{"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_cn\/marketing\/\u57fa\u4e8e\u4e13\u5bb6\u8d26\u6237\u7684\u8425\u9500\/","title":{"rendered":"\u4e13\u5bb6\u8d26\u6237\u8425\u9500"},"content":{"rendered":"<p>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u662f\u8425\u9500\u56e2\u961f\u5e38\u7528\u7684\u4e00\u79cd\u6280\u672f\uff0c\u7528\u4e8e\u5173\u6ce8\u9ad8\u8d28\u91cf\u7684\u6f5c\u5728\u5ba2\u6237\u5e76\u5c06\u5176\u8f6c\u5316\u4e3a\u6709\u4ef7\u503c\u7684\u5ba2\u6237\u3002<\/p>\n<p>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u7b56\u7565\u4e0d\u662f\u96c6\u4e2d\u7cbe\u529b\u5438\u5f15\u5927\u91cf\u6f5c\u5728\u5ba2\u6237\uff0c\u800c\u662f\u901a\u8fc7\u9488\u5bf9\u9ad8\u4ef7\u503c\u8d26\u6237\u4e2d\u6709\u5f71\u54cd\u529b\u7684\u51b3\u7b56\u8005\u7684\u4e2a\u6027\u5316\u6d3b\u52a8\u6765\u63d0\u9ad8\u77e5\u540d\u5ea6\u3002<\/p>\n<p>\u5982\u679c\u60a8\u5728\u5bfb\u627e\u9ad8\u8d28\u91cf\u6f5c\u5728\u5ba2\u6237\u6216\u786e\u5b9a\u83b7\u53d6\u548c\u8f6c\u5316\u6f5c\u5728\u5ba2\u6237\u7684\u6700\u6709\u6548\u65b9\u6cd5\u65b9\u9762\u9047\u5230\u6311\u6218\uff0c\u8bf7\u7ee7\u7eed\u63a2\u7d22\u57fa\u4e8e\u5e10\u6237\u7684\u8425\u9500\u7684\u4f18\u52bf\u4ee5\u53ca\u5728\u60a8\u7684\u9500\u552e\u548c\u8425\u9500\u56e2\u961f\u4e2d\u6267\u884c\u8be5\u8425\u9500\u7b56\u7565\u7684\u63a8\u8350\u6b65\u9aa4\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\u4e49\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500<\/h2>\n<p>\u8ba9\u6211\u4eec\u4ece\u4e00\u5f00\u59cb\u5c31\u5bf9\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u8fdb\u884c\u5b9a\u4e49\u3002<\/p>\n<p>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\uff08ABM\uff09\u4e0e\u4f20\u7edf\u8425\u9500\u6280\u672f\u4e0d\u540c\uff0c\u5b83\u901a\u8fc7\u4e2a\u6027\u5316\u8425\u9500\u6d3b\u52a8\u6765\u9488\u5bf9\u7279\u5b9a\u516c\u53f8\u800c\u4e0d\u662f\u5e7f\u6cdb\u7684\u53d7\u4f17\u7fa4\u4f53\u3002<\/p>\n<p>\u5b83\u4ece\u672c\u8d28\u4e0a\u5f7b\u5e95\u98a0\u8986\u4e86\u5165\u7ad9\u8425\u9500\u65b9\u6cd5\u3002<\/p>\n<p>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u7b56\u7565\u4e0d\u662f\u65e8\u5728\u5438\u5f15\u5927\u91cf\u6f5c\u5728\u5ba2\u6237\uff0c\u7136\u540e\u5b9a\u5236\u5185\u5bb9\u6765\u5f15\u5bfc\u7406\u60f3\u7684\u6f5c\u5728\u5ba2\u6237\u901a\u8fc7\u6f0f\u6597\uff0c\u800c\u662f\u4ece\u6f0f\u6597\u7684\u672b\u7aef\uff0c\u5373\u5e95\u90e8\u5f00\u59cb\u3002<\/p>\n<p>\u672c\u8d28\u4e0a\uff0c\u8fd9\u610f\u5473\u7740\u4ece\u60a8\u7684\u76ee\u6807\u8d26\u6237\u5f00\u59cb\uff0c\u5e76\u5236\u4f5c\u8fce\u5408\u8fd9\u4e9b\u516c\u53f8\u5185\u7279\u5b9a\u4e2a\u4eba\u7684\u5185\u5bb9\u548c\u6d3b\u52a8\u3002<\/p>\n<p>\u800c\u4e14\u5b83\u662f\u6709\u6548\u7684\uff1b\u6839\u636e Momentum ITSMA \u7684\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u7edf\u8ba1\u6570\u636e\uff0c81% \u7684\u53c2\u4e0e\u8005\u8868\u793a\uff0c\u4e0e\u5176\u4ed6\u8425\u9500\u7b56\u7565\u76f8\u6bd4\uff0cABM \u6d3b\u52a8\u7684\u6295\u8d44\u56de\u62a5\u7387\u66f4\u9ad8\u3002<\/p>\n<p>\u867d\u7136\u7b56\u7565\u53ef\u80fd\u56e0\u516c\u53f8\u53d8\u91cf\u3001ICP\uff08\u7406\u60f3\u5ba2\u6237\u6863\u6848\uff09\u548c\u76ee\u6807\u53d7\u4f17\u7684\u4e0d\u540c\u800c\u6709\u6240\u4e0d\u540c\uff0c\u4f46 ABM \u901a\u5e38\uff1a<\/p>\n<ul>\n<li>\n<p>\u7531\u4e8e\u9700\u8981\u6295\u5165\u5927\u91cf\u7684\u7cbe\u529b\u548c\u65f6\u95f4\uff0c\u56e0\u6b64\u5bf9\u4f01\u4e1a\u7ea7\u5ba2\u6237\u6765\u8bf4\u6700\u4e3a\u6709\u5229\u3002<\/p>\n<\/li>\n<li>\n<p>\u9700\u8981\u8425\u9500\u56e2\u961f\uff08ABM \u56e2\u961f\uff09\u548c\u9500\u552e\u56e2\u961f\u4e4b\u95f4\u7684\u534f\u8c03\u3002<\/p>\n<\/li>\n<li>\n<p>\u5229\u7528\u8425\u9500\u81ea\u52a8\u5316\u548c\u5176\u4ed6 ABM \u5de5\u5177\u6765\u7b80\u5316\u6d41\u7a0b\u4e2d\u7684\u5404\u4e2a\u9636\u6bb5\uff0c\u4f8b\u5982\u81ea\u52a8\u5316\u6f5c\u5728\u5ba2\u6237\u751f\u6210\u6216\u7535\u5b50\u90ae\u4ef6\u5e8f\u5217\u3002<\/p>\n<\/li>\n<li>\n<p>\u4e0e\u51b3\u7b56\u8005\u5efa\u7acb\u4e2a\u4eba\u8054\u7cfb\uff08\u5bf9\u4e8e B2B ABM \u81f3\u5173\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>\u5bf9\u6bd4\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u548c\u6f5c\u5728\u5ba2\u6237\u751f\u6210<\/h3>\n<p>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u548c\u6f5c\u5728\u5ba2\u6237\u751f\u6210\u4ee3\u8868\u7740\u586b\u5145\u9500\u552e\u6e20\u9053\u7684\u622a\u7136\u4e0d\u540c\u7684\u65b9\u6cd5\uff1b\u7136\u800c\uff0c\u5b83\u4eec\u53ef\u4ee5\u76f8\u4e92\u8865\u5145\u3002<\/p>\n<p>\u5047\u8bbe\u60a8\u7ba1\u7406\u4e00\u5bb6\u4f01\u4e1a