Ukunika Amandla UkuthengisaIzibalo nokuhlolaUkukhangisa OkuqukethweIzingxenyekazi zeCRM kanye nezeDathaUkumaketha Nge-imeyili Nokuzenzakalela Kwe-imeyiliUbuchwepheshe obuqhamukayoAmathuluzi Okukhangisa

Zitholele i-Jabmo: Isixazululo Esiphelele Sokumaketha Okuqhutshwa Ngedatha ye-B2B

Cabanga ukuthi ulungiselela ukuthenga kakhulu. Ake sithi imoto entsha. Ungangena kunoma iyiphi indawo yokuthengisa bese ukhuluma nomuntu omele ukuthengisa? Noma ubungathatha isikhathi sakho ucwaninge ku-inthanethi, ukala izinketho zakho ukuze uthole okulingana kahle ngaphandle kokukhuluma nomthengisi?

Abathengi abaningi besimanje bathatha indlela yakamuva. Futhi manje, kunjalo namabhizinisi amaningi ukuya ebhizinisini (B2B) abathengi lapho bekhetha imikhiqizo namasevisi afanele ngezidingo zabo zebhizinisi. Umhlaba we-B2B usudijithali. Imijikelezo yokuthenga isithathe isikhathi eside futhi amaqembu okuthenga akhule aba makhudlwana-okwenza ukuthengisa kube nzima kakhulu kunangaphambili.

Amakomidi amakhulu ababambiqhaza, hhayi umuntu oyedwa noma ababili kuphela, banesibopho sokuthenga izinqumo futhi bachitha amaphesenti angama-50 kuye kwangama-70 ohambo lokuthenga becwaninga ngokungaziwa ku-inthanethi.

I-Spotio

Lawa maqembu angaziwa, wedijithali-okokuqala we-B2B awavamisile ukunikeza imininingwane yokuxhumana noma ahlanganyele Nezokuthengisa phakathi nesigaba socwaningo. Ngesikhathi benza njalo, kusuke sekwephuze kakhulu ukuthi amabhizinisi afundise abenzi bezinqumo ababalulekile ngezixazululo zabo noma balolonge isinqumo sokugcina seqembu.

Izinselele zikhuliswa kuphela kumabhizinisi womhlaba wonke we-B2B ezimbonini lapho ukuthengisa sekuvele kuyinkimbinkimbi, njengesayensi yokukhiqiza neyokuphila. Ngokuhlukana okuningi kangaka, izinkulungwane zemikhiqizo nezinsizakalo ezinikezwayo, kanye nemijikelezo yokuthenga enezinyanga eziningi, kunzima nakakhulu ukuthola isibambo sokuthi yimaphi ama-akhawunti abalulekile anentshisekelo kuwo nokuthi akuphi ohambweni lokuthenga.

Ukuphendula, abakhangisi be-B2B babuyisela emuva ukulawula. Bahlola amasu namathuluzi amasha:

  • Veza wonke ama-akhawunti acwaninga iwebhusayithi yawo ngokungaziwa - nokuthi imiphi imikhiqizo noma amasevisi abathanda kuwo
  • Khetha ama-akhawunti abaluleke kakhulu ongawaqondisa ngokumaketha okusekelwe ku-akhawunti (ABM)
  • Bandakanya futhi ufundise amaqembu okuthenga kusenesikhathi, ngesikhathi esanquma ukuthi yini azoyithenga  
  • Inzwa lapho uthenga ukukhuphuka kwenhloso
  • Futhi abameli bokuthengisa izingalo abanemininingwane esebenzayo ukuze bashaye ngesikhathi esifanele

Manje konke kuyenzeka ngenkundla eyodwa: Jabmo, lo Konke isisombululo sokuthengisa nokumaketha okuqhutshwa yidatha.

Ukunika Amandla Ukuthengisa Nokusebenza Kwezokumaketha Kwabaholi Bemboni

I-Jabmo iwukuphela kwenkundla ye-omnichannel ABM ebanzi, ephelele namasevisi aphethwe. Ikhethekile kakhulu ezidingweni ezihlukile zabakhangisi kwezokukhiqiza, isayensi yempilo, kanye nokunakekelwa kwezempilo, i-Jabmo inikeze amandla i-ABM ezinkampanini ezinkulu zomhlaba kulezi zimboni.

