旅游B2B“游必得”获数千万元A轮融资　主攻东南亚

这是游必得在今年6月完成融资后的首次公开发声。

2017年6月，游必得完成数千万元A轮融资，由国科嘉和领投，上海春泉创投、中南荷多跟投，融资将用于开拓上游市场、平台优化和技术升级等。在2016年10月完成千万元Pre-A轮融资之后至今，游必得在国内发声不是太多。

创始人孙巍巍这么解释：“我们主要面对的东南亚市场，所以国内发声相对少一些。”游必得是一家旅游B2B企业，在国内主要面对B端企业用户提供SaaS服务。

具体而言，现在的游必得在东南亚旅游资源持有者和国内B端企业之间提供技术和服务，通过深挖上游资源持有者的需求，掌握供应端资源。其产品和服务成型的基准在于：一方面用户体验上，东南亚市场早期面向资源持有者的服务并不健全，从信息集合程度、产品标准化程度、匹配国内的移动化程度、服务响应、风险保障等方便可见一斑，而享受了国内便捷服务的中国游客往往在旅行过程中形成心理落差；更深层次，零散的海外旅游市场和国内旅游平台间缺乏相对垂直健全的衔接，难以实现快速精准的匹配。

孙巍巍曾表示：目的地产品服务是除了机票和酒店之外的第三极，以技术为导向为海外资源拥有者和服务者赋能，能够有效的切入到供应链的各个环节，从而将所有的信息和服务回归到用户体验上。

在下游分发端，游必得的服务客户主要包括三类：OTA、企业+游客、企业+企业。除了有长期旅游需求的公司之外，对于携程一类面向C端用户平台，游必得作为供应链上的服务平台，可以提供相对稳定和精准的上游资源，帮助平台方出境游产品在海外落地。游必得作为服务提供者，从中赚取一定费用。

目前，游必得通过网页端和微信端提供服务，团队约50人，有近半数为技术人员。在和上游资源端对接时，游必得会对资质进行审核并及时回访，从诸多诉求中找到共性。换句话说，游必得是基于上游诉求搭建的平台。

“其实我们在做一件非常底层的工作。”孙巍巍感叹，“旅游B2B行业是一件不会快速看到结果、需要投入大量人力和资金、综合能力要强的事情。”诚然，B2B行业的属性就是如此，尤其是面对需要改变认知为先的客户群。

不过，当下比较知名的几家目的地服务平台业务都不尽相同。旅行社资讯网资料显示，欢逃游是B2B2C模式，专注供应效率和交付效率，产品覆盖43个国家，有超过2万个商品套餐；力行网络做了交易平台和SaaS工具，总体SKU约10万，主要覆盖的欧美、日韩和东南亚地区占了约70%；66hao为面向全球的B端参团供应商，覆盖60个国家、400个目的地的7000多条线路，旅游产品形态较多；而游必得则是通过自己的SaaS预订管理系统，避开库存竞争，提升上下游效率。

2017年下半年，游必得海外分公司预计会落地，除了东南亚市场、日本市场和港澳台，也会着手韩国市场，现有产品版本也将迎来升级。在现有模式下，孙巍巍计划从现在起预计一年内实现收支平衡。而此前的酒店预订业务，目前已经不是游必得战略重心。对于公司发展和盈利情况，他语调轻松充满信心。

“为什么？”“可能是‘不甘’吧！”

从毕业后就开始关注出境相关业务，孙巍巍已经在旅游行业打拼了15年。从2014年入局到2016年“目的地资源”成为行业热词，2017年，游必得三岁了。在当下“出海热”和境外游“升温”的情况下，孙巍巍带着游必得持续聚拢更多上游资源持有者，等待下一个出境游风口。

This is the first time that the tour will be completed in June this year after the financing of public voice.

In June 2017, travel will be completed tens of millions of dollars A round of financing, by country and Kejia lead investor, venture capital, South lotus Shanghai chuntsuan with investment and financing will be used to develop the upstream market, optimize and upgrade the technology platform. In October 2016 to complete the 10 million yuan Pre-A round of financing, so far, must swim in the domestic voice is not too much.

Founder Sun Weiwei explained: "“ we are mainly facing the Southeast Asian market, so the domestic voice is relatively less.". &rdquo: must be a travel B2B enterprise, mainly in the domestic face of B end enterprise users to provide SaaS services.

Specifically, the current tour must be in Southeast Asian tourism resource holders and domestic B side enterprises to provide technology and services, through digging deep upstream resource holder's needs, grasp the supply side resources. The forming of its products and services benchmark is: on the one hand the user experience on the Southeast Asian market early for the resource holders service is not perfect, from the information collection, product standardization, matching degree of mobility, domestic service response, security and other risks can be seen easily, and enjoy the convenient service of domestic tourists tend to Chinese the formation of psychological gap during the trip; a deeper level, the lack of convergence of relative vertical sound scattered overseas tourism market and domestic tourism platform, it is difficult to achieve fast and accurate matching.

Sun Weiwei said: the destination product service is in addition to the third outside air tickets and hotels, technology oriented for overseas resource owners and service empowerment, each link can effectively cut into the supply chain, so that all the information and services to return to the user experience.

In the downstream division, the service customers will mainly include three categories: OTA, enterprise + tourist, enterprise + enterprise. In addition to long-term tourism needs of the company, for a class of Ctrip C end user oriented platform, will travel as the supply chain service platform, can provide a relatively stable and accurate upstream resources, help the platform of outbound tourism products in overseas. As a service provider, you earn a certain amount of money.

At present, the tour must be through the web side and WeChat side services, the team about 50 people, nearly half of the technical staff. In conjunction with upstream resources, the tour will be eligible for review and timely return visit, from a number of demands to find commonalities. In other words, the tour must be based on upstream demands built platform.

“ actually, we're doing a very low level job. ” Sun Weiwei laments, “ tourism B2B industry is not a quick result, need to invest a lot of manpower and capital, comprehensive ability better thing. &rdquo: of course, the attributes of the B2B industry, especially in the face of the need to change the perception of customer groups first.

However, the current more well-known several destinations, service platform business is not the same. The travel agency information network data show that the escape tour is B2B2C Huan, attention to supply efficiency and delivery efficiency of products, covering 43 countries, more than 20 thousand commodity package; power network to do a trading platform and SaaS tools, the overall SKU of about 100 thousand, mainly covering Europe and the United States, Japan and South Korea and Southeast Asia accounted for about 70% 66hao; B s end suppliers worldwide, covering 60 countries, 400 to more than 7000 lines, tourism products and travel will form more; is the reservation management system through their own SaaS, avoid inventory competition, lower efficiency.

In the second half of 2017, the overseas branch is expected to land. Besides the Southeast Asian market, the Japanese market and Hong Kong, Macao and Taiwan, the Korean market will also be launched, and the existing product version will also be upgraded. In the current model, Sun Weiwei plans to make ends meet within a year from now on. And the hotel reservation business before this, it is the strategic center that won't swim already at present. He spoke with ease and confidence in the company's development and profitability.

&ldquo? Why? ” “ may be ‘ unwilling to ’ right?! ”

Since graduation began to pay attention to outbound related business, Sun Weiwei has worked in the tourism industry for 15 years. From 2014 into the Bureau in 2016 “ destination resources ” become industry hot words; in 2017, swim must be three years old. In the current “ the sea fever ” and overseas travel “ warming ” in the case of Sun Weiwei to swim, must continue to gather more upstream resources holders, waiting for the next exit air outlet.