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Usidala Kanjani Isabelomali Sokumaketha: Izindlela, Izinto Zomugqa, Izilinganiso, kanye Nokucatshangelwa

Muva nje sinenkampani esanda kwethulwa esicele ukuthi sinikeze isitatimende somsebenzi (ukuhlwanyela) okuhlanganisa ukwakha nokusebenzisa isu lokukhula okuphezulu. Senze ukuhlaziya okuncane ohlelweni lwabo, ukuncintisana kwabo, kanye namanani abo, ukuze sibeke okuthile okulindelwe kubhajethi yabo yokumaketha kanye nokwabiwa kwayo.

Ngemva kocwaningo lokuqala, sibuyise ukukhathazeka okuthile enkampanini ukuthi imali engenayo ngomthofu ngamunye izoba nzima, uma kungenakwenzeka, ukumboza isabelomali sokumaketha esizosidinga ukukhulisa inkampani ngenani elingaguquki. Ngamanye amazwi, ngisho nangesu lokumaketha elisebenzayo, bekungabazeka ukuthi bangabhebhethekisa ukukhula ngaphandle kokutshala imali ngaphandle kwemali yabo yokusebenza.

Lokhu kwemukelwe kahle yinkampani eqinisekise izikhalo zethu yathi bayilungiselele ukutshalwa kwezimali inqobo nje uma izofinyelela izinombolo zayo zokukhula. Njengoba zombili izinhlangano zethu zanelisekile, siqhubekele phambili nge-SOW. Ukube asikwenzanga lokhu, besinesiqiniseko sokuthi sizolahlekelwa ikhasimende njengoba libukele izindleko zalo zokusebenza zikhuphuka nenzuzo yalo… kodwa besingeke siyithole imbuyiselo esheshayo ekutshalweni kwezimali kokumaketha (I-ROMI).

Izindlela Zokuthuthukisa Isabelomali Sokumaketha

Izinkampani zinquma isabelomali sazo esiphelele sokumaketha ngokucabangela izici ezihlukahlukene, njengezinjongo zebhizinisi labo, izimo zemakethe, ukuncintisana, amazinga emboni, kanye nokulindelwe kokukhula. Yize ingekho indlela yokulinganisa konke, izindlela ezimbalwa ezijwayelekile zingasiza izinkampani zabe amabhajethi okumaketha njengephesenti lemali engenayo:

  • Iphesenti Lokuthengisa: Le ndlela ibandakanya ukwaba iphesenti elingashintshi lemali engenayo yokuthengisa edlule noma eqageliwe kusabelomali sokumaketha. Amaphesenti angahluka kuye ngemboni, usayizi wenkampani, kanye nesigaba sokukhula.
  • Inhloso kanye nomsebenzi osuselwe: Le ndlela ibandakanya ukuchaza izinjongo ezithile zokumaketha kanye nemisebenzi edingekayo ukuze kuzuzwe lezo zinhloso. Inkampani ibe isilinganisela izindleko ezihambisana nokuqeda umsebenzi ngamunye bese izifingqa ukuze inqume inani lesabelomali sokumaketha. Le ndlela ivumela indlela eqondiswe kakhulu, iqinisekisa ukuthi isabelomali sokumaketha sihambisana nezinjongo zamasu zenkampani.
  • I-Competitive Parity: Le ndlela ibandakanya ukulinganisa isabelomali sokumaketha ngokumelene nokusetshenziswa kwezimbangi. Izinkampani zihlaziya imali echithwe yizimbangi zazo futhi zinikeze isabelomali esifanayo ukuze zigcine noma zithole umkhawulo wokuncintisana. Le ndlela ithatha ngokuthi abaqhudelana nabo sebevele beyilungisile imali yabo yokumaketha, okungenzeka kungabi nembayo ngaso sonke isikhathi.
  • Ukwabiwa Okukhuphukayo: Izinkampani ezisebenzisa le ndlela zilungisa isabelomali sazo sokumaketha ngokusekelwe ekusetshenzisweni kwemali konyaka odlule, zicabangela izici ezifana nezimo zemakethe, ukusebenza kwenkampani, kanye nokulindelwe kokukhula. Isabelomali singanyuswa noma sehliswe ngephesenti elinqunyiwe noma inani elisekelwe kulezi zici.
  • Isabelomali Esisuselwe Kuziro: Le ndlela ibandakanya ukwakha isabelomali sokumaketha kusukela ekuqaleni njalo ngonyaka, ngaphandle kokucabangela isabelomali esidlule. Izinkampani zihlola umsebenzi ngamunye wokumaketha futhi zabe izimali ngokusekelwe embuyekeni yazo engaba khona ekutshalweni kwezimali (RIO). Le ndlela ikhuthaza ukusebenza kahle futhi iqinisekisa ukuthi umsebenzi ngamunye wokumaketha ufanelekile.