Nge-Jabmo, laba baholi bezimboni bayakwazi ukusungula umthombo owodwa weqiniso wokuthenga ukuziphatha kweqembu, baqhubekisele phambili ukusebenzelana okuphumelelayo kokuthengisa nokumaketha, futhi ekugcineni bakhulise imali engenayo ngama-akhawunti abalulekile.

Kanjani? Konke kuqala ngaphambi kokuthi uhlelo lwe-ABM luqale.

  • Ubuchwepheshe besizinda se-Jabmo-IP Account Sensing yenza abathengisi bakwazi ukuhlonza konke ama-akhawunti acwaninga kuwebhusayithi yawo ngokungaziwa, ngisho nalawo angakabi ku-radar. Ukuvakasha kwewebhusayithi kufaniswa nama-akhawunti abalulekile, ukuze abakhangisi bakwazi ukuhlonza ukukhuphuka kwezinga le-akhawunti ezihlokweni ezithile kanye nemikhiqizo ethandwayo.
  • An uhlelo lokushaya inhloso oluthuthukisiwe yabela i-akhawunti ngayinye ngokuzenzakalelayo umphumela wenhloso yokuthenga ukusuka ku-0 kuye ku-100, ngokusekelwe ekuhlaziyeni okuphelele kwedatha yokuzibandakanya yomuntu wokuqala, izibaluli zenkampani, nezihlungi ongazikhetha. Ukuhlola kungenziwa ngendlela oyifisayo ngemibandela ethile—njengezimboni nemikhakha, amazwe nezifunda, nama-akhawunti nezigaba— ukuze kube nemiphumela eguquguqukayo. Lawa maphuzu ahlosiwe asiza amaklayenti ukuthi abeke phambili ama-akhawunti abaluleke kakhulu okuthengisa nokufinyelela ekuthengiseni.

I-Domain-IP Account Sensing Technology evela ku-Jabmo

Ukuthatha Indlela Yeqiniso Ye-Omnichannel

Bese, abakhangisi bangafinyelela ama-akhawunti okuqondiwe ngawo Ukukhangisa okusekelwe ku-akhawunti ye-Omnichannel, eyenziwe yenzeka ngenxa yobuchwepheshe bokukhangisa obusekelwe ku-IP ye-Jabmo kanye nokuhlanganiswa kwayo okuqondile ne-Xandr, Google, Microsoft LinkedIn, Facebook, Instagram, kanye ne-ON24.

Abathengisi bangathumela imilayezo yokuthengisa ehambisana kakhulu, yomuntu siqu emaqenjini ayinhloko okuthenga ama-akhawunti—amalungu aziwayo nangaziwa ngokufanayo—noma kuphi nanoma nini lapho eku-inthanethi. Lokhu kufaka phakathi izikhangiso zokubonisa i-IP, izikhangiso zomphakathi, i-LinkedIn, ne-imeyili. Ishaneli ngayinye kulezi zizozenzela ukuxoxisana ngokwaso. Kodwa i-ABM iphumelela kakhulu lapho zonke iziteshi zisebenza ndawonye, ​​ziqondisa wonke amaqembu okuthenga kuzo zonke izigaba zohambo lwedijithali oluhlelwe kakhulu, olungaguquki, nolwenzelwe umuntu siqu.

Kumakhasimende e-Jabmo, asikho isidingo sokukhathazeka ngokuthi izinhlelo zabo zokukhangisa zizothinteka kanjani ngokuvinjelwa okuzayo kwamakhukhi ezinkampani zangaphandle. Ubuchwepheshe bukaJabmo abuthembele (futhi abukakaze) buthembele ekusetshenzisweni kwabo.

