Meafaigaluega MaketigaFaʻatauga Faʻatau

TotonuView Fuels Alu-i-Maketi Manuia ma Targeting atamai

O le faʻamalosi luga o CMOs e vave ona faʻateleina ona ua tuʻuina atu ia latou sili atu tuʻusaʻo tiute mo tuputupu ae tupemaua, aofia ai ma sili atu paketi ma faiga faʻasoasoa e faʻataunuʻu ai. "Sili," oe fai mai! I le iuga o sina faʻaaloalo mo tagata faʻatau maketi. Ae o le luʻitau o le taimi nei o loʻo latou tali atu mo le tuʻuina atu o fua faʻatatau - ma vave.

O se faʻafitauli tele ile faʻamanuiaina ole au faʻatau maketi e le lava le agavaʻa manaʻomia e fua ai le latou aʻafiaga ile faʻatuputupulaa o tupe maua a le faʻalapotopotoga (eg faʻamatalaga e unaʻi ai le fuafuaina ole taimi, faʻataunuʻuina, ma le faʻatautaia o le latou fuafuaga ile alu ai ile maketi). O lenei avanoa avanoa tuua ai maketi taitai le mafai ona taliina le sili ona taua tuputupu aʻe fesili, pei o: O fea vaega e tatau ona tatou taulaʻi i ai? O a maketi felataʻi e tatau ona tatou faʻalauteleina? O le a le aoga o matou i le mauaina o tagata faʻatau e fetaui ma a matou tagata lelei faʻapitoa talaʻaga?

E le gata i lea, o le lautele lautele C-suite e leai se vave ma faʻatuatuaina auala e vaʻai ai pe faʻafefea ona faia le kamupani faʻasaga i le alu atu i le maketi taʻiala ina ia mafai ai ona latou faʻaleleia auala. O a iʻuga ua misia avanoa e ono faʻavaveina ai le tuputupu aʻe i luga o laina.

TotonuView Faʻatatau Sini Faʻamatalaga Fofo

Totonu fesoasoani e fesoasoani i kamupani e toe faʻamatala a latou auala mai le maketi mai le tele-faʻavae i se sili faʻatulagaina auala. Lona Faʻatulagaina tulaga o le atamai fesoasoani faʻatau ma maketiga 'au vave faʻailoa ma agavaʻa i sili faʻatulagaina, auai ma sili atu talafeagai, latalata tele feutanaiga, ma taofia ma faʻalauteleina tala.

O le faʻatutuina o le atamai o le faʻavae

E le lava mo kamupani B2B e faʻamoemoe i lisi faʻatulagaina faʻamatalaina e autu firmographics. Ole faʻatatauina o le atamai e tali ai fesili a ai, aisea, afea, ma pe faʻapefea ona faʻataʻitaʻia e ala i le tuʻuina atu o tala i luga ole alamanuia ma faʻafesoʻotaʻiga faʻamaumauga, tala fou o taimi ma malamalamaaga lautele, ma se ata malamalama fesoʻotaʻi e faʻaalia ai le fesoʻotaʻiga o oe ma au paʻaga i lau faamoemoe ma tagata faʻatau. TotonuView's Targeting Intelligence Platform faʻaaogaina masini aʻoaʻoga ma le poto faʻasolosolo e faʻaaoga miliona o tagata taʻitoʻatasi faʻamaumauga ma faʻamaumauga itu ma faʻataʻitaʻiina vaega taʻitasi o faʻamatalaga e mautinoa ai le saʻo ma le atoa.

TotonuView malosiʻaga faʻatau atu ma le faʻatinoina maketiga

Totonu o le SaVS's SaaS pisinisi faʻavae tusi pisinisi tuʻuina atu le malosiʻaga o le faʻatatauina o le atamai i totonu o faʻatauga ma maketiina o feʻaveaʻiga ma le tuʻufaʻatasia ma le Marketing Automation ma le CRM.