Nakuba lezi zindlela zingasiza ekunqumeni isabelomali sokumaketha, kubalulekile ukucabangela izimo nemigomo ehlukile yenkampani. Kukhona abanye amaphutha ajwayelekile abakhangisi abawenzayo lapho benquma ibhajethi yabo yokumaketha. Izindinganiso zemboni zingasebenza njengesithenjwa esiwusizo, kodwa izinkampani kufanele futhi zicabangele izici ezifana nesigaba sokukhula kwazo, isikhundla semakethe, nokuncintisana lapho zinquma isabelomali sazo sokumaketha. Ukubuyekeza njalo nokulungisa isabelomali sokumaketha ngokusekelwe ekusebenzeni kwenkampani nezimo zemakethe kubalulekile ukuze kuqinisekiswe ukusebenza kahle kwayo.

Singakanani Isabelomali Esimaphakathi Sokumaketha?

Izifundo nemibiko eyahlukene ihlole amabhajethi amaphakathi wokumaketha ezinkampani. Nakuba lezi zinombolo zingahluka ngokusekelwe ezicini ezifana nemboni, usayizi wenkampani, nesigaba sokukhula, nazi ezinye izinkomba zokusiza ukunikeza ukuqonda okujwayelekile:

  • I-CMO kaGartner's Spend Survey: I-CMO Spend Survey yaminyaka yonke ka-Gartner iwumthombo ocashunwe kabanzi wedatha yebhajethi yokumaketha. Ngokocwaningo lwabo lwango-2020-2021, izabelomali zokumaketha zenze u-11% wayo yonke imali engenayo yenkampani ngokwesilinganiso. Lolu cwaningo lufake idatha evela kubaphathi bezentengiso abangama-400 kuzo zonke izimboni ezahlukahlukene eNyakatho Melika, e-UK, eFrance naseJalimane.
  • I-Deloitte's CMO Survey: Ucwaningo lwe-CMO, oluxhaswe i-Deloitte, ngomunye umthombo ophelele wedatha yebhajethi yokumaketha. Ocwaningweni lwabo lwangoFebhuwari 2021, babike ukuthi izabelomali zokumaketha zibalelwa ku-11.7% wesabelomali senkampani iyonke, kanti izinkampani ze-B2C zisebenzisa amaphesenti aphezulu (13.4%) kunezinkampani ze-B2B (10.1%).
  • I-Forrester Research: Ucwaningo lwe-Forrester lunikeza imininingwane ngesabelomali sokumaketha kuzo zonke izimboni. Ngokombiko wabo Wezabelomali Zokumaketha zase-US zango-2019, izabelomali zokumaketha zabalelwa ku-10.2% wemali engenayo yenkampani iyonke. Baphinde bagqamisa ukuthi ubuchwepheshe nezinkampani zemikhiqizo yabathengi zivame ukwaba amaphesenti aphezulu emali engenayo ekukhangiseni.

Kumabhizinisi asunguliwe, isabelomali sokumaketha ngokuvamile sihluka phakathi 5-15% yesamba semali engenayo yenkampani. Kodwa-ke, iziqalo namabhizinisi ezimakethe ezincintisana kakhulu zinganikezela ngamaphesenti aphezulu (kufika ku I-20% noma ngaphezulu) ukuze bathole isabelo semakethe futhi basungule uhlobo lwabo. Kukhona okuhlukile ezinkampanini zeSoftware njenge-Service (SaaS), echitha imali ethe xaxa kuyo ukuthengisa nokumaketha.