Ngokuphawulekayo, i-Jabmo ukuphela komthengisi we-ABM onokufinyelela ngempela izikhangiso emhlabeni wonke emazweni aseMelika, I-EMEA futhi I-APAC. Lokhu kubalulekile ezinkampanini ze-B2B ezisebenza emhlabeni wonke ezidinga ukukhomba ama-akhawunti emhlabeni wonke ngaphandle kwemikhawulo ngolimi noma indawo—ngenkathi zithobelana nemithetho yobumfihlo yamazwe ngamazwe.  

Ukushayela Ukuzibandakanya Ngokwenza Okuthandwa nguwe

Ngaphandle kwezikhangiso eziqondene nawe, abakhangisi bangakwazi futhi ukuhlela amawebhusayithi abo ngendlela efanele ama-akhawunti abo abaluleke kakhulu. Noma nini lapho ama-akhawunti abalulekile avakashela iwebhusayithi, ukwenza kube ngokwakho iwebhusayithi ka-Jabmo amakhono aletha imilayezo yangokwezifiso, okuqukethwe, nokunikezwayo ukuze uthole ukuzizwisa okubandakanya kakhulu.

Iklayenti elilodwa le-Jabmo elisebenzela izimboni eziningi ezahlukene liphawule, “Asifuni ukuthi ama-akhawunti ethu abalulekile abe nolwazi olujwayelekile kuwebhusayithi yethu. Isibonelo, uma inkampani yomhlaba wonke yezimonyo ivakashela isayithi lethu, sifuna ukuthi ibone izithombe ezithile, okuqukethwe okuthile, nohambo oluthile nendlela. Manje lokho kungenzeka ngenxa yomsebenzi esiwenzayo noJabmo.”

Ukudala Umthombo Owodwa Weqiniso Wedatha Yokumaketha

Umnyombo wekhambi likaJabmo lonke ungowalo Inkundla Yedatha Ye-akhawunti (Adp). I-ADP ixazulula enye yezinselelo eziphezulu kubakhangisi be-B2B namuhla: ukuthola umbono wesithombe esikhulu sayo yonke idatha yabo yokuzibandakanya ukuze kwambulwe imininingwane engasebenza ekuthengeni inhloso.

Njengoba kuneziteshi eziningi kangaka zokumaketha nezinkundla zokukhangisa, abakhangisi be-B2B bakuthola kuba nzima ukuphila ngaphandle kwe-ADP. Amathimba amaningi awanawo amathuluzi noma izinsiza zangaphakathi zokuletha idatha yawo ndawonye ukuze ihlaziywe kuleveli ye-akhawunti. Yilapho amaklayenti e-Jabmo ezuza khona inzuzo enkulu.

Ngokusebenzisa API-ukuhlanganiswa kwezinga nazo zonke izinkundla ezinkulu zokumaketha nezokukhangisa, i-ADP ka-Jabmo ihlanganisa idatha yokuzibandakanya yenkampani yokuqala—kusuka kuwebhusayithi, ukukhangisa, i-webinar, nomsebenzi we-imeyili—ukuhlaziya izinga le-akhawunti. Lokhu kudala umthombo owodwa weqiniso wokuziphatha kwabathengi kuleveli ye-akhawunti. Kusukela lapho, abathengisi bangakwazi ukuqapha ukukhushulwa okubalulekile kwe-akhawunti kuzo zonke iziteshi, banqume ukuthi yimiphi imizamo esebenzayo, futhi badalule ukwanda kwenhloso yokuthenga ngesikhathi sangempela.  

Ukuhlanganiswa kwe-Jabmo

Ukunikeza Amandla Ukuthengisa Ngemininingwane Engenzeka

Ukumaketha kudinga ukwenza okungaphezu nje kokuthola imininingwane ebalulekile ye-akhawunti; badinga ukudla ngokushesha efanele imininingwane yokuthengisa ukuze abameleli babo bakwazi ukuthola amadili kuqala.  

UJabmo wenza ukuthi kwenzeke nge amathuluzi okuvumela ukuthengisa ezihlukanisa isignali nomsindo. Umsamo iletha imininingwane ebambekayo kubanikezeli bokuthengisa, khona lapho asebevele basebenza khona—nge-imeyili naku-Salesforce.

