大客户销售 · AI 外化骨骼
Key-Account Selling · AI Exoskeleton
把销售从「感觉」转向「证据」——AI 重构客户画像、决策链条、预测精准度，让顶级公司销售运作水平可复制。
Move selling from intuition to evidence — AI rebuilds buyer maps, decision chains, and forecasting accuracy.
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我们是一家专注企业增长的精品咨询公司，也是一家 AI Native 的商业科技公司。所有顾问均出身世界头部企业核心决策层，以「标杆企业一号位」的实战经验，助力一把手破解增长难题。
A boutique consultancy purpose-built for enterprise growth — and an AI-Native business-tech firm. Every partner has served at the core decision table of a global category leader; we bring that No.1-seat playbook to your CEO's growth agenda.
极北光 · NORAAURA — 一家由「一号位」组成的精品咨询公司。 NORAAURA — a boutique consultancy of former No.1's.
我们专注于帮助 成长性企业 跨越组织、业务、资本的关键鸿沟。 合伙人来自爱立信、IBM、华为、阿里、京东、百度、SAP、飞利浦等世界头部企业——他们曾是这些公司里 战略 / 销售 / 采购 / 组织 / 业法 / 数字化 模块的一号位。
最优秀的人，培养更优秀的人。
We help growth-stage companies close the critical gaps in organization, commercial execution and capital. Our partners have been the No.1 of strategy, sales, procurement, OD, legal-business, and digital functions inside Ericsson, Alibaba, Huawei, JD, Baidu, SAP and Philips.
The best operators raise even better ones.
九大模块，覆盖企业从 0 到 N 全生命周期的关键能力。 Nine practices, end-to-end across the 0→N enterprise lifecycle.
从品牌定位到销售一体化的体系搭建与赋能。
Build the marketing-to-sales system as one machine.
跑赢高效增长的致命一公里。
The last mile from product to paying market.
销售溢价 +3–8%，采购降本 5–15%，条款漏洞 ↓80%。
+3–8% sales premium · 5–15% sourcing savings · 80% fewer term gaps.
从北美、欧洲到中东、非洲的本地化操盘。
Local-edge playbooks across N. America, Europe, MENA & Africa.
取势、明道、优术——从认清本质到落地执行。
Read the wave, define the path, sharpen the craft.
让法务从风控部门，变成业务的副驾驶。
Legal as the business's co-pilot, not its brake.
批量制造英雄，用「体系复利」替代「超级个体」。
Manufacture leaders at scale — system compounding over heroics.
从估值故事到融资节奏，资本助力业务。
From the equity story to round cadence, capital that accelerates ops.
AI 不是装饰，是把业务流程「外化骨骼」。
AI as the exoskeleton of your operating model — not a decoration.
我们是一家 AI native 的咨询公司——AI 在我们的方法、工具、交付里都是底层，而不是装饰。 An AI-native consultancy: AI sits in our methods, tools, and delivery — not on top of them.
把销售从「感觉」转向「证据」——AI 重构客户画像、决策链条、预测精准度，让顶级公司销售运作水平可复制。
Move selling from intuition to evidence — AI rebuilds buyer maps, decision chains, and forecasting accuracy.
从 Stage-Gate 到 RAG 体系，每一个决策都有验证路径与反向信号——红灯响应率 >90%。
Stage-Gate & RAG built into ops — every decision has a verifiable path; red-flag response >90%.
来自 SAP / 埃森哲 / IBM 的最佳实践，灯塔级数字化转型，覆盖 LTC（线索到现金）全流程。
Lighthouse-grade transformation rooted in SAP / Accenture / IBM best practice — full LTC coverage.
权力不对等的谈判桌上，最值钱的不是筹码，而是新变量。
At an asymmetric table, the prize isn't a chip — it's a new variable.
90% 的成长公司死在「项目侥幸」与「英雄式交付」的循环里。
Most growth companies die looping between project luck and hero delivery.
没有最优组织，只有最适配业务节奏的组织。
There is no optimal org — only orgs that match business cadence.
把谈判从软技能改造成系统工程——这是底层数学。
Reframing negotiation as a system, not a soft skill — here's the math.