Kubalulekile ukukhumbula ukuthi lezi zibalo ezijwayelekile, futhi isabelomali sokumaketha singahluka kakhulu ngokuya ngezinto zezomnotho nenkampani ngayinye. Ukusebenzisa amabhentshimakhi embonini kungaba isiqalo esiwusizo, kodwa izinkampani kufanele futhi zicabangele izinjongo zazo ezithile, isikhundla semakethe, nokulindelwe kokukhula lapho zinquma ibhajethi yazo yokumaketha.

Izinto Zomugqa Wesabelomali Sokumaketha

Isu lokumaketha elinokulinganisela kufanele licabangele izinjongo ezihlukile zenkampani, izethameli eziqondiwe, imboni, kanye nezinsiza. Yize izinto ezingezansi zomugqa wesabelomali sokumaketha zihlanganisa inhlobonhlobo yemisebenzi yokumaketha, akudingekile ukuthi inkampani isebenzise zonke lezi zinto ezinhlelweni zayo. Kunalokho, amabhizinisi kufanele agxile emisebenzini yokumaketha efaneleka kakhulu futhi esebenza kahle ezidingweni zabo ezithile.

  1. Ukukhangisa nokuphromotha: Ibandakanya izethameli eziqondiwe ngeziteshi zokumaketha ezikhokhelwayo, ukwandisa ukubonakala komkhiqizo nokukhiqiza imikhondo.
    • Ukukhangisa kwedijithali
    • Ukukhangiswa kwemicimbi
    • Ukuthengiswa kwe-Influencer
    • Uxhaso nokusebenzisana
    • Ukukhangisa kwendabuko
  2. Ukumaketha nokuklama: Isungula ubuwena obubonakalayo obuhambisanayo nobubonakalayo, buthuthukisa ukuqashelwa komkhiqizo nokwethembeka.
    • Iziqondiso zomkhiqizo
    • Ilogo kanye nokuthuthukiswa kobunikazi obubonakalayo
    • Isibambiso sokumaketha
    • Umklamo wokupakisha
    • Ukwakhiwa kwewebhusayithi nokuthuthukiswa
  3. Ukwakhiwa Nokuphathwa Kokuqukethwe: Ithuthukisa futhi ilawule okuqukethwe okubandakanyayo ukuze yazise, ​​ifundise, futhi ijabulise izethameli eziqondiwe, ikhuthaze ukwethembeka komkhiqizo futhi ikhiqize umkhondo.
    • Ukubhuloga nokubhala izihloko
    • Ukukopisha nokuhlela
    • Umklami we-graphic
    • Photography
    • Ukukhiqizwa kwe-podcast
    • Ukukhiqizwa nokuhlela ividiyo
    • Ukukhiqizwa kwe-Webinar
  4. Ukukhangisa Nge-imeyili: Iletha okuqukethwe komuntu siqu nokuhlosiwe kwababhalisile, ikhulise imikhondo nokugcina ubudlelwano bamakhasimende.
    • Ukudalwa nokuqaliswa komkhankaso we-imeyili
    • Ukwakhiwa nokuphathwa kohlu lwe-imeyili
    • Isofthiwe yokumaketha nge-imeyili namathuluzi
    • Idizayini yesifanekiso se-imeyili
  5. Ucwaningo Lwemakethe: Inikeza imininingwane ngezidingo zamakhasimende, izintandokazi, kanye namathrendi, yazisa amasu namaqhinga okumaketha.
    • Amaqembu okugxilisa kuwo nezinhlolovo
    • Imibiko yezimboni kanye namaphepha amhlophe
    • Ucwaningo oluyisisekelo
    • Amathuluzi okucwaninga nezinkundla
    • Ucwaningo lwesibili
  6. Isu Lokukhangisa Nokuhlela: Ibeka isiqondiso semizamo yokumaketha, iqinisekisa ukuhambisana nezinjongo zebhizinisi kanye nokukhulisa ukusebenza kahle kwesabelomali.
    • Ukuhlaziywa kokuncintisana
    • Ukwehlukaniswa kwemakethe
    • Imigomo nezinjongo zokumaketha