Inkundla ithumela izinhlobo ezimbili zezaziso ze-imeyili ezenzelwe umuntu siqu kubaphathi ababalulekile bokuthengisa ama-akhawunti, ngokusekelwe kuphothifoliyo yabo ngayinye:

  • Izexwayiso zokuhlinzwa zesikhathi sangempela: Uma uthenga ukukhuphuka kwenhloso ngaphakathi kwe-akhawunti, lokhu kuvula i-imeyili eya kumphathi wezokuthengisa we-akhawunti obalulekile, ongafinyelela ngeminikelo efanele.
  • Imibiko ye-akhawunti yamaviki onke: Umphathi ngamunye wezokuthengisa uthola umbiko weviki wonke ofinyeza ukuzibandakanya kwezokukhangisa kwama-akhawunti amaningi kuphothifoliyo yakhe.

I-Jabmo futhi iletha imininingwane esekwe ku-akhawunti ngokuhlanganiswa kwayo ne-Salesforce. Ngaphakathi kohlelo lokusebenza lwe-Salesforce, ithebhu ye-Jabmo Insights kanye ne-Jabmo Account Engagement Reports ibonisa ukunyuka kwezinhloso zokuthenga nomsebenzi oyinhloko we-akhawunti kuzo zonke iziteshi, okuveza ukuthi ama-akhawunti afika kanjani emakhasini ayinhloko, izindawo ezithintekayo kakhulu, namakhasi abandakanyeka kakhulu.

Sekukonke, le mininingwane isiza abaphathi bokuthengiswa kwama-akhawunti abalulekile ukuthi basebenzise isikhathi sabo ngokugcwele futhi babeke phambili ukufinyelela kuma-akhawunti alungele ukuthenga.

I-Jabmo isisize ngempela ukuthuthukisa ukuxhumana nokusebenzisana phakathi kwamaqembu ethu okuthengisa nawokuthengisa. Lokhu kuqondana kubize kakhulu imizamo yethu yokuthengisa, futhi sesivele sibona amathuba amasha, amadili amakhulu, nokukhula kwenkampani okumangalisayo.

Ubufakazi beklayenti le-Jabmo ngamakhono okunika amandla ukuthengisa

Ukufakazela Amandla Okuthengisa

Amathimba okukhangisa kudala azabalaza ukukhombisa umthelela wabo kubabambiqhaza, okwenza kube nzima ukuvikela isabelomali esengeziwe noma ukwandisa izinhlelo zabo. Inkundla ye-Jabmo ihlanganisa i I-ROI Calculator ukusiza abadayisi bakhombise inani le-ABM ngendlela elawulwayo, yesayensi.

Okokuqala, i-Jabmo isiza amakhasimende ukuthi asethe ukulawula kanye namaqembu e-ABM. Njengoba imikhankaso iqhubeka, i-ROI Calculator iqhathanisa imiphumela phakathi kwamaqembu amabili, ivumela abakhangisi ukuthi babonise umthelela wabo kumamethrikhi abalulekile futhi bathole ukuthengwa kwabathintekayo ukuze behle kabili ku-ABM.

isithombe 2

Ukuqinisa Amathimba Angaphakathi Kwasendlini Ngezinsizakalo Eziphethwe

Ukwethula uhlelo oluyimpumelelo lwe-ABM kudinga isikhathi esiningi, isabelomali, nekhono. Izinkampani eziningi ze-B2B zintsha ekuthengisweni kwedijithali futhi azinazo izinsiza noma ithalente langaphakathi lokusingatha yonke into ngaphakathi. Kulapho izinkonzo eziphethwe nguJabmo ziqala ukusebenza khona.

Ochwepheshe be-Jabmo bayazi ukuthi yini esebenzela izimboni ezithile nokuthi zingakha kanjani izikhangiso ezinhle nama-imeyili athola imiphumela. Izinsizakalo eziphethwe yi-Jabmo zengeza amaqembu okukhangisa angaphakathi kwamakhasimende, aphatha yonke into emayelana namaqhinga omkhankaso nokwenza. Amakhasimende angakwazi ukuhlala egxile kuqhinga lezinga eliphezulu nokuqondanisa ukuthengisa ukuze afinyelele imigomo yebhizinisi.

