Folloze 对 ABM 的战略使用促进了产品线的显着增长
技术
- 网络安全和隐私 - 身份认证管理
- 平台即服务 (PaaS) - 应用开发平台
适用行业
- 设备与机械
- 石油和天然气
适用功能
- 采购
- 销售与市场营销
用例
- 租赁金融自动化
- 时间敏感网络
服务
- 云规划/设计/实施服务
关于客户
Folloze 是一家位于加利福尼亚州圣马特奥的科技公司；科罗拉多州丹佛市；北卡罗来纳州罗利和以色列特拉维夫。该公司专注于 MarTech，团队规模为 95 人。Folloze 正在寻找全面的解决方案来优化其营销计划和支出，并于最近与 Demandbase 签署了合同。该公司将基于帐户的营销 (ABM) 视为增长的关键战略，并责成其增长营销和分析经理布雷顿·霍克沃特 (Bretton Hoekwater) 实施和优化该计划。
挑战
Folloze 是一家专门从事 MarTech 的技术公司，在优化营销计划和支出方面面临着重大挑战。该公司最近与综合营销平台 Demandbase 签署了合同，并希望利用基于帐户的营销 (ABM) 作为增长的关键战略。 Folloze 增长营销和分析经理 Bretton Hoekwater 的任务是实施和优化该计划。面临的挑战是确定符合 Folloze 理想客户档案 (ICP) 的客户，并根据各种指标（例如参与时间、渠道预测分数和资格分数）将这些客户划分为不同的级别。这种细分将为公司的营销和销售策略提供信息，不同的层级接收不同类型的广告信息和销售方法。
解决方案
Folloze 利用 Demandbase Account Intelligence 来识别符合其 ICP 的帐户，技术图形在此过程中发挥了重要作用。然后，该公司使用 Demandbase ABX Cloud 根据各种指标将这些帐户划分为多个级别。第一级客户分配给销售团队，第二级客户分配给客户开发代表 (ADR)，第三级客户分配给营销团队。 Folloze 还实施了一项策略，在他们的帐户周围添加适合他们购买过程中所处阶段的广告信息。该公司通过销售情报来补充广告，以深入了解他们的客户，并以高度定制的咨询方式与他们互动。 Folloze 还使用 Demandbase Data Cloud 的数据完整性来保持其 CRM 数据干净且最新。
运营影响
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