Zvishandiso ZvekushambadziraKugonesa Kugonesa

MukatiVona Mafuta Anopa Go-ku-Musika Kubudirira ne Targeting Intelligence

Dzvinyiriro paCMOs iri kukurumidza kukwira sezvavanopihwa zvakanyanya mutoro wekukura kwemari, kusanganisira yakawanda bhajeti uye masisitimu zviwanikwa kuti zviitike. “Zvakanaka,” unodaro! Pakupedzisira kumwe kuremekedzwa kwevashambadziri. Asi dambudziko nderekuti vari kubatwa nemhosva yekuunza mhedzisiro inoyerwa - uye nekukurumidza.

Chipingamupinyi chikuru pakubudirira zvikwata zvekushambadzira zvinoshaya zvakakosha zvinodikanwa kuyera maitiro azvo pakukura kwemari yesangano (semuenzaniso ruzivo rwekutyaira chaiyo-nguva kuronga, kuita, uye manejimendi yavo yekuenda kumusika zano). Iri gaka reruzivo rinosiya vatungamiriri vekushambadzira vasingakwanisi kupindura mibvunzo yakakosha yekukura, senge: Ndeapi zvikamu zvatinofanira kunanga? Ndeapi misika yatinofanira kuwedzera mairi? Isu tinoshanda zvakadii pakutora vatengi vanofanana neyedu yakanaka mutengi chimiro?

Uyezve, iyo yakafara C-suite haina nzira inokurumidza uye yakavimbika yekuona kuti iyo kambani iri kuita sei ichipesana neyayo yekuenda kumusika zano kuti vagone kugadzirisa kosi. Ndeapi mibairo mikana yakarasika iyo yaizowedzera kukurumidza-mutsara kukura.

InsideView Targeting Intelligence Solutions

InsideView inobatsira makambani kutsanangudza nzira dzavo dzekuenda kumusika kubva pavhoriyamu-yakavakirwa kune imwe nzira yakanangwa. Zvayo Targeting Intelligence chikuva inobatsira zvikwata zvekutengesa nekutengesa nekukasira kuona nekukodzera zvinonangwa zvakanyanya, kuita zvimwe zvinoenderana, kuvhara mamwe madhiri, uye kuchengetedza nekuwedzera maakaundi.

Targeting Intelligence ndiyo hwaro

Izvo hazvina kukwana kuti makambani eB2B avimbe nezvinangwa zvinotsanangurwa neiyo basic firmographics. Targeting Intelligence inopindura mibvunzo yekuti ndiani, sei, rini, uye sei kutarisisa nekupa indasitiri inotungamira account uye data yekubata, nhau dzenguva chaiyo uye ruzivo rwemagariro, uye yakazara yekubatanidza girafu inoratidza kuti iwe nevaunoshanda navo makabatana sei kune yako. tarisiro nevatengi. InsideView's Targeting Intelligence Platform inoshandisa muchina kudzidza uye hungwaru hwekunyepedzera kubatanidza mamirioni emasaini ega ega nemapoinzi edhata uye kupeta chidimbu chega chega cheruzivo kuti ive nechokwadi uye kuzara.

InsideView inopa masimba ekutengesa uye kushambadzira

InsideView's SaaS-yakavakirwa bhizinesi mashandisirwo anoisa simba reTargeting Intelligence zvakananga mukutengesa uye kushambadzira workflows uye musono kubatanidza muKushambadzira otomatiki uye CRM masisitimu.

  • InsideView Target -Gadzira yakanyanya-yakagadzirirwa tarisiro rondedzero kuti ubatanidze vatengi chaivo nemashoko chaiwo.
  • InsideView Enrich -Kuwedzera kunotungamira nekuwedzera data kuti uwane maonero ari nani ezvaunotarisira.
  • InsideView Sales -Tsvaga, nzwisisa, uye ubatanidze nemaakaundi akakodzera uye vanoita sarudzo kuvhara mamwe madhiri nekukurumidza.
  • InsideView Refresh -Chenesa otomatiki uye kupfumisa yako CRM data kuti uwedzere kutengesa kukuru uye kubudirira kwekushambadzira.
  • InsideView APIs -Shandisa InsideView Targeting Intelligence nzira yako, nekuisanganisa mumashandisirwo ako.

