{"id":5107,"date":"2024-08-22T19:54:16","date_gmt":"2024-08-22T11:54:16","guid":{"rendered":"https:\/\/seo.tenten.co\/en\/?p=5107"},"modified":"2024-08-22T19:58:15","modified_gmt":"2024-08-22T11:58:15","slug":"expert-account-based-marketing","status":"publish","type":"post","link":"https:\/\/seo.tenten.co\/zh\/marketing\/\u57fa\u65bc\u5c08\u5bb6\u5e33\u6236\u7684\u884c\u92b7\/","title":{"rendered":"\u57fa\u65bc\u5c08\u5bb6\u5e33\u6236\u7684\u884c\u92b7"},"content":{"rendered":"<p>\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u662f\u884c\u92b7\u5718\u968a\u5e38\u7528\u7684\u6280\u8853\uff0c\u7528\u65bc\u5c08\u6ce8\u65bc\u512a\u8cea\u6f5b\u5728\u5ba2\u6236\u4e26\u5c07\u5176\u8f49\u5316\u70ba\u6709\u50f9\u503c\u7684\u5ba2\u6236\u3002<\/p>\n<p>\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u7b56\u7565\u4e0d\u662f\u5c08\u6ce8\u65bc\u5438\u5f15\u5927\u91cf\u6f5b\u5728\u5ba2\u6236\uff0c\u800c\u662f\u900f\u904e\u91dd\u5c0d\u9ad8\u50f9\u503c\u5e33\u6236\u7684\u6709\u5f71\u97ff\u529b\u7684\u6c7a\u7b56\u8005\u7684\u500b\u4eba\u5316\u6d3b\u52d5\u4f86\u63d0\u9ad8\u77e5\u540d\u5ea6\u3002<\/p>\n<p>\u5982\u679c\u60a8\u5728\u5c0b\u627e\u9ad8\u54c1\u8cea\u6f5b\u5728\u5ba2\u6236\u6216\u78ba\u5b9a\u7372\u53d6\u548c\u8f49\u63db\u6f5b\u5728\u5ba2\u6236\u7684\u6700\u6709\u6548\u65b9\u6cd5\u65b9\u9762\u9047\u5230\u6311\u6230\uff0c\u8acb\u7e7c\u7e8c\u63a2\u7d22\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u7684\u512a\u52e2\u4ee5\u53ca\u5728\u92b7\u552e\u548c\u884c\u92b7\u5718\u968a\u4e2d\u57f7\u884c\u8a72\u884c\u92b7\u7684\u5efa\u8b70\u6b65\u9a5f\u548c\u7b56\u7565\u3002<\/p>\n<h2><a id=\"what-is-account-based-marketing\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u5b9a\u7fa9\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7<\/h2>\n<p>\u8b93\u6211\u5011\u5f9e\u4e00\u958b\u59cb\u5c31\u5b9a\u7fa9\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u3002<\/p>\n<p>\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\uff08\u7a31\u70ba ABM\uff09\u8207\u50b3\u7d71\u884c\u92b7\u6280\u8853\u4e0d\u540c\uff0c\u5b83\u91dd\u5c0d\u7279\u5b9a\u516c\u53f8\u800c\u4e0d\u662f\u5ee3\u6cdb\u7684\u53d7\u773e\u7fa4\u9ad4\u9032\u884c\u500b\u4eba\u5316\u884c\u92b7\u6d3b\u52d5\u3002<\/p>\n<p>\u5b83\u672c\u8cea\u4e0a\u985b\u8986\u4e86\u5165\u7ad9\u884c\u92b7\u65b9\u5f0f\u3002<\/p>\n<p>\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u7b56\u7565\u4e0d\u662f\u65e8\u5728\u5438\u5f15\u5927\u91cf\u6f5b\u5728\u5ba2\u6236\uff0c\u7136\u5f8c\u5ba2\u88fd\u5316\u5167\u5bb9\u4ee5\u900f\u904e\u6f0f\u6597\u5f15\u5c0e\u7406\u60f3\u7684\u6f5b\u5728\u5ba2\u6236\uff0c\u800c\u662f\u5f9e\u6f0f\u6597\u7684\u672b\u7aef\uff08\u5373\u5e95\u90e8\uff09\u958b\u59cb\u3002<\/p>\n<p>\u5f9e\u672c\u8cea\u4e0a\u8b1b\uff0c\u9019\u610f\u5473\u8457\u5f9e\u60a8\u7684\u76ee\u6a19\u5ba2\u6236\u958b\u59cb\uff0c\u7cbe\u5fc3\u88fd\u4f5c\u9069\u5408\u9019\u4e9b\u516c\u53f8\u5167\u7279\u5b9a\u500b\u4eba\u7684\u5167\u5bb9\u548c\u6d3b\u52d5\u3002<\/p>\n<p>\u800c\u4e14\u5f88\u6709\u6548\uff1b\u6839\u64da Momentum ITSMA \u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u7d71\u8a08\u6578\u64da\uff0c81% \u53c3\u8207\u8005\u6307\u51fa\uff0c\u8207\u5176\u4ed6\u884c\u92b7\u7b56\u7565\u76f8\u6bd4\uff0cABM \u6d3b\u52d5\u7684\u6295\u8cc7\u5831\u916c\u7387\u66f4\u9ad8\u3002<\/p>\n<p>\u96d6\u7136\u7b56\u7565\u53ef\u80fd\u56e0\u516c\u53f8\u8b8a\u6578\u3001ICP\uff08\u7406\u60f3\u5ba2\u6236\u6a94\u6848\uff09\u548c\u76ee\u6a19\u53d7\u773e\u800c\u7570\uff0c\u4f46 ABM \u901a\u5e38\uff1a<\/p>\n<ul>\n<li>\n<p>\u7531\u65bc\u9700\u8981\u6295\u5165\u5927\u91cf\u7cbe\u529b\u548c\u6642\u9593\uff0c\u56e0\u6b64\u5c0d\u65bc\u4f01\u696d\u7d1a\u5ba2\u6236\u4f86\u8aaa\u6700\u70ba\u6709\u5229\u3002<\/p>\n<\/li>\n<li>\n<p>\u884c\u92b7\u5718\u968a\uff08ABM \u5718\u968a\uff09\u548c\u92b7\u552e\u5718\u968a\u4e4b\u9593\u9700\u8981\u4fdd\u6301\u4e00\u81f4\u3002<\/p>\n<\/li>\n<li>\n<p>\u5229\u7528\u884c\u92b7\u81ea\u52d5\u5316\u548c\u5176\u4ed6 ABM \u5de5\u5177\u4f86\u7c21\u5316\u6d41\u7a0b\u4e2d\u7684\u5404\u500b\u968e\u6bb5\uff0c\u4f8b\u5982\u81ea\u52d5\u5316\u6f5b\u5728\u5ba2\u6236\u751f\u6210\u6216\u96fb\u5b50\u90f5\u4ef6\u5e8f\u5217\u3002<\/p>\n<\/li>\n<li>\n<p>\u8207\u6c7a\u7b56\u8005\u5efa\u7acb\u500b\u4eba\u806f\u7e6b\uff08\u5c0d\u65bc B2B ABM \u81f3\u95dc\u91cd\u8981\uff09\u3002<\/p>\n<\/li>\n<\/ul>\n<h3><a id=\"how-is-account-based-marketing-different-from-lead-generation\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u57fa\u65bc\u5ba2\u6236\u7684\u884c\u92b7\u8207\u6f5b\u5728\u5ba2\u6236\u958b\u767c\u7684\u5c0d\u6bd4<\/h3>\n<p>\u57fa\u65bc\u5ba2\u6236\u7684\u884c\u92b7\u548c\u6f5b\u5728\u5ba2\u6236\u958b\u767c\u4ee3\u8868\u4e86\u586b\u5145\u92b7\u552e\u7ba1\u9053\u7684\u5c0d\u6bd4\u65b9\u6cd5\uff1b\u7136\u800c\uff0c\u5b83\u5011\u53ef\u4ee5\u76f8\u8f14\u76f8\u6210\u3002<\/p>\n<p>\u5047\u8a2d\u60a8\u7ba1\u7406\u4e00\u5bb6\u4f01\u696d