极北光管理咨询管理合伙人。著有商务谈判领域权威著作《逆势谈判》，原创谈判八段锦、5C 谈判筹划模型、360° 谈判魔盘、权力平衡矩阵、买卖双方博弈模型、逆势谈判三十六计 / 三十六忌、谈判对话能量阶梯、开胃酒成交法、3O 风火轮、G-PROS 问题解决模型与五维教学法等系列实用工具，把谈判从"软技能"重塑为可复制、可衡量的工程系统。
现任熵评科技董事、中华人民共和国科技部特聘导师、香港大学中国商业学院客座导师，并任某精品投行和私募基金风险合伙人。曾任商汤科技董事顾问，负责海外市场战略与拓展；曾任某全球 IT 咨询公司销售副总裁兼通信事业部总经理。早年长期任职瑞典爱立信，在德、中、韩跨研发、咨询、管理、销售多业务单元担任要职，被公司推选进入全球下一代领导人培养计划并任命为总裁青年顾问。
学员行业横跨通信、企业软件、AI、生物医药、医疗设备、高端制造、消费零售、奢侈品、新能源、互联网、游戏与体育，客户包括华为、小米、VIVO、OPPO、荣耀、腾讯、阿里、字节、SAP、爱立信、商汤、比亚迪、吉利、沃尔沃、理想、宜家、LVMH、强生、达能、雅培、GE、国泰航空、Financial Times、LinkedIn、北大、港大、中科大及科技部、工信部等，遍布全球 120 多个国家。
毕业于中国科学技术大学（USTC）电子信息工程专业，瑞典皇家工学院（KTH）无线通信系统硕士，并于斯德哥尔摩大学（SU）与斯德哥尔摩经济学院（SSE）辅修跨文化领导力项目。
Managing Partner at NORAAURA. Author of Reverse-Leverage Negotiation, the authoritative work on commercial negotiation. Original creator of the 8P Negotiation Diagram, 5C Negotiation Planning Model, 360° Negotiation Panel, Power Balance Matrix, 36 Negotiation Stratagems / Circumventions, Negotiation Dialogue Continuum, Aperitif Method, 3O Hot Wheel, G-PROS Problem Solving Model, and the 5-Dimensional Learning Method — turning negotiation from a soft skill into a repeatable engineering system.
Current roles include Board Member at Shangping Tech, MOST-appointed Mentor (PRC Ministry of Science & Technology), Visiting Lecturer at HKU's China Business School, and Venture Partner at a boutique investment bank / PE fund. Former board advisor at SenseTime (heading global market strategy), and former VP of Sales / GM of Communications BU at a global IT consultancy. Spent his early career at Ericsson Sweden — selected for the company's Next-Generation Leaders program and appointed President's Youth Advisor.
Has trained operators across telecom, enterprise software, AI, life sciences, medtech, advanced manufacturing, retail, luxury, energy, internet, gaming and sports — for Huawei, Xiaomi, OPPO, HONOR, Tencent, Alibaba, ByteDance, SAP, Ericsson, SenseTime, BYD, Geely, Volvo, Li Auto, IKEA, LVMH, J&J, Danone, Abbott, GE, Cathay Pacific, Financial Times, LinkedIn, PKU, HKU, USTC, MOST, MIIT and more. Learners across 120+ countries.
BSc in Electronic Information Engineering from USTC; MSc in Wireless Communication Systems from KTH Royal Institute of Technology, Sweden; minor in Cross-Cultural Leadership at Stockholm University & Stockholm School of Economics.