SaaS \u516c\u53f8\uff0c\u5e76\u4ee5\u91d1\u878d\u673a\u6784\u4e3a\u76ee\u6807\u3002\u5728\u4f20\u7edf\u7684\u5165\u7ad9\u8425\u9500\u4e2d\uff0c\u60a8\u53ef\u80fd\u4f1a\u4e3a\u6574\u4e2a\u91d1\u878d\u884c\u4e1a\u5236\u4f5c\u5185\u5bb9\u5e76\u7b49\u5f85\u54a8\u8be2\u3002<\/p>\n<p>\u5728\u6f5c\u5728\u5ba2\u6237\u5f00\u53d1\u7684\u80cc\u666f\u4e0b\uff0c\u60a8\u9700\u8981\u7814\u7a76\u91d1\u878d\u673a\u6784\u6765\u4e3a\u60a8\u7684\u9500\u552e\u6e20\u9053\u786e\u5b9a\u5e7f\u6cdb\u7684\u6f5c\u5728\u5ba2\u6237\u3002<\/p>\n<p>\u76f8\u6bd4\u4e4b\u4e0b\uff0cABM \u7b56\u7565\u4ece\u6f0f\u6597\u672b\u7aef\u5f00\u59cb\uff0c\u5229\u7528\u5b9a\u5236\u7684\u6d3b\u52a8\u6765\u5173\u6ce8\u516c\u53f8\u5185\u7b26\u5408\u60a8\u7684 ICP \u7684\u7279\u5b9a\u4e2a\u4eba\u3002<\/p>\n<p>\u901a\u8fc7\u5c06\u6f5c\u5728\u5ba2\u6237\u751f\u6210\u4e0e\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u76f8\u7ed3\u5408\uff0c\u60a8\u53ef\u4ee5\u7cbe\u786e\u5b9a\u4f4d ABM \u7684\u4e3b\u8981\u6f5c\u5728\u5ba2\u6237\uff0c\u5e76\u786e\u4fdd\u62e5\u6709\u6210\u529f\u5f00\u5c55\u6d3b\u52a8\u7684\u6240\u6709\u5173\u952e\u6570\u636e\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>\u8fd9\u4e0e\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u65b9\u6cd5\u6709\u4f55\u4e00\u81f4\uff1f<\/h3>\n<p>\u8ba9\u6211\u4eec\u7ee7\u7eed\u6211\u4eec\u7684\u4f8b\u5b50\u3002\u901a\u8fc7 ABM\uff0c\u60a8\u65e0\u9700\u5e7f\u6cdb\u5730\u9488\u5bf9\u91d1\u878d\u673a\u6784\u7684\u4e2a\u4eba\uff0c\u800c\u662f\u4ece\u9501\u5b9a\u7406\u60f3\u5ba2\u6237\u516c\u53f8\u5f00\u59cb\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u60a8\u53ef\u4ee5\u76d1\u63a7\u7f51\u7ad9\u8bbf\u95ee\u60c5\u51b5\u6216\u8fdb\u884c\u6f5c\u5728\u5ba2\u6237\u7814\u7a76\uff0c\u7136\u540e\u9488\u5bf9\u8fd9\u4e9b\u5b9e\u4f53\u7cbe\u51c6\u7b56\u5212\u5185\u5bb9\u548c\u8425\u9500\u7b56\u7565\u3002<\/p>\n<p>\u8fd9\u79cd\u72ec\u7279\u6027\u4f7f ABM \u6709\u522b\u4e8e\u4f20\u7edf\u8425\u9500\u65b9\u6cd5\u3002<\/p>\n<p>\u8fd9\u53ef\u80fd\u770b\u8d77\u6765\u6709\u70b9\u4e0d\u5408\u5e38\u89c4\u3002\u6211\u660e\u767d\u3002\u8ba9\u6211\u4eec\u4e3e\u4e2a\u4f8b\u5b50\u6765\u7b80\u5316\u4e00\u4e0b\u3002<\/p>\n<p>\u5728\u5e38\u89c4\u8425\u9500\u4e2d\uff0c\u60a8\u4f1a\u53d1\u5e03\u4e00\u7bc7\u535a\u5ba2\u6587\u7ae0\uff0c\u4ecb\u7ecd\u60a8\u7684 SaaS \u89e3\u51b3\u65b9\u6848\u5982\u4f55\u5e2e\u52a9\u907f\u514d\u5e94\u4ed8\u8d26\u6b3e\u6b3a\u8bc8\u3002<\/p>\n<p>\u60a8\u53ef\u4ee5\u901a\u8fc7\u5728\u793e\u4ea4\u5a92\u4f53\u5e73\u53f0\u4e0a\u5b9a\u4f4d\u91d1\u878d\u673a\u6784\u5458\u5de5\u6765\u63a8\u5e7f\u5b83\u3002<\/p>\n<p>\u8fd9\u662f\u591a\u5e74\u6765\u7684\u4f20\u7edf\u65b9\u6cd5\u3002<\/p>\n<p>\u5b83\u8fd8\u80fd\u4ea7\u751f\u6548\u679c\u5417\uff1f\u6709\u65f6\u3002<\/p>\n<p>\u7136\u800c\uff0c\u8fd8\u6709\u4e00\u6761\u66f4\u597d\u7684\u65b9\u6cd5\u3002<\/p>\n<p>\u901a\u8fc7 ABM\uff0c\u60a8\u9996\u5148\u786e\u5b9a\u60a8\u7684\u76ee\u6807\uff0c\u7136\u540e\u6df1\u5165\u4e86\u89e3\u4ed6\u4eec\u7684\u987e\u8651\u3002<\/p>\n<p>\u5982\u679c\u60a8\u53d1\u73b0\u6709\u5173\u5e94\u4ed8\u8d26\u6b3e\u6b3a\u8bc8\u7684\u62c5\u5fe7\uff0c\u60a8\u53ef\u4ee5\u5b9a\u5236\u89e3\u51b3\u8be5\u6311\u6218\u7684\u5185\u5bb9\u3002<\/p>\n<p>\u60f3\u8c61\u4e00\u4e0b\uff0c\u4f20\u7edf\u7684\u5165\u7ad9\u8425\u9500\u5c31\u50cf\u662f\u6492\u4e0b\u4e00\u5f20\u5927\u6e14\u7f51\uff1b\u4f60\u53ef\u4ee5\u6355\u83b7\u4efb\u4f55\u9047\u5230\u7684\u4e1c\u897f\uff0c\u5bf9\u5417\uff1f<\/p>\n<p>\u800c ABM \u7c7b\u4f3c\u4e8e\u4f7f\u7528\u4f60\u7684\u7406\u60f3\u9c7c\u7c7b\u559c\u6b22\u7684\u7cbe\u786e\u8bf1\u9975\u2014\u2014\u5e76\u4e14\u9488\u5bf9\u5355\u4e2a\u9c7c\u7c7b\u6709\u5f88\u591a\u4f18\u52bf\u3002<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/eYeFEJs.png\" alt=\"\u8425\u9500\u4eba\u5458\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\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>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u7efc\u5408\u6307\u5357<\/h4>\n<p>\u63a2\u7d22 ABM \u5305\u542b\u7684\u5185\u5bb9\u3001\u5b83\u5982\u4f55\u6269\u5927\u6f5c\u5728\u5ba2\u6237\u7684\u4ea7\u751f\u4ee5\u53ca\u5982\u4f55\u63a8\u52a8\u6e20\u9053\u589e\u957f\u3002<\/p>\n<p>\u4e0b\u8f7d<\/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>\u91c7\u7528\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u6846\u67b6\u7684\u4f18\u52bf<\/h2>\n<p>\u5728 Foundry \u7684 2023 \u5e74\u8c03\u67e5\u4e2d\uff0c93% \u7684\u53c2\u4e0e\u8005\u53d1\u73b0\u4ed6\u4eec\u7684\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u7b56\u7565\u201c\u975e\u5e38\u201d\u6216\u201c\u6781\u5176\u201d\u6709\u6548\u3002<\/p>\n<p>\u4e3a\u4ec0\u4e48\u4f17\u591a B2B \u516c\u53f8\u503e\u5411\u4e8e\u91c7\u7528\u8fd9\u79cd\u65b9\u6cd5\uff1f<\/p>\n<p>\u8ba9\u6211\u4eec\u6df1\u5165\u63a2\u8ba8\u5b83\u7684\u4e00\u4e9b\u597d\u5904\uff1a<\/p>\n<ol>\n<li>\n<p>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u53ef\u4ea7\u751f\u5353\u8d8a\u7684\u6295\u8d44\u56de\u62a5\u7387\u3002<\/p>\n<\/li>\n<li>\n<p>ABM \u901a\u8fc7\u7cbe\u786e\u5b9a\u4f4d\u7279\u5b9a\u8d26\u6237\u800c\u4e0d\u662f\u5e7f\u6cdb\u7684\u5173\u952e\u8bcd\u6765\u63d0\u9ad8\u8fd0\u884c\u6548\u7387\u3002<\/p>\n<\/li>\n<li>\n<p>\u5229\u7528 ABM \u7684\u7ec4\u7ec7\u7ecf\u5386\u66f4\u77ed\u7684\u9500\u552e\u5468\u671f\u3002<\/p>\n<\/li>\n<li>\n<p>ABM \u901a\u8fc7\u5c55\u793a\u5bf9\u5ba2\u6237\u9700\u6c42\u7684\u6df1\u523b\u7406\u89e3\u6765\u5efa\u7acb\u4e0e\u5ba2\u6237\u7684\u4fe1\u4efb\u3002<\/p>\n<\/li>\n<li>\n<p>ABM \u4f18\u5148\u8003\u8651\u9500\u552e\u8d28\u91cf\u800c\u4e0d\u662f\u6570\u91cf\uff0c\u4ece\u800c\u4e3a\u9500\u552e\u56e2\u961f\u5e26\u6765\u66f4\u9ad8\u7684\u5e73\u5747\u5408\u540c\u4ef7\u503c\u548c\u66f4\u4f18\u7684\u4ea4\u6613\u91cf\u3002<\/p>\n<\/li>\n<li>\n<p>\u6295\u8d44 ABM \u53ef\u4ee5\u52a0\u5f3a\u54c1\u724c\u4fe1\u4efb\u3001\u63d0\u9ad8\u5ba2\u6237\u4fdd\u7559\u7387\u5e76\u589e\u5f3a\u9500\u552e\u6e20\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>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u4ec5\u9650\u4e8e\u4f01\u4e1a\u5417\uff1f<\/h3>\n<p>\u4e0d\uff0cABM \u5e76\u975e\u4f01\u4e1a\u72ec\u6709\u3002\u4e8b\u5b9e\u4e0a\uff0c\u8fd9\u4e9b\u7b56\u7565\u53ef\u4ee5\u6839\u636e\u521b\u65b0\u7684 ABM \u6982\u5ff5\u8fdb\u884c\u91cf\u8eab\u5b9a\u5236\uff0c\u4ee5\u9488\u5bf9\u4efb\u4f55 B2B \u5ba2\u6237\u3002<\/p>\n<p>\u4f01\u4e1a\u5ba2\u6237\u901a\u5e38\u62e5\u6709\u8f83\u957f\u7684\u751f\u547d\u5468\u671f\uff0c\u8fd9\u4f7f\u4ed6\u4eec\u6210\u4e3a\u7406\u60f3\u7684 ABM \u76ee\u6807\u3002<\/p>\n<p>\u7136\u800c\uff0cABM \u6280\u672f\u4e5f\u53ef\u4ee5\u9002\u7528\u4e8e\u5c0f\u578b\u4f01\u4e1a\u3002\u4f8b\u5982\uff0c\u5982\u679c\u60a8\u7684\u4ea7\u54c1\u9ad8\u5ea6\u4e2a\u6027\u5316\u6216\u9700\u8981\u91cd\u590d\u8d2d\u4e70\uff0cABM \u53ef\u4ee5\u6210\u529f\u5438\u5f15\u5c0f\u5ba2\u6237\u3002<\/p>\n<p>\u5982\u679c\u60a8\u4e0d\u786e\u5b9a\u4ece\u54ea\u91cc\u5f00\u59cb\u6216\u6709\u54ea\u4e9b ABM \u5de5\u5177\uff0c\u8bf7\u7ee7\u7eed\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\u6837\u5316\u7684\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u65b9\u6cd5\u548c\u6709\u6548\u7b56\u7565<\/h2>\n<p>\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u4fa7\u91cd\u4e8e\u4ece\u9500\u552e\u6e20\u9053\u83b7\u5f97\u66f4\u9ad8\u7684\u6295\u8d44\u56de\u62a5\u7387\u3002\u4e0e\u5927\u591a\u6570\u5546\u4e1a\u7b56\u7565\u7c7b\u4f3c\uff0cABM \u6ca1\u6709\u901a\u7528\u65b9\u6cd5\u3002\u60a8\u53ef\u4ee5\u5229\u7528\u57fa\u672c\u7ed3\u6784\u5e76\u6839\u636e\u8d35\u516c\u53f8\u7684\u9700\u8981\u8fdb\u884c\u8c03\u6574\u3002<\/p>\n<p>\u7b2c\u4e00\u6b65\u662f\u638c\u63e1\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\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>\u6218\u7565\u53cd\u5f39\u9053\u5bfc\u5f39\uff1a\u4e00\u5bf9\u4e00<\/h3>\n<p>\u6218\u7565\u6027 ABM \u6d89\u53ca\u5bf9\u9ad8\u4ef7\u503c\u5ba2\u6237\u91c7\u53d6\u4e2a\u6027\u5316\u65b9\u6cd5\u3002\u60a8\u7684\u8425\u9500\u548c\u9500\u552e\u56e2\u961f\u5c06\u5236\u4f5c\u72ec\u7279\u7684\u5185\u5bb9\u6765\u6ee1\u8db3\u6bcf\u4e2a\u5ba2\u6237\u7684\u9700\u6c42\u3002<\/p>\n<p>\u5728\u5e94\u7528\u6b64 ABM \u7b56\u7565\u65f6\uff0c\u8bf7\u5c06\u60a8\u7684\u5217\u8868\u7f29\u5c0f\u5230\u4e00\u5230\u4e94\u4e2a\u6f5c\u5728\u5ba2\u6237\u3002\u8fd9\u4f7f\u60a8\u80fd\u591f\u751f\u6210\u56f4\u7ed5\u6bcf\u4e2a\u7279\u5b9a\u5ba2\u6237\u75db\u70b9\u548c\u9700\u6c42\u8bbe\u8ba1\u7684\u9ad8\u5ea6\u4e2a\u6027\u5316\u5185\u5bb9\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u6211\u4eec\u6765\u8003\u8651\u4e00\u5bb6\u4e13\u6ce8\u4e8e\u5065\u5eb7\u7ef4\u62a4\u7ec4\u7ec7 (HMO) \u7684 SaaS \u4f01\u4e1a\u3002\u8be5\u516c\u53f8\u5236\u4f5c\u4ee5\u5ba2\u6237\u4e3a\u4e2d\u5fc3\u7684\u5185\u5bb9\uff0c\u5c55\u793a\u767d\u76ae\u4e66\u548c\u6848\u4f8b\u7814\u7a76\u3002ABM \u5185\u5bb9\u5f3a\u8c03\u4e86\u5176\u4ea7\u54c1\u9488\u5bf9\u4e0d\u540c HMO \u4f7f\u7528\u573a\u666f\u7684\u5207\u5b9e\u4f18\u52bf\u3002<\/p>\n<p>\u4e2a\u6027\u5316\u7b56\u7565\u9700\u8981\u5927\u91cf\u7684\u5173\u6ce8\u548c\u8d44\u6e90\u3002\u5728\u5f00\u59cb\u4e4b\u524d\uff0c\u7ec4\u5efa\u4e00\u4e2a\u7531\u4e0d\u540c\u7ea7\u522b\u548c\u89d2\u8272\u7ec4\u6210\u7684\u56e2\u961f\uff0c\u5305\u62ec\u4e00\u540d\u719f\u7ec3\u7684 ABM \u7ecf\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\u5bf9\u591a<\/h3>\n<p>\u6d89\u53ca\u591a\u4e2a\u5e10\u6237\u7684\u65b9\u6cd5\u53ef\u8ba9\u60a8\u7684\u56e2\u961f\u786e\u5b9a\u5165\u7ad9\u8425\u9500\u548c ABM \u4e4b\u95f4\u7684\u7406\u60f3\u4e2d\u95f4\u5730\u5e26\u3002\u8fd9\u79cd\u65b9\u6cd5\u4e5f\u79f0\u4e3a ABM \u7cbe\u7b80\u7248\uff0c\u53ef\u5c06\u9ad8\u4ef7\u503c\u6f5c\u5728\u5ba2\u6237\u7ec6\u5206\u4e3a\u4e0d\u540c\u7684\u7fa4\u7ec4\u3002<\/p>\n<p>\u6bcf\u4e2a\u7fa4\u4f53\u90fd\u5177\u6709\u5171\u540c\u7684\u7279\u5f81\u5e76\u9075\u5b88\u65e2\u5b9a\u7684\u6807\u51c6\u3002\u9488\u5bf9\u540c\u4e00\u7ec6\u5206\u5e02\u573a\u4e2d\u7684\u6240\u6709 B2B \u6f5c\u5728\u5ba2\u6237\uff0c\u91c7\u7528\u4e00\u81f4\u7684\u8425\u9500\u6750\u6599\u3002<\/p>\n<p>\u5b9e\u65bd ABM \u7cbe\u7b80\u7248\u7b56\u7565\u53ef\u63d0\u9ad8\u5b9a\u5236\u5185\u5bb9\u548c\u6d3b\u52a8\u7684\u6709\u6548\u6027\u3002\u4f8b\u5982\uff0c\u591a\u5bb6\u89c4\u6a21\u548c\u884c\u4e1a\u76f8\u4f3c\u7684\u516c\u53f8\u53ef\u4ee5\u53c2\u52a0\u540c\u4e00\u573a\u7814\u8ba8\u4f1a\u6216\u7f51\u7edc\u7814\u8ba8\u4f1a\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\u5bf9\u591a<\/h3>\n<p>\u7a0b\u5e8f\u5316 ABM \u65b9\u6cd5\uff08\u4e5f\u79f0\u4e3a\u4e00\u5bf9\u591a ABM \u7b56\u7565\uff09\u9700\u8981\u5bf9\u9ad8\u4ef7\u503c\u8d26\u6237\u6709\u4e0d\u592a\u8be6\u7ec6\u7684\u7406\u89e3\u3002<\/p>\n<p>\u6240\u6709\u8425\u9500\u548c\u9500\u552e\u5de5\u4f5c\u90fd\u5177\u6709\u4e00\u5b9a\u7a0b\u5ea6\u7684\u7075\u6d3b\u6027\u3002\u4e00\u5bf9\u591a\u65b9\u6cd5\u4f7f\u60a8\u80fd\u591f\u9488\u5bf9\u6570\u767e\u751a\u81f3\u6570\u5343\u4e2a\u76ee\u6807\u8d26\u6237\u91c7\u7528\u6807\u51c6\u5316\u7684\u8425\u9500\u6e20\u9053\u3002<\/p>\n<p>\u60a8\u7684\u56e2\u961f\u5e94\u8be5\u80fd\u591f\u719f\u7ec3\u5730\u4e3a\u6bcf\u4e2a\u6f5c\u5728\u5ba2\u6237\u5b9a\u5236\u4f53\u9a8c\uff0c\u5c3d\u7ba1\u4ed6\u4eec\u4e0d\u9700\u8981\u72ec\u7acb\u5904\u7406\u6240\u6709\u4e8b\u60c5\u3002<\/p>\n<p>\u9500\u552e\u548c\u8425\u9500\u81ea\u52a8\u5316\u5de5\u5177\uff08\u4f8b\u5982 Facebook Ads\uff09\u53ef\u4ee5\u5e2e\u52a9\u4e2a\u6027\u5316\u5185\u5bb9\uff0c\u800c\u5546\u4e1a\u667a\u80fd\u5e94\u7528\u7a0b\u5e8f\uff08\u4f8b\u5982 CRM\uff09\u53ef\u4ee5\u5408\u5e76\u6570\u636e\u4ee5\u63d0\u4f9b\u589e\u5f3a\u7684\u529f\u80fd\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u53ef\u4ee5\u6839\u636e\u516c\u53f8\u6570\u636e\uff08\u4f8b\u5982\u884c\u4e1a\u3001\u7ec6\u5206\u5e02\u573a\u3001\u89c4\u6a21\u3001\u8981\u6c42\u6216\u4f4d\u7f6e\uff09\u8c03\u6574\u5b9a\u5236\u7684 Facebook \u5e7f\u544a\u6d3b\u52a8\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\u4e8e\u8d26\u6237\u7684\u8425\u9500\u57fa\u672c\u51c6\u5219\uff1f<\/h2>\n<p>\u90e8\u7f72\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u9700\u8981\u591a\u65b9\u9762\u56e2\u961f\u7684\u5171\u540c\u52aa\u529b\u3002\u5982\u679c\u60a8\u6b63\u786e\u6267\u884c\u7b56\u7565\uff0c\u60a8\u6709\u53ef\u80fd\u83b7\u5f97\u65b0\u7684\u3001\u53ef\u89c2\u7684\u6536\u5165\u6765\u6e90\u3002<\/p>\n<p>\u9075\u5faa\u8fd9\u4e9b ABM \u6307\u5357\u53ef\u6700\u5927\u9650\u5ea6\u5730\u63d0\u9ad8\u60a8\u7684\u8425\u9500\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>\u5f00\u59cb\u8c03\u67e5\uff1b\u5229\u7528\u6570\u636e\u6d1e\u5bdf\u529b<\/h3>\n<p>ABM \u4ece\u5168\u9762\u7814\u7a76\u5f00\u59cb\uff0c\u4ee5\u627e\u51fa\u9ad8\u4ef7\u503c\u6f5c\u5728\u5ba2\u6237\u3002\u5206\u914d\u5c3d\u53ef\u80fd\u591a\u7684\u8d44\u6e90\u6765\u4e86\u89e3\u60a8\u7684\u5e02\u573a\u548c\u7b26\u5408\u60a8\u7406\u60f3\u5ba2\u6237\u8d44\u6599\u7684\u516c\u53f8\u3002<\/p>\n<p>\u8fdb\u884c\u4e25\u8c28\u7684\u7814\u7a76\u3002\u786e\u5b9a\u76ee\u6807\u7ec4\u7ec7\u7684\u5e02\u573a\u7acb\u573a\u3001\u4f18\u52bf\u3001\u52a3\u52bf\u548c\u613f\u671b\u3002\u5229\u7528\u884c\u4e1a\u62a5\u544a\u3001\u65b0\u95fb\u95e8\u6237\u3001\u793e\u4ea4\u5e73\u53f0\u548c\u5176\u4ed6\u5728\u7ebf\u6e20\u9053\u7b49\u8d44\u6e90\uff0c\u4e3a\u60a8\u7684\u7ec4\u7ec7\u627e\u5230\u4e3b\u8981\u673a\u4f1a\u81f3\u5173\u91cd\u8981\u3002<\/p>\n<p>\u8ffd\u6c42\u5f31\u52bf\u7ebf\u7d22\u662f\u5bfc\u81f4 ABM \u8ba1\u5212\u7ed3\u679c\u4ee4\u4eba\u5931\u671b\u7684\u76f4\u63a5\u9014\u5f84\u3002<\/p>\n<h3><a