SaaS \u516c\u53f8\u4e26\u7784\u6e96\u91d1\u878d\u6a5f\u69cb\u3002\u5728\u50b3\u7d71\u7684\u5165\u7ad9\u884c\u92b7\u4e2d\uff0c\u60a8\u53ef\u80fd\u6703\u70ba\u6574\u500b\u91d1\u878d\u90e8\u9580\u88fd\u4f5c\u5167\u5bb9\u4e26\u7b49\u5f85\u67e5\u8a62\u3002<\/p>\n<p>\u5728\u6f5b\u5728\u5ba2\u6236\u958b\u767c\u7684\u80cc\u666f\u4e0b\uff0c\u60a8\u9700\u8981\u7814\u7a76\u91d1\u878d\u6a5f\u69cb\uff0c\u70ba\u60a8\u7684\u92b7\u552e\u7ba1\u9053\u78ba\u5b9a\u5ee3\u6cdb\u7684\u6f5b\u5728\u5ba2\u6236\u3002<\/p>\n<p>\u76f8\u8f03\u4e4b\u4e0b\uff0cABM \u7b56\u7565\u5f9e\u6f0f\u6597\u672b\u7aef\u958b\u59cb\uff0c\u5229\u7528\u91cf\u8eab\u5b9a\u5236\u7684\u6d3b\u52d5\u4f86\u95dc\u6ce8\u516c\u53f8\u5167\u9069\u5408\u60a8\u7684 ICP \u7684\u7279\u5b9a\u500b\u4eba\u3002<\/p>\n<p>\u900f\u904e\u5c07\u6f5b\u5728\u5ba2\u6236\u958b\u767c\u8207\u57fa\u65bc\u5ba2\u6236\u7684\u884c\u92b7\u76f8\u7d50\u5408\uff0c\u60a8\u53ef\u4ee5\u70ba ABM \u78ba\u5b9a\u4e3b\u8981\u6f5b\u5728\u5ba2\u6236\uff0c\u4e26\u78ba\u4fdd\u60a8\u64c1\u6709\u6210\u529f\u884c\u92b7\u6d3b\u52d5\u7684\u6240\u6709\u95dc\u9375\u6578\u64da\u3002<\/p>\n<h3><a id=\"so-how-would-this-work-with-an-account-based-marketing-strategy\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u9019\u5982\u4f55\u8207\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u65b9\u6cd5\u7d50\u5408\uff1f<\/h3>\n<p>\u8b93\u6211\u5011\u7e7c\u7e8c\u6211\u5011\u7684\u4f8b\u5b50\u3002\u900f\u904e ABM\uff0c\u60a8\u53ef\u4ee5\u5148\u7784\u6e96\u7406\u60f3\u7684\u5ba2\u6236\u516c\u53f8\uff0c\u800c\u4e0d\u662f\u5ee3\u6cdb\u7784\u6e96\u91d1\u878d\u6a5f\u69cb\u7684\u500b\u4eba\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u60a8\u53ef\u4ee5\u76e3\u63a7\u7db2\u7ad9\u8a2a\u554f\u6216\u9032\u884c\u524d\u666f\u7814\u7a76\uff0c\u7136\u5f8c\u7b56\u5283\u91dd\u5c0d\u9019\u4e9b\u5be6\u9ad4\u7cbe\u78ba\u5b9a\u5236\u7684\u5167\u5bb9\u548c\u884c\u92b7\u7b56\u7565\u3002<\/p>\n<p>\u9019\u7a2e\u7368\u7279\u6027\u6b63\u662f ABM \u5340\u5225\u65bc\u50b3\u7d71\u884c\u92b7\u65b9\u6cd5\u7684\u539f\u56e0\u3002<\/p>\n<p>\u9019\u53ef\u80fd\u770b\u8d77\u4f86\u6709\u9ede\u4e0d\u5408\u5e38\u898f\u3002\u6211\u660e\u767d\u3002\u8b93\u6211\u5011\u7528\u4e00\u500b\u4f8b\u5b50\u4f86\u7c21\u5316\u4e00\u4e0b\u3002<\/p>\n<p>\u5728\u5e38\u898f\u884c\u92b7\u4e2d\uff0c\u60a8\u5c07\u767c\u5e03\u4e00\u7bc7\u90e8\u843d\u683c\u6587\u7ae0\uff0c\u4ecb\u7d39\u60a8\u7684 SaaS \u89e3\u6c7a\u65b9\u6848\u5982\u4f55\u5e6b\u52a9\u907f\u514d\u61c9\u4ed8\u5e33\u6b3e\u8a50\u6b3a\u3002<\/p>\n<p>\u60a8\u53ef\u4ee5\u900f\u904e\u5728\u793e\u7fa4\u5a92\u9ad4\u5e73\u53f0\u4e0a\u91dd\u5c0d\u91d1\u878d\u6a5f\u69cb\u54e1\u5de5\u4f86\u9032\u884c\u63a8\u5ee3\u3002<\/p>\n<p>\u9019\u662f\u591a\u5e74\u4f86\u770b\u5230\u7684\u50b3\u7d71\u65b9\u6cd5\u3002<\/p>\n<p>\u5b83\u4ecd\u7136\u80fd\u7522\u751f\u7d50\u679c\u55ce\uff1f\u6709\u6642\u3002<\/p>\n<p>\u7136\u800c\uff0c\u9084\u6709\u66f4\u597d\u7684\u9053\u8def\u3002<\/p>\n<p>\u900f\u904e ABM\uff0c\u60a8\u9996\u5148\u78ba\u5b9a\u76ee\u6a19\uff0c\u7136\u5f8c\u6df1\u5165\u7814\u7a76\u4ed6\u5011\u7684\u64d4\u6182\u3002<\/p>\n<p>\u5982\u679c\u60a8\u767c\u73fe\u5c0d\u61c9\u4ed8\u5e33\u6b3e\u8a50\u6b3a\u7684\u64d4\u6182\uff0c\u60a8\u53ef\u4ee5\u81ea\u8a02\u5167\u5bb9\u4f86\u61c9\u5c0d\u9019\u9805\u6311\u6230\u3002<\/p>\n<p>\u5c07\u50b3\u7d71\u7684\u5165\u7ad9\u884c\u92b7\u60f3\u50cf\u70ba\u6492\u4e0b\u4e00\u5f35\u5bec\u5ee3\u7684\u6f01\u7db2\uff1b\u4f60\u6703\u6293\u4f4f\u4efb\u4f55\u767c\u751f\u7684\u4e8b\u60c5\uff0c\u5c0d\u55ce\uff1f<\/p>\n<p>\u800c ABM \u985e\u4f3c\u65bc\u4f7f\u7528\u60a8\u7684\u7406\u60f3\u9b5a\u559c\u6b61\u7684\u7cbe\u78ba\u8a98\u990c\uff0c\u4e26\u4e14\u91dd\u5c0d\u55ae\u4e00\u9b5a\u6709\u5f88\u591a\u512a\u9ede\u3002<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/eYeFEJs.png\" alt=\"\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u884c\u92b7\u4eba\u54e1\u6307\u5357\" \/><\/p>\n<h4><a id=\"the-marketer-s-guide-to-account-based-marketing\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u7d9c\u5408\u6307\u5357<\/h4>\n<p>\u63a2\u7d22 ABM \u7684\u542b\u7fa9\u3001\u5b83\u5982\u4f55\u64f4\u5927\u6f5b\u5728\u5ba2\u6236\u958b\u767c\uff0c\u4ee5\u53ca\u5b83\u5982\u4f55\u63a8\u52d5\u901a\u8def\u6210\u9577\u3002<\/p>\n<p>\u4e0b\u8f09<\/p>\n<h2><a id=\"what-are-the-benefits-of-using-an-account-based-marketing-framework\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u63a1\u7528\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u6846\u67b6\u7684\u512a\u52e2<\/h2>\n<p>\u5728 Foundry \u7684 2023 \u5e74\u8abf\u67e5\u4e2d\uff0c93% \u7684\u53c3\u8207\u8005\u767c\u73fe\u4ed6\u5011\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u7b56\u7565\u300c\u975e\u5e38\u300d\u6216\u300c\u6975\u5176\u300d\u6709\u6548\u3002<\/p>\n<p>\u70ba\u4ec0\u9ebc\u773e\u591a B2B \u516c\u53f8\u90fd\u50be\u5411\u9019\u7a2e\u65b9\u6cd5\uff1f<\/p>\n<p>\u8b93\u6211\u5011\u6df1\u5165\u7814\u7a76\u4e00\u4e0b\u5b83\u7684\u4e00\u4e9b\u597d\u8655\uff1a<\/p>\n<ol>\n<li>\n<p>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u53ef\u5e36\u4f86\u5353\u8d8a\u7684\u6295\u8cc7\u5831\u916c\u7387\u3002<\/p>\n<\/li>\n<li>\n<p>ABM \u900f\u904e\u7cbe\u78ba\u5b9a\u4f4d\u7279\u5b9a\u5e33\u6236\u800c\u4e0d\u662f\u5bec\u6cdb\u7684\u95dc\u9375\u5b57\u4f86\u63d0\u9ad8\u71df\u904b\u6548\u7387\u3002<\/p>\n<\/li>\n<li>\n<p>\u5229\u7528 ABM \u7684\u7d44\u7e54\u6703\u7d93\u6b77\u66f4\u77ed\u7684\u92b7\u552e\u9031\u671f\u3002<\/p>\n<\/li>\n<li>\n<p>ABM \u900f\u904e\u5c55\u73fe\u5c0d\u5ba2\u6236\u9700\u6c42\u7684\u6df1\u523b\u7406\u89e3\u4f86\u57f9\u990a\u8207\u5ba2\u6236\u7684\u4fe1\u4efb\u3002<\/p>\n<\/li>\n<li>\n<p>ABM \u512a\u5148\u8003\u616e\u92b7\u552e\u7dda\u7d22\u54c1\u8cea\u800c\u975e\u6578\u91cf\uff0c\u5f9e\u800c\u70ba\u92b7\u552e\u5718\u968a\u5e36\u4f86\u66f4\u9ad8\u7684\u5e73\u5747\u5408\u7d04\u50f9\u503c\u548c\u5353\u8d8a\u7684\u4ea4\u6613\u898f\u6a21\u3002<\/p>\n<\/li>\n<li>\n<p>\u6295\u8cc7 ABM \u53ef\u4ee5\u589e\u5f37\u54c1\u724c\u4fe1\u4efb\u3001\u63d0\u9ad8\u5ba2\u6236\u4fdd\u7559\u7387\u4e26\u589e\u5f37\u92b7\u552e\u7ba1\u9053\u3002<\/p>\n<\/li>\n<\/ol>\n<h3><a id=\"is-account-based-marketing-only-for-enterprise-customers\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u50c5\u9650\u65bc\u4f01\u696d\u55ce\uff1f<\/h3>\n<p>\u4e0d\uff0cABM \u4e26\u975e\u4f01\u696d\u7368\u6709\u3002\u4e8b\u5be6\u4e0a\uff0c\u9019\u4e9b\u7b56\u7565\u53ef\u4ee5\u91dd\u5c0d\u5177\u6709\u5275\u9020\u6027 ABM \u6982\u5ff5\u7684\u4efb\u4f55 B2B \u5ba2\u6236\u9032\u884c\u5ba2\u88fd\u5316\u3002<\/p>\n<p>\u4f01\u696d\u5ba2\u6236\u901a\u5e38\u64c1\u6709\u8f03\u9577\u7684\u751f\u547d\u9031\u671f\uff0c\u9019\u4f7f\u5176\u6210\u70ba\u7406\u60f3\u7684 ABM \u76ee\u6a19\u3002<\/p>\n<p>\u7136\u800c\uff0cABM \u6280\u8853\u4e5f\u9069\u7528\u65bc\u5c0f\u578b\u4f01\u696d\u3002\u4f8b\u5982\uff0c\u5982\u679c\u60a8\u7684\u7522\u54c1\u9ad8\u5ea6\u500b\u4eba\u5316\u6216\u9700\u8981\u91cd\u8907\u8cfc\u8cb7\uff0cABM \u53ef\u4ee5\u5728\u8f03\u5c0f\u7684\u5ba2\u6236\u4e2d\u53d6\u5f97\u6210\u529f\u3002<\/p>\n<p>\u5982\u679c\u60a8\u4e0d\u78ba\u5b9a\u5f9e\u54ea\u88e1\u958b\u59cb\u6216\u5b58\u5728\u54ea\u4e9b ABM \u5de5\u5177\uff0c\u8acb\u7e7c\u7e8c\u63a2\u7d22\u3002<\/p>\n<h2><a id=\"types-of-account-based-marketing-and-tactics-that-work\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u591a\u6a23\u5316\u7684\u5e33\u6236\u70ba\u57fa\u790e\u7684\u71df\u92b7\u65b9\u5f0f\u548c\u6709\u6548\u7684\u7b56\u7565<\/h2>\n<p>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u5c08\u6ce8\u65bc\u5f9e\u92b7\u552e\u7ba1\u9053\u4e2d\u7372\u5f97\u5353\u8d8a\u7684\u6295\u8cc7\u5831\u916c\u7387\u3002\u8207\u5927\u591a\u6578\u5546\u696d\u7b56\u7565\u985e\u4f3c\uff0cABM \u6c92\u6709\u901a\u7528\u7684\u65b9\u6cd5\u3002\u60a8\u53ef\u4ee5\u5229\u7528\u57fa\u672c\u7d50\u69cb\u4e26\u5c0d\u5176\u9032\u884c\u8abf\u6574\u4ee5\u9069\u5408\u60a8\u7684\u516c\u53f8\u3002<\/p>\n<p>\u7b2c\u4e00\u6b65\u662f\u638c\u63e1\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u7684\u57fa\u672c\u5f62\u5f0f\u3002<\/p>\n<h3><a id=\"strategic-abm-one-to-one\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u7b56\u7565\u53cd\u5c0e\uff1a\u4e00\u5c0d\u4e00<\/h3>\n<p>\u7b56\u7565 ABM \u6d89\u53ca\u5c0d\u9ad8\u50f9\u503c\u5ba2\u6236\u63a1\u53d6\u500b\u4eba\u5316\u65b9\u6cd5\u3002\u60a8\u7684\u884c\u92b7\u548c\u92b7\u552e\u5718\u968a\u5c07\u88fd\u4f5c\u7368\u7279\u7684\u5167\u5bb9\u4f86\u6eff\u8db3\u6bcf\u500b\u5e33\u6236\u7684\u8981\u6c42\u3002<\/p>\n<p>\u61c9\u7528\u6b64 ABM \u7b56\u7565\u6642\uff0c\u8acb\u5c07\u60a8\u7684\u6e05\u55ae\u7e2e\u5c0f\u5230\u4e00\u5230\u4e94\u500b\u6f5b\u5728\u5ba2\u6236\u3002\u9019\u4f7f\u60a8\u80fd\u5920\u7522\u751f\u570d\u7e5e\u6bcf\u500b\u7279\u5b9a\u5ba2\u6236\u75db\u9ede\u548c\u9700\u6c42\u8a2d\u8a08\u7684\u9ad8\u5ea6\u500b\u4eba\u5316\u7684\u5167\u5bb9\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u6211\u5011\u8003\u616e\u4e00\u5bb6\u5c08\u6ce8\u65bc\u5065\u5eb7\u7dad\u8b77\u7d44\u7e54 (HMO) \u7684 SaaS \u4f01\u696d\u3002\u8a72\u516c\u53f8\u88fd\u4f5c\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\u7684\u5167\u5bb9\uff0c\u5c55\u793a\u767d\u76ae\u66f8\u548c\u6848\u4f8b\u7814\u7a76\u3002 ABM \u5167\u5bb9\u5f37\u8abf\u4e86\u5176\u7522\u54c1\u91dd\u5c0d\u4e0d\u540c HMO \u4f7f\u7528\u5834\u666f\u7684\u5be6\u969b\u512a\u52e2\u3002<\/p>\n<p>\u500b\u4eba\u5316\u7b56\u7565\u9700\u8981\u5927\u91cf\u7684\u95dc\u6ce8\u548c\u8cc7\u6e90\u3002\u5728\u958b\u59cb\u4e4b\u524d\uff0c\u7d44\u5efa\u4e00\u652f\u5177\u6709\u4e0d\u540c\u7d1a\u5225\u548c\u89d2\u8272\u7684\u5718\u968a\uff0c\u5176\u4e2d\u5305\u62ec\u4e00\u540d\u719f\u7df4\u7684 ABM \u7d93\u7406\u3002<\/p>\n<h3><a id=\"abm-lite-one-to-few\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>ABM lite\uff1a\u4e00\u5c0d\u591a<\/h3>\n<p>\u6d89\u53ca\u5e7e\u500b\u5e33\u6236\u7684\u65b9\u6cd5\u53ef\u4ee5\u8b93\u60a8\u7684\u5718\u968a\u78ba\u5b9a\u5165\u7ad9\u884c\u92b7\u548c ABM \u4e4b\u9593\u7684\u7406\u60f3\u4e2d\u9593\u7acb\u5834\u3002\u9019\u7a2e\u65b9\u6cd5\u4e5f\u88ab\u7a31\u70ba ABM lite\uff0c\u5c07\u9ad8\u50f9\u503c\u524d\u666f\u7d30\u5206\u70ba\u7fa4\u96c6\u3002<\/p>\n<p>\u6bcf\u500b\u96c6\u7fa4\u90fd\u6709\u5171\u540c\u7684\u7279\u5fb5\u4e26\u9075\u5b88\u5b9a\u7fa9\u7684\u6a19\u6e96\u3002\u540c\u4e00\u7d30\u5206\u5e02\u5834\u5167\u7684\u6240\u6709 B2B \u6f5b\u5728\u5ba2\u6236\u5747\u63a1\u7528\u4e00\u81f4\u7684\u884c\u92b7\u8cc7\u6599\u3002<\/p>\n<p>\u5be6\u65bd ABM Lite \u7b56\u7565\u53ef\u4ee5\u589e\u5f37\u81ea\u8a02\u5167\u5bb9\u548c\u6d3b\u52d5\u7684\u6709\u6548\u6027\u3002\u4f8b\u5982\uff0c\u898f\u6a21\u548c\u884c\u696d\u76f8\u4f3c\u7684\u591a\u5bb6\u516c\u53f8\u53ef\u4ee5\u53c3\u52a0\u540c\u4e00\u500b\u7814\u8a0e\u6703\u6216\u7db2\u8def\u7814\u8a0e\u6703\u3002<\/p>\n<h3><a id=\"programmatic-abm-one-to-many\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u7a0b\u5e8f\u5316 ABM\uff1a\u4e00\u5c0d\u591a<\/h3>\n<p>\u7a0b\u5e8f\u5316 ABM \u65b9\u6cd5\uff08\u4e5f\u7a31\u70ba\u4e00\u5c0d\u591a ABM \u7b56\u7565\uff09\u9700\u8981\u5c0d\u9ad8\u50f9\u503c\u5e33\u6236\u7684\u4e0d\u592a\u8a73\u7d30\u7684\u7406\u89e3\u3002<\/p>\n<p>\u6240\u6709\u884c\u92b7\u548c\u92b7\u552e\u5de5\u4f5c\u90fd\u5e36\u4f86\u4e00\u5b9a\u7a0b\u5ea6\u7684\u5f48\u6027\u3002\u4e00\u5c0d\u591a\u7684\u65b9\u6cd5\u4f7f\u60a8\u80fd\u5920\u70ba\u6578\u767e\u751a\u81f3\u6578\u5343\u500b\u76ee\u6a19\u5e33\u6236\u63a1\u7528\u6a19\u6e96\u5316\u7684\u884c\u92b7\u7ba1\u9053\u3002<\/p>\n<p>\u60a8\u7684\u5718\u968a\u61c9\u8a72\u7cbe\u901a\u70ba\u6bcf\u500b\u6f5b\u5728\u5ba2\u6236\u91cf\u8eab\u5b9a\u5236\u9ad4\u9a57\uff0c\u5118\u7ba1\u4ed6\u5011\u4e0d\u61c9\u8a72\u7368\u7acb\u8655\u7406\u6240\u6709\u4e8b\u60c5\u3002<\/p>\n<p>\u92b7\u552e\u548c\u884c\u92b7\u81ea\u52d5\u5316\u5de5\u5177\uff08\u4f8b\u5982 Facebook Ads\uff09\u53ef\u4ee5\u5e6b\u52a9\u500b\u4eba\u5316\u5167\u5bb9\uff0c\u800c\u5546\u696d\u667a\u6167\u61c9\u7528\u7a0b\u5f0f\uff08\u4f8b\u5982 CRM\uff09\u53ef\u4ee5\u5408\u4f75\u8cc7\u6599\u4ee5\u63d0\u4f9b\u589e\u5f37\u7684\u529f\u80fd\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u5ba2\u88fd\u5316\u7684 Facebook \u5ee3\u544a\u6d3b\u52d5\u53ef\u4ee5\u6839\u64da\u884c\u696d\u3001\u5229\u57fa\u3001\u898f\u6a21\u3001\u8981\u6c42\u6216\u4f4d\u7f6e\u7b49\u516c\u53f8\u6578\u64da\u9032\u884c\u8abf\u6574\u3002<\/p>\n<h2><a id=\"what-account-based-marketing-best-practices-should-you-follow\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u9700\u8981\u9075\u5b88\u54ea\u4e9b\u57fa\u672c\u7684\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u6e96\u5247\uff1f<\/h2>\n<p>\u90e8\u7f72\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u9700\u8981\u591a\u65b9\u9762\u5718\u968a\u7684\u5354\u4f5c\u52aa\u529b\u3002\u5982\u679c\u60a8\u6b63\u78ba\u57f7\u884c\u7b56\u7565\uff0c\u60a8\u5c31\u6709\u53ef\u80fd\u7372\u5f97\u65b0\u7684\u3001\u53ef\u89c0\u7684\u6536\u5165\u4f86\u6e90\u3002<\/p>\n<p>\u9075\u5faa\u9019\u4e9b ABM \u6307\u5357\u53ef\u4ee5\u6700\u5927\u9650\u5ea6\u5730\u63d0\u9ad8\u884c\u92b7\u65b9\u6cd5\u7684\u6709\u6548\u6027\u3002<\/p>\n<h3><a id=\"do-your-research-leverage-data\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u958b\u59cb\u4f60\u7684\u8abf\u67e5\uff1b\u904b\u7528\u6578\u64da\u6d1e\u5bdf\u529b<\/h3>\n<p>ABM \u5f9e\u5168\u9762\u7814\u7a76\u958b\u59cb\uff0c\u4ee5\u78ba\u5b9a\u9ad8\u50f9\u503c\u524d\u666f\u3002\u5206\u914d\u76e1\u53ef\u80fd\u591a\u7684\u8cc7\u6e90\u4f86\u4e86\u89e3\u60a8\u7684\u5e02\u5834\u548c\u7b26\u5408\u60a8\u7406\u60f3\u5ba2\u6236\u6982\u6cc1\u7684\u516c\u53f8\u3002<\/p>\n<p>\u9032\u884c\u56b4\u683c\u7684\u7814\u7a76\u3002\u78ba\u5b9a\u76ee\u6a19\u7d44\u7e54\u7684\u5e02\u5834\u7acb\u5834\u3001\u512a\u52e2\u3001\u52a3\u52e2\u548c\u9858\u671b\u3002\u4f7f\u7528\u884c\u696d\u5831\u544a\u3001\u65b0\u805e\u5165\u53e3\u7db2\u7ad9\u3001\u793e\u4ea4\u5e73\u53f0\u548c\u5176\u4ed6\u7dda\u4e0a\u7ba1\u9053\u7b49\u8cc7\u6e90\u4f86\u78ba\u5b9a\u60a8\u7684\u7d44\u7e54\u7684\u4e3b\u8981\u6a5f\u6703\u81f3\u95dc\u91cd\u8981\u3002<\/p>\n<p>\u8ffd\u6c42\u8584\u5f31\u7684\u7dda\u7d22\u662f