重新思考漏斗：医疗保健长销售周期中 ABM 实用指南.pdf

1、Proprietary&Confidential.All rights reservedRethinking the FunnelProprietary&Confidential.All rights reservedThe greatest danger in times of turbulence is not the turbulenceit is to act with yesterdays logic.Peter DruckerProprietary&Confidential.All rights reservedOur industry is on the move!FromQua

2、ntityLead generationVolume-based metricsDemand generation and captureToQualityBuyer group engagementQuality-based metricsAccount-based marketingProprietary&Confidential.All rights reservedThe issues we will try to address today1.How to get started with ABM2.What ABM at scale looks likeProprietary&Co

3、nfidential.All rights reserved0.00%5.00%10.00%15.00%20.00%25.00%30.00%35.00%40.00%ABM is not a priority for usWe are considering ABM but dont have a plan yetAn ABM pilot is planned this yearWe have been doing ABM for 1-2 yearsABM has been part of how we market for more than 2 yearsWe tried ABM and h

4、ave decided not to pursue it for nowWhere are you in adopting ABM?Mar-25May-24Source:Marks StoryEriks StoryProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confi

5、dential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprieta

6、ry&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedProprietary&Confidential.All rights reservedA