id=\"align-your-teams\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u534f\u8c03\u4f60\u7684\u56e2\u961f<\/h3>\n<p>\u8425\u9500\u548c\u9500\u552e\u90e8\u95e8\u901a\u5e38\u5404\u81ea\u4e3a\u653f\uff0c\u76ee\u6807\u5404\u5f02\u3002\u663e\u7136\uff0c\u4f20\u7edf\u65b9\u6cd5\u5728\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u4e2d\u662f\u65e0\u6548\u7684\u3002\u00a0<\/p>\n<p>\u4e24\u4e2a\u90e8\u95e8\u9700\u8981\u5408\u4f5c\u7ec6\u5206\u6f5c\u5728\u5ba2\u6237\u5e76\u5f00\u53d1\u8be6\u7ec6\u7684\u4e70\u5bb6\u89d2\u8272\u3002\u5229\u7528\u534f\u4f5c\u5e73\u53f0\u5728\u6bcf\u4e2a\u63a5\u89e6\u70b9\u4ea4\u6362\u5e10\u6237\u6570\u636e\u548c\u5185\u90e8\u6587\u6863\u3002\u5efa\u7acb\u5e10\u6237\u7279\u5b9a\u7684\u6c9f\u901a\u6e20\u9053\u4ee5\u4f9b\u56e2\u961f\u4e92\u52a8\uff0c\u4ee5\u589e\u5f3a\u56e2\u961f\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\u89c6\u5173\u7cfb\u57f9\u517b<\/h3>\n<p>\u57f9\u517b\u5173\u7cfb\u5bf9\u4e8e\u4efb\u4f55\u57fa\u4e8e\u5ba2\u6237\u7684\u8425\u9500\u7b56\u7565\u7684\u6210\u529f\u90fd\u81f3\u5173\u91cd\u8981\u3002\u60a8\u5982\u4f55\u4e0e\u6f5c\u5728\u5ba2\u6237\u5efa\u7acb\u4fe1\u4efb\u548c\u878d\u6d3d\u5173\u7cfb\uff1f\u5728\u65c5\u7a0b\u7684\u6bcf\u4e2a\u9636\u6bb5\u63d0\u4f9b\u4ef7\u503c\u3002<\/p>\n<p>\u901a\u8fc7\u6709\u9488\u5bf9\u6027\u7684\u6c9f\u901a\u6765\u5c55\u793a\u60a8\u5bf9\u5ba2\u6237\u53ca\u5176\u6311\u6218\u7684\u7406\u89e3\u3002\u6839\u636e\u6f5c\u5728\u5ba2\u6237\u7684\u9700\u6c42\uff0c\u4f7f\u7528\u76f8\u5173\u884c\u4e1a\u6307\u5357\u548c\u767d\u76ae\u4e66\u6765\u5b9a\u5236\u6d3b\u52a8\u3002<\/p>\n<p>\u6301\u7eed\u4e0e\u76ee\u6807\u5ba2\u6237\u4e92\u52a8\u3002\u4e0e\u4ed6\u4eec\u8054\u7cfb\u5e76\u4f20\u8fbe\u60a8\u613f\u610f\u534f\u52a9\u89e3\u51b3\u95ee\u9898\u7684\u610f\u613f\u3002\u5bf9\u4ed6\u4eec\u900f\u660e\u5730\u8bf4\u660e\u60a8\u7684\u4ea7\u54c1\u7684\u529f\u80fd\u548c\u5c40\u9650\u6027\u3002<\/p>\n<h3><a id=\"use-the-right-tools\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u5229\u7528\u9002\u5f53\u7684\u8d44\u6e90<\/h3>\n<p>\u5b9e\u65bd\u65b0\u9896\u7684 ABM \u7b56\u7565\u9700\u8981\u5927\u91cf\u8d44\u6e90\u3002\u5229\u7528\u6b63\u786e\u7684\u4e1a\u52a1\u5de5\u5177\u7b80\u5316 ABM \u6d41\u7a0b\uff0c\u6700\u5927\u9650\u5ea6\u5730\u53d1\u6325\u65b0\u4f01\u4e1a\u7684\u4f18\u52bf\u3002<\/p>\n<p>\u4ee5\u4e0b\u662f\u60a8\u7684\u7ec4\u7ec7\u5e94\u8be5\u5229\u7528\u7684\u4e00\u4e9b\u5de5\u5177\uff1a<\/p>\n<p><strong>CRM\uff1a<\/strong> \u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u7cfb\u7edf\u786e\u4fdd\u6301\u7eed\u66f4\u65b0\u8d26\u6237\u8fdb\u5ea6\u3002<\/p>\n<p><strong>\u8425\u9500\u81ea\u52a8\u5316\u5e73\u53f0\uff1a<\/strong> \u7b80\u5316\u5185\u5bb9\u521b\u5efa\u5e76\u81ea\u52a8\u5316\u5185\u5bb9\u5b9a\u5236\u3002<\/p>\n<p><strong>\u5e10\u6237\u6570\u636e\u4e30\u5bcc\u5e94\u7528\u7a0b\u5e8f\uff1a<\/strong> \u5c06\u76ee\u6807\u6570\u636e\u4e0e\u60a8\u73b0\u6709\u7684\u5de5\u5177\u5408\u5e76\uff0c\u5e76\u5229\u7528 AI \u6765\u589e\u5f3a\u5bf9\u524d\u666f\u7684\u4e86\u89e3\u3002<\/p>\n<p><strong>Web \u4e2a\u6027\u5316\u89e3\u51b3\u65b9\u6848\uff1a<\/strong> \u76d1\u63a7\u7f51\u7ad9\u8bbf\u95ee\u8005\u5e76\u5b9a\u5236\u7528\u6237\u4f53\u9a8c\u3002<\/p>\n<p><strong>\u5206\u6790\uff1a<\/strong> \u4f7f\u7528\u5404\u79cd\u5de5\u5177\u6765\u6536\u96c6\u548c\u8bc4\u4f30\u6f5c\u5728\u5ba2\u6237\u4e92\u52a8\u7684\u6570\u636e\u3002\u5229\u7528\u96c6\u4e2d\u548c\u5408\u5e76\u6570\u636e\u7684\u5de5\u5177\u6765\u63d0\u9ad8\u5bf9\u5e10\u6237\u7684\u4e86\u89e3\u3002<\/p>\n<h3><a id=\"monitor-your-tactics-and-adjust\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u76d1\u63a7\u5e76\u5b8c\u5584\u60a8\u7684\u7b56\u7565<\/h3>\n<p>\u6ca1\u6709\u4e00\u4e2a\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u6846\u67b6\u4ece\u4e00\u5f00\u59cb\u5c31\u662f\u5b8c\u7f8e\u65e0\u7f3a\u7684\u3002\u65e0\u8bba\u4e8b\u60c5\u8fdb\u5c55\u5982\u4f55\uff0c\u603b\u6709\u6539\u8fdb\u7684\u7a7a\u95f4\u3002\u00a0<\/p>\n<p>\u60a8\u5982\u4f55\u6539\u8fdb ABM \u7b56\u7565\uff1f\u901a\u8fc7\u76d1\u63a7\u4e70\u5bb6\u5728\u6bcf\u4e2a\u9636\u6bb5\u7684\u65c5\u7a0b\u3002Google Analytics \u7b49\u57fa\u672c\u5de5\u5177\u6709\u52a9\u4e8e\u8ddf\u8e2a\u7f51\u7ad9\u6027\u80fd\u3002\u5c06\u8fd9\u4e9b\u89c1\u89e3\u4e0e\u5176\u4ed6 ABM \u5de5\u5177\u76f8\u7ed3\u5408\uff0c\u4ee5\u8bc6\u522b\u8425\u9500\u6e20\u9053\u4e2d\u7684\u76f2\u70b9\u548c\u969c\u788d\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\u4e2a\u9636\u6bb5\u5f00\u59cb\u5236\u5b9a\u57fa\u4e8e\u5e10\u6237\u7684\u8425\u9500\u84dd\u56fe<\/h2>\n<p>\u73b0\u5728\u60a8\u5df2\u7ecf\u4e86\u89e3\u4e86\u57fa\u4e8e\u5e10\u6237\u7684\u8425\u9500\u7684\u542b\u4e49\u53ca\u5176\u4fc3\u8fdb\u516c\u53f8\u53d1\u5c55\u7684\u6f5c\u529b\uff0c\u8ba9\u6211\u4eec\u6df1\u5165\u7814\u7a76\u5b9e\u65bd\u6b64\u8fc7\u7a0b\u7684\u5b9e\u9645\u6b65\u9aa4\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\u9636\u6bb5\uff1a\u901a\u8fc7\u786e\u5b9a\u76ee\u6807\u516c\u53f8\u6765\u6536\u96c6\u6570\u636e<\/h3>\n<p>\u5728\u5236\u5b9a\u6218\u7565\u4e4b\u524d\uff0c\u60a8\u7684\u7b2c\u4e00\u6b65\u5e94\u8be5\u662f\u786e\u5b9a\u76ee\u6807\u516c\u53f8\u3002\u00a0<\/p>\n<p>\u9996\u5148\u5229\u7528\u8bbf\u5ba2\u8bc6\u522b\u5de5\u5177\u6765\u8bc6\u522b\u4f60\u7f51\u7ad9\u4e0a\u7684\u8bbf\u5ba2\uff1b\u8fd9\u7ed9\u51fa\u4e86\u4e00\u4e2a\u6307\u793a<\/p>\n<p>\u4eba\u4eec\u5bf9\u60a8\u63d0\u4f9b\u7684\u4ea7\u54c1\u7684\u5174\u8da3\u7a0b\u5ea6\u81f3\u5173\u91cd\u8981\u3002<\/p>\n<p>\u8003\u8651\u68c0\u67e5\u60a8\u76ee\u524d\u7528\u4e8e\u8425\u9500\u7684\u5de5\u5177\uff0c\u4f8b\u5982\u60a8\u7684\u7535\u5b50\u90ae\u4ef6\u6570\u636e\u5e93\u548c CRM \u7cfb\u7edf\uff0c\u4ee5\u8bc6\u522b\u6f5c\u5728\u5ba2\u6237\u3002\u60a8\u8fd8\u53ef\u4ee5\u4f7f\u7528 Dealfront \u7b49\u52d8\u63a2\u5de5\u5177\u79ef\u6781\u5bfb\u627e\u76ee\u6807\u5e02\u573a\u5185\u7684\u516c\u53f8\u3002<\/p>\n<p>\u4e13\u6ce8\u4e8e\u9ad8\u4ef7\u503c\u4f01\u4e1a\uff0c\u56e0\u4e3a\u5b83\u4eec\u6700\u9002\u5408 ABM \u6218\u7565\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u4e13\u95e8\u4e3a\u54c1\u724c\u63d0\u4f9b\u667a\u80fd\u547c\u53eb\u4e2d\u5fc3\u8f6f\u4ef6\u7684\u516c\u53f8CloudTalk\u6700\u8fd1\u5f00\u59cb\u4e86\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u5b9e\u8df5\u3002<\/p>\n<p>\u901a\u8fc7\u4f7f\u7528 Tenten\uff0cCloudTalk \u6bcf\u6708\u6210\u529f\u5b9a\u4f4d\u5e76\u8054\u7cfb\u4e86 1,000 \u540d\u66fe\u8bbf\u95ee\u8fc7\u5176\u7f51\u7ad9\u4f46\u5c1a\u672a\u6ce8\u518c\u8bd5\u7528\u7684\u65b0\u6f5c\u5728\u5ba2\u6237\u3002<\/p>\n<p>CloudTalk \u9488\u5bf9\u5176\u7f51\u7ad9\u4e0a\u53c2\u4e0e\u5ea6\u6700\u9ad8\u7684 20 \u540d\u7528\u6237\u91cf\u8eab\u5b9a\u5236\u4e86\u4e2a\u6027\u5316\u7684 ABM \u6d3b\u52a8\u3002\u8fd9\u79cd\u65b9\u6cd5\u4f7f\u4ed6\u4eec\u6bcf\u4e2a\u6708\u80fd\u591f\u8ba9\u53e6\u5916 20 \u5bb6\u516c\u53f8\u514d\u8d39\u8bd5\u7528\u3002<\/p>\n<p>\u8bf7\u8bb0\u4f4f\uff0c\u8fd9\u4e9b\u90fd\u662f\u4f01\u4e1a\u5ba2\u6237\uff0c\u800c\u4e0d\u662f\u5076\u5c14\u4ece\u7f51\u4e0a\u8d2d\u7269\u8005\u90a3\u91cc\u8d2d\u4e70\u7684\u5546\u54c1\u3002\u6ce8\u518c\u540e\u6bcf\u6708\u53ef\u80fd\u4f1a\u5e26\u6765\u6570\u767e\u751a\u81f3\u6570\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\u5bf9\u6570\u636e\u8fdb\u884c\u5206\u7c7b\u00a0\u00a0<\/h3>\n<p>\u73b0\u5728\u60a8\u5df2\u7ecf\u6574\u7406\u4e86\u6f5c\u5728\u5ba2\u6237\u540d\u5355\uff0c\u662f\u65f6\u5019\u5c06\u5b83\u4eec\u5206\u7c7b\u4e86\u3002\u5229\u7528 LinkedIn \u548c\u516c\u53f8\u7f51\u7ad9\u6765\u53d1\u73b0\u5173\u952e\u8054\u7cfb\u4eba\u3002<\/p>\n<p>\u867d\u7136 LinkedIn \u7684 Sales Navigator \u5728\u6b64\u8fc7\u7a0b\u4e2d\u975e\u5e38\u6709\u7528\uff0c\u4f46\u53ea\u9700\u4e00\u70b9\u624b\u52a8\u52aa\u529b\uff0c\u5c31\u4e0d\u4e00\u5b9a\u9700\u8981\u5927\u91cf\u4f7f\u7528\u5de5\u5177\u3002<\/p>\n<p>\u8003\u8651\u5230\u4ed6\u4eec\u7684\u65e5\u7a0b\u7e41\u5fd9\uff0c\u9996\u5e2d\u6267\u884c\u5b98\u53ef\u80fd\u4e0d\u662f\u6700\u53ef\u884c\u7684\u76ee\u6807\uff1b\u7136\u800c\uff0c\u4eba\u529b\u8d44\u6e90\u90e8\u95e8\u7684\u8425\u9500\u7ecf\u7406\u6216\u884c\u653f\u52a9\u7406\u53ef\u80fd\u662f\u66f4\u5408\u9002\u7684\u9009\u62e9\u3002<\/p>\n<p>\u6536\u96c6\u4ed6\u4eec\u5728\u7f51\u4e0a\u8bba\u575b\u6216 LinkedIn \u4e0a\u63d0\u51fa\u7684\u59d3\u540d\u3001\u7535\u5b50\u90ae\u4ef6\u5730\u5740\u548c\u8be2\u95ee\uff0c\u5e76\u5c06\u6240\u6709\u8fd9\u4e9b\u6570\u636e\u6c47\u7f16\u5230\u7535\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>\u6b65\u9aa4 