ABM \u8a08\u5283\u4e2d\u5c0e\u81f4\u4ee4\u4eba\u5931\u671b\u7d50\u679c\u7684\u76f4\u63a5\u9014\u5f91\u3002<\/p>\n<h3><a id=\"align-your-teams\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u5354\u8abf\u60a8\u7684\u5718\u968a<\/h3>\n<p>\u884c\u92b7\u548c\u92b7\u552e\u90e8\u9580\u901a\u5e38\u5404\u81ea\u70ba\u653f\uff0c\u76ee\u6a19\u5404\u7570\u3002\u986f\u7136\uff0c\u50b3\u7d71\u65b9\u6cd5\u5728\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u4e2d\u662f\u7121\u6548\u7684\u3002\u00a0<\/p>\n<p>\u5169\u500b\u90e8\u9580\u9700\u8981\u5408\u4f5c\u7d30\u5206\u6f5b\u5728\u5ba2\u6236\u4e26\u958b\u767c\u8a73\u7d30\u7684\u8cb7\u5bb6\u89d2\u8272\u3002\u5229\u7528\u5354\u4f5c\u5e73\u53f0\u5728\u6bcf\u500b\u63a5\u89f8\u9ede\u4ea4\u63db\u5e33\u6236\u8cc7\u6599\u548c\u5167\u90e8\u6587\u4ef6\u3002\u5efa\u7acb\u91dd\u5c0d\u5ba2\u6236\u7684\u5718\u968a\u4e92\u52d5\u6e9d\u901a\u7ba1\u9053\uff0c\u4ee5\u589e\u5f37\u5718\u968a\u5408\u4f5c\u3002<\/p>\n<h3><a id=\"focus-on-relationship-building\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u91cd\u8996\u95dc\u4fc2\u57f9\u990a<\/h3>\n<p>\u57f9\u990a\u95dc\u4fc2\u5c0d\u65bc\u4efb\u4f55\u4ee5\u5ba2\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u7b56\u7565\u7684\u6210\u529f\u90fd\u81f3\u95dc\u91cd\u8981\u3002\u5982\u4f55\u8207\u6f5b\u5728\u5ba2\u6236\u5efa\u7acb\u4fe1\u4efb\u8207\u878d\u6d3d\u95dc\u4fc2\uff1f\u5728\u65c5\u7a0b\u7684\u6bcf\u500b\u968e\u6bb5\u5275\u9020\u50f9\u503c\u3002<\/p>\n<p>\u63a1\u7528\u6709\u91dd\u5c0d\u6027\u7684\u6e9d\u901a\u4f86\u5c55\u793a\u60a8\u5c0d\u8a72\u5e33\u6236\u53ca\u5176\u6311\u6230\u7684\u4e86\u89e3\u3002\u4f7f\u7528\u6839\u64da\u6f5b\u5728\u5ba2\u6236\u9700\u6c42\u91cf\u8eab\u5b9a\u5236\u7684\u76f8\u95dc\u884c\u696d\u6307\u5357\u548c\u767d\u76ae\u66f8\u4f86\u5ba2\u88fd\u5316\u884c\u92b7\u6d3b\u52d5\u3002<\/p>\n<p>\u6301\u7e8c\u8207\u76ee\u6a19\u5ba2\u6236\u4e92\u52d5\u3002\u4f38\u51fa\u63f4\u624b\u4e26\u50b3\u9054\u60a8\u9858\u610f\u5354\u52a9\u89e3\u6c7a\u554f\u984c\u7684\u610f\u9858\u3002\u5c0d\u60a8\u7684\u7522\u54c1\u7684\u529f\u80fd\u548c\u9650\u5236\u4fdd\u6301\u900f\u660e\u3002<\/p>\n<h3><a id=\"use-the-right-tools\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u5229\u7528\u9069\u7576\u7684\u8cc7\u6e90<\/h3>\n<p>\u5be6\u65bd\u65b0\u7a4e\u7684\u53cd\u5c0e\u6230\u8853\u9700\u8981\u5927\u91cf\u8cc7\u6e90\u3002\u5229\u7528\u6b63\u78ba\u7684\u696d\u52d9\u5de5\u5177\u7c21\u5316 ABM \u6d41\u7a0b\uff0c\u6700\u5927\u9650\u5ea6\u5730\u63d0\u9ad8\u65b0\u4f01\u696d\u7684\u6548\u76ca\u3002<\/p>\n<p>\u4ee5\u4e0b\u662f\u60a8\u7684\u7d44\u7e54\u61c9\u8a72\u5229\u7528\u7684\u4e00\u4e9b\u5de5\u5177\uff1a<\/p>\n<p><strong>CRM\uff1a<\/strong> \u5ba2\u6236\u95dc\u4fc2\u7ba1\u7406\u7cfb\u7d71\u78ba\u4fdd\u5e33\u6236\u9032\u5ea6\u7684\u6301\u7e8c\u66f4\u65b0\u3002<\/p>\n<p><strong>\u884c\u92b7\u81ea\u52d5\u5316\u5e73\u53f0\uff1a<\/strong> \u7c21\u5316\u5167\u5bb9\u5275\u5efa\u4e26\u81ea\u52d5\u81ea\u8a02\u5167\u5bb9\u3002<\/p>\n<p><strong>\u5e33\u6236\u8cc7\u6599\u8c50\u5bcc\u61c9\u7528\uff1a<\/strong> \u5c07\u76ee\u6a19\u8cc7\u6599\u8207\u73fe\u6709\u5de5\u5177\u5408\u4f75\uff0c\u4e26\u5229\u7528 AI \u589e\u5f37\u5c0d\u6f5b\u5728\u5ba2\u6236\u7684\u4e86\u89e3\u3002<\/p>\n<p><strong>\u7db2\u9801\u500b\u4eba\u5316\u89e3\u6c7a\u65b9\u6848\uff1a<\/strong> \u76e3\u63a7\u7db2\u7ad9\u8a2a\u5ba2\u4e26\u5ba2\u88fd\u5316\u4f7f\u7528\u8005\u9ad4\u9a57\u3002<\/p>\n<p><strong>\u5206\u6790\uff1a<\/strong> \u4f7f\u7528\u5404\u7a2e\u5de5\u5177\u4f86\u6536\u96c6\u548c\u8a55\u4f30\u6f5b\u5728\u5ba2\u6236\u4e92\u52d5\u7684\u6578\u64da\u3002\u5229\u7528\u96c6\u4e2d\u548c\u5408\u4f75\u8cc7\u6599\u7684\u5de5\u5177\u4f86\u63d0\u9ad8\u5c0d\u5e33\u6236\u7684\u6d1e\u5bdf\u529b\u3002<\/p>\n<h3><a id=\"monitor-your-tactics-and-adjust\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u76e3\u63a7\u4e26\u5b8c\u5584\u60a8\u7684\u7b56\u7565<\/h3>\n<p>\u6c92\u6709\u4e00\u500b\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u6846\u67b6\u5f9e\u4e00\u958b\u59cb\u5c31\u662f\u5b8c\u7f8e\u7121\u7f3a\u7684\u3002\u7121\u8ad6\u4e8b\u60c5\u9032\u5c55\u5f97\u591a\u9806\u5229\uff0c\u7e3d\u6709\u6539\u9032\u7684\u7a7a\u9593\u3002\u00a0<\/p>\n<p>\u5982\u4f55\u5b8c\u5584 ABM \u7b56\u7565\uff1f\u900f\u904e\u76e3\u63a7\u8cb7\u5bb6\u7684\u6bcf\u500b\u968e\u6bb5\u7684\u65c5\u7a0b\u3002 Google Analytics \u7b49\u57fa\u672c\u5de5\u5177\u6709\u5229\u65bc\u8ffd\u8e64\u7db2\u7ad9\u6548\u80fd\u3002\u5c07\u9019\u4e9b\u898b\u89e3\u8207\u5176\u4ed6 ABM \u5de5\u5177\u96c6\u6210\uff0c\u4ee5\u8b58\u5225\u884c\u92b7\u7ba1\u9053\u4e2d\u7684\u76f2\u9ede\u548c\u969c\u7919\u3002\u00a0<\/p>\n<h2><a