Insideview Integrations

InsideView Nyanzvi Masevhisi ekukutungamira

InsideView ishamwari yakavimbika yevatengi veB2B vari kutsvaga rubatsiro nematanho avo ekuenda kumusika anofambiswa nedata. Makambani mazhinji anorerutsa kuomarara kwakatenderedza data ravo. InsideView Expert Services inotangira pakubatsira nemapurojekiti emhando yedata senge kuchenesa, kusimbiswa kweemail, uye kuonana nekuwedzera, kune mamwe masevhisi ekubvunzana akaita seTarget Market Analytics, iyo inobatsira vatengi kutsanangura musika wavo unokwanisa kudhindwa (TAM).

Iyi sevhisi inopa data visualization console iyo inogonesa vatengi kumhanya "chii-kana" zviitiko munguva chaiyo uye kuita sarudzo pa account-based kushambadzira (ABM) kusarudzwa kweakaundi, kuronga ndima, uye kuwedzera kwemusika.

Insideview Dashboard

Targeting Intelligence Best Maitiro

Ndeipi nzira yakanakisa yekuita yakanangwa yekuenda-kumusika nzira seABM? Takadzidza kuti vatengesi veB2B vanotungamira vanotevera matanho matatu-matanho kuona kuti vari kubatsira mukukura kwemari inoyerwa.

  1. Ziva zvinangwa zvako zvine chokwadi - uye vane data kuti vasvike kwavariIwe unogona kuita kuti timu yako yekutengesa isarudze maakaundi ako (uye kazhinji ndipo panotangira makambani), asi maitiro acho anofanirwa kufambiswa nekushambadzira. Kushambadzira kunodzidziswa kuita chinangwa chemusika kusarudzwa mukati meindasitiri, persona, uye zvikamu zvebasa. Kutsanangura yako yakakodzera mutengi chimiro (ICP) inhanho yekutanga yekuvaka yakanangwa yekuenda-kumusika zano. ICP ndiyo nzira yekufanirwa yaunoshandisa kuona kana tarisiro ndiyo yakanakira kambani yako. Maitiro akajairika anosanganisira firmographic data (semuenzaniso indasitiri, saizi, geography), mazita ekunangwa nemabasa, uye nyangwe nhanho dzemhando yepamusoro, sekunge kambani iyi ine hunyanzvi kana indasitiri yakarembera.

    Kana uchinge waziva ICP yako, unogona kushandisa izvo hunhu kuti uone yako yakazara inogadziriswa musika (TAM) uye kuona saizi yemusika wako waunoda. TAM inoita kuti uzive kuti mangani makambani anokodzera ICP yako uye fungidzira kuti yakakura sei yemukana wemusika uri pamberi pako. InsideView yakaona kuti vazhinji vevatengi vedu vakatora isingasviki gumi muzana yeTAM yavo mudhatabhesi ravo rekushambadzira. Mukaha uyu usipo unonzi whitespace. Paunenge uchinge waona chena yako, unogona kutanga kuunza mambure zvibodzwa uye kugadzirisa, kuchenesa, uye kuwedzera dhata risipo kune zvinangwa zvagara zviri mudhatabhesi rako.

    Kutsanangura ICP yako neTAM kwakakosha uye kwakakosha kune yakanangwa yekuenda-kumusika mazano uye kubudirira kweABM. SiriusDecisions munguva pfupi yapfuura yakawedzera imwe itsva "Target Demand" layer kumusoro kweDemand Waterfall yavo yakakurumbira, vachisimbisa ichi chinodiwa. Uyezve, vakaita ongororo yakaratidza kuti inopfuura hafu yemakambani nhasi ane zero kune yakaderera kuyerwa kweTAM yavo.

