 so v\u1edbi ng\u01b0\u1eddi mua. Unit economics \u1edf ph\u00eda ng\u01b0\u1eddi mua c\u00f3 khi ch\u1ec9 l\u00e0 3:1 ho\u1eb7c 4:1 v\u00ec b\u1ea1n \u0111ang chi r\u1ea5t nhi\u1ec1u ti\u1ec1n cho Google v\u00e0 nh\u1eefng ng\u01b0\u1eddi n\u00e0y ch\u1ec9 mua m\u1ed9t ho\u1eb7c hai l\u1ea7n t\u00f9y danh m\u1ee5c, trong khi ng\u01b0\u1eddi b\u00e1n th\u00ec c\u1ee9 b\u00e1n \u0111i b\u00e1n l\u1ea1i.  \n V\u00e0 t\u00f4i s\u1ebd \u0111\u1ea3m b\u1ea3o r\u1eb1ng hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1eeb ng\u01b0\u1eddi b\u00e1n c\u1ee7a b\u1ea1n \u0111\u1ea1t kho\u1ea3ng 10:1, 20:1 tr\u00ean c\u01a1 s\u1edf unit economics.\n Mike Williams: N\u00e0y Godfrey. Xin l\u1ed7i, b\u1ea1n gi\u01a1 tay \u00e0. B\u1ea1n c\u00f3 mu\u1ed1n tham gia kh\u00f4ng? Ch\u00fang ta s\u1ebd c\u1ed1 g\u1eafng tr\u1ea3 l\u1eddi m\u1ed9t c\u00e2u h\u1ecfi cu\u1ed1i c\u00f9ng \u1edf \u0111\u00e2y.     \n Godfrey: T\u00f4i l\u00e0 Godfrey, ng\u01b0\u1eddi s\u00e1ng l\u1eadp m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i v\u1eadn chuy\u1ec3n xuy\u00ean bi\u00ean gi\u1edbi gi\u00fap nh\u1eefng ng\u01b0\u1eddi mua xe c\u0169 \u1edf n\u01b0\u1edbc ngo\u00e0i t\u00ecm \u0111\u01b0\u1ee3c c\u00e1c nh\u00e0 m\u00f4i gi\u1edbi v\u1eadn t\u1ea3i \u0111\u00e3 \u0111\u01b0\u1ee3c ki\u1ec3m \u0111\u1ecbnh \u0111\u1ec3 v\u1eadn chuy\u1ec3n xe c\u1ee7a h\u1ecd t\u1eeb c\u00e1c bu\u1ed5i \u0111\u1ea5u gi\u00e1 \u1edf M\u1ef9 v\u00e0 Canada ra n\u01b0\u1edbc ngo\u00e0i.\n Anh \u0111\u00e3 \u0111\u1ec1 c\u1eadp m\u1ed9t trong b\u1ed1n ti\u00eau ch\u00ed \u0111\u1ea7u t\u01b0 c\u1ee7a m\u00ecnh l\u00e0 c\u00e1c th\u01b0\u01a1ng v\u1ee5 t\u1ed1t, v\u00e0 t\u00f4i \u0111ang xem x\u00e9t c\u00e1c ch\u1ec9 s\u1ed1 g\u00e2y qu\u1ef9 c\u1ee7a FJ Labs. C\u00e2u h\u1ecfi c\u1ee7a t\u00f4i l\u00e0 c\u00e1c ch\u1ec9 s\u1ed1 g\u00e2y qu\u1ef9 n\u00e0y \u0111\u00e3 thay \u0111\u1ed5i nh\u01b0 th\u1ebf n\u00e0o? \n Fabrice Grinda: Th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, n\u00f3 kh\u00f4ng th\u1ef1c s\u1ef1 thay \u0111\u1ed5i nhi\u1ec1u trong m\u1ea3ng s\u00e0n th\u01b0\u01a1ng m\u1ea1i. C\u00f3 l\u1ebd n\u00f3 nh\u00edch l\u00ean m\u1ed9t ch\u00fat v\u1ec1 c\u1ea3 quy m\u00f4 v\u00f2ng g\u1ecdi v\u1ed1n v\u00e0 \u0111\u1ecbnh gi\u00e1, nh\u01b0ng kh\u00f4ng qu\u00e1 nhi\u1ec1u. Nh\u1eefng th\u1ee9 th\u1ef1c s\u1ef1 thay \u0111\u1ed5i c\u1ee5c di\u1ec7n l\u00e0 c\u00e1c c\u00f4ng ty AI, n\u01a1i b\u1ea1n c\u00f3 m\u1ed9t c\u00f4ng ty nh\u01b0 AMI Labs huy \u0111\u1ed9ng \u0111\u01b0\u1ee3c m\u1ed9t t\u1ef7 \u0111\u00f4 v\u00f2ng seed v\u1edbi \u0111\u1ecbnh gi\u00e1 kho\u1ea3ng 3,5 t\u1ef7 \u0111\u00f4 pre-money.   \n V\u00e0 khi b\u1ea1n nh\u00ecn v\u00e0o c\u00e1c con s\u1ed1 trung b\u00ecnh, trung v\u1ecb trong ng\u00e0nh, ch\u1eb3ng c\u00f3 g\u00ec h\u1ee3p l\u00fd c\u1ea3 v\u00ec b\u1ea1n c\u00f3 nh\u1eefng th\u01b0\u01a1ng v\u1ee5 AI \u0111i\u00ean r\u1ed3 \u0111ang l\u00e0m th\u1ed5i ph\u1ed3ng ho\u1eb7c g\u00e2y nhi\u1ec5u c\u00e1c s\u1ed1 li\u1ec7u th\u1ed1ng k\u00ea. Ngo\u00e0i th\u1ef1c t\u1ebf l\u00e0 m\u1ecdi ng\u01b0\u1eddi \u0111ang b\u1ecf qua giai \u0111o\u1ea1n pre-seed, ph\u1ea7n l\u1edbn ch\u00fang t\u00f4i kh\u00f4ng th\u1ea5y s\u1ef1 thay \u0111\u1ed5i r\u1ea5t l\u1edbn. \n Nh\u01b0ng nh\u1eefng g\u00ec ch\u00fang t\u00f4i th\u1ea5y l\u00e0 s\u1ef1 kh\u00f3 kh\u0103n trong vi\u1ec7c huy \u0111\u1ed9ng v\u1ed1n. V\u00ec v\u1eady, b\u1ea1n c\u1ea7n c\u00f3 m\u1ed9t c\u00e2u chuy\u1ec7n t\u0103ng tr\u01b0\u1edfng v\u1edbi hi\u1ec7u qu\u1ea3 kinh t\u1ebf t\u1ed1t. \u0110i\u1ec1u \u0111\u00f3 v\u1ec1 c\u01a1 b\u1ea3n l\u00e0m cho n\u00f3 tr\u1edf n\u00ean thuy\u1ebft ph\u1ee5c \u0111\u1ebfn m\u1ee9c c\u00e1c qu\u1ef9 VC kh\u00f4ng c\u00f2n l\u1ef1a ch\u1ecdn n\u00e0o kh\u00e1c ngo\u00e0i vi\u1ec7c xem x\u00e9t b\u1ea1n m\u1ed9t c\u00e1ch nghi\u00eam t\u00fac v\u00e0 \u0111\u1ea7u t\u01b0.  \n Mike Williams: \u0110\u00f3 l\u00e0 m\u1ed9t c\u00e1ch tuy\u1ec7t v\u1eddi \u0111\u1ec3 k\u1ebft th\u00fac \u1edf \u0111\u00e2y, Fabrice. T\u00f4i bi\u1ebft ch\u00fang ta \u0111\u00e3 h\u1ebft th\u1eddi gian, nh\u01b0ng t\u00f4i th\u1ef1c s\u1ef1 tr\u00e2n tr\u1ecdng vi\u1ec7c anh \u0111\u00e3 d\u00e0nh th\u1eddi gian tham gia bu\u1ed5i tr\u00f2 chuy\u1ec7n nh\u00f3m h\u00f4m nay. \n V\u00e0 t\u00f4i bi\u1ebft ch\u00fang ta \u0111\u00e3 th\u1ea3o lu\u1eadn r\u1ea5t nhi\u1ec1u v\u00e0 m\u1ed9t s\u1ed1 ch\u1ee7 \u0111\u1ec1 c\u0169ng nh\u01b0 c\u00e2u h\u1ecfi t\u1ea5t nhi\u00ean l\u00e0 r\u1ea5t s\u1eafc th\u00e1i, v\u00e0 n\u00f3 c\u00f2n t\u00f9y thu\u1ed9c v\u00e0o t\u1eebng tr\u01b0\u1eddng h\u1ee3p, \u0111\u00fang kh\u00f4ng? Nh\u01b0ng t\u00f4i ngh\u0129 \u0111i\u1ec1u n\u00e0y th\u1eadt tuy\u1ec7t v\u1eddi v\u00e0 s\u1ebd c\u1ef1c k\u1ef3 h\u1eefu \u00edch cho m\u1ecdi ng\u01b0\u1eddi. T\u00f4i c\u00f3 m\u1ed9t c\u00e2u h\u1ecfi cu\u1ed1i c\u00f9ng, \u0111\u00e2y l\u00e0 c\u00e2u h\u1ecfi k\u1ebft th\u00fac \u0111i\u1ec3n h\u00ecnh c\u1ee7a t\u00f4i, n\u00ean