id=\"start-your-account-based-marketing-strategy-in-six-steps\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u5206\u516d\u500b\u968e\u6bb5\u958b\u59cb\u60a8\u7684\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u85cd\u5716<\/h2>\n<p>\u73fe\u5728\u60a8\u5df2\u7d93\u4e86\u89e3\u4e86\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u7684\u542b\u7fa9\u53ca\u5176\u4fc3\u9032\u516c\u53f8\u767c\u5c55\u7684\u6f5b\u529b\uff0c\u8b93\u6211\u5011\u6df1\u5165\u7814\u7a76\u5be6\u65bd\u6b64\u6d41\u7a0b\u7684\u5be6\u969b\u6b65\u9a5f\u3002<\/p>\n<h3><a id=\"step-1-build-data-by-identifying-companies-you-want-to-target\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u7b2c\u4e00\u968e\u6bb5\uff1a\u900f\u904e\u78ba\u5b9a\u60a8\u7684\u76ee\u6a19\u516c\u53f8\u4f86\u6536\u96c6\u6578\u64da<\/h3>\n<p>\u5728\u88fd\u5b9a\u7b56\u7565\u4e4b\u524d\uff0c\u60a8\u7684\u7b2c\u4e00\u6b65\u61c9\u5305\u62ec\u78ba\u5b9a\u76ee\u6a19\u516c\u53f8\u3002\u00a0<\/p>\n<p>\u9996\u5148\u4f7f\u7528\u8a2a\u5ba2\u8b58\u5225\u5de5\u5177\u4f86\u8b58\u5225\u60a8\u7db2\u7ad9\u4e0a\u7684\u8a2a\u5ba2\uff1b\u9019\u7d66\u4e86\u4e00\u500b\u6307\u793a<\/p>\n<p>\u5c0d\u60a8\u7684\u7522\u54c1\u7684\u8208\u8da3\u7a0b\u5ea6\u81f3\u95dc\u91cd\u8981\u3002<\/p>\n<p>\u8003\u616e\u6aa2\u67e5\u60a8\u76ee\u524d\u7528\u65bc\u884c\u92b7\u7684\u5de5\u5177\uff0c\u4f8b\u5982\u96fb\u5b50\u90f5\u4ef6\u8cc7\u6599\u5eab\u548c CRM \u7cfb\u7d71\uff0c\u4ee5\u8b58\u5225\u6f5b\u5728\u7684\u92b7\u552e\u7dda\u7d22\u3002\u60a8\u4e5f\u53ef\u4ee5\u4f7f\u7528 Dealfront \u7b49\u52d8\u63a2\u5de5\u5177\u4f86\u7a4d\u6975\u5c0b\u627e\u76ee\u6a19\u5e02\u5834\u5167\u7684\u516c\u53f8\u3002<\/p>\n<p>\u7279\u5225\u95dc\u6ce8\u9ad8\u50f9\u503c\u4f01\u696d\uff0c\u56e0\u70ba\u5b83\u5011\u6700\u9069\u5408 ABM \u7b56\u7565\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u5c08\u9580\u70ba\u54c1\u724c\u63d0\u4f9b\u667a\u6167\u547c\u53eb\u4e2d\u5fc3\u8edf\u9ad4\u7684CloudTalk\u516c\u53f8\u6700\u8fd1\u5c31\u958b\u59cb\u4e86\u5e33\u6236\u884c\u92b7\u7684\u5be6\u8e10\u3002<\/p>\n<p>\u900f\u904e\u5229\u7528 Tenten\uff0cCloudTalk \u6bcf\u6708\u6210\u529f\u5730\u5b9a\u4f4d\u4e26\u63a5\u89f8\u4e86 1,000 \u540d\u66fe\u9020\u8a2a\u5176\u7db2\u7ad9\u4f46\u5c1a\u672a\u8a3b\u518a\u8a66\u7528\u7684\u65b0\u6f5b\u5728\u5ba2\u6236\u3002<\/p>\n<p>CloudTalk \u91dd\u5c0d\u5176\u7db2\u7ad9\u4e0a\u6700\u6d3b\u8e8d\u7684\u524d 20 \u4f4d\u7528\u6236\u91cf\u8eab\u5b9a\u5236\u4e86\u500b\u4eba\u5316 ABM \u6d3b\u52d5\u3002\u9019\u7a2e\u65b9\u6cd5\u4f7f\u4ed6\u5011\u6bcf\u6708\u80fd\u5920\u984d\u5916\u52a0\u5165 20 \u5bb6\u516c\u53f8\u9032\u884c\u514d\u8cbb\u8a66\u7528\u3002<\/p>\n<p>\u8acb\u8a18\u4f4f\uff0c\u9019\u4e9b\u662f\u4f01\u696d\u5ba2\u6236\uff0c\u800c\u4e0d\u662f\u7db2\u8def\u8cfc\u7269\u8005\u7684\u96f6\u661f\u8cfc\u8cb7\u3002\u8a3b\u518a\u53ef\u80fd\u6bcf\u6708\u5e36\u4f86\u6578\u767e\u751a\u81f3\u6578\u5343\u7f8e\u5143\u7684\u6536\u5165\u3002<\/p>\n<h3><a id=\"step-2-tier-the-data%C2%A0%C2%A0\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u7b2c 2 \u6b65\uff1a\u5c0d\u8cc7\u6599\u9032\u884c\u5206\u985e\u00a0\u00a0<\/h3>\n<p>\u73fe\u5728\u60a8\u5df2\u7d93\u7de8\u5236\u4e86\u6f5b\u5728\u92b7\u552e\u7dda\u7d22\u5217\u8868\uff0c\u662f\u6642\u5019\u5c07\u5b83\u5011\u5206\u985e\u4e86\u3002\u5229\u7528 LinkedIn \u548c\u516c\u53f8\u7db2\u7ad9\u4f86\u767c\u73fe\u95dc\u9375\u806f\u7d61\u4eba\u3002<\/p>\n<p>\u96d6\u7136 LinkedIn \u7684 Sales Navigator \u5728\u904e\u7a0b\u4e2d\u975e\u5e38\u6709\u7528\uff0c\u4f46\u900f\u904e\u4e00\u4e9b\u624b\u52d5\u64cd\u4f5c\uff0c\u5bc6\u96c6\u7684\u5de5\u5177\u4f7f\u7528\u53ef\u80fd\u4e26\u4e0d\u7e3d\u662f\u5fc5\u8981\u7684\u3002<\/p>\n<p>\u8003\u616e\u5230\u57f7\u884c\u9577\u53ef\u80fd\u7e41\u5fd9\u7684\u65e5\u7a0b\uff0c\u4ed6\u5011\u53ef\u80fd\u4e0d\u662f\u6700\u53ef\u884c\u7684\u76ee\u6a19\uff1b\u7136\u800c\uff0c\u4eba\u529b\u8cc7\u6e90\u90e8\u9580\u7684\u884c\u92b7\u7d93\u7406\u6216\u884c\u653f\u52a9\u7406\u53ef\u80fd\u662f\u66f4\u5408\u9069\u7684\u9078\u64c7\u3002<\/p>\n<p>\u6536\u96c6\u4ed6\u5011\u5728\u7dda\u4e0a\u8ad6\u58c7\u6216 LinkedIn \u4e0a\u9032\u884c\u7684\u59d3\u540d\u3001\u96fb\u5b50\u90f5\u4ef6\u5730\u5740\u548c\u67e5\u8a62\uff0c\u4e26\u5c07\u6240\u6709\u9019\u4e9b\u8cc7\u6599\u7de8\u8b6f\u5230\u96fb\u5b50\u8868\u683c\u4e2d\u3002<\/p>\n<h3><a id=\"step-3-rank-your-prospects-for-different-account-based-marketing-campaigns\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u7b2c 3 \u6b65\uff1a\u8a55\u4f30\u5404\u7a2e\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u6d3b\u52d5\u7684\u524d\u666f<\/h3>\n<p>\u4e00\u65e6\u60a8\u6709\u4e86\u6f5b\u5728\u5ba2\u6236\u540d\u55ae\uff0c\u5c31\u8a72\u5c0d\u4ed6\u5011\u9032\u884c\u8a55\u4f30\u4e86\u3002<\/p>\n<p>\u54ea\u4e9b\u6f5b\u5728\u5ba2\u6236\u591a\u6b21\u91cd\u65b0\u9020\u8a2a\u60a8\u7684\u7db2\u7ad9\uff1f<\/p>\n<p>\u8ab0\u5728\u8ad6\u58c7\u4e2d\u63d0\u51fa\u4e86\u7591\u554f\uff0c\u8868\u660e\u5c0d\u8207\u60a8\u63d0\u4f9b\u7684\u89e3\u6c7a\u65b9\u6848\u985e\u4f3c\u7684\u89e3\u6c7a\u65b9\u6848\u611f\u8208\u8da3\uff1f<\/p>\n<p>\u5728\u6bcf\u500b\u7d44\u7e54\u4e2d\uff0c\u8ab0\u662f\u6700\u5bb9\u6613\u806f\u7e6b\u7684\u806f\u7d61\u4eba\uff1f<\/p>\n<p>\u4f8b\u5982\uff0c\u9ad8\u7d1a\u526f\u7e3d\u88c1\u662f\u5426\u5728\u793e\u7fa4\u5a92\u9ad4\u4e0a\u5206\u4eab\u4e86\u60a8\u7684\u4e00\u7bc7\u90e8\u843d\u683c\u6587\u7ae0\uff0c\u6216\u8005\u63d0\u51fa\u4e86\u4e00\u500b\u60a8\u53ef\u4ee5\u5728 LinkedIn \u7fa4\u7d44\u4e2d\u56de\u8986\u7684\u554f\u984c\uff1f<\/p>\n<p>\u9019\u4e9b\u6d3b\u8e8d\u7684\u6f5b\u5728\u5ba2\u6236\u61c9\u8a72\u662f\u60a8\u6700\u521d\u52aa\u529b\u7684\u4e3b\u8981\u7126\u9ede\u3002<\/p>\n<p>\u4f8b\u5982\uff0cICT \u516c\u53f8 Triuvare \u5c07\u4e0b\u8f09\u5176 ICT \u62db\u6a19\u6307\u5357\u7684\u5ba2\u6236\u8996\u70ba\u71b1\u9580\u6f5b\u5728\u5ba2\u6236\uff0c\u4ed6\u5011\u627f\u8a8d\u7372\u5f97\u8a72\u6307\u5357\u7684\u5ba2\u6236\u975e\u5e38\u63a5\u8fd1\u8cfc\u8cb7\uff0c\u56e0\u6b64\u52aa\u529b\u5c07 Triuvare \u5c55\u793a\u70ba\u6700\u4f73\u9078\u64c7\u3002<\/p>\n<h3><a id=\"step-4-create-content-for-prospects\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u7b2c 4 \u6b65\uff1a\u70ba\u6f5b\u5728\u5ba2\u6236\u958b\u767c\u5167\u5bb9<\/h3>\n<p>\u4e00\u65e6\u4f60\u78ba\u5b9a\u4e86\u4f60\u7684\u6f5b\u5728\u5ba2\u6236\uff0c\u5c31\u8a72\u5438\u5f15\u4ed6\u5011\u4e86\u3002<\/p>\n<p>\u9019\u662f ABM \u7684\u6838\u5fc3\u2014\u2014\u88fd\u4f5c\u500b\u4eba\u5316\u5167\u5bb9\u3002\u9019\u4e9b\u5167\u5bb9\u53ef\u80fd\u5305\u62ec\u90e8\u843d\u683c\u6587\u7ae0\u3001\u96fb\u5b50\u90f5\u4ef6\u3001\u5ee3\u544a\u3001\u767d\u76ae\u66f8\u7b49\u3002<\/p>\n<p>\u4e3b\u8981\u76ee\u6a19\u662f\u89e3\u6c7a\u7279\u5b9a\u516c\u53f8\u6240\u9047\u5230\u7684\u6311\u6230\u6216\u963b\u7919\u5176\u8f49\u578b\u7684\u969c\u7919\u3002<\/p>\n<p>\u4f8b\u5982\uff0cROI Amplified \u767c\u73fe\u4ed6\u5011\u7684\u6df1\u5ea6\u5167\u5bb9\uff08\u4ed6\u5011\u76f8\u4fe1\u9019\u4e9b\u5167\u5bb9\u6703\u900f\u904e\u5c55\u793a\u5176\u6280\u8853\u5be6\u529b\u800c\u5f15\u8d77\u4eba\u5011\u7684\u8208\u8da3\uff09\u6b63\u5728\u5438\u5f15\u4f86\u81ea\u5927\u5b78\u7684\u6d41\u91cf\uff0c\u9019\u4e9b\u6d41\u91cf\u53ef\u80fd\u4f86\u81ea\u63a2\u7d22\u884c\u92b7\u7684\u5b78\u751f\uff0c\u800c\u9019\u4e9b\u5b78\u751f\u53ef\u80fd\u5c0d\u8cfc\u8cb7\u4ed6\u5011\u7684\u7522\u54c1\u4e0d\u611f\u8208\u8da3\u3002<\/p>\n<h3><a id=\"step-5-connect-content-and-message-to-persona-and-account\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u6b65\u9a5f 5\uff1a\u5c07\u5167\u5bb9\u548c\u8a0a\u606f\u8207\u89d2\u8272\u548c\u5e33\u6236\u76f8\u95dc\u806f<\/h3>\n<p>\u73fe\u5728\u60a8\u5df2\u7d93\u88fd\u4f5c\u4e86\u51fa\u8272\u7684\u5167\u5bb9\u548c ABM \u5167\u5bb9\u884c\u92b7\u7b56\u7565\uff0c\u662f\u6642\u5019\u5c07\u5176\u4ea4\u4ed8\u7d66\u6b63\u78ba\u7684\u53d7\u773e\u4e86\u3002<\/p>\n<p>\u9996\u5148\u5236\u5b9a\u91dd\u5c0d\u6bcf\u500b\u5c64\u7d1a\u548c\u89d2\u8272\u7684\u884c\u92b7\u6d3b\u52d5\uff0c\u7136\u5f8c\u91dd\u5c0d\u6bcf\u500b\u884c\u92b7\u7ba1\u9053\u548c\u5c64\u7d1a\u5ba2\u88fd\u5316\u60a8\u7684\u65b9\u6cd5\u3002<\/p>\n<p>\u60a8\u70ba\u4e0d\u540c\u7684\u53d7\u773e\u958b\u767c\u4e86\u6b64\u5167\u5bb9\uff0c\u5c0d\u55ce\uff1f\u56e0\u6b64\uff0c\u500b\u4eba\u5316\u5916\u5c55\u4e5f\u662f\u660e\u667a\u7684\u3002<\/p>\n<p>\u500b\u6027\u5316\u7684\u6838\u5fc3\u662f ABM \u7684\u7e2e\u5f71\u3002<\/p>\n<p>\u7528\u65bc\u5206\u767c\u5167\u5bb9\u7684\u7b56\u7565\u53ef\u80fd\u6d89\u53ca LinkedIn \u5ee3\u544a\u3001\u96fb\u5b50\u90f5\u4ef6\u6d3b\u52d5\u3001\u76f4\u90f5\u6216\u7cbe\u78ba\u5b9a\u4f4d\u7684 PPC \u5ee3\u544a\uff1b\u9078\u64c7\u53d6\u6c7a\u65bc\u89c0\u773e\u7d93\u5e38\u5149\u9867\u7684\u5e73\u53f0\u3002<\/p>\n<p>\u4f8b\u5982\uff0cLMCS \u63a1\u7528\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7\u548c\u5f9e Tenten \u6536\u96c6\u7684\u8a2a\u5ba2\u8cc7\u6599\u4f86\u7de8\u5236\u76f8\u95dc\u6f5b\u5728\u5ba2\u6236\u540d\u55ae\u3002<\/p>\n<p>\u96a8\u5f8c\uff0c\u4ed6\u5011\u7684\u92b7\u552e\u4eba\u54e1\u9020\u8a2a\u4e86\u9019\u4e9b\u6f5b\u5728\u5ba2\u6236\u7684\u7db2\u7ad9\uff0c\u4ee5\u78ba\u5b9a\u4ed6\u5011\u4f5c\u70ba\u5ba2\u6236\u7684\u6f5b\u529b\u3002<\/p>\n<p>\u4ed6\u5011\u6574\u7406\u4e86\u6709\u5e0c\u671b\u7684\u6f5b\u5728\u5ba2\u6236\u7684\u806f\u7d61\u65b9\u5f0f\uff0c\u7136\u5f8c\u900f\u904e\u6709\u91dd\u5c0d\u6027\u7684\u96fb\u5b50\u90f5\u4ef6\u6d3b\u52d5\u50b3\u64ad\u5167\u5bb9\u3002<\/p>\n<p>\u7d50\u679c\uff1f<\/p>\n<p>\u4ed6\u5011\u7e3d\u5171\u806f\u7e6b\u4e86 75 \u5bb6\u516c\u53f8\uff0c\u7372\u5f97\u4e86 14 \u4efd\u9810\u7d04\uff0c\u4e26\u767c\u51fa\u4e86 12 \u4efd\u9304\u53d6\u901a\u77e5\u3002 ABM \u7684\u52dd\u5229\u3002<\/p>\n<h3><a id=\"step-6-watch-the-cash-roll-in\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u7b2c6\u6b65\uff1a\u89c0\u5bdf\u6536\u5165\u6d41\u5165<\/h3>\n<p>\u8a8d\u771f\u5730\u8aaa\uff0cABM \u662f\u4e00\u7a2e\u5438\u5f15\u548c\u5438\u5f15\u6f5b\u5728\u5ba2\u6236\u7684\u9ad8\u6548\u7b56\u7565\u3002<\/p>\n<p>\u6839\u64da\u4e00\u9805\u7814\u7a76\uff0c87% \u7684 B2B \u884c\u92b7\u4eba\u54e1\u627f\u8a8d\uff0c\u8207\u5176\u4ed6\u884c\u92b7\u7b56\u7565\u76f8\u6bd4\uff0c\u4ed6\u5011\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u65b9\u6cd5\u66f4\u52a0\u6709\u6210\u6548\u3002<\/p>\n<h2><a id=\"seven-account-based-marketing-metrics-you-need-to-track\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u5c0d\u65bc\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u8ffd\u8e64\u81f3\u95dc\u91cd\u8981\u7684\u4e03\u500b\u6307\u6a19<\/h2>\n<p>\u5728 ABM \u5be6\u65bd\u904e\u7a0b\u4e2d\u9700\u8981\u8a55\u4f30\u5927\u91cf\u6578\u64da\u3002\u54ea\u4e9b\u6307\u6a19\u6709\u52a9\u65bc\u7be9\u9078\u566a\u97f3\u4e26\u4fdd\u6301\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u7684\u8108\u640f\uff1f<\/p>\n<ol>\n<li>\n<p><strong>\u5e33\u6236\u53c3\u8207\u5ea6\uff1a<\/strong> \u76e3\u63a7\u6bcf\u5bb6\u516c\u53f8\u5c0d\u60a8\u7684\u884c\u92b7\u5167\u5bb9\u7684\u53c3\u8207\u5ea6\u3002\u6b64\u6307\u6a19\u53cd\u6620\u4e86\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u7684\u76f8\u95dc\u6027\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u5e33\u6236\u9032\u5c55\u7387\uff1a<\/strong> \u8ffd\u8e64\u6f5b\u5728\u5ba2\u6236\u5728\u60a8\u7684\u92b7\u552e\u7ba1\u9053\u4e2d\u7684\u9032\u5ea6\u3002\u5b83\u63ed\u793a\u4e86\u6f5b\u5728\u7684\u74f6\u9838\u6216\u7121\u6548\u7684\u7b56\u7565\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u92b7\u552e\u9031\u671f\u9577\u5ea6\uff1a<\/strong> \u60a8\u7684\u5718\u968a\u5b8c\u6210\u92b7\u552e\u6240\u9700\u7684\u5e73\u5747\u6642\u9593\u3002\u8207\u9032\u5c55\u7387\u6307\u6a19\u985e\u4f3c\uff0c\u9031\u671f\u9577\u5ea6\u8861\u91cf\u73fe\u6709\u7ba1\u9053\u7684\u6548\u7387\u4e26\u70ba\u589e\u5f37\u5960\u5b9a\u57fa\u790e\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u5e33\u6236\u6d41\u5931\u7387\uff1a<\/strong> \u76ee\u6a19\u5e33\u6236\u9000\u51fa ABM \u983b\u9053\u7684\u901f\u7387\u3002\u5c07\u6b64\u6bd4\u7387\u8207\u884c\u696d\u57fa\u6e96\u9032\u884c\u6bd4\u8f03\uff0c\u4ee5\u9032\u884c\u5feb\u901f\u6027\u80fd\u8a55\u4f30\u3002\u76e3\u63a7\u8a72\u6bd4\u7387\u4e5f\u6709\u52a9\u65bc\u8a55\u4f30\u7b56\u7565\u8b8a\u5316\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u5ba2\u6236\u7d42\u8eab\u50f9\u503c\uff08CLV\uff09\uff1a<\/strong> \u5ba2\u6236\u5728\u8207\u8cb4\u516c\u53f8\u5efa\u7acb\u95dc\u4fc2\u671f\u9593\u7684\u7e3d\u652f\u51fa\u3002\u5b83\u53ef\u4ee5\u6709\u529b\u5730\u8868\u660e\u60a8\u7684\u5718\u968a\u662f\u5426\u6709\u6548\u5730\u7784\u6e96\u4e86\u6b63\u78ba\u7684\u5ba2\u6236\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u7372\u5ba2\u6210\u672c\uff08CAC\uff09\uff1a<\/strong> \u8ffd\u8e64\u7372\u53d6\u76ee\u6a19\u5e33\u6236\u6240\u7522\u751f\u7684\u8cbb\u7528\u3002\u5c07\u6b64\u6578\u5b57\u8207\u5ba2\u6236\u7d42\u8eab\u50f9\u503c\u9032\u884c\u6bd4\u8f03\uff0c\u4ee5\u78ba\u5b9a\u60a8\u7684\u6295\u8cc7\u5831\u916c\u7387\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u8f49\u63db\u7387\u548c\u7372\u52dd\u7387\uff1a<\/strong> \u76e3\u63a7\u60a8\u7684\u884c\u92b7\u548c\u92b7\u552e\u5de5\u4f5c\u662f\u5426\u6210\u529f\u3002\u5206\u6790\u8cb7\u5bb6\u65c5\u7a0b\u4e2d\u8f49\u63db\u7387\u8f03\u4f4e\u7684\u968e\u6bb5\u3002<\/p>\n<\/li>\n<\/ol>\n<h2><a id=\"account-based-marketing-examples-to-inspire-your-campaigns\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u8aaa\u660e\u6027\u884c\u92b7\u5be6\u4f8b\u53ef\u6fc0\u767c\u60a8\u7684\u884c\u92b7\u6d3b\u52d5<\/h2>\n<p>\u64da Gartner \u7a31\uff0cABM \u5c07\u6574\u9ad4\u5ba2\u6236\u53c3\u8207\u5ea6\u63d0\u9ad8\u4e86 28%\u3002\u96d6\u7136\u9019\u500b\u7d71\u8a08\u6578\u64da\u807d\u8d77\u4f86\u4ee4\u4eba\u5370\u8c61\u6df1\u523b\uff0c\u4f46\u5b83\u5728\u5be6\u969b\u5834\u666f\u4e2d\u610f\u5473\u8457\u4ec0\u9ebc\uff1f<\/p>\n<p>\u8b93\u6211\u5011\u6df1\u5165\u7814\u7a76\u4e00\u4e9b\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u63d2\u5716\u3002<\/p>\n<h3><a id=\"saas\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u8edf\u9ad4\u5373\u670d\u52d9<\/h3>\n<p>B2B \u610f\u5716\u8cc7\u6599\u5e73\u53f0 Tenten \u5229\u7528 ABM \u7b56\u7565\u4f86\u589e\u5f37\u5176\u696d\u52d9\u3002\u78ba\u5b9a\u7b26\u5408\u7406\u60f3\u5ba2\u6236\u6a94\u6848 (ICP) 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