3\uff1a\u8bc4\u4f30\u5404\u79cd\u57fa\u4e8e\u5e10\u6237\u7684\u8425\u9500\u6d3b\u52a8\u7684\u524d\u666f<\/h3>\n<p>\u4e00\u65e6\u4f60\u6709\u4e86\u6f5c\u5728\u5ba2\u6237\u540d\u5355\uff0c\u5c31\u8be5\u5bf9\u4ed6\u4eec\u8fdb\u884c\u8bc4\u4f30\u4e86\u3002<\/p>\n<p>\u54ea\u4e9b\u6f5c\u5728\u5ba2\u6237\u591a\u6b21\u8bbf\u95ee\u8fc7\u60a8\u7684\u7f51\u7ad9\uff1f<\/p>\n<p>\u8c01\u5728\u8bba\u575b\u4e0a\u63d0\u51fa\u8fc7\u7591\u95ee\uff0c\u8868\u793a\u5bf9\u4e0e\u60a8\u63d0\u4f9b\u7684\u89e3\u51b3\u65b9\u6848\u7c7b\u4f3c\u7684\u89e3\u51b3\u65b9\u6848\u611f\u5174\u8da3\uff1f<\/p>\n<p>\u5728\u6bcf\u4e2a\u7ec4\u7ec7\u4e2d\uff0c\u6700\u5bb9\u6613\u8054\u7cfb\u7684\u8054\u7cfb\u4eba\u662f\u8c01\uff1f<\/p>\n<p>\u4f8b\u5982\uff0c\u9ad8\u7ea7\u526f\u603b\u88c1\u662f\u5426\u5728\u793e\u4ea4\u5a92\u4f53\u4e0a\u5206\u4eab\u4e86\u60a8\u7684\u4e00\u7bc7\u535a\u5ba2\u6587\u7ae0\uff0c\u6216\u8005\u63d0\u51fa\u4e86\u4e00\u4e2a\u60a8\u53ef\u4ee5\u5728 LinkedIn \u7fa4\u7ec4\u4e2d\u56de\u7b54\u7684\u95ee\u9898\uff1f<\/p>\n<p>\u8fd9\u4e9b\u79ef\u6781\u7684\u7ebf\u7d22\u5e94\u8be5\u662f\u4f60\u6700\u521d\u52aa\u529b\u7684\u91cd\u70b9\u3002<\/p>\n<p>\u4f8b\u5982\uff0cICT \u516c\u53f8 Triuvare \u5c06\u4e0b\u8f7d\u5176 ICT \u62db\u6807\u6307\u5357\u7684\u5ba2\u6237\u89c6\u4e3a\u70ed\u95e8\u6f5c\u5728\u5ba2\u6237\u2014\u2014\u4ed6\u4eec\u610f\u8bc6\u5230\u83b7\u5f97\u8be5\u6307\u5357\u7684\u5ba2\u6237\u975e\u5e38\u63a5\u8fd1\u8d2d\u4e70\uff0c\u56e0\u6b64\u4ed6\u4eec\u52aa\u529b\u5c55\u793a Triuvare \u662f\u6700\u4f73\u9009\u62e9\u3002<\/p>\n<h3><a id=\"step-4-create-content-for-prospects\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u6b65\u9aa4 4\uff1a\u4e3a\u6f5c\u5728\u5ba2\u6237\u5f00\u53d1\u5185\u5bb9<\/h3>\n<p>\u4e00\u65e6\u4f60\u786e\u5b9a\u4e86\u4f60\u7684\u6f5c\u5728\u5ba2\u6237\uff0c\u5c31\u8be5\u53bb\u5438\u5f15\u4ed6\u4eec\u4e86\u3002<\/p>\n<p>\u8fd9\u662f ABM \u7684\u6838\u5fc3\u2014\u2014\u5236\u4f5c\u4e2a\u6027\u5316\u5185\u5bb9\u3002\u8fd9\u4e9b\u5185\u5bb9\u53ef\u80fd\u5305\u62ec\u535a\u5ba2\u6587\u7ae0\u3001\u7535\u5b50\u90ae\u4ef6\u3001\u5e7f\u544a\u3001\u767d\u76ae\u4e66\u7b49\u3002<\/p>\n<p>\u4e3b\u8981\u76ee\u6807\u662f\u89e3\u51b3\u7279\u5b9a\u516c\u53f8\u9047\u5230\u7684\u6311\u6218\u6216\u963b\u788d\u5176\u8f6c\u578b\u7684\u969c\u788d\u3002<\/p>\n<p>\u4f8b\u5982\uff0cROI Amplified \u53d1\u73b0\uff0c\u4ed6\u4eec\u76f8\u4fe1\u901a\u8fc7\u5c55\u793a\u4ed6\u4eec\u7684\u6280\u672f\u5b9e\u529b\uff0c\u4ed6\u4eec\u7684\u6df1\u5ea6\u5185\u5bb9\u4f1a\u5438\u5f15\u4eba\u4eec\u7684\u5174\u8da3\uff0c\u800c\u8fd9\u4e9b\u5185\u5bb9\u5374\u5438\u5f15\u4e86\u5927\u5b66\u7684\u6d41\u91cf\uff0c\u751a\u81f3\u53ef\u80fd\u5438\u5f15\u90a3\u4e9b\u6b63\u5728\u63a2\u7d22\u8425\u9500\u7684\u5b66\u751f\uff0c\u800c\u8fd9\u4e9b\u4eba\u53ef\u80fd\u5bf9\u8d2d\u4e70\u4ed6\u4eec\u7684\u4ea7\u54c1\u4e0d\u611f\u5174\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\u9aa4 5\uff1a\u5c06\u5185\u5bb9\u548c\u6d88\u606f\u4e0e\u89d2\u8272\u548c\u5e10\u6237\u5173\u8054\u8d77\u6765<\/h3>\n<p>\u73b0\u5728\u60a8\u5df2\u7ecf\u5236\u4f5c\u4e86\u51fa\u8272\u7684\u5185\u5bb9\u548c ABM \u5185\u5bb9\u8425\u9500\u7b56\u7565\uff0c\u662f\u65f6\u5019\u5c06\u5176\u4f20\u9012\u7ed9\u5408\u9002\u7684\u53d7\u4f17\u4e86\u3002<\/p>\n<p>\u9996\u5148\u5236\u5b9a\u9488\u5bf9\u6bcf\u4e2a\u5c42\u7ea7\u548c\u89d2\u8272\u7684\u5b9a\u5236\u6d3b\u52a8\uff0c\u7136\u540e\u9488\u5bf9\u6bcf\u4e2a\u8425\u9500\u6e20\u9053\u548c\u5c42\u7ea7\u5b9a\u5236\u60a8\u7684\u65b9\u6cd5\u3002<\/p>\n<p>\u60a8\u4e3a\u7279\u5b9a\u53d7\u4f17\u5f00\u53d1\u4e86\u6b64\u5185\u5bb9\uff0c\u5bf9\u5417\uff1f\u56e0\u6b64\uff0c\u4e2a\u6027\u5316\u63a8\u5e7f\u4e5f\u662f\u660e\u667a\u4e4b\u4e3e\u3002<\/p>\n<p>\u4e2a\u6027\u5316\u672c\u8d28\u4e0a\u662f ABM \u7684\u4f53\u73b0\u3002<\/p>\n<p>\u5206\u53d1\u5185\u5bb9\u6240\u91c7\u7528\u7684\u7b56\u7565\u53ef\u80fd\u6d89\u53ca LinkedIn \u5e7f\u544a\u3001\u7535\u5b50\u90ae\u4ef6\u6d3b\u52a8\u3001\u76f4\u90ae\u6216\u7cbe\u51c6\u5b9a\u4f4d\u7684 PPC \u5e7f\u544a\uff1b\u9009\u62e9\u53d6\u51b3\u4e8e\u60a8\u7684\u53d7\u4f17\u7ecf\u5e38\u4f7f\u7528\u7684\u5e73\u53f0\u3002<\/p>\n<p>\u4f8b\u5982\uff0cLMCS \u91c7\u7528\u57fa\u4e8e\u5e10\u6237\u7684\u8425\u9500\u548c\u4ece Tenten \u6536\u96c6\u7684\u8bbf\u5ba2\u6570\u636e\u6765\u7f16\u5236\u76f8\u5173\u7684\u6f5c\u5728\u5ba2\u6237\u540d\u5355\u3002<\/p>\n<p>\u968f\u540e\uff0c\u4ed6\u4eec\u7684\u9500\u552e\u4eba\u5458\u8bbf\u95ee\u4e86\u8fd9\u4e9b\u6f5c\u5728\u5ba2\u6237\u7684\u7f51\u7ad9\uff0c\u4ee5\u786e\u5b9a\u4ed6\u4eec\u4f5c\u4e3a\u5ba2\u6237\u7684\u6f5c\u529b\u3002<\/p>\n<p>\u4ed6\u4eec\u6574\u7406\u4e86\u6709\u5e0c\u671b\u7684\u6f5c\u5728\u5ba2\u6237\u7684\u8054\u7cfb\u65b9\u5f0f\uff0c\u7136\u540e\u901a\u8fc7\u6709\u9488\u5bf9\u6027\u7684\u7535\u5b50\u90ae\u4ef6\u6d3b\u52a8\u4f20\u64ad\u5185\u5bb9\u3002<\/p>\n<p>\u7ed3\u679c\uff1f<\/p>\n<p>\u4ed6\u4eec\u603b\u5171\u8054\u7cfb\u4e86 75 \u5bb6\u516c\u53f8\uff0c\u83b7\u5f97\u4e86 