Kungani i-Jabmo ye-Vertical-Specific ABM

Abathengisi abaningi be-ABM ezimakethe bagxile kumakhasimende ezobuchwepheshe. UJabmo, ngakolunye uhlangothi, ugxile ngokukhethekile ezidingweni zabathengisi kwezokukhiqiza, isayensi yezempilo, ukunakekelwa kwezempilo, nezinsizakalo zebhizinisi. Kulezi zimboni, imijikelezo yokuthengisa iyinkimbinkimbi ikakhulukazi, okwenza i-ABM idinge ihluke kakhulu kunesikhala sobuchwepheshe.

Izinkampani zobuchwepheshe zikhula ngokuwina net entsha ama-akhawunti. Kepha izinkampani zomhlaba wonke ezikhiqizayo, ezokunakekelwa kwempilo, kanye nesayensi yezempilo ziyakhula ngokwandisa ubudlelwano bazo nazo ekhona ama-akhawunti. Lokhu kusho ukuthengisa ngaphezulu kumaphesenti angu-20 aphezulu ama-akhawunti abalulekile asevele ekhiqiza amaphesenti angu-80 emali engenayo. Lapha, izimo zokusetshenziswa kwe-ABM zingabandakanya ukwethulwa komkhiqizo omusha noma isevisi, ukunwetshwa kwesifunda nokwamazwe ngamazwe, noma ukuvuselelwa nokuthuthukiswa.

Ngokuhamba kweminyaka, ochwepheshe be-Jabmo bathole ukuqonda okujulile kwezinselelo eziyingqayizivele abakhangisi ababhekana nazo kulezi zimboni eziqondiwe. I-Jabmo ihlinzeka ngobuchwepheshe obufakazelwe, idatha, imidiya, izinsizakalo, kanye nolwazi amakhasimende adinga ukujula ngalo kuma-akhawunti abalulekile, aqhubekisele ukukhula kwenzuzo, futhi ekugcineni abe abaholi emhlabeni omusha wokumaketha kwe-B2B yedijithali.

isithombe 3

I-Case Study: I-Jabmo in Action

Indaba eyodwa enkulu yempumelelo ye-ABM ivela Ukubuyiselwa Kwempahla Okokuqala Onsite. I-First Onsite iyinkampani ehamba phambili yokulungisa izinhlekelele kanye nokwakhiwa kabusha kwezakhiwo egxile ezindaweni eziningi zokuzijwayeza nezimboni.  

Iningi lebhizinisi lokubuyisela nokwakha kabusha liyasebenza. Kuqale kugadle inhlekelele, bese abantu bezama ukuthola usizo. Kodwa i-First Onsite yayazi ukuthi imodeli esebenzayo yayingabangeli ukukhula kwemali engenayo ngokushesha. Amathimba ayo ezokumaketha nawokuthengisa azimisele ukufundisa amathemba kanye namakhasimende ngokuqhubekayo mayelana nohlu lwawo oluphelele lwezinsizakalo zekhwalithi ephezulu, bese evikela izinkontileka nama-akhawunti abalulekile njengozakwethu abawakhethayo wokubuyisela indawo—isikhathi eside ngaphambi kokuba kwenzeke inhlekelele.

I-Onsite yokuqala ihlanganyele ne-Jabmo ukuze kuthuthukiswe imikhankaso ye-ABM ezimweni ezithile zokusetshenziswa—bese ukhetha ama-akhawunti alungile. Izibonelo ezimbalwa zomkhankaso zihlanganisa:

  • Imikhankaso eqondene nemboni lapho umlayezo ukhuluma nezidingo ezihlukile zokuma okuqondile okuqondile
  • Imikhankaso yokutholwa ezethula kabusha izengezo ezintsha kumndeni Wokuqala we-Onsite.
  • Imikhankaso egxile ezinhlekeleleni zemvelo ezikhuthaza ama-akhawunti abalulekile ezindaweni ezivame ukuthinteka ukuthi azilungiselele izinhlekelele zemvelo.
  • Ukuqwashisa ngesivumelwano sesevisi esiyinhloko (MSA). imikhankaso eqhuba ukuzibandakanya nezinkampani ngemuva kokuthi ziqambe i-First Onsite njengozakwethu ezizikhethele zona.

