下载PDF
Folloze's Strategic Use of ABM Generates Significant Pipeline Growth
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
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。
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。
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
数量效益
相关案例.
Case Study
Smart Water Filtration Systems
Before working with Ayla Networks, Ozner was already using cloud connectivity to identify and solve water-filtration system malfunctions as well as to monitor filter cartridges for replacements.But, in June 2015, Ozner executives talked with Ayla about how the company might further improve its water systems with IoT technology. They liked what they heard from Ayla, but the executives needed to be sure that Ayla’s Agile IoT Platform provided the security and reliability Ozner required.
Case Study
IoT enabled Fleet Management with MindSphere
In view of growing competition, Gämmerler had a strong need to remain competitive via process optimization, reliability and gentle handling of printed products, even at highest press speeds. In addition, a digitalization initiative also included developing a key differentiation via data-driven services offers.
Case Study
Taking Oil and Gas Exploration to the Next Level
DownUnder GeoSolutions (DUG) wanted to increase computing performance by 5 to 10 times to improve seismic processing. The solution must build on current architecture software investments without sacrificing existing software and scale computing without scaling IT infrastructure costs.
Case Study
Predictive Maintenance for Industrial Chillers
For global leaders in the industrial chiller manufacturing, reliability of the entire production process is of the utmost importance. Chillers are refrigeration systems that produce ice water to provide cooling for a process or industrial application. One of those leaders sought a way to respond to asset performance issues, even before they occur. The intelligence to guarantee maximum reliability of cooling devices is embedded (pre-alarming). A pre-alarming phase means that the cooling device still works, but symptoms may appear, telling manufacturers that a failure is likely to occur in the near future. Chillers who are not internet connected at that moment, provide little insight in this pre-alarming phase.
Case Study
Premium Appliance Producer Innovates with Internet of Everything
Sub-Zero faced the largest product launch in the company’s history:It wanted to launch 60 new products as scheduled while simultaneously opening a new “greenfield” production facility, yet still adhering to stringent quality requirements and manage issues from new supply-chain partners. A the same time, it wanted to increase staff productivity time and collaboration while reducing travel and costs.