极北光管理咨询高级合伙人。现任京东集团 CHO 体系特聘顾问（2025-）。曾任京东大学校长、领导力中心负责人、CHO 体系级专家（2021-2024）；前百度大学校长、学习发展中心负责人（2019-2021）；前阿里集团新领导力模型开发人、阿里学习平台负责人、湖畔学院战略 / 组织模块负责人（2017-2019）；前科大讯飞人力资源副总经理、HR COE 负责人（2016-2017）；IBM 全球领导力项目大中华区负责人（2007-2016）。
曾全面负责京东管理哲学及方法论体系搭建、京东文化框架搭建、京东 HR 体系 COE 重构（2021-2023 HR 专业化必赢之战负责人、京东领导力及软 OD 发起人）；百度集团学习型组织变革、百度集团绩效变革项目、百度集团知识管理项目、百度集团高管集体学习项目；阿里集团环路治理项目（OTD 模块负责人）、阿里湖畔学院战略 / 组织模块、阿里巴巴新领导力模型开发、阿里腰部三板斧（攻守道）创始团队成员；IBM 大中华区组织敏捷化项目、One GBS 万人级组织整合项目等。
主导过的客户项目包括科大讯飞集团组织战略聚焦、顺丰集团 HR 能力提升及对标分析、Ant Financial 集团组织人才国际化、同仁堂战略重构和组织变革、九州通管培生和组织文化、某头部茶饮国际化组织文化建设、某头部餐饮 HR COE 组织能力提升、某初创供应链组织绩效提升等。
本科毕业于中国科学技术大学高分子工程专业。
Senior Partner at NORAAURA. Currently CHO Advisor at JD Group (2025-). Former roles include President of JD University and Head of Leadership Center, JD Group CHO-level Expert (2021-2024); President of Baidu University and Head of Learning & Development (2019-2021); architect of Alibaba's New Leadership Model, Head of Alibaba Learning Platform, Strategy/Organization Lead at Hupan Academy (2017-2019); VP of HR & HR COE Lead at iFlytek (2016-2017); IBM Greater China Leadership Programs Lead (2007-2016).
Has architected JD's management philosophy and methodology system; JD's HR COE restructuring; Baidu's learning-organization transformation, performance transformation, and knowledge management; Alibaba's loop-governance project (OTD module), Hupan Academy strategy curriculum, and the founding "San Ban Fu" leadership program. At IBM, led organizational agility projects across Greater China including the One GBS 10,000-person org integration.
Client engagements include strategy focusing for iFlytek, HR capability uplift for SF Express, organizational internationalization for Ant Financial, strategic & organizational restructuring for Tongrentang, management trainee program for Jiuzhoutong, internationalization culture for a top tea-beverage company, and HR COE uplift for a top F&B group.
BS in Polymer Engineering from USTC.
极北光管理咨询高级合伙人。资深实战型商业领导者，致力于在复杂且高不确定性环境中驱动业务增长与组织变革。专长 B2B 销售、国际市场拓展及科技企业商业化加速，具备从顶层战略设计到一线落地执行的全链路能力与实战经验，善于将前瞻构想转化为可持续的商业成果。
从产品经理成长为海外集团客户部管理者，跨越 15 年协同华为公司实现管理流程变革与职业经理人转身。期间成功主导多个数亿美金级别的复杂项目，荣获华为公司最高荣誉"特等军功"与"金牌个人"。
后加入荣耀担任南非国家总裁，全面负责国家战略、运营与 P&L，通过精准的市场策略与高效的跨文化团队管理，曾在一年内实现品牌市场份额增长 10 倍的行业瞩目成就。现专注于将大企业实战经验赋能于成长期科技企业，助其实现从线索到现金（LTC）的全流程管理与提升，有效突破增长瓶颈。
真正从一线炮火中成长起来的综合型管理者，具备在大型成熟企业与高速发展初创公司双重环境中均取得成功的独特经验，能运用结构化方法论进行深度商业诊断，将隐性技术优势转化为显性市场竞争力。
Senior Partner at NORAAURA. A battle-tested business leader who drives growth and transformation in complex, high-uncertainty environments. Specialist in B2B sales, international expansion, and tech company commercialization — capable of running the full arc from C-suite strategy to frontline execution.
Grew from product manager to head of international key-accounts during a 15-year tenure at Huawei, leading multi-hundred-million-USD complex projects and earning the company's highest honors — the "Special Merit Award" and the "Gold Medal Individual."
Subsequently President of HONOR South Africa, with full P&L ownership for national strategy, operations, and execution. Through sharp market positioning and cross-cultural team leadership, achieved a 10× market share gain in a single year — an industry-watched outcome. Now focused on bringing that big-company playbook to growth-stage tech companies, enabling end-to-end Lead-to-Cash (LTC) excellence.