Lapho amalungu eqembu lokuthenga angaziwa evakashela iwebhusayithi ye-First Onsite, u-Jabmo uhlonza ikheli le-IP lenkampani yesivakashi ngasinye futhi aqaphe umsebenzi wocwaningo ezingeni le-akhawunti. Bese, i-Jabmo iletha imilayezo ehambisanayo ekuthengeni amalungu eqembu ngaphakathi kwama-akhawunti abalulekile ngokusebenzisa: Ukukhangisa okusekelwe ku-IP, ukukhangisa kwe-LinkedIn, nokukhangisa okusekelwe ku-akhawunti nokuphinda kuthage ku-Instagram naku-Facebook. Kokubili amalungu eqembu okuthenga aziwayo nangaziwa ngaphakathi kwama-akhawunti okuqondiwe athola ngokuthembekile izikhangiso eziklanyelwe ngokungamoshi lutho.

Inkundla Yedatha Ye-akhawunti ka-Jabmo ihlanganisa yonke i-IP kanye nedatha yomuntu wokuqala evela kuwebhusayithi, izikhangiso, nezinkundla zokuxhumana, bese izibalo zayo zeleveli ye-akhawunti zithole imininingwane mayelana nenhloso yokuthenga. Ithimba lezentengiso le-First Onsite liqapha ukukhushulwa ekuzibandakanyeni kweleveli ye-akhawunti kanye nenhloso yokuthenga kuzo zonke iziteshi - ngesikhathi sangempela - futhi lingakwazi nokubona ukuthi yiziphi izigaba noma izifunda lapho intshisekelo ivela khona. Behlome ngemininingwane efika ngesikhathi, abadayisi bafinyelela ngesikhathi esifanele ngemititilizo, izicelo zomhlangano, nokunye okwengeziwe. Inkampani isiqalile ukuthola i-MSA ngama-akhawunti abalulekile, manje anezinqubo ezikhona zokubiza i-First Onsite uma kwenzeka inhlekelele. Le mininingwane eshayelwa yidatha iye yasiza ngisho nokudalula amathuba ngama-akhawunti noma izigaba ezazingekho ku-radar ye-First Onsite.

Namuhla, ukuthengisa kusebenzisa ukuhlanganiswa kwe-Jabmo's Salesforce ukuze uthole imininingwane ejulile ye-akhawunti, futhi abadayisi abangabodwana baletha ama-akhawunti noma izimo ezintsha zokusebenzisa ku-Marketing for ABM imikhankaso. Ekugcineni, isu le-ABM yesiteshi sonke, idatha esebenzayo, kanye nobuchwepheshe obuvumelayo be-Jabmo namasevisi kuye kwaqhuba ukuqondana okuqinile Kwezokuthengisa Nokumaketha nempumelelo.

Njenge-First Onsite, inkampani yakho ingakwazi ukuthengisa nokuthengisa okuqhutshwa idatha nge-Jabmo.

Ulungele ukukhuluma nosomaqhinga we-Jabmo?

Thola iDemo ye-Jabmo

I-Tav Tepfer

NjengeSikhulu Esiphezulu Sezohwebo sika-Jabmo, u-Tav Tepfer uhola inkampani emhlabeni wonke ngokuThengisa, Impumelelo Yekhasimende kanye Nokusebenza Kwezinsizakalo Eziphethwe. Uyisikhulu sakwa-SaaS esinesipiliyoni seminyaka engaphezu kwe-15 kusoftware yebhizinisi okuhlanganisa iDocurated, Zilliant, IBM kanye ne-Oracle. U-Tav ungumgijimi oshisekayo, ujabulela ukwenza imidanso yezwe, futhi wenzela abangani bakhe iphathi yetimu e-Austin, eTexas. UTav uthweswe iziqu eNyuvesi Yabesifazane YaseTexas eneBachelor of Science in Mathematics.

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