  • TotonuView Taunuʻuga - Fausia sili-faʻapitoa vaʻaia vaʻaiga vaʻaia e faʻaaofia ai le tagata faʻatau saʻo ma le saʻo feʻau.
  • TotonuView Faamauoa - Faʻaopoopoga taʻitaʻi ma faʻaopoopo faʻamatalaga e maua ai se sili atu vaʻaiga o au lumanaʻi.
  • TotonuView Faʻatau - Saili, malamalama, ma fesoʻotaʻi ma tala saʻo ma tagata e faia faʻaiuga e vave tapuni ai feutanaiga.
  • TotonuView Faafouga - Faʻamama otometi ma faʻatamaoʻaina lau CRM faʻamatalaga e fafagaina sili atu faʻatau atu ma maketiina manuia.
  • TotonuView API - Faʻaaoga InsideView Targeting Intelligence lau auala, e ala i le tuʻufaʻatasia i totonu o au talosaga.

Totonu Interview

TotonuView Tautua Tautua e Taʻitaʻi Oe

InsideView o se paʻaga talitonuina mo tagata faʻatau B2B o loʻo suʻea se fesoasoani ma a latou faʻatinoga-faʻatosina atu tala i le maketi. Tele kamupani e manatu faʻatauvaʻa i mea faigata o loʻo siʻomia ai a latou faʻamatalaga. TotonuView Auaunaga Tomai e amata mai le fesoasoani i faʻamatalaga tulaga lelei gaioiga pei o le faʻamamaina, imeli faʻamaonia, ma faʻafesoʻotaʻi faʻaopoopoga, i sili atu faufautua tautua pei o Target Maketi Analytics, e fesoasoani tagata faʻatau faʻamatalaina a latou aofaʻi mafai faʻatonuga maketi (TAM).

O lenei 'auʻaunaga faʻaavanoaina se faʻamatalaga vaʻaia faʻamafanafanaina mafai ai tagata faʻatau e tamoʻe "a-pe a" ata i le moni-taimi ma faia filifiliga i luga teuga-faʻatau maketiina (ABM) tala filifilia, teritori fuafuaina, ma faʻamoemoe maketi faʻalauteleina.

Totonu laupapa laupapa laupapa

Faʻatatauina o le atamai atamai silisili

O le a le auala sili e faʻataunuʻu ai le agai atu i le maketi taʻiala pei o le ABM? Ua matou iloa o le taʻimua B2B maketisi mulimuli i le tolu-laʻasaga gaioiga e mautinoa ai o latou saofaga i fua faʻatuputeleina tupemaua.

  1. Iloa au sini faʻapitoa ma le mautinoa - ma ia i ai faʻamatalaga e oʻo atu ia latouE mafai ona e filifilia au 'au faʻatau e filifilia au teuga tupe (ma o le mea lea e masani ona amata ai kamupani), ae o le faiga e tatau ona unaʻia e le maketiina. Maketiina ua aʻoaʻoina e faʻatutu sini autu filifilia maketi i alamanuia, persona ,, ma matafaioi vaega. Faʻauigaina lau sili lelei tagata faʻatau talaaga (ICP) o le muamua sitepu agai i le fausiaina o se faʻatulagaina alu-i-maketi taʻiala. ICP o faʻailoga agavaa oe faʻaaogaina e fua ai pe o se faʻamoemoe o se sili talafeagai mo lau kamupani. Masani faʻavae aofia ai firmographic faʻamaumauga (eg alamanuia, lapoʻa, laufanua), taulaʻa faʻatatau ma matafaioi, ma e oʻo lava agavaʻa fua, pei pe o le kamupani e fou poʻo se pisinisi laggard.

    O le taimi lava e te iloa ai lau ICP, e mafai ona e faʻaaogaina na uiga e faʻailoa ai lau aofaʻi o tuatusi maketi (TAM) ma fuafua le tele o lau faʻatau maketi. TAM faʻailoa ia te oe le fia o kamupani ofi lau ICP ma fuafua pe fia o se maketi avanoa o i ou luma. InsideView ua mauaina o le tele o matou tagata faʻatau ua latou mauaina le itiiti ifo ma le 10% o la latou TAM i totonu o latou faʻasalalauga faʻamaumauga. O lena avanoa ua misi o loʻo taʻua o le faleʻoloa. O le taimi lava e te iloa ai lou paʻepaʻe, oe mafai ona amata faʻaulufale upega fou taulaʻi ma faʻasaʻoina, faʻamamaina, ma faʻaopoopoina misia faʻamatalaga i sini ua uma ona i totonu o lau faʻamatalaga.

