Kulimbikitsa Kugulitsa

Kutsatsa Kotsata Akaunti ya Marketo: Zomwe Muyenera Kudziwa

Marketo adatulutsa yake Kutsatsa Kwa Akaunti (ABM) gawo ngati gawo lowonjezera lothandizira kuthandizira ubale wamabizinesi. Ngakhale chida chokhacho ndichachikale ndikuwonetsa lonjezo lalikulu, pali njira zina zomwe ABM yakhazikitsira kusintha mabizinesi omwe amayamba kugwiritsa ntchito nsanja. Marketo amafotokoza zinthu zitatu zosiyana pamayankho ake a ABM:

  1. Kutha kuwunikira ndikuwongolera maakaunti ndi mindandanda yamaakaunti.
  2. Kukhoza kogwiritsa ntchito maakaunti omwe akuwonekera pazitsulo.
  3. Kutha kuyeza momwe ndalama zimakhudzira akaunti zomwe mukufuna.

Zolemba za Marketo whitepaper pa ABM imapereka Ubwino wa ABM kukonza kutsatsa kwa ROI, kuyendetsa ndalama zomwe zimaperekedwa, kupanga kutembenuka kwina, kupanga zitsogozo zoyenerera ndikugwirizanitsa malonda ndi kutsatsa.

  • 84% ya otsatsa amati njira za ABM zimaposa ndalama zina zotsatsa malinga ndi ITSMA
  • 97% ya otsatsa adakwanitsa kupititsa patsogolo ROI ndi ABM kuposa njira zina zotsatsira malingana ndi Alterra Group
  • 92% ya otsatsa a B2B padziko lonse lapansi amawona ABM kwambiri kapena yofunikira kwambiri pakutsatsa kwawo malinga ndi ziganizo za Sirius
  • 208% ya ndalama zambiri zimapangidwa chifukwa chotsatsa m'makampani omwe agwirizanitsa magulu ogulitsa ndi otsatsa malinga ndi MarketingProfs

Kukhazikitsa Zosankha Zamalonda

Popeza ukadaulo wakutsatsa wapita patsogolo, ndipo ndi luso komanso luso la akatswiri opanga upangiri wotsatsa, makina omwe anthu amatha kupanga ndikukhazikitsa bwino akula kwambiri. Chiwerengero chapakati / cholumikizira chimakhala ndi magawo 100 kapena kupitilira apo, pomwe magwiridwe antchito apakati pano atha kuphatikizira 300-500 yopitilira ntchito.

Marketo's ABM ndi njira yokhazikitsira ziwongola dzanja zowunikira zomwe zingagwiritsidwe ntchito pakampani yonse. Mapangidwe a ABM ndichinthu chofunikira pakusinthana ndi zida zotsatsa zomwe mwachilengedwe zimapereka malo abwino opangira magulu ndikuwunikira mkati mwa chida koma nthawi zambiri akhala akuvutika kugawana izi ndi zida zina.

Kupanga zisankho pakati pokha kudzaonetsetsa kuti kampani ikugwiritsabe ntchito momwe zinthu zilili komanso kuti makampani azitha kusintha msika.

Kupititsa patsogolo Kulankhulana

The mikangano pakati pa Kugulitsa ndi Kutsatsa ndi wakale monga nthawi yomwe. Marketing Automation idadzetsa lonjezo lothetsa kusamvana uku poyambitsa Chief Revenue Officer - Loto la kuphatikiza ndi zogwirizana Gulu logulitsa ndi Kutsatsa kuyankhula chilankhulo chimodzi ndikugwira ntchito yofuna kukwaniritsa cholinga chimodzi.

Zachisoni, lonjezo ili lakhala lovuta kukwaniritsa pantchito yaukadaulo yakutsatsa. Makampaniwa adazindikira kufunika kogwirizanitsa ngakhale kupanga zida zapadera pazinthu izi, koma nthawi zambiri amayesa kukopa malonda kuti agwirizane ndi kutsatsa, Adawona fanuyo litazungulira.

malonda-otsatsa-malonda

Chilankhulo cha ABM ndiye chilankhulo cha Zogulitsa, cholumikizidwa momveka bwino ku Kutsatsa.

Kusintha kwa malingaliro kumalimbikitsa kulimbikitsana kwakukulu pakugawana nawo, komanso kukwaniritsa zolinga zomwe onse amavomereza. ABeto wa Marketo akufuna kupereka dashboard yogawana, kuti ayesedwe mofanana, zolinga zomwe agawana.

Kumvetsetsa Njira Yogulitsa Meta

Njira yogulira B2B ndi njira yovutikira nthawi zambiri yomwe imakhudzidwa ndi omwe akuchita nawo mbali zosiyanasiyana pakampani. Nthawi yogulira imatha kukhala yayitali, ndipo mayendedwe ake sawoneka ofanana. Ngakhale izi, mtundu wachikale wa Kugulitsa ndi Kutsatsa wokhudzana ndi kampani yomwe ikulondoleredwa umatengera munthuyo. Nthawi zina zimatha kutengera anthu angapo, koma ndizochepa kupeza anthu omwe amatha kuwunika maubwenzi onse ndi chiyembekezo chilichonse.

Ngati mudagwiritsapo ntchito Salesforce, mwina mumadziwa mawu monga Wopanga Zosankha, Zosokonezandipo Champion - Anthu onsewa amatenga mbali yayikulu pothandiza chiyembekezo kuti chikhale makasitomala, koma aliyense ali ndi gawo losiyana ndipo kufunikira kwake kumasiyana wina ndi mnzake.

Kuphatikiza apo, sianthu onsewa omwe amadziwika m'dongosolo lanu, ndipo ngati mumagwiritsa ntchito nthawi yanu yonse kuyeserera wopanga zisankho ku kampani yomwe mukufuna, mudzazindikira msanga kuti ali ndi nthawi yochepa yokwaniritsa.

Njira ya ABM ikufuna kukulitsa zokambiranazo kuposa mfundo yoyamba yolumikizirana, komanso kupitilira kungolankhula ndi anthu omwe mwazindikira. Cholinga chake ndikupanga chilankhulo chofananira kumaakaunti abwino komanso kulumikizana ndi aliyense amene angadziwike kuti ndi gawo lamaakaunti.

Kuphatikiza apo, njira ya ABM idzawonjezera gawo logulitsa, kuti athe kudziwitsidwa za zochitika zofunika zokhudzana ndi zosafunikira kwenikweni olumikizana nawo mu akaunti yakutsogolo, kuwapatsa chidziwitso cha mdima womwe unali wobisika pogula, komanso kuzindikira komwe kungathandize kuti muthe kuzindikira.

malowa-abm

Kuwulula: Zithunzi zoperekedwa ndi Marketo.

Guy Goldstein

Guy ndi Marketing Automation and Operations Consultant. G8 Zamakono imagwiritsa ntchito njira yosakanikirana yonse pakutsatsa kwamakina, kujambula kuchokera kutsatsa kwachikhalidwe komanso chidziwitso chotsatsa malonda kuti athandize makasitomala kuchita bwino. Kudalira luso ndi ma analytics G8 imagwira ntchito limodzi ndi makasitomala ake kuti apereke zotsatsa bwino, zotsatsa zosakanikirana kwa mabizinesi amakasitomala aliyense.

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