ICP TAM ABM

  1. Chengetedza data yako yaunovavarira ikozvino. B2B account uye kuonana kunoora nekukurumidza kunotyisa. Zvinoenderana nezvidzidzo zvakawanda zviri pakati pe30-70% pagore. Naizvozvo, kuchengetedza mhando yedatabase kunofanirwa kuve kwekutanga kune ese makambani. Dambudziko iri rinowedzera neABM, iyo inoisa premium pakuchengeta maakaundi ako auri kutarisisa kuti agadzirise chokwadi chekuti account yako yekutanga inogona kuchinja, misika inogona kushanduka, uye unogona kuburitsa ruzivo rutsva rwunokubatsira kukwenenzvera vatengi vakanaka, mabasa, kana zviitiko. izvo zvinoratidza kudiwa. Iwe zvakare unomhanya mune zviitiko apo vanhu vanosiya kana kutamisa mabasa, kana uko makambani anoronga patsva nekuchinja mabasa. Kuchengeta data rako riri nyowani ndiyo chete nzira yekuita kuti urambe uchinangwa. Iti "tier 1" yako tarisiro ine mari inodarika mazana mashanu emamiriyoni emadhora. Sezvaunodzidza zvakawanda, unoona kuti kutengesa kutenderera kupfupika kumakambani ari pasi pemadhora bhiriyoni mumari. Unogona kushandura tier 500 tarisiro kuenda kumadhora mazana mashanu emiriyoni kuenda kumadhora bhiriyoni imwe mumari, wobva wafunga avo vane mari inodarika bhiriyoni imwe yemadhora setier 1. Kuve neruzivo rwemari ichangoburwa uye yakaringana pachinangwa chega chega ndiyo nzira chete yaunogona kukurumidza kugadzirisa kuedza kwako uye kunanga maakaundi akanakisa ane meseji yakatoenderana.
  2. Shandisa ABM kuenzanisa kutengesa uye kushambadzira kuti ubudirire zvakanyanya. Masangano ane zvikwata zvekutengesa zvakanyatsoenderana nekutengesa akawana 24% nekukurumidza kukura kwemari uye 27% nekukurumidza purofiti mukati memakore matatu, sekureva kweSiriusDecisions. Takadzidza muna a kuongororwa kwevanopfuura 1,000 sales uye mvatungamiriri vekugadzira kuti masangano anoita mabasa epamusoro anoratidza simba munzvimbo ina dzinokosha dzinokosha pakurongeka: hunyanzvi hwekutaura, kuyerwa kwepombi, kuomerera kumhando yekutungamira, uye kupfumisa data kutyaira kunobudirira prospecting.Account-based marketing inomanikidza masangano kuisa pfungwa pamitemo iyi. kuti zvienderane zviri nani. Sezvataurwa pamusoro apa mu #1, ABM chinangwa chekusarudza chinofanira kufambiswa nekushambadzira, asi izvo hazvireve kuti kushambadzira kunofanira kuzviita wega. Pamusoro pemabasa avo ekutanga ekutengesa, kuita netarisiro, kufamba-famba, nekuvhara madhiri, vatengesi vekutengesa vanewo huwandu hukuru hwemusika, indasitiri, uye rumwe ruzivo rwunofanirwa kuverengerwa sezvo kushambadzira kunogadzira ICP uye kunanga munhu maakaundi. nhanho dzekutanga dzeABM dzinogona kuvandudzwa zvakanyanya nekushanda pamwe nekuteerera kune zviitiko zvekutengesa. Semuenzaniso, pamwe kushambadzira kwave kwakanangana neVP-level, asi kutengesa kwakaona kuti, kana vakambosvika pakutaura neVP, ivo vanowanzo tsikwa pasi kune director-level. Uye sezvo ABM inofambira mberi, kushambadzira kuchange kuchishanda zvakanyanya nezvikwata zvekutengesa pamaakaundi ega. Kana mativi ese ari maviri aine chikamu mukugadzira iyo ABM zano, vane chokwadi chekushandira pamwe pazvinhu zvese zvakakosha zvinounza madhiri akakosha pamutsetse wekupedzisa.