    Faʻauigaina lau ICP ma le TAM e matua faitio ma faʻavae mo taulai atu i le maketi taʻiala ma le ABM manuia. SiriusDecision talu ai nei na faʻaopoopo se fou "Fuafua Manaoga" vaega i le pito i luga o le latou lauiloa Talosaga afu, faʻamaonia lenei manaʻoga. E le gata i lea, na latou faia se suʻesuʻega na faʻaalia ai e ova atu ma le afa o kamupani i aso nei ua leai se aofaʻi faʻatapulaʻaina o la latou TAM.

ICP TAM ABM

  1. Taofi lau mea faʻapitoa taimi nei. B2B teugatupe ma faʻafesoʻotaʻi pala i se saoasaoa mataʻutia tele. E tusa ai ma nisi o suʻesuʻega i le va o le 30-70% i le tausaga. O le mea lea, o le faʻamautuina o tulaga lelei o faʻamaumauga e manaʻomia ona avea ma faamuamua mo kamupani uma. O lenei faʻafitauli e faʻateleina i le ABM, lea e tuʻu ai le tupe i luga o le faʻamautuina o au tala faʻatulagaina e faʻaaoga ai le mea moni e ono suia lau faʻamuamua tala, maketi ono suia, ma oe ono mauaina ni faʻamatalaga fou e fesoasoani ia te oe e faʻalauteleina tagata lelei tagata fai, matafaioi, po o mea e tutupu lena faailo se manaʻoga. Oe o le a taufetuli foi i taimi e tuʻu ai tagata pe feʻaveaʻi ai ni galuega, pe o fea a kamupani toe faʻaleleia ma suia ai tiute. O le faʻamaumauina o au faʻamatalaga fou na o le pau lea o le auala e mautinoa ai le saʻo o taimi uma. A oe aʻoaʻo atili, oe maua o faʻatauga taʻamilosaga e sili atu puʻupuʻu mo kamupani i lalo o le $ 1 piliona i tupe maua. Atonu e te ono suia suiga 500 i le $ 1 miliona i le $ 1 piliona i tupemaua, ona mafaufau lea ia i latou o loʻo maua tupe maua e sili atu i le $ 500 piliona e pei o le tier 1. O le mauaina o lata mai ma le saʻo o tupe maua faʻamaumauga i luga o taulaʻiga uma na o le pau lea o le auala e mafai ai ona vave toe faʻaleleia au taumafaiga ma faʻatutu le sili tala ma se sili atu fetuʻunaʻi feʻau.
  2. Faʻaaoga le ABM e faʻafetaui le faʻatau ma le maketiina mo le manuia silisili. O faʻalapotopotoga e iai lava faʻafetaui laina tau maketiina ma faʻatauga na ausia le 24% vave tuputupu ae tuputupu ae ma 27% vave maua tupe maua i totonu o le tolu-tausaga vaitaimi, tusa ma SiriusDecision. Sa matou aʻoaʻoina i le suʻesuʻega e ova atu ma le 1,000 sales ma mtaitai o vaa o faʻatinoina lelei faʻalapotopotoga faʻamalosia malosiaga i le fa autu vaega taulaʻi ia o faʻavae i le faʻavasega: fesoʻotaʻiga tomai, masani paipa fuaina, tausisi i le taʻitaʻi lelei, ma faʻamaumauga faʻatamaoaigaina e unaʻia manuia faʻamoemoeina. ia sili atu ona gatasi. E pei ona taʻua i luga i le # 1, ABM taulaiga filifilia e tatau ona unaʻia e le maketiga, ae e mautinoa e le o lona uiga o le faʻatau e tatau ona faia naʻo ia. I se faʻaopopoga ia latou galuega autu o le faʻatau atu, faʻatasi ai ma le lumanaʻi, faʻatonutonuina o faʻatulagaga, ma le tapunia o feutanaiga, o loʻo iai foʻi le tele o maketi, pisinisi, ma isi malamalama e tatau ona tuʻuina atu i le faʻatauina atu o le ICP ma faʻatutuina ia teuga tupe taʻitasi. vave laʻasaga o le ABM mafai ona sili atu faʻaleleia e ala i le galulue ma ma faʻalogo i le poto masani o faʻatau. Mo se faʻataʻitaʻiga, masalo o le maketiina na faʻatutuina le VP-level, ae o faʻatau ua maua e, afai latou te mafai ona talanoa ma le VP, e masani ona tuli i lalo i le faʻatonutonu-tulaga. Ma aʻo alualu i luma le ABM, maketi o le a galulue vavalalata ma faʻatau 'au i luga o teuga tupe. A i ai itu e lua i le faʻatupuina o le fuafuaga a le ABM, latou te mautinoa e galulue faʻatasi i vaega taua uma o loʻo aumaia ai feutanaiga taua i le isi itu.