14 \u4e2a\u9884\u7ea6\uff0c\u5e76\u53d1\u51fa\u4e86 12 \u4efd\u62a5\u4ef7\u3002ABM \u53d6\u5f97\u4e86\u80dc\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>\u7b2c\u516d\u6b65\uff1a\u89c2\u5bdf\u6536\u5165\u6d41\u5165<\/h3>\n<p>\u8bf4\u5b9e\u8bdd\uff0cABM \u662f\u4e00\u79cd\u5438\u5f15\u548c\u7559\u4f4f\u6f5c\u5728\u5ba2\u6237\u7684\u975e\u5e38\u6709\u6548\u7684\u7b56\u7565\u3002<\/p>\n<p>\u6839\u636e\u4e00\u9879\u7814\u7a76\uff0c87% \u7684 B2B \u8425\u9500\u4eba\u5458\u627f\u8ba4\uff0c\u4e0e\u5176\u4ed6\u8425\u9500\u7b56\u7565\u76f8\u6bd4\uff0c\u4ed6\u4eec\u7684\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u65b9\u6cd5\u66f4\u4e3a\u6709\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>\u57fa\u4e8e\u8d26\u6237\u8425\u9500\u7684\u8ddf\u8e2a\u7684\u4e03\u4e2a\u5173\u952e\u6307\u6807<\/h2>\n<p>\u5728\u5b9e\u65bd ABM \u671f\u95f4\uff0c\u9700\u8981\u8bc4\u4f30\u5927\u91cf\u6570\u636e\u3002\u54ea\u4e9b\u6307\u6807\u6709\u52a9\u4e8e\u7b5b\u9009\u5e72\u6270\u6570\u636e\u5e76\u638c\u63e1\u57fa\u4e8e\u5e10\u6237\u7684\u8425\u9500\u52a8\u6001\uff1f<\/p>\n<ol>\n<li>\n<p><strong>\u5e10\u6237\u53c2\u4e0e\u5ea6\uff1a<\/strong> \u76d1\u63a7\u6bcf\u5bb6\u516c\u53f8\u5bf9\u60a8\u7684\u8425\u9500\u5185\u5bb9\u7684\u53c2\u4e0e\u5ea6\u3002\u8be5\u6307\u6807\u53cd\u6620\u4e86\u60a8\u7684\u57fa\u4e8e\u5e10\u6237\u7684\u8425\u9500\u7684\u76f8\u5173\u6027\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u5e10\u6237\u8fdb\u5ea6\u7387\uff1a<\/strong> \u8ddf\u8e2a\u6f5c\u5728\u5ba2\u6237\u901a\u8fc7\u9500\u552e\u6e20\u9053\u524d\u8fdb\u7684\u901f\u5ea6\u3002\u5b83\u63ed\u793a\u4e86\u6f5c\u5728\u7684\u74f6\u9888\u6216\u65e0\u6548\u7684\u7b56\u7565\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u9500\u552e\u5468\u671f\u957f\u5ea6\uff1a<\/strong> \u60a8\u7684\u56e2\u961f\u5b8c\u6210\u9500\u552e\u6240\u9700\u7684\u5e73\u5747\u65f6\u95f4\u3002\u4e0e\u8fdb\u5c55\u7387\u6307\u6807\u7c7b\u4f3c\uff0c\u5468\u671f\u957f\u5ea6\u53ef\u8861\u91cf\u73b0\u6709\u6e20\u9053\u7684\u6548\u7387\u5e76\u4e3a\u6539\u8fdb\u5960\u5b9a\u57fa\u7840\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u8d26\u6237\u6d41\u5931\u7387\uff1a<\/strong> \u76ee\u6807\u8d26\u6237\u9000\u51fa ABM \u6e20\u9053\u7684\u901f\u7387\u3002\u5c06\u6b64\u901f\u7387\u4e0e\u884c\u4e1a\u57fa\u51c6\u8fdb\u884c\u6bd4\u8f83\uff0c\u4ee5\u5feb\u901f\u8bc4\u4f30\u7ee9\u6548\u3002\u76d1\u63a7\u6b64\u901f\u7387\u4e5f\u6709\u52a9\u4e8e\u8bc4\u4f30\u7b56\u7565\u53d8\u5316\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c (CLV)\uff1a<\/strong> \u5ba2\u6237\u4e0e\u8d35\u516c\u53f8\u5efa\u7acb\u5173\u7cfb\u671f\u95f4\u7684\u603b\u652f\u51fa\u3002\u5b83\u6709\u529b\u5730\u8868\u660e\u4e86\u60a8\u7684\u56e2\u961f\u662f\u5426\u6709\u6548\u5730\u7784\u51c6\u4e86\u6b63\u786e\u7684\u5ba2\u6237\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u5ba2\u6237\u83b7\u53d6\u6210\u672c\uff08CAC\uff09\uff1a<\/strong> \u8ddf\u8e2a\u83b7\u53d6\u76ee\u6807\u5e10\u6237\u6240\u4ea7\u751f\u7684\u8d39\u7528\u3002\u5c06\u6b64\u6570\u5b57\u4e0e\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c\u8fdb\u884c\u6bd4\u8f83\uff0c\u4ee5\u786e\u5b9a\u60a8\u7684\u6295\u8d44\u56de\u62a5\u7387\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u8f6c\u5316\u7387\u548c\u8d62\u7387\uff1a<\/strong> \u76d1\u63a7\u60a8\u7684\u8425\u9500\u548c\u9500\u552e\u6d3b\u52a8\u662f\u5426\u6210\u529f\u3002\u5206\u6790\u4e70\u5bb6\u65c5\u7a0b\u4e2d\u8f6c\u5316\u7387\u8f83\u4f4e\u7684\u9636\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\u8d26\u6237\u4e3a\u57fa\u7840\u7684\u8425\u9500\u5b9e\u4f8b\u6765\u6fc0\u53d1\u4f60\u7684\u8425\u9500\u6d3b\u52a8<\/h2>\n<p>\u6839\u636e Gartner \u7684\u6570\u636e\uff0cABM \u5c06\u6574\u4f53\u8d26\u6237\u53c2\u4e0e\u5ea6\u63d0\u9ad8\u4e86 28%\u3002\u867d\u7136\u8fd9\u4e2a\u7edf\u8ba1\u6570\u636e\u542c\u8d77\u6765\u4ee4\u4eba\u5370\u8c61\u6df1\u523b\uff0c\u4f46\u5b83\u5728\u5b9e\u9645\u573a\u666f\u4e2d\u610f\u5473\u7740\u4ec0\u4e48\u5462\uff1f<\/p>\n<p>\u8ba9\u6211\u4eec\u6df1\u5165\u7814\u7a76\u4e00\u4e9b\u57fa\u4e8e\u8d26\u6237\u7684\u8425\u9500\u5b9e\u4f8b\u3002<\/p>\n<h3><a id=\"saas\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u8f6f\u4ef6\u5373\u670d\u52a1<\/h3>\n<p>B2B \u610f\u5411\u6570\u636e\u5e73\u53f0 Tenten \u5229\u7528 ABM \u7b56\u7565\u6765\u589e\u5f3a\u5176\u4e1a\u52a1\u3002\u8bc6\u522b\u7b26\u5408\u5176\u7406\u60f3\u5ba2\u6237\u6863\u6848 (ICP) 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