l\u1ea7n n\u00e0y t\u00f4i s\u1ebd \u0111i\u1ec1u ch\u1ec9nh l\u1ea1i m\u1ed9t ch\u00fat: n\u1ebfu anh c\u00f3 th\u1ec3 quay l\u1ea1i th\u1eddi \u0111i\u1ec3m tr\u01b0\u1edbc n\u0103m 2026 v\u00e0 k\u1ef7 nguy\u00ean m\u1edbi n\u00e0y v\u1edbi AI, anh s\u1ebd n\u00f3i g\u00ec v\u1edbi ch\u00ednh m\u00ecnh v\u1ec1 m\u1ed9t s\u00e0n th\u01b0\u01a1ng m\u1ea1i c\u1ee5 th\u1ec3?  \n Fabrice Grinda: Th\u00e0nh th\u1eadt m\u00e0 n\u00f3i, n\u1ebfu c\u00f3 m\u1ed9t lo\u1ea1i h\u00ecnh kinh doanh m\u00e0 t\u00f4i ngh\u0129 s\u1ebd \u00edt b\u1ecb \u1ea3nh h\u01b0\u1edfng nh\u1ea5t b\u1edfi cu\u1ed9c c\u00e1ch m\u1ea1ng AI, th\u00ec \u0111\u00f3 ch\u00ednh l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. V\u00e0 nh\u00e2n ti\u1ec7n, n\u1ebfu c\u00f3 m\u1ed9t danh m\u1ee5c m\u00e0 t\u00f4i ngh\u0129 m\u1ecdi ng\u01b0\u1eddi v\u1eabn \u0111ang \u0111\u00e1nh gi\u00e1 th\u1ea5p ti\u1ec1m n\u0103ng to l\u1edbn c\u1ee7a n\u00f3, th\u00ec \u0111\u00f3 l\u00e0 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i. Ngay b\u00e2y gi\u1edd, trong \u0111\u1eddi s\u1ed1ng ti\u00eau d\u00f9ng, ch\u00fang ta th\u1ef1c s\u1ef1 \u0111ang \u0111\u01b0\u1ee3c ph\u1ee5c v\u1ee5 r\u1ea5t t\u1ed1t b\u1edfi Lime, Instacart, Amazon, eBay, Uber v\u00e0 Airbnb. Ch\u00fang ta c\u00f3 c\u00e1c s\u00e0n th\u01b0\u01a1ng m\u1ea1i bao ph\u1ee7 15, 20, 25% th\u01b0\u01a1ng m\u1ea1i trong m\u1ed7i danh m\u1ee5c ch\u00ednh.   \n Nh\u01b0ng khi nh\u00ecn v\u00e0o m\u1ea3ng B2B th\u00ec ch\u01b0a c\u00f3 g\u00ec \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n c\u1ea3. Ch\u00fang ta m\u1edbi ch\u1ec9 \u0111\u1ea1t m\u1ee9c th\u00e2m nh\u1eadp d\u01b0\u1edbi 1% trong h\u1ea7u h\u1ebft c\u00e1c danh m\u1ee5c. Ch\u1eafc ch\u1eafn l\u00e0 d\u01b0\u1edbi 5% trong nh\u1eefng danh m\u1ee5c tr\u1ecb gi\u00e1 h\u00e0ng ngh\u00ecn t\u1ef7 \u0111\u00f4 la n\u00e0y. V\u00e0 t\u00f4i ngh\u0129 v\u00ec b\u1ea1n c\u00f3 th\u1ec3 l\u00e0m \u0111\u01b0\u1ee3c nhi\u1ec1u vi\u1ec7c h\u01a1n v\u00e0 v\u00ec ch\u00fang c\u0169ng chuy\u1ec3n \u0111\u1ed9ng ch\u1eadm, v\u00e2n v\u00e2n, n\u00ean b\u1ea1n s\u1ebd c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7 tuy\u1ec7t v\u1eddi. V\u00ec v\u1eady, t\u00f4i v\u1eabn ngh\u0129 s\u00e0n th\u01b0\u01a1ng m\u1ea1i l\u00e0 h\u01b0\u1edbng \u0111i \u0111\u00fang \u0111\u1eafn. Ch\u00fang nh\u1eb9 v\u1ec1 t\u00e0i s\u1ea3n, b\u1ea1n s\u1ebd x\u00e2y d\u1ef1ng \u0111\u01b0\u1ee3c m\u1ed9t con h\u00e0o ng\u0103n c\u00e1ch, ch\u00fang s\u1ebd c\u00f3 kh\u1ea3 n\u0103ng ph\u00f2ng th\u1ee7.      \n Ch\u1ec9 c\u1ea7n s\u1eed d\u1ee5ng t\u1ea5t c\u1ea3 c\u00e1c c\u00f4ng c\u1ee5, \u0111\u1eebng \u0111\u1ec3 m\u00ecnh b\u1ecb t\u1ee5t h\u1eadu, nh\u01b0ng c\u0169ng \u0111\u1eebng \u0111\u1ec3 h\u1ecd s\u1eed d\u1ee5ng b\u1ea1n \u0111\u1ec3 hu\u1ea5n luy\u1ec7n d\u1eef li\u1ec7u, n\u00f3i cho r\u00f5 l\u00e0 v\u1eady. V\u00e0 \u0111\u00fang th\u1ebf, b\u1ea1n v\u1eabn \u0111ang \u1edf \u0111\u00fang n\u01a1i, l\u00e0m \u0111\u00fang vi\u1ec7c. \n Mike Williams: \u0110\u00f3 l\u00e0 m\u1ed9t l\u1eddi khuy\u00ean k\u1ebft th\u00fac tuy\u1ec7t v\u1eddi, v\u00e0 anh \u0111\u00e3 nh\u1eadn \u0111\u01b0\u1ee3c r\u1ea5t nhi\u1ec1u c\u00e1i g\u1eadt \u0111\u1ea7u \u0111\u1ed3ng t\u00ecnh. M\u1ed9t l\u1ea7n n\u1eefa, ch\u00fang t\u00f4i th\u1ef1c s\u1ef1 tr\u00e2n tr\u1ecdng vi\u1ec7c anh d\u00e0nh th\u1eddi gian tham gia c\u00f9ng ch\u00fang t\u00f4i v\u00e0 t\u1ea5t nhi\u00ean, t\u00f4i s\u1ebd chia s\u1ebb li\u00ean k\u1ebft \u0111\u1ebfn blog c\u1ee7a anh v\u00e0 FJ \u0111\u1ec3 m\u1ecdi ng\u01b0\u1eddi c\u00f3 th\u1ec3 c\u1eadp nh\u1eadt v\u00e0 theo d\u00f5i n\u1ebfu h\u1ecd ch\u01b0a l\u00e0m v\u1eady, c\u0169ng nh\u01b0 \u0111\u1ec3 li\u00ean h\u1ec7.  \n Th\u1ef1c s\u1ef1 tr\u00e2n tr\u1ecdng vi\u1ec7c anh tham gia c\u00f9ng ch\u00fang t\u00f4i v\u00e0 c\u1ea3m \u01a1n m\u1ecdi ng\u01b0\u1eddi v\u00ec nh\u1eefng c\u00e2u h\u1ecfi tuy\u1ec7t v\u1eddi ng\u00e0y h\u00f4m nay.\n ","Category":["Ch\u1ee3","Ph\u1ecfng v\u1ea5n &amp; Tr\u00f2 chuy\u1ec7n b\u00ean l\u00f2 s\u01b0\u1edfi"],"_links":{"self":[{"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/posts\/68626","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/users\/9"}],"replies":[{"embeddable":true,"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/comments?post=68626"}],"version-history":[{"count":2,"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/posts\/68626\/revisions"}],"predecessor-version":[{"id":68672,"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/posts\/68626\/revisions\/68672"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/media\/68588"}],"wp:attachment":[{"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/media?parent=68626"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/categories?post=68626"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/100.25.144.216\/vi\/wp-json\/wp\/v2\/tags?post=68626"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}