Faia filifiliga

Aʻo e vaʻai e unaʻia le tuputupu aʻe o tupe maua, o le aofai o faʻamatalaga maketi (TAM) o loʻo faʻaaogaina foi e fua ai le tele o maketi fou e ulufale ai, e faʻamaonia pe faʻalauteleina ai tupe teu faʻafaigaluega i se maketi o iai nei, pe suʻesuʻe ai ni oloa fou fou avanoa. I tulaga uma, o le mauaina o se saʻo vaʻaiga o le TAM e taua tele i le faia o filifiliga sili ona lelei pisinisi. Vaʻai faalemafaufau lau maketi fesoasoani i le faʻauigaina o faʻatau teritori, faʻasoaga fanua faʻatau atu maketi ma polokalama inivesi, ma taulaʻiina atoa maketi taumafaiga mo sili ROI.

Manatunatuga maeʻa

O taʻitaʻi maketi oe mananao e tali atu mo le faʻatuputeleina o le tuputupu aʻe e tatau ona i ai le malosi o le uaua i luga o le latou maketi faʻatutu ma leverage target target e faʻatosina ai le latou o atu-i-maketi faʻatinoga. Tumau i le ala ma nei fautuaga faaiu:

  • Faʻauigaina lau ICP ma le TAM e faʻavae i le amataina o teuga-faʻatau maketiina polokalama ma e taua i lona manuia.
  • TAM e le o se tasi taimi faʻatinoina. O se faʻaauau pea ma alualu i luma a o tuputupu aʻe lau pisinisi. Toe iloilo lau ICP ma au aitalafu faʻatulaga ia le itiiti ifo ma le taʻi tausaga.
  • Faʻaoga le TAM e faʻatau ai faʻatau ma maketiga i vaega o maketi ma tagata faʻatau o loʻo e tuliloaina. O se auala faigofie e faʻaauai ai au 'au o le vaʻaia o le vaʻaia o lau TAM e fealofani faʻataʻitaʻi le mea-pe a fai o ni faʻataʻitaʻiga ma faia vave filifiliga.
  • Taofi au faʻamaumauga i le taimi nei ma aua le faʻasolosolo i luga o faʻamaumauga tumama. Manatua o le B2B faʻamaumauga luga o faʻatutu tala e fesuisuiaʻi masani a tagata suiga suiga, faʻalapotopotoga fetuʻunaʻi fuafuaga, ma suiga lautele maketi.

Punaoa faʻaopoopo:

Infographic: Saili, Manulauti ma Faʻaaoga Lau Aofai Addressable Maketi i 4 Faigofie Sitepu

TotonuView Saili Manulauti Ma-Faʻafiafia Lau TAM Infographic

Lalotoso la matou tusi: E te iloa lau aofaʻi tuatusi maketi? 3 Sitepu e Faʻafou ai Lau Alu i le Maketi

Lalotoso la matou tusi

Joe Andrews

Joe Andrews o le VP o Oloa ma Fofo Maketiga i TotonuView ma o loʻo faʻamalosia tupe maua o se maketi tau pulega ma le tuputupu aʻe maualuga, faʻalavelaveina tekonolosi kamupani mo 20+ tausaga. I TotonuView, o loʻo taʻitaʻia e Joe le lalolagi, auala e faʻatulaga ai ma faʻalauiloa ai oloa fou ma vaega ole maketi. I le taimi muamua sa umia e Joe tofiga faʻataʻitaʻi tau maketi i Zuora, VMware, Intuit ma iMarket Inc. (o se kamupani D & B). E mafai ona e mulimuli ia Joe Twitter ma LinkedIn.

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