A general manager forged on the front lines, with rare success across both mature enterprise and fast-moving startup contexts. Uses structured commercial-diagnosis methodology to convert latent technical advantages into visible market competitiveness.
极北光管理咨询西南区域合伙人。一位具有丰富大客户管理经验的业务操盘手——在早期的职业生涯中，他领导、主持过数十个金额过亿的销售项目。
曾经供职于爱立信、康宁、大唐等国际国内知名企业，也有过多次连续创业的经验，所创立的公司曾为某知名手机品牌西南地区最大的经销商。在职业生涯早期，刚加入爱立信的第三年，唐渊先生就成为爱立信全球 Top 100 Sales 俱乐部成员，并破格提拔为爱立信中国最年轻的区域首席代表，全盘负责西南区域的产品和服务业务和 P/L。后加盟国内某数字化转型 IT 咨询公司，助力公司 IPO 上市后成功退出。
他在工作中积累了丰富的与电信运营商、3C 消费电子、渠道商和国央企客户的谈判经验。授课风格风趣幽默，善于应对各种冲突和被动局面，能够使用受众听得懂的语言讲述商务谈判的技巧与应对方法。学员来自爱立信、诺基亚、国家电网、政府机关、小米、OPPO、海能达、NBA、UL 等公司。
毕业于东南大学，是一个有人文情怀的工科生。作为一个马拉松的初级爱好者，唐渊先生一直把超越昨天的自己作为赛道上的目标，止于至善是他的信条。
Southwest China Regional Partner at NORAAURA. A seasoned key-account operator — in his early career he led and quarterbacked dozens of nine-figure CNY sales programs.
Career spans Ericsson, Corning, and Datang, plus multiple ventures of his own (one of which became the largest distributor in Southwest China for a major handset brand). In his third year at Ericsson he was inducted into Ericsson's Global Top 100 Sales Club and fast-tracked to become the youngest Regional Chief Rep in Ericsson China — owning P&L for the Southwest region's product and service business. Later joined a domestic digital-transformation consultancy, exiting successfully after the firm's IPO.
Has accumulated deep negotiation experience with telecom carriers, 3C consumer-electronics OEMs, channel partners, and SOE clients. Teaching style is incisive yet warm — equally good at managing conflict and passive negotiation positions, and at translating complex tactics into language any audience can absorb. Learners come from Ericsson, Nokia, State Grid, Xiaomi, OPPO, Hytera, NBA, UL, and others.
A humanities-leaning engineer at heart — graduated from Southeast University. An amateur marathon runner whose creed is "surpass yesterday's self; aspire to the highest good."
极北光管理咨询执行合伙人。少数同时具备最前沿高科技专业技能、国际化背景与多次跨行业成功实践的企业家，业界公认的互联网大数据领域专家与资深企业战略咨询专家。核心定位是结合"斯坦福创新力、麦肯锡战略力、阿里巴巴增长力"，为中国企业洞察网络化、数据化、智能化发展机会。
早年于美国斯坦福大学获得博士学位，是芯片行业工程自动化设计领域的专家，参与了两家硅谷芯片创新企业在纳斯达克的上市之旅。此后加入麦肯锡公司从事战略管理咨询，继而担任世界 500 强企业的战略高管。互联网大变革期，他加入阿里巴巴出任集团战略副总裁，兼任马云助理，全程参与打造阿里巴巴的高速增长生态体系。
李俊凌博士目前是星创俱乐部的创始人，也是数支大型产业投资基金的战略合伙人与产业研究院院长，致力于培养这个时代最优秀的创业者、企业家、CEO 群体，并支持他们成长为未来商界领袖，用创新创业的方式助力社会进步。
他极为熟悉中国本土市场，又深谙本土企业的国际化之道。上世纪九十年代，他经历并深度参与了硅谷最高速发展的十几年；进入 21 世纪，他见证并深度参与了中国互联网电子商务、大数据与人工智能行业突飞猛进的二十年。
Executive Partner at NORAAURA. One of the few entrepreneurs combining frontier-tech expertise with international background and a track record across multiple industries — a widely recognized authority on internet/big-data and senior strategy consulting, with the unique vantage of "Stanford innovation × McKinsey strategy × Alibaba growth."