Ita zvisarudzo

Sezvo iwe uchitarisa kufambisa kukura kwemari, yakazara inogadziriswa musika (TAM) inoshandiswawo kuyera saizi yemisika mitsva yekupinda, kupembedza kana kuwedzera mari mumusika wazvino, kana kutsvaga mikana mitsva yekuvandudza chigadzirwa. Muzviitiko zvese, kuve nekuona kwakaringana kweTAM kwakakosha pakuita sarudzo dzakanakisa dzebhizinesi. Kuona musika wako kunobatsira nekutsanangura nzvimbo dzekutengesa, kugovera zviwanikwa zvekushambadzira mumunda uye mari yechirongwa, uye kutarisa kuedza kwekushambadzira kweiyo ROI yakawanda.

Kuvhara pfungwa

Vatungamiriri vekushambadzira vanoda kuzvidavirira pakukura kwekutyaira vanofanirwa kuve nekusimba kwakasimba pamusika wavo wavanotangisa uye kuwedzera hungwaru hwekunangana nekupisa kuuraya kwavo kuenda-kumusika. Ramba uri munzira nemazano ekupedzisira aya:

  • Kutsanangura ICP yako uye TAM hwaro hwekutanga account-based kushambadzira purogiramu uye yakakosha pakubudirira kwayo.
  • TAM haisi yenguva imwe chete yekutanga. Iyo inoenderera mberi uye inoshanduka sezvo bhizinesi rako richikura. Ongororazve ICP yako uye maakaundi ako ekutarisisa kanenge pagore.
  • Shandisa TAM kuwana kutengesa uye kushambadzira kunoenderana nemusika zvikamu uye vatengi vauri kutsvaga. Nzira iri nyore yekuita kuti zvikwata zvako zvibatwe kuburikidza nekuona TAM yako kuti ishande pamwe chete izvo-kana mamiriro uye kuita sarudzo nekukurumidza.
  • Chengetedza data rako razvino uye usa skimp pahutsanana hwedata. Rangarira kuti B2B data pamaakaundi anotarwa anochinja kazhinji sezvo vanhu vanochinja mabasa, masangano anogadzirisa marongero, uye misika yese inochinja.

Zvimwe zviwanikwa:

Infographic: Tsvaga, Target uye Batanidza Yako Yese Inotengeswa Musika muMatanho mana Akareruka

InsideView Tsvaga Target Uye-Bata Yako TAM Infographic

Dhawunirodha eBook yedu: Unoziva Yako Yese Soko Inodhikwa? 3 Matanho Ekugadzirisa Nzira Yako Yekuenda-kuMusika

Dhaunirodha yedu eBook

Joe Andrews

Joe Andrews ndiye VP weChigadzirwa uye Solution Marketing pa MukatiVona uye anga achityaira mari semukuru wekushambadzira ane kukura kwakanyanya, anovhiringidza tekinoroji makambani kwe20+ makore. PaInsideView, Joe anotungamira nzira yepasirese yekuenda kumusika, kumisa uye kutangwa kwezvinhu zvitsva uye zvikamu zvemusika. Kare Joe aive nezvigaro zvehutungamiriri hwekushambadzira kuZuora, VMware, Intuit uye iMarket Inc. (kambani yeD&B). Unogona kutevera Joe Twitter uye LinkedIn.

Related Articles

Kudzoka kumusoro
pedyo

Adblock Yaonekwa

Martech Zone inokwanisa kukupa izvi zvemukati pasina muripo nekuti isu tinoita mari saiti yedu kuburikidza nemari yekushambadza, affiliate links, uye kutsigira. Tinozotenda kana iwe ukabvisa yako ad blocker iwe paunoona yedu saiti.