    • Ukuthuthukiswa kohlelo lokumaketha
    • Ukuhlonza imakethe eqondiwe
  7. I-MarTech Stack: Ubuchwepheshe Nengqalasizinda yedijithali ehambisa imisebenzi yokuthengisa ephumelelayo, imisebenzi ezenzakalelayo, futhi inikeza idatha ebalulekile kanye nemininingwane.
    • Izibalo namathuluzi okubika
    • Uhlelo lokuphatha okuqukethwe (CMS)
    • Ukuphathwa kobuhlobo bekhasimende (CRM) isoftware
    • Ukuhlanzeka kwedatha nezindleko zokuthuthukisa
    • Isoftware yokuthengisa nge-imeyili
    • Amathuluzi ezishintshayo zokumaketha
    • Isoftware yokuphatha iphrojekthi
    • Amathuluzi okuphatha ezokuxhumana
    • Ukuthuthukisa injini yokusesha (SEO)
  8. I-Mobile Marketing: Ifinyelela futhi ibandakanye amakhasimende ngamadivayisi eselula, ukusebenzisa ukukhomba okusekelwe endaweni, izinhlelo zokusebenza zeselula, kanye SMS/MMS imikhankaso.
    • Ukuthuthukiswa nokugcinwa kohlelo lokusebenza
    • Ukumaketha okusekelwe endaweni
    • Ukukhangisa kweselula
    • Izibalo zeselula namathuluzi okulandelela
    • SMS/MMS marketing
  9. Ezimayelana Nomphakathi: Yakha futhi igcine isithombe esihle somkhiqizo, ikhuthaza ukwethenjwa nokwethembeka ngobudlelwano bemidiya, ukukhishwa kwezindaba, kanye nemicimbi.
    • Ukuhlelwa kokulawulwa kwezinhlekelele
    • Ukufinyelela kwabezindaba kanye nokwakhiwa kobudlelwano
    • Ukukhishwa kwezindaba
    • Imicimbi yomphakathi
    • Ukuphathwa kwamalungu
  10. Ukukhangisa ngemidiya yomphakathi: Yakha futhi igcine ubukhona be-inthanethi, ikhuthaze ukusebenzelana nomphakathi futhi yandise ukufinyelela komkhiqizo.
    • Ukuphathwa komphakathi kanye nokuzibandakanya
    • Ukwakhiwa nokulungiswa kokuqukethwe
    • Ukubambisana komthelela
    • Ukukhangiswa kwabezindaba kwezenhlalo
    • Ukusethwa kwephrofayela yenkundla yezokuxhumana nokuphatha
  11. Umnyango Wabasebenzi: Itshala kumakhono nobungcweti obudingekayo ukuze kusetshenziswe amasu okuthengisa nokugcina iqembu elisebenza kahle kakhulu.
    • Izimali zomenzeli
    • Izisebenzi ezizimele noma zenkontileka
    • Amaholo nezinzuzo zethimba lezentengiso
    • Ukuqasha kanye nokugibela
    • Ukuqeqeshwa nokuthuthukiswa kochwepheshe
  12. Izindleko Ezihlukene: Ikhava izinhlobonhlobo zezinye izindleko zokusekela imizamo yokumaketha, ukuhlola iziteshi ezintsha nemithombo yokuxhumana, ukugcina ukuthobelana, nokubhekana nezidingo ezingalindelekile.
    • Isikhwama sezimo eziphuthumayo
    • Isikhwama sokusungula
    • Ukuhambisana nomthetho nokulawula
    • Izimpahla zasehhovisi kanye nemishini
    • Izindleko zokuphrinta nezokukhiqiza
    • Ukubhaliswa kwesofthiwe nobuchwepheshe/amalayisensi
    • Ukuhamba nendawo yokulala yemicimbi yokumaketha

Izinto Ezithonya Izabelomali Zokuthengisa

Nazi ezinye izici okufanele zicatshangelwe lapho unquma ukuthi yiziphi izinto zomugqa okufanele uzifake kuqhinga lokumaketha elinokulinganisela:

  • Izinjongo zebhizinisi: Qondanisa imisebenzi yokumaketha nezinjongo zenkampani zizonke, njengokwandisa ukuqwashisa ngomkhiqizo, ukukhiqiza umkhondo, noma ukukhulisa ukugcinwa kwamakhasimende.
  • Ukuphakama Komkhiqizo - umkhiqizo wakho muhle kangangokuthi amakhasimende akho kanye nabezindaba batshala isikhathi namandla abo - okwenza ukwazi ukusebenzisa imali encane.
  • Ukuphakama Kokuxhumana - esikhundleni sokukhokhela ukuthengisa, unikeza izaphulelo nemivuzo kumakhasimende akho atshala isikhathi namandla awo.
  • Abantu Ukuphakama - abasebenzi bangaphakathi abahlinzeka ngemiphumela emangalisayo kanye namakhasimende ahlinzeka ngobufakazi obuhle, ukubuyekezwa, nokwabelana kwenkundla yezokuxhumana okuthuthukisa ukukhula okudinga isabelomali esincane.
  • Abalaleli ababhekele: Cabangela okuthandwayo nokuziphatha kwezithameli eziqondiwe. Isibonelo, uma izethameli zisebenza kakhulu ezinkundleni zokuxhumana, beka phambili ukumaketha kwenkundla yezokuxhumana kunokukhangisa okuvamile.
  • Indzawo: Eminye imisebenzi yokumaketha ingase ifaneleke kakhulu noma iphumelele ezimbonini ezithile. Isibonelo, ubudlelwano bomphakathi bungase bubaluleke kakhulu emikhakheni elawulwa kakhulu, kuyilapho ukumaketha okuqukethwe kungase kusebenze kangcono ezimbonini lapho ukufundisa izethameli kubalulekile.
  • Ibhajethi: Yabela izinsiza ngokuya ngesimo sezimali senkampani, uqinisekise ukuthi isu lokumaketha lihlala libiza futhi liletha imbuyiselo enhle ekutshalweni kwezimali (ROI).
  • Izimbangi: Hlaziya amasu okumaketha abancintisana nabo ukuze ubone izikhala, amathuba, nezindawo lapho inkampani ingazihlukanisa khona.
  • Iziteshi Zokumaketha: Khomba iziteshi ezisebenza kahle kakhulu zokufinyelela izethameli eziqondiwe, ucabangele izici ezifana nokufinyelela, izindleko, nokuzibandakanya.
  • Amametwork Performance: Qhubeka uqaphe futhi uhlaziye ukusebenza kwemisebenzi yokumaketha ukuze ubone ukuthi yini esebenzayo nengasebenzi. Lungisa isu lokumaketha ngokufanele ukuze uthuthukise imiphumela.

Isu lokumaketha elilinganiselayo kufanele ligxile emisebenzini yokumaketha ehambisana kangcono nezinjongo zenkampani, izethameli, kanye nezinsiza. Kubalulekile ukubuyekeza njalo futhi ulungise isu ngokusekelwe kudatha yokusebenza kanye nokushintsha izimo zemakethe ukuze kuqinisekiswe ukusebenza kwayo okuqhubekayo.

I-Artificial Intelligence Isivele Inomthelela Kumabhajethi Wokuthengisa

Ukuhlakanipha okungekhona okwangempela (AI) isivele inomthelela omkhulu kwisabelomali sokumaketha futhi izoqhubeka nokulungisa indlela izinkampani ezaba ngayo izinsiza esikhathini esizayo. Nazi ezinye izindlela i-AI ethinta ngayo isabelomali sokumaketha:

  • Ukuthuthukisa Ukukhangisa: Ama-algorithms e-AI athuthukisa imikhankaso yokukhangisa ngokuhlaziya ukusebenza ngesikhathi sangempela, ukulungisa amabhidi, ukubekwa, nokukhomba ukuze uthole imbuyiselo engcono ekuchithweni kwezikhangiso (I-ROAS) kanye nokusebenzisa ibhajethi ngempumelelo.
  • Ama-Chatbots nabasizi ababonakalayo: Ama-chatbot anamandla e-AI nabasizi ababonakalayo benza ngokuzenzakalelayo ukusebenzisana kwamakhasimende, bathuthukise ulwazi lwamakhasimende futhi bakhulule izinsiza zeminye imisebenzi yokumaketha.
  • Ukudalwa kokuqukethwe: Amathuluzi aqhutshwa yi-AI enza ngokuzenzakalelayo ukudalwa kokuqukethwe, okufana nekhophi yesikhangiso, okuthunyelwe kwenkundla yezokuxhumana, nama-athikili ebhulogi, kusetshenziswa ukucubungula kolimi lwemvelo nama-algorithms okufunda komshini, ukonga isikhathi nezisetshenziswa.
  • Izibalo Ezithuthukisiwe: Ukuhlaziya okunamandla e-AI kunikeza imininingwane enembile, yesikhathi sangempela ekusebenzeni kokumaketha, okuvumela izinqumo eziqhutshwa idatha kanye nokwenza kahle kwesabelomali ukuze kusetshenziswe imali esebenza kahle eziteshini nasemisebenzini ephumelelayo.
  • Ukusebenza Okungeziwe: Amathuluzi nezinkundla ezixhaswe yi-AI zenza imisebenzi yokumaketha ngokuzenzakalelayo njengokuhlaziya idatha, ukudalwa kokuqukethwe, nokuhlukaniswa kwekhasimende, ukunciphisa isikhathi nezinsiza ezidingekayo emsebenzini wezandla kanye nokwenza kube lula ukwabiwa kwesabelomali okuphumelelayo.
  • Ukuhlanganiswa: Amapulatifomu aqhutshwa yi-AI anciphisa isidingo sochwepheshe bokuhlanganisa nokuthuthukiswa ukuze bavumelanise imithombo yedatha, kube nomthelela ekwabiweni kwezinsiza.
  • Izingxenyekazi ze-Marketing Automation: Amapulatifomu wokumaketha athuthukisiwe we-AI enza lula futhi aphathe imisebenzi efana nokukhulisa umthofu, ukumaketha nge-imeyili, nokuphathwa kwemithombo yezokuxhumana, ukonga isikhathi, ukwehlisa amaphutha, nokwenza ngcono ukusebenza kahle.
  • Ukwenza okuthandwa nguwe: I-AI inika amandla ukuzizwisa ukumaketha komuntu siqu kakhulu, okuhlanganisa imikhankaso ye-imeyili, izincomo zemikhiqizo, nokuqukethwe, okuholela emazingeni aphezulu okuzibandakanya, ukwethembeka kwamakhasimende akhuphukile, kanye nembuyiselo engcono yokutshala izimali zokumaketha.
  • Shift kumasethi wamakhono: Njengoba i-AI ihlanganisa ngokuqhubekayo emisebenzini yokumaketha, ukushintsha kwamakhono nolwazi oludingekayo kungase kuthinte ukwabiwa kwezinsiza zokuqasha, ukuqeqeshwa, nokuthuthukiswa kochwepheshe.
  • Ukukhomba Okuthuthukisiwe: I-AI ihlaziya idatha ukuze ihlonze amaphethini namathrendi, isiza izinkampani ziqonde kangcono ukuziphatha kwamakhasimende nalokho akuthandayo, inikeze amandla imikhankaso yokumaketha eqondiswe kakhulu, inciphise ukusetshenziswa kwezikhangiso okumoshwayo, nokuthuthukisa ukumaketha. RIO.

I-AI izoqhubeka nokuba nomthelela kwisabelomali sokumaketha ngokwandisa ukusebenza kahle, ukuthuthukisa ukukhomba nokwenza kube ngokwakho, ukuthuthukisa ukuhlaziya, nokuguqula amasethi wamakhono adingekayo ngaphakathi kwamaqembu okuthengisa. Izinkampani kufanele zicabangele izinzuzo ezingaba khona nezinselele zokuhlanganisa i-AI kumasu azo okumaketha futhi zilungise ibhajethi yazo ngokufanele.

Douglas Karr

Douglas Karr i-CMO ye VulaINSIGHTS kanye nomsunguli we Martech Zone. UDouglas usize inqwaba yeziqalo eziphumelelayo ze-MarTech, uye wasiza ekukhuthaleni okungaphezu kuka-$5 bil ekuthengeni nasekutshalweni kwe-Martech, futhi uyaqhubeka nokusiza izinkampani ekusebenziseni nasekuzenzeleni amasu azo okuthengisa nokumaketha. UDouglas uyingcweti yokuguqula idijithali eyaziwa emhlabeni wonke kanye nesikhulumi se-MarTech. UDouglas futhi ungumbhali oshicilelwe wencwadi kaDummie kanye nencwadi yobuholi bebhizinisi.

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