PhD from Stanford. Started as an EDA / chip engineering automation expert and contributed to the NASDAQ IPOs of two Silicon Valley chip startups. Joined McKinsey for strategic management consulting, then served as strategy executive at Fortune 500 firms. During China's internet boom he joined Alibaba Group as Strategic VP and Chief of Staff to Jack Ma, deeply involved in building Alibaba's high-velocity growth ecosystem.
Currently Founder of Starlit Club and Strategic Partner / Research Director at several large industry investment funds, dedicated to cultivating the next generation of entrepreneurs, founders, and CEOs into future business leaders.
Spent the 1990s deep inside Silicon Valley's fastest decade and the 2000s–2010s inside China's internet, e-commerce, big-data and AI explosion — equally fluent in both worlds.
极北光管理咨询欧洲区域合伙人。一位经验丰富的商业领袖，在采购、销售及卓越谈判领域拥有超过 16 年的从业经验。曾担任高级副总裁、集团谈判能力中心负责人、采购战略总监等高级管理职务，在欧洲、美洲及亚洲全球市场推动业务实现变革性成果。
在职业生涯中，成功主导了总金额超 18 亿欧元的竞争性谈判，运用博弈论等先进方法优化谈判结果。为 1200 余名采购与销售领域专业人士提供培训及指导，帮助团队在复杂谈判中实现成本节约、利润最大化及效率提升。
在飞利浦任职期间，他牵头在集团采购部内成立谈判卓越中心（CoE），为 250 余名专业人士提供培训，并指导高风险供应商谈判，在四年内实现超 4 亿欧元成本节约。在任仕达 Sourceright 期间，他领导欧洲销售团队，并组建了以 Top Sales 为核心的卓越谈判团队，成功为 545 余名员工提供新业务拓展及合同续约方面的培训。
专业领域涵盖商业战略、供应商与客户谈判、采购转型及交易优化。他在新产品导入（NPI）采购、大宗商品管理及竞争性谈判设计方面的深厚知识，帮助企业实现显著的财务收益。拥有奈耶诺德商业大学（Nyenrode Business University）管理学硕士学位及管理、经济与法律学士学位。精通荷兰语和英语，具备葡萄牙语和德语的工作语言能力。
European Region Partner at NORAAURA. Seasoned business leader with 16+ years across procurement, sales, and negotiation excellence — having held senior roles as Senior VP, Group Negotiation Capability Center Lead, and Director of Procurement Strategy across Europe, the Americas, and Asia.
Personally led €1.8B+ in competitive negotiations, applying game-theoretic methodology to optimize outcomes. Trained and coached 1,200+ procurement and sales professionals, helping teams capture cost savings, maximize margin, and accelerate efficiency in complex negotiations.
At Royal Philips, founded the Negotiation Center of Excellence within Group Procurement — training 250+ professionals and guiding high-risk supplier negotiations to deliver €400M+ cost savings over four years. At Randstad Sourceright, led the European sales team and built a Top-Sales-anchored negotiation excellence team, training 545+ professionals on new-business development and contract renewal.
Expertise spans commercial strategy, supplier & customer negotiation, procurement transformation, and deal optimization — particular strength in NPI sourcing, commodity management, and competitive negotiation design. MSc Management from Nyenrode Business University; BSc in Management, Economics & Law. Fluent in Dutch and English; working proficiency in Portuguese and German.
极北光管理咨询采购机制设计与谈判专家。擅长谈判战略制定、采购机制设计及数据与绩效分析，能在复杂环境中厘清关键问题，并在欧洲、澳洲及亚洲等全球市场创造可量化的收益。
一位战略思想家，擅长应对复杂事务，同时也是高级管理层与高管团队信赖的顾问。运用行为经济学、谈判学及战略领域的专业知识，在卓越采购、战略制定、绩效管理、数字化转型、数据分析及组织设计等领域推动卓越成果。
在政府机构和跨国企业 15 年的职业生涯中：运用创新拍卖机制完成总金额超 15 亿欧元的合同谈判，实现超 1 亿欧元成本节约；为管理 50 亿欧元支出的间接采购部门设计并主导战略规划、绩效管理及报告流程；推动核心采购信息的数字化转型，管理关键数字化产品（含商业智能工具）的开发；开发并交付战略与谈判培训项目，提升组织战略谈判能力；为高管及运营人员提供谈判战略指导，助力其处理复杂的利益相关方及供应商关系；主导跨职能战略项目管理，包括新冠疫情期间的供应链风险管理与缓解工作。
拥有蒂尔堡大学经济学硕士学位（专攻实验与行为经济学、调查设计及经济政策制定），以及墨尔本大学经济学与商学学士学位。在顶尖经济学期刊发表两篇行为经济学论文。热衷于迎接新挑战，乐于与各专业及学术背景的求知者交流。
Senior Consultant at NORAAURA, expert in competitive negotiation design and procurement mechanism design. Skilled at negotiation strategy, procurement architecture, and data & performance analytics — delivering quantifiable returns across markets in Europe, Australia, and Asia.
A strategic thinker comfortable with complexity and a trusted advisor to senior leadership and executive teams. Applies behavioral economics, negotiation science, and strategy expertise to drive results in procurement excellence, strategy formulation, performance management, digital transformation, data analytics, and organizational design.
Across 15 years at government institutions and multinational corporations: led €1.5B+ in contract negotiations using innovative auction mechanisms, capturing €100M+ in cost savings; designed strategic planning, performance management, and reporting processes for an indirect procurement function managing €5B in spend; drove the digital transformation of core procurement information, managing key digital products including BI tools; developed and delivered strategy & negotiation training programs; coached executives on negotiation strategy in complex stakeholder & supplier scenarios; led cross-functional strategic project management, including COVID-era supply-chain risk management.
MSc Economics from Tilburg University (concentration in experimental and behavioral economics, survey design, and economic policy), and BSc in Economics & Commerce from the University of Melbourne. Two peer-reviewed publications in top economics journals.
极北光管理咨询高级合伙人，常驻北美。在北美品牌和市场推广行业从业十余年，Debbie 为 50+ 个品牌在北美的推广和公关做过策划与执行。
曾负责腾讯、阿里巴巴、字节跳动、米哈游、莉莉丝、游族、百度在北美的品牌和市场策划、推广和落地执行。也为美标（American Standard）、好时（Hershey's）、香奈儿（Chanel）、Nespresso、Vitamix、Hamilton Beach 等国际知名品牌负责公关策划、线下活动、及新媒体平台的运行和增长策略。
精通中英文稿件，撰写的新闻稿件在 Globe and Mail、Bloomberg 等国际媒体上发表，为客户在 Marilyn Denis Show、Globe and Mail、Bloomberg 等国际主流媒体争取报道，达成数亿次曝光（impressions）。
个人品牌受业界认可——曾荣获 Marketing Mag Top 30 Under 30 提名，并被 CBC、Huffington Post、Chatelaine、CTV、CP24 等北美知名媒体采访。专长包括公关、品牌战略、合作伙伴拓展、社交媒体增长与运营、KOL 营销及活动策划。
Senior Partner at NORAAURA, North America. With 10+ years of agency experience, Debbie is a creative and metric-driven marketing and PR professional who has strategized and executed global marketing campaigns for 50+ brands.
Has led North American brand strategy, market planning, and on-the-ground execution for Tencent, Alibaba, ByteDance, miHoYo, Lilith Games, Youzu, and Baidu. Also led PR programs, offline activations, and social-media growth strategy for international brands including American Standard, Hershey's, Chanel, Nespresso, Vitamix, and Hamilton Beach.
Specializes in public relations, brand strategy, partnership development, social media growth, influencer marketing, and event planning. Has landed coverage for clients on outlets such as the Marilyn Denis Show, Globe and Mail, and Bloomberg — achieving hundreds of millions of impressions.
Recognized by the industry — shortlisted for Marketing Mag's Top 30 Under 30 in 2016, and featured in Huffington Post, CBC, Chatelaine, CTV, and CP24.
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